Kim Knight - Strategic Subscription Renewals Mgr Informatica

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/eeVWViQz  

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Sellers, if Sales feels really hard right now, here's what to do: Go back to the basics. Mark Niemiec, Salesloft's CRO, gives great advice here... "It's all about the fundamentals. Build good business cases. Understand your customers' outcomes. Truly care about your customers." Simple yet profound. More on RevTalks here: https://lnkd.in/dTr8AunK

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Want to transform the way your channel partners quote? Join Eran Gross (VP of Customer Success America) and Mohammed Fadel (Customer Success Manager) on Thursday, September 12, and discover game-changing strategies to streamline your process and fuel growth. Here's what’s coming your way: ✅ Channel Partner Playbooks: Watch how easily your channel partners can create complex quotes with DealHub’s custom playbooks. ✅ Salesforce Community + PRMs: See DealHub in action on Salesforce and other partner platforms. ✅ Success Story: Hear how one of our customers is crushing it by integrating DealHub with their PRM system. 🔜 Sneak Peek: Get a first look at our upcoming "Headless Quote" feature from Alon Lubin, CTO. This is one webinar you don't want to miss 🎉 Register here > https://lnkd.in/d3f4jvVK #ChannelPartnerSuccess #DealHubWebinar #SalesInnovation #NextLevelQuoting

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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Big news! 🎉 I’m thrilled to introduce THREE new AI capabilities from Gong.  Designed to help RevOps and Enablement leaders bridge the gap between strategy and execution. ✨ Assessment Tools for AI Smart Trackers: Better understand your business at scale. ✨ AI Methodology Playbooks: Track how reps incorporate methodology. ✨ AI Scorecard Suggestions: Streamline coaching. Learn more about these exciting new capabilities here: https://lnkd.in/gVCWSvAK

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Top Sellers aren't begging for specific features to beat competitors Or more training... what do they think will help drive more revenue?? 👀 See the report below for the real data 👀 Met with killer revenue leaders at Gong's annual conference last week and read their report on the "State of Sales Productivity" Similar to what we saw re: GTM Execution being a top priority for Founders / CEOs, this report shed light on top challenges impacting reps and hindering productivity... And it resonated. The least motivating thing when I was a seller? Wasting time OFF THE FIELD updating fields + busywork that didn't help my customers / prospects. I've yet to meet a successful seller who'd rather focus on internal tasks vs spending time moving deals forward... No surprised the top 3 areas that negatively impact rep productivity: 61% - Admin Tasks 47% - Inneficient processes 37% - Time management *Spending time on non-selling activities is de-motivating *BS internal processes slows down deals *Time is the most valuable asset to sellers / Opps (time does kill all deals) From spending time obsessed with making customers successful and being at the top of the leaderboard, I can tell you firsthand most GTM tools don't help with what frustrates the field the most. And is why I felt passionate enough to quit an amazing gig at Stripe to build Accord. To win in 2024's market, every moment counts. Revenue leaders can’t expect their team to be hit targets if they are not setting them up for success. Take the admin work out of it, and have fields populated automatically IN the flow of work. Build a repeatable playbook that is foolproof and can help leaders identify slipped deals, before they slip Make sure you team isn’t spinning their wheels on pipeline or activities that don’t move the needle. Are you making sure your team is motivated, focused on their customers, and setting them up for success going into the final weeks of the year and into 2025?? 📈

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Ready to drive more meaningful engagement with your prospects? ZoomInfo Copilot helps you to identify key decision-makers at new accounts and tells you everything you need to know before reaching out. Watch as Will Frattini demonstrates how sellers can use ZoomInfo Copilot to: 🔍 Discover and engage with the right prospects 💡 Access real-time, relevant insights about their business 📧 Craft personalized outreach in a matter of seconds No more guesswork — just actionable insights that help you connect at the right time with the right message. Want to learn more? Request a demo or connect with our team: bit.ly/3YYl5A7 #ZoomInfoCopilot

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Earlier this year, Ebsta reported that 17% of reps generate 81% of revenue. Here’s how that happens… We’ve all heard the idea that former sellers who make the jump to sales manager need to shift from prioritizing personal outcomes, to their team’s outcome. But, nobody talks about how to do it. As an AE: Ask questions to build a shared narrative Help buyers make sense of existing information. Work towards achieving a singular sales target every quarter. As a sales manager: Ask questions that support your existing narrative. Tell sellers what to do based on what worked for you. Work towards achieving a singular sales target every quarter. What if we kept the first two behaviors the same and just flipped the last one instead? Both an AE and a Sales Manager have a singular sales number that they’re focused on. Even though one is for individual performance and one is for cumulative team performance, it inspires the same types of actions: Give more attention to late-stage deals Focus on opportunities that are more likely to close Push for more meetings later in the quarter. For AE’s there’s nothing terribly wrong with this behavior, but for a Sales Manager, this can be detrimental to their team. That’s because the number one responsibility of a sales manager is NOT to hit their CUMULATIVE number. It’s to empower EVERYONE on their team to hit their INDIVIDUAL number. There’s a big difference. Here’s what happens when sales managers only focus on their team’s cumulative target: They invest the majority of their time on late stage deals. They give more attention to high-performing reps with healthy pipeline. They end up joining more calls later in the quarter to push deals to close on time. On top of that, when you only focus on your cumulative target, you're more likely to end up barely hitting your number than exceeding it. What would happen if we compensated sales managers based on the percentage of their team that achieved their target? Or if we gave a comp accelerators to Sales Managers for every rep on their team that hit their goal? There’s no perfect solution, but I’d be keen to hear from some other sales leaders on this. Because every time I hear someone talk about the shift in mindset that comes with going from AE to sales manager. I can’t help but assume that their team is incentivizing the wrong shift.

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Go from signal to sale in record time. 🏎️ 💨 ZoomInfo Copilot — the AI-driven solution for sellers — empowers sales teams to sell smarter and win faster. 🔍 Uncover prospects who are ready to buy 🤖 Get AI recommendations for next steps 📧 Personalize outreach with AI-generated emails 💬 Ask questions about your accounts with ZoomInfo Copilot's AI Chat Ready to revolutionize your sales game? Make every seller your best seller with ZoomInfo Copilot: bit.ly/3xF1z0j #ZoomInfoCopilot

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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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We're live today! I'm joining Steve Richard, Christopher Richards, Jeff Griggs, and Claude J. Werder to discuss the past, present, and future of sales enablement. During this webinar and Q&A, we're covering: 🔹 Evolving sales enablement from new business to revenue retention 🔹 The new roles of AI for sales and revenue functions 🔹 Combating the "tech creep" that can lead to seller frustration 🔹 Continuous sales onboarding to combat the forgetting curve 🔹 Making products and services relevant to specific verticals 🔹 The changing roles of sales leaders 🔹 The value and benefits of enabling beyond your sales team into your extended enterprise Register here:  https://lnkd.in/ewmzdeag  #SalesEnablement #Webinar #RevenueGrowth #RevUpRevenue Factor 8 Litmos Brandon Hall Group

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Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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Imagine if 30% of your sales team’s tasks were automated. Top-performing teams are getting more done by using AI to handle things like: - Scheduling follow-ups - Entering data - Flagging important signals With those tasks off their plate, sales reps have more time to focus on building relationships and closing deals. The result? Faster growth and higher win rates, without the burnout. If your team could use more time for high-value work, start thinking about where AI can make a difference. See the full guide from Salesloft: https://lnkd.in/eA8-ihbD

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Here's what elite sales enablement teams do in their reps' first 30 days. Taylor Jurgens VP of Enablement at Ushur, helped build Auth0's enablement from scratch and scaled it through Okta acquisition. Under his enablement program, 90% of reps hit quota every year. His rules: ✅ First 30 days = PURE enablement ❌ No Salesforce dive in ❌ No account assignments ❌ No distractions What did they do? 🥊 Mostly role plays! ONE focus: Mastering discovery. 📖 Inside this deck you'll discover: how Auth0 achieved ✅ Reps fully ramped in 60 days ✅ First deals closed in 6 weeks ✅ 90% of reps hit quota every year ✅ Sub-90 day sales cycles ✅ 4% sales team turnover

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2 things your enterprise sales reps should document, but most don’t, in their Q3 account plan refresh: 1️⃣ What is the functional deadline to be included in the next cycle of non-discretionary budget? 📆 If you’re past it, the amount you can realistically close this year is determined by… 2️⃣ What discretionary funds are available to DMs at different seniority levels? Every org (and dept) will have different 💸 rules: Sr Directors can spend $25k… VPs, $50k… SVPs, $100k It’s simple to talk about going “above/below the line”, but reality is there are many lines. Which one do you target given the above factors? Is a normal contract viable or do you need to aim for a limited POC to get your foot in the door? 🚨 missing those details? 🚨 Emissary.io isn’t 😉

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Aiming to build an AI-powered sales tech stack? Look no further than this comprehensive guide by eWeek, which recommends an AI-powered enablement platform like Seismic. "[Seismic] automatically recommends the most effective content to sales reps based on specific deals, ensuring that they are always equipped with the most relevant and impactful sales materials." Learn more in eWeek:

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