• Richard Bliss

🎥 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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Sales pipeline strength is a key component to raising enterprise value so you can exit at a higher price. But it’s not just the revenue you’re collecting from said pipeline that’s important, it’s the stability and predictability of future sales and revenue that matters. That’s why recurring revenue is something you should heavily consider incorporating into your business. Recurring revenue makes pipeline revenue infinitely more predictable. For service-based businesses, this is relatively straightforward. Services like lawn care or dental checkups are required repeatedly. For product-heavy businesses, this isn’t always the case. Although many products are repurchased, people don’t always care where they source their products. This means a customer buying your product this month likely won’t repurchase next month. Especially commoditized products where the consumer doesn’t perceive any meaningful difference between brands. For example, your last toothbrush probably wasn’t made by the same company that manufactured your current one. But even if you sell commoditized products, you can still follow a subscription-based model and create recurring revenue. Dollar Shave Club is a shining example of this. They took the commoditized razor market and turned it into a subscription model by delivering razors to your doorstep each month. This resulted in DSC being acquired by Unilever for $1 billion in cash. One of the biggest DTC acquisitions at the time. Moral of the story? Be like Dollar Shave Club, and get creative. Follow a subscription model to indirectly strengthen your sales pipeline, raise LTV, and exit your business for more.

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The most valuable commodity in sales is time. AI has simplified sales execution so that you no longer have an excuse for generic pitches or wasted time. I have five AI sales prompts that will help you convert more prospects into clients. Discover 10 more AI sales prompts: https://hubs.li/Q03QQXSl0 #sellmore #salesgravy #SalesProductivity #SalesStrategy #AIEdge

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AI Should Amplify Human Performance—Not Replace It AI can help a seller find the right account and the right opportunity. But only a human can make it matter in the moment. At Richardson, we believe AI’s role is to amplify what great sellers already do, not replace them. The best AI tools help sellers sort signals from noise, surface insights from data, and summarize what matters most. But it’s still the human, applying judgment, reading the room, earning trust who wins the deal. Sales enablement in the AI age isn’t about man vs. machine, it’s about orchestrating smarter sales motions where AI reduces friction and humans create momentum. Let’s embrace automation for what it is: a way to help sellers focus more on the moments that matter—where human judgment, connection, and trust win the deal. #AI #SalesEnablement #HumanPerformance #SalesLeadership #Richardson

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Traditional sales playbooks are becoming obsolete. Jessica Robertson, CRO of Orbb, joins me on #TheSalesHunterPodcast to discuss the future of sales strategies in 2025. From leveraging trusted networks like investors, advisors, and alumni to harnessing data for deeper ICP insights, Jessica outlines what sales leaders must do now to succeed. Tune in! #SalesStrategy #FutureOfSales #CustomerConnections #SalesLeadership #B2BSales

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Sales process optimization - Why the best enterprise sales teams are ditching traditional pitches 👇 Something profound is happening in enterprise sales, and hardly anyone is talking about it. After spending the last quarter embedded with 3 top-tier organizations across multiple industries, I've seen a fundamental shift that's challenging everything we thought we knew about complex sales. This is what I found. My highest-performing client hasn't given a traditional sales presentation in 6 months. Instead, they've adopted Consultative Immersion. During a recent coaching engagement, I guided them through this transformation. The results were incredible. But more interesting was how they achieved them. Here’s how they’ve changed the game. Replaced pitches with collaborative workshops Transformed discovery calls into strategic planning sessions Eliminated traditional follow-ups in favour of value-delivery touchpoints What really blew me away, though, was the deals they chose not to pursue. Last month, they walked away from what would have been their largest opportunity of the quarter. Why? Because our analysis showed a misalignment with the prospect's cultural readiness for transformation. 2 weeks later, they closed a deal 3x larger with a better-aligned organization. This isn't just about selling differently. It's about fundamentally reimagining what enterprise sales means in today's landscape. What’s the one thing holding you back from rethinking your sales process? #sales #coach #communication #inspiration #growth #strategies #salesstrategies #salesprocess #salespitch

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The hidden pattern I’ve seen in 50+ enterprise deals worth millions? It’s not about starting at the top — it’s about navigating effectively once you’re in. I call it the "One Step Forward, One Level Above" principle. In every successful deal, each conversation strategically accomplishes two things: - Moves the customer one step forward in their buying journey - Takes us one level higher in their organization But there's a subtle art to this. The real magic happens when you master what I call "the language of altitude." To truly connect with someone at any level, you need to speak the language of those two levels above them. This creates the right context that resonates upward through the organization. For instance, when speaking with a manager about operational improvements, frame it in terms of strategic impact - the language their VP and C-suite understand. When that manager takes you to meet their leaders, they should feel like a hero for bringing strategic value to the table. This is why I always say: "Start anywhere, go everywhere." Your success in complex deals isn't determined by where you begin, but by how strategically you create champions at every level. Each champion should feel personally invested in your mutual success. Remember, in enterprise sales, the path to the top is rarely a straight line - it's about strategically creating value at every step. What’s your go-to move when trying to gain altitude in a deal?

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Building agentic AI systems is gruelling but rewarding. ChatGPT peer reviewed my work so forgive me a small brag below. Here’s a preview of what we’ve actually been building for sellers and sales leaders. MVP in a few weeks. ⚙️ Five AI agents engineered to drive B2B sales execution, not just insights: 1. Research Agent – Prepares your sellers with structured, verifiable research before discovery calls. No fluff. No guesswork. 2. Discovery Question Generator – Crafts deep, deal-aware questions using the best practice questioning frameworks. Helps sellers uncover real buyer and evolves across the deal lifecycle. 3. MEDDICC Deal Summary, DISC & Sentiment Agent – Analyses meeting transcripts and emails to track deal progression, stakeholder sentiment, and DISC profiles. 4, Customer Communications Agent – Generates targeted sales follow up tailored to each persona, using their own preferred communication and DISC style. Sales communication best practice at the stakeholder and opportunity level. 5. Win Strategy Agent – Maps strategic next steps using MEDDPICC logic and live deal signals. Prioritises accurate deal qualification, momentum, customer commitments and builds your winning plan. All speak to one another. All using live sales data from your CRM. Have a good weekend everyone!!

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#questionoftheday - How would you like to get your prospecting message in front of any decision maker GUARANTEED? Learn how in this Lee's Lessons episode. If you enjoy this video, please like, comment, and share. #prospecting #salestip #win Mark Hunter Mike Wise Sales Architects - Building SalesPEOPLE into World-Class SalesFORCES Vincent Melograna

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“Ask clients questions that matter to them.” We spend so much time asking clients “me“ questions when there’s infinitely more power and insight in asking “you“ questions. That’s the simple shift that’s proven to help #customersuccess, #sales and #accountmanagement professionals uncover precious insights, hidden risk and revenue expansion opportunities. “You” questions are about what’s most important to them. About their company’s priorities and challenges. About the hardest part of their job. About how they view the landscape of alternatives This is what there are experts in, not your solution! Which is why asking “you” questions gets customers to talk 70 or even 80% of the conversation. So you can understand how they define value and how you can help the most. Try it, it works! (If your customers are like the more than 2800 that I’ve had discovery conversations with, they’re probably tired of “me” questions like “are we delivering value?”) Watch the video to hear how superstar revenue leader Maya Calabrese describes this shift. Stay curious. Bob London

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