David Meyer

⁉️ Are your CSMs closer to the Boardroom or the Help Desk? Let’s stop pretending CSMs are here to hold hands and host check-ins. That chapter is over. 📕❌ The future of CSMs as a core role and component of customer success is not soft. It’s not reactive. It’s strategic, commercial, and accountable to growth. 💰📈 If you’re a CSM reading this, you are not “post-sale.” You are core-impact and "next-sale." If you’re a CS leader, your job isn’t to shield your team from change. It’s to equip them to lead it. Onboarding managers, Support analysts, and Implementation/Services specialists are all embracing new technologies and ways of working. 🚀 But what does the future CSM look like? It's more than just discovering new ways of working. There are fundamental shifts in the role definition that are available to create a powerful future. 1️⃣ Business Acumen > Product Knowledge They speak in customer outcomes, not platform features. They understand how their customers make money and how they lose it. 💡💸 2️⃣ Revenue Ownership They don’t just renew. They expand. They create opportunities by delivering real, measurable value. 3️⃣ Executive Presence They can sit across from a C-suite buyer and talk growth, risk, and ROI. No slide decks. No fluff. Just clarity and confidence. 🧠🎯 4️⃣ Customer-Led Innovation They bring the frontlines to the strategy table. The best CSMs don’t just listen to feedback, they shape roadmaps. 🛠️🚀 5️⃣ Courage They don’t wait to be told what to do. They challenge their customers (and their company) to move faster, smarter, better. 💥🔥 💡 Here’s the hard truth: If you’re still treating CSMs like support reps and retention managers, you’re already behind. Some parts of CS will always be counted towards COGs. It's a simple reality of proper financial reality and financial modeling. But CSMs? Why shouldn't they be part of SG&A, given they are often the most under-leveraged growth engine in the company? This isn’t about retention anymore. It’s about expansion, innovation, and category leadership, powered by customer value. 👊 Let’s build the future of CS by developing the kind of CSMs who will own it. #CustomerSuccess #NextGenCSM #CustomerGrowth #RetentionIsRevenue #CSLeadership #GrowthMindset #CustomerLedGrowth #ExecutivePerspective #FutureOfWork #CSRevolution #CreatetheFuture

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10 Sales Phrases That Instantly Build Trust That 90% of Reps Never Use ⇢ FREE RESOURCE: 100 Sales Objections + How to Respond (PDF) https://lnkd.in/eryPyxMJ Most reps overpromise, pressure, or use tired lines that buyers have heard a hundred times. Top sellers? They build trust in seconds — and let the buyer lean in. Here are 10 phrases that make prospects want to keep talking: 1️⃣ Here’s what I can do… Offer realistic clarity, not inflated promises. Builds credibility fast. 2️⃣ I want to make sure I fully understand — can I repeat this back to you? Active listening shows you care more about accuracy than rushing to pitch. 3️⃣ You’re the expert in your world — I’m here to help. Puts them in control and removes defensiveness. 4️⃣ I’ll be direct — here’s where this might fall short. Transparency signals confidence. Buyers trust candor. 5️⃣ I’ll follow up when it makes sense — not to bug you. Respects their time, shifts you from seller to partner. 6️⃣ Others in your position have told me… Uses social proof without the pushiness. 7️⃣ Here’s what that means in plain English… Kills jargon, delivers value they actually care about. 8️⃣ Would it help if I showed you exactly how this worked for [peer company]? Real proof beats theory every time. 9️⃣ It’s totally okay if this isn’t the right fit. Removes pressure, gives them permission to be honest. 🔟 Even if you don’t choose us, I want you to walk away with value. Moves you from transactional to transformational. These lines aren’t “tricks.” They’re trust-builders. Which one are you adding to your next call? 📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/eJWujZqC (already 31,000 sellers are on board)

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🎥 𝗖𝗮𝘁𝗰𝗵𝗶𝗻𝗴 𝗨𝗽 𝗪𝗶𝘁𝗵… 𝗡𝗶𝗰𝗸 𝗧𝗶𝗱𝗱 | 𝗚𝗹𝗼𝗯𝗮𝗹 𝗛𝗲𝗮𝗱 𝗼𝗳 𝗖𝗵𝗮𝗻𝗻𝗲𝗹, 𝗭𝗼𝗼𝗺. What happens when a seasoned channel exec joins a company known for innovation and velocity? You get a channel strategy that’s less about tiers and more about trust. More importantly, Zoom isn’t just talking about channel transformation; they’re doing it. Over the past 11 months, Nick and his team have put a practical, partner-first strategy in motion. And they’re checking the boxes: ✅ 𝗖𝗹𝗲𝗮𝗿 𝗳𝗼𝗰𝘂𝘀 𝗼𝗻 𝗼𝘂𝘁𝗰𝗼𝗺𝗲𝘀, 𝗻𝗼𝘁 𝘁𝗿𝗮𝗻𝘀𝗮𝗰𝘁𝗶𝗼𝗻𝘀. Zoom has embraced five distinct routes to market - resale, agency, service provider, marketplace, and online - to meet customers and partners where they are.  ✅ 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻 𝗼𝘃𝗲𝗿 𝗽𝗿𝗼𝗺𝗶𝘀𝗲𝘀.In just seven months, they transformed core partner systems like quote-to-cash and provisioning, bringing turnaround times down to under a minute. ✅ 𝗧𝗼𝗼𝗹𝘀 𝘁𝗵𝗮𝘁 𝘄𝗼𝗿𝗸 𝗮𝘁 𝗰𝗵𝗮𝗻𝗻𝗲𝗹 𝘃𝗲𝗹𝗼𝗰𝗶𝘁𝘆. The Zoom partner portal is getting a UX refresh, and new demand-gen tools offer campaign-in-a-box options tailored for Zoom’s rapid product release cycles.  ✅ 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝘁𝗵𝗮𝘁 𝗺𝗮𝘁𝗰𝗵𝗲𝘀 𝗿𝗲𝗮𝗹𝗶𝘁𝘆.The Zoom Up Partner Program is being overhauled to reflect different partner types, geographies, and go-to-market models with a clear foundation for growth.  ✅ 𝗣𝗿𝗼𝗼𝗳 𝗶𝗻 𝘁𝗵𝗲 𝗻𝘂𝗺𝗯𝗲𝗿𝘀.Even before the new program officially launches, Zoom is seeing a consistent rise in indirect transacting partners. BOTTOM LINE: Zoom isn’t just saying the right things to partners. They’re delivering tangible improvements in systems, tools, and program design that partners can see and feel. I’m bullish on Zoom’s channel strategy. After watching this episode of Catching Up With…, I think you will be, too. ▶️ Watch the full conversation and let me know your thoughts. #Zoom #ChannelLeadership #UnifiedCommunications #UCaaS #Zoomtopia Graeme Geddes, Chris Moss, Chris Morrissey, Leo Boulton Kelly Gilhooly

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🚀 New Episode of Elite Selling Podcast - Mastering Tech Sales is live! This week Frankie and I sat down with Mark Wayland, outgoing Chief Revenue Officer @ Box, to tackle a big question: 👉 Why is NOW the best time to be in sales — even though it might feel tougher than ever? Mark breaks down what separates good reps from truly ELITE sellers: ✅ Able to perform in any market or industry ✅ Grit + Business Acumen (the 2 must-have traits) ✅ Long-term mindset ✅ Seek mentorship and coaching ✅ Build deep trust with customers ✅ Take on hard challenges head-on ✅ Own their pipeline with discipline He also shares some personal stories — including the time a certain CEO literally kicked him out of his office for not being prepared. (Trust me, you don’t want to miss that one.) 🎧 Tune in to hear Mark’s take on building resilience, leveling up your craft, and thriving in today’s sales environment. Link to episode in comments, huge thank you to Mark for joining the show!

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❌ Too many teams treat qualification as a tick-box. ✅ The best treat it as a discipline—and the numbers are brutal. A recent research piece from RevOps Co-op analysed 655k opportunities worth $48B. The punchline? Well-qualified deals win 6.3× more often and close 21.6% faster, and they’re 1.9× less likely to slip 90+ days. Qualification isn’t a form to fill; it’s the operating system for revenue. Where teams fall down (and quietly tax ARR & margin): 1. “We did Discovery.” Great—then nothing gets updated. Only 36% of opps that pass Discovery have both a qualification score and supporting notes. That’s not rigour; that’s roulette. 2. MEDDPICC theatre: “Champion” gets a name, but Economic Buyer, Decision Criteria, Paper Process, Compelling Event are MIA—so forecasts wobble and deals slip. (Yes, the high-rigour cohorts close faster and slip less.) 3. Service-firm classic: pricing lives in email, rate cards live in Excel, and renewal risk appears… at renewal. Qualification didn’t fail in Close—it failed months earlier. ⭐ What top performers actually do: • Treat qualification as continuous—rigour compounds from Discovery → Evaluation → Negotiation; nothing is left undocumented by Close. • Disqualify early to protect capacity and fee margin; focus coaching on deals with verified EB/DP/DC (not vibes). • Align Sales + Delivery + Finance around the same deal reality (terms, rate, margin, paper). How to operationalise (HubSpot, service-business edition): • Stage gates with teeth - no stage progression without them. • Playbooks → structured notes: bind MEDDPICC answers to properties (no free-text sprawl). • Quotes & Line Items: embed rate cards/pricing calculators (ACV/ARR/TCV + margin), with approval workflows for discounts. • Renewal pipeline: auto-create 120–180 days out; qualification continues into success/expansion. • Dashboards: pipeline coverage in £ ARR/CARR, proposal→close %, discount impact on contribution margin, slippage by stage. Takeaway: Qualification isn’t optional—it’s survival. If your forecast still runs on “best guesses,” you don’t have a system—you have a spreadsheet full of hope. The Avidity Build Bibles now come with this as standard - not nice to have. #revops #revenueoperations #professionalservices #hubspotpartner #salesoperations #MEDDPICC #forecastaccuracy #ARR #CARRaa

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I’m really excited to be speaking with Ollie Sharpe, CRO at trumpet 🎺. Teams applying Buyer Enablement strategies like Mutual Action Plans and Digital Sales Rooms are achieving win rates close to 47%. Here is the problem. Most deals don’t die to competitors. They die to complexity. • 80% of buying decisions stall because the process is too hard (trumpet) • Buyers engage across 10+ channels with no single source of truth (Gong) • Only 17% of buying time is spent with vendors (Gartner) I see this every day at Personio. Many of our buyers have never purchased HR software before. Some have never run a buying process at all. Unknowns, hesitation, and friction make progress difficult. Three years ago, we started changing that. It began with Lukas and Anita experimenting with digitalized mutual action plans. That small step grew into full adoption of digital sales rooms. Today, nearly every opportunity runs through one, giving buyers clarity, confidence, and momentum. And the impact is clear: • Win rates up by around 25% • Average deal values nearly 60% higher • MRR win rates 67% higher when POCs are run in a DSR    📆 Tuesday, 16 September 2025 🕙 2pm (Amsterdam) | 11am (Eastern Time, US & Canada) If you want to learn how to leverage Digital Sales Rooms and Mutual Action Plans to drive your win rate, this webinar is a must attend. Link in comments.

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“Do not pay salespeople commission. It drives all the wrong behaviours.” That’s what a CRO said… To a room full of revenue leaders. They were talking about a sales team that went from £5m to £100m. Without commission. And Mark Walker was there to hear it! Now, that isn’t Mark’s position (don’t worry, he pays commission at RevvedUp Up 😀 ) But it sparked one of the more surprising moments and conversations in the latest I Used to be Crap at Sales - The MySalesCoach Podcast episode along with: - Brand vs pipeline - Sales vs marketing - Attribution models vs reality - Founder-led selling - cheat code or trap? We also covered: – How Mark went from Eventbrite marketer to 3x CRO – Why SDRs reporting into marketing might make sense (but usually doesn’t) – Why most ABM fails - and how to fix it – What sales can learn from marketers (and what drives them mad) – Why MQL targets are still ruining go-to-market teams – And the lessons from his first sales gig where he sold the dream of 100 decision-makers… and delivered 20 people in a quiet room. Brutal. This episode is for anyone who’s ever said: “I wish sales and marketing would just get along.” It’s for anyone who knows that revenue is a team sport and the finger-pointing isn’t helping! Episode 22 of the I Used to be Crap at Sales podcast by MySalesCoach is LIVE. Trailer below 👇 Full episode in the comments #salescoaching #salesandmarketing #gtm #pipeline #revenueleadership

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