Dave Greenberger

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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I was fortunate to spend a year in Dan Fougere's sales org at Medallia and learned at a rate I've never experienced at any other point in my career. Some of my key takeaways, which he also shares in this conversation. ➡️ A repeatable sales process/playbook is the foundation for scaling an Enterprise business. ➡️ The best Enterprise reps hone and maintain maniacal discipline around PG. They never let it fall off their calendar. ➡️ The most effective frontline managers spend more time coaching and supporting their team early in the sales process (i.e. Discovery & Evaluation) than they do in the later stages (i.e. Negotiation/Closing). Without explicit guidance from 2nd and 3rd line leaders, most tend to get this balance wrong. ➡️ Sales leaders (at all levels) have to be 'in it' with their teams i.e., involved in outbound prospecting, regularly speaking with customers, playing an active role in deals, being audible ready etc.. ➡️ One of your core responsibilities as a sales leader is to create a high performance environment where people feel like they are challenged, constantly learning, and being supported to achieve things they didn't think were possible (securing C-Level meetings via outbound PG, winning 8 figure deals, earning international career opportunities etc). If you work in sales, this Podcast is well worth an hour of your time. #sales #salesenablement #coaching #salesleadership

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What’s the best use of Generative AI for revenue teams? Here’s my take: Generative AI is a powerful productivity tool for modern reps. Today, we can take common tasks that reps need to do on a daily basis and we can simplify with AI. Consider: I’m a sales rep and I’m on a call with a prospect. I want to record the call and send a summary at the end of it. And I want an email ready to go with notes and follow-up actions. Before AI, I’d spend hours pulling together this information. With AI, I spent minutes. With the right AI strategy, revenue orgs can automate and organize everyday tasks. And, in the process, free up rep time for relationship building, strategizing, and more. How is your company deploying Generative AI?

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As CS is getting increasingly aligned with the revenue function, this conversation is happening a lot... CRO: "I just took over customer success, can someone explain to me what our CSMs do?" VP CS: "We make sure that our customers are getting value from the product..." CRO: "OK, what does that mean?" VP CS: "We answer all of their questions and log support cases." CRO: "Isn't that support?" VP CS: "Well no, because we have QBRs" CRO: "OK, well what do we talk about in the QBRs?" VP CS: "All the tickets we fixed and the features that we rolled out" CRO: "Ok, what other things do our CSMs do?" VP CS: "We help with implementations and continuous improvement!" CRO: "Isn't that professional services?" VP CS: "Well we read an article that says that we shouldn't charge for services, so our CSMs just do it." CRO: " 🤯 " VP CS: " 🤯 "

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Attempting to enrich data on your own can turn into a terrifying ordeal, quickly evolving into a resource-depleting, time-consuming beast that terrorizes your Ops team. 🧟‍♀️ Discover why managing enrichment with multiple vendors is incredibly challenging 👉 https://gag.gl/GiQb7D However, with our help, transforming those raw leads into valuable assets is as simple as a couple of clicks, effectively exorcising your data demons for once and all. 🎃 This Halloween, don't let your data spook you – we've got the ultimate solution. Purely enchanting outcomes, no gimmicks involved. #DataOps #DataEnrichment #Ops

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Prime Big Deal Days has begun. Here’s what you can do now. 💡 Guiding principal: Every Prime Day shatters previous sales records. Bonus principle: It’s not too late. Here are some last-minute checks and hacks for both sellers and shoppers. For Sellers: -> Verify coupons are running. (It’s not to late to run them!) -> Adjust your account level and campaign level budgets if you have them. If your ads are optimized, you want to spend more. -> Consider pausing your lowest performing ad campaigns. Focus on higher ROAS campaigns. -> Test promo codes. Take them all the way to checkout. They fail often. -> Leverage “Prime Day” heavily in your outreach. Amazon has already “primed” customers. Ride that marketing wave. -> Consider the “oh I forgot method”. Run a 10% off coupon on your entire catalog, and send out a flash sale email. Do it now. *Pro Tip: Coupons go live very quickly For Shoppers. -> That slushie machine is only a good deal if you like slushies. -> Prioritize *toys* from your holiday shopping lists. They are the first thing to sell out on Black Friday. -> Double check big buys on Walmart, Target, Best Buy, etc. They are running big deal events this week as well. -> Don’t forget about Amazon Warehouse Deals. Type "Amazon warehouse" into the search bar. -> If you don’t have a prime membership, consider getting one; you can cancel during the 30 day trial period. -> Consider loading your cart and executing all at once at sale end. That can prevent this from becoming a 2-day blackout you regret for months. -> Did we talk about the slushie machine? What Prime Day hacks am I missing? Which one of you is dipping into your kids’ college fund to buy viral TikTok gadgets? (You know you’re out there.) ——— 🔹 We increase velocity in Whole Foods, Walmart, Target, Walgreens, CVS, Kroger, Sam's, COSTCO, and lots of other cool retailers. 🔹 We grow brands on Amazon. #cpg #cpggrowth #retailgrowth #retailvelocity #omnichannel #retail #amazonagency #retailmedia #shoppermarketing #instacart #grocery #egrocery

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I've had the privilege of learning from Stephen Tafaro over the past few years. His new book, "Winning at SaaS," encapsulates the successful strategies he has shared with numerous SaaS businesses. If you work in a customer-facing role within a SaaS company or invest in SaaS businesses, I highly recommend checking it out! "Winning at SaaS: The CEO and CRO Sales Playbook for Early SaaS Success" is now available on Amazon: https://amzn.eu/d/0ix2AF7k

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A new SDR Game (Soon to be Outbound Kitchen) episode is out: How this top BDR averages 134.33% with finance leaders and CFOs. Featuring Celine Hoyle‎, top BDR and BDR Team Lead at Mosaic.tech. Celine's performance: - Q1 '24: #1 BDR (144% of quota) - Q4 '23: #1 BDR (122% of quota) - Q3 '23: Ramping (137% of quota) Here’s more information about Celine’s accounts and buyer personas: - ICP: B2B SaaS companies with 50-500 employees - Buyer Personas: Finance leaders, and CFO - Market: English-speaking countries Watch or listen to the episode: link in the comments. PS: That was the last episode under the name SDR Game. I'm cooking... I'm rebranding SDR Game to Outbound Kitchen with a new logo, artwork, colors, etc. In the next few weeks, I'll be traveling, working on the rebranding, and prepping new episodes for the show. So, no new episodes for the next few weeks. But we will get back, we will be back with more episodes about outbound, and what's working today! I'll let you know when we're back. ✌️👨‍🍳

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Packed house for Vivek Sharma’s opening keynote at Think Summit. 👏 👏 All of the big players in our industry are here to talk AI & Personalization!

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Are you more likely to respond to outreach from a CEO/Exec or an SDR? Ghost prospecting is a new outbound approach that is taking off 🚀 An Outbound Growth Manager (OGM) quarterbacks the outbound plays and prospects as other identities in the business that have higher leverage profiles - Senior AEs, VPs, Execs, Founders/CEOs. I’ve had several folks ask me about the key skills & responsibilities of an OGM recently. Here’s a breakdown from having now built this model at several companies: 𝗗𝗮𝘁𝗮 🌐 → 𝙆𝙣𝙤𝙬𝙡𝙚𝙙𝙜𝙚 𝙤𝙛 𝘿𝙖𝙩𝙖 𝙎𝙤𝙪𝙧𝙘𝙚𝙨: Know the strengths & limitations of various data sources that you can leverage to build initial lead lists. Understand the coverage & depth of attributes captured in B2B databases like Apollo.io, LinkedIn Sales Nav, Ocean.io, ZoomInfo, Firmable etc. → 𝘿𝙖𝙩𝙖 𝙀𝙣𝙧𝙞𝙘𝙝𝙢𝙚𝙣𝙩 & 𝙈𝙖𝙣𝙞𝙥𝙪𝙡𝙖𝙩𝙞𝙤𝙣 𝙎𝙠𝙞𝙡𝙡𝙨: Be able to use a platform like Upbound.ai, Clay or Persana AI to run data clean-up, enrichment & research tasks. 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 🖋️ → 𝘾𝙤𝙥𝙮𝙬𝙧𝙞𝙩𝙞𝙣𝙜: Perfect the craft of copywriting for multi-channel sequences, for different identity types (i.e. whether the sequence is for a rep or for an exec), and for different buyer persona types. Be able to match the comms style of different industry & seniority levels of your prospects, using products like Lavender 💜 & Twain to help. → 𝙃𝙞𝙜𝙝 𝙫𝙖𝙡𝙪𝙚 𝙖𝙧𝙩𝙚𝙛𝙖𝙘𝙩 𝙘𝙧𝙚𝙖𝙩𝙞𝙤𝙣: Ideate & create lead magnets that you can utilize in your outreach to provide value before asking for time or a meeting. Build these in Canva, Google Sheets etc. 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗮𝗯𝗶𝗹𝗶𝘁𝘆 👍 → 𝘼𝙗𝙞𝙡𝙞𝙩𝙮 𝙩𝙤 𝙗𝙪𝙞𝙡𝙙 & 𝙢𝙖𝙞𝙣𝙩𝙖𝙞𝙣 𝙙𝙚𝙡𝙞𝙫𝙚𝙧𝙖𝙗𝙞𝙡𝙞𝙩𝙮 𝙞𝙣𝙛𝙧𝙖𝙨𝙩𝙧𝙪𝙘𝙩𝙪𝙧𝙚: Spin up secondary domains and mailboxes, manage mailbox warm ups, monitor reply rates & signals for inbox rotation. Decide on deliverability infra depending on desired outbound channels, choosing from tools like: Instantly.ai, Smartlead, lemlist, La Growth Machine → 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩 𝙖𝙨 𝙙𝙞𝙛𝙛𝙚𝙧𝙚𝙣𝙩 𝙞𝙙𝙚𝙣𝙩𝙞𝙩𝙞𝙚𝙨 𝙞𝙣 𝙩𝙝𝙚 𝙗𝙪𝙨𝙞𝙣𝙚𝙨𝙨: Distribute & align campaigns to the relevant identities. Ensure smooth handoffs with the identity when responses come through. 𝙎𝙩𝙧𝙖𝙩𝙚𝙜𝙮 🗓️ → 𝙇𝙖𝙪𝙣𝙘𝙝 & 𝙢𝙤𝙣𝙞𝙩𝙤𝙧 𝙘𝙖𝙢𝙥𝙖𝙞𝙜𝙣 𝙚𝙭𝙥𝙚𝙧𝙞𝙢𝙚𝙣𝙩𝙨: Constantly iterate on your campaign experiments based off both data & intuition. Run a weekly cadence of reviewing & evolving your campaigns with key stakeholders. Scale your best campaigns with more advanced AI techniques and test new tools/workflows like RB2B & Sendspark. 🦾Eric Nowoslawski, Brendan Kazanjian, Michel Lieben 🧠, Scott Martinis - you guys are pros at this, what have I missed?

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There’s an under-appreciated account targeting challenge for growth companies. It’s the equitability of the sales reps’ books of business. The OG reps, by nature of their tenure and clout, often end up with 3-5x the accounts of newer reps. Or if account balancing is performed, they’ll claim most of the top prospects during the reshuffle. Under-resourced ops teams typically lack the account quality data needed to prevent this hoarding. The result? The OG reps feast but most of the newer reps starve. This creates existential issues for startups: 1) Many of their best accounts don’t get the attention they deserve, reducing growth. 2) The sales team can’t scale. Newer reps churn out and the headcount-based productivity model breaks. 3) Learnings are missed. New blood has the potential to unlock new sales and positioning tactics, but not if they aren’t given the proper at-bats. Book management is an afterthought for many resource-strapped orgs, but it shouldn’t be. It has huge implications on account targeting and growth. 

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Want to build a sales team that consistently exceeds its targets? 🎯 In the latest podcast episode of Building Elite Sales Teams, I had the privilege of interviewing Adam Aarons, a seasoned sales leader who has led companies like Okta from startup to IPO. 🚀 Adam shared his two pillars for building a high-performing sales team: Operations and Enablement. 🏗️ Adam dives deep into how these two pillars work together to create an execution engine that drives extraordinary results. 📈 Want to learn more about how to build a sales process that's repeatable and scalable? Listen to the full interview and discover Adam's insights on: 🎯 Getting early warning signals when your sales plan isn't working 🚨 🎯 The difference between a champion and a coach in a deal 🏆 🎯 How to hire the right sales talent 🤝 #SalesLeadership #OperationsAndEnablement #BuildingEliteSalesTeams

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The Ultimate Mining Playbook Bitcoin mining is simple, but it is not easy. It was a honor representing Compass Mining at the Mining Disrupt conference. I had the opportunity to discuss the importance of hedging, derivatives, and other strategies to grow your balance sheet. I'm a strong believer that "operational" hedges (judicious risk management, strong contractual protections, minimized counterparty risk, and sound treasury management) offer the highest leverage compared to "financial" hedges. With that said, it is exciting to see miners having more and more financial tools at their disposal to minimize the volatility of a Bitcoin denominated revenue stream. #mining #bitcoin

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Churn rates in SaaS are often taken for granted. A 5% churn rate? Sounds manageable until you unpack the numbers. If you're losing customers at that rate every month, you're left with less than half of your original users by the end of the year. The average B2B churn rate might be lower due to the methodical decision-making process, but there's no getting around the fact that B2C companies are more susceptible to quicker exits. Voluntary churn is where the real battle lies, as buyers pull the trigger on cancellations for reasons ranging from budget cuts to outright dissatisfaction. So, what's the play? You need to visualize your churn as a strategic battleground. Whether it's by tightening your onboarding processes, identifying churn indicators early, or even tailoring your cancellation offers, the aim is simple: keep the customers you’ve worked hard to acquire. Churn isn’t just a metric—it's a mindset. Let's debate: Is it smarter to accept a higher churn as a given in a rapidly changing market, or is the focus on reducing churn at all costs a more sustainable strategy? Keep it civil, folks. https://lnkd.in/ehMpvWed

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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I think Jason M. Lemkin is right: (2025 could be a big year) "- Toast now worth $40B, up 118% this year - Samsara now worth $30B, up 79% this year - Monday now worth $14B, up 63% this year - HubSpot now worth $39B, up 39% this year - Shopify now worth $148B, up 55% this year - ServiceNow now worth $230B, up 62% this year - Salesforce now worth $340B, up 40% this year" http://disq.us/t/4s02wxl

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Looking forward to an informative panel session with Steve Gannalo, CPA, Joshua Cherry-Seto and Amie Patel! We are going to tackle some interesting topics around building leadership teams for PE firms and portfolio companies, implementing strategic vision for long term growth, enhancing communication skills to drive organizational change, balancing risk vs growth and much more... Let me know if you will be at LPGP Connect and want to connect with the Carta team!

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Growth Strategy Advisors is a boutique consulting firm headquartered in San Francisco, CA. Our mission is to empower startup founders and early-stage companies as they navigate the complex landscape of Go-To-Market (GTM) strategies and sales acceleration. Here’s how we do it: Founder-Led Sales: We recognize that founders often play a pivotal role in the initial sales process. However, as companies scale and GTM motions become more intricate, a strategic shift is necessary. Our team steps in to guide founders through this transition, ensuring seamless growth without the typical pains associated with siloed teams and fragmented data1. GTM Strategy Definition: We work closely with founders to define their GTM strategy. This involves identifying target markets, customer segments, pricing models, and distribution channels. By aligning these elements, we create a cohesive plan that maximizes revenue potential. Sales Enablement: Our experts equip founders with the tools, training, and processes needed to build a high-performing sales engine. From lead generation to closing deals, we optimize every step of the sales cycle. Performance Tracking: Metrics matter! We help founders establish key performance indicators (KPIs) and track progress against them. Whether it’s pipeline growth, conversion rates, or customer lifetime value, we ensure data-driven decision-making. Cross-Functional Alignment: Effective GTM requires collaboration across departments. We bridge the gap between marketing, sales, finance, and legal teams, ensuring everyone is on the same page and working toward shared revenue goals.

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The role of the BDR Team needs to change pretty dramatically to support a successful, account-based GTM strategy. What was once a more transactional prospecting role 🤖 dialing-for-dollars ☎ , a grueling numbers-game of luck 🍀 and tenacity, is now about building quality relationships 👫 , intelligence gathering 🧠 , and using sales signals, social media interaction, and intent signals 🎯 to drive more meetings and SQLs. This article is a must-read in that it proposes all of the ABM metrics and goals that BDRs need to be measured....spoiler alert, it isn't just # of meetings! This is a pretty big paradigm shift. Let me know your thoughts! #bdr #sdr #gtmstrategy #revenuegrowth

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