Timon Cerutti

Most RevOps teams still operate like it’s 2015. And it results in significant revenue loss. Let’s test your team’s reality: ✓ Still forecasting in spreadsheets? ✓ Only reviewing pipeline deals? ✓ Relying on dashboards that hide post-sale signals? If you answered YES to any of these… Your forecasting model is broken. Here’s what it’s costing you: 📉 Forecasts miss the mark by 23% 🕒 Reps waste over 2 hours every week 📉 Expansion revenue gets left behind 💸 Churn risks are spotted after it’s too late That’s because most forecasting still ends at pipeline review. But that's only the beginning of the impact on revenue. It continues across: • Onboarding • Adoption • Renewals • Expansion Here are 5 blind spots costing you revenue: 1. Only forecasting new deals But 30–40% of revenue happens after the sale → Renewal and expansion need to be forecasted too 2. Post-sale risk signals are missed Churn shows up in behavior, not in static dashboards → But by the time they notice, it’s already too late 3. Sales → CS handoffs are broken 67% of deals lose momentum after the handoff → Teams aren’t aligned around the full customer journey 4. Forecasting still lives in spreadsheets Manual updates, outdated numbers, missed context → Forecasts are flawed before they’re even reviewed 5. Expansion is hidden from view 40% of revenue should come from existing customers → But most platforms don’t track real usage or account growth MaxIQ solves these challenges: → Forecast new pipeline, renewals, and expansion → Align Sales, CS, and RevOps in one shared view → Use live product and engagement data to spot risk early That’s why Snowflake chose MaxIQ. ↳ To forecast revenue across their entire customer lifecycle. If your forecast ends at a deal close, you're not forecasting revenue. ↳ You're forecasting activity. MaxIQ gives you the full picture ↳ From first commit to lasting impact. 📌 Try MaxIQ today: https://www.getmaxiq.com/ 🔄 Repost to help other teams improve forecasting #Sales #Forecasting #Pipeline #Revenue #Expansion #MaxIQPartner #SponsoredByMaxIQ   

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Leading sales teams remotely isn't easy. Doing sales remotely is not easy either. One important thing I learned leading salespeople all over Europe over the last 5 years: You should schedule time together often. Here are a few regular sessions I usually put in our calendars: 1️⃣ Cold Calling Day (once a month): The whole team (SDRs, AEs, Operations) meets to call for one full day. Set a target for the day and see what the team can achieve together. We often booked > 25 meetings on one day. Helped us get closer to the revenue target. 2️⃣ Outreach / Cold Calling Sessions (2-3 hours, two times a week): The whole team focuses on outreach. These blockers are important for all salespeople to not losing focus on pipeline creation. You might as well be doing it with the whole team. At the beginning of the session, we usually do a warmup with some mock calls. The hardest part: Keep doing it over a long period of time. 3️⃣ Weekly Sales Team Meeting (1-1.5 hours): Everybody shares what they achieved last week (the most important advancements and new pipeline). There is usually a list of topics that need to be discussed. And knowledge should be shared (especially in early-stage companies). Everybody contributes. 4️⃣ Weekly Call Coachings (1 hour): A sales rep is sharing a recorded call with everyone beforehand. And the whole team is giving feedback on that call. By showing parts of the recording. 5️⃣ Weekly 1-on-1s with every sales rep (30 min) Agenda: 1. How are you doing? 2. What is going well / where do we have room for improvement? 3. What do you need help with? 4. Career & personal development 5. Other topics? 6️⃣ Weekly coaching on methodology with the whole sales team (60 min): Someone prepares a late-stage deal by answering the following questions: "What is the pain/ use case?" "What happens if they do not implement our solutions?" "Who is the Champion, and how do you know?" "What is their personal benefit of implementing the solution?" "Who else is involved? What does each care about? "Who is the Economic Buyer?/ Decision Board?" "What is their timeline?" "Do we understand the decision criteria for the people involved in the decision-making steps?" "What is the biggest risk of losing the deal?" Then, the team asks questions. Result: 2-3 immediate action items that help mitigate the risk of losing the deal. Learning and growing together. That is it. Anything else you are doing regularly with the whole team?

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How to retain salespeople: 1. Don't mess with their money 2. Great coaching and feedback 3. Majority of the team hitting quota 4. Opportunities for internal promotions 5. Top performers hitting 200% (or more) 6. Listen to feedback and improve things That's it. That's all you gotta do. - Mike G 👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

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Stop chasing the “perfect call time”. It feels smart. It’s a trap. Every SDR has heard the myth of the magic hour. → The idea: There’s a golden window when prospects always pick up. → The reality: Every day is different. Every person lives in their own world. There is no universal best hour or best day. No secret slot. No shortcut. The right moment isn’t found. It’s made by volume, persistence, and consistent dialing. Top SDRs don’t wait for luck. They create it. Here’s what they do: → They call at all hours, not just the “recommended” ones. → They track their own data, not just industry averages. → They build habits around action, not hesitation. → They treat every dial as a new chance, not a wasted effort. → They know that every “no answer” is one step closer to a “yes”. Quantity creates luck. Calls create timing. The more you dial, the more you learn. The more you learn, the better you get. The better you get, the more you win. Stop waiting for the stars to align. Start dialing. Persistence beats perfection. Consistency beats timing. The best SDRs don’t chase the perfect call time. They make their own.

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One of the key sales metrics Miro’s Strategic Accounts team is laser focused on is our Walk in Conversion Rate: How much of the total $ value of pipeline we have on Day 1 ends up CW by EoQ. We’ve 3X’d this metric in the past 2 years, are now consistently delivering 40%+, and have gotten it north of 60% in a couple of quarters. We put these improvements down to focusing on 5 things: ➡ A Buyer Centric Sales Process: We redesigned our sales process to align more closely with how our customers make their buying decision and included customer verified exit criteria at each stage. We ‘win the stage’ by achieving a combination of MEDDPICC and customer oriented exit criteria and we don’t skip stages. Not skipping  = more qualified opportunities, fewer deals stalling between S2-S4, increased win rates, average deal sizes, and pipeline velocity. ➡ Customer Centric Deal Qualification: The exit criteria at S1 are designed to ensure the opportunity is anchored in solving a meaningful business problem for the buyer i.e., can we articulate a customer validated problem statement grounded in the 3 Whys and a solid “I”. This helps us qualify out early and often and ensure we don’t invest time in opportunities where a) Miro - as the premium/most sophisticated offering in the market - is not the best option for the buyer and/or b) we would be trying to solve a surface level customer pain. ➡ Tightening our Operating Rhythm: Two major changes we made: 1:Introducing thrice quarterly pipeline scrubs (Week 3, 6 & 10) helps ensure we walk into each quarter with solid pipeline hygiene and 2: Introducing a standing 2.5 hour weekly Deal Review Block on Tuesday mornings, alternating week to week between Top 5 CQ & Top 5 NQ Deals. ➡ Deepening our Partnership with Professional Services: We now involve our PS team from S2 on all opportunities tied to a significant deployment. In these deployments, we’re selling PS assisted workflow transformation vs licenses and - in CoM language - this team are experts in conveying “How We Do It” and “Where We’ve Done it Before”. They help us communicate the business outcomes a scaled Miro deployment can deliver (e.g., ~60% reductions in development cycles for physical and digital products), and increase customers’ confidence in our ability to deliver these outcomes for them. ➡ Decision & Paper Process: Partnering with our Champions to co-create a Mutual Go Live Plan that maps out the steps each side needs to take to deploy the solution by a certain date. This helps us build an accurate understanding of the various steps, stakeholders, and timelines in play, and reduce the chances of a late stage stick in the spokes. Related, Miro was just listed #18 in Forbes Cloud 100. If you’re interested in being part of what we’re building, check out our current openings (link in comments)

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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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Coaching your frontline sales managers can increase the entire sales team's performance by as much as 20% Some other data points: 👉🏻Companies that invest in coaching see an 788% ROI through increased productivity and employee retention. 👉🏻Reps are 21% more likely to hit quota with the right leadership. 👉🏻Revenue per seller can jump as much as 50%. Compelling, isn’t it...？ So why is it that sales management training & coaching comes so low down on the priority list when the results are so impactful? In many cases sales managers have been promoted because they were top salespeople, but the skills needed to be a high performing Individual Contributor (IC) are very different to those needed to lead a team (where you go quite literally from 'I' to caring about 'We'). Without the right training and coaching, most are left to figure out on the job - neither of which is optimal for the individual or the company. Ok, so yes, at this point there is a shameless plug for my revenue coaching services, but the results are truly special when a revenue leader with potential and talent (but still learning on the job), can fast track through effective coaching... So what does coaching with me look like: 🌟Personalised 1:1 sessions tailored to your needs 🌟Assessment of skill & knowledge gaps against a revenue leadership maturity model 🌟Clear coaching plan with tangible outcomes 🌟Access to best-in-class playbooks & frameworks (as well as practical guidance on how to execute on them).  Who's my coaching for: ✅First-time sales leaders stepping into new VP/CRO roles ✅Experienced SaaS leaders taking on new functions or geos ✅Ambitious leaders with an 'always learning' mindset ✅SaaS companies that want to increase sales performance by 20% 🎯This quarter’s offer: Book five coaching sessions and your sixth is on me. If you are interested in finding out more, please email me at [email protected] Apologies for cringy photo - it's me at my desk following a coaching call - tenuous link to the post I know :)!! #thefemalesalesleader  #softwaresales  #salesleadershipcoaching  #saas

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Just got my hands on trumpet 🎺’s new Buyer Enablement Report 👇 And the data couldn’t be clearer: 85% of buyers already have their vendor shortlist before talking to sales. Add to that: ↳ 73% expect a tailored experience ↳ 90% of millennials care about authenticity above all else So if your first call is a 8-slide deck overview… you’re already behind before you’ve begun. The playbook really is changing. Less selling. More enabling our buyers to buy. This is just scratching the surface… the free report is stacked with insights on how to enable buyers better. Check it out: https://lnkd.in/g_qjYqea How many slides do you use in an average first call?

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Selling into sales? Read this first. Most reps show up with a pitch. Top reps show up with context. Because selling to a CRO isn’t the same as selling to a VP of Sales. And what works for Enablement won’t land with RevOps. Each role has its own metrics, pressures, and priorities. If you don’t speak their language, they tune out fast. → Don’t pitch dashboards to CROs. → Don’t pitch templates to SDR managers. → Don’t talk “visibility” unless you can prove it. If you want to win the meeting, tailor the message. That’s why tools that start with context are becoming more valuable. I got early access to Lusha’s new AI Chat, and it flips how prospecting works. Instead of searching for CROs at 500-person companies, you start with the trends affecting your market. The AI reads the signals, connects the dots, and gives you a list of the people most likely to be impacted - fast and focused. It’s like prospecting, reversed. And it’s built for how top sellers actually think.

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