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Ed Baines

SR. DIRECTOR SALES ENABLEMENT

United StatesVerified Community Ambassador

Identified Expertise

Content Ed is Following

What do you do with unsolicited vendor gifts?

People & Leadership Financial Management

Keep it

I never accept them

Donate it

Depends on the dollar amount

Other (leave a comment)

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23.8k views10 Upvotes35 Comments

What is the biggest barrier to introducing more technology in classrooms, courses and companies?

Disruptive & Emerging Technologies Culture & Values

The software costs too much

It takes too long to set things up and getting started

There is just not enough time to introduce anything at all

It is not clear that there are any benefits for us

There is not enough good technology

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9.1k views1 Upvote9 Comments

What approach does your management use for top performing sellers who continue to be successful despite NOT adopting your new sales methodology that your company had invested heavily in? We are inclined to let top sellers continue to thrive with their old behavior so long as they deliver results, but we are concerned about the contradiction this may create, which could affect our ability to scale sales methodology adoption.

Peer Insights People & Leadership

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Servicesa year ago

Well first - good for you for paying attention to this. This can be a sales culture killer when you are trying to establish new ways of working. Here are a few suggestions:

1. Create a balanced scorecard approach ...read more

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264 views1 Upvote2 Comments

I support a highly regulated reseller team that spends most of their time with resellers on existing contracted product education (with the reseller and end users), creating reseller incentives to drive usage, and product troubleshooting. Ultimately the sales team focuses more in these areas vs. driving new pipeline because most the products that could be contracted are already contracted. Given the reliance on lagging revenue indicators, what KPIs do you use to track the effectiveness of your reseller sales force?

Relationship Management Management Tools

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Servicesa year ago

Is the desire to drive new reseller partnerships AND identify leading indicators that could help you to effectively measure the likelihood of achieving revenue goals (lagging indicators)? Or do you simply want KPIs to track ...read more

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302 views4 Upvotes1 Comment

What changes have you made to your digital presence and how customers interact with you virtually as part of your RevOps strategy?

Strategy & Architecture Business Applications

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services10 months ago

We have made significant adjustments to our digital presence to ensure that customers are more prepared when they finally interact with our sales team. This is particularly important for our enterprise clients, such as government ...read more

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399 views2 Upvotes7 Comments

Are there any new or different metrics you should focus on as part of a RevOps strategy? If you’re just starting out, what should you prepare for your Head of Sales?

Business Applications Strategy & Architecture

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services10 months ago

In the evolving landscape of Revenue Operations (RevOps), it's imperative to rethink traditional metrics and align them with a holistic approach to revenue generation. While foundational metrics like pipeline velocity and ...read more

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510 views3 Upvotes5 Comments