Christina Crawford Kosmowski

Navigate through the noise and streamline prospecting with ZoomInfo Copilot.  Copilot delivers personalized daily feeds of your top accounts — including high-quality signals, account summaries, buyer intent, competitive intel, and actionable next steps.  Get everything you want and need to know about your prospects or customers right at your fingertips.  Don't just take our word for it! Request a demo to see Copilot in action: bit.ly/3Kj4myP #ZoomInfoCopilot

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Sr. Principal Product Evangelist Ami Arad is coming to the Gartner CSO & Sales Leader Conference. Don't spend days – or even weeks – on account prioritization and territory planning! Ami will show you a better way. Ami's session – complete with props and lots of laughs – will contrast the old-school ways sellers prioritize their accounts vs. using buyer intent and predictive models. Get the deets (plus a Gartner ticket discount code) here: https://okt.to/i5SfTE

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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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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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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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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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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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Just in time personalized learning = Level up your team = Maximize your revenue

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"Artificial intelligence without real intelligence is not valuable," - Alex Lazerowich, AVP, Enterprise Sales and Account Management at ZoomInfo AI won't replace your sales job, but it will enhance it. Hear what Alex has to say about AI's role in the sales department below 👇

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The Salesforce Connections 2024 countdown is on! 📅 Here are the details on Acxiom's sessions, events, and presence at #CNX24

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Great article by Vernon Keenan talking about some of the new Einstein releases and the impact it will have on RevOps market. We've seen Salesforce recently take a number of steps to integrate more data sources between this announcement + Data Cloud and the deepening relationship with Snowflake. We think there is a big opportunity for an AI native company to help unite data across the enterprise sales data stack. That's where Myko comes in, as we build a proprietary knowledge graph of your data during onboarding so you have one layer than can communicate across systems.

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We know that impactful work requires time to focus, and at Salesforce, we’re using our own technology to carve out more space for our employees to do just that. For example, Einstein in Slack answered 370,000 queries in a single quarter — helping employees save time through AI-assisted meeting creation, content editing, feedback summarization, agenda creation, and more! With Project BaseCamp, we’re also creating a single destination for employees to search for and get support, news, events, tasks, and training — all highly personalized and relevant to them. In close partnership with our CIO Juan Perez, we’re just getting started. Together in Trust with our AI Council, we’ll continue to shape the global employee experience roadmap, prioritizing employee feedback and business needs. Check out my blog to learn more about how we’re putting AI in the hands of our employees to enhance their experience, engagement, and productivity.

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An interesting listen - Salesforce Co-Founder, Chair and CEO Marc Benioff sits down with Jim Cramer, the dynamic host of CNBC's ‘Mad Money’ to discuss the latest in Salesforce innovations. They'll delve into Salesforce newest AI offerings, review some impressive results, and much more. Don’t miss out on this insightful conversation on the future directions of AI, tech and digital transformation. #Salesforce #AI #DigitalTransformation #MadMoney #LegalTech

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90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

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In a complex selling environment, businesses need to improve the seller experience, drive more revenue, and optimize how they go to market. New capabilities for @Salesforce Revenue Lifecycle Management address these challenges by providing an AI-guided quoting experience for direct sellers and more:

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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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AI-native companies need to embrace new pricing paradigms (price based on work done, on outcome vs hours, etc). Inevitably, new pricing models are accompanied by new workflows, new ways of invoicing, and new challenges around billing. This makes Sequence's modern billing platform particularly relevant: Sequence helps finance and commercial teams automate manual billing and stop revenue leakage. Sequence has just launched their CPQ Product for B2B software businesses with hybrid pricing, designed specifically for AI, B2B SaaS and Fintech startups. This release empowers B2B teams to create flexible pricing proposals or contracts, including teams selling custom deals with usage tiers, minimum commitments, or ramped pricing, Sequence CPQ works for any pricing model or deal term. As a customer says: "Sequence is like a notion page supercharged with pricing tools." Excited for Sequence to build the critical infrastructure needed to enable new, flexible paradigms that are critical for the AI revolution.

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More Rigor for Sales Teams per Amit Bendov and Marc Benioff   How do Gong and Salesforce respond to the “headwinds” and “budget scrutiny” mentioned in many B2B SaaS earnings calls earlier this month? More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach. Gong’s CEO, Amit Bendov, last week on the SaaStr podcast episode 741, and Salesforce’s CEO, Marc Benioff, on the May 29, earnings call, stated similar approaches for how they plan to navigate current “headwinds” and “budget scrutiny” expressed by many B2B SaaS companies recently. Here are the approaches that Gong has put in place:  - Weekly KPIs, weekly results, and monitoring key activities   - Tracking every deal with MEDDIC  - Greater accountability for the sales team and sales management Amit also shared that at first some of his sales teams “didn’t love it” but now that they are hitting their numbers and seeing the results, they are warming to the additional structure and discipline. Salesforce’s CEO, Marc Benioff, interrupted his COO on the earnings call to reinforce the current narrative inside Salesforce to deliver “strong financial metrics” and a “high level of customer success” organized around the following three guiding principles: 1) Start every quarter with much higher pipelines, 3x vs 2x coverage (deeper inspection) 2) Need a much higher level of enablement (for gen AI models, data frameworks, etc.) 3) Level of stability (versus disruption of shifting strategy to meet fiscal demands) Marc sums up the Salesforce approach with this quote, “So, there is a level of balance that has to be achieved in regards to stability and disruption. And those three attributes, having 3x pipelines, having much higher levels of enablement, and having much higher levels of stability, that is the key to managing in this (more challenging) environment and this part of the (B2B SaaS) industry right now. Both CEOs talk about enhanced rigor, discipline, and a more structured approach to the sales process being a more effective path to navigate this current environment. From my perspective, this is a good example of two highly successful companies continuing to examine their internal GTM processes and experiment with adjusted approaches to achieve success. To what degree have you documented and effectively enabled your sales process for this more challenging environment? Will enhanced rigor, discipline, and a more structured sales approach help your sales reps ramp faster and/or close more deals? What are your thoughts?

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