Andrew Quinn

Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

76

11 Comments

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

5

Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

8

As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

11

When Stephanie White 🩵 drops truth bombs about modern sales enablement, you better take notes! "Nothing is seamless in enablement" is just the start. Join us as we dig into why traditional sales methodologies might be holding your team back, and what Steph suggests instead. The full episode -> Catch it tomorrow, October 22 at 8am.

41

23 Comments

It feels like I have had more and more conversations recently with sales leaders and AE’s who are evaluating whether to stay in a sales role or take new opportunities. Plus with funding harder to get it seems like a trend of more sales leaders being asked to take fractional/ “work for yourself” type consulting roles to help build, scale and sell for early stage companies. It brought me back to my podcast convo with 🏄‍♂️ Scott Leese. If you are considering any of the above I highly recommend listening, and following Scott for some impactful learned experience & insight. Scott shared with me his learned, earned, and burned" framework suggests three criteria for evaluating whether to stay in a role or seek new opportunities: - Learned: Have you reached a point where you have nothing left to learn and no one else to teach you in your current role? - Earned: Have you consistently maximized your compensation plan, indicating mastery in your position? - Burned: Have you experienced mistreatment, being passed over, or feeling unsafe in the workplace? What are the best strategies to evaluate staying or going in a sales role or deciding to go work for “yourself” full time?! #sales #leadership #career https://lnkd.in/e9rgfjaf

19

4 Comments

Want proof that multi-threading works? Here's our own data: We only win 4% of deals when there's one contact engaged. Scott Tower posted today about this https://lnkd.in/g2y-xjE4 This shows that buying is a team sport, and if there's only one person involved in a buying process it's likely going nowhere fast. One contact usually means they are on an information-gathering tour - typically a person with no decision-making authority - talking to vendors to collect pricing and present it to an executive team. This is the dumbest way to buy anything. People need to stop trying to avoid talking to sales reps. Great sales reps don't pressure prospects to buy products they don't need - they are there to help them buy and ensure their needs fit the solution. They can't do that if they aren't talking to the person with the pain and who has the authority to make the deal happen.

32

6 Comments

💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

69

17 Comments

The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

11

Moving from a seller to sales management requires letting go of certain details you want to control. In the latest Building Elite Sales Teams episode, Tyler Kelly talks about that transition and shares strategies for leading a sales team through major changes, like shifting to target enterprise customers. His keys? Setting the example yourself, over-communicating, and implementing accountability measures to reinforce the new direction. Check out the full episode to hear more of Tyler's leadership insights from his 18 years growing the sales organization at Basis Technologies.

24

5 Comments

Seriously killer panel with the industry’s top operators and marketers. Top advice from the group: as your service business grows and PPC keeps rising, optimize your call center. Focus on winning each lead and leverage the top CRMs (ServiceTitan). Speed to lead and CRM data integrity is how you win 🫡

1

Seriously killer panel with the industry’s top operators and marketers. Top advice from the group: as your service business grows and PPC keeps rising, optimize your call center. Focus on winning each lead and leverage the top CRMs (ServiceTitan). Speed to lead and CRM data integrity is how you win 🫡

15

1 Comment

🚀 LOVE THE NEW HIRES BUT DON'T FORGET ABOUT LEGACY SELLERS!🚀 In the world of GTM enablement, it's not just about the tools we use, but the wisdom and experience we gain from our seasoned legacy team members. As you welcome new hires into your company, you must tap into this tribal knowledge to ensure their success and the continued growth of your organization. Let's work together to groom and empower our newer team members, while also showing appreciation and value to our seasoned experts. By doing so, we can create a culture of collaboration and innovation that goes beyond revenue and truly drives the success of our company! #TribalKnowledge #GTMEnablement #TeamCollaboration

77

27 Comments

SaaS Leaders this one is for you: --> Struggling with lead quality? 🎯 --> It's like fishing in a sea of sardines when you need a whale. 🐋 --> I specialize in getting you the right fish—er, leads—on a call. Let's chat if you're tired of chasing sardines. 🐟✨ DM me directly or if we are not connected comment below.

92

5 Comments

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

2

2 Comments

🔎 Is your #RevOps team truly operating at peak efficiency? 🚀 The team driving your GTM efficiency and growth needs to be just as efficient! 💡 "Physician, heal thyself, too!" It’s a no-brainer, right? Revenue operations exist to navigate the increasing complexity and interdependence of sales, marketing, and customer success. We've seen the stats: companies with RevOps report growth 3X faster and see 10-20% increases in sales productivity... One critical role of RevOps is evaluating and approving new technologies to streamline GTM processes. But here’s the kicker: when it comes to their own operations, efficiency often takes a back seat. RevOps teams are still bogged down with grunt work and tactical manual tasks. We’ve seen RevOps teams working in sprints, ticking off manual tasks like a to-do list. The result? - The time to data-driven decisions is slower, delaying their impact on business growth. - Their intellect and capability are underutilized. 💡 If RevOps isn't efficient, everything they support—sales, pipeline generation, customer retention—is impacted. So, revenue leaders, as we navigate this era of efficient growth, ask yourself: How can we make RevOps more strategic? How can we ensure they’re not just enabling efficiency but embodying it? Here are a few things to make RevOps more efficient: 1️⃣ Foster collaboration: Ensure seamless communication and alignment between sales, marketing, and customer success through shared goals and metrics. 2️⃣ Automate routine tasks: Leverage tools that can handle repetitive manual work, freeing up RevOps teams to focus on higher-level strategic initiatives. 3️⃣ Equip your RevOps team with the skills needed to manage and optimize new technologies and processes. 4️⃣ Streamline tech stacks: Reduce the number of disconnected tools and systems RevOps must manage, focusing on integrated solutions that enhance productivity. 5️⃣ Prioritize strategic projects: Shift RevOps focus from reactive to proactive, emphasizing projects that drive long-term growth and efficiency. 🔄 The path to GTM efficiency starts with making RevOps a well-oiled machine. 🤔 What steps will you take to elevate RevOps from tactical to strategic? #revenueoperations #gtm

10

1 Comment

🌪️Feeling the strain of the weekly hustle?🌪️ Sales can be both exhilarating and draining…but what if you could eliminate three of the most exhausting tasks? ☀️With Woo, you can shift your focus to building relationships while automation takes care of manual updates. Effortlessly track your sales contacts, stay updated on their career changes, and spot new opportunities—all without the hassle. 🌈Let automation streamline your process and enhance your sales strategy and leave it to Woo.io to automatically update your contacts and more! #Recruitment #SalesStrategy #LeadTracking #Data #RecrutimentTech #AI #FutureofWork

17

1 Comment

The overlooked reason why you might not be maximizing your Net Retention. Every SaaS exec I speak to wants to know the best way to increase net retention -- and they’re all trying different tactics to do it however perhaps we just need to follow the data… 2 in 10 RevOps leaders believe they have clean and actionable data in their Salesforce org, so… here are some things you can start to dig into: 🎅 What and how are you cleaning your data - manual, tools or other? Check your data foundation, specifically your account data. 🎅 Mastering your account data is where the gold lies, how are your Parent-Child data set up, how are you bringing to life your enrichment data (if you say APEX or SF Flows, I challenge you to dig more). 🎅 How does your team carves territories, how does finance managee billing, how does marketing operations route leads, and ultimately, how you build your GTM strategy. From a CRO point of view, if revenue teams want to expand and retain across your large enterprise customers, you have to bring your account data to life and align it into a process. When your team understands this in a visual way (and no, native account hierarchies or account hierarchy data is NOT the same thing) it will help resolve duplicate accounts, ensure visibility into your largest accounts, and make sure accounts are always owned by active sales reps. It also means that come territory season (which I’m sure your team is still reeling from) you can effectively reassign and mass modify directly in Salesforce. Whether you’re looking to reduce churn or sell more effectively, or even just stay consistent through different market events like mergers and acquisitions, it all starts with having clean account data. Clean, Connected SF Account Data IS the path to Higher Net Retention! Happy Holidays!

58

3 Comments

So I might owe 6sense a bit of an apology after seeing a demo with Alicia Alongi and I was pleasantly surprised at how aligned I was to 6sense's process to intent + fit. It's simplified version of what Jonathan Spier does at Rev does for fit Then layers on intent The model was also MUCH less black box than I expected, and did a good job explaining how data points correlate with pipeline created. So if that's the case - why are SO many people not getting results from 6sense? First of all... there are TONS of settings. To get the most out of 6sense you need to map your website, CRM, MAP. You need to setup intent keywords. You need a tight target account list. I would estimate this could be 100+ hours of work to get right, and if you build it wrong you might need 20+ hrs a month to maintain. Second - the technographic & demographic data MIGHT be bad. I'm a big fan of the way Clay does data because it's effectively farm to table data: you know what data your sourced, where it was sourced from, and how it was sourced (if you dig with the vendors). Anecdotally I have heard 6sense's data quality is not the greatest, so if this is weak then the platform will be weaker as a whole. That said, it LOOKS like this can be circumvented by bringing your own data to 6sense's model. Third - 6sense's modeling is ALL built (from what I can see) around OPENING opps. Which means if you don't have good deal qualification, or if you have a wide variety of different deal sizes, 6sense won't necessarily predict pipeline. I would always lead with revenue and pipeline value and have some visual indicators of statistical significance if I were them. Fourth - 6sense requires a LOT of won deals. Something like 200+ in 24 months. Also solvable - just make reporting around correlations more visible, and teach orgs to run tests around the viability of different fit + intent attributes. Fifth - 6sense doesn't REALLY use signals. Job posts, news articles, new in role exist, but those require a lot more configuration, aren't factored into modeling (that I can see), and aren't easy for reps to action (IMHO) Many signals represent an actual capital commitment (new in role) which makes them better and easier for reps to trust. Sixth - marketers have to actually market. Setting up 6sense and handing "MQAs" to sales without running any ads is next to useless - marketing needs to actually create demand. Alicia sets a hard rule where she doesn't hand over any accounts until they actually visit the website. Seventh - enablement around intent. Intent works better when you use the keywords prospects are searching for in outbound or ads. Less effective without. Eighth - missing SDR support From what I can see, ABM is only as effective as the SDR team in place to capture demand Reps needs battlecards to create canned or AI generated snippets based on key signals and intent, and managers need an easy way to ensure MQAs are getting appropriately actioned.

29

11 Comments