Ryan Kianofsky

🚀 New Podcast Alert: Making Data-Driven Decisions & Aligning GTM Teams for Success 🚀 Thrilled to share that I recently had the pleasure of joining the amazing hosts, 🎤 Brendon Dennewill and Amy Weaver, on the "RevOps Champions" podcast. In this insightful episode, we uncovered: ✅ Why sales, marketing, and customer service operating in silos is a recipe for disaster (and how to fix it!) ✅ Leveraging tech stacks and data to scale your business effectively ✅ Real-life examples of what discoordination looks like (and how it's costing you $$$) 📶 If you want to streamline processes, trust your data, and leverage technology for growth, this episode is a must-listen packed with actionable insights. 🔗 Listen now: Link in the Comments! 👇 Drop a comment with one actionable step you've taken to improve team alignment. I'm eager to discuss driving business growth through data and unified GTM teams. ☕ Feel free to reach out for a virtual coffee chat or connect with me for more discussions on driving business growth through data and alignment. #RevOps #DataDrivenDecisions #BusinessGrowth #Podcast #Leadership #CustomerGrowth #Marketing #Sales #CustomerService

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[Automated Rollout] Approvals for Deal Pipelines What is it? You can now add an approval process to your sales pipelines, requiring deals to be reviewed and approved before progressing down the pipeline. Once you enable the approval feature, a new approval stage will be added to the selected pipeline. All deals in that pipeline will require approval before they can move past the approval stage (exception: at the time of setup, any existing deals already in a stage following the approval stage will not be subject to approval). Each pipeline can have up to three (3) approvers, with the option to require approval from all or any one approvers. After reviewing, approvers can approve, request changes to, or reject a deal. Why does it matter? Pipeline approvals allow sales leaders to ensure the right checks and balances are in place to ensure compliance with the sales process. Now, all deals will be subject to review, to ensure all required data has been captured before a deal can progress or move to closed won. How does it work? https://lnkd.in/eYgJ7-si Who gets it? Sales Enterprise

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Amplitude Announces First Quarter 2024 Financial Results: - Fourth quarter revenue of $72.6 million, up 9% year-over-year - Number of paying customers grew 37% year-over-year to nearly 3,000 - Free cash flow margin up 7 percentage points YoY We’ve been up-leveling our GTM strategy over the last year, and Q1 was all about execution. Our self-serve account is attracting diverse customers, our named account strategy is seeing early promise, and we're building healthier and deeper relationships with our customers. We also continued to innovate. We released Session Replay and are making it easier than ever before to get started with Amplitude. As always, I’d like to extend a massive thank you to our awesome Ampliteers, partners, and customers—your partnership is invaluable! #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization Spenser Skates Christopher (Criss) Harms Kristina Johnson Francois Ajenstat Shadi Rostami Shintaro Matsui Nathaniel Crook Tifenn Dano Kwan Jenna Schwalbe Elliott Chris Sharp Daniel Carpenter Rachel Courtney Jonathan Anderson

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[Public Beta] Approvals for Deal Pipelines    What is it? You can now add an approval process to your sales pipelines, requiring deals to be reviewed and approved before progressing down the pipeline. Once you enable the approval feature, a new approval stage will be added to the selected pipeline. All deals in that pipeline will require approval before they can move past the approval stage (exception: at the time of setup, any existing deals already in a stage following the approval stage will not be subject to approval). Each pipeline can have up to three (3) approvers, with the option to require approval from all or any one approvers. After reviewing, approvers can approve, request changes to, or reject a deal. Why does it matter? Pipeline approvals allow sales leaders to ensure the right checks and balances are in place to ensure compliance with the sales process. Now, all deals will be subject to review, to ensure all required data has been captured before a deal can progress or move to closed won. How does it work? https://lnkd.in/eYgJ7-si Who gets it? Sales Enterprise

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We know revenue leaders are under a ton of pressure to create, convert, and close more pipeline. Today we’re sharing our 5 biggest learnings on how to run revenue. For context, Clari just passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. And thanks to our customers, we know more about how to run revenue than any company on earth. Swipe to see these unexpected learnings.

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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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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Over the past decade or two, there's been an intensifying focus in B2B SaaS on driving alignment between go-to-market (GTM) teams across Marketing, Sales, and Customer Success. The impact of aligning customer-facing teams on driving sustainable revenue growth has made Revenue Operations the most sought-after job in the US (according to CNBC) and led to the emergence of the Chief Revenue Officer role. But the "revenue" buck doesn't stop with Revenue teams or leaders alone. The cross-functionality of "revenue" as a process also extends across all aspects of the Finance function, including Accounting, FP&A, and Strategic Finance. For this reason, the next frontier in driving "revenue" alignment is to build an integrated, end-to-end Revenue Operating System spanning all GTM and Finance functions. Very few companies are doing this well—or at all. Why? Because for most organizations, breaking down revenue-related silos presents an overwhelmingly complex agency problem that involves both technical and human factors. Successfully unsiloing GTM and Finance requires mastering multiple languages: - Finance language - Sales language - Marketing language - CSM language - Operations language - HR/People language - IT/systems language - Strategy language - C-suite language - Board/investor language Above all, unsiloing GTM and Finance requires a deep understanding of the unique organizational and cultural nuances specific to your company, and the ability to build trust across all functions and at all levels in the organization. If you have any (good or bad) experience with aligning GTM and Finance teams on a standardized data language, data model, and metric definitions, leave a comment below! #cfo #cro #cmo #revops #salesops #gtm #finance #sales #marketing #csm #compensation #quotas #resourceallocation

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I'm reallllyyyyyyyyyy passionate about outbound sequences/cadences. Sell Better recently hosted me on their show with Alex Newmann and James "Saywhatsales" Buckley to chat about creating successful sequences/cadences. If you want to learn some of my tips, tricks, and opinions on how to write an effective candence with higher reply rates, check out: https://lnkd.in/dzBgyhp6 After tuning in, let me know your thoughts! #sequence #cadence #outbound #outboundsales #sales #ae #bdr #sdr #salesdevelopment #salestips #tips #tipsandtricks

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Had the pleasure of joining 👨‍🍳 Elric Legloire on the SDR Game podcast! I absolutely LOVED sharing my tips & tricks in hopes it helps others who are just getting started in the sales world or want to level up their game. Find out how I lead with a quality > quantity approach and prioritize my accounts for the month (based on my "oh shit" moments 😉). Give it a listen to learn more! #sales #sdr #bdr #salesleaders #saas #techsales #outbound #prospecting #salestrategy #outboundstrategy

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Vendr's Q1 #SaaSTrends report is now live 👀 Landing new logos is not getting any easier with new purchase volume for the top 25 categories decreasing by 23% year-over-year 📉 Who's closing new ARR and continuing to grow revenue? Sellers who are making it easier for customers to buy their products 🤔 Congrats to the #VendrVerified partners who made it into our Top 10 🏆 NetSuite | 1Password | Drata | 6sense | LinkSquares Snyk | Mutiny | ZoomInfo | RudderStack | Reachdesk Vendr Verified partners are closing new revenue 50% faster than the average buying cycle for a new purchase 😤

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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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Here's what it takes for a SaaS to reach $1M in annual revenue ↓ (This works for both B2C and B2B, you just need to adjust the weighted average MRR per customer.) Initial assumptions for this scenario: • It has 50 paying customers at the start of the year. • Churn rate is high but not too high: 9% every month. • The weighted average MRR per customer is $22.5. Do you know how many new customers you need every month to make $100k in the first year? → 55 new paying customers. If you get 100 per month, you'll only make $172k. To get to $1M in annual revenue, you'll need 619 new customers/mo. If you have revenue targets to raise your next round, this kind of math will help you understand what you need to do to get there. DM me if you need help modelling it out.

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Every professional – regardless of their field – has a tool they can't live without. For GTM professionals in B2B selling, that tool is enablement technology. With the ability to leverage data and insights, provide continuous learning and coaching, and streamline communication, enablement is a top priority for companies in 2024 and beyond. Discover why by diving into the highlights of Seismic's latest study, the Generation Enablement Report: The Rise of Enablement's Influence, here: https://bit.ly/3JK8sjf ​

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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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If something in your sales process isn't working, you need to look 1-2 stages back for root cause. If we aren't converting initial meetings into next steps> are we targeting right personas and is our messaging aligned with our buyers priorities and problems? If we are getting stuck in proposal > did we do the right discovery? If we are getting slammed for discounts at the end > did we build a compelling value discussion before we got into commercials? If something isn't working, the answer is almost always 1-2 stages back.

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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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Sam Jacobs does a great job calling out CROs who are just glorified heads of sales. The inflated C-level title is why there is often friction with heads of marketing, and why in the CMO community a major red flag is reporting to a CRO and not the CEO or President. The modern CRO needs depth in sales, marketing, and CS - plus some finance, to successfully do their job. If you’re just giving a C-title to your head of sales, you have the wrong person for the job.

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