Jeff Lowndes

I shared this article with our broader Revenue Enablement team today. Managing feedback is something you get continually better at across your career and is an instant uplift in your enablement strategy. At Highspot we invest heavily in feedback. ✨ Customer Zero - feedback is the lifeblood of our efforts to activate, test and implement our newest features and innovation and give open & real feedback to our product teams on what works and what needs continued investment and evolution. It pushes us to be better as an enablement team and it pushes our product partners to really put the newest platform innovation to the test. It’s one of my favorite parts our my job. ✨ Revenue Advisory Board - hearing from our top GTM reps across pre and post sales teams is a critical inform to our GTM strategy. In August we are bringing our global RAB to Seattle to discuss the most pressing issues and opportunities facing our GTM teams and identify solutions and strategies to inform back hapf success. I can’t wait for this opportunity and grateful to the business for the investment. ✨ Leadership Roadshows - we are proactive in our efforts to get feedback - and onboarding is an always-on motion that requires constant input. On Monday we kick off a leadership roadshow series that showcases recent innovation in our onboarding program based on feedback we’ve fielded as our hiring profile has evolved; but it’s also an ask - what aren’t we seeing, what else should we anticipate, what gaps are you seeing? Feedback is a requirement for effective onboarding and we are grateful to our GTM leaders and their candor and insight. So here’s to being the best at getting better. Thank you, Devin, Mackenzie and Brooke for your efforts across these areas and to all our Revenue Enablement team for making feedback central to our mission. This quote seems to sum it up well: “The foundation of an Olympian feedback strategy it to make a commitment to getting better each day. Let improvement be your North Star, guiding every action and decision.”

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demandDrive, the industry-leading integrated sales and marketing agency, is transforming their prospecting efforts with the help of ZoomInfo. 🤝 🏁 ☀ AJ Alonzo, Director of Marketing at demandDrive and ZoomInfo Champion, shares how ZoomInfo WebSights helps his team uncover insights about website visitors' behavior — allowing them to personalize outbound efforts and improve their prioritization processes. The result? Millions of dollars in ARR. Learn how demandDrive is turning page views into pipeline with ZoomInfo: bit.ly/4dgBN1G

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

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Some [very] exciting partnership news! We've partnered with LinkedIn, 6sense, Crossbeam, and MadKudu to bring their intelligence, directly into Gong Engage. Leaders tell you to create personalized and relevant messaging. What they don't know is the amount of time it takes, all for the chance a customer never even opens it. I used to toggle between 6 tabs: -Salesforce - have we had a prior opportunity with them? -Gong - have we ever spoken to them in the past? -Sales Navigator - who else should I be reaching out to? -6Sense - what intent does this account have? -MadKudu - what buying signals are present? -Crossbeam - what's their tech stack? Partners? All to put together one [freaking] prospecting email. Now, I can access everyone from within one platform to Engage. The biggest hindrance to stopping spray and pray, is the time it takes. And Gong Engage just removed that from the situation.

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🎯 Love an #enablement endorsement from Sales Leadership! "It has elevated the pedigree of our sellers within the business. Not only making their lives easier, but making their selling better." 🤩 🏆 Check out the customer story that OneSource Virtual did with Seismic in San Diego last month. Big thanks to my team and Brian Levey for always being an executive champion of enablement programs in the field. 🎬 Watch the video and read the full #OSV story here: https://lnkd.in/giRnnDG5

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🚀 Exciting Panel Discussion Alert! 🚀 #Sacramento #CustomerSuccess professionals, what are you doing tomorrow night? If the answer isn't joining SuccessHACKER's Meetup, you're missing out! 🌐 SuccessHACKER is getting a Greater Sacramento Customer Success Meetup going, and I'm thrilled to be joining Jeff Beaumont and Amber Costello for an intriguing panel hosted by Andrew Marks: "The Balancing Act: Evolving Human and Digital Elements into Customer Journeys" sponsored by SuccessHACKER, Growth Factory, and The Roseville Venture Lab. Join us as we explore the critical balance between leveraging technology and maintaining the personal touch that makes customer relationships thrive. This is an essential discussion for anyone in customer-facing roles, from individual contributors to senior executives. There will be time for networking before and after the discussion and food and beverages because everyone in CS loves breaking bread with new people! 📅 May 30, 2024 ⏰ 6 PM - 9 PM 📍 The Roseville Venture Lab - 316 Vernon Street, Suite 110, Roseville, CA 🔗 in the comments below! Don’t miss out on this opportunity to gain insights from top industry leaders and network with peers facing the same challenges. You KNOW it's going to be exciting if Andrew convinced me to come up to Sac from the Bay Area for it. Seats are limited, and you won't want to miss out on this engaging discussion that could transform your customer-facing communication. Look forward to seeing you tomorrow! #TechInnovation #HumanTouch #PanelDiscussion #DigitalCS

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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Updating CRM notes and customer info is a pain—we’ve all been there—endless calls, no time to update, and tools that just create more silos. What if your CRM could update itself? Join us on Thursday, December 12th at 10:00 a.m. Pacific, to learn how top customer success teams:  ✅ Automatically log customer interactions in HubSpot  ✅ Share onboarding progress at a glance  ✅ Eliminate tool-switching so you can focus on your calls Kim Hacker (Arrows), Shareil Nariman (Arrows), and I will show you how it’s done. See you there! Register below:

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🚀 Driving Customer Success Excellence: The Power of One 🎯 At Pulse 2024, I had the privilege of joining Dan Maimone from Harri and Mark Deegan to share how we’re redefining customer success by weaving the "red thread" through the post-sales lifecycle with Gainsight. Here’s the journey we shared: 💡 Harri’s Challenge: Balancing hyper-growth with operational efficiency, maintaining exceptional GDR (95%) and NDR (112%), all while scaling a high-touch customer success model. 🔎 Our Approach: - Through Project Lando, Wigmore IT partnered with Harri to: - Optimize Harri’s Gainsight tech stack (CS, PCX, CC and CE). - Define multi-product customer journey stages. - Prioritize customer outcomes with personalized success plans. - Foster cross-functional collaboration and implement change management. 📈 The Results Speak for Themselves: - Gross Dollar Retention: +4% - Net Dollar Retention: +9% - CSM Efficiency: +30% - Customer Health Score: 8.5 - eNPS (CS Team): +27 points 🔥 Key Takeaways: 1️⃣ Start small, think big—pilot programs drive scalable success. 2️⃣ Use data to guide strategy—CSQLs and financial insights were game-changers. 3️⃣ A unified approach integrating people, processes, and technology creates lasting impact. As we look to the future, Harri is investing in AI for predictive analytics and global scalability—setting new benchmarks for CS excellence. 🌎✨ Grateful to share this story and to help organizations turn customer success into a true growth engine. Let’s keep the conversation going! #CustomerSuccess #Gainsight #ThePowerOfOne #CSLeadership #GrowthStrategies

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There’s a conundrum when it comes to measuring sales training impact… I’ve worked with a lot of enablement teams that use leading indicators to measure training impact: Workshop Attendance Gong Recordings SFDC Hygiene Rep Surveys The problem: There’s no clear way to connect these metrics to business outcomes. Then, on the other side, you have teams that focus mainly on lagging indicators: Win Rate Pipeline Creation Sales Cycle Length Average Contract Value The problem: It takes a minimum of 3 months to see any results, and even if you do, no one believes that the changes can be attributed to sales training. Basically, if you focus too far down the funnel, no one believes you, but if you focus too far up the funnel, no one cares. Here are the only 3 questions you need to be able to answer to know if your training worked: 1/ Did reps use the training? Did they show up and engage during the session? Are they practicing the skills covered? Are their skills improving as a result of practice? 2/ Is there a clear change in outputs as a result of the new behavior? This is where you can think about leading indicators like (talk ratio, buyer engagement, and business case creation) 3/ Did the the new behavior lead to a change in key outcomes. This is where you tie a thread from the leading indicator to the lagging indicator. (Eg. What’s our win-rate on opportunities that include a business case?) The team over at Replicate Labs are taking what used to be a long drawn out process of measuring impact (that involved lots of help from RevOps), and turning it into a few simple steps. They’ve built one of the only training adoption platforms I’ve seen that allows you to see how practice produces outputs that lead to outcomes. If you’re tired of relying on surveys or waiting 3+ months to see results that no one believes your team influenced, reach out to James Pursey, and see for yourself.

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Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

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True revenue growth happens when sales, marketing and customer success are aligned and supported by a unified RevOps and enablement strategy. When RevOps and enablement work together, we enable our teams to focus on what matters most: delivering value at every stage of the customer journey. Key steps for effective RevOps and enablement alignment: 1️⃣ Unify data and insights – By giving teams a single source of truth, we empower smarter, faster decision-making across the board. 2️⃣ Integrate tools and technology – A cohesive tech stack keeps teams connected, enabling streamlined workflows and deeper collaboration. 3️⃣ Prioritize training and support – RevOps and enablement should actively guide and coach teams, ensuring everyone has the skills and insights to succeed. 4️⃣ Measure and adapt – Regularly assess what’s working and pivot where necessary to stay aligned with evolving customer needs. How is your organization aligning RevOps with enablement to drive better outcomes? Read more tips from Highspot here: https://lnkd.in/gnauM-6G #RevOps #Enablement #RevenueGrowth #SalesAlignment #GrowthMindset

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Want to know how you can personalize every demo for every persona every time? Try a branching demo! Your customers can personalize their experience while giving you insights into their needs, behaviors, and role in the buying process. Try one today and see how demo automation can help with every stage of the sales cycle. Watch your own branching demo now! https://lnkd.in/eb7qXA7a #buyerenablement #demoatscale #demoautomation

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The thing I hear the most from my customers is "Our sellers love Sales Navigator but we would love to see it's power LIVE where the seller LIVES"......... Imagine having Sales Navigator’s real-time people powered insights, directly in your CRM? Now the power of Sales Navigator lives where your sellers live.....in CRM! No more switching between platforms. No more multiple tabs. Instead, unparalleled foresights on who to reach out to when and how, directly in the surface you use every day. LinkedIn’s new Embedded Experiences feature integrates key Sales Navigator benefits directly into your CRM interface, including: 🎯 Account IQ: Dive deep into target accounts with financials, business challenges, and strategic priorities. 🔍 Find Key People: Quickly identify key decision-makers and influencers. 🌐 Relationship Map: Visualize relationships to find decision-makers faster. It’s not just an integration, it’s a game changer for sales. All three experiences will be available in Salesforce starting today! HubSpot and Microsoft Dynamics will support Find Key People shortly. Find out more here: https://lnkd.in/EmbeddedExperiencesBlog 💼✨ #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity

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A bad sales comp plan will kill your sales team productivity. A good sales comp plan motivates your team to hustle through the end of each month. As we scaled the Levelset sales team to 60+ front-line sales reps, we learned a TON about how to build great comp plans. Here are my principles for good sales compensation: 1. Salespeople don’t do sales and other things well. Let the salespeople sell, don’t saddle them with additional responsibility. For example: Sales and Customer Success are separate functions. 2. The compensation structure should be so simple that you can do the math on the back of a napkin. 3. No commission-only roles. Sales reps should get base salary + variable compensation. 4. At least 40% of sales reps On-Target Earnings should be in the form of variable compensation. 5. No “draw on commission” for ramping reps. New reps should have some mix of guaranteed variable compensation during their ramp period. 6. Sales reps should be paid “straight-line” up to 100% of quota. There should be compensation accelerators above 100%. There will be no compensation hurdles or decelerators for producing below 100%. 7. Annual quota for Account Executives should be 5x On-Target Earnings. For example: $500k annual quota, $100k OTE. This keeps your cost of sales to between 20 - 25% of gross revenue. ‍ 8. Did I mention accelerators? You need to include accelerators for over-performance. This isn’t a comprehensive list of principles. But if you follow these principles, your comp plan will motivate the team to hit their number. Read the full list of principles here: https://lnkd.in/gmwXkRE9

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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