Michael Perry

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

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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

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Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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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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If your solution requires behavior change of any amount, you require a top down selling motion. Why? Behavior change is too hard to do bottoms up. It just doesn’t work. A pretty large number of SaaS apps think that they can go middle up or bottoms up. Then they are frustrated that their “champion” or “power user” isn’t driving the change they want. If your solution requires change, get good at selling to the c-level.

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Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

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Going live in one hour. https://lnkd.in/gnptPsMb

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Top leaders live in three-month increments – that’s one quarter or 13 weeks. Essentially, you build your revenue cadence around that. Here at Clari, we’ve broken it down into four blocks with different themes. Watch Scott Peyser, SVP of RevOps, explain it below.

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When it comes to your #ABM strategy, feel like you're barely surviving instead of thriving? 😅 At RevOps Co-op, we recently got a few CMOs and a CEO together to share tips and tricks for fueling your ABM engine, and they absolutely brought the 🔥 My favorite part of this was Eric Westerkamp, CEO at CaliberMind sharing specifics on their ABM journey, like: How they started with 125 accounts, expanded to 250, and cracked the code by focusing on engagement metrics. Here’s the secret sauce 🍝 Narrowing Down the Field They used firmographics and technographics to identify target sub-industries. Basically, they found their tribe! 🏹 Engagement is Everything By leveraging Google AI Gemini, they discovered that the most engaged accounts were the ones most likely to convert. Engagement became their North Star. 🌟 Scaling Like a Pro 📈 When do you know it’s time to scale your ABM efforts? When your orchestration (fancy word for coordination) across all channels is on point. Ensure you have 10-30 touchpoints per account. Think of these as little love notes across all platforms. 💌 Consistent Messaging Your message should be like your favorite song on repeat—consistent and catchy. 🎶 High-Value Offers Don’t just talk; give them something they can’t refuse. 🍫 It Takes a Village 🏘️ ABM isn’t a one-person show. It’s a full-on team sport. It’s like planning a surprise party; everyone needs to be in on the secret to pull it off successfully. 🎉 ABM can be your ticket to a lean, mean marketing machine that scales efficiently and effectively. Remember, it’s not for the faint of heart, but if you’re ready to take the plunge, the rewards are well worth it. Curious if any of y'all have any ABM success stories? What's worked for you? What hasn't worked? Drop your feedback in the comments below. 👇 Keep hustling y'all 💪 PS - see the full recording and write-up on our website revopscoop(dot)com 🔗 #ABM #MarketingStrategy #RevOps #Sales #BusinessGrowth #MarketingTips

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SF has dramatically changed - but it’s still great. Though it’s not what it used to be, the AI concentration is obvious. I counted 11 billboards from SFO to the city with Enterprise or Gen AI on them. AI SDR billboards (pictured below) are everywhere. For us in sales, the world is changing very fast. Two questions come to mind: 1. How do sales teams adapt? 2. How are sales teams incorporating AI into your sales stack?

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The new episode of The Science of Scaling Podcast dropped today. In this episode, I speak with Ang McManamon the VP of Sales at Crunchbase. We dissect managing sales through a pivot, specifically how she managed the team as the market transitioned from one of the most bullish markets in tech in 2021 to one of the biggest down markets in tech in 2022. Example discussion points include: How to manage a board that is demanding an unrealistic revenue target? (1) Educate them on the current bottoms-up GTM model by showing them where the team has been performing on the key drivers of revenue outcomes over the past 2 quarters (i.e. the average productivity per rep (PPR), MQLs generated per month, average sales cycle and close rate on sales opportunities, etc.). We implement this framework with our portfolio companies Stage 2 Capital before issues like this even surface in order to establish the narrative from the beginning. (2) Illustrate where these metrics need to be to achieve the revenue outcomes they are demanding. Often this analysis yields the conclusion that the team would need to 2x PPR, MQL generating, and and close rates essentially overnight. Hopefully, they start to see how unrealistic the plan is and that the plan is going to lead to unnecessary burn and departures of top performers (3) Using the bottoms-up model, devise an aggressive but realistic plan that assumes say a 10%-20% Q/Q improvement in each of the performance drivers and the revenue outcomes that this performance would yield. (4) The board may ignore this line of thinking but at least we have educated them on the revenue mechanics and can use that framework to report back results at the next meeting. How to quantitatively assess whether a revenue miss is due to a macro condition, like the economy, or sales execution, like hiring and training the salespeople? An area few boards and leadership teams look at to conduct this diagnosis is the quarter-over-quarter performance of individual AEs, especially the consistent top performers on the team. If the company misses the target and you look under the hood and find that the historic consistent performers are still performing as usual and the miss was driven from AEs hired in the last year, we have a sales leadership execution issue. However, if we look under the hood and see that even the top performers' PPR decreased, perhaps at about the same time and about the same amount, then we have likely have a diagnosis outside of sales execution (i.e. economy, competition, product, etc.) Anyway, Ang is awesome and was completely open about this journey that so many leaders experienced over the past two years. Check out the episode here! https://lnkd.in/e2QiuPEH

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For the solo RevOps Teams out there, managing everything on your own can be daunting. Here's how to keep your head above water.... 🎯 Focus on What Matters. Not everything needs to be done now. Identify projects that align with your revenue goals—those that improve the customer journey or increase efficiency should be top of your list. ⏰ Organize Your Time. Create a routine that allocates specific days or parts of your day to certain tasks. This can help ensure you're making progress on all fronts without spreading yourself too thin. 💡 Know Your Limits. It's crucial to be realistic about your capacity. If you're overloaded, it's better to delegate, outsource, or consider bringing in extra help for particular projects. Pushing something off the roadmap might be necessary if it's not immediately feasible. Running a one-person RevOps show is tough but manageable with the right approach. And if you hit a wall, JayOh - Fractional RevOps offers Expert RevOps Bandwidth to provide the support you need, allowing you to scale your efforts without committing to a full-time position. #RevOps #RevenueOperations

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90% of founders and sales leaders fumble the start of the quarter. So your team crushed your Q2 number. Or maybe you missed. It really doesn’t matter how your team finished the quarter, what matters now is how you kick off Q3. I survived 40 consecutive quarters running the revenue team for a VC-backed SaaS company. Here are the 3 things I do to start every quarter. 1. Put the previous quarter to bed. Once Midnight hits, time to close out the quarter. Do the math. Run the comp plans. Print the stack rank. Take stock of what happened in the quarter, good bad, or indifferent. Review the revenue funnel see where its clogged. Identify the highest leverage opportunity that you can address in the coming quarter. Then turn this into the execution plan for the upcoming quarter. 2. Send the end-of-quarter email, celebrate the bright spots The beginning of a quarter is the best time to recognize your top performers. First, send an email to the entire team (cc the exec team). Acknowledge the total team performance and specifically call out each person that hit 100%+. Celebrate any notable customers, product launches, or large partnerships that came in through the last quarter. Publish your stack rank so that team performance is transparent. This is a strong motivator for everyone to perform at the highest level. Second, send a hand-written card to each person that hit 100%. Your team will appreciate this small gesture more than you can imagine. Finally, hold a “quarterly kickoff” meeting with the team where you review last quarter’s performance and the upcoming quarter’s expectations. In this meeting, celebrate each person that hit 100% by putting their name, face, and performance on the screen so their peers can see them celebrated. Make it a moment for the people on your team. You only get 4 of these quarterly opportunities each year. 3. Go deal-by-deal through the pipeline This is the tactical part of your execution plan for the upcoming quarter. Some key questions to ask yourself: - How much $$$ can you close with the current pipeline? - How many opportunities do you need to hit your number, considering your current conversion rate? - What is the total quota capacity for the entire quarter? - What kind of quota attainment do you need to hit your number? (If it’s above 100%, then you have a problem) Understand your gap to plan. If there is no gap, then you are in great shape. If there is a gap, then you have to create a plan to work through the gap. And whatever you find, make sure you are communicating this with the rest of the exec team in the first exec team meeting of the quarter. It doesn’t benefit you to withhold information. Identify the issues, isolate them, then create a plan to overcome them. I hope each of you have a great Q3! _______ I used this one report to run a 70-person revenue team. You can copy it for free, get it here: https://lnkd.in/g8EuVeXF

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F*** is my favorite four-letter F-word. F*** = Free...obviously. 😏 Speaking of free, here's something I'm really excited about. Over at RevOps Co-op, we've got not one, but TWO complimentary RevOpsAF conference passes to give away courtesy of our friends at Enlyft. 🎁 Maybe you're a revenue operator in between gigs who wants to expand your network? 🤝 Or an employed RevOps pro who wants to attend #RevOpsAF 2024 in San Diego but your company isn't able to sponsor you? If this sounds like you then throw the 🙋 emoji in the comments and DM me to toss your name in the literal raffle hat. Sound like someone you know? Tag 'em on this post and have them do the same! Big shout out to Michael Schultz and Phil Gray from Enlyft for making this happen. ❤️ PS - learn more about RevOpsAF 2024 at revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops

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Running our Q1 retro with the whole Accord GTM crew in town! Despite coming in +120% to target, there're still SO MANY WAYS I want us to get better... - Getting onsite, to leaders, and multi-threading *earlier* in the process - Running tighter demos with relatable stories vs feature heavy - Do even more work for our buyers to help them evaluate - Exec updates post-sales to drive success + upsells - Document talk-tracks and key objections There's ENDLESS ways to up-level your team when it comes to deal execution... The question is, will you prioritize the time, effort, and growth? Or just ask yourself + your team to work harder, not smarter? Getting 1% better every day is incredibly rewarding and the only way to win over the long term 📈 📈 📈

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Want to build a sales team that consistently exceeds its targets? 🎯 In the latest podcast episode of Building Elite Sales Teams, I had the privilege of interviewing Adam Aarons, a seasoned sales leader who has led companies like Okta from startup to IPO. 🚀 Adam shared his two pillars for building a high-performing sales team: Operations and Enablement. 🏗️ Adam dives deep into how these two pillars work together to create an execution engine that drives extraordinary results. 📈 Want to learn more about how to build a sales process that's repeatable and scalable? Listen to the full interview and discover Adam's insights on: 🎯 Getting early warning signals when your sales plan isn't working 🚨 🎯 The difference between a champion and a coach in a deal 🏆 🎯 How to hire the right sales talent 🤝 #SalesLeadership #OperationsAndEnablement #BuildingEliteSalesTeams

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As a #RevOps professional I could not be more excited about what is coming tomorrow! ZoomInfo Copilot delivers on what other Sales AI tools have promised for years but failed to realize. Harnessing AI to unite and analyze thousands of data points, 20,000 early ZoomInfo Copilot users across 500 different companies reported saving significant time on manual prospecting tasks and uncovering more opportunities to win business. Copilot predicted half of their existing pipeline. Seriously. Tomorrow, every seller becomes your best seller. Stay tuned! #ZoomInfoCopilot

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✨Lost carts? Not on our watch! 💥🛒 Make every abandoned cart a comeback story. Dive into data, dish out deals🎉💰 OrderBooks™ transforms ‘almost’ into ‘all mine’! Be part of the OrderBooks™ groove & boost your sales! #orderbooks #ob #ecommerce #cartinsight #cartwin #onlineselling

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