Bob Rizzo

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/eeVWViQz  

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𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧 is one of six priority business outcomes for Gong's customers. Come join our upcoming webinar with Eric Bauer from Rapid7: 𝐔𝐍𝐋𝐎𝐂𝐊 𝐀𝐄 𝐏𝐑𝐎𝐃𝐔𝐂𝐓𝐈𝐕𝐈𝐓𝐘 𝐓𝐎 𝐒𝐔𝐏𝐄𝐑𝐂𝐇𝐀𝐑𝐆𝐄 𝐏𝐈𝐏𝐄𝐋𝐈𝐍𝐄 𝐆𝐑𝐎𝐖𝐓𝐇

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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Great conversation with Ross about all things deal excellence on the 10/10 GTM Podcast! We talked about why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales rep. Check out the full episode here: https://lnkd.in/gNStY_kW

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Documentation: my not-so-secret #customersuccess weapon. Have you ever been assigned a new CSM and they know all your account history during your first few calls? #win Does your CSM seem to have a perfect memory 😉? #notetaking for the win How do you keep your clients aligned to your success plan? Project plans, agendas, email recaps, and regular check-ins. ______________________ 👩🏻‍💻 Hi! I'm Moriah. I like to learn about #CustomerSuccess, #PropTech, #SalesTools, and #CompanyCulture and post select resources around these topics.

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Fighting about Renewal processes isn't adding any value to the ongoing CSM conversation. I get it. CSMs need to be more commercial CSMs have to own their book of business CSMs need to manage the renewal cycle CSMs need to go after the expansion CSMs ... What I struggle with is: We sometimes seem to care more about how to justify why something exists along the internal processes we run vs. looking at why something exists in the first place. As a result, the role of Customer Success has been watered down. It became a self justification of why QBR, why relationship, why x$ book of business, why z# of headcount, why CS needs to own this now. But why is Customer Success here? In recurring revenue businesses, the transaction with a customer doesn't end at the time of the sale. The traditional funnel is dead 💀 Revenue is only recurring if we deliver impact - recurringly. The traditional funnel expanded further into a bowtie, which mirrors the acquisition side onto retention. Long life the funnel 😇 And while Marketing needed to extend their own domain deeper into the Customer Journey from awareness to expansion, Customer Success owns most of the magic, helping customers achieving recurring impact. So what is impact? Well, that's for you to define. What does good look like (WGLL) for your customers? What do they expect and what are the outcomes they are holding you accountable for? That is what Customer Success is driving along the Customer Journey. As a CS team I then ask myself and build playbooks around: → How do I achieve frictionless onboarding & activation to first WOW? → What topic education & change management is needed at the customer? → What internal alignment do I need to create which elevates the customer experience, but goes unnoticed by the customer (they don't care about our processes) → What product enablement is crucial for the customer? → How does the customer ecosystem (e.g. partners) look like and how does it influence value delivery? → How are outcomes achieved, how do they happen recurringly and how are those experienced by the customer? ... and how can I deliver against that. Renewals, expansions, referrals all happen as a natural result of that. What questions are you asking yourself ? #CSM #saas #revenue and picture credit to Jennifer Peters 😎

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We'd like to introduce you to #GenerationEnablement. 👋 They're not defined by their age or their titles, but by their outsized impact on go-to-market strategy, behaviors, and yes, results too. Learn more about Gen E.

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Speed + Efficiency + Scale

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Join our webinar to learn how Verisk's Second Look can help reduce WCMSAs. Verisk’s Mark Popolizio, J.D., VP, MSP Compliance, Sid Wong, J.D., VP, Policy and Angela Wolfe, J.D., VP, QA & Training Solutions, host CMS Amended Review – Reduce WCMSAs and get claims settled with Verisk’s Second Look. 🗓️ May 1 ⏰ 2 PM EDT Learn how to navigate CMS’s Amended Review process to reduce prior WCMSAs approvals to get claims settled. Register now: https://ow.ly/n4E030sBSTl #CMS #FutureAllocations #MSA #WCMSA #Medicare #Verisk #AmendedReview

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What should CSM's do during Implementation? NOT implementation NOT Support Strategy. Check out the quick tips in our latest video based on questions we have been asked recently. https://buff.ly/3S6vciA

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💼 Knowing Customer Intent Early Fuels Growth 💼 Have you ever had a highly engaged customer suddenly churn, leaving you confused and seeking answers? Here are critical questions for your organization: 🔍 Does your organization employ a formal, standardized process to uncover why customers choose not to renew? 🔍 When do you collect this intelligence within the renewal lifecycle? 🔍 What methodologies do you use for gathering this feedback? 🔍 How is this data utilized? (Many companies collect valuable data but fail to mine and act on it effectively.) The reality is stark: Many organizations lack robust practice for understanding churn drivers, or they rely on manual processes that are neither timely nor efficient. Consider these strategic insights to decode customer sentiment and mitigate churn: 👉 Assess Renewal Conversations: ✅ When do you initiate renewal discussions? ✅ Are these conversations purely commercially driven, or do they align with engagement metrics that reflect the customer journey? ✅ Do your reviews focus on present metrics or future efforts that contribute to broader organizational goals? 👉 Automate and Proactively Engage: ✅ Implement automated systems to capture early indicators of potential non-renewal (ideally 120 days or earlier). For instance, an in-app function configured to collect common reasons, triggering real-time notifications to alert Customer Success or Renewal Managers. ✅ Utilize these insights to drive proactive, value-centric interventions rather than reactive measures. 👉 Centralize and Leverage Commercial Intelligence: ✅ Develop a centralized repository for commercial intelligence, accessible across product, sales, marketing, success, services, and operations. ✅ This repository should facilitate a cross-functional feedback loop, enhancing awareness, encouraging collaboration, and driving continuous improvement to advance the customer experience. By strategically understanding and acting on customer intent early, you can transform your renewal process into a formidable strategic advantage, ensuring sustained growth and exceeding customer expectations. Collecting customer feedback and staying attuned to their commercial intent can be challenging. Feel free to DM me if you'd like to collaborate on some ideas. 💡✨ #CustomerSuccess #SaaS #CustomerRetention #GrowthStrategy #Renewals #ProactiveEngagement #DataDrivenDecisions #LeadershipInsights

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We're live today! I'm joining Steve Richard, Christopher Richards, Jeff Griggs, and Claude J. Werder to discuss the past, present, and future of sales enablement. During this webinar and Q&A, we're covering: 🔹 Evolving sales enablement from new business to revenue retention 🔹 The new roles of AI for sales and revenue functions 🔹 Combating the "tech creep" that can lead to seller frustration 🔹 Continuous sales onboarding to combat the forgetting curve 🔹 Making products and services relevant to specific verticals 🔹 The changing roles of sales leaders 🔹 The value and benefits of enabling beyond your sales team into your extended enterprise Register here:  https://lnkd.in/ewmzdeag  #SalesEnablement #Webinar #RevenueGrowth #RevUpRevenue Factor 8 Litmos Brandon Hall Group

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The handoff from Sales to Customer Success #CS is more critical than ever. 📊🏅 It's the moment that can set the tone for the entire customer relationship. 🚀✨ Why do so many companies still fumble this crucial transition? 🤔 A smooth handoff ensures customers feel valued and understood right from the start. 📈💡 Let’s stop treating Sales and CS as separate entities and start viewing them as a seamless continuum. 🌐🔄 💬 How can we improve the Sales to CS handoff for better customer outcomes? What strategies have worked for you? Let’s discuss! 👇

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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I've been thinking a lot about the tough environment salespeople are in right now and how other parts of your business might be able to support them. This is the first of a few posts we have coming on how sales can get more support to boost performance. What are some of the performance challenges you are seeing with the team? What do you think would help them improve?

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Are you tracking your efficiency metrics? Quota:OTE Revenue per Employee Revenue per S&M Spend CAC:LTV Profit Margin If not, there's no time like the present. Leaders in our community are really starting to focus on efficiency metrics to understand if their companies are 1) viable and 2) firing on all cylinders. I had a conversation with a founder the other day who is revamping their whole GTM process. What does that mean? -Only hiring additional reps when calendars are completely full (that definition is up to interpretation though) -BDRs are used but for a defined scope (and many times reps are incentivized to set their own meetings as well) -No longer is a rep who is producing at 70% viable. In the past, any additional revenue was seen as good. Now, it needs to be productive revenue. -AI and automation is helping to make everyone more productive -Everyone, leaders included, are expected to know how to use tools that will improve the efficiency of their teams -Outsourcing / 1099s are being used more frequently to get the most out of the current team So if you dont have a grasp on what your metrics are, start tracking them. Then benchmark them against industry standards to see where you might be falling short. Had a great chat with Cory Pitt about this the other day.

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The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

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The Generation Enablement Report: The Rise of Enablement's Influence is here, and one thing is clear: enablement technology isn't just another "nice to have" – it's a necessity. Key Takeaways: 💰 86% say enablement tech frees up time to focus on revenue-generating activities 🤝 91% say enablement tech helps them provide a better customer experience 😌 97% say enablement tech makes their job easier Discover the full report to learn how #GenerationEnablement drives transformational change across their team in Seismic's latest study, here: https://bit.ly/4cSrnFI ​

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