Peter Mullen

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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Great interview with the ever insightful duo of Jon Miller and my pal Stan Woods from #VelocityPartners. John was the founder and CEO of #Marketo and #Engagio and most recently CMO of #DemandBase. They discuss the pivotal shift in B2B marketing whereby John advocates investing 40% of budgets in #Branding to complement #DemandGen tactics. They discuss how this #BrandGen approach to broader market engagement over immediate sales conversions, boosts sustained, long-term #SalesPipeline health. As an engineer, I've always been fascinated about the cause and effect of #BrandMarketing on #DemandGeneration. #B2BMarketing #BrandBuilding #MarketingStrategy #LeadershipInsights

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BrandsJournal.com featured our piece on gratitude 💌 A study by the Harvard Business Review found that customers who had a positive emotional connection to a brand spent twice as much as those who were just satisfied with the product or service. By incorporating gratitude into their marketing strategies, brands can tap into this powerful emotional connection and build lasting relationships with the people around their businesses. Gratitude isn't just polite – it has a significant impact on human behavior and well-being. In the marketing context, it can also boost loyalty, brand advocacy, and business success. KOOS.io can help you harness this powerful emotion.

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⚡️DATA ALERT⚡️ The banking & CU industries are different than they were a decade ago. I've been waiting for an updated take on what it means to be someone's primary financial institution. The wait is OVER! 🥳 In 2023, Neobanks won nearly half of all checking accounts. Consumers now manage relationships with dozens of financial providers, and everyone is glued to their phones. What does it take to win PFI status in a mobile-first era? Download the report to find out. https://lnkd.in/gTJ8Hs2z

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Keeping the momentum going this week and headed to Gainsight's annual event #PULSE the conference dedicated to unleashing the power of your customers. All new this year is a dedicated track to Customer Education and I am excited to share learnings with about how HubSpot has leveraged HubSpot Academy over the last 12 years to scale Customer Success. Join me May 15th to learn all about "Human-Centered Education: HubSpot’s Winning Formula for Customer Success" #customereducation #pulse2024

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What's your CMO superpower — HINT it is not brand, demand, or product marketing? "The reality is, the value of a chief marketing officer (CMO) has less to do with their expertise in these categories and more to do with their ability to move fluidly across these disciplines." 100% agree with Maria Pergolino! I come from brand/content/digital marketing but I have always been a marketer that believes in breaking down silos between the functions of marketing to drive the most impact. This skill set has served me well as I navigate my role as a marketing leader. Great read for a seasoned marketing leader, new marketing leader, or aspiring marketing leader. https://lnkd.in/gcpSUc4D #CMO #marketingleader

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Forget Inbound and Outbound artificial boundaries...and your old-fashioned play(s)/silos by Sales or Marketing in our new "B2B buyer in full control" world. No more spamming, sequences, non-personalised, un-engaging messages please SDR/AEs bombarding me;)... ending up straight into our Junk and Trash WATCH my one-min summary shown (SLIDES AVAILABLE) in June's Revenue Marketing Alliance Product Marketing Alliance ABM summit (watch on demand see link in comment) on https://lnkd.in/e2-4aZXR Thx as always Andrei Zinkevich Vladimir Blagojević Fullfunnel.io too for the usual inspiration, Elena Simou also, lkg fwrd to sharing more soon! It is all about an integrated AllBound, "a la ABM" playbook and even more importantly a GTMOps / RevOps mindset and framework. ABM = GTM: Pure & simple. Not Marketing, not Sales but cross-Product, CS, Sales, Marketing and related teams, all for the full customer journey benefits...from new sales to renewal & expansion (incl Partners) You need to (1) focus on enabling & boosting your Go To Market strategy, which motion(s) or which mix of, PLG, SLG, PLS or whatever.. (2) adapt your ABM playbook, craft your strategy and segmentation as you see here from top to bottom. What are the cohorts, firmographics, attributes, triggers, HubSpot properties, you name it, that are critical to define these cohorts with first, second or third-party data or other... selecting your most promising accounts using predictive AI, scoring, buying intent tactics and MarOps set-up

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If you're on the fence about taking a Revenue Architecture course, either in-person in Santa Cruz June 3-4 (see comments) or remote (see our website), please read what CEOs, RevOps Leaders, GTM Strategists, CMOs, Chief Customer Success Officers, and others have to say about this program: “THAT. WAS. AWESOME. 👏” “WOW. This course blew my mind.” “The "funnel" was turned on it's side.... literally....” “I wish I had taken this course years ago, but I'm so glad to have this information in my brain now.” “📜 This course has been an absolute game-changer, equipping me with the essential models for sustainable growth that constitute the Recurring Revenue Operating Model.” “This course is simply outstanding!” “World class instructor and the course content. It was fresh, appropriate for today's realities and most importantly - tangible". "You learn it and tomorrow use it”. “I highly recommend this course as it's super relevant for revenue leaders looking to add more science and data to their recurring revenue operations”. “Anyone wanting to deepening knowledge of how to drive growth and success with a company or division should absolutely take the Revenue Architecture class” “While I thought I had an amazing understanding of SaaS and Revenue models from years of building models, board decks and working with revenue teams and leaders...not to mention my MBA classes and focus in data analytics… I learned a ton!” “I can't say enough good things about this program." "I'm really fortunate to have had the opportunity to sharpen our tools and thinking." “Highly recommend it to every revenue & marketing operations professional out there!” “This course has given me a deeper understanding of the specific, proven models and frameworks to consistently achieve revenue goals 📈” “Incredible instruction! I can’t wait to elevate what I’ve always done with the teachings from this course! 💪🏻” “The methodology taught in this course allows you to architect your revenue in a way that achieves sustainable growth by understanding the fundamental principles of recurring revenue and the specific frameworks to apply across your GTM team.” “This course has been a game-changer for me. It was an incredibly insightful journey that taught me the fundamental models for sustainable growth that make up the Recurring Revenue Operating Model and provided a wealth of practical tools and resources. Honestly, it's one of the best courses I've taken professionally! 💯” “What a great course by Winning by Design on understanding the ins and outs of recurring revenue business 📈” "This will enable you to do the right thing at the right time to maximize success 🚀” “The Revenue Architecture course was an incredible course. I learned ways to increase growth by making some minor improvements, look at GTM motions and make sure they align with my business, and take the "right" action at different inflection points on the growth curve so my company doesn't flame out.”

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Tomorrow is #MartechDay, an annual celebration of the thousands of talented people working in martech, at brands, vendors, and across the marketing community. Has the martech landscape grown or declined? Looking forward to learning about current trends. https://lnkd.in/g-F4mnN9 #martech #marketingoperations #ROI #marketinginvestment #marketinginsights #mops #revenueops #growth

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From the most recent Callan Consutling blog. Given the state of today's tech economy we are seeing marketing teams doubling down on their revenue-generation mission, and ABM is one of the most effective means of accomplishing that. But bridging from the high-touch, one-to-one ABM approach to a more scalable, one-to-many paradigm can be quite a challenge. Give a read to hear our thoughts and best practices in doing so.

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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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Over 300 developers, marketers and business leaders shared their thoughts on video usage in this independent survey. The top takeaways: a) it's increasingly hard to create video variants for different channels and devices, b) user generated content remains critical to showcasing brand authenticity, improving engagement, and increasing SEO, and c) if video publishing took less than an hour, this community would absolutely increase their usage of video to drive engagement.

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Data and personalization are two topics that are always top of mind for me and my teams. But really, they’re important for all marketers, no matter what lane you work in.     After diving into the latest Salesforce State of Marketing Report and looking at trends reported by thousands of marketers around the globe...here’s my take on what’s next.    https://lnkd.in/gXnBYFmG     #FirstPartyData #PersonalizedMarketing #SalesforcePartner #MarketingChampion #SalesforceConnections #MarTechTrends 

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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/S0b1WB #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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“We got so obsessed with proving our performance credentials we forgot we’re trying to move people. Not ‘personas’ or ‘MQLs’ or even ‘accounts’. People — weird, squishy meatballs with minds and feelings and elbows and cholesterol.” No matter who you sell to, you are selling to a person. Marketing is about psychology, connection and trust. The companies that do it well - build life long businesses - recognize this. They work to create a point of view, a personality, a platform - something that people can get onboard with and relate to. That drives growth.

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