Greg Portnoy

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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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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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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At Vena our CORE and that's the C in our core values starts with Customer Trust. What does this mean? It means you deliver on your promise, every promise. You operate from a customer-first point of view. Every action is taken with an empathetic lens through your customers eyes. You prioritize your customer and future customers first. It doesn't always mean they are right but it does mean their needs are the right priority, and the first priority. So many companies say they are customer-centric, but when brands and companies are called to task, they often start with what's easiest, best, most convenient for them or of concern for them. It starts with their goals, their teams and their challenges. Things go wrong, s*it happens but how you show up when it does go astray is what matters. And as a consumer, buyer and leader, I experience the failures of customer-centricity everyday. As a professional, I aim to start and finish with empathy in service of those we set out to help; our customer. It's that simple. Where do you start from? Make sure it's not yourself. 🌱 #customerfirst #values #leadership

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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'RevOps under CFO' follow-up (because I received a # of DMs): Since implementing RevOps under the CFO about 3mths ago, we're seeing a transformation of what was once messy, siloed data into clear, actionable insights...driving alignment across Sales, Marketing, Customer Success and Renewals. Early Results and Why? 📊 EARLY RESULTS: 1️⃣ Improved Data Accuracy: Standardized company (vs. functional) definitions and industry-accepted principles have eliminated ambiguity and made external reporting (i.e. investor updates) much easier. 2️⃣ Clarity & Visibility: ARR, GRR, and NRR objectives are now tracked in real time (vs. manual merging & interpretation of functional metrics), allowing me to have positive 'command and control' to move teams toward shared operational and revenue goals. 3️⃣ Efficiency Metrics: LTV/CAC, cost ratios, and pipeline health visibility (coverage ratio, conversion, velocity, win/loss, etc.) provide a holistic view of profitability and scalability, which enables timely 'reinvestment' decisions so we can invest and move faster than the competition. But here’s 'my' truth: it's easy to build to something like Gartner's RevOps Model (below); however, the reality is leadership, team chemistry and accountability ultimately drives execution and results. I'm very fortunate to have a high-integrity selfless leadership team that respects, trusts and engages each other without hesitation on difficult conversations about what's working/not working...and quickly adjusts. BOTTOM LINE...it's LESS about trying to build the perfect Operating Model. It's MORE about hiring the right team, providing them a 'directionally correct and not precisely wrong' vision, empowering them, and watching the transformation happen. 🚀 #RevOps #ARR #CFO #SaaSLeadership

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SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

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The buyers journey isn’t sales led anymore. Let’s repeat that: THE BUYERS JOURNEY ISN’T SALES LED ANYMORE! SaaS made things look easy when budgets were flush and customers were trying to grow at all costs. Now your marketing needs to carry the customer more than 3/4 of the way to the closed sale. If you think that’s crazy or ridiculous, your marketing team probably isn’t staffed or resourced for success. Great post David Kirkdorffer (he/him)!

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Quoting delays KILL deals. Period. Did you know: Responding to a quote request within 24 hours can TRIPLE your conversion rates. Here are 3 foolproof ways to quote faster (and win more deals): 1. Use AI-powered CPQ software. Let technology handle complex pricing and approvals. It's faster and more accurate than manual processes. 2. Create a library of pre-configured products or services. Customization is good, but don't reinvent the wheel every time. (it wastes time, and time kills deals) 3. Empower your sales team. Give them the authority to offer certain discounts or terms without management approval. That's it. Now, ask yourself, are your quotes flying out the door or crawling at a snail's pace? P.S. Want to potentially TRIPLE your conversion rate? DM me "SPEED". And let's discuss how our AI-first CPQ software can help you quote faster (and close more deals)!

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Quoting delays KILL deals. Period. Did you know: Responding to a quote request within 24 hours can TRIPLE your conversion rates. Here are 3 foolproof ways to quote faster (and win more deals): 1. Use AI-powered CPQ software. Let technology handle complex pricing and approvals. It's faster and more accurate than manual processes. 2. Create a library of pre-configured products or services. Customization is good, but don't reinvent the wheel every time (it wastes time, and time kills deals). 3. Empower your sales team. Give them the authority to offer certain discounts or terms without management approval. That's it. Now, ask yourself, are your quotes flying out the door or crawling at a snail's pace? PS. Want to potentially TRIPLE your conversion rate? DM me "SPEED." And let's discuss how our AI-first CPQ software can help you quote faster (and close more deals).

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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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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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GTM exemplified. When a love ❤️ brand like Gong gives an emphatic high-five for your solution across their GTM teams it's a story worth telling...Shantanu tells it better, his smile is contagious, so watch at your own discretion 😁 watch here >> https://lnkd.in/dY3VWYKw #salesprocess #scale #GTMevolution

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📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

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This is a must attend webinar to see how MaxAI can help supercharge your account planning process to help you get to revenue growth faster!

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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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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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For Revenue Operations Directors, staying on top of market trends is essential. With the rapid growth of sales technology, evaluating RevOps tools has become more important than ever. A valuable resource for this is the HG Insights IT Spend Report, which helps identify spending trends and make data-driven decisions. In this article, key takeaways from the Sales and Marketing section of the report are highlighted, emphasizing the importance of investing in RPM software like Xactly. Read on: http://spklr.io/6043Q0w1

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