Dale Zwizinski

SaaS CROs/CSOs with sales teams that struggle to prove value: 👉Check out the benefits of hiring a Fractional Value Leader/Advisor/Engineer providing Value Management-as-a-Service vs. adding it to an existing team member's already overloaded list of priorities Better results: ✅ Increase sales win rates by 40% or more ✅ Reduce discounting by 10-25% ✅ Improved expansion with over 25% higher deal size ✅ Less churn 4 ways a Fractional Value Leader gets better results: 1️⃣ Brings proven tools (Value Discovery, Value Model Design, Value Calculators, Value KPI dashboards, Value Alignment Workshops, etc.) but knows how to tailor them to your go-to-market motion 2️⃣ Leverages experience with diverse companies to drive deeper integration into existing processes across marketing, sales, implementation, customer success, pricing, and product development 3️⃣ Anticipates obstacles to drive higher adoption through better training, coaching, and incentives 4️⃣ With value as their only priority, a fractional value leader provides faster and more thorough sales and customer success support particularly when other initiatives are consuming in-house resources Investing in a Fractional Value Leader is at least a 10x payback within a year. ⚠️ Maximizing the return on your value (ROV) is too important to rely on an employee with other competing responsibilities. ⚠ 💬 DM me or set up a meeting to learn more *  *  * I help SaaS startups accelerate growth and enhance margins with quantified value | Value-powered Growth Accelerator | Value Management-as-a-Service

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Our revops “team” at Chili Piper does A LOT OF automations. If you’d see our list, you’d think we have a full train of rev ops folks working here at Chili Piper (spoiler alert, we have 1 and a half). Here’s an example of an “unconventional” automation We assign churned accounts to SDRs. Yep, we automate outreach to churned accounts Here’s why and how First, let me tell you, it breaks my heart to see any customer churn. I feel like my heart is asking but always aim to learn from it and make everything better for them if they were to come back. Hence, we want to learn what made them leave, fix the problem, and win them back And the good news is that we win many of them back . Here are the nitty gritty on how we do this : We setup these rules for assigning churned accounts to our SDRs: – Account Status = updated to Churned – Transaction End Date = 91 days – Round Robin across SDRs and update SDR Owner – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, send Slack notification – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, reassign – Provide a Slack notification to the AM (80 days post-contract end date) – Provide a Slack notification to the SDR once the Account has been assigned (91 days post-contract end date) – Provide SDRs with information on why the account is churning in SFDC to give them the context to sell into the account effectively. If you are curious about more details on this, let me know!  

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Most CRM implementations don’t fail because the technology is broken. They fail because of how we approach the process. In the latest RevOps Show episode, Jess and I dig into what separates successful launches from those that stumble, using previous, real-life implementations as examples. Here are a few big takeaways: 🧑‍💻 Start with the User: Before you touch anything, define the user story. 🔭 Limit the Scope: Focus on no more than 3-5 things at a time. There’s a reason you can’t juggle 20 priorities effectively…because no one can. ✔️ Define “Done” Clearly: What does success look like? Ensure everyone is aligned on what needs to happen to call something “complete.” The best implementations aren’t tech first, they’re team first. Every decision is a chance to learn and improve. Listen to the full conversation from the link in the comments. Stop waiting for the perfect solution and start driving real progress on your projects today. What’s one mistake you’ve made that completely reshaped how you approach your work? #CRMImplementation #BusinessProcess #ProjectManagement

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Complex pricing kills your sales efficiency. But there's a way to turn the tide. Managing complex pricing structures is a nightmare for many sales teams. From subscription tiers to volume discounts, the complexity can lead to errors, delays, and frustrated customers. Here’s the truth: your sales team needs a better way to handle this. I’m biased but you don’t have many other options - you need a Configure, Price, Quote (CPQ) tool. Here’s what you can do with it (a layman's explanation): First, create a pricing model template within your CPQ software. This template becomes the backbone of your quotes, housing all relevant pricing details for your products or services. Next, input the necessary information (like customer details and product quantities). The CPQ software then generates an accurate, customized quote instantly. Need to make changes? No problem. Adjust the details, and the software updates the quote in real time. Imagine the efficiency boost: → accurate quotes, → faster turnaround, and → happier customers Struggling with complex pricing structures and their demerits? Drop your query in the comments. #pricing #cpq #quotes

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We just dropped a new episode of SaaS Expert Voices, featuring Dan Balcauski, Founder and Chief Pricing Officer at Product Tranquility and a true pricing guru. If you’re in the B2B SaaS space and looking to optimize your pricing strategy, this episode is a must-listen! Why you should tune in: 📊 𝐀𝐥𝐢𝐠𝐧𝐢𝐧𝐠 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐰𝐢𝐭𝐡 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐯𝐞𝐬: We discussed the importance of aligning your pricing strategy with clear business objectives. Whether you're aiming to maximize revenue or profit, understanding the metric you're optimizing for is key. Dan shared how companies can avoid the trap of trying to do everything at once, which often leads to suboptimal outcomes. 🔍 𝐃𝐞𝐛𝐮𝐧𝐤𝐢𝐧𝐠 𝐁𝟐𝐁 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐌𝐲𝐭𝐡𝐬: Dan kicked off by busting a major myth: pricing isn’t just about the amount you charge. It's about who you charge and how you structure those charges. This mindset shift is crucial for any SaaS leader looking to optimize their revenue. 🤝 𝐄𝐧𝐠𝐚𝐠𝐢𝐧𝐠 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐢𝐧 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬: Afraid to discuss pricing with your customers? These pricing conversations are much like those tough talks you have with your kids about certain life topics–inevitable and crucial. Dan emphasizes the importance of discussing pricing with customers early and strategically, instead of waiting until the final stages of their decision-making process. 💡 𝐀𝐈 𝐢𝐧 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧𝐬: Dan shares how companies like Intercom are revolutionizing their pricing models with AI capabilities. They differentiate between tools that enhance human performance and fully autonomous solutions, each with distinct pricing strategies. If you're looking to refine your pricing strategy and drive growth in 2024, this episode is packed with actionable insights. Share your thoughts and let’s keep the conversation going. 🎧 Listen to the full episode here: https://lnkd.in/gVw94gVB

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Partner-Led Growth 🔗 : The Key 🔑 to Successful GTM in Technical Sales In technical enterprise SaaS sales, solid networks and strategic alliances are essential. But partnerships also have an accelerating effect on deals and sales in no-touch and low-touch GTM motions. Partner-led growth and nearbound strategies are essential components of a sustainable GTM strategy that need to be deeply integrated into the GTM motion framework. In my career as a GTM leader, I have often painfully learned how crucial this factor is for sustainable success 💡 Here are my 4 recommendations for successful partner strategy & management. 1️⃣ The Basics of Networking A strong partner network provides access to resources, knowledge, customers, and opportunities that would otherwise be out of reach. Define which type of partner you most need in jour current Growth phase. The priorities according to partner type will change over time. Build a strong partner acquisition team. Avoid mixed responsibilities. Build a partner target pipeline and segregate it by partner type. Use LinkedIn to find partners and build targeted connections ans also attend relevant industry events. 2️⃣ Strategic Connections Long-lasting partnerships with IT management consultants and integration partners are critical to managing the complexity of enterprise SaaS sales. Without these alliances, market access is delayed, which can lead to lost revenue. Structured onboarding programs and regular meetings (performance review dialogues) to set goals and monitor progress are essential. Implement clear goals and a regular performance review system. 3️⃣ Maintaining Relationships Relationships and partnerships need to be actively nurtured to remain valuable in the long term. Regular communication, sharing relevant information, and a genuine interest in the partner's goals and challenges are essential. Especially in an environment that requires high technological depth and integration, well-maintained partnerships with referrers, resellers, and technology partners are the key to success. ✅ Give more than you expect and show real added value. Avoid seeing the partner as just a lead gen machine. 4️⃣ Network ROI The ROI of networks often only becomes apparent in the long term, but the investment pays off through more business opportunities, market information, and strategic alliances. Lack of partnerships leads to significant competitive disadvantages, lack of trust, and missed sales opportunities. Develop clear metrics and KPIs to measure the success of your partnerships and conduct regular health checks. Building a strong network and integrating it into your GTM strategy is not optional, but mandatory for long-term success in the competitive SaaS landscape. If you're not a partner, you pretty much don't exist per se. How are you managing and leveraging your network for success? Share your thoughts below! 👇 #Networks #GTM #Nearbound #Partnership #IndirectSales #CROMastersAi

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High-growth revenue goals can make RevOps feel like they’re holding onto a rocket that’s about to blast off! 🚀 With ambitious targets in sight, the pressure is on to build systems and processes that can support the rapid pace of expansion. It’s a wild ride, and the challenge lies in creating infrastructure that doesn’t just keep up but enables scale. From streamlining data flows to refining automation and optimizing workflows, RevOps teams are constantly strategizing, tweaking, and fine-tuning to keep everything running smoothly. ⚙️ But here’s the beauty of it: this pressure to adapt and innovate pushes RevOps to unlock new efficiencies and elevate performance in ways that steady growth wouldn’t demand. It’s all about holding on tight, staying agile, and embracing the challenges that come with rapid growth. 🎢 In the end, RevOps isn’t just hanging on for dear life; they’re driving the rocket, turning high-growth goals into reality with a mix of precision, strategy, and a whole lot of grit. 💪 #HighGrowthGoals #RevOps #ScalingUp

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Today I had a chance to chat to three former colleagues who are now friends. This morning I was a guest on Closing Time podcast with Denis Crushell and Pat Williams, two deeply experienced CROs and just hilarious and kind humans. We went deep in GTM alignment, company level GtM KPIs and the role of RevOps to connect and guide teams across full customer journey. We also talked about how all the tooling in the world to operationalize your actions, outreaches, followups, personalized emails mean nothing…if you’re going after the wrong person. Investing to get your ICP right is paramount yet so many companies we work with underestimate this importance. In the afternoon I then had a lovely chat with one of the best pre-sales leaders I know Jameson L. (congrats on your promo buddy!) and we were discussing how companies we know that start with PLG then realize the importance of upgrading to enterprise sale but don’t know how to transition to something more value led. Every time I talk to one of these individuals there is so much learning, laughter, and sparks of new ideas. Nurture your network!

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Want to know some effective tactics to shorten the sales cycle? If yes, read the carousel below. Over the last few years, sales cycles have continued to grow. This is one of the biggest challenges for sales teams, as it slows down the revenue generation machine. In the article below, you can dive in and explore different tactics for shrinking the sales cycle. Is shortening the sales cycle one of your top priority goals?

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I prepared a list of tips to help you increase your win rates. Win rate remains one of the most critical and straightforward metrics in sales. Every sales leader, SalesOps, or RevOps team puts a lot of effort into improving win rates and closing more deals. In times when selling in B2B has become extremely challenging, it’s essential to know all the tips and tricks to win more deals. The document attached contains specific tips and recommendations, avoiding general advice like "build a sustainable sales process." I would love to get your feedback. Is there something missing from the list? #salesprocess #salestips #salesops #b2bsales

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In a truly progressive SaaS world: we wouldn't delineate customer lifecycles by company organizations. Solutions would care about adoption as retention.  Sales would care about retention as revenue.  Product would care about feedback as features.   Finance would care about CLV as quarterly results.  Marketing would care about enablement as lead gen. I don't think that's too far-fetched. Do you? #customerlifecycle #solutions #saas

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We have a fractional customer success program because lead gen is only half of the revenue picture. I wish more founders, CEOs and business leaders focused on both.

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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🔎 Is your #RevOps team truly operating at peak efficiency? 🚀 The team driving your GTM efficiency and growth needs to be just as efficient! 💡 "Physician, heal thyself, too!" It’s a no-brainer, right? Revenue operations exist to navigate the increasing complexity and interdependence of sales, marketing, and customer success. We've seen the stats: companies with RevOps report growth 3X faster and see 10-20% increases in sales productivity... One critical role of RevOps is evaluating and approving new technologies to streamline GTM processes. But here’s the kicker: when it comes to their own operations, efficiency often takes a back seat. RevOps teams are still bogged down with grunt work and tactical manual tasks. We’ve seen RevOps teams working in sprints, ticking off manual tasks like a to-do list. The result? - The time to data-driven decisions is slower, delaying their impact on business growth. - Their intellect and capability are underutilized. 💡 If RevOps isn't efficient, everything they support—sales, pipeline generation, customer retention—is impacted. So, revenue leaders, as we navigate this era of efficient growth, ask yourself: How can we make RevOps more strategic? How can we ensure they’re not just enabling efficiency but embodying it? Here are a few things to make RevOps more efficient: 1️⃣ Foster collaboration: Ensure seamless communication and alignment between sales, marketing, and customer success through shared goals and metrics. 2️⃣ Automate routine tasks: Leverage tools that can handle repetitive manual work, freeing up RevOps teams to focus on higher-level strategic initiatives. 3️⃣ Equip your RevOps team with the skills needed to manage and optimize new technologies and processes. 4️⃣ Streamline tech stacks: Reduce the number of disconnected tools and systems RevOps must manage, focusing on integrated solutions that enhance productivity. 5️⃣ Prioritize strategic projects: Shift RevOps focus from reactive to proactive, emphasizing projects that drive long-term growth and efficiency. 🔄 The path to GTM efficiency starts with making RevOps a well-oiled machine. 🤔 What steps will you take to elevate RevOps from tactical to strategic? #revenueoperations #gtm

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Before diagnosing missed revenue targets Many B2B SaaS companies only look at: - Overall CAC - General LTV - Surface-level metrics To dig deeper, here's what you should track: • Time to impact • Pipeline velocity • LTV by segment • Sales cycle length • Lead quality score • Expansion revenue • Net revenue retention • Feature adoption rates • CAC by customer segment • Customer acquisition cost payback period These metrics reveal hidden insights. Combining these metrics give you the deeper meaning.

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New Podcast Episode 🎙️: Unlocking Predictable Impact from New Sales Hires In the latest episode of Building Elite Sales Teams, I sit down with Barrett King, Senior Director of Revenue at New Breed, for an insightful discussion on creating an onboarding experience that sets new sales hires up for success. Listen to the full episode to explore: ✔ Why investing in a great onboarding experience is critical ✔ Common onboarding mistakes to avoid ✔ How to balance standardized training with individualized enablement ✔ The importance of patience when ramping new hires #SalesOnboarding #SalesEnablement #SalesLeadership #SalesHiring

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Going to HLTH next week? Mark your calendar for Tuesday to come hear me and other industry experts talk about selling to employers in today's environment. Here's the details: ----- Location: Disco Stage Date: Oct. 22 Time: 2:20 – 3 pm PT Other speakers: John Zutter with Employer Direct Healthcare, Will Porteous with Maven, and Elizabeth Mitchell with PBGH. Moderator: Chrissy Farr Title: Is selling to employers still viable? Description: The self-funded employer market once shimmered like a golden opportunity for startups. But the economic climate has shifted and wallets have tightened. Inflation and point solution fatigue have left employers drowning in a sea of vendors, each promising to be the silver bullet for health care costs and employee satisfaction with little concrete evidence to prove their ROI. So is selling to employers still financially viable for digital health companies? As more prominent players venture into the employer realm, the long-term sustainability of this model should be debated. Amidst intense competition and a cluttered market, new entrants are finding it increasingly difficult to match the capabilities of established incumbents. Hear the challenges from both perspectives– employers grappling with an overwhelming array of options, and vendors navigating this tricky, oversaturated space. Join top health leaders to debate the economics, evolving needs of employers, and strategies digital health companies are employing to stand out in a crowded field. Remember, not all that glitters is gold – sometimes it's just the reflection of a thousand pitch decks vying for the same employer customer.

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Are Salesforce’s email restrictions holding back your outreach efforts? MassMailer empowers you to send mass emails from any Salesforce object, including custom ones! Seamlessly personalize your emails with custom field merges and manage your campaigns effortlessly—all within Salesforce. Enhance your email outreach and drive sales with a robust emailing solution. Click Below to Book a Free Demo: https://buff.ly/3XDb3ly #MassMailer #EmailSendingLimitSalesforce #Salesforce #EmailMarketing

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