Mark Aronoff

Are you taking advantage of clean rooms yet? Data clean rooms help marketers access rich data sets and collaborate in ways that protect user privacy. LiveRamp's new interactive guide shares 12 essential strategies to navigate the digital landscape and maximize ROI.

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How good is ZoomInfo Copilot? I think these customer reactions say it all. 💪 To see what ZoomInfo Copilot can do for you, head to our landing page to request a demo 👉 http://bit.ly/3UMYe6U #ZoomInfoCopilot

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A conversation the other night turned to consumption based pricing. Both of us have been in the industry for a while and we found a ton of downside to consumption based pricing and limited upside. The upside, of course, is that it's good for the customer. They only pay for what they use. The biggest downside, especially if you have sales people selling a consumption based solution is that sales peoples job is to maximize revenue. Need 100 units of X, that is great, why don't you buy 150 units. I'll give you a bit of a discount and you're protected on the upside should you go over that limit. Win / win. Customer got a good deal, sales person got a bit more revenue. Everyone is breaking their arms patting each other on the back. But here is the rub. A year rolls around and there are three likely scenarios, like a consumption based Monty Hall game. Door #1 is that the customer used up most or all of their 150 units and is happy and is going to re-up or maybe buy more. This is winning the car on Let's Make a Deal. Door #2 is that the customer only used 100 of the units (that is what they forecasted anyway) and need to churn the other 50-units out of their agreement. This is the goat. Door #3 is that the customer had rose tinted glasses and only used 75 of their 150 units. Now they are in trouble. They need to churn 75 units and their boss is mad at them for overspending in the first place. This is also a goat. The analogy doesn't quite work, but it's early on a Monday. Give me some grace. Now, the company could move to a PAYG model, but that puts the sales person in a bad place because they are just going and getting clients, but can't make much commission. Great if you're product led growth, but if you want sales led growth, the consumption model contradicts the goals you want. Worse so, is that in a larger company (like the one the person I was with worked at), they know what the consumption forecasts look like, so they set quotas to align to that number, which makes exceeding quota really challenging. If you think about it, unless your the utility (gas, water, electric), consumption based pricing doesn't really help the company out. There is never a push from PG&E for me to use more electricity. In fact, it's just the opposite. I'm certain that there is a way to make consumption based pricing work for the client, the sales rep, and the company selling the software. We bounced a bunch of ideas around at Cloudinary. The main thing that we learned was that it requires multiple products and tight cohesion between sales and CS to make it really hum. Will write more about that later. How have you modeled consumption based pricing into your direct sales strategy?

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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To all the LinkedIn livestream skeptics (looking at you GTM pros) ... I feel your pain. 1. It routinely glitches. 2. Live attendee count can be low. 3. Analytics are janky. 4. What if someone says something terrible? But here's why I love them: 1. Where else on LinkedIn can you make contact with up to 1000 of your 1st connects in a non-pitch slap way in less than an hour (I just sent out 800 invites)? 2. What other format offers a mass synchronous experience with comments and tagging? 3. They're way more fun to make than anything else on LinkedIn. Are they wave of the future? Is everyone going to start a livestream? Probably not.  But for those of us who love them, there's no turning back. So, if you want to try the Hottest Show on LinkedIn - tune in tomorrow for The Hotness Unleasher Show S3 E9 - Cybermarketing. Where I'll be hosting none other than Mark Bliss , Aileen Casmano , and Bronwen Hudson and we'll be talking about people behind their backs... In a good way. The point of the show is to pay attention to people or their work in an intentional way. The show's trusty producer - Elijah Drown - is busy keeping things fresh and full of sweet graphics, sounds, voiceovers, and making sure things flow smoothly. Remember - the audience is co-creating this thing with comments. So - please - come out, join in the fun and help Unleash the Hotness.

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Ready to unlock the full potential of ZoomInfo? "For 17 years I’ve had the vision for what is today ZoomInfo Copilot, but it wasn’t until GenerativeAI’s power was able to be harnessed that we could actually deliver it." - Henry Schuck ZoomInfo Copilot will mine pure gold buyer intent signals from your CRM and our best-in-class B2B data, then deliver you tailored engagement recommendations, and AI-powered personalized outreach. Learn more here 👉 https://lnkd.in/gwGPjDf6 #ZoomInfoCopilot

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Check out Dom Nicastro's breakdown of Scott Brinker's latest report on the ever-expanding martech scene. In it, Marc Bedine, Cloudinary's marketing ops director, really drives home the importance of focusing on ROI, steering clear of shiny object syndrome, and making sure martech systems are built to last and grow as our business does. Read more: https://ow.ly/sCIr30sCC2q

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We've got a killer sales team across media (Jennifer Watson Laws, Christi Lingard, Samantha Stein, Bryan Cink), data licensing (Mike Atwell), Altos SAAS (Jeff Graves 😎, Amanda Luzsicza), and HW+ (Caroline Abad). One thing I appreciate about them is speed to lead. We're following up on leads in most cases within 5 minutes. But like most growing companies, we need more leads! We've invested in a custom Salesforce integration, have the leads flowing nicely from our HubSpot email platform, have everyone on LinkedIn Sales Navigator, and recently started testing Apollo.io. How have sales leaders integrated BDRs into businesses with multiple products and sales teams? Are there lead generation platforms in B2B that my peers have had success with? My DMs are open, what are we missing?

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🌟 Unlock Streaming TV Success with Simpli.fi! 🌟 Discover how to maximize your advertising impact with Simpli.fi's new Streaming TV Success Guide. Learn about ZIP code targeting, premium inventory access, and actionable insights that drive real results. Ensure your streaming TV efforts are efficient, privacy-compliant, and future-proof. Download now!

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Primary inbox delivery is all the rage right now for many good reasons Let's take some notes! Image here is an example of cold email that made it to my primary inbox at 808am PT on Sept 12, 2024. First off - hat tip to Sameer! Well done making it through! I know some of what you did in the background to make this happen. It's no joke, and I'm legit impressed. Except: - weird looking domain - no unsub info - spammy message - first name only - no offer of social proof - no references to anything specific - The Ps at the end is ??? Commentary on each of my gripes: - Weird looking domains are part of this game, but this one is really nuts. I'd work to tune it to something at least semi traditional or believable. - unsub info, I'm told is not actually required. Who knew? Still, this is cold outreach and it is bad form to not acknowledge it with at least some note about how to stop this outreach besides reporting it to the Googs as spam. - I find the message to be human sounding, but there's nothing remotely unique. Come on. This is spam. A massive improvement would be to shoot a video showing how he helped a client, post it to YT, and give me instructions on how to find it. - First name only? Lame. Give me a full name. If you're going to send this stuff, own it. - Social proof. Which agency owners, coaches, and consultants have you helped? Name a few. - re: Specificity. Seriously this? "...a little concerning regarding your current online marketing/lack thereof..." What are you talking about? Name it. - re: the Ps. Let's say Sameer wrote this personally. But now the Ps calls the claim into question. It looks like spam, it reads like spam. If you don't want to be spam, saying it isn't spam isn't the solution. Making it valuable is the solution.

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Meeting up with Rockerbox at Pattern® #Accelerate and learning more about their approach to marketing mix attribution, channel measurement, and markeitng mix modeling among other things. Also helps that Gavin Trippe is good friends with Jonathan Ortega! Kevin "K.C." Clarke “if it doesn’t appear in LinkedIn then it didn’t happen” so I’m all about the share. #accelerate24 #marketplace #ecommerce #ecommercegrowth #marketplaceanalytics #MAPCompliance #productdistribution #productdistribution

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Imagine having Sales Navigator’s real-time people powered insights, directly in your 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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Has intent data lived up to the hype? We've all felt that we wish it'll do more in campaigns or wishing that we have to do less to activate on these signals. Shanelle Rucker from Dialpad joined pharosIQ to discuss the need for intent data to deliver actionable insights without extensive tweaking. All areas where our signal engine can save time identifying accounts showing purchase readiness signs. Tune in for their insights and let us know: Is intent data living up to its promise? https://lnkd.in/ep9dw_-t . #intentdata #pharosiq #b2bmarketing #demandgeneration

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Pepsi CMO Todd Kaplan said at the Upfront that for every $1 spent on YouTube, the beverage giant saw a $4.30 return on ad spend. “If you have a story to tell, tell it on YouTube,” Kaplan said. YouTube offers tremendous ROI for advertisers and, while the channel has long been underbought by the largest legacy advertisers, therein lies the value! Mike Shields recently discussed how YouTube is being underutilized (linked below) and Adelaide shared their study that showed YouTube captured audience's attention better than other channels. For forward thinking brands, YouTube is an opportunity to reach target audiences at scale with cost-effective rates. If you want to learn more about the efficacy of YouTube and how Nomology works with brands and agencies to maximize their media dollars, then let's connect!

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Earlier this week , I had a conversation with Rachit Kataria 👨🏽‍🌾 from Centralize (YC W24) that highlighted a common pain point in sales, especially in strategic accounts: making sense of who’s connected to whom across large teams, especially when deals involve multi-threaded, enterprise accounts. Centralize’s approach could be a game-changer for anyone tackling complex sales cycles, particularly in enterprise accounts where multiple stakeholders—and their evolving priorities—can make or break a deal. The platform maps out every contact, every conversation, and each person's priority within the account, all at a glance. It’s like getting a real-time, AI-powered account plan, an idea that I've been thinking of for a while. Rachit and his team at Centralize did a way better job than I ever could. Imagine working on a deal and knowing exactly who on your team already has strong connections to the decision-makers, champions, and blockers in the account. No more guessing, no more crossed wires—just a clean, centralized map of connections and insights that you can use to influence deals, renewals, & churn. As we discussed, so much of sales tech has focused on tracking data for managers and less on fostering relationships—Centralize’s approach could change that. It’s not about more data; it’s about actionable relationship intelligence, plain and simple. If you’re looking to boost your win rates and expand multi-threaded engagement in your accounts, take a closer look at Centralize. 👀 Has anyone else experimented with team-selling tools like this? I'd love to hear about your experiences! #sales #teamselling #salesstrategy #AI #Centralize #salesenablement

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There are two ways to solve gaps in signal-based selling. Only one is guaranteed to work at scale. 1) Revenue Enablement Provide continuous training for (a) every new hire who joins a team and (b) every 6 months to refresh reps on essential information, workflows, and processes. Many factors can impact the effectiveness of enablement activities (from the comprehensiveness of training materials to the trainer’s institutional knowledge, to how closely the individual reps were paying attention that day). Enablement only becomes harder as more people and processes are added to the mix because there are so many moving parts. 2) Revenue Operations Through automation, RevOps can reduce gaps — especially from human error — that cause friction or inaction among reps. Specifically, end-to-end automation. Most common “automations” in signal-based selling usually don’t go far enough. Therefore teams are overly reliant on enablement touchpoints to stay aligned. Ex: A champion moves to a new role and this is automatically updated in Salesforce This automation gets the process from point A to point B, but still relies on multiple human touches from B to Z. End-to-end automation ensures that essential tasks throughout an entire workflow are set up to keep the process moving toward an end goal. It anticipates gaps and opportunities for human error from point A to point Z (meeting booked). Ex: A champion moves to a new role, the CRM record is updated, a rep is notified, and a multi-step persona-specific email sequence is triggered. Would every rep follow this process if it was entirely manual (even with enablement training)? Probably not. That’s why every signal play should be accompanied by clear workflows enabled with end-to-end automation. The play can scale with your team. Signals without action are just noise for reps. Automation guarantees signals get actioned.

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"How many CSMs do we need?" "How many customers do my CSMs manage"? We've dug into our nearly $2 billion in client revenue data, analyzed industry standards like the Jason M. Lemkin and Gainsight suggestions, and crafted our own Infinite Renewals approach. Whether you're managing too many accounts or wondering how many CSMs you need, this is for you. A sample is below, but the good stuff is in the full report. The Infinite Renewals team of Kate Mazzini, Kristine Vallila, and Renee Murphy really dug in, and also put together a "choose your adventure" approach, which accounts for ACV, ARR, and allocated time per account. Next Thursday, October 3rd, from 1-2 PM EST, we'll be hosting an exclusive Ask Me Anything session. 📈 Drop "REPORT" in the comments to get the report. Don’t miss out on this opportunity to gain invaluable insights! 🗓️ Spread the word!

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Vendr's Q1 #SaaSTrends report is now live 👀 Landing new logos is not getting any easier with new purchase volume for the top 25 categories decreasing by 23% year-over-year 📉 Who's closing new ARR and continuing to grow revenue? Sellers who are making it easier for customers to buy their products 🤔 Congrats to the #VendrVerified partners who made it into our Top 10 🏆 NetSuite | 1Password | Drata | 6sense | LinkSquares Snyk | Mutiny | ZoomInfo | RudderStack | Reachdesk Vendr Verified partners are closing new revenue 50% faster than the average buying cycle for a new purchase 😤

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