Claire Davis

🎭 Account Handover within the CS Team - it's like replacing the lead actor in a show, ensuring the audience experiences the same flawless performance! When transitioning between CSMs, several scenarios may trigger a handover: - CSM Attrition - CSM Promotion - CSM Underperforming - Account Reallocation - Changing Customer Mix - Customer Segment Changes Our latest infographic breaks down key objectives and activities to ensure a seamless transition with ZERO impact on your customers. 🔍 Curious about more? Download the infographic with the link in the comments to unlock all the details! Special thanks to Guy Galon, VP for Customer Success at Obrela, for sharing this valuable resource with our community. #CustomerSuccess #CSM #AccountHandover #SeamlessTransition #CustomerExperience #Infographic

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Exciting session announcement! Martin Garvey, Director, EMEA Enterprise Sales at Gong will be delivering a session on: Supercharge Sales with AI Learn how best-in-class GTM leaders rev up their revenue org with AI and uncover their strategies for increased productivity, predictability and growth. Join this insightful discussion about the practicality of leveraging AI and how it can play a pivotal role in navigating the evolving landscape of sales. Key Takeaway: The practicality of leveraging AI across GTM teams to generate greater productivity, predictability and growth. Get tickets: https://lnkd.in/ge2VxsEg #B2BMarketingEx24

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NO-CODE AUTOMATIONS FOR INSTANT SALESFORCE UPDATES Transform your revenue operations and help your reps update Salesforce faster to give you and your sales leaders insights into gaps in your open pipeline. Slack Deal Rooms, Missing Next Steps, Expired Close Dates - whatever you need to make your sales process run smoother and data hygiene cleaner. Learn more or try it out for yourself at the 🔗 👇 #Sales #Revenue #GTM

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🚀 In today’s Sales Performance Management (SPM) world, adaptability and flexibility are key to driving success for revenue teams. That’s why we’re excited to introduce Xactly Next – a game-changing evolution in SPM and revenue intelligence. Discover how our 5 pillars of intelligent revenue optimization continue to unlock potential and redefine the future of SPM. https://xact.ly/uhsW5 #RevenueGrowth #SPM #SalesLeadership #XactlyNext

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Wasting time manually dialling prospects and customers one by one? We know the struggle of balancing high call volumes while trying to stay organised and hit KPIs. That’s where SugarLive comes in to make life easier for BDRs. Below, our BDR, Ryan Popek, explains how SugarLive, SugarCRM's built-in dialer system, helps him streamline his workflow. With the click-to-dial feature, Ryan can quickly call prospects directly from SugarCRM and log notes seamlessly. No more jumping between systems or manual updates – everything is integrated, so Ryan can focus on hitting his targets and keeping everything in order. Without it, his day would be a lot more tedious. #BDR #SalesEfficiency #SugarCRM #SugarLive

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Listen to Noah 👇 A CSM should not be allocated customers according to their ARR. It's a common capacity planning mistake. Headcount is often planned at the C-level. But Customer Success headcount can't be figured out simply by looking how much forecasted ARR is coming in next quarter. The CS team itself sits on the best headcount insights. To plan better, we need to understand how much time is needed for: - Each customer in each lifecycle stage - Each customer according to segment - Each customer according to company size (it's a part of it, but not all) - Each customer according to individual needs Only by figuring out this can you properly plan capacity. And then you'll also know how many customers every CSM should have. And of course: It's customers, not accounts 🙂

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hey RevOps - name one thing more difficult than forced CRM adoption by your sales team? 🤔 Forced CRM adoption straight up doesn't work. Instead, you need to sell your sales team on the VALUE of the CRM... ...which will drive adoption. So why not pull out every trick in the book to reduce system friction and put the focus on where it should be? 🤷‍♀️ Join us on Aug 27 at 1 PM ET as industry experts Dailah Lester (VP RevOps at Seeq Corporation), Austin Brusse (Head of RevOps at Coalesce.io), and Camela Thompson (our very own Head of Marketing) share: 👎 Which CRM Admin faux pas kill the will to adopt your systems 🤖 How to automate processes and data entry to reduce “administrative” overhead for your sellers 😮 Selling your sales manager on the value of proactive pipeline management and automated escalations Register now and turn CRM naysayers into CRM yessayers (it's a word, we promise ;) RSVP 🔗 → https://hubs.li/Q02K1yNM0 #revops #revenueoperations #salesops #crmbestpractices #salesoperations #sops #CRM #pipeline

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Hey RevOps Co-op idk if you knew this but, we have some amazing partners 👇🏻 Our partner Salesloft was just recognized as a Leader in Forrester’s Q3 2024 Revenue Orchestration Platforms report! 🏆 Their continued innovation in helping B2B companies scale revenue with world-class sales engagement and orchestration solutions is transforming the industry. Salesloft’s platform equips teams to seamlessly execute revenue strategies, improve pipeline management, and drive better customer interactions. If you're looking to empower your revenue teams, this report is a must-read! 📈💼 Check out SalesLoft’s Forrester Wave Report to see why they’re leading the way! Read the Report - https://lnkd.in/gT38yYdp #SalesLoft #RevenueOrchestration #RevOps #B2B #SalesEngagement #Partnership #Innovation #ForresterWave #SalesTech

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Where does your organisation sit on the RevOps maturity model? https://buff.ly/47iq9Bj #RevOps #b2bmarketing #Sales #marketing #salesops #revenueops

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Revenue cadences touch every aspect of your go-to-market organisation. Clari’s, Parin Lad, Director, Customer Success + Sales Engineering explores what best in class looks like, and how you can apply this to your organisation for an effective go-to-market strategy. #EngageSummit

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🚀 Real-Time Lead Handoff in Salesforce: How SDRs & BDRs Can Maximize Conversions Efficient lead handoffs can make or break your sales momentum. Our latest article dives into how Sales Development Reps (SDRs) and Business Development Reps (BDRs) can seamlessly transfer high-potential leads to Account Executives (AEs) within Salesforce. With the right setup, real-time handoff becomes second nature, speeding up the sales cycle and ensuring valuable leads don’t fall through the cracks. 🔹 Topics Covered: 1️⃣ Automating lead routing using assignment rules. 2️⃣ Using Lead Queues for collaborative team handling. 3️⃣ Opportunity handoff for seamless lead transitions. 4️⃣ Custom workflows for tailored lead actions. 5️⃣ Real-time notifications for instant AE engagement. 🔹 Why it Matters: Integrating LeadAngel with #Salesforce enhances lead routing through dynamic assignment, optimized workflows, and real-time alerts. By automating these processes, SDRs and BDRs can focus on what they do best—identifying and nurturing promising leads—while AEs receive leads instantly, improving response times and conversion rates. Read more on how to optimize your lead handoffs for success! 🔗https://lnkd.in/dXj_M5be #LeadManagement #Salesforce #SalesEnablement #LeadRouting #BDRs #SDRs #LeadAngel #B2BLeadRouting #B2BLeadManagement #Sales #Marketing #SalesTeam

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Customer satisfaction is essential for growing businesses efficiently 👉 BUT we can’t drive up that customer happiness without investing in the teams interacting with them every day On Tuesday 4th June 2-3pm GTM Leaders & Aircall are coming together for a virtual webinar to reveal actionable advice on how busy customer support and sales teams can deploy coaching strategies that boost both customer and employee satisfaction 🙌 Joined by Shabri Lakhani, GTM Advisor, Chris Haddow, Regional Sales Director at Planhat, James Mensforth, Sales Director at Aircall & Lisa Kirkwood-Jones, Commercial Leader from Reward Gateway 💥 🚀 What are the key ingredients of customer and employee satisfaction? 🤝 Where does coaching come into play? 🔥 How can you start being a better coach today? This webinar is free to attend 🙌 Register here: https://lnkd.in/eKh_upjc #coachingstrategies #customersatisfaction #virtualwebinar

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For Revenue Operations Directors, staying on top of market trends is essential. With the rapid growth of sales technology, evaluating RevOps tools has become more important than ever. A valuable resource for this is the HG Insights IT Spend Report, which helps identify spending trends and make data-driven decisions. In this article, key takeaways from the Sales and Marketing section of the report are highlighted, emphasizing the importance of investing in RPM software like Xactly. Read on: https://xact.ly/uhvNZ

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Some insightful takeaways from our IT Spend Report: The Ultimate B2B Market Forecast for 2024. 💡 – Data-Driven Decision-Making: Companies that utilize detailed insights into customer behavior, technology usage, and spending patterns can more effectively target prospects, optimize campaigns, and achieve better ROI. – Targeted Marketing Campaigns: The report suggests focusing on intent signals and firmographic data to identify high-propensity buyers and tailor messaging to their unique needs. – Enhanced Sales Effectiveness: By understanding a prospect's existing technology stack and future spending plans, these teams can deliver more relevant value propositions, increasing the likelihood of conversion. – Personalization at Scale: The report underscores the need for personalized outreach, leveraging data to create customized content, and crafting experiences that align with the specific challenges and goals of each prospect. – Adaptation to Market Changes: The report advises B2B Sales and Marketing teams to remain agile and adaptable, and use real-time data to quickly adjust strategies in response to market changes. This agility is crucial for staying competitive in a landscape characterized by rapid technological advancements and shifting customer preferences. 🔎 Thanks for bringing this interesting lens to our report, Xactly Corp and Bayley Fesler. 🔗 to the IT Spend report in the comments! . . . #technographics #intent #data #personalization #agile

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Revenue Leaders - More than 58% of sellers are missing their quota targets in 2024. (Forrester) The average salesperson only spends 36% of their time actually selling. (CSO Insights) < 50% of B2B SaaS companies have a defined ICP (GrowthMentor) 𝐓𝐇𝐄𝐒𝐄 𝐒𝐓𝐀𝐓𝐒 𝐒𝐇𝐎𝐔𝐋𝐃 𝐇𝐀𝐕𝐄 𝐘𝐎𝐔 𝐖𝐀𝐈𝐕𝐈𝐍𝐆 𝐀 𝐑𝐄𝐃 𝐅𝐋𝐀𝐆...this is problematic! There are many reasons for the above statistics - but it's critical you look ahead at solving them vs looking behind to figure out where you went wrong. We're finding with genAI that there are so many optics within the sales process that can be automated and contextualized. In the revenue world, that takes the form of a Virtual SDR. 👀 These automations offer deep analysis of your historical data, ICP, behavioral trends, wins/losses, and real-time analysis of buying signals that your sales people need to convert 1:1 conversations. We're halfway through the year - so if you're behind your revenue targets, something needs to drastically change. Otherwise, you can't expect different results in H2. Need help knowing what buyers are in market for your services? Looking for an ICP analysis? Let us know. Our Virtual SDR can 😉 #gtm #gtmstrategy #autonomousgtm

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💣 BOOM! 💣 Salesforce’s latest State of Sales report is out and validates what our customers already know - - - co-selling with partners is how companies grow faster. "84% of sales professionals say partner selling has a bigger impact on revenue than a year ago.” 💡 ~95% of companies either are, or plan to be, selling with partners within the next 12 months. See more on page 9 of their just-released research.

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