Aurora Chun

I’ll keep this short and sweet. After 7.5 years, I say goodbye to Okta. 7 different roles spanning everything from Product Marketing to Demand Marketing and everything in between. $100M~ in ARR to $2B+. The creation and re-invention of multiple market categories. From just a few thousand customers to north of 20,000. Truly iconic, and I consider myself lucky to have been a part of it. Todd McKinnon and Frederic Kerrest, it was a heck of a ride. As for what’s next, I’m excited to share that I’m starting my adventure as Chief Marketing Officer for Axonius. A few important considerations in choosing my next gig: (1) the opportunity to partner with fantastic founders in Dean Sysman Ofri Shur and Avidor Bartov who bring unparalleled expertise, integrity and intellectual curiosity. (2) a market opportunity that is massive, pervasive and untapped (CAASM) … and it’s just the beginning. (3) technology that customers love. Axonius delivers on all of this and more. The future is bright and I’m really excited to get started.

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Feeling inspired and recommitted after last week's GTM Partners Seattle roadshow. Much like reading your favorite book or watching your favorite movie, every time you play it back, you catch something new in the content. Some of my favorites nuggets I'll take with me into this week: "When you are unfocused, you pay an optionality tax" - Bryan Brown when discussing how focus will set you free in your GTM strategy. Whether it's your external offer to the market or your internal priorities, determine where your business can grow the most and skate there with speed and clarity. "Train AI to speak like your superhuman seasoned sellers" - Angela Frackowiak dropping unreal levels of knowledge and insight into how she, Branislava Jelicic and their team at Armis are using Regie.ai to scale the operational complexity of their inbound and outbound motions. "If you ask department questions, you get department answers" - the silo'd problem-solving across the GTM teams has to stop. Elevate your cruising altitude by using frameworks that don't pit functions against each other, but rather seek to draw out cross-functional solutions (I took a great framework pic at the event for anyone who wants it). H/T Outreach for letting us drink in your beautiful office view all morning

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Ready to supercharge your financial close process? Buckle up because we've got some real-world success stories that'll make your jaw drop … 🚀

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I’m excited to share that I've joined the 7AI team as Head of Growth Marketing! I couldn't be more stoked about the opportunity to get to work alongside Lior Div, Yonatan Striem Amit, and Nathan Burke once again. If you're curious to learn more about 7AI, check out the video from Nate the Great below. WARNING: Video contains mentions of chainsaws and bald-faced hornets.

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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How to turn Gong's new ‘Ask Me Anything’ feature into your 'Aha Moment' machine. Creating a strong ‘Aha Moment’ during discovery calls and demos is essential: 💡 Value realization - It makes the prospect instantly grasp the product benefits and how it can solve their problem. 😀 Emotional connection - It triggers feelings of excitement and relief, creating the necessary switch from "Hmm, interesting" to "Wow! This is exactly what I need!". 📈 Boosted conversion - It moves the prospect down the funnel, as they’re eager to learn more about how the product can benefit them. Therefore, providing Revenue teams with these exact lightbulb-turning-on moments is GOLD. ***************** I’ve been experimenting with ‘Ask Me Anything’ for a while and fishing out ‘Aha Moments’ is definitely one of my favorite use cases. This not only helps you save time (remember the days we used to listen to individual calls?) but mainly helps identify these incredibly subjective nuances that come with buyer intent. ***************** Here’s how I go about identifying Aha moments using Gong + two examples: ✅ Step 1 - Define the specific ICP or product you’re looking to get Aha moments for. As an example, the Aha moment for my company’s eCommerce product might vary between SaaS / Agency / Enterprise audiences. ✅ Step 2 - In Gong’s Conversations > Search tab, filter the calls you’d like to analyze (in my case, I filtered by Introduction/Demo calls for the SaaS ICP). If you’re using the same filter frequently, I recommend creating dedicated Streams for that, which will then appear in Conversations > Company library. ✅ Step 3 - At this point, I query each call manually, which allows you to sharpen the prompt if needed and to get full context. This is probably still quicker than the other alternatives. The prompt I used was “What is the aha moment for the customer?” (which required a few revisions BTW, like opting to use the term “customer” rather than “prospect”, as it generated a more elaborate response). ✅ Step 4 - Aggregate all the Aha moments collected and start looking for interesting themes and patterns. Notice that the relevant video snippet is available at the bottom right. ✅ Step 5 - Share share share. For non-revenue teams - I recommend sharing some screenshots on Slack for visibility. You’d be surprised how many ideas this data can evoke (a new concept for customer success stories, for instance). For Revenue teams - What’s nice is that you can share this data in a very granular way, for example: for SaaS Sales reps, I can provide the top three features that triggered Aha moments for SaaS prospects who were shown the new eCommerce product. These insights can then be applied to sharpen various materials like demos, sales enablement assets, email cadences, and more. #productmarketing #saasmarketing #b2bsales #Gong

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demandDrive, the industry-leading integrated sales and marketing agency, is transforming their prospecting efforts with the help of ZoomInfo. 🤝 🏁 ☀ AJ Alonzo, Director of Marketing at demandDrive and ZoomInfo Champion, shares how ZoomInfo WebSights helps his team uncover insights about website visitors' behavior — allowing them to personalize outbound efforts and improve their prioritization processes. The result? Millions of dollars in ARR. Learn how demandDrive is turning page views into pipeline with ZoomInfo: bit.ly/4dgBN1G

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Sellers – Did you know that a simple phone call can double your email reply rate? Join Nick Cegelski (Co-Founder of 30 Minutes to President's Club) and Ernest Owusu (Head of Sales Development Transformation at 6sense) uncover what turns cold calls into real conversations. Join them on Dec. 3 at 9am PT/12pm ET/5pm GMT to learn: ➡️ Why outbound calling doubles your email reply rate. ➡️ How to identify high-propensity accounts and contacts using tools like 6sense. ➡️ Context-first openers that grab attention and avoid the “telemarketer” label. ➡️ The secret to crafting “problem propositions” that resonate with prospects. ➡️ Proven strategies to maximize your connect rate and overcome objections. Register here and add it to your calendar: https://okt.to/tJ3Dfg

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Attention San Francisco! Join me and other RevOps pros at RevOps After Dark to discuss some of the hottest topics in revenue right now: -- AI & Tech. -- Strategic alignment. -- Collaboration. -- Market trends. -- The future of RevOps. Don't miss out on this opportunity to join the conversation & network with like-minded professionals. Check out the link for more information and feel free to share! #RevOps #SanFrancisco #Networking

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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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Solid points by Daphne. If your outreach does not include why I should talk to you, I am not going to talk to you. Same applies when I am trying to get you to talk to me. When sales/CSMs craft outreach emails, it needs to include the following upfront (first or second sentence): - Purpose of the outreach - Expected Value from engagement

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When I first joined Frontify and the partnership team, I quickly got used to using Gong for all my external calls. The funny thing is, more often than not, the people I'd speak to would also get very excited about it and ask if they could get it too (mind you, this was BEFORE the big AI hype). So naturally, when Udi Ledergor 🏳‍🌈 invited marketers to talk to him and learn more about how to leverage Gong for marketing, I was excited to hear more. While talking to Udi, I was reminded again about what a great tool Gong is (yes, I work for a SaaS company, and I love software, so what) and how easy it is to leverage for direct feedback at scale from your customers and prospects. Thanks so much for the insightful session, Udi!

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What could you get done with 52 hours back? 66% of sellers reported spending more than an hour researching each new prospect. In our State of Prospecting survey, we found that the majority of sellers spend significant time on prospect research. Imagine reclaiming those hours with the help of AI tools designed to streamline your efforts. The possibilities are endless when you leverage AI to boost productivity and efficiency. Find out how you can get those hours back: https://lnkd.in/gMr_3UNA

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A high-performing GTM strategy doesn’t hinge on perfect attribution. It hinges on alignment, collaboration, and efficiency. This means moving beyond the narrow lens of departmental KPIs and adopting a holistic approach to pipeline creation.

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The best proof is always customer proof. Qualified works.

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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I love this demo from Amy Bauer. I've also been digging into some research from Slack about the challenges of getting employees to adopt agents. And some of those challenges are cultural. People don't feel like they have permission. Not security permission, but cultural permission. It's a minor beat in this demo, but notice Amy sharing an agent response with the team. That's behavior modeling and it helps demonstrate to others how to use agents and that using agents is okay.

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This one is a longer read for those who evaluate event brokers for your organization. Comes with a handy checklist right up front to help build your own requirements tables.

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