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I work with a select group of B2B SaaS companies to help them grow revenue predictably…
Articles by Jerry
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Learn about Verian's latest release adding the "Power of We"
Learn about Verian's latest release adding the "Power of We"
News Release: Verian’s latest innovation adds the “Power of We” to eProcurement. Read more – http://www.
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Trilogy Health Services Selects Verian for Procure to Pay
Trilogy Health Services Selects Verian for Procure to Pay
Trilogy Health Services Selects Verian to Get Spend under Management – Read more: http://www.verian.
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Verian Announces Release of Version 15.3
Verian Announces Release of Version 15.3
Verian’s Latest Release of Purchase-to-Pay Suite Streamlines User Experience and Automates More – Read more:…
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Dallas Event - Create a cultural change and optimize your companies spending
Dallas Event - Create a cultural change and optimize your companies spending
Join us in Dallas to find out why analysts are saying now is the time to automate P2P. Register Today! #VerianELEVATE…
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Learn, Grow and Network
Learn, Grow and Network
Learn how to drill into your spending details to find more savings and demonstrate the value of eProcurement. Register…
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Dallas Procure to Pay Networking Event
Dallas Procure to Pay Networking Event
Join us in Dallas to find out why analysts are saying now is the time to automate P2P. Register Today! #VerianELEVATE…
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Verian Recognized in Gartner Procure-to-Pay Magic Quadrant
Verian Recognized in Gartner Procure-to-Pay Magic Quadrant
Verian Highest and Furthest along Axes in Visionaries Quadrant in 2015 Gartner Magic Quadrant for Procure-to-Pay Suites…
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Jerry Ellis shared thisCalling all CMOs. If you want a seat at the table. Or more likely you're at the table, but all it has only gotten you is more scrutiny. The way to shift that is to shift the conversation, from pipeline attribution to revenue attribution and impact. Listent to Eric Dickmann and Dana Marxer on the Virtual CMO Podcast as they disucss this topic and how ayeQ is helping B2B SaaS CMOs change the conversation.Jerry Ellis shared thisAttribution in B2B is messy for many reasons: long cycles, multiple buyers, and siloed systems. We unpack how a unified data model bridges marketing and sales, enabling marketers to prove their impact on closed deals. My guest this week is Dana Marxer, CEO of ayeQ, to discuss RevOps, attribution, and how marketers must learn to speak the language of revenue. Listen to The Virtual CMO podcast on Apple Podcasts and Spotify!
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Jerry Ellis shared thisDavid Warren You always ask the best questions. And you’re also always thinking several moves ahead. Every leader should ponder this question and then reach out to you to understand the next several moves!!Jerry Ellis shared thisIn 1295, Venice passed a law making it treason for a glassmaker to leave Murano without permission. Sharing the secrets of glassmaking abroad was punishable by death. If a craftsman made a break for it, the governing authorities would send assassins after them. And you thought your NDA was unreasonable? But Venetian leaders understood the most valuable assets within the industry weren't in the furnaces or tools but in the hands and instincts of those craftsmen. It was in their feel for the molten glass, the fire, and micro-adjustments that were never written down. If you lost the person, you lost the capability. Today, if your best rep leaves for a competitor or your most tenured success manager walks out with 8 years of pattern recognition in their head, your off-boarding process consists of a couple of weeks of handoffs, shipping back a laptop, and maybe a fluffy exit interview with HR. Venice's solution to preserving wisdom was insane. The question is whether your company's is meaningfully better.
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Jerry Ellis shared thisMissed forecast happen. They are NOT the problem. They are the result of problems. Where are your problems that need to be addressed? Do you know, or just think you know? This calculator gives you the framework for evaluating the health of your growth function. The playbooks shows you step-by-step how to get to predictable revenue, optimized marketing, and trustworthy AI.Jerry Ellis shared thisMost teams treat a missed forecast like a one-off problem. It’s not. It’s usually a signal that something in the GTM system isn’t working: ❌ Pipeline isn’t aligned to targets ❌ Conversion assumptions are off ❌ Capacity doesn’t match the plan The problem is, it’s hard to see where. We built a simple calculator to help revenue leaders identify the gaps driving missed forecasts and low productivity. ✔️ Get your GTM Efficiency Score ✔️ See where your system is breaking ✔️ Get the Playbook to fix it 👉 https://lnkd.in/e-tDm339
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Jerry Ellis shared thisGreat summary Blake. The reality of frontline management, the challenge of the chaos. How do you focus on the important & urgent when there is so much unimportant & not urgent on your calendar/diary!?! Stage 7 Revenue Systems #salesleadershipJerry Ellis shared thisFrankfurt was just the beginning... Frontline sales management is one of the hardest jobs in business. It is also one of the least trained roles in business. Most people land in the role because they were great salespeople. No one trains them on what comes next. No one hands them a system for coaching, inspecting the pipeline, developing their team, or holding standards without losing the room. They figure it out on their own...and the gap between what they were taught and what the job actually requires shows up directly in commercial results. That gap is exactly what we built this sales manager academy to close. Last week, we launched a global Sales Management Coaching Academy with a multinational client that has made a serious, multi-city commitment to developing the people who carry the most influence over their commercial performance: their frontline sales managers. Frankfurt brought together managers from Germany, the Netherlands, France, Turkey, Greece, and beyond. Two full days. In person. No product updates. No forecast reviews. No virtual shortcuts. By the time this program concludes, nearly 200 frontline sales managers will have come through the academy across five cities on four continents: Frankfurt. Valencia. Atlanta. Bangkok. Shanghai. THE PROBLEM: Most sales managers are running on instinct, not infrastructure. They coach inconsistently, inspect sporadically, and inherit habits from managers who had the same gaps they do. THE SOLUTION: A structured, hands-on coaching academy built around the real work of frontline sales leadership. Live exercises. Real scenarios. Peer working sessions. Pre-work completed before participants walk in the door. THE OUTCOMES: Every manager leaves with a personal Sales Management Operating System: their sales leadership philosophy, performance standards, coaching cadence, and sales management coaching commitments. Not a binder. A blueprint they can execute on Monday morning. This is what it looks like when an organization decides that developing its sales managers is a critical commercial priority, not a calendar obligation. More cities to come. More managers stepping into the standard. If your organization is ready to have this conversation, reach out. These managers are revenue accelerators, not firefighters and heroes. What are yours? Vamonos. Valencia is next. #SalesManagement #SalesLeadership #Stage7RevenueSystems #CoachingAcademy #CommercialExcellence #FrontlineSalesLeadership
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Jerry Ellis shared thisGreat stuff Elay Cohen and SalesHood. Not as much new news as new enablement supporting what we always new. And measurable!!Jerry Ellis shared thisHere's a sneak peek at SalesHood's upcoming Digital Sales Room research data coming very soon. We looked at thousands of active deals across our best customers. Three habits keep coming up. Here's what the best ones do differently. 𝟏. 𝐌𝐮𝐭𝐮𝐚𝐥 𝐀𝐜𝐭𝐢𝐨𝐧 𝐏𝐥𝐚𝐧𝐬 𝐚𝐫𝐞 𝐭𝐡𝐞 𝐝𝐞𝐟𝐚𝐮𝐥𝐭, 𝐧𝐨𝐭 𝐭𝐡𝐞 𝐞𝐱𝐜𝐞𝐩𝐭𝐢𝐨𝐧. Ask yourself: What % of your deals have a shared plan your buyer has actually seen? For most teams, the honest answer is close to 0%. The best teams are at 72–81%. It starts on the first call, not when the deal starts to stall. 𝟐. 𝐘𝐨𝐮𝐫 𝐜𝐡𝐚𝐦𝐩𝐢𝐨𝐧 𝐜𝐚𝐧'𝐭 𝐬𝐞𝐥𝐥 𝐢𝐧𝐭𝐞𝐫𝐧𝐚𝐥𝐥𝐲 𝐰𝐢𝐭𝐡 𝐚 𝐬𝐢𝐧𝐠𝐥𝐞 𝐝𝐞𝐜𝐤. The best teams share 20–27 pieces of curated content per deal: ROI calculators, case studies, implementation timelines. Content that works for the buyer even when the rep isn't in the room. 𝟑. 𝐌𝐮𝐥𝐭𝐢-𝐭𝐡𝐫𝐞𝐚𝐝𝐢𝐧𝐠 𝐢𝐬 𝐝𝐞𝐚𝐥 𝐚𝐧𝐝 𝐟𝐨𝐫𝐞𝐜𝐚𝐬𝐭 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞. Top performers average 5 to 14 unique buyer contacts per Digital Sales Room. IT, Finance, Procurement, and the end buyer, all in one place, all moving forward together. That's not luck. That's sales execution. The teams winning the most deals aren't selling harder. They're selling smarter. What does multi-threading look like on your team right now?
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Jerry Ellis shared thisGreat reminder that it’s not about doing more, it’s about driving a measurable revenue impact.Jerry Ellis shared thisEric Dickmann - Thank you so much for having me on your podcast to talk about one of my favorite subjects! This is the language CMOs should use in executive and Board meetings. But it requires access to the right metrics and performance analytics - which has historically been very difficult. Great conversation! https://lnkd.in/eZ9ayX4y
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Jerry Ellis shared thisGreat job ayeQ with the calculator and the framework. The questions in the calculator are what everyone should be asking regarding the way they are looking at the business and making growth decisions.Jerry Ellis shared thisAI is supposed to fix revenue forecasting. So why doesn’t anyone trust it? Because most companies don’t have a clear model of how revenue actually works. They have data. Dashboards. Forecasts. ✅ But no system that shows what needs to happen. 💡 We built a simple calculator to make that visible - check it out! https://lnkd.in/e-tDm339
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Jerry Ellis reposted thisEurope has been an incredible run. Berlin last week, Amsterdam this week. Two different clients, two different industries, one relentless focus - helping B2B sales teams build the skills and systems to compete and win in complex markets. I'll be honest. Every time I walk into a room of salespeople who didn't ask to be there, I feel the pressure. They're skeptical. They're busy. They've seen training before. They know the drill. And then something shifts. Usually around hour two of day one. The frameworks start clicking. The real pipeline conversations start happening. The room gets louder. That moment never gets old. After 30+ years in this business, it still hits the same way it did the first time. This is why I love what we do. #CreateWinGrow #Stage7RevenueSystems #B2BSalesExcellenceJerry Ellis reposted thisBerlin Germany doesn't let you be average. There's something about this city. The history. The weight of the cultural transformation that is baked into every cobblestone. When you stand in front of the Humboldt Forum and look at what was rebuilt here, you stop thinking small. That was the backdrop for two days with the DACH sales team of one of our global enterprise technology clients last week. These are not rookies. They sell complex solutions into one of the most demanding buyer markets in the world. German procurement is methodical. Austrian buyers are meticulous. Swiss clients expect precision. You do not win here with charm and a great product demo. You win with value! The S7 Method™ gave this team a shared language for navigating complex opportunities, a framework for diagnosing where deals truly stand, and a disciplined approach to building the kind of strategic value that earns the right to be a trusted partner rather than just another vendor. The sales training industry loves to sell inspiration. Motivation. Energy. And yes, the room was full of all three. But motivation without method fades by Monday morning. What endures is a repeatable system that works when the buyer is silent, the competitor is aggressive, and the deal is stalled. That's what we build for our clients. Now we pack the bags and head to Amsterdam. Different client. Different industry. Same mission: CREATE. WIN. GROW.™ #S7Method #SalesExcellence #B2BSales #SalesTraining #RevenueGrowth #Stage7RevenueSystems
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Jerry Ellis reposted thisJerry Ellis reposted thisJoin us at Adobe Summit next week🙌 AI is changing marketing fast. If you’re leading marketing, tech, or AI initiatives, the question isn’t whether to adapt, it’s how. Join us at Adobe Summit for a Women in Leadership breakfast where we’ll unpack the best applications of AI today. Hosted by Ilyssa Russ, this session is designed for leaders shaping what comes next. Comment or DM for RSVP details. I look forward to meeting you! #AdobeSummit
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Jerry Ellis liked thisSo proud to share my son's post! ADP holds a very special place in my heart. I gave over 12 years of my career to this company and value so many lasting friendships built there. I always hoped I'd still be there to witness this moment, but life has a way of writing its own story. Seeing him carve his own path there is more than I could have asked for. Matt, I am incredibly proud of you and wishing you all the best this summer and beyond!Jerry Ellis liked thisI'm excited to share that I’ll be joining ADP’s Salt Lake City office as a Summer Sales Intern! 🎉 This opportunity means more to me than just a great career step — ADP has been a part of my life for as long as I can remember. My mom spent years working there, and watching her dedication to her work helped shape who I am today. Getting to walk through those doors myself feels full circle. A huge thank you to Tom Lien, MBA for making the introduction that made this possible. I can’t wait to learn from and work alongside Ryan Foster and fellow colleagues this summer. Here’s to new challenges, new connections, and a summer of growth. #Internship #ADP #SummerIntern #Grateful #CareerJourney
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Jerry Ellis liked thisJerry Ellis liked thisClaude NOW replaces your $150,000/yr Sales & Marketing team. We fed our $25M+ worth of AI systems into Claude. (steal it for $0) Most sales reps spend 3-4 hours/day writing emails, updating CRMs, and figuring out what to say next. That's not selling. That's expensive admin work with a sales title. Claude eliminates all of it. We built a full prompt library from our live AI systems - every prompt battle-tested across real campaigns that generated $25M+. Here's what's inside the Claude Sales & Marketing Library: → Cold Calling Script Prompt: Builds a 7-step word-for-word script that books meetings on autopilot. → Objection Handling Prompt: 3 conversion-ranked responses that turn "not interested" into booked calls. → Appointment Setting Prompt: Moves any cold prospect from first message to calendar in minutes. → Lead Qualification Prompt: Instantly scores leads & eliminates 70% of time-wasting conversations. → Follow-up Sequence Prompt: 5-touch sequence that resurrects cold prospects across email, DM & call. → CRM Automation Prompt: converts messy call notes into clean CRM entries in 10 seconds flat. → AI Agent Handoff Prompt: Detects buying signals & escalates to your human closer at the perfect moment. → Campaign Reporting Prompt: Turns raw numbers into a full performance report your team can act on. Want access to this Sales & Marketing Prompt Library? - like + comment "Claude" - follow + send connection ( Mandatory ) PS: reposts & get directly in DMs first.
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Jerry Ellis liked thisJerry Ellis liked thisMost teams treat a missed forecast like a one-off problem. It’s not. It’s usually a signal that something in the GTM system isn’t working: ❌ Pipeline isn’t aligned to targets ❌ Conversion assumptions are off ❌ Capacity doesn’t match the plan The problem is, it’s hard to see where. We built a simple calculator to help revenue leaders identify the gaps driving missed forecasts and low productivity. ✔️ Get your GTM Efficiency Score ✔️ See where your system is breaking ✔️ Get the Playbook to fix it 👉 https://lnkd.in/e-tDm339
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BluLogix
What’s the difference between CPQ and Quote-to-Cash? Here’s the breakdown: CPQ is a powerful tool for generating fast, accurate quotes. But it’s just one part of a much bigger picture. https://lnkd.in/ek6Rz6mv Quote-to-Cash (QTC) covers the full revenue lifecycle—from quote, to contract, to billing, to revenue recognition. If your sales, finance, and ops teams are stuck in silos, chances are you don’t have a true QTC strategy. 💡CPQ solves quoting. 💡QTC solves everything from quote to revenue. At BluLogix, we help businesses go beyond CPQ to build integrated, scalable monetization engines. 🧩 Ready to modernize your revenue ops? Join us for our upcoming webinar: “Consolidate to Scale — Modernize Your Quote-to-Cash Engine: Rethinking Your Monetization Stack for 2025.” https://lnkd.in/ewJEBB_S #CPQ #QuoteToCash #RevenueOperations #SaaS #Billing #RecurringRevenue #Monetization #BluLogix
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DFWBots
Your Chatbot Is Costing You Clients — And You Don’t Even Know It I’ve talked to hundreds of small business owners across DFW over the past year. Every single one of them has the same story. They installed a chatbot on their website. They thought it would help. Instead it confused their customers, hallucinated answers, and sent good leads straight to their competitors. Sound familiar? Here’s the problem nobody talks about: Legacy chatbots were built to chat. Not to convert. Tidio chats. Intercom chats. Drift chats. Zendesk chats. They all promise engagement. What they deliver is confusion — AI-generated answers that sound plausible but are completely wrong. Wrong prices. Wrong hours. Wrong services. Wrong information sent to the wrong people at the wrong time. And your prospects? They don’t give second chances. One bad chatbot experience and they’re gone — straight to the next firm on Google. ----- There’s a better way. At DFWBots we don’t build chatbots. We build Predictive Q&A Concierges — systems that deliver only pre-approved, exact answers in your firm’s own language. Zero AI hallucinations. Zero confusion. Zero lost leads. Every chatbot chats. DFWBots converts. Here’s what that looks like in practice: ✅ A prospect visits your website at midnight ✅ The concierge answers their exact question — in your words, not AI guesses ✅ It qualifies them — capturing the details your team needs before the first call ✅ It drops a fully screened lead into your private Room10 Portal ✅ Your team wakes up to a qualified prospect ready to close No hallucinations. No confusion. No lost leads. We’ve already built concierges for: ⚖️ Personal Injury Law firms 👨👩👧 Family Law practices 🌎 Immigration attorneys 🛡️ Criminal Defense firms 📋 Bankruptcy attorneys 📜 Estate Planning firms 💼 Employment Law practices 🏠 Landlord-Tenant attorneys 💼 Small Business Law firms 🦷 Dental offices 💉 Med Spas 🏠 Home Service businesses If your business has a sales process — we can build a concierge for it. ----- The question isn’t whether you need a concierge. The question is how many leads your current chatbot has already cost you. Starting at $99/month. Live in 48 hours. No contract. 👉 dfwbots.com DFWBots — The Chatbot Replacement Mesquite, TX | Serving the DFW Market #Chatbot #SmallBusiness #DFW #LegalTech #AITools #ChatbotReplacement #DFWBots #LeadGeneration #LawFirm #PredictiveQA
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SoftServe Business Systems
CRM and SFA are often treated as the same thing. They aren’t. Yes, most systems today overlap. Yes, vendors love calling everything “all-in-one.” And yes, with enough customization, you can bend almost any tool into something else. That’s exactly where the confusion starts. The problem is not definitions. The problem is the consequences: 🟣 customization is expensive 🟣 tools shape workflows 🟣 the wrong core system quietly limits how you scale later In our latest article, we break down: 🟣 why CRM vs SFA is still a real decision, not a semantic one 🟣 how team structure drives the right choice 🟣 what each system is actually built to optimize 🟣 why SFA often becomes the operational core in FMCG, even when CRM is already in place Read the article here 👉 https://lnkd.in/dV38NukQ
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Arcynal
You Optimized Your Pricing...Now What? You've invested in pricing strategy. Maybe you brought in consultants, implemented CPQ software, or built sophisticated models. Your quotes are tighter, margins look better on paper, and leadership is pleased. Then why does margin erosion keep showing up in your P&L? Here's the uncomfortable truth: most pricing initiatives stop at the quote. And that's exactly where the real problems begin. The Gap Nobody's Watching. The pricing software market has exploded. CPQ tools, optimization platforms, AI-driven quote engines - no shortage of solutions to help you set the right price. But setting prices and enforcing prices are two different disciplines. What happens after the contract is signed? When invoices go out, rebates get calculated, and distributors apply pricing however they see fit? For most companies: spreadsheets, spot checks, and hope. Where the Money Leaks. Pricing leakage doesn't happen at the quote stage. It happens downstream: 1. Contract non-compliance. Agreed pricing doesn't make it into the ERP correctly, or exceptions get applied manually. Small variances compound into significant loss. 2. Rebate errors. Complex structures create room for miscalculation on both sides. 3. Channel drift. Distributors interpret pricing loosely. Without monitoring, unauthorized discounts go undetected for months. Industry estimates suggest B2B companies lose 1-5% of revenue to pricing leakage. For a $50M business, that's up to $2.5M annually, often going unnoticed. Why This Persists. It's nobody's job. Pricing owns strategy. Finance owns invoicing. Operations owns fulfillment. Enforcement falls into the gap that's visible to everyone yet owned by no one. And the tools didn't exist. The market optimized for the front end of transactions because that's the "strategic" work. Enforcement was left to manual processes. The Reframe. Pricing enforcement isn't back-office work. It's what turns your pricing strategy into actual margin. If you spent six months on a sophisticated pricing model but only 85% makes it to the invoice correctly, you implemented 85% of a strategy. The pricing software market is crowded, but it's crowded in one area: helping you decide what to charge. The post-sale enforcement space remains largely unaddressed. If your organization invested in pricing but still struggles with margin consistency, the problem probably isn't your prices. It's what happens to them after the quote. Arcynal is building the pricing enforcement platform for B2B companies tired of watching margins leak. Get in touch.
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Central Texas Technology Solutions
Customer expectations are higher than ever, and slow or disorganized support can cost you more than just a sale — it can cost your reputation. That’s why smart businesses across Central Texas are turning to technology to create faster, more personalized customer experiences. In our latest article, we break down the tools your team needs to improve customer support — from CRMs and AI chatbots to self-service portals and omnichannel platforms. If you're in healthcare, legal, construction, or another service-driven industry, this read is for you. 👉 Explore the top tools and learn how CTTS helps businesses just like yours deliver better service with fewer headaches. Read the complete article here: https://lnkd.in/gSTXJcv5 #CTTSonline #GeorgetownTX #RoundRockTX #AustinTX #CustomerSupport #BusinessIT #ManagedIT #ClientExperience #TexasBusiness
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QuoteWerks
Speed matters in sales. Discover how QuoteWerks and QuoteValet help accelerate the CPQ process—reducing errors, shortening sales cycles, and delivering quotes faster than ever. 👉 Read the full article to see how your team can quote smarter and close deals faster. https://lnkd.in/evXJVswc #CPQ #SalesAutomation #QuoteWerks #QuoteValet #SalesEnablement
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Ninety
It’s not the software that makes EOS work. But the wrong tools can absolutely slow it down. That’s the point behind this post from EOS Worldwide Implementer Ken Bogard and it’s one we hear from teams running on Ninety every day. When execution breaks down, it’s usually not the framework. It’s the friction. Scattered tools, lost data, and disconnected conversations make it hard for even strong teams to stay aligned. As one Integrator put it: “Using Ninety makes my job easier. I can’t imagine being in the Integrator role without it.” The comments speak for themselves. Wondering if Ninety is the right tool for your team? Take a look.
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Cincom Systems
Scale Revenue with Sales Automation Learn how leading teams use CPQ to: ✅ Speed up quoting and deal approval ✅ Maintain 100% pricing and configuration accuracy ✅ Align sales, ops, and finance for smoother workflows Download the whitepaper: https://lnkd.in/g3SqjxQj #CPQ #SalesOptimization #Automation #ManufacturingSales #CincomCPQ
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