Lucas Salomone

Most CSMs will face this awkward moment: You realise you need to reset a customer relationship because you didn’t handle it so well at the start. 😳 Maybe you skipped the goals and priorities conversation at the start. 😳 Maybe you’ve been overservicing and now need to pull back. 😳 Maybe you never captured baseline metrics, and now you’re scrambling ahead of an EBR. So… what do you do in that situation? The best approach is ridiculously simple: Just tell them. Literally. For example: Skipped goals: 💬 “There’s an important discussion we skipped: your goals and priorities. It’s been too long, I’d like us to align now.” Overservicing: 💬 “I leaned in heavily to support your rollout. Now that you’re in a better position, let’s talk about the resources you’ll need to succeed long term.” No metrics of success: 💬 “We never took a baseline of your key metrics. To measure progress, let’s take a look back together. Can you help me with that?” We build these moments up in our minds, convinced they’re bigger than they are. We think the customer will be mad. But guess what? 9 out of 10 times, they won’t. They appreciate the course correction. Yes, ideally, you’d have nailed it the first time. But you didn’t. And that’s okay. We are all learning, and we get better everyday with experience. Missing it because you didn’t know better at the time isn’t the problem. But continuing to miss it because you’re afraid to address it even though you know better is.. 💡 Curious… have you ever had to reset with a customer? How did it go? 💌 For more tips on how to build a super Customer Success engine for your business, sign up to Unconventional Growth [link below]. #customersuccess #csm #cx #revops #relationship #EQ

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For decades, enterprise sales were seen as a grind. Quota-chasing, cold-calling, transactional. Today, it’s something very different. In tech especially, carrying a number has become one of the most aspirational seats in a company. Modern sales means directing complex gtm systems that move billions in enterprise spend. Our recent blog maps out this tectonic shift: the unbundling of sales tech, and the rise of GTM automation platforms that rebundle not around features, but outcomes. Here’s a sneak peek 🧠 : ~ A breakdown of the MAPE-K loop, turning workflows into self-tuning systems ~ The business model reshaped: vendors get paid by outcomes, not seat counts ~ Why the role of SDRs is shifting, from execution to revenue engineering If you care more about revenue than tools, this is your new North Star. 💫 Read the whole piece here: https://lnkd.in/dCtg36GJ

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Predictive Enablement is transforming how we equip our revenue leaders. No longer just about delivering content or training on demand, predictive enablement leverages data and AI to: * Anticipate Skill Gaps: Imagine knowing which reps are about to struggle with a particular objection, product feature etc before it impacts a deal. Proactive, targeted coaching and training. RingCentral's enablement & Ops teams Kelly Molkenbuhr are launching The Revenue Standard which will be the framework to do just this. * Proactively Deliver the Right Resources: Instead of reps searching for answers serve it up. This is where Ringo I've talked about before is coming in for RingCentral. * Optimize Coaching & Training: By analyzing vast amounts of sales data – from call recordings to CRM activity – AI can pinpoint patterns in successful interactions. We are leveraging RingCentral's RingSense and Aviso AI to power this. * Accelerate Onboarding & Time-to-Quota: New hires can be brought up to speed faster with personalized learning paths and simulated scenarios Heather K. has a lot on deck to do just this! * Improve Forecast Accuracy: Account planning, opp planning and deal planning with AI Ratnadeep Chatterjee, MBA Michael Throssel and I have a few things up our sleeves to roll out in Q3! Predictive enablement isn't just a buzzword; it's a strategic imperative powered by AI and robust data analytics. It moves us from reactive problem-solving to proactive performance optimization, ensuring our go-to-market teams are always one step ahead. CC: Akshay Srivastava Joe Jacob Joe Fahrner Ayub Mohammed Amir Hameed Brandon Thomas Are you already exploring predictive enablement within your organization? What impact have you seen, or what challenges are you anticipating? #PredictiveEnablement #SalesEnablement #RevenueEnablement #AITech #Coaching #GTMStrategy

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As Head of Sales Enablement at WSO2, I see firsthand how frameworks like MEDDPICC could help sales teams navigate complex and straightforward deals. It keeps us focused on what truly drives outcomes-measurable impact, clear decision criteria, strong champions, and knowing the competition. The result? Better forecast accuracy, faster deal cycles, and stronger win rates. #SalesEnablement #SalesExcellence #MEDDPICC #WSO2

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When Intelligent Demand joined forces with 2X seven months ago, it wasn’t just a transaction. It was a strategic move based on where B2B growth is heading — toward integrated, tech-enabled, results-driven GTM partnerships. Today’s acquisition of Outbound Funnel by 2X is another deliberate move in that direction: - Strengthening RevOps services - Extending deeper into the GTM tech stack - Adding proven expertise in AI-powered sales engagement and revenue intelligence Outbound Funnel has built a great reputation implementing platforms like Gong, Outreach, Salesloft, and 6sense at scale. Their team has led hundreds of complex, enterprise-grade rollouts — with the adoption and business impact to back it up. For our clients and partners, this means 2X can now support even more of the GTM operating system — from upstream strategy and ABX all the way to front-line sales engagement and intelligence. It’s about connecting the dots across the end-to-end revenue process. This is how modern RevOps should work: Unified. Measurable. Scalable. Proud to be building that vision with the exceptional teams at 2X, Intelligent Demand, and now Outbound Funnel. Read the full announcement here: https://lnkd.in/gjSvW8Wn #GTM #RevOps #B2BGrowth #ABX #RevenueIntelligence #MarketingAsAService #2X #IntelligentDemand #OutboundFunnel

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