Jeffrey Rosello

Of all the use cases for AMC (and there are many!), one of my favorites is the DTC brand using it for cross-channel analysis. We have several DTC clients who have gotten really creative and developed some impactful ways to take advantage of AMC in combination with our platform. Here are some of my favorites: (1) Product Launches: Identifying the most effective channels to focus your launch strategy. (2) Customer Retention: Analyzing customer interactions to develop targeted retention strategies. (3) Performance Tracking: Monitoring marketing channel performance to optimize campaigns. (4) Campaign Optimization: Comparing channel effectiveness to allocate budget efficiently. (5) Personalized Marketing: Segmenting audiences to tailor messaging and offers. DTC brands have a huge advantage when it comes to first party data. AMC can help get the most out of that data. It's a super powerful resource that not enough DTC brands, in my opinion, are taking full advantage of. #Ecommerce #AMC #Amazon

17

4 Comments

I went from CMO to CRO just under a year ago and people seem to be curious as to how to make that leap, why make it, does/can it work, and what are the pros and cons. First, there aren’t that many of us who have made that leap, so I can see why people are curious. Second, there are a bunch of folks (SaaS influencers, CEOs, VCs) who think it can’t work, but I’m proof that it can. Here are my observations and advice if you are thinking about this career path. 1. If you don’t have a sales background then you will experience challenges with the incumbent sales team. You’ll need to prove yourself to them that you know what it’s like to be in the trenches with them. It took me 1 quarter end and a year end close to prove I knew what I was doing and to be trusted and respected by the sales team. If you come from an OPs background or DG background, you have an easier path than if you are a brand marketer, imho. 2. The benefits of course, are having a holistic view and joint KPIs, having everyone work toward the same revenue goal. If marketing is doing well and sales isn’t, then you fail together. If sales and marketing are doing great, then you win together. 🎩 one thing I did out of the gate was combine the teams, rename us to the Revenue team so that we were all talking together about the problems we were trying to solve. Plus, it’s important the company view you as one team, one dream, and see the KPIs are aligned and under one team. 3. You need to be able to forecast accurately. To do that you need to understand not only your customers, but how the deal cycles work for each segment at your organization. 🎩 you can always take a course for this. This is a learnable skill. Fortunately, I had 15 years of OPs and data analysis experience, but if I didn’t, I would have maybe signed up for Winning by Design’s Revenue Architecture course or have read Brandi Starr at Tegrita’s book “CMO to CRO, the revenue takeover by the next generation executive” or maybe do both. 4. If you weren’t already besties with Finance in your marketing role, you’ll soon become BFFs because you’ll be working closely on comp plans and reverse funnels. You now own and are holding the whole bag. 5. You should only make this move if you have strong marketing leaders you can depend on while you dive into the Sales side of things. I was fortunate enough to have 2 (one on the brand & content side, and one on the DG side). But if I hadn’t had this, I probably would not have been as successful having never run sales before. 🎩ask yourself why you want this role and are you set up for success if you take it? I took it on because we were in between sales leaders and it was offered to me and it seemed like a fun challenge I could do in a safe environment. I trusted my CEO to let me fail and he believed in me enough to win. If you don’t have the support, like any other role, it’ll be tough.

139

15 Comments

Day -5, Customers - 4, ARR - $0 If you aren’t a force multiplier as an IC, you won’t be as a manager In some cases I have seen people make bigger impacts on culture as an IC peer vs team lead. IC’s can - set the standard - educate their peers - sympathize and empathize - problem solve by truly understanding the problem Impacting a culture can seem daunting, if you are struggling to get started, show up with relentless positivity and you will figure it out from there

13

2 Comments

The median BigPanda customer gets 80% alert noise reduction (or more) in the first 8 weeks of working with our AIOps platform. My deeper analysis is showing customers get positive ROI in approx. 90 days (3-month payback period). Time to value is key!

9

Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.

85

3 Comments

Using maps (and AI) to close business and retain customers. This is such an interesting demo from Daniel Schmidt at DoubleLoop. Would be curious what sales / rev ops / marketing folks think. https://lnkd.in/gtKNmSN2

66

10 Comments

Before you head to Boston for Pavilion's CRO Summitt in June, join Hayes Davis (Gradient Works), Sara Archer (ChartMogul), and Ryan Milligan (QuotaPath) for what promises to be an extremely tactical session on running your sales funnel more efficiently. We're talking: - Eliminating bottlenecks and optimizing your funnel for fast lead conversion - Refining your sales strategy for consistent and predictable revenue growth - And, how to do all of this with a leaner sales team Reserve your seat here: https://lnkd.in/gB3a6HsD

8

1 Comment

Friday's thoughts: ⤵ The GTM North Star focuses on driving alignment. 😀 Marketing: We need to surface customer and prospect insights from our martech stack and integrate these insights into the sales tech stack. Insights will allow us to understand the buying journey using signals, allow our sales teams to have better conversations, and build deeper relationships, helping marketing and our sales partners be more productive and efficient. 😀 Data: We need to connect all the pipes across the organization so the data can flow freely, connect with other data, and consistently interrogate the data using different algorithms to surface insights for the next best action. We should apply these insights to the marketing and sales tech stack pipes. 😀 Sales: The market is highly competitive, and our ability to connect with customers, build trust, and deliver differentiated value is based on our ability to educate and guide customers and all members of the buying committee. We need insights into each customer and prospect and need to use these insights at the right time to enhance productivity, build pipelines, increase velocity, and improve win rates. ✳ GTM: Be in it to win it each and every day for the customer.

4

2 Comments

Salesloft presents Unchurnable! 🚀 Listen as Sam Loveland, our Chief Customer Officer, and Sarah Norton, our Customer Enablement and Experience Programs Manager, dissect the pivotal transformations that have shaped #customersuccess in the last two decades. They will delve into topics such as the empowerment of data-driven business results, contrasting consultative and united team strategies, and how to stay in sync with your customers' vision. Begin with episode 1: https://lnkd.in/etaf6Wus

29

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.

58

4 Comments

Katie Viehbeck digs into the metrics that matter from the Drips 2024 AEP Performance Report - Check out her blog https://ow.ly/mkiN30sEjC1 Katie's Top Insights from the 2024 AEP Performance Report:​ 1. DQs Down: Disqualification (DQ) rates dropped by a remarkable 14.4% compared to 2023. 2. Opt-Outs Managed Smartly: Outbound dialing often leads to opt-outs. Luckily, Drips can redirect potential global opt-outs into partial opt-outs through our Disqualified by Drips rules. 3. 48-Hour SOA Rule: CMS reinstated the 48-hour Scope of Appointment (SOA) rule. Drips leverages SMS to keep consumers engaged during this crucial window. 4. Engagement Surge: In 2024, engagement rates rose by 22.8%! Consumers are embracing conversational outbound approaches. Get ready to dive deeper. How much can conversational outbound boost conversion rates? #Healthcare #CustomerExperience #MarketingInsights #Medicare #conversationalAI #ItsAllAboutHowYouSayIt

7

Revenue Operations (RevOps) stands out as the most desired strategic approach that delivers long-term value in today’s SaaS world.   RevOps was never about just about short-term gains; it’s a holistic, data-driven approach that aligns sales, marketing/content, and customer success/growth teams to drive revenue growth by improving the ratio of customer acquisition cost to total lifetime value. If you’re opting for this approach as a sales/revenue manager you also need to train/hire the right people who demonstrate the following:   1.   Your team needs to navigate changing market dynamics, adopt new technologies (e.g. making personalized videos to make onboarding or sales reach outs easier) and make their peace with the fact that all departments have the same end goal (can be instilled by have a collective incentive) 2.   You need people who will breakdown silos between departments. Seek out individuals who not only excel in their specific role but also thrive in cross-functional environments. 3.   Your hiring strategy should reflect your long term focused will to invest in talent that not only meets current needs but also has the potential to grow with the organization. Consider candidates/training regimes that will instill passion for continuous improvement and professional development.   No sales/revenue manager can do this on their own. They need their team to be on their back supporting their ideas and that can only be achieved if constant feedback is being taken from them otherwise there will never be any ownership of the changing policies. Keep the following points in mind:   1.   Your team members have valuable insights into what’s working and what’s not especially sales and onboarding. You can only learn the ground reality by encouraging an open feedback culture where everyone feels safe to share their ideas and concerns. 2.   The feedback needs to be regular so that it allows you to identify areas for improvement and make data-driven decisions to optimize processes and strategies. 3.   As Daniel Pink says when employees feel heard and valued, they’re more likely to be engaged and showcase ownership towards the organization’s success. Actively giving feedback fosters a culture of trust and accountability.   RevOps is a long-term approach that requires a strategic approach to hiring/training and a commitment to continuous feedback and improvement. Invest in adaptable talent and leverage key and valuable insights of your team. #SaaS #RevOps #Sales #B2BSaas  

16

2 Comments

One of my favorite interviews yet from yours truly John Hickey ⬇. The incremental revenue lift with P2P sms on LiveRecover is great. However, you cannot put enough value on the the insights from customers and why they are not converting on site. Leveraging P2P sms opens up a new channel for brands. These 1:1 connections allow for instant, actionable data right at your brands fingertips. Coming directly from customers your brand otherwise can't engage with due to opt-in restrictions with traditional A2P channels -- ex. sms/email automations. Additionally, it has been rewarding to start leveraging other P2P features with the perfectwhitetee team through other channels (outside of checkout). Stay tuned on the early beta results … 👀 📈

7

1 Comment

Customer appreciation. It’s a term that gets thrown around a lot, but what does it really mean? Latané Conant (she/her), Chief Revenue Officer at 6sense shares her thoughts with SalesTech Star ---> https://shorturl.at/uzLNQ #B2Bsales #martech #salestech #B2Bmarketing #salestechnology #6sense #revops #revtech

13

When you’re the CMO of 5 different companies you leverage voice enabled conversational AI to deliver high quality leads to your various sales teams. Of course when one of those companies is a conversational AI company you get to write the scripts and prompts at 3:30am! Revmo AI Providertech

12

What does Optimizely CEO Alex Atzberger have to say about our recent milestone? Check him out on NYSE Floor Talk with Judy Shaw as he discusses hitting $400M in ARR! Want to learn more about Optimizely? Check out our offerings: https://ow.ly/5S0030sCtHl

5

Ops roles at GTM org can go one of two ways. Strategic, with massive revenue impact. Day-to-day pile of never-ending process and tooling fixes. Which is why, in the Masters of Revenue, Ops edition, we're looking to learn from the best. How should one think of the Ops role? How do you position it in the org, and especially what not to do. Join our flagship event for a weekly interactive session with the masters and wizards of Ops Matt Avero-Sturm, Matthew Volm & Drew Frayre. Starting June 6th, every Thursday! Head over to the comments section to register today! #RevOps #RevenueOperations #MastersOfRevenue

15

4 Comments

ZoomInfo Copilot makes it easier to tailor your outreach to the needs of your prospects. Ensure you're reaching out with the right messaging at the right time with ZoomInfo Copilot's AI-driven insights — derived from your CRM data and ZoomInfo's unrivaled B2B data and intelligence. Read the blog to learn how customers like Daniel Londors, EMEA Sales Support Manager at APL Logistics, are finding sales success with ZoomInfo Copilot: bit.ly/4aLqrB0 #ZoomInfoCopilot

22

1 Comment