Christian Grund

Some great advice here for those in the Biz Dev world! Let's go!!!

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Who should RevOps report to? Everyone wants control of the data Which makes RevOps a hot commodity Reporting lines determine effectiveness Wherever RevOps reports to, it must be: - Unbiased - Authoritative - Aligned to revenue functions There are many sides to the debate: Under CRO: - Seems logical if CRO owns all revenue functions - However, there’s a potential for sales bias Under COO/CFO: - RevOps can support every department - Helpful for PLG - However, RevOps loses influence in other areas Under CEO: - The most unbiased and influential position - Popular among data-driven businesses without a COO - However, CEO might not have enough bandwidth What do you think? 🤔 More in yesterday's 📰 RevOps Weekly 📰 Get it here: https://bit.ly/3KwaVOt ✌️

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Why do companies keep buying forecasting tools to fix forecasting problems? What challenge is being solved? Are sellers and sales leaders unable to forecast their deals? The consequences of missing forecasts are not to be underestimated. Shockingly, as reported by RevOps Co-op, a staggering “80% of companies fail to meet their forecasts/plans by 25% or more.” This begs the question, why does poor forecasting persist despite the negative financial implications? To help create perspective, I recently asked a CFO to describe the impacts of missing forecasts; his list of negatives was lengthy. Examples include: 1). Sales & Marketing: Inefficient spending to fill short-term gaps-to-goal. 2). Capital Expense: Underutilized CAPEX spend; investments in capacity are not needed. 3). Operational Expense: Staffing for growth that did not materialize. 4). One-Time Costs: Reductions in force and layoffs. 5). Financing Costs: Covenant costs, waiver fees, and higher borrowing costs. 6). Negative customer goodwill. 7). Reputational loss. Some excellent forecasting tools are available–no doubt. (I've licensed some of them.) However, to meet and exceed plans on a long-term horizon, companies need to deploy predictive tools and methods—tools and methods that forecast outcomes on a 12-plus-month horizon. Tools and methods should not be indexed solely on opportunities; opportunity-based analysis alone will not build a long-term view. Predictions should be made based on many data points, beginning at the earliest Top-of-Funnel entrance point. If you can’t see at least 12 months into the future, you cannot efficiently deploy sales and marketing dollars. Filling unexpected, near-term gaps-to-goal is inefficient and expensive. Sales leaders, in particular, need to stop focusing energies nearly 100% on the current month/quarter and think longer-term. Now is the time to ask the entire business to help fix a 4Q pipeline challenge. October is way too late. Building predictability and visibility long-term is critical to building a successful SaaS business. Creating predictability is why we built Outset.

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What's the State of AI & Automation in B2B Sales? Simple insights you can’t miss. In our session yesterday, we presented the initial findings of the Sales Efficiency Report. Here are the key highlights: 🚀 Manuel presented on Inbound-led Outbound VS Traditional Approaches: He took the stage, tackling the age-old debate. The verdict? A balanced blend of inbound and outbound is key. Our survey (n = 132) also revealed: 📈 Lead Engagement: Trade shows & conferences remain vital for industry presence. Personalised emails are still king for staying in touch with leads. 💡 I had the pleasure of showcasing the 2️⃣ most popular AI use cases that increase value for B2B companies (n = 130): 1️⃣ Practical examples of CRM enrichment (CRM regularly synchronises with AI data providers for up-to-date insights) 2️⃣ and Follow-up Automation (AI continuously evaluates feedback and personalises follow-ups), demonstrating how these processes can be streamlined using AI. 👏 Many thanks to our speakers Manuel, Florian, and Valentine for sharing their expertise and insights. If you missed it, don't worry, here's the ungated recording https://lnkd.in/eN9Zd7jW and we are sharing the full report soon. 🔍 What was your favourite takeaway from the webinar? #B2BSales #AI #Automation #SalesWebinar #LeadGeneration #MarketingAutomation #SalesEfficiency

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“Sales enablement is broken.” Sounds like a bold statement. But look at this: - 73% of reps only get feedback when they demand it  - 1 in 3 reps say their manager doesn’t have time for sales role-plays - 80% of reps say that value-selling coaching is their number one need Sounds pretty broken to me. 🤷‍♂️ Replicate Labs surveyed almost 250 people for the GTM Training Impact Survey 2024. The results are mind-blowing. 🤯 The report is a GOLDMINE of seller insights and asks serious questions about how we coach reps. (It certainly did for me!) There's a new way to coach reps and Replicate Labs are leading the way. This report is being called "the most radical sales report you will ever read." Grab your copy now. Just comment on this post: "show me the new way" 👊 #sales #salescoaching

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

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10 Best Tools to streamline SDRs Sales Process. 1. Cognism:   ↳ A sales intelligence platform.  ↳ Offers a globally compliant database for company and contact searches.     2. Salesforce:   ↳ The CRM giant provides a suite of tools that ↳ Analyze sales data.  ↳ Manage the Sales pipeline.  ↳ Track customer interactions. 3. Outreach:   ↳ A sales engagement platform that helps SDRs to   ↳ Automate and prioritize their sales activities.    4. Chili Piper:   ↳An automated scheduling tool that helps SDRs   ↳Book meetings without the back-and-forth emails.    5. LinkedIn Sales Navigator:   ↳ A tool that uses LinkedIn’s vast network to help SDRs   ↳ Find and connect with potential leads.    6. Aircall:   ↳ A cloud-based call center and phone system that integrates with productivity and helpdesk tools.    7. Hunter:   ↳ It helps find verified email addresses quickly.    8. RocketReach:   ↳ Connect with prospects through emails and direct dials.  ↳ Boast a large and accurate database.    9. Snov.io:   ↳ Offers a free email verification tool to help SDRs   ↳ Spend less time finding leads and more on converting them.    10. HubSpot:   ↳ A top-level CRM that ↳ Connects data between teams and departments.  ↳ Offer various hubs for marketing, sales, and operations. Remember, These tools can help SDRs to be more efficient in their roles by  ↳ Providing valuable insights.  ↳ Automating repetitive tasks.  ↳ Facilitating better communication with prospects.  It’s important for SDRs to choose tools that integrate well with their existing tech stack and align with their sales strategies. P.S. Which Tool do you like the most and why? 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions! Link in the Comment below 👇 #Sales #SalesTools #SDRs  

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Win rates 7X when 5 or more contacts are engaged in the opportunity vs 1. Here are 3 ways we’re engaging more contacts in every opportunity: ✅ Incentivising SDRs to bring in extra contacts into the meeting.   Spoken about this one a lot but we pay SDRs for every extra contact they bring into the opportunity. SDRs spend time with their AE mapping out the opportunity post-discovery and aligning on key stakeholders to bring in. ✅ Running weekly call afternoons with our AE team Every Thursday our AEs join our SDRs in their call block to compete for who can bring in the most net new conversations. This has been a fantastic way to get our sellers to pause in their week and focus on driving multithreading activities as well as giving SDRs some healthy competition ✅Utilising new tools such as trumpet 🎺 Recently Cognism has started using trumpet. It has been an absolute game-changer. It allows us to email gate ‘pods’ to collect viewer data helping identify new individuals in the decision process, engage directly with those new stakeholders in live chat, and auto-enrich new pod viewers into our CRM. If you haven’t seen trumpet 🎺 already link in the comments below 👇

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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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Has #customersuccess became exhausted? #revenueoperations as a partner has seen this function also take the brunt of the lean and mean spirit ▶️ Accounts per #CSM are up for high touch and medium touch motions ▶️ ARR loads are also higher ▶️ They have the least attention from RevOps ▶️ Sometimes will have to just use the software that sales uses ▶️ An increasing weighting of their incentives towards NRR So where do we go from here? I think it's time to bring the voice of the customer back into the room What would your customers say and how would they want to be supported? ▶️ In addition to NRR, let's also talk about GRR ▶️ Let's make customer value maps or journeys a thing again. A fulfilled customer that's growing themselves will also grow with you ▶️ Customer wellness metrics should start to push back against NRR as the sole weighting criteria ▶️ Reexamine who owns the upsell and cross sell. Who has the in-house training and skill set to execute this? ▶️ Invest not only in knowledge bases, but actual training and coaching My two cents 👋 More musings on the Substack (link in profile)

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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Outbound isnt dead, it is just harder because we have made it easier to spam the market… The average sales org has: A database tool - easy access to emails to mass send A sequencing tool - easy access to mass email Intent data - easy access to automate “personalized” emails Lead scoring - easy to set threshold to automate emails Technology and data are great… But your: Hey First Name, I hope things are going well at Company Name. I noticed your in the X Industry, and exploring Y topic we help organziations do Z with our state of the art (pitch slap) service. Do you have 15 minutes to connect this week? Emails just dont cut it anymore…. The reason PLG is on the rise and people dont want to talk to sales reps is because most reps arent great at what they do… Im not saying dont automate some things, but cmon yall we can do better! #SalesTips #SaaSSales #DoBetter #SalesLeadership

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Automation is the way to go. So much to be gained by using the right tools for the right job.

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eD4Ug4De 

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#Salesforce - How can you unleash growth now with the #1 AI CRM for Sales? Watch the demo to see how you can make your sales processes more efficient and close more deals today. Sell more efficiently with sales performance management software built directly into the CRM. Connect customer data to sales planning and execution. Design team structure, align and incentivize sellers, allocate targets, and empower reps to close deals faster with less manual work. - Sell faster with AI and automation - Sell smarter with data and analytics - Sell more efficiently on one platform Curious to learn more? Reach out to me.

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See new research from our friends at Gong on the chronic problem of bad ROI selling. Elite #ValueSellers differentiate themselves in how they view value. They see value as a co-creation experience #with their customer not a calculation #to their customer. The customer comes in to a digital shared workspace with other key internal stakeholders and is guided by the value seller to personalize and contextualize value in their business. Value is an experience, not a calculation.

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Try this on when thinking about AI sales productivity software: Define the space as those automating internal and external activity. External - virtual SDRs, schedulers, chatbots. Anything effectively used by customers in place of interacting with sellers. Internal - Forecasting, activity tracking, account planning. Anything used by the seller in place of interacting with internal people and systems. External might make sense if you have a low ADS, high volume business where you need to get your cost of sales down at scale, and customers want a fast, consistent experience. Internal might make sense on more complex enterprise motions where you want to get your sellers back out to customers. What are the risks in crossing them up? Make sure external tools don't de-personalize your customer experience in enterprise, and make sure internal tools don't over-engineer governance if you have low variance in productivity. I'm not sure how this idea will hold up, but it occurred to me while looking at the crowded landscape of tools in the space. Not everything will be worth it for everyone, and we all need spend discipline.

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