Nicholas Joseph Price

Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck! Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

125

2 Comments

No matter how much your sales team may hate it, your CRM is the most important tech in your stack. ☁️ Cliff Simon is taking over the page today to share his top advice for managing your CRM. — 1. Start with good data governance and process adherence It’s hard to follow a process if it’s not documented. Make sure to educate and train and drive enablement. It’s the best way to keep your CRM clean. 2. There’s no such thing as too much information The more info you have in your CRM, the better. Automate as much as possible, and make sure your reps add any context that can’t be automated. 3. If it’s not easy to update the CRM, your sales reps won’t do it Sales reps don’t get paid to update the CRM. They get paid to close deals. Make the CRM easy to use–and useful to them—and they’ll follow your processes. (If making it easy doesn’t do it, gamify process adoption with a contest. It doesn’t have to be expensive. Get a 65” TV for $500 and give it to whoever follows your CRM processes.) Speaking of ways to get your sales reps to update the CRM… have you heard of Dooly? 😉

31

2 Comments

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

48

17 Comments

As a GTM leader, you’re probably trying to solve big problems, like outbound sales, every day. A lot of other GTM leaders working on improving their sales motions have been tuning into The Transaction. Just a hunch, but if that's a serious priority for you, you should really check out this episode. In Episode 9, Doug Landis, CEO of DL ADVISORY joins Co-Hosts Craig Rosenberg and Matt Amundson for a B2B sales and messaging masterclass, including an explainer of his Hypothesis Selling methodology. Doug dives into how to solve serious sales issues such as: 💩 Why Outbound Has Become So Ineffective ↕️ The Value of Verticalization in Competitive Markets 💡The "Thought-Leadershipization" of Executive Teams Also, Craig is locked in a life-or-death struggle against the internet and Matt shares his personal insights on Nick Mehta and Doug’s fashion choices. Check out the full episode using the link in the comments! 🗣 Huge shoutout as always to the team at Ringmaster B2B Podcasting who make this show possible! If you're launching a podcast for your brand make sure you're partnered with the go-to solution for branded podcast production. #outbound #outboundsales #b2bsales #gotomarket #saassales

47

12 Comments

Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

4

3 Massive Blind Spots impacting CRO's today! Knowing the average CRO's tenure is 17 months at their current company, we're focusing our attention on helping teams stop the bleed. Primary reason CRO's don't last is due to the lack of accountable visibility across their GTM motions. And here are the 3 top blind spots that exist across teams today. 1. Opportunity detection at the buyer level. It's easy to get at the account level...but that's relatively worthless if you can't know which specific buyers are in-market. 2. Account Coverage via your network. Warm intro's are critical in today's buyer economy. So it's important CRO's enable their teams to know who can help them break into their key accounts. 3. Performance Attribution is often questioned when it comes to marketing initiatives. Not anymore. Every channel must have a clear path to revenue. And that attribution must be easy to see. Otherwise, you're left questioning if marketing, sales, self-service, or partners are the reason for attribution. And not know....adds to the short tenure of those in this role. We wrote a blog all about these 3 areas - check it out and let us know what you think.

15

1 Comment

RevOps is one of the most misunderstood teams in modern GTM. Are they data? Finance? “Sales light”? They span all of these areas and more. And face all of the same problems those independent teams have, too: messy or missing data, misalignment with cross-functional partners, struggles with scaling. But AI is able to help with some of the biggest pain points on this list and is rapidly changing the way RevOps does business. Join us this Thursday, October 10 for an AMA with Tessa Whittaker, VP of RevOps at ZoomInfo‎, all about how AI is shaping the modern RevOps team. We’ll be digging into: ▶️ Tessa’s fascinating journey from EA to VP of RevOps ▶️ Where teams are facing the biggest friction today ▶️ The AI tools that can help solve RevOps’ challenges ▶️ What the future of RevOps looks like in the age of AI Snag your spot here and share your questions for Tessa: https://lnkd.in/e64xcpMC PS - Everyone who registers gets the replay sent directly to them afterward! Shoutout to Everstage‎ for the excellent RevOps meme 😆

18

2 Comments

I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

11

You can’t excel as a Sales leader without a fantastic Op’s team… full stop. But your success hinges on partnership, respect, and openness to advice. This key difference separates good from great sales leaders. I learned this at Drift working daily with Sean Lane and Laura Adint. I literally learned and got better every day because I worked with these two people who are at the pinnacle of their profession….(I also learned to always check my math with them before going into a meeting) Rev Op's should not be underestimated; it serves as a secret weapon for Sales, CS, and Marketing Leaders to maximize team performance. At Drift we had an agnostic Rev Op’s team which forced these functions to hear the stark truth about their teams' performance along with paths to improve. For a blueprint on creating a top-tier Op's team, this is a MUST READ. Enhance your leadership and team effectiveness by harnessing the power of Revenue Operations. https://lnkd.in/e5fVDAdH #SalesLeadership #RevenueOperations #TeamPerformance #ProfessionalDevelopment

32

7 Comments

Finding high-potential accounts for ABM? Look at employee growth rates. Companies hiring like crazy in key departments are likely investing in innovation. Target these fast-growing teams for your ABM efforts. 🧵✨ Here's how we do ABM at Side Kick 🤖 https://lnkd.in/gfcKMAfc #ABM #GrowthHacking #sales #marketing #salesautomation #marketingautomation

1

hey RevOps - when it comes to data enrichment, what if we told you there was a data goldmine out there you aren't leveraging? ⛏️ Intrigued? 🤔 We all know that third party data is the lifeblood of every B2B GTM org. Without buyer contact information, company insights, and intent signals, it’s really hard to reach out to: the right person ✅ at the right time ✅ with the right message ✅ We're getting some data pros together - Mikhiel Tareen, Conrad J. Millen, and Marshall Hamilton - to drop some knowledge on this topic, including: 🤔 What AI enrichment is and why it changes everything 🌐 How to tap into the new data goldmine: the web 🤖 A step-by-step guide to implement AI enrichment 😄 Real world applications and use-cases from Sprout Social, Inc. and Rippling Register now to hear from experts who are on the cutting edge 🤖🚀 RSVP → https://hubs.li/Q02Jmynx0

4

2 Comments

Lists: Segmented Consistent with a high impact 1-many message Measurable so you can compare to other lists. List is the strategy(ies) PipelineHeroes understand this

7

2 Comments

Ever since I entered B2B marketing, I've always been bogged down by never being able to understand the true impact of each marketing touchpoint on the customer journey. Joining RevSure was a decision rooted in this passion. At RevSure AI, we have a team of data scientists and engineers who are committed to redefining attribution and shaping the future of how businesses understand and optimize their marketing efforts. RevSure's advanced attribution models go beyond traditional methods. We're leveraging AI/ML to provide deeper, more accurate insights into what truly drives conversions and revenue. This is not just about measuring success—it's about empowering businesses to make smarter, data-driven decisions. Do check it out.

1

Leaders: it can feel like everybody has their own priority and their own metrics... Do you relate? 😕 We asked Rashida Goryawala, a Lead RevOps Strategist at RevPartners, how to ensure your entire C-Suite is on the same page ahead of 2025 planning. Her answer? You **have** to start with alignment on shared values and principles. That way, if things get out of hand, you can go back and remind people where you started. At RevPartners, we stand out in the HubSpot ecosystem because of the RevOps principles that we bring to your team to help you scale and drive growth. 🚀

17

Join ZoomInfo’s Kaitlin Sanders, an ABX expert and Go-to-Market strategist on May 1st as they shed light on the practical approaches adopted by industry experts to measure the real impact of ABM campaigns. Kaitlin will delve into key topics including: - Redefining ABM Today: What is the current definition of ABM today and its significance in shaping modern marketing strategies? - Key Metrics for ABM Success: Identify essential metrics for evaluating the effectiveness of ABM campaigns and how to communicate the impact of ABM initiatives to stakeholders. - Future Advancements in ABM: How technology and predictive analytics are revolutionizing how organizations measure the success of ABM campaigns. Don't miss it ➡️ https://bit.ly/3UedVng #Ad #Webinar #ABM #ABMMetrics

7

Burning Revenue Question: What is the one biggest hurdle you faced when building a truly CUSTOMER-CENTRIC GTM motion? Answered with gusto by James Kaikis:  “The biggest hurdle is fighting the traditional norms, like NOT caring about MQLs and SQLs.” He went on to say how times have changed from the growth-at-all-costs era when money was cheaper to a more efficient way of doing things while maintaining profitability. This change calls for peeling the layers off of traditional processes and understanding the why behind those, to figure out if that makes sense for your business and your customers. Watch the full episode now to learn how to one-up traditional norms and build a truly customer-centric GTM strategy. 👇 🔗 https://lnkd.in/gZDf-B-m

10

1 Comment

Should every partner be a special snowflake? There's a delicate balance between building the meaningful relationships that make partnerships a unique GTM rhythm and building the operational efficiency to scale them. This is particularly difficult for partner enablement functions. Aaron Howerton and Adam Pasch and I got right into it on this episode of Literal Scratch. Also a little shout to Chris Lavoie, PhD... can't stop thinking about your post on leading indicators.

28

1 Comment