Christopher Bryant

“One more tool isn’t going to fix your pipeline problem.” Mikhiel Tareen The time has come to consolidate your GTM infrastructure. There’s just one problem… you inherited your entire tool stack. You don’t know how it all fits together or which workflows might break when you start pulling out software. Don’t worry, we got you 💗 Here’s some expert advice on how to decide which vendors to cut and why AI will have a big impact on your consolidation -> https://hubs.li/Q02F4gm00 #revops #salesops #mops #csops #ALLtheOPS

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HOW TO SELL TO A CFO? Use these CFO-approved attention grabbers. Take it from Tim Ritters, CFO at Gong. When asked about what gets his attention in cold call emails / LinkedIn messages, Here’s what he said ⬇️

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Funeral bells tolling for outbound? Not yet—despite what you hear on the internet. We surveyed over 100 revenue leaders and 98% are still using some sort of outbound motion for pipeline generation. But outbound results could still be better. In 2023, these leaders generated less than half of their pipeline with outbound. So what's blocking the road to success? Obviously, an unstable market is at the top of the list. But there are lots of other factors at play, too 👇 What still moves the needle? Read the full report to find out: https://lnkd.in/ep6u2hcx

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More data means more noise. 🗣️ Despite having more data at their disposal than ever before, GTM teams still struggle to connect with motivated buyers at the right moment. ZoomInfo Copilot uses AI to cut through the noise and identify intent signals that show a prospect is ready to buy. Portfolio Marketing SVP Jam Khan shares how Copilot can uncover hidden buyers and boost win rates ➡️ bit.ly/3y9mada

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Agree 👍 or disagree 👎: Poor pipeline and deal VISIBILITY prevent revenue leaders from holding AEs and reps ACCOUNTABLE... which results in a lack of GROWTH. Why poor visibility happens: ✍ Reps populate CRM with incomplete information 📊 Revenue leaders can’t access revenue data that doesn’t live in CRM 🤖 Automated record updates often attach activity data to the wrong accounts and opportunities Results of poor visibility: 📈 Can’t accurately forecast revenue 💩 Can’t identify sources of poor performance 💰 Can’t hold teams accountable to commitments Is there anything you would add to this formula? Visibility + Accountability = Growth Check out our new platform page to see how BoostUp.ai helps with visibility and accountability: 🔗 https://lnkd.in/gBvZNsrB

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Running an account-based marketing campaign to 100 target accounts can be a lot of work. Now imagine scaling this to 1000s of target accounts... 😅 Snowflake's secret to driving personalized account engagement at scale might just be the answer you're looking for. By structuring their ABM organization to align directly with their sales teams, Snowflake could assign marketers to support their Account Executives. This allowed them to personalize outreach and content for each target account, without sacrificing efficiency. Want to learn more about how Snowflake used this approach to drive an 80% increase in average customer value and 150% more sales-qualified pipeline? Check out their full ABM Playbook—available now: https://lnkd.in/epm_dk3V

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Our team at Agent3 has just posted the second of a two-part guide on ABM at Scale. If scaling ABM programs is a challenge you're trying to crack, this is a must-read, full of the latest thinking, insights, models and workflows. Part 1 of the Guide covered the '𝙬𝙝𝙖𝙩' of ABM at Scale and '𝙬𝙝𝙮' now the time is right, and Part 2 covers '𝙝𝙤𝙬' to scale ABM programs successfully. Ready to take your ABM strategy to the next level? Check out our Guides now! Part 1 - https://hubs.li/Q02sT8h60 Part 2 - https://hubs.li/Q02sTqfX0 #ABM #MarketingInsights #ABMStrategy #ABMatScale #customeracquisitioncost #customerlifetimevalue #b2bmarketing

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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All roads lead to signal-based selling 🚦 Out of the 100+ revenue leaders we surveyed, 91% are already using buying signals as part of their pipeline generation strategy. Buying signals (especially the top 3 below) help keep their outbound motion focused. Account-level signals are clear favorites, but contact-level signals are gaining traction among these teams. It looks like more teams are putting their money where their mouth is to provide prospects with more personalized experiences. So if signal-based selling is so effective, what's the issue? What are outbound programs missing? Well, only 5% of these leaders are extremely confident that sales reps know the next steps to take when they get the signals shown below. But it takes Signals + Actions to move the needle. See how to shift gears before your pipeline runs empty: https://lnkd.in/ep6u2hcx

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Guy Mounier breaks down why he believes successful GTM is a science. And it's a timely conversation as we all work on capital efficiency. You can't grow at all costs anymore. You have to scale in a super-efficient, effective way. So you have to turn go-to-market into a science. Applying a scientific way to a business process like go-to-market, requires you to have a model which is really an information model that is the foundation of how you understand GTM Strategy and Execution.

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Struggling to rev up sales with mid-tier channel partners? 😴 Ditch the discounts and generic incentives – they're a snoozefest! 🥱 This article offers a fresh approach: categorize partners based on performance and tailor your strategy. 📈 Invest in high-performers and leverage automation for the rest. Loyalty programs can be your secret weapon to incentivize results. 🏆 The key? Building trust and strong relationships. 👊 Read the full article and unlock your mid-tier partner sales potential! 🚀 https://ow.ly/zYcl50SgWmI

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Your Sales to CS handoff process needs work. Call Comcast and you'll get a full lesson in how not to treat customers. Ask them to go through a bunch of prompts and repeat the issue 20x before speaking to an agent. You are probably thinking: well our process isn't THAT bad. Are you sure? I bet your process looks something like this: 1. Someone submits a lead or responds to an outbound message (information sharing 1) 2. A BDR follows up to qualify them and set a meeting (person 1, information sharing 2) 3. An AE sets up a Discovery meeting (person 2, information sharing 3) 4. 60-90 day sales cycle (information sharing 4-5) 5. Closed won, handed to implementation for 30 days (person 3, information sharing 6) 6. Moved over to CS (person 4, information sharing 7) Imagine the frustration customers have when they have to share the same info (company information, business problems, etc.) 7 times to 4 different people. It sucks! I had a great time talking about the broken handoff processes in SaaS with Cory Pitt on the Wiser AI podcast.

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What if we told you there's a way to sell directly to high-value accounts 💰 that are ready to buy? ABM intent data will help you do just that. How? 🤔 It provides insights 🔍 into an account's interest and readiness to buy by analyzing the online behavior and interests of potential buyers. Want to delve deeper? Read our blog here ➡ https://lnkd.in/gM-wtFin . . #B2BMarketing #ABM #MarketingStrategy #LeadGeneration #MarketingAutomation #OnlyB2B

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Lead buyer beware! 😱 Not all providers are created equal. If you’ve ever evaluated content syndication providers, you know it can be challenging to figure out exactly 𝙝𝙤𝙬 they’re generating your leads and what type of quality to expect. 😅 If you want the inside scoop on how to get the answers before you sign on a new lead gen partner, our upcoming webinar is for you! Join us on 𝗝𝘂𝗹𝘆 𝟯𝟭 𝗮𝘁 𝟭𝗽𝗺 𝗘𝗧 as Tyler Lessard 🎯, CMO at TechnologyAdvice, breaks down how to properly vet a new lead gen provider. He’ll share 5 key questions that you should ask every vendor to unearth just how transparent, collaborative, reputable, and effective they 𝘳𝘦𝘢𝘭𝘭𝘺 are. Hope to see you there! 👋 https://lnkd.in/g4s4iyQH

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Sales 🤝 Marketing → Learn more about how to bridge the gap with reports that matter » https://bit.ly/3XK6dob On July 24, Neal Latman ✌🏻 (Enterprise Account Executive, Oktopost) and John Leonti (Senior Director, Marketing Ops Consultant) sit down with Jason Ferrara to take a deeper dive into the data that builds successful sales and marketing programs. 🟠 Save Your Spot Here » https://bit.ly/3XK6dob

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When to use a “Demo” or “Free-Trial” motion to increase win rates for your demand generation campaigns. Most Enterprise companies default to using a traditional 2-stage sales process. “This is how we’ve always done it”. They avoid using open pricing so the prospect is forced to speak to sales. They’re scared of showing the prospect the product experience, for fear they will run. I’ve seen this approach at all ACV price points — from 5k to 150k. This will throttle volume, diminish conv rates between MQL to Opp and frustrate prospects. If you have a sub 15k ACV, you need to do everything you can to drive volume, not throttle it. ◾ Always show pricing. ◾ Test the impact of a trial for small seat customers. ◾ Work on the product experience so it motivates buyers. #demandgeneration

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When to use a “Demo” or “Free-Trial” motion to increase win rates for your demand generation campaigns. Most Enterprise companies default to using a traditional 2-stage sales process. “This is how we’ve always done it”. They avoid using open pricing so the prospect is forced to speak to sales. They’re scared of showing the prospect the product experience, for fear they will run. I’ve seen this approach at all ACV price points — from 5k to 150k. This will throttle volume, diminish conv rates between MQL to Opp and frustrate prospects. If you have a sub 15k ACV, you need to do everything you can to drive volume, not throttle it. ◾ Always show pricing. ◾ Test the impact of a trial for small seat customers. ◾ Work on the product experience so it motivates buyers. #demandgeneration

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