Chris Murray

#GrowthMarketingSummit With this clip, Jonathan Spier dives into close rates. As it's widely accepted to have a 15% close rate, he explains it's not really a 15% rate - if you look at the pipeline that doesn't match your ICP - the close rate is closer to 11% (they refer to this as aim-out). Where you've seen a pipeline match to ICP (they refer to this as aim-in), you'll get a close rate of 33%. It's about the right targeting. #Pipeline #SaaS #B2B #Aim #EfficientGrowth #Prospects #Targeting

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HG Insights ABM scoring solution in action… You’ve got it…a list of your ideal prospects showing the highest propensity to buy… What now? 🤔 How are you driving the effective execution of this invaluable information across your sales teams at scale? Dynamic data is constantly evolving, the key is speed. ⚡ Without a clear, practical framework in place on how to act on this data, the value is eroding, and your competitors are getting to your key accounts first. SGT is helping companies around the globe quickly implement a clear structure and process that embeds this data into the heartland of your sales team to drive rapid adoption and execution at scale. #salesenablement #salesprocess #salesplaybook #salesmethodology #salestransformation

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Looking to build a loyal community and drive revenue through podcasting? Greg Myers shares his expert insights in episode five of Podcast Pointers brought to you by Podcast609 Learn how to leverage podcasting to attract leads, nurture prospects, and close deals. Ready to take your podcast to the next level? Tune in now! #payments #fintech #podcast #podcasting #b2bpodcasting

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Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

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 💜🚀Prospecting with Clay + PredictLeads 🚀💜 Imagine having access to real-time business insights like news, hiring trends, partnerships, and tech stacks - right at your fingertips. With the new Clay + PredictLeads integration, this is now a reality! 🎉 What’s in it for you? ✔️ Personalized outreach with relevant, up-to-date company news. ✔️ Insights into hiring trends to spot growth opportunities. ✔️ Data on partnerships, vendors, and investors to strengthen your pitch. ✔️ A peek into a company’s tech stack for competitive intelligence. Ready to see how it works? We’ve put together a step-by-step guide to get you started. 👉 Read the full blog here: https://lnkd.in/dNPqq3xc Whether you're in sales, recruiting, or investing, this integration will change the way you approach leads and prospects. 💬 Have questions or want to share how you’re using it? Drop a comment below! And as always –> stay awesome! 💜 💪 #Clay #PredictLeads #BusinessInsights #DataDriven #SalesTools #Recruitment #Growth

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🚨 Advisors, Don’t Stay Silent. Elevate the Best Providers 🚨 Your insights hold more power than you realize. By reviewing your favorite providers on the Channel Partner Directory, you boost their credibility, help others make informed decisions, and raise the standard across the entire channel. Why Review? 🔸 Support Excellence: Shine a spotlight on top providers and highlight what sets them apart. 🔸 Strengthen the Network: Equip your advisors with trusted, vetted providers. 🔸 Influence the Market: Your voice shapes trends and elevates the best in the channel. It’s Time to Take Action Review providers using the link below. https://lnkd.in/e6xS4TxF BCM One RapidScale NICE TierPoint Granite Telecommunications Dialpad Five9 eSentire Cisco Zoom 8x8 Lumen Technologies CommandLink Vonage GoTo Thrive Coro Avaya Genesys Nextiva TPx Cato Networks Xcitium Nitel GTT Talkdesk Crexendo® Business Solutions PartnerTap Aryaka Ntegrated For2Fi Adaptive IntelePeer Data Canopy Sangoma Ntirety Expedient 123NET #ChannelPartners #ChannelPartnerDirectory #TechSolutions #AgentReviews

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🎉 The 2024 B2B SaaS Churn Rate Benchmarks Report is Finally Here! 📊 Churnfree has gathered valuable insights from across the industry and crafted a comprehensive report for 2024 B2B SaaS Churn Rate Benchmarks. This report offers the most current data on B2B SaaS Benchmarks. Whether you're aiming to compare your churn rate with industry benchmarks or looking for actionable strategies to boost customer retention, this report has everything you need. 🚀 Don't miss out—explore the full report here: https://lnkd.in/d6AyYUaS #saas #churnrate #benchmarks #report #2024report #2024 #latestdata #stats #lateststats #stats2024 #customerretention #netchurn #mrr #arr #b2bbenchmarks #b2bsaasbenchmarks

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Some predictable pipeline reflections from GTM audits this week: 1️⃣ Many companies are selling too fast, and it's ironically slowing down closed deals. Talking about product and price too early, pushing buyers faster than they're ready to go, dragging buying committee members along that have no idea what you're talking about. Sometimes three steps is faster than one. Be methodical to accelerate pipeline velocity. 2️⃣ Inbound is often fool's gold. The numbers make you feel good but the quality is fleeting and inconsistent. The healthiest companies combine inbound and outbound into an "allbound" strategy that drives more predictable performance and results. 3️⃣ Marketing programs and budgets in complex sales cycle situations need to be managed from the bottom up, not the top down. Cost per lead isn't nearly as important as customer acquisition cost (CAC) and managing a body of work that's at and below that number on a consistent, repeatable and scalable basis. 4️⃣ Smaller numbers are most often your most important numbers. Stop celebrating webinar registrations, booth drop-bys and social followers. Even engagement doesn't matter unless it's paired with an accurate, comprehensive ideal customer profile (ICP) definition. 5️⃣ Politics is killing internal progress and innovation. The most successful leaders create a culture of collaboration and transparency, maintain a "team sport" mentality to go-to-market, and encourage if not require ongoing professional development and learning.

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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  

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We can’t wait to kick things off at Pavilion GTM next week, where we’ve got an exciting breakout session planned. If inbound isn’t driving the results you need (and scaling email or call volume isn’t boosting outbound), this session is for you. Joe McNeill, Influ2’s CRO, will explain how an allbound approach can solve today’s biggest sales challenges and how you can start implementing it right away. Join us on October 15 to discover how to thrive in today’s competitive market: https://bit.ly/3YlWgNV

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Feature Release Stay on Top of Client Follow-Ups with Prospector Pro's Overdue Call List With Prospector Pro's new Overdue Call List, keeping up with client callbacks has never been easier. This feature gathers any missed or overdue follow-ups into one simple list, so you or your team can see exactly who’s waiting for a call back—no more slipping through the cracks! It’s all about helping you stay connected and reliable. When you check in on clients who are expecting a callback, it not only protects your reputation but also shows clients that you value their time. Each call is recorded, AI-summarised, and neatly updated in your CRM without a hitch, so everyone stays on the same page. With all your callbacks organised and easily accessible, you’re not just saving time—you’re building trust and strengthening client relationships. It’s a straightforward tool that keeps you proactive, professional, and always in touch.

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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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With the right pricing model, Product-Led Growth can be a primary driver of SaaS customer acquisition. But it’s important to note that SMB buyers aren't the same as consumers. Is your PLG strategy pricing you out of the SMB market? In part two of our series sharing James D. Wilton’s 7 Commandments of B2B PLG Pricing, we’re exploring why you should gate your packages appropriately. For most SaaS businesses, upsells are an important driver of revenue growth and a PLG strategy means your price structure does a lot of the heavy lifting. If you are using tiers, being able to push customers to a higher tier is extremely valuable, and “gating” can help with that. Gating essentially means placing some kind of capacity maximum – often number of users, or a certain measure of usage – on your tiers. When the customer crosses the threshold, they are required to upgrade to the next tier. Want to learn how to do this and more importantly, what NOT to do when gating? Check out the full article and follow our page to track this series on the 7 Commandments of B2B PLG Pricing. #PLGPricing #PricingStrategy #Monetization #PLG #B2B #SaaS #Pricing #Blog

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Manual commission tracking and payout processes are time-consuming and prone to errors. But it doesn’t have to be that way. With OneHQ’s fully automated commissions system, you can simplify the entire process. Timely payouts, accurate tracking, and no more switching between tools. Spend less time on busy work and more time helping agents.

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Ever struggled to showcase your marketing success to your executives? 🤔 Join Alex Cox of RevSure AI and Nick Bennett for an insightful webinar on mastering the art of "managing up" your execs. They will guide you through creating data-backed and value-packed presentations that showcase your marketing achievements effectively. What you'll learn: 🌟 How to measure and attribute marketing efforts accurately 🌟 Techniques to showcase wins using data and analytics 🌟 Strategies to align marketing objectives with executive priorities 🌟 Tips to improve dialogue and understanding between marketing teams and executives Save Your Seat Today! https://lnkd.in/eWJYsFU8 Don't miss out on this opportunity to elevate your marketing game and impress your execs with solid, data-driven results. P.S. What’s the best marketing win you've had recently? Share below! 👇

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CRM doesn't have to be a four-letter word. But if your CRM isn't providing these four things for your business, you need to take another look at how you're using your CRM to increase sales. Listen & subscribe to the Around The Horn In Wholesale Distribution podcast, or follow us here to get an invite to join us on LinkedIn Live each Friday. #B2Bpodcast #CRM #CRMmarketing #AIforBusiness

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New episode 🎙🔥 Tune in to episode GTM 105 of The GTM Podcast to get insight directly from Sam Blond on: -Why investing early in sales ops and rev ops is critical for scaling revenue. -How to generate demand through creative campaigns and a "concentric circles" approach. -The risks of scaling sales teams too quickly based on flawed hiring models. -What VCs look for in a compelling founder pitch, beyond just business metrics. -Why focusing on generating pipeline is often better than optimizing conversions. -How to leverage customer marketing and "raving fans" as an early acquisition channel. + more Available wherever you get your podcasts, including the links in the comments👇

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