Matt Amundson

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  

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As a GTM leader, you’re probably trying to solve big problems, like outbound sales, every day. A lot of other GTM leaders working on improving their sales motions have been tuning into The Transaction. Just a hunch, but if that's a serious priority for you, you should really check out this episode. In Episode 9, Doug Landis, CEO of DL ADVISORY joins Co-Hosts Craig Rosenberg and Matt Amundson for a B2B sales and messaging masterclass, including an explainer of his Hypothesis Selling methodology. Doug dives into how to solve serious sales issues such as: 💩 Why Outbound Has Become So Ineffective ↕️ The Value of Verticalization in Competitive Markets 💡The "Thought-Leadershipization" of Executive Teams Also, Craig is locked in a life-or-death struggle against the internet and Matt shares his personal insights on Nick Mehta and Doug’s fashion choices. Check out the full episode using the link in the comments! 🗣 Huge shoutout as always to the team at Ringmaster B2B Podcasting who make this show possible! If you're launching a podcast for your brand make sure you're partnered with the go-to solution for branded podcast production. #outbound #outboundsales #b2bsales #gotomarket #saassales

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 97% of leaders admitted to experiencing challenges with their sales compensation plans. Here are 5 ways to mitigate these issues. 5️⃣ Focus on alignment. 39% of RevOps leaders said their comp plans fail to align with their key performance indicators. Avoid shaping your comp plan until your main business objectives are fully formed and agreed upon. 4️⃣ Test it. A high-level test involves applying last year's number to your proposed plan (you can do this in QuotaPath). Go deeper by scenario testing according to next year’s revenue assumptions. Then odentify the highest possible commission payout a rep can achieve on a deal. 3️⃣ Measure performance. Review attainment over time, revenue growth rate, earnings by plan component, and more. 2️⃣ Recognize that your comp plans require love and adjustments throughout the year. 1️⃣ Tailor elements of your compensation plan to account for specific roles, territories with varying sales cycles, or unique team dynamics. (A seasoned rep entering a new market shouldn't be on the same comp plan that they were on previously.) Full article here: https://lnkd.in/gbpqTDgd

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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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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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Track buyer journeys from awareness to conversion and beyond with RevSure's Full-funnel Attribution Solution. Select the stages, events, touches, or activities of the journeys and filter them by segment, region, channel, or source. You can even trace journeys across the SDR/BDR/Sales motion and more. Learn more about RevSure's Customer Journey Analysis capability here: https://lnkd.in/g9C6RrH8 #B2Bmarketing #marketingattribution

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It's too much cart before horse if you're only focused on deal forecasting each week and NOT reviewing revenue plan and #sales capacity KPIs too. If you're at-risk of missing the quarter, you need to be informed by root-cause insights and early indicators to get things back on track. Even if you hit your number this quarter, you can still miss for the fiscal year if you're not looking at future revenue-building capacity risks. Read the in-depth article for #salesleaders #revenueoperations #revops #chiefrevenueofficer: https://lnkd.in/eZvHCrrF

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This is one of the most unique customer evidence use cases we've seen. It's called: The Golden Gong Awards The annual program is planned around relevant company goals. This year, that translates to prioritizing RevOps customers and metrics-driven case studies. Here's how it works: 1️⃣ Unique surveys are built to capture nominations for decided awards like RevOps Leader of the Year and Revenue Team of the Year. The surveys are hosted on a dedicated webpage, making it easy for CSMs to invite their customers to apply or nominate. Metrics are required with each submission. 2️⃣ The team checks and exports submissions daily. These are shared with the marketing leaders who'll select the Golden Gong winners before announcing them publicly. 3️⃣ New testimonials from the submissions replace existing customer quotes on Gong's website. This keeps their social proof recent and refreshed. BONUS: Customer marketing also creates a new case study with each winner — this year, that means six new case studies in one fell swoop.

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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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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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Selling on cloud marketplaces is a game-changer for your sales strategy. What does this actually mean for AEs and how can you take advantage of these benefits? Take a look at this blog for more tips for unlocking co-selling success, written firsthand by Invisory’s AE, Javier Melo. Read it today: https://lnkd.in/ghRH5C98

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Looking for a way to soar above the competition in client engagements? 🤔 Learn how to make storytelling your SaaS sales superpower. Our latest blog discusses how to use storytelling to capture attention, deepen client connections, get buy-ins from key audience members, and bring more value to every client interaction. ✨ Signature 2Win Storytelling Strengths ✨ -Define the "Big Idea" by combining the organizational objectives with compelling story themes -Build Professional empath and gain client trust -Frame problems and position product features are solutions Read more on our blog!  https://lnkd.in/gMP63aeE #storytellingtraining #businessstorytelling #publicworkshop #presales #sales #clientsuccess

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When GTM teams are asked to do more with less, where do they turn? RevOps. Businesses are starting to realize the crucial role of the revenue operator, which is great. But most businesses define "RevOps" as Sales Ops 2.0. And while we love our friends in Sales Ops, they are often not positioned strategically enough to influence GTM decisions across the entire customer journey. Here's a little overview on how we think about better defining RevOps for your internal organization. https://lnkd.in/gBRb64cq

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Closing mid-market and enterprise deals requires a whole new playbook. That’s where Tom Rowe, SVP of Sales at Chili Piper, comes in. He’ll share top performers’ battle-tested techniques to crush their quotas on big-ticket enterprise and mid-market sales. Here’s a sneak peek into what he’ll be talking about: 👉 Setting the right expectations 👉 Focusing on outcomes early 👉 Playing conductor post-yes Want to discover all the secrets from a seasoned pro? Tune in here:  ➡️ https://lnkd.in/eSz5UGKG

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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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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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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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