Devlyn Coelho

Average Contract Values for net new purchases jumped 35% from Q4 2023 to Q1 2024. So, what does that mean for SaaS? Tracking ACV helps us identify shifts in pricing and purchasing strategies. It’s important to keep in mind that when ACVs rise, another metric typically worsens. In Q1, net new buying cycles grew 17% longer, due to additional scrutiny from CFOs. If your team is analyzing software purchases more than ever, our SaaS Trends Report is a great way to understand what’s happening in SaaS and where teams are investing. Check out the full report here:  https://lnkd.in/gNnAAb-K

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Don’t sleep on how transformative ABM can be for your sales strategy! At Propensity, we’re making it easy to test-drive ABM with our FREE 30-day trial. With your free trial, you’ll be able to: 🔹 Use intent data to accurately identify in-market accounts 🔹 Sample GDPR-compliant intent data 🔹Receive insights on what topics your key accounts are researching Get started with our FREE ABM trial: https://lnkd.in/eMyutGDz #Propensity #ABM #freetrial #digitalmarketing #sales

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With buying groups growing substantially, meaning qualification can no longer depend upon a single hand raise, you might have invested in an ABM platform that pinpoints accounts showing clear intent for solutions like yours. But if your SDRs are used to simply following up on traditional MQLs – individual contacts who have raised their hand – the shift to an account-based selling motion can be a jarring one. MQAs represent buying groups who are in buying mode, but without individual contact engagement, your team can be left staring at a blank slate. In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need to convert intent into conversations - rapidly. https://hubs.li/Q02PK1lp0 #demandgeneration #abm #intent #b2bsales #b2bmarketing #mqa #pipeline

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With buying groups growing substantially, meaning qualification can no longer depend upon a single hand raise, you might have invested in an ABM platform that pinpoints accounts showing clear intent for solutions like yours. But if your SDRs are used to simply following up on traditional MQLs – individual contacts who have raised their hand – the shift to an account-based selling motion can be a jarring one. MQAs represent buying groups who are in buying mode, but without individual contact engagement, your team can be left staring at a blank slate. In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need to convert intent into conversations - rapidly. https://hubs.li/Q02PJM3Y0 #demandgeneration #abm #intent #b2bsales #b2bmarketing #mqa #pipeline

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Simply put: You can’t win the quarter without consistent pipeline generation. But most revenue pros struggle to gain insights into identifying and improving pipe-gen health. What should you measure to determine what’s needed to hit your target? You need proven tactics. To learn them, join Clari Live: Optimize Your Top of Funnel Health. We’re bringing top GTM experts together to deliver three — that’s right, three! — info-packed sessions on pipeline growth. September 11 — Clari Live: How to Measure Top of Funnel Health September 25 — Clari Live: Using Top of Funnel Metrics to Take Action October 9 — Clari Live: How to Build Top of Funnel Reporting Walk in with your pipeline challenges. Walk out with the tactics you need to nail top of funnel. Ready to improve your pipe-gen? Register here: https://bit.ly/4e9zDkO

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Agree 👍 or disagree 👎: Poor pipeline and deal VISIBILITY prevent revenue leaders from holding AEs and reps ACCOUNTABLE... which results in a lack of GROWTH. Why poor visibility happens: ✍ Reps populate CRM with incomplete information 📊 Revenue leaders can’t access revenue data that doesn’t live in CRM 🤖 Automated record updates often attach activity data to the wrong accounts and opportunities Results of poor visibility: 📈 Can’t accurately forecast revenue 💩 Can’t identify sources of poor performance 💰 Can’t hold teams accountable to commitments Is there anything you would add to this formula? Visibility + Accountability = Growth Check out our new platform page to see how BoostUp.ai helps with visibility and accountability: 🔗 https://lnkd.in/gBvZNsrB

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Intent data only gets you so far. You still need to know *who* exactly is giving you the signal. Our new Bring Your Own Intent signal makes sure reps have enough info to take action on their intent data from Demandbase and 6sense. It combines your existing intent data with UserGems' people signals. That way, you can identify the right contacts within each account and craft the perfect outbound message.

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📡 Signal-based selling this, signal-based selling that. Wouldn’t you rather just know how a company like Intercom actually DOES it? Here’s an example in 60 seconds. Use this. 👇 RevOps can’t build a pie-in-the-sky CP3 machine that’ll tell you what email to send a prospect based on their zodiac sign. (I know crazy right?) But they can start boots-on-the-ground with: 1. Intentional Capture 2. Intentional Action We sat down with 🐰 Jen Igartua, CEO of Go Nimbly, to understand her takeaways from working with some of the best RevOps teams in the game. Check it out 👇 (link to full episode in the comments) #revops #revenueoperations #salesops #salesoperations #alltheOps

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With only 42% of reps hitting quota, churn costing billions, and ever-shifting buyer expectations, GTM leaders constantly race to stay ahead. The good news? AI can help change the game. But many revenue leaders aren’t sure how to integrate AI effectively into their sales processes. Our CMO, Joan Jenkins, shares 5 ways AI can transform your team’s performance, boost productivity, and close bigger deals. Here’s a sneak peek of how you can do it: 1️⃣ Enable reps with AI-driven learning paths tailored to individual strengths and weaknesses. 2️⃣ Prepare sellers with AI-powered role-play scenarios that deliver real-time feedback without draining manager time. 3️⃣ Give buyers the tools to self-serve and fast-track decisions with curated content. 4️⃣ Help reps find the perfect asset at the right moment with contextual AI recommendations. 5️⃣ Unlock instant deal-closing insights from every conversation without sifting through transcripts. Your competitors are already using AI. Don’t get left behind. Read the full post here: https://lnkd.in/ePxp6cEX

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Account-Based Marketing (ABM) is a powerful strategy for targeting high-value accounts, but its success hinges on executing the right tactics at each stage of the funnel. Implementing actionable org charts can significantly enhance your ABM efforts, ensuring precise targeting and effective engagement. Here’s how to achieve ABM success with actionable account maps throughout the funnel: https://bit.ly/4d3qutD orgkonnect.bizkonnect.com https://lnkd.in/d2etuJzE #accountbasedmarketing #accountmaps #abm #actionableorgcharts #orgcharts #abmaccountmaps #actionablesalesintelligence #salesintelligence 

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🚀 CEOs, here's a crucial reminder: your CMO holds untapped power to drive growth and alignment across your GTM team. CMOs don’t just market—they understand the market. From buyer behavior insights to deep market analytics, CMOs have a pulse on what your customers truly need, how competitors position themselves, and where untapped opportunities lie. Too often, CEOs defer to leaders in product, sales, or finance, but your CMO's view is pivotal. They’re not just driving brand awareness; they’re driving alignment across functions, enabling your team to hit growth goals and navigate market challenges with precision. Leverage your CMO's insights as a strategic asset. Invite them into key discussions, especially when evaluating market trends and crafting customer-centric strategies. It’s time to ensure marketing isn't an afterthought—it’s a growth catalyst. Tune into the full conversation with Corey Livingston on Growth Driver on your go-to podcast platform to dive deeper into how your CMO is a go-to resource in your growth journey. #EfficientGrowth #CMOinsights #GrowthMindset #B2Bmarketing #GTM #GrowthDriver John Common Intelligent Demand

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Real talk - reaching your actual Ideal Buyer means your entire GTM org is spending their time on the right revenue-generating activities. So why is this often not the case? Outdated, static, and siloed strategies. What do we mean by Ideal Buyer? How can you use technology to hone in on your top performing segments? More on the RevOpsolutely Substack 🙌

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You KNOW we had to do it today. The best GTM Performance Management Platform on the market is the Dimmo of the Day! Alysio Know why you're missing targets. and fix it. Watch their demo here: https://lnkd.in/dNsFsGg7

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When it comes to B2B demand gen, look beyond C-suite decision-makers to a broader buyer group of key influencers like IT, marketing, and legal teams. Learn how ABM tools can help you deliver tailored messages and align martech to address specific pain points — ensuring your brand is present throughout the buyer journey and increasing the chances of vendor selection. https://bit.ly/3Yk0zJP via MarTech #MarTech #B2BMarketing #ABM

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Can presales & PMM alignment be a secret weapon for GTM success? We think so. Join James Kaikis Kaikis Head of Go-To-Market and Meghan Spork, Product Marketing Lead as they take a deep dive into how to maximize the relationship between these critical stakeholders. They’ll cover:  Why alignment is crucial between presales and product marketing teams Some common misconceptions about these stakeholders and their functions How should presales & PMMs should work together tactically How to measure results that impact revenue and overall GTM success RSVP here: https://lnkd.in/gkvRFP-K

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