Nick Ippel

🏭 The Revenue Factory: An Orchestra of GTM Motions What are the models that you must use in order to build your own ‘Revenue Factory’ ? First - the GTM model lays out the different GTM motions that you might have across your business - which might include motions such as: - Enterprise motion: High-touch, complex sales cycles - Self-serve PLG motion: Product-led growth at scale - High-velocity SMB AE motion: Quick turnarounds, volume-driven - And more… Once you’ve identified the right GTM motions you should be using, how do you ensure each motion is performing at its peak? Enter the Data Model. 🔍 The Data Model acts like a high-powered microscope, allowing us to zoom in on each motion: - Which are the conversion points that could be improved? And then… - Why isn't the SDR handing off leads efficiently? - What's causing low conversion rates in enterprise sales? - In our PLG motion, why aren't monthly users becoming weekly active users? In order to answer these questions, we must dust off a bit of math skills and apply the Mathematical Model - the engine that calculates input, throughput, and output for each motion. ⚙️ Finally, the Operating Model brings it all together, creating a cohesive GTM that drives sustainable growth across all of the various teams within GTM (sales, marketing, customer success, revenue operations). 💡 How are you aligning your different GTM motions within your Revenue Architecture? #RevenueArchitecture #Bowtie #GTM #RevenueFactory

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86% of B2B companies invest in an outbound-led GTM motion, yet 57% of companies failed to build sufficient pipeline in 2023 [GTM Partners] The motions we have relied on most are no longer producing at the rates they used to. What gives? Are our tried and true outbound playbooks useless? We wouldn’t go that far... But the approach we take stands to be reimagined. Join us and GTM Partners on June 18th at 1pm ET / 10am PT as we break down how to reinvent our outbound strategies to better meet our buyers where they are today.

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Demand Generation has been the focus for GTM teams—but it’s only the first step. What about converting that demand into pipeline? Our partner Chili Piper is launching their Demand Conversion Platform today, bringing together chat, form routing, lead distribution, and scheduling. This new platform + the Chili Piper / Partner Fleet integration makes it that much easier to book meetings from partner & app marketplaces. We love partnering with Chili Piper as they're always creating new innovative ways for our combined customers to use our platforms together, not simply in tandem. Learn more about our integration with Chili Piper here: https://lnkd.in/gCfP6_RQ Check out their new demand conversion tool here: https://lnkd.in/eFnxFuYt

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Within B2B SaaS sales orgs, efficiency and agility are paramount. For one leading B2B SaaS company, the process of internal sales quote approvals had become a bottleneck, hindering the timely delivery of quotes to customers. Recognizing the need for a solution to streamline quote approvals and enhance customer responsiveness, the company turned to Vendori to improve the following: 🐌 Slow Approval Processes: As the organization grew, sales managers and the Chief Financial Officer (CFO) found it increasingly difficult to approve quotes promptly, leading to delays in sending quotes to customers. ➗ Non-Standard Deals: The company's sales team began encountering more non-standard deals, which required manual review and approval, further slowing down the approval process. 📃 Manual Quote Creation: Creating customer-facing quotes using traditional tools like Microsoft Word was time-consuming and prone to errors, detracting from the professionalism of the sales process. Learn how Vendori solved these issues and reduced internal quoting approval time by 80%.

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ABM isn’t just a method; it’s a mindset. True success requires investing equally in capabilities and cultural shifts. At Iron Horse, we’ve seen this cultural change lead to remarkable results. No more arguments about numbers. Invites to sales planning meetings. Reduced BDR churn. That’s the power of alignment. Find out how to get there on our blog: https://bit.ly/3RGVyXH

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The GTM Podcast is now a top 1% podcast out of 3,363,892 podcasts globally. Here are the top 10 episodes (by # of downloads): 1. The Pioneer of Account Based Sales Development with Lars Nilsson, former SVP of Global SD at Snowflake 2. Resilience is Your Willpower with Anna Baird, former CRO of Outreach 3. How Stripe Supercharged their SMB Team with Meka Asonye, Partner at First Round Capital 4. Weekly Active Users up by 33% by Making the Hard Decisions Faster with Melanie Fellay 🐙, CEO of Spekit 5. The Real/Raw Version of Selling a Start-Up with Eli Rubel, CEO of Matter Made/NoBoringDesign 6. Contagious B2B Messaging Mastery with Dave Gerhardt, CEO of Exitfive 7. 261% More Likely to Trust a Company when their Founders are Posting on Linkedin with Samantha McKenna, CEO/Founder of #samsales 8. Consultative Selling and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk, Head of Solution Engineering at OpenAI 9. Klaviyo's Blueprint for Sales Success for $25M-$450M+ Growth with Sean Marshall, former SVP of Global Sales at Klaviyo. 10. The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney, CRO at LVT A huge thank-you to all of our guests and listeners. And if you haven't check out the pod, the above episodes are a great place to start. We'll continue to share real stories from real operators who are still in the trenches making things happen. Here's to the next million downloads...just getting started. 🎙

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Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

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How can sales enablement change seller behavior at scale? 📈 In this article from RAIN Group, learn where sales enablement must adapt to meet changing organizational needs and align with strategy: https://hubs.li/Q02n3V_-0 📚 #SalesTraining #SalesEnablement #SalesStrategy

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One of Enterprise Sales's biggest challenges is identifying the relevant stakeholders and buying committee. Typically, a Sales Intelligence tool spits out 100s of stakeholders if not 1000s for large-sized target accounts. How are Account Executives (AEs) supposed to find the right stakeholders out of this mess? They end up wasting their time drawing Org Charts without knowing whether they're heading in the right direction. But what's the alternative? Vieu. VIeu provides a precise stakeholder map to direct you toward the relevant buying committee. It narrows down the people who'll truly matter in your quest to close your enterprise sales deal. #enterprisesales #vieu #stakeholders #orgcharts #AE #Accountexecutive

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SDRs are typically the ones reaching out to leads But if your SDRs can't convert leads into sales, your bottom line will suffer 📉 Here are 8 reasons why your SDRs aren't converting (and how AISDR help) 👇 https://hubs.la/Q02FyJL50 #SDRs #salestips #outboundsales #inboundsales

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✨ Imagine a future where your sales performance management is unified, adaptive, and seamlessly collaborative.       🧬 Where resilient growth initiatives are fueled by flexible planning that evolves with your business.       🎯 Where incentives dynamically optimize channel partner performance amid shifting market conditions and misalignments are pre-empted through integrated workflows.      This isn’t a long-awaited dream. It’s reality.       At Varicent, this future-ready sales performance management guides our advancements in the industry we helped pioneer. 🚀 It led us to completely rethink sales planning, creating a purpose-built solution that adapts with your changing approaches to GTM.         As we continue to innovate and evolve SPM with the Revenue Performance Engine, the path forward rests on the three strategic pillars guiding our future-ready approach at Varicent.      3️⃣ Strategic Pillars for Future-Ready SPM:      Resilient Growth Initiatives 📈   Sales planning today demands flexibility - balancing territories and quotas, adapting sophisticated go-to-market models each year. Purpose-built, unified solutions like ours rewrite the rules to support your most complex planning needs.      Agility and Flexibility 🏎️💨   In a world of rapidly shifting channel incentives, legacy systems fall short. You need to detect and swiftly adapt to market changes. With AI-powered agility, our platform revolutionizes partner engagement and performance.      Enhanced Collaborative Efficiency 🤝   Eliminating cross-functional misalignments and “costly patchwork” is vital. We embed workflows that sync planning, execution and motivation, enabling unified objectives across your teams.      📣 The future of sales performance management is resilient, agile, and collaborative. Realizing the opportunities of tomorrow requires shedding the limitations of yesterday. Is your sales performance management strategy ready?    Join us on this journey to redefine sales performance and lead the charge into a future of unmatched growth and potential. See how you can build a high-performance revenue engine: ▶ https://lnkd.in/g6C8MZPA #SPM #RPE #revenueperformanceengine #salesperformancemanagement #salesplanning #varicent

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For years account-based marketing has been likened to spear fishing rather than fishing with nets.  But, who wants to be hit with a spear?  The latest ABM tactics are offering more opportunities to create more immersive ABX (Account Based Experiences) at scale - that integrate more seamlessly into every part of the buyer’s journey .  What’s holding you back from supercharging your sales teams with an ABM strategy? https://hubs.ly/Q02vv8z40

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HIRO (High Intent Revenue Opportunity) Revenue leaders, if you want to modernize your GTM strategy, here is where you can start: Change your pipeline definition to a later stage based on win rate. This will help you move away from outdated sales methodologies like BANT and move towards a revenue-based methodology like HIRO. Next, review all your pipeline sources and allocate the budget to the ones that are doing the best. Do not stop using the other sources; just reduce their budget. This will force marketing and sales to be truly aligned. Lastly, you need to create a system that allows marketing and sales to share credit for KPIs they used to claim as proof their campaigns are working. You need to start moving in this direction sooner than later because we all are going to be forced to.

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📈 Data-driven closers, "The Edge" by Gong is the newsletter for you! Co-founders Amit Bendov and Eilon Reshef leverage powerful revenue intelligence to share sales best practices. From effective negotiation to building high-performing teams, this one's a game-changer. Don't miss it in our roundup! 🚀 Level up your sales game in 2024. Get the inside scoop on top newsletters here: 🔗 https://bit.ly/4bYAzri

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ICYMI 🚨 Sandy Robinson, M.Ed. went off about how revenue teams should be structured - including whether RevOps should be moved into the C-suite… 😳 Listen to the full episode: https://lnkd.in/daKgMhY5 P.S. Do you think RevOps belongs in the C-suite? Let us know in the comments. 🤔 #RevOps #Csuite

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Track buyer journeys from awareness to conversion and beyond with RevSure's Full-funnel Attribution Solution. Select the stages, events, touches, or activities of the journeys and filter them by segment, region, channel, or source. You can even trace journeys across the SDR/BDR/Sales motion and more. Learn more about RevSure's Customer Journey Analysis capability here: https://lnkd.in/g9C6RrH8 #B2Bmarketing #marketingattribution

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We talk GTM strategies a lot on here and this podcast on GTM efficiency with CRO @ Owner.com is a great listen from SaaStr Some key learnings! ✅ Learn how to say no. ✅ Ways to scale that don’t include rampant inefficiency and burn. ✅ Building operational excellence #saassales #saas

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🎉The Crucial Role of a Go To Market Execution in Revenue Growth🎉 Growth is achievable. But execution is key. How to Drive the GTM Strategy towards success? 🎉Align Vision: Ensure every action reflects your core goals. 🎉Optimize Resources: Invest time and money wisely. 🎉Mitigate Risks: Stay prepared, pivot as needed. 🎉Secure Edge: Innovate, stay relevant, outpace rivals. Execution isn't just a part of the strategy; it's the heart of it. Flawless execution transforms plans into profits, dreams into realities. As a fractional CRO, I specialize in uncovering new revenue opportunities, ensuring your GTM strategy isn't just a concept but a growth catalyst. Let's talk about turning your GTM strategy into your growth story. Read the blog below or here : https://lnkd.in/egkaHMAv For even more exciting articles and videos on strategic growth, visit: www.serogrowth.com #success #growthmindset #corporatestrategy #revenuegrowth   #revenueoptimization #strategicgrowth #CRO #yourwhy #2024planning #2024vision #businessstrategy #mckinseyinsights #strategicframeworks #businesssuccess #leadership #entrepreneurship #businessgrowthstrategy #successmindset 

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