Elisabeth Allison

Here's what elite sales enablement teams do in their reps' first 30 days. Taylor Jurgens VP of Enablement at Ushur, helped build Auth0's enablement from scratch and scaled it through Okta acquisition. Under his enablement program, 90% of reps hit quota every year. His rules: ✅ First 30 days = PURE enablement ❌ No Salesforce dive in ❌ No account assignments ❌ No distractions What did they do? 🥊 Mostly role plays! ONE focus: Mastering discovery. 📖 Inside this deck you'll discover: how Auth0 achieved ✅ Reps fully ramped in 60 days ✅ First deals closed in 6 weeks ✅ 90% of reps hit quota every year ✅ Sub-90 day sales cycles ✅ 4% sales team turnover

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So proud that MongoDB has been recognised by RepVue as a Top 20 Org for Professional Development and a Top 20 Org for Publicly Funded Companies. And it's all thanks to the MongoDB team for personifying our values every day. It's a vision that starts from the top and permeates every corner of our global sales team. We believe that it's our profound duty to nurture the next generation of sales professionals and empower them to one day step into bigger leadership roles themselves. We instill the importance of taking risks, embracing failures as learning opportunities, and pushing each other to break through self-imposed limitations. Here's to many more! 🥂 #MongoDB #leadership #culture

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Today we are announcing 2 things. First, that we raised £1,000,000 investment from Emerge and Revenue Syndicate. Second, that we have had enough... We have had enough of incredible Enablement people being fired. We have had enough of Enablement functions having to justify their existence. We have had enough of Enablement Software blaming vendors for not seeing results. It’s time for a change. Replicate Labs has changed role-play from something reps shudder at the thought of, to something materially useful. We have enabled feedback and coaching on-demand without destroying managers time. Now it’s time to connect the enablement-world to the real-world and measure, prove and inform real business impact. ROI has become a buzzword, shrouded in confusion and conflating product usage with business value. ROI cannot be measured in some made up metric that’s put on a slide at renewal time. ROI is very simple… you buy software to do a job, does it? In our world, that means: 1) Do people actually practice and improve? 2) Do they take that skill to the real world and use it with actual clients? 3) Does that make a difference on call outcomes? 4) MOST IMPORTANT: Does it improve a KPI you care about regardless of the software? Does it get you more meetings, more pipeline, more money. It's time to start demanding more from your software providers: demand evidence that it works—not just usage, sentiment, or exciting roadmaps, but simple, clean, undeniable evidence. Welcome to the team Emerge and RS, we’re super excited to work with you to make the function, people and impact of enablement the main driver of growth at any business. P.S. The investment is a major milestone in our startup journey. Even though the post is more about our direction and POV, I want to shout out to my partner Alex Berezovskiy, our advisors Al Newman and 🦖 Hector Forwood 🦕, our original investors Al (again) and SFC Capital and our newest team member Alpesh K.. I love working with you all, thank you for everything you have done to get us here.

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Interesting perspective on what SaaS GTM teams should be doing in order to retain clients. Also many insightful comments WRT overhiring practices, a growing dissatisfaction in the partner ecosystem, and the implications of a vendor lock-in through a 'one platform to rule them all' approach. #saas #digitaltransformation #composability #retention #strategy

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Many of the RevOps teams I meet have had some version of tiering or scoring that they rolled back. ‘Reps didn’t trust it’ ‘It wasn’t aligned with conversion rates’ ‘It worked in testing but then didn’t work ever again’ So what should you do? Well, it depends on what you sell. 1) If you sell at a contract value where a quote-carrying rep has more accounts than a human can reasonably prioritise, then the granularity of scoring can help with focus. 2) If you sell a product where there are clear distinctions between relevant and irrelevant accounts then it's generally easier to implement tiering. But everything else equal, I would say that: 1) It is easier to add granularity than to remove it. Start simple, usually, that means tiering. 2) The underlying data matters more than the prioritisation engine itself. If reps don’t trust the data, nothing else matters. 3) Explainability > precision. No one trusts a black box. We try to be pragmatic. Sometimes it’s also just not worth changing and improving the underlying data quality and adding an explainer is what makes the most business sense.

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It's coming home. SaaStock's coming home. To Dublin this October. 14-16th. And we're opening our doors to 4500 SaaS Founders, Execs and 600 Investors for the biggest gathering of SaaS decision makers in Europe. It will be the place to have meaningful conversations to take you and your SaaS to the next level. To get hundreds of leads to help with your Q4/Q1 goals. To meet with Investors to help with your next funding round. It's only been 12 months of hurt by October, since the last SaaStock. Don't score an own goal or get sent off by your company for missing out. Book your ticket or space to exhibit today. #saastockeurope #saastock2024 #saasconference #b2b #meetings #connectandthrive

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I shared some thoughts last week from my co-selling roadshow on tips for scaling co-sell with AWS. TL:DR it was about focusing where you are already strong in your GTM for any cloud co-sell. This week, I want to talk to you about teaching your sales team how to sell with cloud providers. Co-sell deals live and die in the field, between your sellers and cloud sellers. Don't leave this delicate dance to chance. If you are an Alliance Leader, learn all you can about the partner cloud sales team and incentives. You are the translator between your sellers and the partner cloud sellers. Dive deep. Be the expert. But that isn't enough. You need your sellers to know what to expect and be ready for a co-sell call with a cloud seller. We are different than your other partners. We aren't a reseller, our sales team is large, and every cloud provider has tons of native services and solutions they are selling (AWS has more than 200). We also think differently, we are customer obsessed, work backwards from customer problems and are long-term focused (a cloud transformation is a long journey). Your sellers need to understand: - who they may run into on the call - demystify the roles at a cloud seller - how they are paid on co-sell deals, what's in it for each seller - how big the cloud seller patch is and how it aligns to your field team territories - what they can ask for from a cloud seller (and what to avoid) - what expectations to have going in to a co-sell call If you are early in your co-sell journey, you need to babysit all these co-sell calls. You may not have the right to educate and enable your whole sales team right now, so instead, focus on just-in-time prep of a seller before a co-sell call and YOU run the call for maximum outcomes. As you gain mindshare and wins with the cloud partner, use your sellers as your PR team, have them share their wins with their peers at every sales team call. Once the co-sell flywheel starts spinning, survey your sellers on what they know and don't about cloud co-sell and build a solid training and enablement plan. Every new hire needs to learn the ropes, each seller should be able to understand the co-sell strategy and mechanism at your company and how we help each other. Are you thinking about your cloud co-sell session at Sales Kick off? You should be. Call to action: End the year strong with a few key co-sell wins, some sellers who have drunk the cool-aid (and made money), and earn the right to take the stage at SKO to talk about cloud co-sell for 2025. Need to learn more about co-sell with AWS? Link in the comments is to a co-sell foundation course with AWS. Great for alliance leaders and sellers to take (all types of partners: consulting or ISV partners). Want to learn more? Let's talk.

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Big news! 🎉 Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent  ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers   Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/d754chjE

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Friday morning thoughts before traveling to #Ireland attending SaaStock next week: as a sales person, if I am going to be sited next to a representative of the low cost airline I am using, but I don't know anything about their industry and I still want to start a conversation, address an area of interests, and build rapport with him or her, what can I do? As a user of SalesOMMO I can instantly (just before take off) identify challenges in their industry: 1. increased competition in the airlines/aviation industry 2. the negative impact of the COVID-19 pandemic on travel and tourism 3. the need to continuously improve and adapt their technology and digital platforms to meet customers' changing expectations and demands Not too much we can about the first two points, therefore I must think more about how can I help them get more customers, or improve travel experiences for existing one. If I would use the onboard Wi-Fi service during the flight, my integrated virtual companion could offer me additional suggestions, so here it is: "SalesOMMO can provide sales and marketing solutions to help Ryanair increase revenue, enhance customer acquisition and retention, optimize sales processes, and improve overall sales performance. SalesOMMO can offer data-driven insights and analytics to identify new sales opportunities and target the right customers effectively. SalesOMMO can also assist in implementing customer relationship management (CRM) systems, sales automation tools, and lead generation strategies to streamline sales operations and drive growth for Ryanair." My Goodness, now I know why we decided to use AI just to provide suggestions to humans, and not start automatically stupid conversations by letting AI hallucinate about things the are still on our secret roadmap, or have never been on our roadmap. Luckily low-cost airlines are not in our idea target customer profile, and definitely we shall train better our agents. Better start the conversation by talking about the weather storms above Europe today. C U in Ireland next week SaaStock, meet us on booth B15, we can discuss about challenges you have meeting new people from industries that you are not familiar with, and how you can uncover insights and build rapport with them. #SaaStock2024 #seeyouatSaaStock #Sales #Research #Automation #People #WinMore

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Picture a SaaS world where: - The Customer Success org starts with Solutions - There's a Chief Solutions Officer on the board - AEs consult with SEs on all ongoing deals - Customers talk 80% in conversations - Focus is on adoption, not renewals How much retention would go up? I'm guessing by A LOT. P.S: Because customer adoption almost guarantees renewals. #presalesevolution #customersuccess #saas

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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Introducing WebSight Buyer ID — our newest GTM signal that takes the guesswork out of prospecting. 🔑 Every day, high-value decision-makers visit your website — but who are they? Without the right tools, these opportunities slip away unnoticed. That's where WebSight Buyer ID comes in. This new signal identifies decision-makers or previously engaged leads visiting high-intent web pages, delivering real-time alerts so you can act fast. Gone are the days of generic outreach. Now, you can focus on the right people at the right time, with tailored messaging that drives engagement and builds trust. Ready to learn more? Head to the blog: bit.ly/3Bia4Ab

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Kellie Capote, our inspirational Chief Customer Officer, just shared a 🤯 stat with me: 52% of our clients have had a change in #CustomerSuccess leadership in the last year. Our sample size is big (approximately 50% of CSMs in the world use Gainsight). So the data point is statistically significant. I know some of you deal with this in your client base (especially if you sell to Chief Marketing Officers! 🤷🏾‍♀️) If you're a CS leader (at any level), how do you keep your job? 3 ideas: 🎯 Review your CEO's strategic priorities (e.g., from your company all hands meeting). Can you make a crystal clear tie in to how your work supports most of the goals? 💰 Meet with your CFO regularly - proactively. Present industry benchmarks to them. Share what you are doing to get more efficient. Show them experiments you are running to demonstrate the ROI of CS. 👊🏽 Build a coalition with your head of Sales, Marketing and Product. Don't go to them and say "we need to be more customer-centric" or "my customer needs X" or "we need to stop overselling." Instead, use the age old advice - help them first. If your CMO says they need references for Gartner, get on a call the same day or next day and start building the list. If your sales leader is struggling with enablement, join first calls with reps and talk about customer stories. If your product leader has a new launch, say "I know the best thing is to release something that is used and customers love - how can I help you?" It's go-time in CS. 💪🏽 What would you add to the list in terms of preserving the CS team and leadership roles?

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Get up to speed on any account in 30 seconds with ZoomInfo Copilot. On the latest episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how ZoomInfo Copilot is changing the game for AEs and AMs. ZoomInfo Copilot makes meeting prep and account research simple — surfacing everything you want and need to know about an account. From recent engagements and key contacts to upcoming deals, ZoomInfo Copilot's AI Account Summaries help frontline sellers prepare for any customer interaction. Have a question? Just click "Ask Copilot." See how it works. ⬇️ #ZoomInfoCopilot

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RevOps leaders are building their tech stacks around tools they are confident can scale alongside their growing teams (and complexities). Today QuotaPath has released a series of features that position us as the most adaptable commission software for high growth teams with complex compensation problems. I use QuotaPath constantly (a fun perk of the job), and we are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process promises that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. Congrats to our team and thank to every customer who has contributed to QuotaPath’s evolution. 

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