Bigtincan

- Leading a high-performing sales team to deliver Bigtincan's Sales Enablement solutions to prospective new customers.

- Under my leadership, the EMEA team significantly enhanced regional sales strategies, achieving a 2.5x higher revenue per Sales Qualified Lead (SQL) than the US over the last two fiscal years.

- My leadership approach is characterised by empathy, adaptability, and a commitment to excellence. By leading by example, understanding individual motivations, and fostering an environment of trust and support, I aim to drive high performance and cultivate a culture of success and well-being.

- By doing the above, it has helped collaborate with the AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Working closely with the VP of Sales and senior management to refine Go-To-Market strategies

- Recruiting and onboarding top sales talent

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Over £3 million in net new logos and £1.5 million in renewed business

- President's Club Winner

To explore how Sales Enablement Software can help your customer-facing teams, visit our website: www.bigtincan.com

Sales Leader EMEA

- Collaborating with AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

- "Most Valued Sales Rep" winner 2020/2021

Regional Sales Manager EMEA

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

Enterprise Account Executive

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations

Member

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Cyance

Cyance solves the biggest challenge marketing and sales teams around the world face...

Which companies do you target? When do you target them? What are they interested in?

Our buying intent technology shines a light on the companies that are actively trending around your keywords online. Our customers then use this data to fuel their campaigns from ABM to general lead generation and pipeline creation. 

As Business Development Manager I am responsible for identifying the challenge our customers face globally and solving the problem to ensure higher conversion for less cost, time and resource.

Senior Account Executive EMEA

Clearvision

The Clearvision mission is to bring about a more efficient, collaborative and cost-effective software development industry – and most importantly, to show companies how they can save time and money without having to compromise on quality. Discover better software solutions with world leading Atlassian Experts.

With offices in the UK, USA, India and Ireland, Clearvision has a global enterprise client base that includes leaders in the SaaS, banking, pharmaceutical, manufacturing, government and telecoms industries. As well as the Atlassian suite, Clearvision's expert consultants can help with Git, Subversion, Zendesk and Agile working. 

Clearvision also offers the whole range wraparound professional services, including training, managed hosting, branding, support and more. Find out more about how you can benefit from working with Clearvision by visiting: www.clearvision-cm.com

Other areas that we cover are: 

Licensing | Training | Consultancy | JIRA | BitBucket | Confluence | Hipchat

Senior Business Development Manager

Account Manager

Inbox Insight

Inbox Insight are now one of the market leaders in Digital B2B Demand Generation, offering a range of products that enable organisations to generate high quality leads through our content-driven marketing solutions.

Our B2B bulletins, digital surveys, lead nurturing solutions and content creation team enable us to execute our client’s strategic demand generation requirements across EMEA. Our approach enables our clients to supplement their inbound marketing strategies with a demand generation partner focused on results, data driven intelligence and compelling content. Our priority is hitting conversion metrics, deadlines and offering outstanding customer service.

Our growth is rapid which makes for a dynamic, fun and professional working environment as well as enabling us to provide on-going development opportunities for our talented team. We continually strive to develop and improve our business model in order to add more value for our customers, subscribers and employees alike.

Media Consultant EMEA

Lead Forensics

Lead Forensics is intelligent B2B insight software which challenges traditional lead generation techniques, enabling you to uncover new and lost sales opportunities from your website.

Lead Forensics uses IP tracking technology to identify businesses that visit your website and provides full contact details of those visitors, including company name, telephone number, industry/SIC code, number of employees, and how they found you. This is a web analytic tool that can give you a return on investment like no other.

Senior Client Manager

Matchtech

Recruiting for the Building Structures market in Matchtech's Property team. We work closely with leading consultancies including Mott Macdonald, Atkins, WSP and Waterman Group. 

Our diverse portfolio of clients ranges from blue chip, international organisations to SMEs. Likewise, the projects we support range in size and scope, from single office units to larger housing estates and developments.

We have a team of 8 dedicated consultants within this team, specialising in both contract and permanent, often very niche roles for this industry sector. Their combined experience of over 15 years means they have the industry knowledge and expertise to offer a fully consultative service to our clients. This in turn has enhanced our strong reputation as a service provider to the property industry

Recruitment Consultant

Detect Fire & Security Ltd

Detect Fire & Security has been providing Fire & Security solutions to customers across the South since 2003.

Our continued steady rise exemplifies the very best of a regional based business.

"We work hard for our customers and our people, to build a business to create enduring value that goes beyond the bottom line."

Chris Ellis, Co-founderCouncils, Health Authorities, Housing Associations, blue chip and local businesses have all benefited from our bespoke designed and fitted Fire & Security systems to afford protection to their properties and those that either live, work or visit them.

In order for Fire & Security Systems to be truly effective, we passionately believe that it is our duty to ascertain what your problems, needs and expectations are so we can we really provide the correct solution to you

Sales and Service Consultant

British Army

The Corps of Royal Engineers, usually just called the Royal Engineers (RE), and commonly known as the Sappers, is one of the corps of the British Army. It is highly regarded throughout the military, and especially the Army.

It provides military engineering and other technical support to the British Armed Forces and is headed by the Chief Royal Engineer. The Regimental Headquarters and the Royal School of Military Engineering are in Chatham in Kent, England. The corps is divided into several regiments, barracked at various places in the United Kingdom of Great Britain, Northern Ireland and Germany

Royal Engineer

🚀Sales Leader EMEA | Sales Enablement | Bigtincan | Army Veteran🚀

From the British Army to Sales Enablement, my journey has been anything but ordinary. 

I'm passionate about empowering sales and marketing teams to achieve exceptional results with the help of innovative sales enablement software.

With over a decade of sales experience in various environments, I've consistently been a top performer. 

Now, as Sales Team Lead EMEA at Bigtincan, I work with C-level executives to revolutionise their sales processes and drive revenue growth.

If you're a Sales or Marketing Leader seeking to enhance your team's performance, I'd love to discuss how Bigtincan's sales enablement software can help you. 

Feel free to reach out at adam.weekes@bigtincan.com or visit our website: www.bigtincan.com.

When you read the script word for word! 😂


Relying too much on a script during sales talks can make you miss out on genuine conversations! 🚫

Whether you’re starting out or have been in sales for a while, it’s important to be yourself and be ready to adjust when needed. 🙋‍♂️🙋‍♀️

I always plan what I’m going to say in my demos and calls 📝

But I don’t stick to it word for word. I use it more like a map 🗺️ to make sure I cover everything important without getting lost.

When you don’t follow the script exactly, it makes the conversation real and shows you’re genuinely interested in the person you’re talking to 💬👥 

This is what helps you stand out! 😎🥳 

#sales #scripts #calls

Adam Weekes

What are some tips for successful sales conversations?

I never thought I’d see the day! 😮‍💨

I entered a debt management plan 5 years ago; it’s been something that has been a weight on my shoulders from the moment I signed the paperwork! 😐

Fast forward to today, and 3 years early!!! 

I can officially say I am out of that plan and debt-free! Even writing it down feels weird! 🤣

For those in debt, there is light at the end of the tunnel—although most of the time, you can’t see it! 

Happy Friday, and have a great weekend, everyone! 🥳

#debtfree

No alternative text description for this image

Cold calling can often feel like a daunting task. But with the right approach, it doesn’t have to be. 🤩😅

Here are seven straightforward strategies I’ve found effective for making cold calling more manageable and less overwhelming:

𝟏. 𝐇𝐚𝐯𝐞 𝐚 𝐂𝐥𝐞𝐚𝐫 𝐆𝐨𝐚𝐥: Decide the number of calls you aim to make daily. This prevents the feeling of aimlessness and helps measure success more tangibly.

𝟐. 𝐁𝐫𝐞𝐚𝐤 𝐃𝐨𝐰𝐧 𝐘𝐨𝐮𝐫 𝐆𝐨𝐚𝐥𝐬: Instead of seeing your daily call target as daunting, consider it a series of smaller, more manageable groups. This approach will help you maintain focus and energy throughout the day.

𝟑. 𝐓𝐢𝐦𝐢𝐧𝐠: Consider making calls early in the morning or later in the evening. These times are often less crowded, giving you a better chance of getting through and having a meaningful conversation.

𝟒. 𝐃𝐨𝐧’𝐭 𝐅𝐨𝐫𝐠𝐞𝐭 𝐭𝐨 𝐏𝐚𝐮𝐬𝐞: Regular breaks are essential. They’re a breather for you and a chance to reset and approach each call block with fresh energy.

𝟓. 𝐒𝐭𝐫𝐞𝐚𝐦𝐥𝐢𝐧𝐞 𝐘𝐨𝐮𝐫 𝐏𝐫𝐨𝐜𝐞𝐬𝐬: Avoid getting sidetracked by research or admin tasks between calls. Focus on making calls in your set groups, then tackle follow-up tasks.

𝟔. 𝐌𝐚𝐢𝐧𝐭𝐚𝐢𝐧 𝐘𝐨𝐮𝐫 𝐏𝐚𝐜𝐞: Booking an appointment is excellent, but don’t let it end your day's efforts. Use that win as motivation to keep going!

𝟕. 𝐅𝐢𝐧𝐝 𝐉𝐨𝐲 𝐢𝐧 𝐭𝐡𝐞 𝐏𝐫𝐨𝐜𝐞𝐬𝐬: Cold calling can be challenging, but try to find aspects you enjoy. 

A positive mindset can make a significant difference in your approach and results!

Share some of your tips in the comments below:

#sales #coldcalling #positivemindset

What are some best practices for cold calling?

How can a positive mindset improve cold calling results?

Me, after changing the messaging and prospects start replying! 🥳🕺🏼

When was the last time you tried things a little differently? 🤔


#sales #coldemails #coldDMs

Recently, I happily withdrew from a 7-figure opportunity. 🤯

You might be thinking, are you mad? 😱

Well, that's what I did. Reflecting on it, I realized something: transparency is key in sales relationships. 🗝️

We thought we were onto something big, but it turned out the feeling wasn't mutual. 😔

It was a tough decision, but stepping back made me realize the importance of investing time wisely. ⏳

Prioritise alignment from the start  🚀

#Sales #qualifyout

Who’s with me!? 🏌🏼‍♂️⛳️🥳
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.
.
.
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Only joking, Bigtincan! 🤣👀

#mastersweek #sales #tigerforthewin #golf

Can you believe it? I was 15 minutes into a discovery call, and not a single PowerPoint slide was in sight! 🙌

Instead, I went straight to the good stuff – showing them exactly how Bigtincan could make their lives easier. #heromoment 😎

In the past, I'd have bored them with weather updates and drowned them in slides. But today, I cut the fluff and got straight to the point. And you know what? The customer actually appreciated it! 🥳

So, AEs and sales leaders prioritize meaningful conversations that focus on our customers' needs. Skip the PowerPoint paralysis and deliver the value they want!

#sales #discoverycalls

And they say booking meetings via email is dead... 🥱😴


Thank you to James Bissell for giving me BETA access to his new prospecting solution! 

I owe you a beer 😉 🍻

If email and LinkedIn are channels you want to book more meetings from, I suggest you contact James and get involved! 🤩

#sales #prospecting #coldemail

What are the benefits of booking meetings through email and LinkedIn?

Who is James Bissell and what is his background?

How does James Bissell's prospecting solution work?

Are you running a Demo this week? Don't be this person! 


Start your Demo with a "Wow" moment! 🚀

Why?

𝐈𝐭 𝐜𝐚𝐩𝐭𝐮𝐫𝐞𝐬 𝐚𝐭𝐭𝐞𝐧𝐭𝐢𝐨𝐧:

- Start with the most significant benefit
- Hook your audience immediately

𝐅𝐨𝐜𝐮𝐬 𝐨𝐧 𝐭𝐡𝐞 𝐨𝐮𝐭𝐜𝐨𝐦𝐞, 𝐧𝐨𝐭 𝐟𝐞𝐚𝐭𝐮𝐫𝐞𝐬:

- Highlight features that solve their problems
- Tailor the Demo to their needs

𝐑𝐞𝐬𝐩𝐞𝐜𝐭 𝐓𝐡𝐞𝐢𝐫 𝐓𝐢𝐦𝐞:

- Keep it concise and relevant
- Show you value their schedule

𝐁𝐮𝐢𝐥𝐝 𝐂𝐫𝐞𝐝𝐢𝐛𝐢𝐥𝐢𝐭𝐲:

- Demonstrate your understanding
- Establish trust from the start

𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭:

- Make them see the potential
- Foster a conversation about their needs

So start strong and stay relevant!

#sales #demos

🚨𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧, 𝐈 𝐧𝐞𝐞𝐝 𝐲𝐨𝐮𝐫 𝐡𝐞𝐥𝐩 𝐬𝐞𝐭𝐭𝐥𝐢𝐧𝐠 𝐚 𝐝𝐞𝐛𝐚𝐭𝐞! 🚨

If a dog wore pants/trousers how would they wear them?

👉 A 

or 

👉 B

Pop your answer in the comments! 

#wednesday #debate #linkedin

$0 to $20M ARR in 5 years bootstrapped | I share tips on how to grow a profitable SaaS business | Founder & CEO @lempire (lemlist, lemwarm, lemcal, taplio, tweethunter)

If your friend just launched a company, here's what you should do:

1- Buy the product without asking for a discount

2- Write a review/testimonial

3- Find people in your network who could benefit from it.

You have no idea how much impact you can have as a first supporter to someone who's just getting started ❤️

P.S: If you're not in the target audience, do #3 only.

How can you stand out in sales? 

It’s simple: follow through on your commitments. 

This may seem obvious, yet I've heard calls in which commitments like the following are made and then forgotten:

- "I’ll follow up on this" 
- "I'll send it by the end of the day" 
- "I'll introduce you to so-and-so" 

Sometimes, they're late or just not complete.

How you manage one thing reflects how you manage everything. 

To be exceptional, you have to be impeccable with your word and handle every detail.

#sales

Ever wonder why some demos seem to just fizzle out? 

The common pitfall is wrapping up with a passive, "Do you have any questions?" 🥱 

This approach can lead to a lack of engagement!

Try these thought-provoking questions to keep your prospects engaged:

1. How does this solution compare with what you're currently using? 
2. Considering the challenges you've highlighted, how might our solution assist? 
3. What impact would this have on your current workflow? 
4. Will this new process require changes to how your team operates? 
5. Based on our discussion, which features of this solution impress you the most? 
6. Which team members would benefit most from this? 
7. How critical is this capability to your broader objectives? 

These questions are designed to:

Get your prospect's thinking, deepen the discovery process and help you build a strong business case.

What questions do you ask? Pop them in the comments:

#sales #demos

New to Sales? 🚀 Promotion to AE/AM? 🎉 

I have a little secret to share! 🤫

Whether you're taking your first steps in this journey or you've navigated countless deals, there's something powerful in every customer success story we share. ✨

The narratives are more than success tales; they're our most vital tools for building genuine connections and demonstrating the tangible impact of our solutions. 💡

These success stories weave empathy, trust, and value into every interaction. 

If there is one thing you can do this week, it's to dig deeper into your customers' experiences. 🔍

Don't just listen to and understand their stories; truly listen and understand them. 👂💬

#sales #customersstories

Have you ever been involved in a potential deal only to realize it's not the right fit? 🙃

Yep, I've been there, too! 🥲

Reflecting on a recent experience in which I decided to step back from a deal, I realized that only some opportunities are worth the time / right fit! 

Top tip: qualify early and often!

#sales

🔍 Using Success Stories to Prep for Discovery Calls: 

Before every discovery call, I review the prospect and their company's background and research relevant success stories from similar clients. 

This strategy enables me to tailor our discussion around specific solutions that have successfully addressed similar challenges in their industry.

For instance, when preparing for a call with a prospective manufacturing company, I pull specific case studies that showcase how we've overcome challenges they might be facing. 

Sharing these outcomes helps prospects visualize the potential positive business impacts of investing in Sales Enablement.

How do you leverage success stories in your sales approach?

#precallpreparation #sales

I recently joined a podcast to discuss the relationship between Sales Engineers (SEs) and Sales Reps. 🤝

Ramzi and I discussed how important it is for both roles to collaborate from the start of the sales process.

A few things we covered:

🔸 Getting SEs involved early: SEs should join most conversations and stay involved to understand customer needs.

🔸 Keeping in touch after demos: It is crucial that SEs are kept in the conversation after showing a demo. This helps answer any questions quicker and helps build a stronger connection with potential customers.

🔸 AE's know the audience: For example, when selling tools to other salespeople, rather than the SE doing the demo, YOU should show them how simple your product can make a big difference.

Some other points from our chat:

🔸 Be authentic and build trust: Honest interactions go a long way in making meaningful connections.

🔸 Network wisely: It’s good to talk to others in your field, even competitors, because everyone can learn something new.

🔸 I also mentioned that sales reps shouldn’t rely solely on SEs to do all the groundwork. Both teams need to work together to make things happen.

Check out the full podcast below if you want to hear more about our discussion: 

I’m keen to hear how you think SEs and sales reps can work better together; add your thoughts in the comments:

Bigtincan / We the Sales Engineers

#sales #salesengineers #demos

What do salespeople think of their SEs, and how can SEs support them?  Adam Weekes, an AE Leader from Big Tin Can joins me to discuss that.


https://lnkd.in/ebxJmMTJ

Open article: Selling to Sellers and How Solution Engineers Can Add Value by wethesalesengineers.com • 1 min read

Selling to Sellers and How Solution Engineers Can Add Value

🌟 Calling all Sales Enablement pros! 🌟

Struggling to measure the impact of your enablement efforts? 

Here's a roadmap to help you navigate the journey:

- Dissect Strategic Initiatives: Break each enablement initiative into measurable components like onboarding, continuous coaching, and content utilization during the sales cycle.

- Understand Influence on Sales Performance: Determine how your enablement efforts directly impact sales metrics and indirectly influence sales culture, knowledge, and efficiency.

- Differentiate Correlation Types: Recognize direct impact (specific enablement activities improving sales metrics) and indirect influence (broader effects on sales culture and efficiency).

If you would like to learn more about how I can help you measure and maximize your impact, send me a direct message! 

#SalesEnablement #ImpactMeasurement #SalesSuccess

👋 Free Webinar Alert🥳

Are you an AE running demos?

Join James Bissell and me as we share 10 tips that have helped us close £1,000,000's in revenue by delivering a great demo experience! 

When?
TODAY @ 1pm UK 🤩

Register here:
https://lnkd.in/ejQ7ay3E

#sales #demo

Struggling to deliver an effective demo? 🤯

You're not alone! 😩

Delivering an effective demo comes with many benefits that can significantly influence the decision-making process with potential clients. 

But to do that, you need to be prepared and WOW them! 🚀

If you're looking to up your game, and WOW your demo attendees, check out this webinar from James Bissell and me! 🤩

Thanks for watching! 

https://lnkd.in/eYkNYZB8

#sales #demos

Get unlimited access to 250+ sales training lessons and more: https://www.jamesbissell.com/sales-university Follow me: LinkedIn - https://www.linkedin.com/in/james-bissell1/ Newsletter - https://www.jamesbissell.com/newsletter Free Training -...

Open video: [Webinar] How To Deliver A Better Demo Experience on youtube.com

[Webinar] How To Deliver A Better Demo Experience

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