Dustin Yelinek

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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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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📢 Calling all my #accountexecutives , #formerbdrs, #bdrs, #sdrs, #salesleadership : What's something you wish brand new BDRs knew? OR, one of the most helpful pieces of information you received as a new BDR? Looking at you Elliott Shultz! #advice #sales #coldcalling #salesdev #tips

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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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Speed + Efficiency + Scale

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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The #Salesblazer community is launching NEW biweekly coffee chats and would love for you to join! 🎉 💙 Up first on June 18: How to make outbound sales work for you in 2024. Jason Bay, CEO of Outbound Squad with 15+ years of sales experience, will be taking the mic, so make sure you attend! 🙌 Here’s how to participate: 1. Join the #june-18-coffee-chat channel in the Salesblazer Community on Slack. Not a member of the Community yet? Fix that here: https://sforce.co/June18CC 2. Ask your outbound prospecting questions in the channel above before the coffee chat starts. 3. You’ll be notified to join the huddle when it kicks off June 18 @ 1pm ET. 4. Grab your coffee and join as soon as you’re notified — capacity is limited to 200, and it’s first come, first served.

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

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“𝗥𝗲𝘃𝗢𝗽𝘀 𝗵𝗲𝗹𝗽𝗲𝗱 𝗺𝗲 𝘀𝗲𝗲 𝘄𝗮𝘆𝘀 𝘄𝗲 𝗰𝗼𝘂𝗹𝗱 𝗽𝗲𝗿𝗳𝗼𝗿𝗺 𝗮𝘀 𝗮𝗻 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗷𝘂𝘀𝘁 𝗮𝗱𝗱𝗶𝗻𝗴 𝗺𝗼𝗿𝗲 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀.” - Tim Strickland, Former CRO at ZoomInfo, now Advisory Partner at Summit Partners. This clip exemplifies to me what “Strategic RevOps” really means to me. In our last episode of 🎙𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗖𝗼𝗿𝗻𝗲𝗿🎙we talked to Tim and his former VP of RevOps, Scott Sutton, about the relationship between the CRO and RevOps. Interestingly, RevOps didn’t report to the CRO - They both reported to the President Reporting aside, Tim had a third-party organization that "𝘄𝗮𝘀𝗻’𝘁 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝗶𝗹𝘆 𝗴𝗼𝗶𝗻𝗴 𝘁𝗼 𝘁𝗲𝗹𝗹 𝗵𝗶𝗺 𝘄𝗵𝗮𝘁 𝗜 𝘄𝗮𝗻𝘁𝗲𝗱 𝘁𝗼 𝗵𝗲𝗮𝗿, 𝗯𝘂𝘁 𝗿𝗮𝘁𝗵𝗲𝗿 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝘁𝗵𝗶𝗻𝗴 𝘄𝗮𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗮𝘁 𝗹𝗮𝗿𝗴𝗲." To do this, they built a team covering: - Capacity Planning - Compensation Planning - Quota Planning - Territory Planning - Sales Process - Systems Architecture - And, of course, Analytics This to me is a perfect example of why reactive systems admin is not enough to help CROs hit their revenue goals. (And this is why we’ve built our RevOps team in a similar way.) RevOps was there to build the Revenue Factory - To industrialized best practices - To create (almost) an assembly line of sales - And to operationalize their overall Go To Market In other words, finding ways to generate more revenue beyond just adding more headcount. Scott is now the CEO at Later, a $70M B2B SaaS company, and we also dove into how to scale this down for companies much smaller than ZoomInfo. Check out the full episode for more: 𝗦𝗽𝗼𝘁𝗶𝗳𝘆: https://spoti.fi/3VvpKax 𝗔𝗽𝗽𝗹𝗲: https://apple.co/4aRQoiq ✌️

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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In a complex selling environment, businesses need to improve the seller experience, drive more revenue, and optimize how they go to market. New capabilities for @Salesforce Revenue Lifecycle Management address these challenges by providing an AI-guided quoting experience for direct sellers and more:

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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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Documentation: my not-so-secret #customersuccess weapon. Have you ever been assigned a new CSM and they know all your account history during your first few calls? #win Does your CSM seem to have a perfect memory 😉? #notetaking for the win How do you keep your clients aligned to your success plan? Project plans, agendas, email recaps, and regular check-ins. ______________________ 👩🏻‍💻 Hi! I'm Moriah. I like to learn about #CustomerSuccess, #PropTech, #SalesTools, and #CompanyCulture and post select resources around these topics.

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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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When it comes to new business leads, we know speed matters, but if you’re not truly optimizing the hand off between your SDRs and AEs, you might be missing a huge opportunity. And not just where you think. At ZoomInfo, we’ve spent years developing and refining our model for this function. We have a 5-level scoring system that takes into account everything from inbound channel, to job title and firmographics. We’re not just solving for the highest possible win rates and ASP. We’re actively matching the inbounding prospect with the rep who is the most equipped to provide the best possible customer experience at that precise moment – down to the minute. And here’s the kicker – this isn’t just great for our customers. It’s great for our reps. With this process, we can balance lead flow across AEs to give everyone an equal opportunity to hit their number. We can also track rep's performance against the expected outcomes of the leads they receive, enabling coaching and segment adjustments. The goal is to optimize not just "speed to lead to close," but overall efficiency and outcomes, matching the right leads to the right reps at the right time. Check out Brian Vital's Speed to Lead insights from the SDR perspective here 👉  https://lnkd.in/gW3s7ccS   

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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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It's not even worth investing in RevOps without this 👇 If you're not starting with a growth plan, and have some path of getting from point A to point B, it will be nearly impossible to align the tactics in any meaningful way. That's why it's so important that 𝐀𝐝𝐣𝐮𝐬𝐭𝐢𝐧𝐠 𝐭𝐡𝐞 𝐆𝐫𝐨𝐰𝐭𝐡 𝐏𝐥𝐚𝐧 is step one in the RevOps flywheel. LeanScale #revops #revenueoperations

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