Dave R Taylor

Harris's post on RevOps and enhancing communication methods was great. I appreciated his insights, particularly around the use of emotional intelligence and the RACI framework. It's crucial to consider classic project management frameworks and strategies as RevOps grows in scope and sophistication. They work! #RevOp #Entrepreneurship #Communication

1

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

B2B organizations face more pressure to be more productive across all their sales channels, especially in complex negotiated contracts. Successful offers must have the right products, at the right prices, with the right incentives, at the right time. Learn how the best of the best win more, and win faster. Join our webinar: From Chaos to Clarity: Using CPQ for Sales Success. It's set for Thu 18 Apr at 10a ET / 4p CET. https://lnkd.in/eHXbZmWm  

12

Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

27

2 Comments

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

3

With many SaaS companies back in growth mode for their GTM teams, focus is returning to the sales onboarding process. With that focus comes a number of conversations about sales ramps, so it’s a good time to remember that the purpose of these ramps is two-fold: 1. Provide a pathway for sellers to earn commissions while they are onboarding 2. Define a standard formula for calculating quota on the street contribution from onboarding sellers In my experience, most of the discussions that happen around ramps center on the first point. I get it - the onboarding period for a rep is a critical time period and setting the stage for earnings potential is important. However, the second point is much more important to the company as a whole. Having ramp models that you can rely on are essential to managing quota capacity across a GTM organization - at ALL times - but especially when you are in growth mode. Inaccuracies in ramp models are multiplied by each additional rep you bring onboard and can lead to large misses in quota coverage and thus revenue outcomes. If you want to avoid this, you need to take a few simple steps. 🛑 Stop using ramp models just because they are what you’ve always used. 🔬 Analyze historical ramping performance against your current models and be prepared to adjust based on what the data tells you. ⏺ Start monitoring actual ramping performance against your ramp models. Use what you learn to further refine ramp models, and importantly, to identify other coverage changes you need to make in real-time to cover up any gaps created by ramp performance. #salesproductivity #salesefficiency

12

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

7

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   

58

1 Comment

An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

28

11 Comments

Learning a new presales methodology is exciting, but true mastery comes from implementation. Here's how to ensure your team goes beyond theory and crushes their sales goals: 🔑 Coaching is Key: Don't leave your team hanging! Schedule regular coaching sessions to review progress, provide feedback, and tackle challenges head-on. 🤝 Team Power: Include group coaching sessions where your team learns from each other's experiences. Collaboration is a powerful tool! 📈 Track & Analyze: Set clear milestones and KPIs to measure how well your team integrates the new methods. Track progress and identify areas for improvement to maximize ROI. Investing in post-workshop support empowers your team to adopt and master new skills, leading to increased sales success. Check out this article for more tips: https://lnkd.in/gWUdv6GB What are your tips for maximizing the impact of sales training? Share them in the comments! #salesenablement #coaching #greatdemo #growthmindset

10

Join us today for the Uncapped webinar: Apply MEDDICC+ to Enterprise deals with John Kuhns. This content was purpose-built for people already in enterprise B2B sales in some capacity and people that want to be in enterprise B2B. One of the feathers in John's cap among many, is that he closed Gong's largest new business enterprise deal in 2023. Today he will share how he achieved that through the use of MEDDICC+! If you can't make it but want to watch the replay, go ahead and register as well! https://lnkd.in/gcyMpR2v

16

1 Comment

Are you arming your sales reps with battle cards? Battlecards are quick reference documents for your sales team that help them at a glance be able to differentiate from your competitors during deal cycles. These documents are typically created by sales enablement or product marketing teams. But here's the problem: They require a lot of ongoing research and get out of date pretty quickly. Here's how to create one in 30 minutes using ChatGPT combined with public review websites, like G2, Google Reviews, or Yelp. 🤖 Want the free template with prompts? Just visit the link in the comments and I’ll email it to you, or comment “battlecard” in the comments.

34

12 Comments

Reimagine CPQ! Join the conversation with Phoenix Moomaw & Neal Cook to learn how Redis fuel GTM execution with DealHub.io CPQ & Subscription Management. #revops #GTMstrategy #cpq

304

26 Comments

How to win more sales deals with AI 👇 Work smarter, not harder. A guide for sellers! Less admin work. More selling. Use tl;dv to: → Auto-record calls to capture key points → Automate CRM updates to save time → Write follow-up emails much faster → Find gaps in your sales process 📌📌 Try tl;dv (it’s free to use): https://bit.ly/3ybUnbK

549

381 Comments

Wondering how to merge PLG and SLG for maximum impact? Japna Sethi talks about how they made this work at companies like Dropbox, Productboard, and Calendly. She calls it "defining the API" between the two growth motions so the right PLG leads get passed on to your sales team and shares the details on the approaches at the companies she has worked. For the full episode: https://lnkd.in/d-2ZAvir

12

Here is just some of the the manual data entry work that DealHub.io CPQ automation will eliminate for you: - Deal Status - Billing Information - Contract Details - Expiration Dates - Product Details - Customer Metrics More importantly, it will improve the efficiency of your sales process and significantly strengthen everybody's trust in your CRM system. Great explanation here from Brenton West (Thriviti). More CPQ Pro Tips here > https://lnkd.in/dVdvtscn #CRM #CPQ #DealBoard

250

16 Comments

RevOps Needs to Evolve From Systems Admins to Strategic Advisors 🚀🧠 RevOps isn’t just about managing systems; it’s about transforming them into strategic assets. + They are the ones turning complex data into actionable insights for leadership. 📊🔍 But here’s the real deal: With all the knowledge of systems, processes, and insights…RevOps needs to step up as strategic advisors 👔 It’s not just about keeping the systems running; it’s about steering the ship towards opportunity. What does this mean for businesses? It means elevating RevOps from the backroom to the boardroom. Transforming them from tech troubleshooters to key players in strategic decision-making. This shift is crucial. It’s about recognizing the potential of RevOps to influence and shape the future trajectory of the company. It’s about tapping into their unique insights to drive smarter, data-driven strategies. So, how do we do this? It starts with giving RevOps the tools, authority, and, most importantly, the seat at the table they deserve. 🪑 It’s a journey from operational support to strategic partnership.🚀 #RevOpsEvolution #StrategicAdvisors #InnovativeBusinessStrategies 🌟📊

25

4 Comments

The transformation of the CPQ category was never about features. It's a response to the sales user's who have very clearly said they need an intuitive solution that fits their sales process. I can echo the sentiment of Phoenix, when he says that there was a need to change the poor perception of CPQ. The market has been affected for too long by a lack of credible alternatives. We are here to change that. #salesforce #hubspot #salesprocess

22