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Weitere Beiträge entdecken
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Saif K.
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?
932 Kommentare -
Daren Lauda
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.
211 Kommentar -
David Bentham
Intent data is a hot commodity at the moment, but most sales teams don’t know how to effectively use it. Here’s how Cognism is using intent today: ✅ Account selection and prioritisation: Every account in our CRM has an account prioritisation score and when any of our intent signals (reverse IP lookup, cookie capture, funding data, etc.) are seen the prioritisation score goes up. This is shown clearly to the sales rep. They can then deep dive into the exact intent signal and decide what to do next. Ensuring each seller is focusing on the right parts of their territory. ✅ Account messaging: Once the intent signal is seen our seller will have a list of suggested ways to reach out. Our approach is generally direct – “We saw someone at your organisation was looking at X. Just curious whether this is also on your radar." Relevant messaging will always increase response rates. ✅ Contact level insight: We’re using tools like trumpet 🎺 to give us insight into what our prospects are most interested in. Building digital sales rooms on the tool allows us to see not just what they are looking at the most but also who - an absolute game-changer for accelerating sales cycles by 28% by helping you focus on what matters most. Sign up with trumpet 🎺 for free here: https://bit.ly/3QzbACd
464 Kommentare -
Marc Gasser
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
134 Kommentare -
Andrew Vayro
🚩 Did you know the average #Sales rep has to use 10 or more sales tools in order to close a deal? The constant context switching creates a disconnected system and experience for both sellers and buyers! By thoughtfully consolidating #Revenue tech stack, you can eliminate silos, disjointed workflows, and fragmented data — and help your sellers get back to driving revenue 🚀 Check out our on-demand webinar, “The proliferation of the sales tech stack.” Vanessa Metcalf, VP of Revenue Enablement at Showpad, shares actionable strategies to: 💻 Consolidate your tech stack and make it work for you and your sellers 🤝 Foster better collaboration between teams 💸 Increase efficiency and close more deals Get the full breakdown: https://lnkd.in/eXH6aanD
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Sarajit Jha
The #SAAS revolution of ever growth of sales & market cap is not working for most users The impact of unspent licenses and unused tools are becoming an eye sore The use it or lose it philosophy with users are being used for many IT tools by business focussed IT departments I see decommissioning of SAAS tools becoming a trend as many companies see taking out systems that are just protecting old ways of doing work a value driver Those providers that try to arm twist customers into staying may succeed in the very short term, but are well served to remember that SAAS was sold on " pay per drink", rip and replace and their ilk #Salesforce #Microsoft
296 Kommentare -
James Ski
Who is in? Pavilion GTM EMEA Summit – 10th-11th July 2024 – London When Pavilion asked me to host the sales stage at their event, I grabbed the opportunity with both hands. Introducing the world’s best sales leaders to the stage is something I’m privileged to do at Sales Confidence. And now I can’t wait to do it for at GTM EMEA. Here are four of the speakers you can catch on my stage at the event: Rob Cook – VP Enterprise Sales EMEA, Salesloft Rob’s going to talk about ‘The 2080 Problem’. You get 2080 hours every year that you can spend selling, but we only spend 1/3rd of that time with customers. How can we use sales analytics to make that time count? 🧭Zachary Gropper – CEO & Co-Founder, Insight Revenue Zach’s going to share his ‘4 Keys To Overcome Buyer Indecision’. You’ve heard about the JOLT Effect? Join Zach as he brings it to life with real-life data and actionable insights to accelerate pipeline. Guy Rubin – Founder & CEO, Ebsta Join Guy as he shares exclusive sales insights from more than 500 high-growth organisations. How do the best reps drive results? And how can you do what they do to increase pipeline, shorten sales cycles and close more deals? Werner Schmidt – CEO & Co-Founder, Lative Werner will tell us about his ‘Building Blocks to Profitable Efficient Growth’. In a world where investors demand profit rather than growth at all costs, this insight will be absolutely invaluable. I’m looking forward to introducing these sales leadership titans at Pavilion GTM EMEA – and I hope you’ll be there. To join me, the Pavilion team and 200 of the best GTM leaders on the planet on July 10th and 11th in London, click this link and grab your spot. https://lnkd.in/evXp2Abi
185 Kommentare -
Haydar Al-Saad
A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network
288 Kommentare -
Zain Arif
Top 10 Sales Newsletters You Should Subscribed in 2024. 1. Accelerate Newsletter ↳ For sales operations and leadership tips. 2. Prospecting From The Trenches ↳ For real, on-the-ground advice. 3. Gong Newsletter ↳ The Edge for a data-driven approach. 4. Practical Prospecting ↳ For growth journey insights. 5. Marketing Brew ↳ For marketing & sales news. 6. The Close Sale Brief ↳ For sales tactics and resources. 7. SalesFolk Newsletter ↳ For mastering cold outreach. 8. Sales Hacker ↳ For revenue strategies and outreach strategies. 9. The CRM Lab ↳ For CRM tips and strategies. 10. Dave Gerhardt’s Newsletter ↳ For marketing ideas and B2B expertise. P.S. Which newsletters are in your inbox? Any other great options we should know about? 🔔 Follow Zain Arif for Daily Sales Tips 📌 Free Sales Audit: https://lnkd.in/dk4CEaAr #sales #professionaldevelopment #salesnewsletters
2325 Kommentare -
Kathleen Hartigan
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
40 -
Zain Arif
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
2014 Kommentare -
Luis Enrique Blas Barba
94% of companies plan to consolidate their tech stack in the next 12 months What are Salesforce's 7 essentials sales tools? 👇🏼 1️⃣ CRM Software (the obvious): to manage customer data and interactions. 2️⃣ AI-Powered Analytics: Automate tasks and get predictive insights. 3️⃣ Sales Engagement Platforms: Enhance multi-channel communication (and a life saver to SDRs) 4️⃣ Social Selling Tools: to engage leads on social media. 5️⃣ Sales Enablement Solutions: a team without proper enablement is screwed nowadays, you ned to stay ahead of the curve 6️⃣ Customer Service Tools: do not underestimate the importance of good service and retention 7️⃣ Data Visualization Software: to turn data into actionable insights. What do you think? What would you add?
74 Kommentare -
Daniel Blendis
How can DealHub.io accelerate your strategic GTM plan? Here is what my customer, Moran Laufer, CFO at Factorial has to say about their approach…. * Generate company-wide operational efficiency * Manage the entire Quote-to-Revenue lifecycle around one source of truth * Standardize execution across every GTM line-of-business Kudos to Jonathan Angel for creating an exciting partnership with my customer – resulting in outstanding success. #GTM #finance #strategy
81 Kommentar -
Tom Boston
“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
189163 Kommentare -
Harry Stebbings
Today’s show is a fricking masterclass in sales & hiring. Larry Shurtz has been a go-to-market OG for 3 decades. 👥 Salesforce: Led a 1,300 team to $2.1BN revenue 💰 Genesys Cloud: Record growth to $1.4BN ARR 📈 Confluent: Led them to record $600M ARR My 6 key takeaways 👇 1. Why Verticalization Requires More Than an AE Industry Nerd You can’t truly verticalize & deliver value to customers with only an AE. There cannot be a disconnect between them and the technical team. Every single person that touches the account has to be involved. 2. Those That Say They Do Not Have CS Is BS A lot of companies say they don’t need CS. Someone is playing that role under a different title. They are responsible for correcting architecture & aligning use cases. 3. What it Means If You Cannot Forecast Well You don’t truly understand your business. You’re not doing the right amount of diligence with customers & opportunities. We might not be asking the right questions & talking to the right people. 4. Why I Hate Panel Interviews When Hiring I prefer one-on-one interviews. The relationship between the leader and employee matters It’s hard to get that out of a 5-person panel. 5. Why I Don’t Do Case Studies The real value is to understand their mindset & thought process. It gets to the what & the how. I could easily get that out of a 45 minute chat. 6. One Question I Ask Every Interview I would ask which culture did you prefer out of all their previous companies. The range of answers I’ve gotten have been shocking. Understanding their culture is important to value alignment. (links in comments) #founder #funding #business #investing #vc #venturecapital #entrepreneur #startup #seed #funding #hiring #sales #B2B
818 Kommentare -
Eddie Reynolds
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 ✌️
22371 Kommentare
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