Chase Kepler, J.D.

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

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

The most common AE complaint is "My territory sucks." Most of the time, these same AEs have great accounts in their territory they've never touched. The reason for this discrepancy is simple: Most AEs rely too much on data provided by sales ops to prioritize their accounts (revenue, employee count, account score, etc.) This doesn't work, because data quality is often poor. Also, sales ops scoring is intended to balance territories at scale - not dictate where individuals spend their time. It's your job to determine where you spend your time. And you should spend your time where you are most likely to make money. Want to learn how? Take two minutes and read this: https://lnkd.in/gyAm3k4S

231

52 Comments

ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts. With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds. Ready to give Copilot a try? Message me today ! #ZoomInfoCopilot #zoominfo

3

ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus three days until Copilot is here — you don't want to miss it! #ZoomInfoCopilot

113

SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

626

57 Comments

With the amount of information available, final pre-call research used to take me hours the night before important meetings. It was a guaranteed way to cut through the noise and stand out against 15 other seller calls an exec had that day. Over-prepare, deliver with confidence, and the results will follow. It worked. Lately, I've been using ChatGPT to inform outreach and quickly make messaging more impactful -- building custom models for each account. This takes time to set up, but it's a no brainer for strategic customers or top prospects to cut down research time while improving relevancy. I'm evolving the strategy, but phase one looked like this: 1. Collect important investor materials → 10K, 10Q, Earnings transcripts, Investor Summit PDFs, Leadership bios, top news articles. 2. Create GPT → Upload docs and ask to familiarize with materials, your role, and mutual goals you're working towards with the customer 3. Draft a series of prompts → Provide clarity around your market, platform, and typical customer value points. Start simple:   • I work in sales for [x company] and we provide [x service]. Customers usually see value in these areas: [driver 1], [driver 2], [driver 3].  • Typically, our customers are most interested in solving [pain point 1], [pain point 2], or [pain point 3].  • Our website can be found at [website]. (helps to include individual product pages where applicable) • Based on the information shared, will plan to ask a series of follow up questions to validate how our solutions can benefit [x company]. Does this sound ok? 4. Save as [Customer Name] GPT Model  → Repeat for each customer and save in personal ChatGPT environment for future promoting. You now have unique GPT models, each with advanced knowledge of your top customers or prospects -- contextualized around your offerings. Let's test it out. Ask a few questions: • Knowing that I work in sales for [your company name], what opportunities should I focus on when talking with [customer/prospect company name]? • Given your knowledge of [your company name], what strategic initiatives could we most likely impact at [customer/prospect company name]? • What are some of the top risk factors challenging [customer/prospect company name] this year? Next time you have an EB or Go-No-Go call and need to understand positive business outcomes leadership could be evaluating them on... boom! Want to make sure your POV is targeted, based on C-Level strategic initiatives... here you go! Care to see if they were featured in any podcast, video, or interview... and what points may be useful... ask GPT! AI + Automation is changing the way we work, and sales is no exception. Sure beats my old method of CTRL + F searches on SeekingAlpha transcripts. 🔍 Give this a try and let me know what you think. Any other GPT tips for sales?

16

2 Comments

𝗣𝘂𝗹𝘀𝗲 𝟮𝟬𝟮𝟰: 𝗔𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗖𝗦 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗛𝘂𝗺𝗮𝗻 𝗣𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 After an inspiring two days at Gainsight Pulse 2024, I'm amazed at but not surprise by the rapid pace of innovation happening in the Customer Success space. This wasn't just about new tactics or efficiencies - the content pushed us to entirely reimagine how we drive value, empowerment, and human potential in CS. A few themes resonated deeply: 𝗔𝗜 𝗮𝘀 𝗮 𝗙𝗼𝗿𝗰𝗲 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗶𝗲𝗿 AI was easily one of the hottest topics at Pulse. The AI roadmap session by Shantan Reddy spotlighted Gainsight's vision for an AI-enabled knowledge layer and intelligent assistants to automate workflows and surface insights. IBM's Janine Sneed and her team showcased how generative AI can power meeting assistants to prep for meetings, automate notes, action items, follow-ups, and more. The consistent refrain: This AI transformation will be human-first, not human-free. As the Kobiton team outlined, the power will come from human-AI collaboration where we leverage technology to augment our strategic abilities. 𝗛𝘆𝗽𝗲𝗿-𝗥𝗲𝗹𝗲𝘃𝗮𝗻𝗰𝗲 𝗧𝗵𝗿𝗼𝘂𝗴𝗵 𝗜𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝘁 𝗝𝗼𝘂𝗿𝗻𝗲𝘆𝘀 The most effective organizations mapped out intelligent, hyper-personalized journeys tailored to specific roles, industries, and desired outcomes. Rather than generic messaging, they used predictive intelligence to construct self-guided experiences attuned to each user's current context. Autonomous journeys meet people where they are. 𝗦𝘆𝘀𝘁𝗲𝗺𝗶𝗰 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝘀, 𝗡𝗼𝘁 𝗧𝘄𝗲𝗮𝗸𝘀 To truly transform, organizations must move beyond incremental CS changes to holistic transformations. They redesigned entire engagement models, created centralized workflow engines, and made CS a catalyst for broader organizational changes around customer obsession. 𝗧𝗵𝗲 𝗜𝗺𝗽𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗼𝗳 𝗛𝘂𝗺𝗮𝗻 𝗙𝗶𝗿𝘀𝘁 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 Transformations aren't just about datasets and impressive technology - they are about leading and inspiring people to be open to change and to use their skills to transform together. Kate Peter and Nikki Bishop did a fantastic job of detailing how implementing a human-first culture drives both employee and customer satisfaction, leading to collaboration and business excellence. The challenge for many organizations is achieving the clean datasets needed for these transformations. If you've navigated this journey, I'd love to connect. Reflecting on Pulse 2024, I'm excited about the immense opportunities we as an industry have at this time to shape the future of Customer Success. We're in the midst of a CS renaissance, catalyzed by the convergence of human ingenuity and AI. I'm leaning into this era of collaboration, eager to harness the transformative potential of technologies like generative AI while cultivating extraordinary relationships with our customers. #Gainsightpulse2024 #AI #HumanFirst #CustomerSuccess #Leadership

27

1 Comment

 “DealHub is a critical component of our sales strategy”, as shared by Shantanu Shekhar, Senior Director of GTM Ops at Gong. Shantanu highlighted the following key takeaways from using DealHub.io: - Seamless adoption - Intuitive UI - Flexibility - Ease-of-Use - Data flow These aspects have significantly contributed to a substantial efficiency boost as Gong expanded their GTM execution. Access the full story here: https://lnkd.in/dNWUe-P9

12

How do you find the RIGHT RevOps hire? 💡 Shantanu Shekhar, Senior Director of GTM Operations at Gong, shares his time-tested triad to evaluate the interviewing candidate: 🤔 Thought Leadership: What kind of impact have they created in their previous roles? ⚙️ Process Leadership: What different projects have they worked on, and were they able to deliver results? 👥 People Leadership: What’s their communication strategy, and how do they translate tactics to drive change? We’ve compiled 11 other precious pieces of advice from seasoned RevOps experts ✅ Check them out here: https://lnkd.in/gQvE468T #revops #hiring #advice #careergrowth

39

The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

18

ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

2

The most underrated role on Go-To-Market teams: Revenue Operations A great Rev Ops leader gives your revenue team leverage. I waited too long to hire for this role, instead choosing to do the job off the side of my desk. I was being lazy. I didn’t fully understand what “sales operations” or “revenue operations” meant. I hadn’t taken the time to sit down and write out the job description. But once I found the right person, it was like the world opened before my eyes. Our Rev Ops leader was my partner in running the revenue team. They were involved at the strategic level and at the tactical level. They knew where all the bodies were buried. So what does Rev Ops do? I’ll do my best to list some of the key responsibilities: - build the revenue model - weekly sales forecast - select, implement, and maintain the tech stack (CRM, sales engagement tools, etc) - design sales compensation plan - run the sales compensation report monthly - own the TAM data in the CRM (super important!!) - analyze sales team performance - manage lead distribution The list goes on. If you have 3 or more sales people on your team and you are planning to scale, hire a Rev ops leader ASAP. Who is your favorite Rev ops leader? Tag them!

37

25 Comments

Tired of prospecting like it’s 1849?  ZoomInfo Copilot will mine pure gold buyer intent signals from your CRM and our best-in-class B2B data, then deliver you tailored engagement recommendations, and AI-powered personalized outreach.  It’s like hitting the go-to-market motherlode. 💰 ZoomInfo Copilot turns every seller into your best seller. T-minus 30 days! Learn more here 👉 https://lnkd.in/euNdUhyy #ZoomInfoCopilot

15

1 Comment

Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

16

RevOps leaders are building their tech stacks around tools they are confident can scale alongside their growing teams (and complexities). Today QuotaPath has released a series of features that position us as the most adaptable commission software for high growth teams with complex compensation problems. I use QuotaPath constantly (a fun perk of the job), and we are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process promises that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. Congrats to our team and thank to every customer who has contributed to QuotaPath’s evolution. 

50

2 Comments

What co-selling feels like to most AEs: too chaotic, too complicated, too unpredictable. So how do we change that? How about another enablement session, a few more amazing stats on why working with partners is better, maybe another Salesforce field? None of those truly deliver sustainably and at scale… Here’s my take: We need to stop telling AEs that what they do sucks and that they need to change their workflows. Instead: 1️⃣ We need to show up when they have an issue (e.g., a deal that’s stuck) and provide solutions when they need them. 2️⃣ We need to figure out ways to make it ridiculously easy to work with partners. So easy that they don’t need to be trained.

37

5 Comments