Colleen Pimentel, CPA

Go ahead...hit that Gong 💥 We've teamed up with the talented folks at Gong to bring Ecosystem Intelligence into your revenue workflows! 🙌 Crossbeam Copilot for Gong puts Ecosystem Intelligence and insights directly within Gong so you can access key ecosystem data to provide context, improve engagements, and close deals faster. 📈 The best part? Do it all within Gong Engage to stay in the flow of work 😎 Here’s a quick rundown of what teams can do: - Simplify prospecting with access to automatic partner overlap data - Uncover better leads, identify key contacts and easily add them to your CRM - Leverage plays packed with relevant actions to take based on contextual insight for every deal - Close deals faster with access to warm intros and account insight right from within your app Learn more: https://lnkd.in/gP8VcziH

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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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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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What are some of the biggest challenges of RevOps? Hear from Michael Tiang, VP of RevOps at Bandwidth, below.

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Maybe the most important skill for enterprise sales and CS is the ability to quickly connect the dots. The very best can hear or read disparate pieces of information and construct them into a coherent value narrative then make this relevant to different stakeholders. Often on the fly.

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭����𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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Are you fed up with the delays caused by waiting for physical signatures to seal deals and complete contracts? #DocuSign eSignature simplifies the process of signing, sending, and organizing documents from any location and on any device. With DocuSign, you can expedite your business operations and achieve faster deal closures than ever. Contact Fourier IT to discuss how we can help you get documents signed faster! sales@fourier.co.za https://lnkd.in/dURRt9bT #eSignature

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Are you fed up with the delays caused by waiting for physical signatures to seal deals and complete contracts? #DocuSign eSignature simplifies the process of signing, sending, and organizing documents from any location and on any device. With DocuSign, you can expedite your business operations and achieve faster deal closures than ever. Contact Fourier IT to discuss how we can help you get documents signed faster! sales@fourier.co.za https://lnkd.in/dURRt9bT #eSignature

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If you are responsible for enablement at your company, your #1 job beyond all others is to get a strong executive sponsor. It might be the CRO, it might be the COO, it might be the CEO, maybe by some miracle it is the CFO. Maybe it's a strong SVP. Title doesn't matter - organizational respect and resource gathering does. Trying to do ANYTHING in enablement without a strong exec sponsor to: 1. Get resources (people, money, attention) 2. Align teams (sales, success, marketing, product....not necessarily in that order) 3. Create priority (over the zillion other things that a company could do) Is a huge waste of time and energy. If you don't have it, create it. If you can't create it, find somewhere you can or accept that your results will be greatly diminished and your work will be generally uninteresting/frustrating.

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How to go from a single product, single market company to a multi-product multinational one. In our latest episode of the RevAmp podcast, Shantanu Shekhar, Sr. Director of GTM Ops at Gong, shares how they achieved this feat. He highlights a crucial strategy: creating a dedicated cross-functional team, often referred to as a "tiger team," to streamline operations and drive growth. 🎯 Key Takeaways from the Episode: 🛠️ Cross-Functional Teams are Vital: Gong formed a "tiger team" with representation from finance, operations, and sales to create a clear and scalable workflow. 🌍 Focused International Expansion: Prioritize specific markets to enter first, ensuring a smoother transition and more effective localization. 🚀 Sustained Agile Processes: Maintain ongoing, recurring reviews to continuously improve and adapt strategies. Check out the full episode to dive deeper into Gong's incredible growth journey and the actionable insights Shantanu shares! 👉 https://lnkd.in/eXG-C2jP

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💡🤖 Curious about the future of AI and automation for sales? Don't know where to start in your AI journey? Hint: Advancing your organization with AI begins by understanding where you are now. Listen in while Oleg Rogynskyy breaks down People.ai's GTM AI Maturity Curve, inspired by self-driving car technology. Discover this topping point where AI can revolutionize your sales processes and supercharge productivity. 👇 Read Oleg's profile to learn more: https://lnkd.in/gGQcy6Za #AIInnovators #GenAI

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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There is so much data available to sellers today and so many tools to help increase productivity. But none of that is actually translating into better sales performance. For 17 years I’ve had the vision for what is today ZoomInfo Copilot, but it wasn’t until GenerativeAI’s power was able to be harnessed that we could actually deliver it. ZoomInfo Copilot helps you to find those nuggets of gold in your data turning luck into repeatable motions. It centralizes all of your buyer signals and data in one place and lets sellers focus on actually selling. Imagine if you could make every seller your best seller. 1 month until the gold rush. Learn more in the comments👇 #ZoomInfoCopilot

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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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At the Gainsight conference last week, I had several folks ask me some version of "everyone used to talk about adoption....now everyone says that it's just about outcomes and ROI. What's your take?" It is and has always been about both. Can you get ROI without adoption? No. Is adoption by itself sufficient to guarantee value realization? Also no. You have to have adoption of the right capabilities that tie to customer business priorities with attached measurable outcomes. That is and has always been the formula. This is easy to say, really hard to implement and manage at scale. Which is why very few companies do it.

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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

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“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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