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We have some awesome events and content teed up for the New Year so if you haven't already, join the Sales Community - Home of the CRO - Private Network with now over 650+ members. The largest community for Chief Revenue Officers and Sales Professionals in Technology.

Tech Sales Insights LIVE

TSI will be back again in the New Year, headlining with Kris Hartvigsen, CEO of Dooly on January 5th at 4PM EST ??https://linkmagic.io/kris

Check out all of our past episodes and live interviews here:

From Our Sponsors:

Emissary ??

It Isn't Sales Intelligence If It Doesn't Help You Sell Smarter and Faster!

Join Randy and Allen C. Mueller, CEO of Emissary.io for a chat about sales intelligence, what works, what doesn’t, and how sellers can both gain deep insights into accounts and reduce research time.

Sign-Up Here - Friday, December 17th at 11:30AM EST

→What do Allen and Randy see on deck for sales in 2022?

→What does sales intelligence mean and why is it still important?

→How does Emissary fit into sales and marketing tech stacks and motions?

Recommit to Social Selling in 2022

Recently, Emissary surveyed almost 200 executive-level technology buyers to learn how they handle the barrage of vendor outreach filling their inboxes.? As you might imagine, they aren’t impressed.? In fact, almost one-third said they ‘never’ answer a prospecting email or voicemail. LinkedIn messaging, however, was more successful. Most tech execs (85%) said they engaged regularly on LinkedIn and 78% are open to responding to sales outreach on the channel. The key, according to buyers, is for sellers to cultivate a personal brand:

• Post frequently and consistently. Curate your posts to include content that comes from reputable sources, not just your organization. And when you do re-share your organization’s content, always add a hot take to the top of the post.? Buyers want to see that you personally have a point of view.??
• Be part of a broader conversation. Join groups in your field and contribute thought leadership. Demonstrate your interest and expertise. Buyers want to see if you will be a good partner.? So, resist the temptation to dump product info.? Buyers resent it when vendors hijack threads.?
• Network. Don’t pitch. Don’t immediately follow a connection request with a generic request for a meeting.? Buyers view this as a bait and switch. Give value first. And when you have earned the right, be very specific on the ask. Buyers view vague language as a sign that you won’t be a good steward of their time.?

Outreach ??

How Sales Leaders Can Drive Predictable, Efficient Growth in Uncertain Times

Join industry expert Mary Shea, global innovation evangelist at Outreach, as she discusses with Randy what it will take for your sales teams to thrive in 2022.?

Sign-Up Here - Monday, December 20th at 3:30PM EST

As we navigate toward the “next normal,” we find ourselves in an environment wrought with uncertainty.

The world of B2B buying and selling is no different. Revenue teams face a myriad of challenges — leading multigenerational teams, keeping pace with rapidly evolving buyer needs, and unraveling a complicated sales technology marketplace.?

Here are some further resources from our partners at Outreach:

• The Role of the Sales Leader Is Changing: Are You Ready?
• Unleash: A New Cohort of Revenue Innovators Comes of Age
• The Revenue Innovator’s Ultimate Guide to Predictable, Efficient Growth
• Modern Revenue Teams Require A Modern Platform
• Mary’s POV on the industry

Randy's Tips to Sell More??? Excerpts from?Your Go-To Sales Advisor

Have a Fast-Start Plan for Your First Ninety Days?

Whether you’re taking a new job as an individual contributor or a CRO, make sure you have a written plan for your first ninety days on the job. It’s always a great idea to include any objective metrics, get buy-in, and share. Here are some ideas:?

• First thirty: Listen, gain trust, assess, and create wins?
• Next thirty: Diagnose, focus on what you can control, give open feedback?
• Next thirty: Create a game plan with messages and actions, involving the right people in the right roles?
• Beyond three months: Execute and exceed plan?

Additionally:

• Accelerate learning?
• Match your company’s strategy to your team’s?
• Secure early wins
• Negotiate success
• Achieve alignment?
• Strengthen your team?

In their book,?You’re in Charge—Now What?: The 8-Point Plan, Thomas Neff and James Citrin list these ideas from their Spencer Stuart 8-Point Plan for the First Hundred Days:?

1. Prepare yourself during the countdown.

2. Align expectations

3. Shape your management team

4. Craft your strategic agenda?

5. Start transforming culture

6. Manage your board/boss?

7. Communicate

8. Avoid common pitfalls

We'll be back next week with one more Newsletter addition before the holidays, thanks again for subscribing!