Kevin Duffy

Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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5 new AI capabilities for Gong!

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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Revenue pros need to get ahead of the renewal conversation. Don’t take your renewals for granted. Instead: (1) Understand what’s going on with the business. Where are they winning and where are they struggling? (2) Demonstrate the impact you’ve had on their business. Make the case for renewal plain and simple. (3) Bring a point of view to the renewal conversation. This may mean restructuring to find an agreement that works for everyone. How are you getting ahead of renewals?

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90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

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If your sales team isn't adding value in conversations, emails, or meetings with prospective customers, they are not sellers. They are order-takers. The sooner your sales leaders realize this, the faster you can address the underlying issues and develop stronger business acumen and sales skills.

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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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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New @Salesforce research: Many customer service teams, salespeople, and marketers have implemented AI to augment their work. Yet 77% of business leaders cite issues around trusted data and ethics that could halt deployment. Dive into the report:

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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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It doesn't matter who you are or what you do, agreements are everywhere in your organisation and you literally cannot do anything without them. Read this report from Deloitte to discover how you can unlock the value of your agreements and drive massive ROI with Docusign IAM. This is that aha moment where you think, why didn't I ever think about this before! #Discover #Docusign #Deloitte #Savings #ROI #Agreements #AI #Intelligent #CLM #eSignature #IDV #DocGen #Integrated #Workflows #Insight #2Trillion

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Mega dealers vs the rest I’ve spent the best part of the last decade working in hyper growth SaaS (Salesforce & ServiceNow) In that time I’ve worked with & led some incredible sellers, and studied them Here’s what sets the true big deal giants (high 7 and 8 figure ACV deals) apart: 1) Belief They believe almost fanatically in their pursuit and ability to help their customer fix big problems They inherently also understand that they must focus. This is important as it shows 2) It’s on them - they take FULL responsibility They show up, and understand that the buck stops with them No excuses 3) They go together, not alone. They understand that an unfair share of resource on their customer will lead to oversized reward As such they recruit people (at all levels) to their cause Lead without authority And orchestrate for success Whether the markets good, or bad these people deliver time & time again Right now I think there’s a lot to learn in this!

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#presales If you haven't checked out the 2024 Sales Engineering Compensation & Workload Report yet, you are missing out on some valuable findings of the report. This is definitely a worthy read. COMPENSATION ○ Recently hired ICs report higher OTE than their tenured counterparts, while the opposite is true for Leaders. ○ Stock options are a newer perk for ICs in the last four to six years. ○ Personal quotas are a major predictor of higher OTE and base salary for ICs. WORKLOAD ○ Too much time is spent on Intro Demos; not enough time is used developing product expertise. ○ ICs and Leaders want the perks of their Sales counterparts, less repetition, and more help. DEMOS ○ More unqualified demos predict greater misallocation of time spent on Intro Demos. BURNOUT Misallocating time and resources fuels burnout, draining productivity and perpetuating a cycle of inefficiency and frustration. ○ Unqualified demos are comparable to long work hours in predicting burnout. DEMO AUTOMATIONS ○ Automation optimizes IC time to be spent on higher-impact activities. #scalingpresales #presales #sales #solutionsarchitect #demoautomation #consensus #buyerenablement

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What is the number 1 thing the top sales rep at Gong focuses on in demos? 🛑 Its not building rapport 🛑 Its not showing off the coolest features ✅ Its Aligning to a strategic priority. People don't make budgets for new priorities. But there is always budget for existing ones. Especially ones that are driven from the top down. My last quarter at Chili Piper I jumped back into sales and carried a quota. I knew I had to knock off some rust quick and my first stop for quality sales content was none other than the 30MPC podcast. Listening to Brian LaManna's episode I was able to grab 4 key takeaways from this 4x President's Club winner: 1 - Come with a point of view on what their top priorities might be. It might sound something like "Hey Nick, I was doing some research and noticed you were rolling out MEDDIC methodology to the sales team. Is that the #1 priority for you all or does anything else trump that?" 2 - Never ask "any questions?" Instead => reframe it to "what has stood out the most so far?" Put someone on the spot to think of a question creates a ton of friction. Asking them to share their experience so far lets them speak to what they are feeling and opens up the conversation. 3 - For any secondary calls start with a "What I've learned Slide" Bullet out points that share where they are at today And begin to map out the desired future state that you uncovered in the first call It creates a great baseline to pick up the conversation and see if anything has changed in terms of priorities. 4 - End call with “On a scale of 1-10, how compelling is what you saw today?” Understand where they sit after your demo. And follow up by asking "what would make it a 10 in terms of priority?" This episode was littered with sales nuggets that I was able to implement right away (and helped me hit 280% of my quarterly number) It's also a full circle moment now that we have become partners with 30MPC and helps our mission of levelling up the b2b sales community! #sales #b2bsales #30MPCxAligned

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Sales Folks especially SDRs and AEs We live in a virtual world now; most calls happen virtually, especially if you are in SaaS. In such setups, your presentibility over video calls matters a lot. Make sure your lighting is on point and if you feel you are in a bad place where the lighting is not that great there are gadgets available for your laptops to enhance the lights Imagine you go on a call and the other person is barely able to see you, it won't make the other side feel that comfortable talking to you. These small things matter and create differences so if you are reading this post and your lighting sucks get it fixed immediately. Have a Bright Wednesday!!! #smallthingsmatters #lighting #saas #sales #sdr #ae

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The results are in! 👀 Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including: ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/d4VJcfXG

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Every week, we hear from a Revops leader complaining about support from their sales engagement vendor. But the problem isn't support. It's why they're seeking support. The real problem, they always reveal, is the Shadow CRM. Turns out, syncing a complex sales engagement app with Salesforce is a nasty engineering challenge that leads to chronic data issues. Why do reps care? How does it feel when they crush a day on the phones and manager, looking at Salesforce reports and sees no/low activity, asks the rep why they're not doing their job? Why does revops care? They spend hours maintaining and fixing broken integration pipes - playing plumber in a leaky system. That time should be spent on strategic projects to drive revenue. If you want to do revops and put away your rusty wrench, Revenue.io can help. More on how in the comments. #revops #salesforce #revenuegrowth #salesforce

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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