[NEW] Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXPHN0 Data center clients have completely changed how they research and make purchase decisions. Gartner found up to 83% of the buyer's journey happens before sales teams meet a prospect. So even in the best of circumstances, you’re only getting a seat at the table for the final 17% of the sales process. Has your company kept up with these changes? Or are you still using the same sales and marketing playbook from 10+ years ago? (when you had a role in nearly 50% of the sales process) The self-guided buyer's journey -- where the buyer is in the driver’s seat -- has frustrated many sales and marketing teams. But these challenges also present game-changing opportunities for those who can get found early as trusted advisors. To own most of the typical 28 touchpoints between a stranger and a significant data center purchase, sales and marketing teams need to upgrade to this new reality. And that’s the reason why DCSMI is hosting a free, three-day training event: to help you prepare. When you attend Data Center Go-to-Market 2025 Jumpstart, here’s what you’ll learn: Day One Tuesday, December 10, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Go-to-Market 101 Data Center Sales Has Changed: Is Your Team Living In The Past? How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals) Day Two Wednesday, December 11, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Lead Generation 101 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales) Data Center Lead Generation 301 Day Three Thursday, December 12, 2024 12:00 PM - 2:00 PM Eastern Time 5 Ways to Close Sales Faster With Your Data Center Leads How to Find the Right Data Center Niches and Avoid Commoditization Special Bonus: Everyone who attends Data Center Go-to-Market 2025 Jumpstart will get access to a free downloadable planning workbook to help you organize your plans to generate more leads, reach more of the right decision-makers, build brand awareness, attract more clients, and enter new markets. This three-day webinar series is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry. Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXPHN0 #dcsmi #datacenter #datacenters #datacentersolutions #datacentre #hyperscale #colocation #missioncritical #cloudservices #cloud #managedservices #itprovider #networkservices #telecommunications #digitalinfrastructure #criticalfacilities #edge
Data Center Sales & Marketing Institute (DCSMI)的动态
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[NEW 3-Day Training Event] Data Center Go-to-Market 2025 Jumpstart Register at https://hubs.li/Q02YXC190 Data center clients have completely changed how they research and make purchase decisions. Gartner found up to 83% of the buyer's journey happens before sales teams meet a prospect. So even in the best of circumstances, you’re only getting a seat at the table for the final 17% of the sales process. Has your company kept up with these changes? Or are you still using the same sales and marketing playbook from 10+ years ago? (when you had a role in nearly 50% of the sales process) The self-guided buyer's journey -- where the buyer is in the driver’s seat -- has frustrated many sales and marketing teams. But these challenges also present game-changing opportunities for those who can get found early as trusted advisors. To own most of the typical 28 touchpoints between a stranger and a significant data center purchase, sales and marketing teams need to upgrade to this new reality. And that’s the reason why DCSMI is hosting a free, three-day training event: to help you prepare. When you attend Data Center Go-to-Market 2025 Jumpstart, here’s what you’ll learn: Day One Tuesday, December 10, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Go-to-Market 101 Data Center Sales Has Changed: Is Your Team Living In The Past? How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals) Day Two Wednesday, December 11, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Lead Generation 101 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales) Data Center Lead Generation 301 Day Three Thursday, December 12, 2024 12:00 PM - 2:00 PM Eastern Time 5 Ways to Close Sales Faster With Your Data Center Leads How to Find the Right Data Center Niches and Avoid Commoditization Special Bonus: Everyone who attends Data Center Go-to-Market 2025 Jumpstart will get access to a free downloadable planning workbook to help you organize your plans to generate more leads, reach more of the right decision-makers, build brand awareness, attract more clients, and enter new markets. This three-day webinar series is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry. Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXC190 #dcsmi #datacenter #datacenters #datacentersolutions #datacentre #hyperscale #colocation #missioncritical #cloudservices #cloud #managedservices #itprovider #networkservices #telecommunications #digitalinfrastructure #criticalfacilities #edge
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I help go-to-market GTM teams in the AI data center industry differentiate, get found earlier in sales cycles, achieve trusted advisor status and command premium pricing power to drive sustained profitable revenue growth
[NEW] Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXCRx0 Data center clients have completely changed how they research and make purchase decisions. Gartner found up to 83% of the buyer's journey happens before sales teams meet a prospect. So even in the best of circumstances, you’re only getting a seat at the table for the final 17% of the sales process. Has your company kept up with these changes? Or are you still using the same sales and marketing playbook from 10+ years ago? (when you had a role in nearly 50% of the sales process) The self-guided buyer's journey -- where the buyer is in the driver’s seat -- has frustrated many sales and marketing teams. But these challenges also present game-changing opportunities for those who can get found early as trusted advisors. To own most of the typical 28 touchpoints between a stranger and a significant data center purchase, sales and marketing teams need to upgrade to this new reality. And that’s the reason why DCSMI is hosting a free, three-day training event: to help you prepare. When you attend Data Center Go-to-Market 2025 Jumpstart, here’s what you’ll learn: Day One Tuesday, December 10, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Go-to-Market 101 Data Center Sales Has Changed: Is Your Team Living In The Past? How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals) Day Two Wednesday, December 11, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Lead Generation 101 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales) Data Center Lead Generation 301 Day Three Thursday, December 12, 2024 12:00 PM - 2:00 PM Eastern Time 5 Ways to Close Sales Faster With Your Data Center Leads How to Find the Right Data Center Niches and Avoid Commoditization Special Bonus: Everyone who attends Data Center Go-to-Market 2025 Jumpstart will get access to a free downloadable planning workbook to help you organize your plans to generate more leads, reach more of the right decision-makers, build brand awareness, attract more clients, and enter new markets. This three-day webinar series is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry. Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXCRx0 #dcsmi #datacenter #datacenters #datacentersolutions #datacentre #hyperscale #colocation #missioncritical #cloudservices #cloud #managedservices #itprovider #networkservices #telecommunications #digitalinfrastructure #criticalfacilities #edge
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I help go-to-market GTM teams in the AI data center industry differentiate, get found earlier in sales cycles, achieve trusted advisor status and command premium pricing power to drive sustained profitable revenue growth
[3-Day Training Event] Data Center Go-to-Market 2025 Jumpstart Register at https://hubs.li/Q02YXmyD0 Data center clients have completely changed how they research and make purchase decisions. Gartner found up to 83% of the buyer's journey happens before sales teams meet a prospect. So even in the best of circumstances, you’re only getting a seat at the table for the final 17% of the sales process. Has your company kept up with these changes? Or are you still using the same sales and marketing playbook from 10+ years ago? (when you had a role in nearly 50% of the sales process) The self-guided buyer's journey -- where the buyer is in the driver’s seat -- has frustrated many sales and marketing teams. But these challenges also present game-changing opportunities for those who can get found early as trusted advisors. To own most of the typical 28 touchpoints between a stranger and a significant data center purchase, sales and marketing teams need to upgrade to this new reality. And that’s the reason why DCSMI is hosting a free, three-day training event: to help you prepare. When you attend Data Center Go-to-Market 2025 Jumpstart, here’s what you’ll learn: Day One Tuesday, December 10, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Go-to-Market 101 Data Center Sales Has Changed: Is Your Team Living In The Past? How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals) Day Two Wednesday, December 11, 2024 12:00 PM - 2:00 PM Eastern Time Data Center Lead Generation 101 Data Center Lead Generation 201 (Getting to Decision Makers and Larger Sales) Data Center Lead Generation 301 Day Three Thursday, December 12, 2024 12:00 PM - 2:00 PM Eastern Time 5 Ways to Close Sales Faster With Your Data Center Leads How to Find the Right Data Center Niches and Avoid Commoditization Special Bonus: Everyone who attends Data Center Go-to-Market 2025 Jumpstart will get access to a free downloadable planning workbook to help you organize your plans to generate more leads, reach more of the right decision-makers, build brand awareness, attract more clients, and enter new markets. This three-day webinar series is especially crucial for sales, marketing, customer success, product, and channel partnership professionals in the data center industry. Data Center Go-to-Market 2025 Jumpstart Register for the Three-Day Training Event: https://hubs.li/Q02YXmyD0 #dcsmi #datacenter #datacenters #datacentersolutions #datacentre #hyperscale #colocation #missioncritical #cloudservices #cloud #managedservices #itprovider #networkservices #telecommunications #digitalinfrastructure #criticalfacilities #edge
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Senior Architect | Founder AI Startups | Data Scientist | Data Analyst | Data Engineer
The real takeaway here? An effective Ideal Customer Profile (ICP) Platform isn’t just about scoring leads; it’s about aligning resources with long-term value and profitability. Whether you’ve built your own system or are eyeing the emerging category of pre-built solutions, this is a space to watch.
"Are ICP Platforms Already a Thing?" At SaaS Sales Advisors, we’ve noticed something interesting: about half the companies we work with have already built or commissioned some version of what we’d call an “ICP Platform.” These typically take the form of reports and dashboards designed to measure GTM performance. The simpler setups tend to focus on metrics like win rate by employee size or industry. But the more sophisticated ones? They go deeper. Quantifying factors like lead scores, competitor presence, persona engagement, company growth rates, and even incumbent vendors. Most of these companies might not call it an “ICP Platform,” but the goal is clear: replace gut-driven decisions with data-backed clarity about what makes an ideal customer. Many companies use these tools to zero in on win rates. That’s useful, but incomplete. Focusing only on win rates misses the bigger picture: How ICP criteria impact other critical factors like deal size, sales cycle length, and renewal rates. Think about it: A lead scoring model that only considers propensity to buy ignores whether the deal is worth the time and effort. The real question is: Does the opportunity create enough value compared to the resources required to close it? A Real-World Example: Opportunity A vs. Opportunity B. Let’s break it down: Lead Score: - Opportunity A: “High” (30% win rate) - Opportunity B: “Medium” (23% win rate) Advantage A... so far. Deal Value: - Opportunity A: $31,000 - Opportunity B: $43,000 Now it’s a toss-up since the weighted value of Opportunity B edges ahead. Sales Cycle Length: - Opportunity A: 88 days - Opportunity B: 61 days Opportunity B starts pulling ahead with higher efficiency (more bookings per day). Renewal Rate & Lifetime Value: - Opportunity A: 81% renewal rate, $36,710 LTV - Opportunity B: 89% renewal rate, $67,427 LTV It’s not even close. Opportunity B wins on long-term value. This is the kind of analysis that helps GTM teams make smarter, more productive decisions—and it’s exactly what we help companies implement at SaaS Sales Advisors. ICP Platforms Are Already Here (And Growing). Some companies have built their own or purchased custom versions of ICP Platforms. We see this evolving into a larger product category, where businesses can choose pre-built solutions instead of building from scratch. What do you think? Are ICP Platforms the next big category, or are we still ahead of the curve? Let’s discuss!
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CEO @ Aligned | Don't Sell. Offer Buying Process As A Service | End Indecision & Ghosting; From Email-File-Chaos → Digital Sales Room
Last week, I spoke to the CRO of a $120M ARR SaaS who KILLED their Sales Enablement tech budget and moved back to Google Drive. Here's what went wrong (and why he called SE a "big lie"): CONVO RECAP: CRO: The entire concept of Sales Enablement is a big lie. Me: Ok, you got my attention… what do you mean? CRO: Look at the tools and the ways people fill this role. I need my AEs to multithread, run better calls, build champions better, etc. But we’re paying [a top 3 enablement vendor] for soooo many bells and whistles and what we end up with is basically a glorified Google Drive. Me: What do you think went wrong? CRO: These tools are solving for the wrong problem. Content Management isn't Enablement. It is a marketing/sales alignment problem, not a sales effectiveness one. Too many of the Enablement folks out there are really more marketers than sales experts, so the big enablement companies solve for what they care about. Me: So what is Sales Enablement in your mind? CRO: Solving for better deal execution, a better workflow with our prospects, and insights about deals (not just how content is being used). And sales experts should run this. Our team ends up downloading and emailing content to clients. I don't need to pay $70,000 a year for what is essentially GDrive. MY THOUGHTS: Yes, this is a spicy take, but I think there's a lot of truth in it... We’re not enabling Sales if we’re not improving their actual process with buyers. We’re not enabling Sales if we’re not enabling Buyers. Years of ‘Growth At All Costs’ made us lose sight of what matters. Sales Enablement should NOT be about: - how well the enabler knows how to train people - how many case studies, and decks we build - how well we organize information internally - how fast our team can find this information Sales Enablement should be about: - how well the enabler understands the seller & buyer’s world - how many buying supporting assets we build - how well our team can digest & deliver information to buyers - how effectively our team can help buyers make decisions We could get away with it since buying and selling was easy. We could hire more sellers, get them in front of buyers as fast as possible, and ramp up activity as high as we could. But today, all that leads to is mediocracy. And shelfware that doesn't really solve a core problem. Sales is hard because buying is harder. Sales is hard because buyers avoid salespeople more. An effective enablement role and tech stack is about that. Supporting Buyers as much as you support Sellers. Enabling better execution and workflow between the two. Internal content management is a very small piece of that puzzle.
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Misunderstood Resting Face | Friendlier than Appear to Be | Like Uncommon Solutions to Common Problems | Not Peter Griffin
Gal says… “Sales Enablement should NOT be about: - how well the enabler knows how to train people - how many case studies, and decks we build - how well we organize information internally - how fast our team can find this information Sales Enablement should be about: - how well the enabler understands the seller & buyer’s world - how many buying supporting assets we build - how well our team can digest & deliver information to buyers - how effectively our team can help buyers make decisions” What Gal is saying is that the Buyer needs to be enabled as much if not more than the Seller and that traditional thinking and approaching Sales Enablement doesn’t work. It’s a new world and requires a new approach across the board. I think good Sales Emablers can learn how to enable this new world but they have to be superb, accountable and measured for their effectiveness.
CEO @ Aligned | Don't Sell. Offer Buying Process As A Service | End Indecision & Ghosting; From Email-File-Chaos → Digital Sales Room
Last week, I spoke to the CRO of a $120M ARR SaaS who KILLED their Sales Enablement tech budget and moved back to Google Drive. Here's what went wrong (and why he called SE a "big lie"): CONVO RECAP: CRO: The entire concept of Sales Enablement is a big lie. Me: Ok, you got my attention… what do you mean? CRO: Look at the tools and the ways people fill this role. I need my AEs to multithread, run better calls, build champions better, etc. But we’re paying [a top 3 enablement vendor] for soooo many bells and whistles and what we end up with is basically a glorified Google Drive. Me: What do you think went wrong? CRO: These tools are solving for the wrong problem. Content Management isn't Enablement. It is a marketing/sales alignment problem, not a sales effectiveness one. Too many of the Enablement folks out there are really more marketers than sales experts, so the big enablement companies solve for what they care about. Me: So what is Sales Enablement in your mind? CRO: Solving for better deal execution, a better workflow with our prospects, and insights about deals (not just how content is being used). And sales experts should run this. Our team ends up downloading and emailing content to clients. I don't need to pay $70,000 a year for what is essentially GDrive. MY THOUGHTS: Yes, this is a spicy take, but I think there's a lot of truth in it... We’re not enabling Sales if we’re not improving their actual process with buyers. We’re not enabling Sales if we’re not enabling Buyers. Years of ‘Growth At All Costs’ made us lose sight of what matters. Sales Enablement should NOT be about: - how well the enabler knows how to train people - how many case studies, and decks we build - how well we organize information internally - how fast our team can find this information Sales Enablement should be about: - how well the enabler understands the seller & buyer’s world - how many buying supporting assets we build - how well our team can digest & deliver information to buyers - how effectively our team can help buyers make decisions We could get away with it since buying and selling was easy. We could hire more sellers, get them in front of buyers as fast as possible, and ramp up activity as high as we could. But today, all that leads to is mediocracy. And shelfware that doesn't really solve a core problem. Sales is hard because buying is harder. Sales is hard because buyers avoid salespeople more. An effective enablement role and tech stack is about that. Supporting Buyers as much as you support Sellers. Enabling better execution and workflow between the two. Internal content management is a very small piece of that puzzle.
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Solving the world's problems one Enablement solution at a time! Rated #1 Influencer by my kids.
A sobering post if you are selling #saas in the #salesensblement, #revenueenablement, or #salesperformance space. Sales Leaders are questioning the impact and value of enablement platforms. I've been in recent conversations along the same vain. Trying to justify why we should keep the enablement platform. Is it really helping sellers perform better? Can we really demonstrate the correlation? The problem isn't the platform itself. It's getting all the stakeholders across the company aligned to use the platform the way it was designed. The best "pitching" functionality isn't going to help a seller gather engagement statistics if the right content isn't there to pitch. Or if a Sales Manager isn't asking their reps to use the pitching functionality. These struggles are often overlooked during the sales cycle. And then show up in frustration and in churn. The platform companies of the future are going to take greater interest in helping companies solve the alignment challenge.
CEO @ Aligned | Don't Sell. Offer Buying Process As A Service | End Indecision & Ghosting; From Email-File-Chaos → Digital Sales Room
Last week, I spoke to the CRO of a $120M ARR SaaS who KILLED their Sales Enablement tech budget and moved back to Google Drive. Here's what went wrong (and why he called SE a "big lie"): CONVO RECAP: CRO: The entire concept of Sales Enablement is a big lie. Me: Ok, you got my attention… what do you mean? CRO: Look at the tools and the ways people fill this role. I need my AEs to multithread, run better calls, build champions better, etc. But we’re paying [a top 3 enablement vendor] for soooo many bells and whistles and what we end up with is basically a glorified Google Drive. Me: What do you think went wrong? CRO: These tools are solving for the wrong problem. Content Management isn't Enablement. It is a marketing/sales alignment problem, not a sales effectiveness one. Too many of the Enablement folks out there are really more marketers than sales experts, so the big enablement companies solve for what they care about. Me: So what is Sales Enablement in your mind? CRO: Solving for better deal execution, a better workflow with our prospects, and insights about deals (not just how content is being used). And sales experts should run this. Our team ends up downloading and emailing content to clients. I don't need to pay $70,000 a year for what is essentially GDrive. MY THOUGHTS: Yes, this is a spicy take, but I think there's a lot of truth in it... We’re not enabling Sales if we’re not improving their actual process with buyers. We’re not enabling Sales if we’re not enabling Buyers. Years of ‘Growth At All Costs’ made us lose sight of what matters. Sales Enablement should NOT be about: - how well the enabler knows how to train people - how many case studies, and decks we build - how well we organize information internally - how fast our team can find this information Sales Enablement should be about: - how well the enabler understands the seller & buyer’s world - how many buying supporting assets we build - how well our team can digest & deliver information to buyers - how effectively our team can help buyers make decisions We could get away with it since buying and selling was easy. We could hire more sellers, get them in front of buyers as fast as possible, and ramp up activity as high as we could. But today, all that leads to is mediocracy. And shelfware that doesn't really solve a core problem. Sales is hard because buying is harder. Sales is hard because buyers avoid salespeople more. An effective enablement role and tech stack is about that. Supporting Buyers as much as you support Sellers. Enabling better execution and workflow between the two. Internal content management is a very small piece of that puzzle.
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Developing real estate and launching startups with my bro (Jason). Family men (4 and 5 kids each), sailors, bee keepers, explorers, builders.
Ready to create a smooth sales funnel and SaaS onboarding? Let’s navigate these waters together! ???? 1: Know your audience. The better you understand them, the sharper your communication will be. ?? Get in the trenches. Where are your ideal customers hanging out? Go chat with them. 2: Time to shine with your UVP! Spotlight why you're the top pick! ?? It's worth taking the time to study your competitors and figure out what you're doing better. 3: Power up your landing pages. Make them a conversion magnet with a clear UVP. These landing pages are your 24/7 sales people who never sleep on the job. Give them the TLC they deserve and they'll keep selling again and again without asking for a raise. 4: Feed your users knowledge. Develop educational resources to help customers understand your product. An educational newsletter is a great place to start! Adding pro tips in your SaaS for quick punchy knowledge is a nice cherry on top. 5: Aim for smooth sailing in onboarding. We're currently personalizing and simplifying ours at MagicBlog.ai for a great user experience. ?? 6: Tap into email marketing. Keep leads engaged and progressing down the funnel. At MagicBlog.ai, we've built distinct funnels for each user type – free, trial, and even our Starter and Pro plans! 7: Analyze, optimize, repeat. Metrics are your best friend here. ?? Here's a tip - free credits for feedback keep our users involved and helpful! ?? There you have it - a blueprint for a smooth sailing sales funnel and SaaS onboarding. Now set sail for success! ??
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