Ernesto Castillo

ICYMI This month, Gong was named a leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024 report. The report evaluated 12 ROPs providers across 29 criteria. Here’s how Gong stacked up: ✨ Top score in the current offering category ✨ Highest possible scores in more criteria than any other vendor evaluated ✨ Only vendor to earn top scores possible across the three AI criteria For context… Revenue orchestration platforms (ROPs) combine sales engagement, conversation intelligence, and revenue ops, serving as a key partner for GTM teams hoping to streamline workflows, save time, and drive growth. Hungry for more? Forrester’s report highlights what *exactly* revenue orchestration platform customers should look for from providers. Check it out here: https://lnkd.in/gUmxBBdq

53

How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

2

THE RESULTS ARE IN 👀 Gong was named a leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024 report. Forrester describes Revenue Orchestration Platforms as a consolidation of functionality across sales engagement platforms, conversation intelligence (CI) tools, and revenue and operations intelligence — and we’re thrilled that they ranked Gong as a Leader. ✨ Top score in the current offering category ✨ Highest possible scores in more criteria than any other vendor evaluated ✨ Only vendor to earn top scores possible across the three AI criteria As the report states, “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.” And we’re just getting started. Our rich history with AI showcases our dedication to continue evolving how we improve seller outcomes. Discover all the findings from the Forrester report here: https://lnkd.in/gqTMK-hq

123

4 Comments

Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

4

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

125

2 Comments

Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

19

3 Comments

Leaders: it can feel like everybody has their own priority and their own metrics... Do you relate? 😕 We asked Rashida Goryawala, a Lead RevOps Strategist at RevPartners, how to ensure your entire C-Suite is on the same page ahead of 2025 planning. Her answer? You **have** to start with alignment on shared values and principles. That way, if things get out of hand, you can go back and remind people where you started. At RevPartners, we stand out in the HubSpot ecosystem because of the RevOps principles that we bring to your team to help you scale and drive growth. 🚀

17

Great interview with Nick Mehta, CEO of Gainsight, about the power of net retention, a metric we've written about a few times. "Net retention has become, by far, one of the top metrics that people look at in SaaS. We’ve done research on publicly traded stock multiples, and net retention—as much as almost any other factor, right alongside growth rate—is one of the biggest drivers of shareholder value." https://lnkd.in/g3eFgqtH #netretention #metrics #SaaS #customersuccess

2

"We need our AEs to source more of their own pipeline." When we've brought together rooms of revenue leaders like this at Sales Assembly this year, this has been one of the topics brought up most often. So...what's a leader to do? Outside of setting clear expectations that inbound will only make up a fraction of a rep's pipeline going forward (and thus you'd need to self-source if you want a shot at, I dunno, making $$$), some ideas to consider include: - Consider higher commission rates for net-new, outbound-driven deals. This obviously rewards the harder work required for self-sourced deals. That said, avoid disincentivizing inbound leads (despite how attractive that idea might seem). - Structure contests and spiffs around outbound prospecting activities – calls made, connections requested, etc. Makes it a focused game. - Leadership needs to be consistent in clearly explainining the "why" behind self-sourcing expectations. Reps need to hear this is a priority. - Finally, and this one is critical: ensure sales enablement provides outbound prospecting training and resources to build rep skills and confidence. If you ain't giving them the tools, they won't be able to finish the job. FYI when I get hit up by leaders looking for new AEs to add to their team, the ability to self-source (and documented experience being able to) is near the top of the list of requirements. This expectation aint going anywhere anytime soon. PS - Matt has gracefully returned the keys to the Capchase LinkedIn account back to their rightful owners, so your feed will no longer be littered with his nonense! For now, at least. 😬

16

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

13

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/gZ7qQftm #salesenablement #change #saas

9

2 Comments

Fast follow-up can make all the difference when warming up leads. At H1, BDR follow-up happens within 24 hours. That's how Kristina McConnell and her team ensure that they don't lose an opportunity because of a lack of cadence. She explains more in this episode of the RevOps Hero Podcast. What's your team's time frame for following up with new leads?

1

1 Comment

[Live Today] Measurement Systems for Sales Enablement For enablement professionals, it can be a challenge to figure out what metrics to track and how. It's essential to have systems in place to prove the ROI of learning initiatives and plan new ones. But where do you start? In a few hours, Andy Springer of RAIN Group Peter Kyranakis of Allego will share their approaches for creating scalable, consistent measurement systems. Sign up for the webinar here: https://hubs.li/Q02FQBKc0 Can't attend live? Register anyway and you'll receive the slide deck and recording after the event. #salesenablement #enablement #revenueenablement

4

Go ahead...hit that Gong 💥 We've teamed up with the talented folks at Gong to bring Ecosystem Intelligence into your revenue workflows! 🙌 Crossbeam Copilot for Gong puts Ecosystem Intelligence and insights directly within Gong so you can access key ecosystem data to provide context, improve engagements, and close deals faster. 📈 The best part? Do it all within Gong Engage to stay in the flow of work 😎 Here’s a quick rundown of what teams can do: - Simplify prospecting with access to automatic partner overlap data - Uncover better leads, identify key contacts and easily add them to your CRM - Leverage plays packed with relevant actions to take based on contextual insight for every deal - Close deals faster with access to warm intros and account insight right from within your app Learn more: https://lnkd.in/gP8VcziH

40

1 Comment

A Sales skill you're rarely taught but that can change your life is self-regulation.   I've been in sales and leading revenue-generating teams for over twenty years. I've worked with thousands of sellers, and one thing always rings true—Sales is highly emotional and incredibly stressful for most people. Learning to self-regulate our emotional and mental energy more effectively is a significant strength most salespeople would benefit from. Why is Sales so emotional? High Stakes Sales professionals often deal with significant financial targets and commissions. The pressure to meet quotas and achieve goals can lead to stress and anxiety. Rejection Frequent rejection is a part of the job. Constantly hearing "no" can take an emotional toll, affecting confidence and motivation. Personal Investment Salespeople often invest a lot of personal effort and time into their work. When deals fall through, it can feel like a personal failure. Relationship Building Building and maintaining relationships with clients requires emotional intelligence and empathy. These interactions can be rewarding but also draining. Competitive Environment The competitive nature of sales, both within a company and against competitors, is a high-pressure environment. Unpredictability The outcome of sales efforts is often unpredictable. This uncertainty can cause stress and emotional highs and lows. While a 30% win rate is great, it also means you are losing 70% of the deals you are working on. Client Expectations Meeting client expectations and managing their demands can be challenging. Balancing client satisfaction with company policies and profitability can be a source of stress. Work-Life Balance Sales roles often require long hours and extensive travel, impacting personal life and leading to burnout. Taking a long vacation away from nurturing your pipeline can lead to missing your quarterly quota and not earning the commissions you expected Understanding and addressing these emotional aspects can lead to a more balanced and fulfilling career in sales. Self-regulation is managing our thoughts, emotions, and behaviors in response to energy-draining situations. The inability to self-regulate is central to most of the stress, health, and relationship issues (personal and professional) that plague most salespeople. Building the capacity to self-regulate their emotions, attitudes, and behaviors more effectively is a necessary strength that salespeople can benefit from. When we learn to change how we respond, we minimize energy drains and have more energy in our inner batteries, which builds our resilience. When we have more energy (resilience), we have a greater capacity to self-regulate our thoughts and emotions, which affects how well we interact with others, how we present & negotiate, and our ability to listen and think clearly and critically.  

57

7 Comments

Jeb Scarbrough, COO of SalesVista, understands that the companies of tomorrow need true precision and clarity in their sales compensation to elevate their strategic path. Carefully calibrated automation removes the risk of human errors, and real-time data insights keep sales teams motivated and engaged—so they can focus on doing what they do best! Imagine your sales force with a clear view of their performance and rewards. No guesswork, no delays—just straightforward, transparent compensation management. With SalesVista, every effort is precisely rewarded, propelling performance upwards and solidifying trust. It's time to say goodbye to yesterday’s methods and elevate your incentive strategy with unparalleled adaptability and transparency in sales compensation automation. It’s time to say hello to the sales commission revolution. #Sales #FinTech #EmployeeEngagement #SalesCommissionRevolution

9