Jeremy Steinbring ☁️

That's it - We nailed it. Any Salesforce or HubSpot object. Custom or default, including opportunities, deals, leads, contacts, and accounts.  Any event.  Any field type—picklists, ranges, checkboxes, text fields.  Mandatory fields, fields with dependencies. We update it ALL. When we first started building WINN.AI, I didn't imagine we'd go this far and this deep into CRM functionalities. Why not stop at the basics like most tools? Why not push it all in a bulk note and that's that? Our goal with WINN is to completely take CRM admin work off of reps' hands. That means updating the CRM with meeting data JUST LIKE A SALESPERSON WOULD. Covering any mandatory field. Being able to support custom requirements. If we don't do it all, then at some point the seller will have to fill out the rest. Or, more likely, they won't do it at all. That's why we didn't stop until we knew we had the whole process covered, no matter what specific CRM requirements our customers bring to the table. That's how you reach perfect CRM hygiene. That's how you 9X CRM data. For. Every. Customer. Interaction.

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45% fewer HubSpot properties in 5 hours. ^ Yesterday's big accomplishment for the Coastal Consulting team. People sometimes wonder if we're a good pick because we're so small. FAQs: Why not use a bigger firm to work on the HubSpot Salesforce integration? Can a 2-person operation really handle Enterprise accounts? Answers: 1. We ONLY work on the integration (and HubSpot implementations where Salesforce is involved). We can do things super quickly & both of us are experienced (hands-on) in BOTH tools. 2. We can, and we do. We took an account from 1,824 properties to 996 properties in less than 1 working day. They now have a documented field dictionary that ensures each field in HubSpot is USED and SYNCED properly with Salesforce where needed. Overwhelmed by the HubSpot property count in your instance? Let's chat. #HubSpotSalesforceIntegration #HubSpot #Salesforce #CRM

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Top mistakes people are making when trying to hire a GTM engineer First - what ISN'T a GTM engineer? It's not salesforce admin It's not report building It's not customer journey design It's not outbound It's not A/B testing and growth hacking It's not GTM strategy It's also not sales enablement All of those things are REALLY important to get GTM engineering right and without them GTM engineering doesn't add any value But if you try to hire for someone with all of those skills you're going to have a tough time In a nutshell, a GTM engineer automates complex GTM workflows I'm not talking about something like a simple round robin lead flow I'm talking lead qualification in multiple ICPs, personas, products, verticals, and sales AI agents to identify key qualification criteria that predict win rates Data waterfalls that detect bounced emails or bad phone numbers and re-enrich with different providers Complex workflows that would normally require multiple tools and vendors to get working Or lots of manual effort on the web In other Give a GTM engineer a specific manual workflow that you KNOW drives value They give you BACK an automated workflow that scales with quality GTM engineering won't help if you Don't know your ICP Don't know your buyer personas Don't know how to qualify accounts Don't have reliable data sources Don't have messaging that works Don't know what qualified pipeline looks like Then it won't happen And if you try to hire a GTM engineer without having the other skillsets in place AND some kind of GTM architect to help discover requirements, and challenge them to simplify and streamline You probably won't be able to hire them OR get an ROI if you did find someone

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Building Weflow, I've spoken to 200+ #RevOps folks the last 12 months about common Salesforce data capture challenges. Here are things that come up: 1) Poor Salesforce adoption - Shadow tooling - Reps avoid Salesforce - 42% forecast in sheets 2) Poor activity capture - EAC not reportable, nor stored - Missing activities on opportunities - Limited insights based on activities 3) Missing contact data - No contact roles - Buying committees unclear - Multi-threading happening? 4) Process in-compliance - Missing stage entry/ exit criteria - MEDDIC (etc.) not populated - Close date pushed/ overdue 5) CRM bloat - Ops-debt (fields, integrations) - Over customization - Consolidation nightmares after acquisitions 6) Historical data - Opportunity snapshots missing - Process change, data worthless - No unlimited field history tracking Takeaway: Poor Salesforce data quality > missing insights > poor visibility > ineffective deal execution > low predictability > broken revenue engine. What would you add? Comment 👇 -- ➕ Follow me for RevOps content 🔊 Listen to the "RevOps Lab" podcast - link in profile 👀 Visit my free RevOps content library - link in profile ♻️ Share with your friends #RevOps #GTM #Sales

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I think the Subscription object is one of the most under-invested CRM objects for admins out there... Because its an expensive up-front investment. There really are only three options for admins out there: 1. Build it yourself. 2. Buy a billing system. 3. Go all in with upgrades to your CRM (HubSpot Subscriptions, Salesforce Billing). Each of these options requires a lot of research; And then there is onboarding, configuration, and finally updated automations. And then someone does something in the billing system, and all your hard work goes out the window. 😂 Do you have any past experiences to share with rolling out Subscription support in your CRM?

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Are your renewals killing your quarter? Here are 10 ways to make sure you have a terrible Q4 10. Don't update them on new features they were asking for 9. Have a complicated renewal process. 8. Having misaligned data in the CRM  7. Mismanage your renewal process by not tracking discounts or giving away free services that weren't budgeted for. 6. Ignore them because usage is high, so "everything is cool" 5. Ignore them because it's auto-renewed 4. Never contact the Champion and just work with the admins 3. Don't have meaningful renewal conversations. 2. Start the renewal process in the same month its due 1. Never articulate the value they are getting from your product How are you going to have better Q4 numbers?

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✨ Think RevOps just has a magical fix for all your problems? Think again! ✨ What most people don’t realize is how even the simplest questions or requests to a RevOps team can spiral into a tangled mess of complexity.  Here’s why this can happen if RevOps teams dont have a proactive/agile approach to data governance, process documentation, & modular architecture: 💥 The Domino Effect Ever had someone ask, “Can we just get a report on X?” Sounds easy, right? That seemingly simple request can set off a chain reaction: you need to pull data from multiple sources, ensure it's clean and consistent, validate it against existing Reports/KPIs, and then format it in a way that makes sense to everyone. Before you know it, that “simple” report has consumed days of work, uncovered tech debt to fix,  and required the coordination of multiple teams. 🚧 Unintended Consequences One small change in your process or tech stack can ripple through the entire system. Let’s say someone wants to tweak the lead scoring model. Seems straightforward until you realize that change will affect every downstream process—automated workflows, sales handoffs, reporting metrics, and even how markrting nurtures prioritize accounts. What started as a quick adjustment turns into a major overhaul, with plenty of opportunities for things to break along the way. 🔄 Constant Recalibration A simple request like “Can we segment our contacts by XYZ?” sounds innocent enough. But in reality, it can lead to an endless loop of recalibration. You’ll need to validate the values of the field in question, update outliers, redefine the segments, update workflows, adjust reporting, and retrain the team on what was done. And let’s not forget the constant back-and-forth to ensure everyone’s on the same page about what those segments actually mean. 🐇Data Rabbit Holes You might think pulling a quick data point is no big deal, but data is rarely straightforward. A request for “last quarter’s sales by region” might lead you down a rabbit hole of data inconsistencies, missing fields, and conflicting sources. You’ll need to dig deep, reconcile differences, and verify accuracy—all while balancing the original timeline for the ask. By the time you have the answer, what seemed like a five-minute task has turned into a full-blown data archaeology project. In RevOps, sometimes even the simplest asks have a way of snowballing into massive undertakings.  It’s not just about doing the work—it’s about anticipating the ripple effects, managing expectations, and keeping everything running smoothly while you’re at #RevOps #RevenueOperations #ExpectationsVsReality #DataComplexity #ScopeCreep #TechChallenges #RevOpsLife

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SaaS Leaders this one is for you: --> Struggling with lead quality? 🎯 --> It's like fishing in a sea of sardines when you need a whale. 🐋 --> I specialize in getting you the right fish—er, leads—on a call. Let's chat if you're tired of chasing sardines. 🐟✨ DM me directly or if we are not connected comment below.

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HIPAA compliance in HubSpot presents a huge opportunity for HubSpot to grab market share. To put this in perspective, the massive software industry in the United States represents $340 billion in annual revenue. The healthcare spending in the United States reached $4.5 trillion in 2022. The economic trickledown effect on HubSpot partners, app developers, and HubSpot customers will be even bigger. #crm #HubSpot #hipaa #Salesforce #hubs

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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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Are your renewals killing your quarter? Here are 10 ways to make sure you have a terrible Q2 10. Don't update them on new features they were asking for 9. Have a complicated renewal process. 8. Having misaligned data in the CRM  7. Mismanage your renewal process by not tracking discounts or giving away free services that weren't budgeted for. 6. Ignore them because usage is high, so "everything is cool" 5. Ignore them because it's auto-renewed 4. Never contact the Champion and just work with the admins 3. Don't have meaningful renewal conversations. 2. Start the renewal process in the same month its due 1. Never articulate the value they are getting from your product How are you going to have better Q2 numbers?

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CROs often make the mistake of thinking a database cleanup will magically drive efficient revenue. They see the CRM mess, hire a systems admin to tidy things up, and expect growth to follow. But here’s the problem: Cleaning up Salesforce without a clear revenue strategy is like putting the cart before the horse. The system ends up driving revenue generation (poorly), instead of being shaped by a solid growth plan. To fix this, start with a specific revenue goal. Too many admins don’t know what the larger target is, which makes it nearly impossible to build a system that supports real growth. Set a clear revenue target first—whether it’s new business, net revenue retention, or both—then narrow down to top priorities. Where’s the biggest opportunity? More pipeline, better conversion rates, or a mix? Focus on one area at a time, like refining your outbound process or improving inbound engagement. Once you’ve prioritized, build the basics around that focus area. For example, if Demand Gen is your priority, nail down your ideal customer profile, setup your conversion events, and define clear messaging. Drive adoption by mapping out these processes in your CRM, training reps, and monitoring execution in reports. Your team needs to be fully aligned with the system to make any cleanup worthwhile. Next, iterate based on real data. Dig into the metrics to see what’s working and refine as needed—maybe that’s shifting your ICP, evolving messaging, or adding in different channels or ABM. Finally, automate only what’s proven to work. Too often, automation is used as a shortcut, but it’s only valuable when it’s amplifying a well-functioning process. In short, don’t start with a CRM cleanup. Start with your revenue strategy, then let that shape the CRM. This way, you’re building a system that truly supports growth, instead of just creating a neater mess. #revops #CRO #revenue

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How do you define an MQL? And how does this compare to what other companies do? 🤔 Someone asked this question in the ROC Slack group recently, here's how the RevOps Co-op responded 👇 1️⃣ 2 out of 4 BANT criteria met Consensus here was BANT is the responsibility of the sales team, not the marketing team, so shouldn't be used. 2️⃣ Exceeds lead score threshold based on demographic and behavior data This was a popular choice. Lots of folks said an MQL should be a hand-raiser that meets some sort of grade / score threshold. 3️⃣ Based on account and title fit with ICP This can be the basis of a lead score or grade mentioned in number 2 above. ☝️ 4️⃣ Based on Minimum Viable Customer Profile (MVCP) This is basically a twist on number 2 and 3 above, but I thought it was intriguing. It's basically a more broad version of your ICP using secondary criteria. For example, if your ICP is a Fortune 500 account, your MVCP may be any company with > $50M revenue. Or if your ICP is HQ in the US, your MVCP could be HQ in the US, Canada, UK and Australia. What do you think - anything missing here for different ways to define an MQL? PS - thanks to Malorie Packard, Colby Ricker, Colin Illar, Jeff Ignacio, Jacqueline Freedman 🦋, Rex Biberston, and others for participating in this 🧵 #revenueoperations #revops #marketingops #marketingoperations #mops #GTMOps #alltheops #MQL

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It's not about getting more notes into Salesforce. It's about increasing your conversion rate through more detailed emails after in person meetings. It's about making sure when reps leave or change territories new reps have the information they need to know when to re-engage. It's about making sure management understands whether the forecast numbers are real or not. So next time your manager or RevOps is bugging you to update your pipeline remember why!

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Don't code - if you don't have to. I was on a RevOps HubSpot community channel today. Someone shared their custom coded solution for stamping closed lost deals with the last stage - using an extra stage. It must have taken them a decent amount of time to build a solution, with custom code that could have been built in less than an hour with a standard HubSpot workflow. If you want to be able to report on the last stage entered before deal close lost do this... 1. Trigger : enrol deal when the deal stage changes, but is none of closed lost. 2. Copy deal stage into a custom property "last deal stage" 3. Build a report filter all closed lost deals as a bar chart with number of deals x last deal stage. I would also add - total amount in deal. Number of deals doesn't matter as much as amount of revenue. Keep it simple. Achieve more - with less.

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RevOps Role? Avoid This Common Pitfall As a RevOps professional, it's easy to get bogged down in the daily grind: - Endless backlog - Firefighting - Constant requests - Jumping at every ask But, 90 days in, you may find yourself without: - A clear understanding of the current state - Knowledge of your team's strengths, gaps, and values - Strong relationships with cross-functional partners - Trust and credibility with stakeholders - Aligned objectives and goals - A solid plan for execution Whether you're new to the role or already stuck, it's not too late to: 1. Assess the overall GTM strategy and goals 2. Evaluate how your tasks align with those goals 3. Reprioritize and rebalance as needed 4. Create a minimum viable plan (MVP) 5. Communicate effectively to get everyone on board Take small steps today to position yourself for success as a RevOps professional. You got this! #revops hashtag #career hashtag #coaching hashtag #leadership

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When I was at Salesforce, they doubled spend on new customers in the first 12 months. New customer acquisition is so tough right now. Nothing is more critical than retaining and growing existing customers. Here are some of the plays I learned at Salesforce: 1. Product Whitespace - Run a report for each Account Mgr - Show products purchased by account - Show products not purchased by account - Account Mgr can now call down accordingly 2. Stakeholder Whitespace - Run a report for each Account Mgr - Show key stakeholder roles by account - Show who we’ve contacted and who not - Show who we’ve met and who we haven’t - Account Mgr can now call down accordingly 3. Monitor Customer Health - Create a Customer Health Score - Scoring their usage of the product - Integrate this score into Salesforce - Run a report showing unhealthy accounts - AM can then call down on these accounts - And work to get them healthy before upselling 4. Find Expansion Signals in Product - Look for potential expansion signals - Example: CS Cases => Premiere Support - Example: Lots of data => Extra Data Storage - Example: Lots of emails => Sell marketing tools - Create reports AM can use to call down accounts 5. Leverage Renewal Event - Meet every single CFO ahead of Renewal - Ask if them they would like “Optimal Pricing” - Very few of them will say they want to pay extra - Ask to review their spending across the company - Get sponsorship to talk to other key stakeholders - Sell bigger package at renewal w/ bigger discounts These are just a handful of plays that worked for me. What would you add? 🤔 More on expansion here: https://bit.ly/4ad3iHy ✌️

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Sometimes... it's rare... but sometimes we at Roofing Business Partner - RBP Consulting are lucky enough to have Chad Hohn work on OUR stuff, instead of all those pesky needy clients. :lol: (slack doesn't work in LinkedIn??) Jokes aside. REALLY cool work that he is doing on the NEW BETA HubSpot SALES dashboard.. not to be confused with "prospecting" dashboard. (apparently even Hubspot is still confused... as you will hear in the video 😁 ) Very Cool DING DING 🛎️ slack message dopamine hit he built for the handoff from Market Development Reps to the CLOSERS. Thought some of you might want to see! #hubspottipsandtricks HubSpot Tips and Tricks https://lnkd.in/gB4ypC3c

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How 1 prompt is making Can save a rep Hours of time: You ever hear sellers say " oh there is too much data, too many tabs, too many things in SalesForce for me to know what going on" Enter the most amazing easy Workato flow I have created. Using Workato I pump about 75 individual fields + a loop of actions like cold call notes, call recording transcripts and more to a simple prompting action... WANT THE SECRET SAUCE..... comment and I can send the prompt

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