Matt Shachter

🚨 TODAY‼️ Using Webhooks to Transfer Data: Increase Agility in Your Marketo Instance https://lnkd.in/d_wuG5wA Join Darshil Shah, John Grundy and me for the Marketo Deep Dive webinar TODAY and learn how to leverage webhooks to streamline data transfer within your Marketo instance. Don't miss this opportunity to: - Gain valuable insights on what webhooks are and how they work - Discover examples of how they can be powerful tools within your Marketo instance. - Ask your questions and get expert advice during the live Q&A. This session is perfect for you if: You're looking to optimize data flow within your marketing automation processes. You want to explore alternatives to traditional APIs for Marketo integrations.

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Season 2 of The Transaction is here! Craig Rosenberg & Matt Amundson have put together an unbelievable lineup of GTM leaders from across the B2B SaaS world and they're sharing incredible insights. "Who are these amazing GTM gurus?" We're kicking things off with... 💡 Dave Gerhardt - Episode drops today!! 💡 Tricia Gellman - Episode drops 11/14 💡 Kyle Porter - Episode drops 11/21 💡 David Politis - Episode drops 11/28 "Ok, but what are these incredible insights they're sharing?" Think along the lines of... 🏎️ How 'Founder Brands' are turbocharging B2B growth 📈 How to improve clarity around Pipeline to drive alignment 🎯 Why a Narrower ICP boosts your conversion rate ❤️‍🔥 The bountiful benefits of obsessing over your customer 🎁 Plus, there are tons more surprises in store! So, go to your favorite podcast platform (l!nks below), hit subscribe, and press play to learn and laugh during every episode of Season 2. If you're new to the show, be sure to check out the outstanding array of guests and insights from Season 1! Enjoy! #gotomarket #martech #salestech #saas #b2bsales

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For professional services marketers, one of the toughest things to do is *not* follow all the advice you find from B2B product/SaaS marketers. Most of it is plain wrong for a service business. The product peeps are selling widgets. You're selling relationships that will last for years (ideally). They're obsessed with website traffic because their customers can and do buy right on their website. Buyers of professional services don't do that. The sales process is much longer. It requires building a trust-based relationship, something that doesn't happen with a website visit. They need to sell thousands and thousands of seats. You need your next five clients. But there's *so much* B2B marketing advice that comes from SaaS marketers and while it's smart for them, it's wrong for you. You're playing a different game, so don't follow their rules. *** Find this post thought-provoking? There's more where that came from - sign up for our emails at https://lnkd.in/e2-iNhcs

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Demand Generation has been the focus for GTM teams—but it’s only the first step. What about converting that demand into pipeline? Our partner Chili Piper is launching their Demand Conversion Platform today, bringing together chat, form routing, lead distribution, and scheduling. This new platform + the Chili Piper / Partner Fleet integration makes it that much easier to book meetings from partner & app marketplaces. We love partnering with Chili Piper as they're always creating new innovative ways for our combined customers to use our platforms together, not simply in tandem. Learn more about our integration with Chili Piper here: https://lnkd.in/gCfP6_RQ Check out their new demand conversion tool here: https://lnkd.in/eFnxFuYt

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🚀 Unlock Your Revenue Potential with Fractional RevOps Got an in-house RevOps team but still feel stuck in the weeds? You're not alone. Scaling growth often requires more than a dedicated admin, analyst, or even a manager—it takes strategic firepower and flexibility. That’s where a fractional RevOps agency comes in. We're not just extra hands—they’re your secret weapon. 💡 ✅ Fill expertise gaps without adding headcount ✅ Align your strategy with bold revenue goals ✅ Streamline your funnel, tech stack, and forecasting ✅ Build sustainable systems that outlast their engagement Think of them as the Scotty Pippin to your Michael Jordan. Mmm, still not quite right—empowering your team to focus on the high-impact stuff while they handle the rest. Curious how this could work for your team? Check out our latest blog where we break it all down: https://lnkd.in/gQVdG-mm #RevOps #FractionalRevOps

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The future of sales is clear: Relationships and ecosystems are key. But how are GTM leaders actually executing these partner-led strategies to drive revenue in 2024? That’s where Pavilion‎ and Crossbeam‎’s latest Future of Revenue survey comes in.  We’re diving deep into the real-world tactics and strategies that are redefining the GTM landscape. By participating in this research, you won’t just be adding your voice to an important conversation, you’ll be among the first to access hard data on how successful leaders are leveraging ecosystems to stay ahead. Your input will help shape these valuable benchmarks — let’s navigate this shift together. Survey closes soon! https://lnkd.in/gBv_cShM

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A lot of marketing teams struggle to maintain their originality and memorable viewpoint as their company moves upmarket. Enterprise buyers demand a different tone and voice, yes, but you shouldn't start to sound like everyone else. So how do you write great copy as you move up market? It should stand out and be memorable (don't be afraid of humor) It should communicate value to your buyers It should differentiate from existing solutions #marketing #SaaS #startups #strategy

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. 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 ensures 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. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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HubSpot Customers - this episode of GROW TIME is money. SAVING money more specifically!! I talked to Brandon Lecoq who just consolidated his stack onto HubSpot. It's a must watch for those: 1) Who think they need the "industry standard" for each team 2) How best-in-connection is the new best-in-class. 3) Why BDRs love working in HubSpot

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New episode 🎙🔥 Tune in to episode GTM 112 of The GTM Podcast to get insight directly from Austin Hay of Clarify, Reforge+ on: -The current state of MarTech and RevTech, and why we're headed for a "great contraction" after years of expansion. -Fundamental building blocks for an effective GTM tech stack. -The problem with how most companies are assembling their RevTech stack today. -The future of CRMs and what a next-gen system should look like to unify data and provide more out-of-the-box functionality. + more Available wherever you get your podcasts, including the links in the comments👇

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Emily Grotkin, VP of Client & Partner Success, co-hosted a session at INBOUND about why data hygiene is a crucial aspect of managing HubSpot. When your data is clean and accurate, it allows you to: ✅ Make informed decisions ✅ Personalize your interactions with customers ✅ Identify trends and patterns On the other hand, poor data hygiene can hinder your customer relationships with: ❌ Errors ❌ Duplicate records ❌ Outdated information Emily shared this worksheet with attendees who were ready to start cleaning their data. Now you can save this overview or download the worksheet for detailed instructions on how to implement each step of the process in HubSpot. https://hubs.li/Q02SRFjB0

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Bradley Keenan 🏂 and Lewis Gray ⚡️ are rethinking success metrics. How do you measure the ROI/impact of employee advocacy? Our go-to suggestion for this is to use your platform and website analytics. DSMN8, for example, automatically adds UTM parameters to every employee share made through the platform, so these will light up in your website analytics. You can then get into the weeds of Earned Media Value, and determine what all of this activity would have cost you through paid social, as an example. However, so much impact is forgotten about if you’re only going to think about success like this. Using self-reported attribution on your website’s enquiry forms can be an amazing way to get further insight into word-of-mouth recommendations. We’ve been doing this at DSMN8 for some time, and the feedback we’ve received has been so insightful. Beyond the analytics suite, we've unearthed invaluable feedback like "I follow x employee on LinkedIn" or "One of your sales team posted this in a group I’m in". I would love to get some marketers’ thoughts on this one, as I know it has its drawbacks, but I’d argue that the insight is worth it! Link to the full ep: https://lnkd.in/eprrMbyB #EmployeeAdvocacy

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Our 2025 trends survey found that ~68% of people say lack of time/resources is their biggest challenge to creating high-quality content efficiently. As a marketing leader, I feel this in my bones. I can't remember a time when "do more with less" wasn't the directive. To make that possible, there are three questions I make a habit of asking: 1. What's the question behind the question? This one's my favorite and has saved me from countless wild goose chases. I use it when I get a pointed question out of the blue that's clearly missing context. It forces the asker to give the clarity and context needed to get to their end goal, letting you avoid convoluted, time-wasting ways to get there. The most common answer I get to this is "I'm trying to prove X." 2. Is this a distraction from my goals? Focus is a must if you're going to do more with less. Get in the habit of saying no to the shiny new thing, even if it seems really interesting, even if the ask is coming from SLT. If it doesn't have a direct line to achieving your KPIs, it's a distraction. 3. Where does this fall on the priority list? So you decided the shiny new thing is actually aligned with your KPIs, or you got a "this must happen" from your manager, what will you drop from your current list to make it happen? You can't and shouldn't do it all. That's when it's easiest to drop balls or put out mediocre work that leads to minimal results. This question helps protect your bandwidth and the quality of your work. What questions or habits help you do more with less?

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Solving for GTM Analytics is much different (harder) for an Enterprise vs SMB. Enterprise data is just much more challenging to work with. There are a couple of potential partners that would be fine for SMB (or even potentially MM). However, if you have the slightest concern that the state of your data could be a hurdle, CaliberMind is going to be your best option because of our workflow engine helps with all the data engineering to minimize the required change management on the customer side. (Good hygiene practices are always recommended but it will never be perfect). We've just been in market longer and know that if you don't solve for the data issues, it doesn't matter how fancy your UI/AI layer is... they'll be wrong. This is why we're all the way to the right on the most recent G2 Grid for Enterprise! Big things ahead!

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Who doesn’t want to have a higher close rate? Check out these #TuesdayTips about demand capture throughout the funnel: 📌 Laser sharp value language 🎯 Agile sales efforts 📊 Analytics at every stage ⚔️ A ruthless qualification process With wisdom from CMO Huddles Huddlers Christopher P Willis of Axios HQ, John A. Steinert of TechTarget, Bindu Chellappan of FLEETCOR (recently rebranded to Corpay), Matt Fisher of SHI International Corp. Do you have any other tactics to drive better conversion rates? Drop them in the comments below! 👇

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Episode 13 of The Revenue Lounge is here! 🎉 Adam Robinson, CEO of Retention.com and RB2B and Randy Likas discuss the challenges with low response rates in B2B outbound prospecting and why traditional methods are becoming less effective. Adam shares insights on new intent-based selling approaches using buying signals and an "inbound-led outbound" model. Key discussion points: 📉 The Problem with Outbound B2B: - Low Reply Rates: Sales teams invest significant time and resources but see poor response rates, leading to inefficiencies. - Generic Outreach: Overly broad and non-targeted outreach fails to engage the potential clients effectively. - Noise in the Market: High volume of outreach from multiple vendors dilutes the effectiveness of messages. 🔄 The Shift Towards Intent-Based Selling: - Focused Targeting: Platforms like RB2B use intent signals to identify prospects who are actively in the market, increasing the likelihood of engagement. - Personalized Outreach: Leverage insights to tailor your messaging to the specific needs and interests of potential clients. - Higher Conversion Rates: By focusing on leads that show buying signals, the chances of closing deals rise significantly. 🎯 Strategies for Sales Teams: - Redefine the SDR Role: Adapt and retool your SDRs to harness AI for smarter, more effective outreach. Measure them on quality interactions, not just call volume. - Inbound-Led Outbound: Create valuable, engaging content that brings prospects in and then use AI to nudge them through the funnel. - Community Building: Foster a community around shared interests and challenges. This could be online via LinkedIn or offline through events. - Innovation Time: Dedicate time each week for your team to explore and experiment with new technologies and techniques. A weekly hackathon could be a game-changer! The golden rule is: provide value first, sell later. Whether you’re leveraging social platforms like LinkedIn or hosting offline meetups, the focus must be on building genuine relationships and providing value🌟 Tune in to the full episode! Link in comments👇 #RevOps #Outbound #B2BSales #RevenueGrowth #OutboundStrategy #Inbound

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DEVELOP AN EFFICIENCY MINDSET Solid advice from Shane Evans, Gong’s CRO and recent guest on Reveal: The Revenue Intelligence Podcast. So, how does he suggest gaining and maintaining that efficiency mindset? Set your focus on these three areas… 1️⃣ Your Customer - Might sound cliche, but spend time actually getting to know them and their concerns. 2️⃣ Your People - Make sure you have a strong culture and an environment where people can do their best work. 3️⃣ Operating Rhythm - When executing, be thoughtful in your team engagement. Don’t over-engineer your processes. Want more tips for leading a winning revenue team? Tune into the episode at podcast.gong.io or wherever you get your podcasts!

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