Alex McDonnell

Ready to transform your customer success strategy with cutting-edge insights? Dive into this episode of Scale Your Sales, where Emma Lo unpacks the latest trends in customer success and AI-driven personalization. Emma, the onboard czar at Noibu and leader of Canada's thriving CS in Focus community, shares golden nuggets on predictive analytics, the importance of customer advisory boards, and the true meaning of personalization at scale. You don't want to miss this episode; it's a blueprint for game-changing growth! https://lnkd.in/ehqgZB7R #scaleyoursales #customergrowth #techleadership #technology #AI #sales

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ZoomInfo Copilot makes it easier to tailor your outreach to the needs of your prospects. Ensure you're reaching out with the right messaging at the right time with Copilot's AI-driven insights — derived from your CRM data and ZoomInfo's unrivaled B2B data and intelligence. Read the blog to learn how customers like Daniel Londors, EMEA Sales Support Manager at APL Logistics, are finding sales success with Copilot: bit.ly/4aLqrB0 #ZoomInfoCopilot

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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More data means more noise. 🗣️ Despite having more data at their disposal than ever before, GTM teams still struggle to connect with motivated buyers at the right moment. ZoomInfo Copilot uses AI to cut through the noise and identify intent signals that show a prospect is ready to buy. Portfolio Marketing SVP Jam Khan shares how Copilot can uncover hidden buyers and boost win rates ➡️ bit.ly/3y9mada

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How to make sure your sales team follows up on marketing leads 👇 Don’t make them think. And make it so easy for them to follow up. Your commercial teams are busy. And if there's confusion around what they need to do, it won't get prioritized. But if you: 1. Write the copy and sequences for them to use in campaign follow-up 2. Create views in their CRM, so they can quickly pinpoint their leads 3. Help them understand what they’re following up on All they'll have to do is click a few buttons, and they can follow up promptly. This is how you can ensure your leads convert into sales conversations. hashtag#b2bmarketing hashtag#demandgeneration

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Q4 pipeline panic? One of the challenges we're hearing a lot from customers is getting sales opportunities back from a seemingly great database of companies showing intent. How do you identify the people who will make the buying decision from a list of high intent accounts? MQAs represent buying groups who are in buying mode, but without individual contact engagement, your SDR team can be left staring at a metaphorical map without a compass - where to start? In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need tackle this issue and convert these theoretical 'qualified' accounts into actual conversations. https://hubs.li/Q02TdKNZ0 #revtech #demandgeneration #pipeline #intent #b2bmarketing #abm #demandmarketing #sales #conversion

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Q4 pipeline panic? One of the challenges we're hearing a lot from customers is getting sales opportunities back from a seemingly great database of companies showing intent. How do you identify the people who will make the buying decision from a list of high intent accounts? MQAs represent buying groups who are in buying mode, but without individual contact engagement, your SDR team can be left staring at a metaphorical map without a compass - where to start? In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need tackle this issue and convert these theoretical 'qualified' accounts into actual conversations. https://hubs.li/Q02TdFbV0 #revtech #demandgeneration #pipeline #intent #b2bmarketing #abm #demandmarketing #sales #conversion

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Struggling to align your teams on the real impact of your ABM strategy across business units? With Octane11, you can finally get a crystal clear, 360 degree view on marketing and sales efforts, giving every team—from your agency partners to your analytics pros—the insights they need to drive success. 💡📊 🎤 Hear it straight from the VP of Marketing at a $500M company: "There are learnings from Octane11 for the media, content, and sales teams, for our agency and for our analytics team as well." Ready to see how Octane11 can unlock the full potential of your ABM strategy? 🚀

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Can you tackle all kinds of churn with the same retention strategy? In B2B SaaS, not all churn is created equal. Let’s take the two main types of churn: active and passive. Active churn happens when a customer actively decides to leave – maybe they're unhappy with the product, found a better deal, or their needs changed. It's like when you consciously decide to switch from Mixpanel to Amplitude because of some exclusive features. To combat this, focus on enhancing customer satisfaction. Regular check-ins, personalized solutions, and listening to feedback are key. It’s about making them feel heard and valued! On the flip side, passive churn is sneakier. It’s when customers leave due to payment failures – expired cards, insufficient funds, or other technical glitches. Think of it like forgetting to update your card info on Netflix and suddenly, no more binge-watching. The fix? Smart payment retries, clear communication about upcoming expirations, and ensuring a smooth payment process. Using the same strategy for both types of churn is like trying to use a hammer for both nails and screws—it just doesn't work. #B2BSaaS #CustomerRetention #ChurnManagement #Kale

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Shout out to all the sales enablement folks, AEs, sales engineers, CSMs, growth marketers and content marketers for having PMMs backs and being their work BFFs. 💛 - PMMs who appreciate your feedback and collaboration

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Need to transform your SDR team’s performance? How to help your sales team achieve results that will earn you trust and budget. First, audit your content arsenal. Are your SDRs armed with the right tools? Invest time in creating or curating great collateral that addresses your Ideal Customer Profile’s (ICP) pain points and your solutions. Convert the best-performing material into templates. If budget allows, invest in intent tracking tools like ZoomInfo. Provide your SDRs with real-time intelligence on potential leads. This could involve identifying companies visiting key pages of your site or using tools that detect general intent based on topics. Now, launch micro-campaigns. Develop industry-specific value propositions and targeted landing pages. Your SDRs need ammunition that speaks directly to each vertical. Always measure & optimize. Track response rates, meeting conversions, and pipeline velocity. Use these insights to refine your approach. Don’t fear failure – it’s the only way to hit the target. Make small changes based on what works and what doesn’t. What’s working for your SDR enablement? While it can be an overwhelming project, it’s crucial for establishing the foundation for solid growth. #B2BMarketing #SalesEnablement #CMO #Leadership

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Next year, Lightspeed Commerce will exit its teenage years and turn 20. What does that maturity mean? For me, it’s all about shifting from simply a growth mindset to one of profitability. I sat down with Gus Papageorgiou, our Head of Investor Relations and host of the Inside Lightspeed podcast, to discuss this cultural shift, where we’re heading, and how my role as CEO will guide this moving forward. When Lightspeed first started, we were all about seizing opportunities — whether it was moving to the cloud early on, expanding into new markets, or launching payments. These bold moves have driven us to where we are today. Now, as we approach this new chapter, we're putting an emphasis on: - Doubling down on areas where we can truly excel and deliver the most value to our customers. - Making profitability our new North Star and ensuring that every move strengthens our foundation. - Staying true to our core mission: helping SMBs thrive. But now, we’re doing it with a sharper focus on long-term success. Had a great time reflecting on Lightspeed’s past, as well as discussing our vision for the future. Check out the full podcast here: https://lnkd.in/gF3vG-Qn

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When sellers are buried in admin work, they’re spending less time with buyers, slowing down deals, and stifling revenue. With the Showpad Enablement Operating System, sales leaders like you can free up their teams to focus on the art 🎨 of the sale, while our AI science 🧪 takes care of the dealmaking details. Hear it from customers across three sectors how Showpad’s eOS® helps sellers be more productive — with a multiplier effect on revenue. https://lnkd.in/g6zVip-c

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CRO and RevOps roles are failing. The vision isn't materializing. The CRO was meant to lead all revenue, to break down silos, to align goals, strategies, process, metrics across the entire revenue engine. How often is this actually happening? RevOps was meant to help these CROs actually make this happen. As the CRO works with the CEO, ELT and Board to set the vision and build the team, RevOps was meant to build the tactical plans, processes, reporting and systems to help the CRO execute. How often is this actually happening? How many CROs can say they have: - Oversight of all sales, marketing, AND CS? - Aligned all these teams on a set of shared goals? - Visibility into metrics from Lead to Close to NRR? - Clearly defined processes across the revenue team? - Insights from data on what's working and what's not? - A real target and annual plan built on real historic data? - RevOps that brings insights and ideas to drive revenue? How many RevOps teams can say they have: - Clear company level OKRs? - Clear big priorities to tackle? - Time and space to focus on them? - Time and space to actually be strategic? - The resources to find better ways to GTM? - And not just a flood of one-off random request? As a result, both the CRO and RevOps titles are being rebranded. They've become meaningless terms for the above reasons. So we're now debating what to call these roles instead. Forgive me for being a Debbie Downer. I LOVE GTM! And we're getting there. One small step at a time. One company at a time. But most companies have a long way to go. ✌️

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WHAT YOU'RE ABOUT TO HEAR IS FROM A REAL CRO Stop trying to fix CRM Hygiene issues with the same failed strategies over and over again. With Scratchpad, companies are improving CRM Hygiene by 80% in two weeks. 🚀 Smoother handoffs 🚀 More accurate forecasts 🚀 More time for coaching and less time chasing down reps for updates Learn more or try it free at the 🔗👇 #Sales #Revenue #CRMHygiene

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Hitting both short and long term revenue goals requires a lot of buy-in across GTM teams. In this episode, we unpack success stories from years of trial and error, strategies for driving alignment with sales, and ways to keep pricing simple as technology evolves. Pete Eppele Rich Flati Jeet Mukherjee Tracy Dent Full episode here: https://lnkd.in/d5niQ5MT

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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3 months of free Buyer Intent Data?!? Yep. 🎁 Discover which accounts are actively researching products like yours with TA’s buyer intent data - now available in ZoomInfo! We’re THRILLED to announce our partnership with ZoomInfo to bring TechnologyAdvice's exclusive 1st-party Buyer Intent data into the ZoomInfo Sales platform. And you can try it out for 3 months - for FREE - no strings attached. This new integration helps marketing and sales teams find the right buyers at in-market accounts, so you can: 🎯 Identify which companies are researching products like yours across TA's network of B2B media brands and product review sites. 💰 Build more pipeline by prioritizing accounts who are ready to buy. 🛑 Mitigate churn by identifying customers researching new products. To celebrate the launch, we’re offering ZoomInfo Sales customers a 3-month free trial if you sign up this month. No credit card required, no strings attached, we just want to see if you love it! Sign up here and let us know what you think: https://hubs.li/Q02-mG0K0 #b2bmarketing #buyerintent #zoominfo

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