Nick Bogaty

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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Here are four signs your GTM alignment is out of whack: 1. Fragmented Customer Lifecycle View If your team lacks a comprehensive view of the customer lifecycle, you're likely missing key opportunities for upselling, cross-selling, and customer retention. A unified perspective is essential for seamless customer experience and strategic decision-making. 2. Disparate Data Sources When every department has its own ops person with different data sets, it creates a fragmented picture of your business. Without a single source of truth, your strategies will be inconsistent and less effective, leading to misaligned goals and metrics. 3. Inconsistent Terminology If the same terms (e.g., "SQL," "MQL," "Funnel,") mean different things to different people, communication breakdowns are inevitable. This inconsistency can lead to misaligned expectations and strategies, undermining your overall GTM efforts. 4. Unclear ICP Definition and Belief If your team is frequently questioning, “Should we sell to this company?” it indicates a lack of confidence and clarity in your ICP. I like to think of it as who is my "Market of 1?" Can I define a single person who I know is the absolute best market? Then I build my ICPs off of their persona. 5. Sales & Marketing are sending inconsistent messaging to the same people every week. Your sales team is going to work the MQLs, your marketing team is going to work them too. If the messaging is disjointed - you're setting yourself up for failure. Start there. Or you can take our Revuhnew GTM Assessment to get a crystal clear view of where you're at right now! https://lnkd.in/gb936XbN

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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/g9gnGrdz  

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5 Tips To Overcome A Sales Plateau With RevOps Stuck in a sales rut? Discover how RevOps can help you break through and drive growth. Swipe to see 5 essential tips for overcoming a sales plateau with RevOps and boost your revenue!

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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.

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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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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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NO-CODE AUTOMATIONS FOR INSTANT SALESFORCE UPDATES Transform your revenue operations and help your reps update Salesforce faster to give you and your sales leaders insights into gaps in your open pipeline. Slack Deal Rooms, Missing Next Steps, Expired Close Dates - whatever you need to make your sales process run smoother and data hygiene cleaner. Learn more or try it out for yourself at the 🔗 👇 #Sales #Revenue #GTM

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Discover the deficiencies of Chorus.ai, its high costs, and explore five superior and more affordable conversation intelligence alternatives, including Fireflies.ai, Gong.io, and more. Learn why these options might be a better fit for your sales team. #sales #conversationIntelligence

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GTM exemplified. When a love ❤️ brand like Gong gives an emphatic high-five for your solution across their GTM teams it's a story worth telling...Shantanu tells it better, his smile is contagious, so watch at your own discretion 😁 watch here >> https://lnkd.in/dY3VWYKw #salesprocess #scale #GTMevolution

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💥 Excited to announce our new partnership with the pioneers of revenue architecture!   🚀 Winning by Design 🚀   Winning by Design distills the entire recurring revenue operation into 6 essential models and we’re joining forces to bring their trusted frameworks and concepts directly into the MultiplyGTM revenue planning platform.   What does this mean for revenue leaders?   📊 Determine optimal revenue paths from startup to grownup. 💰 Model the precise impact of new acquisition, retention and expansion sales on your ARR goal. 🎯 Pinpoint the key drivers to achieve predictable revenue growth.   “As soon as I saw what MultiplyGTM was doing with GTM planning, I knew it made absolute sense to bring them on board as a partner given our common DNA of wanting to bring science to the discipline of GTM planning. Embedding the Revenue Architecture Framework models into the MultiplyGTM software platform is a big step in achieving this.”   -🐶 Jacco van der Kooij, Winning by Design Founder   We're thrilled to play a part in shaping the future of revenue and GTM planning alongside the visionaries at Winning by Design. #RevenueArchitecture #RevenuePlanning #GTM #RevOps

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As data becomes increasingly accessible, companies are changing their approach to go-to-market strategies. AI is at the forefront, enabling more data-driven decision-making across the board. ZoomInfo VP of Data and Analytics Philip Zelitchenko recently joined Stephen Hamm, on The Data Cloud Podcast to discuss how ZoomInfo and Snowflake are democratizing data for companies of all sizes. 🎧 Listen to the full episode here: bit.ly/4e46lVn

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Most GTM teams are DROWNING in inefficiencies right now. And it's killing their deals left and right. But what if AI allowed you to: 💥 Automate account research 💥 Streamline prospecting 💥 Align sales & marketing 💥 Improve the accuracy of lead scoring 💥 Understand your competitors And we're not talking about some generic chatbot. We're talking purpose-built AI that embeds deep sales expertise into every workflow. The result? Massive time savings, higher productivity, and a bigger pipeline. Check out this episode of Future Proofed to learn about the no-brainer GTM AI workflows teams are already using for faster growth! 🔗 Link to the episode: https://lnkd.in/gnYRxEJK Trust me, this is the future of selling. And if you're not on board, you'll continue to sink. #AI #sales #productivityhacks #revenuegrowth #gotomarket #gtmai

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Salesforce is getting pummeled in the markets (-5%) on the announcement of late-stage acquisition discussions with Informatica, a cloud data management platform with a market cap of about $11B. With $1.6B of revenue at a 77% gross margin growing 12% YoY (ARR growing 30%+ YoY), Informatica is a very healthy business that seems well positioned from a market perspective with a product focus on Data and AI, two of the biggest buzzwords in tech today. In the last year, Salesforce has been pushing its Data Cloud product, repositioning the company away from traditional CRM and towards the data layer at the foundation of an enterprise's entire business. Informatica definitely adds to this narrative, focused on the ETL side of data movement and processing and comes with tight relationships with data warehouse players like Snowflake and Databricks, as well as the large cloud providers. Data Cloud is Salesforce's fastest-growing segment by far, up 90% YoY. It's surprising to see the stock getting beat up this bad on the news. Informatica seems like a solid acquisition consistent with company strategy and at a current trading price 7.2x revenue, not overly expensive given the solid margin profile of the business. We'll see if these two move towards a deal and where the price lands, but overall this seems like a good get for #CRM

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What a GTM OS platform should focus on first and foremost… 🤔 Market problem that a business wants to solve! Too many orgs focus their GTM on revenue generation and “strategies” for revenue regeneration. Any GTM org that is not grounded on the market problem is not going to meet its objectives. The market problem and market strategy will drive everything else. I have seen this too many times where the focus is purely on sales and revenue. Had products climb G2 rankings in terms of customer reviews but growth was still hart to find. 🔎 That is why about 75% of products that are introduced fail to meet viable, profitable scale and are ultimately withdrawn from the market. My goal with GTM OS is to develop a lean and agile methodology/system for GTM leveraging the foundation of a robust GTM strategy - just the essential components that should be adopted by every org of every size - blended with the magic of data & AI (for transparency and efficiency). Some things that GTM Practitioners get wrong and that must be fixed for GTM orgs: GTM cannot start with defining the process or playbooks for revenue generation teams or  identifying sources of revenue or demand generation. It must start with defining what is happening in the market. You cannot define ICP before assessing the market opportunity and market landscape with direct and indirect competitors. Technically nothing is stopping you from defining ICP without that, but it most certainly can lead you down the wrong path. Understand first what the avenues are for achieving growth given the market focus - are you going to penetrate existing market, develop a new one, develop a new product or need to educate the market on a new concept - and how that maps to the product value prop for the market before defining metrics with which you measure success. Your metrics will depend on your growth strategy you pick. The alignment around metrics is not the hard part but alignment on what is the product, who is it for and how will we grow it and what competencies and resources you need is the hard nut to crack. Figure out your market strategy, ICP, product value prop, positioning, growth strategy, channels for messaging, and why you, and you have the building blocks of a solid GTM OS. The rest are details that can be executed with automation. Love to hear your thoughts 👇 #connectedgtm #gtm #b2b #productmarketing #sales

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Operationalizing outbound campaigns is one of the most time-intensive and complex tasks to do well. 

 • You need accurate research or accurate signal-based account lists • You need accurate and up-to-date contact data    • You need personalized content especially if this is an ABM outbound play to an enterprise account you are tailoring all your content for.    • You need to think about how to get email deliverability without compromising domain reputation    • You need address verification if sending direct mail.    • You need to  measure the success of the play the same way you measure an inbound campaign. So since seeing a rise of AI tools to help with this process, I have been doing research into them.
 First up - Clay. This video is short rambling (lol) on my initial take on the tool in case you haven’t been able to do the research yourself. 𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗧𝗟:𝗗𝗥? This tool definitely requires someone who is operational/technical and comfortable prompting AI. I also believe right now the top use case is around the data side and how to do account and contact research and targeting more accurately and intelligently. 
 You can definitely do content or hook personalization but I would still be careful to not make your outreach too generically “personalized” (oxymoron but still feels like the right way to describe this hah)

 Using Clay already? Would love to hear about your experience in the comments.

 #revenuegrowtharchitecture #clay #outboundmarketing

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Can presales & PMM alignment be a secret weapon for GTM success? We think so. Join James Kaikis Kaikis Head of Go-To-Market and Meghan Spork, Product Marketing Lead as they take a deep dive into how to maximize the relationship between these critical stakeholders. They’ll cover:  Why alignment is crucial between presales and product marketing teams Some common misconceptions about these stakeholders and their functions How should presales & PMMs should work together tactically How to measure results that impact revenue and overall GTM success RSVP here: https://lnkd.in/gkvRFP-K

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A few weeks ago, Salesforce announced the need for 50% more pipeline to hit their plan. Traditionally, the response is to enhance sales team enablement, providing them with resources to sell more effectively. Over the last five years, sales leaders have invested over $3B in enablement teams, programs, and tools. Yet, despite these investments, we still need to push teams to work twice as hard to achieve the same goals. While I have immense respect for enablement, the reality is that we're spending more money for less attainment. The math ain't mathing. I propose an alternative approach: invest a fraction of the enablement budget into the Sales Engineering function. Investments in content, training, coaching, and tooling can benefit the entire sales team in ways that enablement alone cannot. By scaling technical coverage, we can better identify buyer problems, map solutions, and deliver compelling technical narratives at every stage of the process. I've personally seen the value of this approach in transforming sales outcomes, particularly in these three areas: 1. Shorter Sales Cycles: The technical validation stage is often the longest part of the sales cycle. Empowered Sales Engineers can significantly reduce this stage. On average, Vivun customers spend 42 days in this stage, with varying results by segment, geography, and go-to-market motion. 2. Higher Deal Sizes: In a product-centric sales motion, identifying one or two killer use cases can get the ball rolling. Empowered Sales Engineers can quickly assess underlying challenges and present holistic, differentiated solutions. Vivun customers see an average 15% increase in deal size when Sales Engineers are involved early in the sales process. 3. Accurate Forecasts: Forecasting is critical, yet even the best organizations get it right only 85% of the time. Empowered Sales Engineers can spot technical fit risks early, helping to mitigate them. Vivun customers have identified 59% of their pipeline with some level of technical risk, allowing them to adjust accordingly. By scaling up the Sales Engineering function, companies can achieve better outcomes with less strain on their sales reps. This approach enhances execution and ensures that technical aspects of the sale are thoroughly addressed, leading to more successful deals. At Vivun, we are passionate about empowering companies to scale their Sales Engineering teams effectively. Explore more about this transformative approach and discover how you can shorten sales cycles, increase deal sizes, and forecast more accurately by leveraging technical expertise. ---

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