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Chris Cicconi

Director of Business Development

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Do you trust the data & reports from the big analysts?

Strategy & Architecture

Yes

Sometimes

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111.2k views126 Upvotes59 Comments

Are you happy in your current role?

People & Leadership Talent Management & Performance

Yes

Unsure

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32k views18 Upvotes16 Comments

Do you have remote employees on your team?

Talent Management & Performance

Yes

131.9k views209 Upvotes64 Comments

What type of coach do you pay for?

Leadership coach

Business coach

Career coach

Executive coach

Other (comment)

I don’t have a coach

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4.2k views4 Upvotes3 Comments

Which sales methodology would you recommend for a new B2B sales team?

People & Leadership Strategy & Architecture Business Applications

Challenger

Sandler

SPIN

Value Selling

Other (comment)

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2.4k views5 Upvotes6 Comments

Which of the following is most effective in enhancing remote employee's wellbeing?

People & Leadership Culture & Values Employee Engagement+4 more

Increased flexibility to balance work/home life

Virtual gatherings (happy hours, coffee chats, book clubs)

Increased visibility from leadership/management team

Stress management resources

Other (not listed above)

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2.7k views4 Upvotes4 Comments

Will you be interested in using a freelancer for your technical screening in your interview process? Given that the freelancer's credentials are verified and his/her knowledge levels are validated.

People & Leadership Talent Sourcing & Hiring

Yes

Not Sure

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8.7k views2 Upvotes5 Comments

Do you agree with this prediction from Gartner: 25% of people will spend at least one hour per day in the Metaverse by 2026.

Disruptive & Emerging Technologies Culture & Values Employee Engagement

Strongly agree

Agree

Neither agree nor disagree

Disagree

Strongly disagree

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3k views2 Upvotes7 Comments

How important is empathy as a leadership trait? Explain why in the comments.

Talent Management & Performance Culture & Values Employee Engagement

Very important

Somewhat important

Not important

Don't know

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7k views1 Upvote7 Comments

Does your organization engage in social selling?

Customer Engagement

Yes

No, but we're thinking about it

What is social selling?

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289 views3 Upvotes1 Comment

What do you think is the biggest mistake leaders make during their mid-tenure (approx 2-5 years in their roles)?

Internal CXO Relationships Personal Development Feedback

Chris CicconiDirector of Business Development in Software3 months ago

Moving too far away from the voice of the front line sellers. Their opinion's matter and staying close to their perception beyond impersonal employee engagement surveys remains important to have a pulse on what is really ...read more

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1.2k views2 Upvotes7 Comments

How can sales enablement improve the employee experience and help retain talent? Any guidance would be great!

Customer Engagement Employee Engagement

Chris CicconiDirector of Business Development in Software5 months ago

It's really important to understand your employees "why". Why are they doing what they're doing and what's their end goal? If they want to move on or grow their career, a lack of enablement will have them running out the ...read more

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130 views2 Upvotes2 Comments

How do you ensure to excel at your workplace, when you are the only rep for the sales process and you are new to the market, product, and process?

Chris CicconiDirector of Business Development in Software6 months ago

Oh this is my jam!

I'd first get with the founders, other SMEs and any clients (or worst case prospects) you can get your hands on and learn. Understand, not only, what the offering does, but what problems do they ...read more

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427 views1 Upvote2 Comments

How are the best sellers on your teams finding high potential accounts? What research do they do or questions do they ask to figure this out?

Customer Engagement

Chris CicconiDirector of Business Development in Software6 months ago

From a technology perspective, leveraging tools like Rev.ai to find look alike accounts that typically have similar challenges to your current clients, fit in the same space and will be most impacted by your customer stories ...read more

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211 views1 Upvote2 Comments

Do you think this is a good idea? If an account manager has an account for 12 months but doesn't grow the account/upsell, then it moves to another AM. Would you try this?

Customer Engagement Culture & Values

Chris CicconiDirector of Business Development in Software7 months ago

That really depends on the type of business you are in. What is the sales cycle for your products. How long do upsells usually take. What kind of account is it? Small customers are much faster than large ones. How does that ...read more

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472 views2 Upvotes8 Comments

Has your organization rolled out a ton of new technology and widgets to your sales people who are now overwhelmed with all the new stuff and ever evolving reports and information from all the "support team" (account management, product, etc)? What solutions have you tried to help aggregate the various selling tools, reports, apps, and "knowledge hubs" that contain information for sellers? What worked and didn't work?

Chris CicconiDirector of Business Development in Software7 months ago

Companies focus on the tech, before focusing on the problems the tech solve.

What I typically do is go back to my sales process. What are the steps we take to go from prospecting to close? Where are our current tools ...read more

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1.9k views5 Upvotes5 Comments

Some really interesting insights came from the recent Drift conversational AI research this month. The statistic that stood out for me after they analysed 30Million conversations, was that 39%+ of website conversations happen outside of normal (9-5) working hours and 41% of meetings were booked outside of these hours too. How are Revenue Leaders starting to think about how activity and productivity is measured based on the asynchronous nature of many buyer interactions today?

Peer Insights

Chris CicconiDirector of Business Development in Software7 months ago

There's a lot to unpack here.
First of all, I'd be really curious as to where these folks are coming from. Are they local markets? Are they outside of our normal timezone? Do we need coverage for those?

If ...read more

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371 views1 Upvote2 Comments

What, if anything, is the difference between a Sales Enablement team and a Revenue Enablement team? Is it just a trendy term, or do they do different functions?

Business Applications People & Leadership

Chris CicconiDirector of Business Development in Software7 months ago

Good question.

I was researching and was having the same question in my mind some time back and here is the simplified view of this.

Sales Enablement focuses on Sellers
- their readiness, enablement for ...read more

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826 views2 Upvotes4 Comments

With a remote sales team, how are you approaching virtual sales enablement? Can you elaborate on any specific strategies, tools, or training works that have worked for you?

Employee Engagement Customer Engagement

Chris CicconiDirector of Business Development in Software8 months ago

Our sales team is 100% remote.

We depend use a number of tools in different categories. Here are a few of the key categories:

1. Electronic signatures
2. CRM
3. Sales enablement/content management platform
4. ...read more

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684 views1 Upvote4 Comments

What's the best way to analyze your target market to ensure your GTM strategy is sound? Do you just ask your customers?

Feedback People & Leadership Customer Engagement

Chris CicconiDirector of Business Development in Softwarea year ago

Metrics and data should tell you the true story. You can ask the question “How did you hear about us” on calls but o think a better gauge is percentage of deals that are advancing through your sales stages within your IC...read more

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8.1k views5 Upvotes6 Comments

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