David Zwerin

Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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From inbound hand-raisers to expansion CAC, Ray Rike unpacks the data-driven insights that fuel sustainable SaaS growth. Hear his actionable tips for optimizing sales, marketing, and customer success in this can't-miss episode of The Transaction. Listen now at https://lnkd.in/gEHWbkFe #SaaSMetrics #RevenueTraction #CustomerLifecycle

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From inbound hand-raisers to expansion CAC, Ray Rike unpacks the data-driven insights that fuel sustainable SaaS growth. Hear his actionable tips for optimizing sales, marketing, and customer success in this can't-miss episode of The Transaction. Listen now at https://lnkd.in/gEHWbkFe #SaaSMetrics #RevenueTraction #CustomerLifecycle

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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

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As a GTM leader, you’re probably trying to solve big problems, like outbound sales, every day. A lot of other GTM leaders working on improving their sales motions have been tuning into The Transaction. Just a hunch, but if that's a serious priority for you, you should really check out this episode. In Episode 9, Doug Landis, CEO of DL ADVISORY joins Co-Hosts Craig Rosenberg and Matt Amundson for a B2B sales and messaging masterclass, including an explainer of his Hypothesis Selling methodology. Doug dives into how to solve serious sales issues such as: 💩 Why Outbound Has Become So Ineffective ↕️ The Value of Verticalization in Competitive Markets 💡The "Thought-Leadershipization" of Executive Teams Also, Craig is locked in a life-or-death struggle against the internet and Matt shares his personal insights on Nick Mehta and Doug’s fashion choices. Check out the full episode using the link in the comments! 🗣 Huge shoutout as always to the team at Ringmaster B2B Podcasting who make this show possible! If you're launching a podcast for your brand make sure you're partnered with the go-to solution for branded podcast production. #outbound #outboundsales #b2bsales #gotomarket #saassales

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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

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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“Sales is a measurement of how effective you are at doing your job — it’s not your job.” - Mark Niemiec, CRO at Salesloft If Sales feels really hard right now, it's time to focus on the basics. More on this new episode of RevTalks: https://lnkd.in/eNPSK2c3

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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

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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

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CSMs: Revenue Growth Powerhouses Today's CSMs are strategic partners in #RevenueGrowth. Beyond ensuring customer success (retention), they can identify #Expansion opportunities. This article explores how CSMs leverage their unique position to drive revenue through "Customer Success Qualified Leads" (#CSQLs). Why CSMs Excel at Identifying Expansion As Trusted Advisors - CSMs build strong relationships and understand customer needs. This allows them to uncover upsell/cross-sell potential and identify gaps that can be addressed by additional products or services. The CSQL Process: Unearthing Expansion Leads Data-Driven Insights: Customer data and analytics (usage, feedback, engagement) reveal expansion readiness. Regular Engagement: Proactive check-ins and business reviews foster open communication. These sessions uncover: Evolving Customer Objectives: New goals or strategic shifts. Emerging Pain Points: Early detection allows offering solutions to strengthen relationships and prevent churn. Opportunities for Additional Value: Identifying areas where your offerings can provide further value. Key Metrics for Success Conversion Rate (CSQL to Sales Accepted Lead): Measures % of CSQLs accepted by sales as viable opportunities. A higher rate indicates effective lead qualification by CSMs. Win Rate (Leads to Closed Booked): Measures % of CSQLs that convert to closed sales. Reflects the success of CSMs in generating high-quality leads. Strategies for CSM-Driven Expansion Deep Customer Understanding: CSMs must have a thorough grasp of the customer's business goals, challenges, and future plans. Cross-Departmental Collaboration: Collaboration with sales & marketing ensures CSMs have the support to nurture and convert leads. Proactive Engagement: Regular check-ins, health assessments, & strategic business reviews keep CSMs informed about evolving needs. Tailored Solutions: Offering customized solutions based on specific needs increases upsell/cross-sell success. Training & Development: Continuous training equips CSMs to identify & qualify leads effectively. The Business Impact of Effective CSM Expansion Strategies Increased Revenue: Upselling, cross-selling, & securing renewals contribute directly to revenue growth. Higher Customer Lifetime Value (CLTV): Effective expansion strategies increase the value derived from each customer over time. Improved Customer Relationships: Proactive problem-solving strengthens relationships and positions your company as a trusted partner. Competitive Advantage: Companies that leverage CSMs for expansion gain a competitive edge by maximizing their existing customer base. Conclusion CSMs are revenue growth drivers. By leveraging deep relationships, data-driven insights, and proactive engagement, they identify and convert high-quality leads. Tracking key metrics ensures the CSQL process is effective and contributes to overall business success. #CustomerSuccess #CSM #RevenueGrowth #Upsell #CrossSell #CustomerRetention #CSQL

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Only 10 days left to register for the RevOps Co-op webinar on "The 5 Biggest Mistakes Companies Make in Driving GTM Performance"! You'll hear insights from industry experts Rosalyn Santa Elena, Founder & Chief Revenue Operations Officer (CROO) at the RevOps Collective, and Clayton Ramnarine, CEO of Una Software, as they share how to: ✅ Optimize the entire customer journey ✅ Integrate more than just operational data for deeper insights ✅ Transform regular meetings into drivers of action Don't miss out - Register Now ➡️ https://lnkd.in/gbN6bTbx #CRO #RevOps #GTM #UnaSoftware #GTMstrategy #Webinar

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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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. 🚀

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Introducing ZoomInfo's new integration with @Clari Groove! 🙌 With our latest integration, streamline your lead management and speed up your sales cycle. Now, ZoomInfo customers can sync contacts seamlessly between ZoomInfo, Salesforce, and Groove Flows, bridging the gap between lead identification and engagement. Save time, reduce manual entry, and focus on closing more deals. Head to the blog to learn how it works: bit.ly/4ffAMZ1 #Partnership

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In case you missed her at the Denver Sales Enablement Summit, Seismic VP of Enablement Irina Soriano outlines the Enablement Value Chain (EVC) in a new article for Sales Enablement Collective. What is the EVC exactly? According to Irina, it's a "proven framework to align your analytics, partnerships, and enablement team operating model in a unified approach that demonstrably improves seller behavior and business outcomes." Learn more at the link:

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