Jerry Weitzman

What do winners do? Well, WIN! 🏆 Pumped to see 6Sense absolutely crushing it and leading the pack in the latest Forrester Wave for B2B Revenue Marketing Platforms, Q3 2024! 🚀 This isn't just a win—it's a statement. 6Sense is pulling away from the crowd with their game-changing #AIthatBuildsPipeNotHype and killer 6Sense Revenue AI. They’re setting the standard for what it means to drive revenue in B2B marketing today. Curious about what makes them the best? Check out the full report here: Forrester Wave Report: https://lnkd.in/erd4AfNZ Cheers to the team Jason Zintak Viral Bajaria Latané Conant (she/her) Mark Ebert for this massive achievement! Who’s ready to take their marketing game to the next level? Drop your thoughts below! ⬇️ #B2BMarketing #6Sense #ForresterWave #AccountBased #AI #MarketingExcellence

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With 40+ GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

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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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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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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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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

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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I've been around intent data for the better part of a decade (developing and selling it at G2 and using it ever since). There are two factors I'm hearing from sales leaders that are currently driving intent discussions: 1) People are looking for more efficient ways to prospect because spray and pray doesn't work and conversion rates continue to drop 2) New players are popping up claiming they can do more / better (ZoomInfo, RB2B, etc.) Here's what we are currently experimenting with: > Social "Intent" < We track who likes/comments on our posts, who follows our company, and who is engaged with content that resonates with our value prop. The benefit to this method is that its personal. We can reach out and get generally good responses because they clearly know who we are and we can send customized executive outreach. The hard part about this is twofold: 1) its very manual - though we've used a combination of process, systems, and outsourcing to help 2) there's a reason why I put the word "Intent" in quotes. As with any signal, not everyone is a qualified prospect. > Website visitors < We've tried all the reveal products. They work (ish). It can mix up spouses who both work from home - one product showed my mom was on our website, when it was actually my dad. True story, 👋 mom. So the good news is you now can get person level data making the outreach more cut and dry. However, we've seen limited success in response rates. Our hypothesis is that many people on our site are simply reading a blog or poking around. They may not be an ICP fit or not ready to buy. The outreach cant hurt but it hasn't been as fruitful as first hoped. Couple that with the reminder that good reveal products show ~20% of your visitors, great ones maybe 30-40%. That means that a majority of your visitors aren't being shown, no matter what provider you are using. > 2nd and 3rd Party < Tools like G2 and 6Sense have shown success. But its important to make sure we are placing their value in the right place. These platforms are great for top of the funnel educational outreach. I'd use these tools in conjunction with ads, target account outreach, and social engagement to "strike while the iron is hot." The good news is intent is getting more dialed in. The bad news is there is no silver bullet. IMO the only way to actually see success is to marry these intent data inputs into a larger model that includes other 1st party data which scores the signals and then kickstarts campaigns (automated or not) towards high-intent accounts. Unfortunately, the signals, systems, and plays that need to be set up to make this work effectively are not trivial. So get a good Rev Ops pro, good intent data, and a good strategy and you should be all set :)

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At ZoomInfo, we don’t settle for fool’s gold. Or bad data. And you shouldn’t either. With ZoomInfo Copilot, unrivaled buyer data and signals, tailored engagement recommendations, and AI-powered personalized outreach mean you’ll strike gold every time. 💰 Fueled by ZoomInfo’s best-in-class B2B data, ZoomInfo Copilot has the power to turn every seller into your best seller. DM me to learn more or visit our landing page 👉 https://lnkd.in/gJbMg4WZ #ZoomInfoCopilot 

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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

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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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Spend MORE time selling, LESS time chasing signature - With deal context summaries and full approval chain histories, Ironclad Signature unblocks signers to help you close deals faster - the right way! See how @Ironclad Signature is doing just that. 

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The past couple of years have been super challenging for B2B SaaS marketers and sellers in building the pipeline to hit sales targets. Unfortunately, those market challenges often bubble up during tense weekly pipeline meetings. #pipelinemeetingpain Dan's post highlights how those S&M challenges compromise company growth rates, make fundraising hard/impossible, and result in headcount reductions to give VC-funded start-ups more time to weather the storm and ramp up their business performance. The post also breaks down how you can proactively turn the tide and take control of your GTM.  Understanding your Ideal Customer Profile (ICP) at a deep level can and will enhance your Account-Based Marketing (ABM) performance, guide your content strategy, bolster sales enablement, and significantly increase the productivity of your outbound efforts. Read on to learn more. 

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In the wake of the California Minimum Wage Act, many businesses are grappling with the added pressure of increased payroll expenses. To adapt to these changes, it's important to explore sustainable solutions. Businesses can choose to reduce labor, increase prices, automate operations, or a combination of the three. However, cutting labor hours may have negative consequences for revenue and customer experience. Investing in technology offers a practical solution to mitigate labor costs. Automation and AI can streamline operations and increase efficiency. GRUBBRR®'s technology can make a substantial impact on automated customer service, operational efficiency, and data analytics. Check out the self-ordering platform and digital innovation that GRUBBRR® offers to help your business adapt. #GRUBBRR #BusinessAdaptation #MinimumWage #TechSolutions #CaliforniaBusiness #selforderingplatform #retail #qsr #digitalinnovation #kiosk Samsung Electronics America https://lnkd.in/ekbqXRQY

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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 🌟📊

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Hey sales leaders. I need your help. I have 4,000 accounts I need data enriched on by end of next week. Who are the best manual data enrichment partners. If you are selling these services, consider this your buying intent signal! 🙂

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