Chad Horenfeldt

Enablement is all about empathy — for both reps and for customers. It’s crucial to coach this into reps so they can bring the best into their deals, but it’s just as important for managers to bring empathy into their meetings with reps to offer them concrete guidance and advice. That’s what I loved about this success story from Nick Lewis, Global Head of Revenue Enablement at Uber for Business. AI-backed revenue intelligence gave them data-driven insight into what high performers who are great at building pipeline, but struggle to close are doing. This empowered leaders with the data they needed to provide solid coaching to help these reps outperform. Those are the kinds of wins that makes enablement successful and I’m so proud that Gong is offering this intelligence to amazing revenue orgs like Uber. Read more about Uber for Business’ incredible story here:

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Two weeks ago I shared how I was waking up in a cold sweat about my 29029 adventure - we're now at the end of week 13, only 7 more weeks to prepare and I'm still waking up in a cold sweat. Fortunately, on the work side, I get to work in Gong everyday for forecasting and driving retention. (I thought that was a clever segue). I recently shared my thoughts about how Customer Success teams should think about using AI to address the common pitfalls for CS. The level of insight available through all the amazing features of Gong (Ask Me Anything, call summaries, smart trackers and deal boards) - and the outcomes those features enable - means that at least this part of my life is not leading to restless nights or jarring mornings. I'm nearly 3-months into my time at Gong and continue to be blown away by the platform and the people. #CS

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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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Here are four signs your GTM alignment is out of whack: 1. Fragmented Customer Lifecycle View If your team lacks a comprehensive view of the customer lifecycle, you're likely missing key opportunities for upselling, cross-selling, and customer retention. A unified perspective is essential for seamless customer experience and strategic decision-making. 2. Disparate Data Sources When every department has its own ops person with different data sets, it creates a fragmented picture of your business. Without a single source of truth, your strategies will be inconsistent and less effective, leading to misaligned goals and metrics. 3. Inconsistent Terminology If the same terms (e.g., "SQL," "MQL," "Funnel,") mean different things to different people, communication breakdowns are inevitable. This inconsistency can lead to misaligned expectations and strategies, undermining your overall GTM efforts. 4. Unclear ICP Definition and Belief If your team is frequently questioning, “Should we sell to this company?” it indicates a lack of confidence and clarity in your ICP. I like to think of it as who is my "Market of 1?" Can I define a single person who I know is the absolute best market? Then I build my ICPs off of their persona. 5. Sales & Marketing are sending inconsistent messaging to the same people every week. Your sales team is going to work the MQLs, your marketing team is going to work them too. If the messaging is disjointed - you're setting yourself up for failure. Start there. Or you can take our Revuhnew GTM Assessment to get a crystal clear view of where you're at right now! https://lnkd.in/gb936XbN

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What are you doing to up your game this week? Ascenders, join us on Friday for a live discussion, "Selling on Value". Yes, it's table stakes, and Antonella Toscano-O'Day will share insights, common challenges she sees reps/AMs/CSMs making, and how to overcome them. Link in the comments.

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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Are your sales reps prepared for any scenario? Introducing RolePlayAI - the AI sales simulator that helps sellers sharpen their conversation skills and boost performance. Find out how it works!

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The Gong + MadKudu partnership is a 💙 love letter 💜 to sellers... ...and 𝑦𝑜𝑢𝑟 secret weapon for streamlining your sales process and boosting your win rates! Now you can access account intelligence, run signal-based prospecting playbooks, and prioritize accounts...all within Gong Engage. Here's how: ⏳ 𝐒𝐭𝐨𝐩 𝐰𝐚𝐬𝐭𝐢𝐧𝐠 𝐭𝐢𝐦𝐞 𝐬𝐞𝐚𝐫𝐜𝐡𝐢𝐧𝐠 𝐟𝐨𝐫 𝐝𝐚𝐭𝐚 scattered across different tools. MadKudu seamlessly integrates with Gong, putting everything you need at your fingertips. 👫 𝐅𝐨𝐜𝐮𝐬 𝐨𝐧 𝐛𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬, 𝐧𝐨𝐭 𝐫𝐞𝐩𝐨𝐫𝐭𝐬, quickly identifying decision makers, champions, and power users, and personalizing outreach with ease. 🤓 𝐆𝐨𝐧𝐠'𝐬 𝐫𝐞𝐚𝐥-𝐭𝐢𝐦𝐞 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠 𝐬𝐮𝐩𝐞𝐫𝐩𝐨𝐰𝐞𝐫𝐬 combine with 𝐌𝐚𝐝𝐊𝐮𝐝𝐮'𝐬 𝐢𝐧𝐝𝐮𝐬𝐭𝐫𝐲-𝐥𝐞𝐚𝐝𝐢𝐧𝐠 𝐞𝐱𝐩𝐥𝐚𝐢𝐧𝐚𝐛𝐥𝐞 𝐀𝐈 provide effortless insights into your calls and activities. Get ready to close more deals, exceed quota, and finally fall back in love with the sales process. Learn more below 👇 . . . #gong #madkudu #salesforce #sales #quota #pipeline

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Thank you for joining us, Danny Schonfeld! Your insights were incredibly valuable during our podcast session. We truly appreciate having you share your expertise with us! What is the BIGGEST advantage for RevOps? Cross-functional collaboration 🚀 Danny Schonfeld, VP of RevOps at Glia, says that fostering strong partnerships with each function is necessary, because: 1️⃣ They can get a different perspective from like-minded people 2️⃣ They can assess the impact of one function’s project on the others Danny also talks to Mike Groeneveld (Everstage) about: ✅ Mastering the art of prioritizing tasks ✅ Significance of cross-functional collaboration ✅ 3 skills every great RevOps professional must have Head over to the link in comments to listen to the full conversation 🎧

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Jessie Shipman is out here preaching the GTM gospel! 🙏🏼 I feel this in my SOUL. Let’s see…hire one person to do the job of ten, minimal investment in strategy/tools/and then not understand why partners aren’t breaking doors down to resell/co-sell/refer? Trust and believe technology vendors notice EVERYTHING. They see which technology companies are driving awareness, education, connecting with their direct sales/engineering teams at industry standard events, driving demand generation for THE PARTNERS, etc. You know, the basic’s. GI/GO.

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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Revenue leaders are calling on sales enablement to train a workforce that can deliver higher win rates, increase revenue, perform consistently, and deliver standout customer experiences. That’s why at Gong we’re introducing three new AI capabilities this week to help do exactly that. These capabilities will bring rigor to pipeline management and coaching, with AI that gives enablement, RevOps, and frontline managers the trustworthy insights they need to: ✅ Improve forecast accuracy and pipeline conversion rates by using AI to automatically pinpoint gaps in adherence to sales methodologies ✅ Increase revenue per rep, with AI that automatically suggests answers to scorecard questions, helping managers coach reps consistently and at scale ✅ Increase data trust, with out-of-the-box Smart Trackers and assessment tools that make it easier to build, preview, and deploy accurate, comprehensive concept trackers Game changing for both revenue and enablement leaders. Get the full story about our latest release here:

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CSMs: Revenue Growth Powerhouses Today's CSMs are strategic partners in #RevenueGrowth. Beyond ensuring customer success (retention), they can identify #Expansion opportunities. This article explores how CSMs leverage their unique position to drive revenue through "Customer Success Qualified Leads" (#CSQLs). Why CSMs Excel at Identifying Expansion As Trusted Advisors - CSMs build strong relationships and understand customer needs. This allows them to uncover upsell/cross-sell potential and identify gaps that can be addressed by additional products or services. The CSQL Process: Unearthing Expansion Leads Data-Driven Insights: Customer data and analytics (usage, feedback, engagement) reveal expansion readiness. Regular Engagement: Proactive check-ins and business reviews foster open communication. These sessions uncover: Evolving Customer Objectives: New goals or strategic shifts. Emerging Pain Points: Early detection allows offering solutions to strengthen relationships and prevent churn. Opportunities for Additional Value: Identifying areas where your offerings can provide further value. Key Metrics for Success Conversion Rate (CSQL to Sales Accepted Lead): Measures % of CSQLs accepted by sales as viable opportunities. A higher rate indicates effective lead qualification by CSMs. Win Rate (Leads to Closed Booked): Measures % of CSQLs that convert to closed sales. Reflects the success of CSMs in generating high-quality leads. Strategies for CSM-Driven Expansion Deep Customer Understanding: CSMs must have a thorough grasp of the customer's business goals, challenges, and future plans. Cross-Departmental Collaboration: Collaboration with sales & marketing ensures CSMs have the support to nurture and convert leads. Proactive Engagement: Regular check-ins, health assessments, & strategic business reviews keep CSMs informed about evolving needs. Tailored Solutions: Offering customized solutions based on specific needs increases upsell/cross-sell success. Training & Development: Continuous training equips CSMs to identify & qualify leads effectively. The Business Impact of Effective CSM Expansion Strategies Increased Revenue: Upselling, cross-selling, & securing renewals contribute directly to revenue growth. Higher Customer Lifetime Value (CLTV): Effective expansion strategies increase the value derived from each customer over time. Improved Customer Relationships: Proactive problem-solving strengthens relationships and positions your company as a trusted partner. Competitive Advantage: Companies that leverage CSMs for expansion gain a competitive edge by maximizing their existing customer base. Conclusion CSMs are revenue growth drivers. By leveraging deep relationships, data-driven insights, and proactive engagement, they identify and convert high-quality leads. Tracking key metrics ensures the CSQL process is effective and contributes to overall business success. #CustomerSuccess #CSM #RevenueGrowth #Upsell #CrossSell #CustomerRetention #CSQL

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When you have 20 million users, #personalization becomes essential. Not to make the experience pretty but so they can get their unique jobs done quicker: a dog walker or a yoga instructor will care about ease of use while on the go, whereas an Enterprise will care about Security. Or maybe that hypothesis is even incorrect. Calendly solves this problem by personalizing AND testing those experiences. They segment their users, personalize, test, and quickly learn from their program. They are results-oriented! For the full video of Darren Chait at Opticon last year talking about personalization challenges and how they've addressed them, check this link out: https://lnkd.in/g_2zesQT

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⚠️ WARNING: MATURE CONTENT AHEAD ⚠️ Well, it's focused on operational maturity. Caught your eye, right? Discover the key points here: https://gag.gl/RVcVBv Also, check out the webinar replay here: https://gag.gl/XwK04h

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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Zendesk is giving your workspace a makeover to help you focus and save screen space. Accordion menus and collapsible navigation in the Admin Center started last March 27th! No action needed, these features will roll out automatically. Learn more and see what to expect here: [https://lnkd.in/e7Wny5W6]. #Zendesk #CustomerSupport #CustomerService #Collaboration

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