Vince Beese

What do winners do? Well, WIN! 🏆 Pumped to see 6Sense absolutely crushing it and leading the pack in the latest Forrester Wave for B2B Revenue Marketing Platforms, Q3 2024! 🚀 This isn't just a win—it's a statement. 6Sense is pulling away from the crowd with their game-changing #AIthatBuildsPipeNotHype and killer 6Sense Revenue AI. They’re setting the standard for what it means to drive revenue in B2B marketing today. Curious about what makes them the best? Check out the full report here: Forrester Wave Report: https://lnkd.in/erd4AfNZ Cheers to the team Jason Zintak Viral Bajaria Latané Conant (she/her) Mark Ebert for this massive achievement! Who’s ready to take their marketing game to the next level? Drop your thoughts below! ⬇️ #B2BMarketing #6Sense #ForresterWave #AccountBased #AI #MarketingExcellence

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Wondering how to merge PLG and SLG for maximum impact? Japna Sethi talks about how they made this work at companies like Dropbox, Productboard, and Calendly. She calls it "defining the API" between the two growth motions so the right PLG leads get passed on to your sales team and shares the details on the approaches at the companies she has worked. For the full episode: https://lnkd.in/d-2ZAvir

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These key B2B stats in Forrester's new "Fuel growth with customer-centric B2B marketing alignment" eBook jumped out at me. For complex B2B deals it seems the buyer's journey is evolving and when teams operate in silos, the disjointed buying experience can have a major negative impact on win rates and revenue. Stats and takeaways - More than half of B2B buying interactions are self-directed. Due to this, Forrester recommends rethinking metrics by using KPIs like "Speed of information" that will track the amount of time it takes a buyer to access the self-service resources they need to make a purchase decision. - For complex deals, the average buying cycle includes three considered vendors, four separate departments, and eight buying group members. Completing buyer journey maps for large complex deals and socializing the findings will bring clarity to the complexity of your buyer's journey. - 83% of B2B buyers have expressed dissatisfaction with the winning provider in one or more areas of the purchasing process. - The sequence of steps that buyers follow before they purchase varies and is rarely linear, meaning that marketing's planned stream of tactics and workflows will rarely line up with the buyer's process. - B2B companies that create value for buyers and customers grow revenue 2.5 times faster than companies that do not. - Influence B2B buyers with value-based content by focusing on four value dimensions: Economic value, functional value, experiential value, and symbolic value. #B2B #GrowthMarketing #Pipeline

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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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Big takeaway from #gainsight #pulse2024: AI is going to free up CSM time to be “more strategic” I have heard some version of this 40+ times in 1 day. What does this actually mean though? I am asking because I really don’t know what people mean when they say “more strategic” I can hypothesize a lot, but I would like to hear from a broader group. What does it mean for CSMs to be “more strategic”? Also, what is the value to a business of CSMs being “more strategic”? Looking forward to hearing perspectives from others!

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When it comes to professional services sales… you need face-time with client-side execs and buyers. BUT stories of bumping into the right person ✈️ on a flight 👩‍💼 at an event are far and few between - they’re chance driven. So how else can you initiate these types of relationships? Personalised cold outbound. I’ve seen too many real-life examples of highly personalised, recipient-centric cold messages converting to coffee chats, functioning professional relationships, and even sales / partnerships. Now you’re probably thinking: “Ejaaz, personalised cold outbound isn’t easy… It requires research, drafting, fine-tuning and time I don’t have.” I get it - there’s a lot of upfront investment required before you see any results. Our job, at DealVizier, is to cut that upfront investment by 99%. How? By equipping you with the research and outreach tools that speed up prospecting + personalised messaging + organisation. Ultimately though, this all means nothing if we can’t fill your diary with more coffee chats. To that end, we’ve just launched our waiting list and are rolling out early beta access to the first 20 sign ups - 1st month free 🎁 Check out our package for individuals and sign up here 👉 https://lnkd.in/emdvh57y

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Join us today for the Uncapped webinar: Apply MEDDICC+ to Enterprise deals with John Kuhns. This content was purpose-built for people already in enterprise B2B sales in some capacity and people that want to be in enterprise B2B. One of the feathers in John's cap among many, is that he closed Gong's largest new business enterprise deal in 2023. Today he will share how he achieved that through the use of MEDDICC+! If you can't make it but want to watch the replay, go ahead and register as well! https://lnkd.in/gcyMpR2v

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What happens when you preach that partnerships is not a channel? ...Well people start to think of you as something different...the problem is that partner GTM funding often comes from product and marketing...both of which invest in channels to drive new customer acquisition and growth. Yes it's a methodology, and strategy and more, but channels have processes, tech, people,....Architecture that helps the methodology and strategy add value to the business. Check out my episode of The Cheat Code. I had so much fun sitting down with Justin Gray and Josh Wagner on this one. Watch & Listen to my full episode here: https://lnkd.in/gGVxxrfN YouTube: https://lnkd.in/g_BfDKAY #partnerships #partnerledgrowth

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Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

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Do you really know your ICP? Have you had to pivot to a different ICP, given the current economic situation? If so, how do you know who to pivot to? Which verticals or, even better, sub-verticals should you be targeting? Far too often, we guess! But knowing where you should spend your time is crucial. Ben Stokes built a pretty sweet little add-on to your SFDC instance that might change your thinking about your ICP. #targettherightaccounts

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🏋️ Imagine someone saying that they have 𝑐𝑜𝑚𝑝𝑙𝑒𝑡𝑒𝑑 their health and fitness goals and they can now stop dieting and exercising. There is a major misconception about RevOps that sounds just as naive, and two apparent ✨𝕔𝕠𝕘𝕟𝕚𝕥𝕚𝕧𝕖 𝕓𝕚𝕒𝕤𝕖𝕤✨ at play that are causing this to happen. Many are treating RevOps as a pathway to some idea of a steady state, or even worse, as a project to be completed. Here are a few reasons why, and a different way to think about it. 𝐂𝐨𝐦𝐩𝐥𝐞𝐭𝐢𝐨𝐧 𝐁𝐢𝐚𝐬 - people tend to want to mark something as 𝐜𝐨𝐦𝐩𝐥𝐞𝐭𝐞 even in contexts where it’s an ongoing process. People want to say their GTM function is "operationalized" and consider it a done job. 𝐒𝐭𝐚𝐭𝐮𝐬 𝐐𝐮𝐨 𝐁𝐢𝐚𝐬 - there is strong inertia to maintain the status quo, and for most of the high performing innovative people who I tend to connect with here, the trap we fall into is not maintaining the current status quo, yet yearning for an idea when there can be a status quo. It's equally as dangerous and limiting, it's simply hitting the snooze button on stagnation. Many people treat RevOps as a project or have an idea of an end state when everything is “operationalized” - but that’s simply not true. RevOps is not a project, it’s a business function to be served. Just like accounting and finance, the work is never finished. It may ebb and flow with the business needs, but it is a process of continual improvement. Yes, there are often major transformations that have to take place and for many early stage companies there is a front loaded amount of work, but that doesn’t mean you are done, it means you now have the opportunity to get started with the real work of leveraging data to make decisions. At LeanScale, we think of RevOps as a 𝒇𝒍𝒚𝒘𝒉𝒆𝒆𝒍, and it’s four simple steps that always connect and complement each other. Check out the video to dive deeper 👇 1. Adjust your growth plan (or create one if you don’t have one)  2. Augment your growth infrastructure 3. Analyze your performance to the growth plan 4. Align on growth drivers, and then back to step one to adjust your plan https://lnkd.in/gPT-8MpR

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“Cold outbound is rough. Seek W.A.R.M. outbound.”  Yes 👏yes 👏yes 👏 Every day buyers are hitting Delete All on dozens of spammy, sound-alike cold emails. Is yours one of them? The only way to break through the noise is with hyper-relevant messaging. Pocus’ Head of Marketing 🔮 Sandy Mangat made a helpful acronym for the 4 key components you need to make your outbound successful: W.A.R.M. Well defined TAM Authority Relevance Make it personal Basically, are you using signals to hone in on the right buyers and tailor your messaging to their needs? Using the W.A.R.M. framework helps you: - Send better, more relevant messages - Focus your time on the right prospects - Create repeatable playbooks (“when X person displays Y signal take Z action”) - Be more consultative and strategic, and less transactional This is a topic I’m obviously passionate about, so seeing our outbound framework getting more visibility and spreading in the wild is so exciting.

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In the competitive world of GTM roles, standing out is crucial. Here are three key observations from the frontline: 1. New Business Roles Dominate the Market: Every GTM role we are currently recruiting for is focused on new business. If you're looking to make an impact, hone in on your ability to generate fresh opportunities and drive growth from the ground up. 2. Align Your Skillset with Market Demands: It's not enough to be a great salesperson; you need to position yourself strategically. Research the specific skills and experiences that are in high demand and tailor your profile to showcase how your new business expertise matches these needs. 3. Metrics Matter More Than Words: We see many applicants who describe their prowess with adjectives rather than metrics. Be deliberate, honest, and proud of your achievements. Use numbers, percentages, and concrete results to illustrate your success. For example, instead of saying "I'm a top performer," say "Exceeded annual sales quotas by 150% and closed $2M in new business last year." Common Pitfalls to Avoid: 1) Vague Descriptions: Avoid generic statements. Specificity sells. 2) Lack of Quantifiable Success: Highlight measurable achievements to demonstrate your impact. 3) Misalignment: Ensure your experience and skills align with the role requirements. Watch my latest video for a quick recap discussion on these points and more tips on how to shine in the competitive GTM landscape.

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Yesterday PitchBook dropped some new data showing Q2 activity up, and Modern Retail and Anna Hensel published a great article on Zombie brands. Sean Frank summarized it well. So what is the actual state of affairs? Do things suck? Or do things not suck? My take: We live in too much of a black and white world. Nuance and grey area are important. Take the Non-Alcoholic category for example. Twitter takes are hot that either Alcohol is DEAD, or Non-alcoholic is FOR SURE a fad. For me, the answer is in between. I don't need NA to take over the whole store, or even half the store. I need it to grow its shelf space from 1 to 1.5, or 2. Incremental changes, across a wide number of stores. That grows the market. It's not all or nothing. The current investment cycle is messy. There are large amounts of zombies. There are also large amounts of good companies successfully raising capital, quickly, that may trade at revenue multiples in the future. Both can be true, at the same time. Discerning investors and operators will continue to focus on fundamentals.

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“𝘍𝘳𝘰𝘮 𝘳𝘶𝘯𝘯𝘪𝘯𝘨 𝘢 𝘣𝘦𝘧𝘰𝘳𝘦 & 𝘢𝘧𝘵𝘦𝘳 𝘴𝘤𝘩𝘰𝘰𝘭 𝘱𝘳𝘰𝘨𝘳𝘢𝘮….𝘵𝘰 𝘣𝘶𝘪𝘭𝘥𝘪𝘯𝘨 𝘰𝘯𝘦-𝘱𝘢𝘨𝘦 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘤𝘢𝘴𝘦𝘴 𝘢𝘯𝘥 𝘸𝘪𝘯𝘯𝘪𝘯𝘨 𝘵𝘩𝘳𝘦𝘦-𝘸𝘦𝘦𝘬 𝘥𝘦𝘢𝘭 𝘤𝘺𝘤𝘭𝘦𝘴 𝘪𝘯 𝘦𝘯𝘵𝘦𝘳𝘱𝘳𝘪𝘴𝘦" Excellent quick deal story here in ep 42 of How the Deal was Done | Deal Stories Podcast featuring Jarred Knapp. This episode is a special one as it features an enterprise seller and power-user of our new sponsor: Fluint.io Tune in to hear the impressive career journey, fast-moving deal story, and incredible impact Jarred unlocks using Fluint to write customized and compelling business cases. Link to listen in the comments!

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If your solution requires behavior change of any amount, you require a top down selling motion. Why? Behavior change is too hard to do bottoms up. It just doesn’t work. A pretty large number of SaaS apps think that they can go middle up or bottoms up. Then they are frustrated that their “champion” or “power user” isn’t driving the change they want. If your solution requires change, get good at selling to the c-level.

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If you are an SDR manager, you can help your team get meetings by responding to the outbound you're receiving from other vendors. Ask the SDR who is emailing you if they use anything for revenue intelligence [obviously insert your category] and go from there. Find out the information, and then give it to the lowest performing rep on your team for an easy win. Here's the email you can draft for your SDR: "Hey VP of Sales, I spoke with my manager who mentioned you were using XYZ already, she talked to John (one of your SDRs) who gave us the tip. Would you be willing to have someone on your team evaluate us as an alternative?" ^^ It sets. Try it! #sdrlife #sales

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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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