Michael Duffey

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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As CS is getting increasingly aligned with the revenue function, this conversation is happening a lot... CRO: "I just took over customer success, can someone explain to me what our CSMs do?" VP CS: "We make sure that our customers are getting value from the product..." CRO: "OK, what does that mean?" VP CS: "We answer all of their questions and log support cases." CRO: "Isn't that support?" VP CS: "Well no, because we have QBRs" CRO: "OK, well what do we talk about in the QBRs?" VP CS: "All the tickets we fixed and the features that we rolled out" CRO: "Ok, what other things do our CSMs do?" VP CS: "We help with implementations and continuous improvement!" CRO: "Isn't that professional services?" VP CS: "Well we read an article that says that we shouldn't charge for services, so our CSMs just do it." CRO: " 🤯 " VP CS: " 🤯 "

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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Attempting to enrich data on your own can turn into a terrifying ordeal, quickly evolving into a resource-depleting, time-consuming beast that terrorizes your Ops team. 🧟‍♀️ Discover why managing enrichment with multiple vendors is incredibly challenging 👉 https://gag.gl/GiQb7D However, with our help, transforming those raw leads into valuable assets is as simple as a couple of clicks, effectively exorcising your data demons for once and all. 🎃 This Halloween, don't let your data spook you – we've got the ultimate solution. Purely enchanting outcomes, no gimmicks involved. #DataOps #DataEnrichment #Ops

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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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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SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

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Churn rates in SaaS are often taken for granted. A 5% churn rate? Sounds manageable until you unpack the numbers. If you're losing customers at that rate every month, you're left with less than half of your original users by the end of the year. The average B2B churn rate might be lower due to the methodical decision-making process, but there's no getting around the fact that B2C companies are more susceptible to quicker exits. Voluntary churn is where the real battle lies, as buyers pull the trigger on cancellations for reasons ranging from budget cuts to outright dissatisfaction. So, what's the play? You need to visualize your churn as a strategic battleground. Whether it's by tightening your onboarding processes, identifying churn indicators early, or even tailoring your cancellation offers, the aim is simple: keep the customers you’ve worked hard to acquire. Churn isn’t just a metric—it's a mindset. Let's debate: Is it smarter to accept a higher churn as a given in a rapidly changing market, or is the focus on reducing churn at all costs a more sustainable strategy? Keep it civil, folks. https://lnkd.in/ehMpvWed

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Are you more likely to respond to outreach from a CEO/Exec or an SDR? Ghost prospecting is a new outbound approach that is taking off 🚀 An Outbound Growth Manager (OGM) quarterbacks the outbound plays and prospects as other identities in the business that have higher leverage profiles - Senior AEs, VPs, Execs, Founders/CEOs. I’ve had several folks ask me about the key skills & responsibilities of an OGM recently. Here’s a breakdown from having now built this model at several companies: 𝗗𝗮𝘁𝗮 🌐 → 𝙆𝙣𝙤𝙬𝙡𝙚𝙙𝙜𝙚 𝙤𝙛 𝘿𝙖𝙩𝙖 𝙎𝙤𝙪𝙧𝙘𝙚𝙨: Know the strengths & limitations of various data sources that you can leverage to build initial lead lists. Understand the coverage & depth of attributes captured in B2B databases like Apollo.io, LinkedIn Sales Nav, Ocean.io, ZoomInfo, Firmable etc. → 𝘿𝙖𝙩𝙖 𝙀𝙣𝙧𝙞𝙘𝙝𝙢𝙚𝙣𝙩 & 𝙈𝙖𝙣𝙞𝙥𝙪𝙡𝙖𝙩𝙞𝙤𝙣 𝙎𝙠𝙞𝙡𝙡𝙨: Be able to use a platform like Upbound.ai, Clay or Persana AI to run data clean-up, enrichment & research tasks. 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 🖋️ → 𝘾𝙤𝙥𝙮𝙬𝙧𝙞𝙩𝙞𝙣𝙜: Perfect the craft of copywriting for multi-channel sequences, for different identity types (i.e. whether the sequence is for a rep or for an exec), and for different buyer persona types. Be able to match the comms style of different industry & seniority levels of your prospects, using products like Lavender 💜 & Twain to help. → 𝙃𝙞𝙜𝙝 𝙫𝙖𝙡𝙪𝙚 𝙖𝙧𝙩𝙚𝙛𝙖𝙘𝙩 𝙘𝙧𝙚𝙖𝙩𝙞𝙤𝙣: Ideate & create lead magnets that you can utilize in your outreach to provide value before asking for time or a meeting. Build these in Canva, Google Sheets etc. 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗮𝗯𝗶𝗹𝗶𝘁𝘆 👍 → 𝘼𝙗𝙞𝙡𝙞𝙩𝙮 𝙩𝙤 𝙗𝙪𝙞𝙡𝙙 & 𝙢𝙖𝙞𝙣𝙩𝙖𝙞𝙣 𝙙𝙚𝙡𝙞𝙫𝙚𝙧𝙖𝙗𝙞𝙡𝙞𝙩𝙮 𝙞𝙣𝙛𝙧𝙖𝙨𝙩𝙧𝙪𝙘𝙩𝙪𝙧𝙚: Spin up secondary domains and mailboxes, manage mailbox warm ups, monitor reply rates & signals for inbox rotation. Decide on deliverability infra depending on desired outbound channels, choosing from tools like: Instantly.ai, Smartlead, lemlist, La Growth Machine → 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩 𝙖𝙨 𝙙𝙞𝙛𝙛𝙚𝙧𝙚𝙣𝙩 𝙞𝙙𝙚𝙣𝙩𝙞𝙩𝙞𝙚𝙨 𝙞𝙣 𝙩𝙝𝙚 𝙗𝙪𝙨𝙞𝙣𝙚𝙨𝙨: Distribute & align campaigns to the relevant identities. Ensure smooth handoffs with the identity when responses come through. 𝙎𝙩𝙧𝙖𝙩𝙚𝙜𝙮 🗓️ → 𝙇𝙖𝙪𝙣𝙘𝙝 & 𝙢𝙤𝙣𝙞𝙩𝙤𝙧 𝙘𝙖𝙢𝙥𝙖𝙞𝙜𝙣 𝙚𝙭𝙥𝙚𝙧𝙞𝙢𝙚𝙣𝙩𝙨: Constantly iterate on your campaign experiments based off both data & intuition. Run a weekly cadence of reviewing & evolving your campaigns with key stakeholders. Scale your best campaigns with more advanced AI techniques and test new tools/workflows like RB2B & Sendspark. 🦾Eric Nowoslawski, Brendan Kazanjian, Michel Lieben 🧠, Scott Martinis - you guys are pros at this, what have I missed?

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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RevOps leaders are building their tech stacks around tools they are confident can scale alongside their growing teams (and complexities). Today QuotaPath has released a series of features that position us as the most adaptable commission software for high growth teams with complex compensation problems. I use QuotaPath constantly (a fun perk of the job), and we are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process promises that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. Congrats to our team and thank to every customer who has contributed to QuotaPath’s evolution. 

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In a new episode of Coffee with Sales Engineers, Seismic's Brian Cotter, SVP Sales Engineering, discusses the market shifts he's seeing within the software industry. Brian also chats about adapting sales methodologies, leveraging pre-sales data, and enhancing the roles of Sales Engineers and Account Executives for better market efficiency. Catch the full episode on Apple Podcasts at the link below:

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Want to build a sales team that consistently exceeds its targets? 🎯 In the latest podcast episode of Building Elite Sales Teams, I had the privilege of interviewing Adam Aarons, a seasoned sales leader who has led companies like Okta from startup to IPO. 🚀 Adam shared his two pillars for building a high-performing sales team: Operations and Enablement. 🏗️ Adam dives deep into how these two pillars work together to create an execution engine that drives extraordinary results. 📈 Want to learn more about how to build a sales process that's repeatable and scalable? Listen to the full interview and discover Adam's insights on: 🎯 Getting early warning signals when your sales plan isn't working 🚨 🎯 The difference between a champion and a coach in a deal 🏆 🎯 How to hire the right sales talent 🤝 #SalesLeadership #OperationsAndEnablement #BuildingEliteSalesTeams

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For the solo RevOps Teams out there, managing everything on your own can be daunting. Here's how to keep your head above water.... 🎯 Focus on What Matters. Not everything needs to be done now. Identify projects that align with your revenue goals—those that improve the customer journey or increase efficiency should be top of your list. ⏰ Organize Your Time. Create a routine that allocates specific days or parts of your day to certain tasks. This can help ensure you're making progress on all fronts without spreading yourself too thin. 💡 Know Your Limits. It's crucial to be realistic about your capacity. If you're overloaded, it's better to delegate, outsource, or consider bringing in extra help for particular projects. Pushing something off the roadmap might be necessary if it's not immediately feasible. Running a one-person RevOps show is tough but manageable with the right approach. And if you hit a wall, JayOh - Fractional RevOps offers Expert RevOps Bandwidth to provide the support you need, allowing you to scale your efforts without committing to a full-time position. #RevOps #RevenueOperations

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When it comes to new business leads, we know speed matters, but if you’re not truly optimizing the hand off between your SDRs and AEs, you might be missing a huge opportunity. And not just where you think. At ZoomInfo, we’ve spent years developing and refining our model for this function. We have a 5-level scoring system that takes into account everything from inbound channel, to job title and firmographics. We’re not just solving for the highest possible win rates and ASP. We’re actively matching the inbounding prospect with the rep who is the most equipped to provide the best possible customer experience at that precise moment – down to the minute. And here’s the kicker – this isn’t just great for our customers. It’s great for our reps. With this process, we can balance lead flow across AEs to give everyone an equal opportunity to hit their number. We can also track rep's performance against the expected outcomes of the leads they receive, enabling coaching and segment adjustments. The goal is to optimize not just "speed to lead to close," but overall efficiency and outcomes, matching the right leads to the right reps at the right time. Check out Brian Vital's Speed to Lead insights from the SDR perspective here 👉  https://lnkd.in/gW3s7ccS   

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out: - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars - How 26% annual Revenue Leak impacts your bottom line - And much more Grab your copy of the Revenue Leak Report and start shutting down leaks today: https://lnkd.in/g9gnGrdz

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