Natalie Reichel

85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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Should CRO’s even exist? Not if they’re going to be: - Super expensive glorified head of sales - With no marketing or CS experience - Compensated like an account executive  - No focus on ICP or aligning the entire GTM motion - No coordination with peers in cross-functions - No P&L fluency or ability to read a P&L  - Only focused on new business with no understanding of recurring impact - No knowledge of the bowtie or systems designed to deliver ongoing customer value - Have a short term view and only care about the quarter CROs should absolutely exist if they: - Can come from Marketing, CS, or RevOps not just Sales - Have foundational understanding and respect for other functions - Are compensated like all other executives - Are focused on driving tight alignment across the GTM motion - Are focused on collaborating across Sales, Marketing, CS leveraging data generated from RevOps - Are focused on a customer journey that begins when the prospect lands on the website and continues through at least 3 annual renewals - Have a deep knowledge of the bowtie  - Have built expertise as revenue architects - Have a long term view that balances short term urgency with long term enterprise value Revenue generation is a team sport. Recurring revenue is driven by recurring impact. If you’re leading the revenue function, you have to understand that and you have to be an expert at driving tight alignment across the customer journey to deliver that impact. This is the way.

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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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How to go from a single product, single market company to a multi-product multinational one. In our latest episode of the RevAmp podcast, Shantanu Shekhar, Sr. Director of GTM Ops at Gong, shares how they achieved this feat. He highlights a crucial strategy: creating a dedicated cross-functional team, often referred to as a "tiger team," to streamline operations and drive growth. 🎯 Key Takeaways from the Episode: 🛠️ Cross-Functional Teams are Vital: Gong formed a "tiger team" with representation from finance, operations, and sales to create a clear and scalable workflow. 🌍 Focused International Expansion: Prioritize specific markets to enter first, ensuring a smoother transition and more effective localization. 🚀 Sustained Agile Processes: Maintain ongoing, recurring reviews to continuously improve and adapt strategies. Check out the full episode to dive deeper into Gong's incredible growth journey and the actionable insights Shantanu shares! 👉 https://lnkd.in/eXG-C2jP

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Happy National NDR (Network Development Rep) Day! Outbound has, is, and always will be changing. So it only makes sense that those that do outbound (the SDR & BDR) evolve along with it. To help revenue teams make this change successfully, Commsor 🦕 has put together a 23 page NDR (Network Development Representative) Playbook, outlining this evolution in detail. Thanks to many revenue friends for their contributions - Augusto Ferreira, Troy Munson, 🏄‍♂️ Scott Leese, Hannah Ajikawo, Josh Norris, Mark Kilens, Melissa Gaglione✨, Patrick Trümpi, Noam Nisand, Darren McKee, Laura Erdem Whether you’re an SDR, AE, sales leader or founder, this playbook is for you. Grab it for free here 👉 https://cmsr.io/ndr Or watch the recap by Rayna van Beuzekom 🦕 👇

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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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🚀 New Podcast Alert: Making Data-Driven Decisions & Aligning GTM Teams for Success 🚀 Thrilled to share that I recently had the pleasure of joining the amazing hosts, 🎤 Brendon Dennewill and Amy Weaver, on the "RevOps Champions" podcast. In this insightful episode, we uncovered: ✅ Why sales, marketing, and customer service operating in silos is a recipe for disaster (and how to fix it!) ✅ Leveraging tech stacks and data to scale your business effectively ✅ Real-life examples of what discoordination looks like (and how it's costing you $$$) 📶 If you want to streamline processes, trust your data, and leverage technology for growth, this episode is a must-listen packed with actionable insights. 🔗 Listen now: Link in the Comments! 👇 Drop a comment with one actionable step you've taken to improve team alignment. I'm eager to discuss driving business growth through data and unified GTM teams. ☕ Feel free to reach out for a virtual coffee chat or connect with me for more discussions on driving business growth through data and alignment. #RevOps #DataDrivenDecisions #BusinessGrowth #Podcast #Leadership #CustomerGrowth #Marketing #Sales #CustomerService

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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📢 This is a public service announcement 📢 *particularly for all the SaaS GTM leaders in my network (CROs, CMOs, VP Sales/Marketing/RevOps/Alliances)* 🚨 We are 3 weeks away from ELG Con London and getting dangerously close to selling out! Take a look at the program below, and register now to make sure one of the remaining tickets is yours: 🌎 State of #ELG — Crossbeam CEO Bob Moore 🪵🔥 Fireside chat: From Predictable Revenue to Ecosystem-Led Growth: The Future of SaaS — Bob Moore and Aaron Ross 📝 Lessons from a Seasoned ELG Leader: Driving GTM Efficiency in 2024 — Catherine B., Head of Partner Sales, Supermetrics 💰 From Prospecting to Expansion: ELG Lessons from Stripe — Peter Cummings, Head of EMEA Partner Ecosystems, Stripe 📊 Leveraging Data to Enhance Ecosystem-Led Growth — Tony Harbour, Head of Technology Partnerships, EMEA, Procore Technologies 🤑⏳🤪 ELG – Delivering Return on Investment, Return on Time and Return on Sanity! — Gillian Topping, Director, Global API and Alliances, Mimecast 📈💸 The role of ELG in moving from "Growth at All Cost" to "Profitable and Efficient Growth" — Sam Jacobs (CEO, Pavilion), Guy Rubin (CEO, Ebsta), Tom Glason (CEO, ScaleWise) 👋 Close: Crossbeam CMO Alex Poulos 🙋‍♀️ If you have any questions, just drop me a DM. 🏷️ If you know someone who'd benefit from being in the room, tag them below Registration link is in the comment section below 👇 #SaaS #GTM #DemandGen #Pipeline #ROI

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Yes, more signal-based selling content and 2nd post this week from The Transaction episodes. This one with the best independent sales tech analyst out there - Nicolas de Kouchkovsky. This movement is just starting...BTW, we have more on this topic coming too. In the meantime, check out Nicolas.

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There’s a polarizing debate about the state of sales. Some argue that outbound sales is dying They say the only way to build repeatable sales is by building an online brand and creating content. Do you agree? I don’t think it’s that black and white. I know some people who run 100% outbound motions and are thriving. The growing challenges are industry and buyer-specific. Now, is social selling on the rise? Absolutely. Content creation is king to building a GTM machine. Buyers are increasingly looking online before talking to salespeople, and if you don’t have an online presence, you won’t get noticed.

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With DocuSign Insight, WAVE OF ENTERTAINMENT LLC brings you powerful AI technology to improve agreement analysis, enabling you to more rapidly uncover risks, obligations and opportunities. Get this datasheet to learn how these capabilities can help your business. #DocuSign #AI

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Ready to unlock the full potential of ZoomInfo? "For 17 years I’ve had the vision for what is today ZoomInfo Copilot, but it wasn’t until GenerativeAI’s power was able to be harnessed that we could actually deliver it." - Henry Schuck ZoomInfo Copilot will mine pure gold buyer intent signals from your CRM and our best-in-class B2B data, then deliver you tailored engagement recommendations, and AI-powered personalized outreach. Learn more here 👉 https://lnkd.in/gwGPjDf6 #ZoomInfoCopilot

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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We love hearing Penny Springer share insights about improving rep efficiency, content effectiveness and the seller experience. 62% of heads of sales say that their sellers have difficulty finding relevant sales tools/content. (Gartner 2023) Penny showcases the transformation from sales content chaos to content bliss for her revenue teams at Planview using SalesHood's Revenue Enablement Platform. This short video is a snippet from a longer interview detailing how Penny and her team create high impact sales content their revenue teams use to win more business. The interview includes: -Pillars of an impactful sales content strategy -Top sales content types, every seller needs -How to map sales content to sales process execution -Demo of Gen AI Content: Publishing, Governance and Search -How do you know your sales content is working? Thank you, Penny! 🙏 #salescontent #revenueenablement #salesenablement #contentROI #sellerexperience #genai

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2 things your enterprise sales reps should document, but most don’t, in their Q3 account plan refresh: 1️⃣ What is the functional deadline to be included in the next cycle of non-discretionary budget? 📆 If you’re past it, the amount you can realistically close this year is determined by… 2️⃣ What discretionary funds are available to DMs at different seniority levels? Every org (and dept) will have different ��� rules: Sr Directors can spend $25k… VPs, $50k… SVPs, $100k It’s simple to talk about going “above/below the line”, but reality is there are many lines. Which one do you target given the above factors? Is a normal contract viable or do you need to aim for a limited POC to get your foot in the door? 🚨 missing those details? 🚨 Emissary.io isn’t 😉

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The most common AE complaint is "My territory sucks." Most of the time, these same AEs have great accounts in their territory they've never touched. The reason for this discrepancy is simple: Most AEs rely too much on data provided by sales ops to prioritize their accounts (revenue, employee count, account score, etc.) This doesn't work, because data quality is often poor. Also, sales ops scoring is intended to balance territories at scale - not dictate where individuals spend their time. It's your job to determine where you spend your time. And you should spend your time where you are most likely to make money. Want to learn how? Take two minutes and read this: https://lnkd.in/gyAm3k4S

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