Selim Cheurfa

B2B Sales Cheat Sheet – REVENUE OPERATIONS EDITION In this REVENUE OPERATIONS EDITION, I focus on the strategic and operational considerations that CROs and RevOps leaders face when adopting any of the 10 most popular B2B sales methodologies. Connect, like, and comment “RevOps Edition” to receive a link to the full 10-page PDF document. Methodologies included: - SPIN Selling - MEDDICC - Solution Selling - GAP Selling (Keenan .– would love to hear thoughts!) - Challenger Sale - Sandler Selling System - ValueSelling - SPICED - Miller Heiman - Command of The Message Inside, you’ll find actionable insights on pipeline oversight, impact on forecasting, tracking performance metrics, and adoption at scale - tailored specifically for revenue teams in fast-growing SaaS organizations. Each page of document covers: 1. Key Metrics & KPIs for Methodology Effectiveness 2. Set Up of The Methodology in Your Salesforce 3. Impact on Deal & Pipeline Reviews 4. Practical Tips for Revenue Leaders 5. How to Ensure Methodology Adoption 6. Supporting AI Tools #sales #b2b #revops #ai

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I’m fanatical about pipeline generation and I think the phone is the best way to generate pipeline. But I still think “org-wide call targets” are stupid for 3 simple reasons: 1) Some reps have high connect rates, some are lower 2) Some reps set meetings with 20% of prospects they talk to, some are lower 3) Some reps convert most of their meetings to opportunities, some convert fewer So how would I set a call target relevant to everyone? Set it too low, and the low-converting reps have no chance to find success while they work on improving conversion. Set it too high, and the high-converting reps are annoyed AND their conversion likely decreases, making them less efficient. So I don’t set org-wide call targets. Instead, we set org-wide outcome targets (e.g., opportunities created), and then use data to inform individual input goals to reach out those outcomes. Some of my favorite “outcomes” to track: - Initial meetings set - Number of conversations - Discovery meetings converting to opportunities My favorite way to track priority outcomes is my “Good Day Framework.” It’s my most popular framework for improving pipeline generation, and you start generating more pipeline with it today here: https://lnkd.in/g879yrCK

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Salesforce just signed a deal to acquire Bluebirds — the AI prospecting platform everyone in sales has been whispering about. Why? Because Bluebirds isn’t “another sales tool.” It’s agentic AI built for one thing: Finding your next customer before you even start looking. → It scouts high-potential accounts. → Drafts personalized outreach. → Hands you opportunities on a silver platter. All while you’re closing the last deal. Once it’s baked into Sales Cloud + Agentforce, top-of-funnel prospecting won’t just be faster — it’ll be automatic. The message is clear: Salesforce is betting big on AI that works quietly in the background so sellers can focus on what actually moves the needle. Closing is human. Prospecting? Let the machines handle it. At Vedsphere, we help businesses turn Salesforce into a revenue engine — from setup to AI automation. Whether you’re scaling, streamlining, or starting fresh — we make your CRM work harder than your sales team. → Let’s talk if you want Salesforce to find, win, and keep customers on autopilot.

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🚀 Outbound is changing. Do you want to be a part of the change ? Most sales teams still run on sequencers and enrichment databases. They keep the machine humming, but they’re built for a world where volume mattered more than relevance. That world is disappearing. Buyers expect outreach that’s timely, contextual, and human. And thanks to advancement in technology in getting intent + signal data, we finally have the tools to deliver it. Imagine an outbound system that can: - Detect real buying signals in real time - Pull context from multiple sources instantly - Adjust timing, channel, and message automatically - Learn continuously from buyer responses—not static personas That’s not “nice to have.” It’s the next evolution of outbound. Teams that cling to volume-heavy playbooks will keep getting ignored. Teams that adapt will win earlier conversations, stronger trust, and better pipeline. This isn’t about polishing templates. it’s about reimagining how sellers and buyers connect. The shift has already started. 👉 The only question: will your team help shape the future of outbound or get left behind?

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Sales is the spearhead of any business. Yet a lot of people have misconceptions about what sales actually is... It's definitely more than just persuading customers. What sales really is: Emotional Intelligence ↳ Top salespeople can read and understand their clients' emotions, building rapport and adjusting their approach accordingly. Active Listening ↳ Successful sales reps don't just talk, they truly listen to understand their clients' needs and concerns, ensuring this way to offer solutions that genuinely address those needs. Curiosity ↳ Great salespeople are naturally curious, asking insightful questions to uncover underlying needs and motivations. Charisma ↳ While not essential, charisma can help salespeople to stand out, build relationships, engage the customer and make a positive impression. Analytical Skills ↳ In order to make informed decisions, salespeople need to analyze data, identify trends and understand market dynamics. Psychology ↳ An understanding of human psychology helps salespeople to communicate effectively, influence decision-making and navigate objections. Ability to Guide ↳ Effective salespeople guide clients through the buying process, offering expert advice and addressing concerns as a trusted advisor. Closing Skills ↳ Ultimately, salespeople need to be able to overcome objections, securing commitment and finalizing the sale by closing the deal. It's the right blend of these skills what makes a great salesperson. ♻ Like and repost if you agree. 🔔 Follow me Claudio Meidler for more like this.

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The future of sales (Tech sales to be precise) looks drastically different (albeit it being a derivative of the original roles): 1) AEs / Core Sellers → Industry Principals Deep vertical fluency > generic pitch decks. Industry Advisor > Vanilla Seller 2) Solution Architects → Quota-Carrying “Solution Partners” They’ll own the spine of the deal: problem framing, architecture, ROI/TCO, and commercial close. 3) CSAMs / CSMs → Outcome Owners (NRR Quotas) Less QBR theater, more telemetry-driven playbooks, time-to-value, product-led expansion, and AI-powered health scoring. 4) BDRs → SignalOps / Growth Scientists From dialers to data-native orchestrators: mining intent signals, running partner/community/nearbound plays, creating content, and letting AI do the grunt work. 5) RevOps → Revenue Intelligence & AgentOps From reporting to owning the system of intelligence: data quality, forecasting precision, pricing guidance etc. Roles that will get absorbed, automated, or vanish as standalones: 1. Classic dialer BDRs — replaced by intent-led, content-native SignalOps. 2. RFP/Proposal writers — LLMs + governed KBs auto-draft 80%; humans QC. 3. “Demo jockey” SEs — self-serve demos + vertical solution blueprints by SAs. 4. Forecasting / pipeline analysts — agentic CRMs and RevIntelligence. 5. Deal desk data-entry roles — pricing copilots with policy guardrails. 6. Overlay product specialists — collapse into industry squads. 7. Sales enablement coordinators — content/playbooks/certs get automated #FutureOfSales #TechSales #AIinSales #RevOps #SignalBasedSelling #IndustryPrincipals #SolutionPartners #NRR #AgentOps

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Hi everyone, Starting today, I'm introducing a new rubric: "Forecasting Friday Tips." Every Friday, I'll publish one simple tip to help you improve your sales forecasts and boost the accuracy of your revenue projections. 𝐓𝐢𝐩 #1: 𝐏𝐫𝐞𝐬𝐬𝐮𝐫𝐞 𝐝𝐨𝐞𝐬𝐧'𝐭 𝐢𝐦𝐩𝐫𝐨𝐯𝐞 𝐬𝐚𝐥𝐞𝐬 𝐟𝐨𝐫𝐞𝐜𝐚𝐬𝐭𝐬. Don't push sales reps for better numbers. Instead: 1. Set clear rules for how to choose realistic close dates and assess deal win chances. 2. Encourage reps to be honest about pipeline risks. 3. Help them build step-by-step plans to increase the likelihood of winning. Forecasts should reflect the real world, not wishful thinking. 𝐓𝐡𝐚𝐭’𝐬 𝐢𝐭 𝐟𝐨𝐫 𝐭𝐨𝐝𝐚𝐲. 𝐇𝐚𝐩𝐩𝐲 𝐅𝐫𝐢𝐝𝐚𝐲! 😎

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