Articles by Joe
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The Resurgence of 1:1 Prospecting
The Resurgence of 1:1 Prospecting
One to One messaging never officially went away, but we all know that the sales engagement tools that were introduced…
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No Pain, No Gain
No Pain, No Gain
When I’m conducting an interview I often go through a role play with the candidate. It’s probably not their favorite…
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What is a good day for a BDR?
What is a good day for a BDR?
Most BDRs are paid a monthly/quarterly commission based in part by accepted opportunities (pipeline). Having an end…
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7K followers
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Joe Ferrero reposted thisJoe Ferrero reposted thisWatch product management director Andrew McGough's deep-dive presentation on The Latest in PTC Mathcad Prime 12. He discusses the application, engine, and usability updates made to Prime 12. Full video on our website: http://ptc.co/ut6x50YOJua
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Joe Ferrero posted thisJust completed my first month at PTC. I’ve been particularly impressed by the strength of the Inside Sales organization - their focus, accountability, and commitment to continuous improvement are clear differentiators. Looking forward to building on this momentum and driving meaningful impact together! Thank you for the warm welcome!
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Joe Ferrero shared thisPTC news: Codebeamer supports requirements management in projects within the BMW Group environment, contributing to greater transparency and alignment in development processes.PTC’s Codebeamer Adopted by BMW Group to Standardize Requirements Management and Advance Digital Engineering | PTCPTC’s Codebeamer Adopted by BMW Group to Standardize Requirements Management and Advance Digital Engineering | PTC
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Joe Ferrero shared thisThe Value Roadmap: Aligning Strategy and Driving Change at PTCThe Value Roadmap: Aligning Strategy and Driving Change at PTC
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Joe Ferrero shared thisDufour Aerospace is using cloud-native CAD and PLM to deliver uncrewed cargo drones faster, safer, and at lower cost. Onshape Inc. and Arena enables engineers to design complex, multi-part systems in a single environment, with parts created in context and assemblies validated early through direct clearance and interface checks. View the case study: https://lnkd.in/eHp-epvA
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Joe Ferrero shared thisRecent headlines have showcased how PTC technology is helping power NASA's missions, supporting digital engineering efforts behind some of the world's most complex and ambitious space exploration programs. But for us, this story is about more than innovation, it's about impact. At PTC, this is what employees work on every day: software and solutions that help engineers, scientists, and partners like NASA design, test, and operate mission‑critical systems. The kind of work where precision matters, collaboration is essential, and the results quite literally reach new heights. Being part of PTC means contributing to technology that shapes the future, from advancing digital engineering on Earth to enabling what's possible in space. It's purpose‑driven work, powered by curious minds, bold ideas, and teams who want their work to matter. This is the #TeamPTC experience. Real missions. Real impact. Global scale. #LifeatPTC
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Joe Ferrero shared thisEveryone's talking about AI. We're focused on getting past the hype and building #AI that delivers value in the real world — with security, performance, and embedded within products and workflows. Sound On! 🔉
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Joe Ferrero shared thisAI is only as smart as the data behind it. At PTC, we're transforming structured, governed data into a strategic asset that drives intelligent action across the product lifecycle, directly within your workflow. Check out our latest blog to explore how systems like Windchill®, Codebeamer®, and ServiceMax® power AI that's accurate, secure, and business-aware. 📖 Read the full blog by Francois Lamy: The Power of a Strong Data Foundation 👉 https://lnkd.in/eFzS9ji9 #AI #DataFoundation #DigitalTransformation #PTC #GenerativeAI #AgenticAI #SmartDecisions #AgenticAI #SmartDecisionsThe Power of a Strong Data Foundation: How PTC Systems Turn Information Into Intelligent Action With AI | PTCThe Power of a Strong Data Foundation: How PTC Systems Turn Information Into Intelligent Action With AI | PTC
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Joe Ferrero reposted thisJoe Ferrero reposted this🚨 Not every great Inside Seller wants to keep carrying a bag-and that’s a good thing! We’re hiring a Inside Sales Support Specialist and we’re looking for a very specific profile 👇 ✅ Someone who started in Inside Sales ✅ Loved the tools (SFDC, SalesLoft, LinkedIn, Sales Navigator, Consensus, etc.) ✅ Got energy from optimising, scaling, and fixing the system ✅ And isn’t afraid to challenge reps and leaders to drive real adoption This role is about making selling easier and more effective-not by adding more process, but by maximizing what we already have: Faster onboarding Better tool utilization Cleaner execution Higher sales efficiency If you get more satisfaction from “why isn’t this being used properly?” than from closing the next deal-we should talk. 📩 Reach out or apply. 📍 Barcelona | Global Inside Sales #SalesEnablement #InsideSales #SalesOps #RevenueTechnology #NowHiring
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Joe Ferrero liked thisJoe Ferrero liked thisAfter 4+ years at Seismic, it's time for a new chapter. 🎉 I joined Seismic early in my career and had the privilege of learning from some of the sharpest minds in sales. To my Seismic family - thank you. The lessons, the relationships, and the standard you set will stay with me. I'm stoked to announce the next step: joining Outreach as a Senior Account Executive, where I'll be partnering with revenue leaders to help their teams win at the highest level. 🚀 Grateful to Michael Barker, Tony Benvenuto, Nadia Rashid and the entire Outreach team for the welcome. Looking forward to what we'll build together.
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Joe Ferrero liked thisFeeling very fortunate to be attending Workday’s Sales Club this week with my young family in the Bahamas 🇧🇸 — not every day your kids get to see turtles swimming in the sea! Huge thanks to the incredible teams I’ve had the privilege to lead, and to the Digital leadership team for their support throughout the year — especially Jenay Beeston and Peter O'Connell. Also a big shoutout to Andrew White, our top-performing BDR across EMEA, along with fellow Digital alumni Lucas Mattsson, Ben MacEntee, John Breen, Joseph Kennedy, and Liam O'Dea. Great to celebrate together.
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Joe Ferrero liked thisTo the one who taught me to love what you do, who you do it with, and the importance of building a strong culture: I couldn’t be more proud to see you share this with all of PTC… LFG! Kevin TomkinsJoe Ferrero liked thisI’m excited to share that I’ve been promoted to Divisional Vice President, Americas Sales at PTC. After nearly 30 years with the company, it’s incredibly meaningful to take on this role at such a pivotal point in PTC’s journey. I’m energized by the opportunity to advance our go-to-market strategy, strengthen partnerships, and bring our AI-driven vision to life for customers across the Americas. I’ve been fortunate to work alongside so many talented colleagues, mentors, and teams over the years who have challenged, supported, and inspired me (you know who you are), and I’m grateful for each of you. A special thank you to Robert Dahdah & Neil Barua for the opportunity. Excited for what’s ahead. Let’s build, grow, and win together.
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Joe Ferrero liked thisJoe Ferrero liked thisWatch product management director Andrew McGough's deep-dive presentation on The Latest in PTC Mathcad Prime 12. He discusses the application, engine, and usability updates made to Prime 12. Full video on our website: http://ptc.co/ut6x50YOJua
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Colin Specter🥇
Cold Calling Strategically into your Enterprise Accounts based on n=1bn calls C-Suite Execs will Pick Up. Sometimes More Than VPs Think top executives never answer cold calls? Myth busted. Orum’s billion-call study found C-level executives answer about as often as anyone else: 4.0% Connect Rate on average (4.5% for Finance Execs). VPs are hardest to reach with the Lowest overall Connect Rate. And who picks up the most? Front-line folks (ICs) at ~5.3% overall – with standout groups like Sales at 7.6%. Takeaway: Call up and down your accounts. Individual Contributors for research... and Don’t shy from calling high (CXOs do answer!), but multi-thread your approach. Start conversations at the ground level to gather pain points, then use those insights to engage the VP and C-suite. Data: Orum 🥇 “State of Cold Calling” report (Link in Comments) #SDR #ColdCall
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Dwight Delap
Preparation wins deals. Now there’s a smarter way to practice sales conversations anytime, anywhere. 💬⚡ The Sandler AI Roleplay Coach® tool delivers adaptive, real-world scenarios and instant feedback to help sellers improve fast. It’s an effective way to build confidence, consistency, and coaching at scale. Anytime, anywhere. 🎥 See it in action! #SalesRoleplay #SalesCoaching #SalesSuccess
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Bryan Bayless
For years, we've asked revenue teams to do what technology should’ve done for them: ✅ Check boxes in Salesforce 📝 Fill in methodology frameworks ☎️ Manually track deal progress When those don’t happen, we blame adoption or enablement or the reps. But what if the real problem wasn’t poor adoption? What if the problem was the burden itself? Enter AI agents: purpose-built to remove the manual, time-consuming work that slows teams down and holds maturity back. Now, agents don’t just suggest actions — they take them. They review calls, map them to methodology, and surface insights instantly. This is AI as a team member. And it's how revenue organizations are going to truly mature operations. 🚀 For more on how AI agents are changing the game, check out my latest on The Edge here: https://lnkd.in/ggnxeb77
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Rob Pappalardo
Who truly matters in the buying committee? Most teams are guessing. Jeremy Melius explains how ZoomInfo Copilot is helping his team at Impartner to stop guessing and start engaging the right buyers with confidence. For Impartner, the challenge wasn't finding prospects. It was understanding who to engage, what messages resonate, and how to act quickly. Jeremy shares how Copilot is helping his team: ✔️ Summarize account insights and suggest high-impact messaging ✔️ Construct AI-assisted emails that help sellers communicate more effectively ✔️ Expand beyond Salesforce data to unlock critical intent signals ✔️ Identify the real buying committee, not just personas or assumptions ✔️ Engage every key stakeholders instead of single-threading deals ✔️ Build targeted campaigns and messaging that lift win rates Watch the full story 👇
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Natasja Schepers
Workday is redefining the work day, right here at Workday Rising EMEA 💡 Our leaders Carl Eschenbach, Gerrit Kazmaier, Aashna Kircher, Jerry Ting and Sana's Joel Hellermark delivered a truly massive Innovation Keynote. The vision is clear: we are THE Enterprise AI Platform for managing people, money and agents. Here are the biggest announcements that prove that we are reimagining ERP for the AI era: 🔵 Announcing Workday EU Sovereign Cloud: a new offering that gives organisations across the European Union the ability to use Workday AI-powered HR and finance solutions while keeping their data secure, local and under their control. 🔵 New Workday GO innovations: Companies get a single, simplified way to manage their HR and finance operations, combining industry-leading solutions from Workday with fast deployment, ease of use and built-in scalability. 🔵 We're building the new front door for work with Sana: A place where enterprise knowledge, data and actions all come together in one simple, unified experience to help you get work done. 🔵 Doubling down on intelligence and openness: We’re building an open platform so any team can easily build on Workday and connect to the broader AI ecosystem. #WDAYRisingEMEA #TeamWDAY
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Kris MacDermott
Workday GO promises faster implementation timelines—but speed only works when decisions, data, and expertise are aligned from the start. This article breaks down what it really takes to deploy Workday GO in weeks instead of months, including the biggest implementation pitfalls and how experienced consultants keep projects on track. #Workday #WorkforceTechnology #ERP
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Dalia Modlin
Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/d-zjUbMJ #SalesOps #GTMmotions #CPQflexibility
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Brittany Fletcher
When sellers lack authentic confidence, buyers feel it and deals are lost. The good news: confidence isn't a personality trait, it's a skill. It's built through deliberate habits, how sellers prepare, how they practice, how they talk to themselves, and how they show up physically in customer conversations. As sales enablement leaders, we have a unique opportunity and responsibility to operationalize these habits at scale, turning confidence into a repeatable advantage that elevates rep performance and earns buyer trust.
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Paul Buonaiuto
Many sales teams are overthinking AI. The real blocker isn’t the technology; it’s change management. Teams invest in powerful tools, launch pilots, and roll out features… but adoption stalls. Salesloft’s new guide breaks down why that happens — and what the best teams are doing differently to make AI stick. We outline the four most common blockers holding teams back today: > Low trust in AI outputs and data > Lack of ownership across from rep to exec > Pushing efficiency and ignoring development > Disconnected pilots over a holistic program More importantly, we share the proven strategies winning teams are using to overcome each blocker and drive real adoption — not just experimentation. If you want AI to actually change how your team sells, start here: https://lnkd.in/gAizTMVu
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Peyton Marshall
Bob makes some great points. It may seem difficult to talk value early in the renewal cycle but talking value early helps to share accountability for delivering results with your customers. Value discussions with your existing accounts = alignment. This is where transactional relationships with your customers turn into partnerships.
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