Hilary Janzen

Time is valuable, and Slack's new AI-powered solutions are saving users on average 97 minutes per week. Learn more from IT World Canada about how Slack is enabling generative AI to become a seamless part of your team's workday.

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Happy Friday Sales Folk! 🙌🏻 ➡ If you plan on having a low-key weekend after Canada Day/Fourth of July celebrations, I recommend HubSpot Academy's Inbound Sales Certification Course. It's free, and even for those of us who've been in the game a while ➡ it's good to brush up on skills & strategy to stay on top in an ever-changing landscape ⬆ ✨ #microlearning #skillsdevelopment #hubspotacademy

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Are you attending Collision next week? Don’t miss out on Snowflake’s Session:  Data as the Fuel for AI: How Canadian Businesses Can Accelerate AI Adoption - June 20th, 4pm Join Shannon Katschilo Country Manager of Canada, Snowflake as she explains how to unlock the critical role data plays in shaping AI strategies and how to build a powerful data foundation. Whether you're starting your AI journey or scaling, this discussion will explore how data fuels AI and provide actionable takeaways for Canadian businesses to gain a competitive edge. #AI #DataStrategy #BusinessGrowth #Innovation #CanadaBusiness https://lnkd.in/g6UKDPkV

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April Dunford has had an outsized influence on our sales motion at Katana Cloud Inventory. Not just because she is Canadian :) but because her approach to positioning has transformed the clarity we offer to our prospects. Couple of quotes from her podcast that helped turn HOW we sell into a competitive advantage. “You don’t compete against companies, you compete against "approaches" to the job the customer is trying to get done” > Katana has taken a very different approach in the inventory management space. > This approach isn’t for everyone. > But customers who see value in this approach, realize the full impact of Katana. “Never miss an opportunity to position your competitors” > Related, however this isn’t a negative connotation. > Katana’s “approach” isn’t for everyone. > It falls on us to make it crystal clear how our approach is different and why this matters. This was a key focus for us during our SKO back in February, and its amazing to see 4 months on, how this “approach” :) is now engrained in customer conversations Supersized kudos to the Katana Sales team ! https://lnkd.in/gun2zekM

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My latest DAC blog was published in Quebec's Grenier aux nouvelles! Businesses use multiple marketing channels to reach customers, but how do you know which channels drive more sales? Is your Instagram or emails having a greater impact on customers' purchasing decisions? To answer these questions, learn about attribution modeling which is the process of assigning credit to the touchpoints along the customer journey. Read the English version here: https://lnkd.in/eCFkMfE3 or just hit translate on the link below. https://lnkd.in/eFm4gEzG #MarketingTips #Attribution #MarketingStrategy

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Name a more iconic Hospitality Sales Forecasting duo, I'll wait 🤜🤛 With the longstanding integration between partners Lightspeed Commerce x Tenzo - Restaurant PerformanceOps, you can improve your sales forecasting accuracy by up to 50% (and then some).. How do you currently aggregate ALL of your data? #lightspeed #tenzo #makeitdatadriven

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A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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Lightspeed has reported its impressive Q4 and fiscal year results - a 25% increase YoY, resulting in $230.2 million revenue for Q4 and $909.3 million for the full year. With improved Net Loss and positive Adjusted EBITDA for a third quarter, we are now entering a phase of profitable growth. But what's even more exciting are the foundational changes happening behind the scenes that set us up for the future. The unification of our software and payments offerings has resulted in a significant impact on our top and bottom line. Moving forward, our focus on a single flagship per industry and a single stack of systems and tools will drive innovation for our customers and allow us to continue gaining market share. As Lightspeeders, we know how to get things done when we focus on them. Learn more about our impressive results and outlook for fiscal 2025 here: https://lnkd.in/ezkKDmUe

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ZoomInfo Copilot makes it easier to tailor your outreach to the needs of your prospects. Ensure you're reaching out with the right messaging at the right time with ZoomInfo Copilot's AI-driven insights — derived from your CRM data and ZoomInfo's unrivaled B2B data and intelligence. Read the blog to learn how customers like Daniel Londors, EMEA Sales Support Manager at APL Logistics, are finding sales success with ZoomInfo Copilot: bit.ly/4aLqrB0 #ZoomInfoCopilot

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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There has never been a better time to be a Shopify Partner - our market demand and partner profitability have been growing. Shopify recently commissioned Forrester Consulting to conduct a Total Economic Impact study to quantify the potential partner opportunity and ROI of building a Shopify practice. The results showed:  155% 3-year return on investment for partners (6 month payback period)  17% higher services revenue compared with partners less focused on Shopify  10% higher margin on build and migration projects Up to 90% attach rates for new business with sticky, recurring revenue To learn more and read the full Forrester TEI study, see here:

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Heads up - today is going to be really Demand Gen tactical. Vincent Jacob and I have been debating a lot lately about mid-funnel CTAs. Is asking a prospect to book a demo with your sales team too much of a heavy lift? Are they ready? Are they warmed up enough? At 7shifts, we experimented with several on-page CTAs on performance pages to ensure we were still getting leads through our funnel. We'd start with the "free trial" CTA in the upper fold, a whitepaper "download" CTA in the mid-section, and then a "book a demo" CTA in the bottom fold — with the hypothesis being that they were more qualified and spending more time on the page. We learned that you can't force an action down a prospect's throat. Let them choose their own journey. Give them options that appeal to them and try to be be as dynamic as possible.

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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A lot goes into calculating total cost of ecommerce ownership and it's a key step to any platform evaluation. Shopify recently commissioned a leading independent consulting firm to study TCO across major platforms in North America: - Shopify's TCO is up to 36% better than its competitors. - A new Shopify storefront can be implemented 37% faster than with the average competitor (Usually 2-4 months) - Implementation costs for Shopify are 49% lower on average. - Shopify's conversion rate outpaces the competition by up to 36% and 12.5% on average. Sign up for our upcoming TCO webinar to further understand how Shopify can help your business reduce costs and increase revenue: - Thursday, April 25th - 10 a.m. PT | 1 p.m. ET Webinar sign up link: https://shorturl.at/fnzHT

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ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, ZoomInfo Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus 24 hours until ZoomInfo Copilot is here — you don't want to miss it! #ZoomInfoCopilot

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This will be a great session. Mike Curliss from Maximizer knows his stuff! If you are thinking about how to improve your sales program and increase your sales velocity…This is for you! CPSA Training (Canadian Professional Sales Association) #salesleadership #sales #crm

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BARK's Move to Shopify: A Game-Changer in DTC: BARK is shifting its entire DTC operation to Shopify, a move that highlights key industry trends: • Control is Key: BARK now has more control over its customer experience and growth strategy, thanks to Shopify's flexibility. • Unified Experiences Win: Shopify enables a seamless shopping journey, meeting customer expectations for a smooth, integrated experience. • Adaptability is Essential: With Shopify's scalable infrastructure, BARK can quickly adapt to market changes. In short, Shopify offers the control, integration, and adaptability needed to succeed in today's DTC market. If you're aiming for a seamless omnichannel ecommerce experience, Shopify should be your go-to platform. https://lnkd.in/gbcdZ5NQ

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Go from signal to sale in record time. 🏎️ 💨 ZoomInfo Copilot — the AI-driven solution for sellers — empowers sales teams to sell smarter and win faster. 🔍 Uncover prospects who are ready to buy 🤖 Get AI recommendations for next steps 📧 Personalize outreach with AI-generated emails 💬 Ask questions about your accounts with ZoomInfo Copilot's AI Chat Ready to revolutionize your sales game? Make every seller your best seller with ZoomInfo Copilot: bit.ly/3xF1z0j #ZoomInfoCopilot

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Happy Earth Day! It's so wonderful to see a ton of merchants promoting Earth Day today by having a % of sales go to a cause to plant more trees. Did you know that Shopify has an incredible initiative that also promotes sustainability and reduces your shopping footprint? How does it work? 🌎 Choose Shop Pay at checkout (Look for the Shop Pay button wherever you shop online) 🌎 Support Climate Solutions (Shopify funds projects that remove carbon from the air on your behalf) 🌎 Reduce your shopping footprint (Feel better about your environmental impact because Shopify has got your back) Support for these and other carbon-removal programs is funded by Shopify's Sustainability Fund. More on this here: https://lnkd.in/gzwtkNeA #shopbetter #sustainability #earthday #shoppay

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