Petter Fritz

Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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SDRs, a quick question: Do you really think offering a gift card for attending your demo increases my intent to buy? I'm curious — does this tactic actually help you hit your revenue targets? Share your experiences!

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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How to maximize audience engagement? Join leaders from Pacers Sports & Entertainment and Salesforce to learn how they partnered to create the ultimate fan experience through hyper-personalization using a Customer Data Platform (CDP).

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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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SDRs are so critical to success, depending on company size, yet like many GTM functions, they too are under reduction pressure. Data from Jason S. of Live Data Technologies (article in comments) showing that SDR function may be normalizing some, not wholesale decreases like the headlines suggest. SDRs are the glue between the Marketing and Selling function. 3 years ago on one of my LI posts, we all said that SDRs would be future CEOs. Now the headline is cut them. It's an incredibly challenging job for a junior person. And may be better suited for inbound and/or transactional type selling with narrower buying committees. What are you experiencing with your SDR function? ___________ 👏 Follow B2B Fusion on Go To Market best practice strategies. 👍 Like and subscribe to B2B Fusion YT videos, 200+ GTM best practices! 🤙🏽 Struggling with faster, more efficient growth? Let's talk.

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The AEs and SDRs from 5 years ago are the CROs and VPs today. This may sound somewhat self-serving, but here it goes. It’s been cool to see the goodwill I created with those AEs and SDRs over the years turn into meaningful opportunities, pipeline, and revenue for Copy.ai. This has never been the primary intent of my presence or content here. But I will say, it’s a nice benefit. Build trust, provide value, be kind, build your network. It’s worth it for many reasons. #sales #sdr #gtmai

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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There’s zero silver bullet in outbound sales in 2024. I promise. No single product, Sales leader, Data cleaning tool, Messaging iteration, Consultant (myself included), Customer, Cold call script, Advisor, Agency... Blah blah blah That’s going to solve all your outbound problems. But you CAN find leverage in each of these. Shoot for 2-5% across a few. Some might move the needle 20%, some might not move it at all. Find the right ones and double down.

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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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Sales can be an emotional roller coaster. Up and down and round and round. But after observing 13 years of sellers from $1000 deals to $1,000,000 deals, the best sellers ride the most boring emotional roller coaster. It only goes in a straight line.

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Companies used to only consider deploying RevOps when they hit 40-50M in ARR. Why? A strong RevOps resource was simply cost prohibitive. This is changing and the fractional Rev Ops practitioner is making it happen. Now companies that are 15-20M ARR+ are bringing in RevOPs experts as part of their arsenal, and at a fraction of the cost. Don't get left behind.

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The Demand Waterfall / Predictable Revenue MQL hamster wheel is cracking like cheap glass. In fact, it has been for more than 5 years. The data was clear in 2018 that this strategy of getting tons of cheap MQLs so our SDRs can cold call them results in: -Untenable customer acquisition cost (CAC) -Extreme sales/marketing alignment issues  -Low Sales productivity  -Poor Marketing ROI  -Totally breaks with scale But we were in the boom times from 2018-2022. Money was cheap and companies were operating for “growth at all costs”. Investors pushed companies to deploy massive amounts of capital to grow, regardless of the unit economics. Most companies didn’t care (or didn’t even look at the data to see) that their “MQLs” converted to customers at 0.1% (1 out of 1,000 “leads” actually become a customer). This extreme inefficiency forced companies to overhire SDRs and Sales Reps to sort through all this garbage trying to find a needle in a haystack. Marketing programs, SDR headcount, and Sales headcount costs bloated across the entire GTM. Now, it’s 2024 and there’s been a total 180-degree turn in B2B. Every company is forced to operate for “profitable, efficient growth”. -Revenue growth rates are down > 50% -NRR has consistently declined for the past 6+ quarters -CAC payback periods have more than doubled to 36 to 48+ months -Budgets are tightening -GTM teams are shrinking -More layoffs are coming -And unit economics and EBITDA margin are now the top priorities Companies are stuck making incremental optimizations to these outdated models like trying to improve the MQL:SQL conversion rate by 2% or improve outbound connect rates by 1% or lowering the cost per lead by $12. But Incremental improvements aren’t going to get the job done. This new era of profitable, efficient growth (PEG) requires a fundamentally new approach to B2B Go-To-Market. The financial metrics *require* it and we've just about reached the breaking point. #b2b #gtm #marketing #sales #gotomarket p.s. Changing from an MQL to an MQA feels like a good solution but doesn’t solve the root cause problem. It’s the exact same motion just with a different trigger to activate outbound Sales. Lots of companies and executives I talk to are scratching their heads wondering why ABM and account intent data isn’t living up to its promise.

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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Every AE should use "the menu of pain" on their discovery calls. Huge shoutout to 👩🏻‍🏫 Krysten Conner for the best sales strategy and name of all time. 𝗛𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀: Simply give your prospect options based on your experience helping other customers. Here are some examples: 𝗧𝗼 𝗸𝗶𝗰𝗸 𝗼𝗳𝗳 𝘁𝗵𝗲 𝗰𝗮𝗹𝗹: Hey Jill - typically when Sales Directors join these calls they're facing a couple of issues: - Issue 1 - Issue 2 But I don’t know how much any of that sounds like your world and what did I miss that you’re focused on? 𝗔𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘀𝗵𝗮𝗿𝗲𝘀 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲𝗶𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀: Hey Jill - Thank you for sharing. I work with other Sales Directors in a similar situation and they were each facing a couple of issues: - Issue 1 - Issue 2 But I don’t know how much any of that sounds like your world and what did I miss that you’re focused on? 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆 𝘁𝗵𝗶𝘀 𝗼𝗽𝗲𝗻𝗶𝗻𝗴'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿: 1. You establish credibility and build trust because you know the issues and they don’t have to educate you. 2. You take control. Open ended questions like “what brought you to ABC Company” are ok but it’s a lot of work for the prospect and nobody likes essay questions. 3. Customer experience: It gives prospects room to correct you and people love correcting people. So there's no real downside. You game for trying The Menu of Pain in your discovery calls? - Mike G 👉 For this week only get The Best Sales Course at 35% off with coupon code 𝗖𝗢𝗙𝗙𝗘𝗘: https://lnkd.in/gP_-mVXR

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The skills to be an effective SaaS CRO have changed. That's not my opinion, but that's basically the crux of what bona fide CROs, and those that hire them, are telling me. Just a few years ago these were 5 desired skills when hiring a CRO. --Proven "scaler", which often meant doing more with MORE (people) --Willing to take calculated risks to and set ambitious goals --Ability to thrive in unpredictable environments with frequent changes (sadly lots of change was caused by literal CRO changes) --Laser focus on achieving revenue targets no matter the cost  --Inspire and motivate large sales teams These are 5 desired skills when hiring a CRO today: --Analytical with the ability to interpret data and identify trends to make decisions --Deep understanding of sales methodology, customer segmentation, and pricing strategies  --Financial acumen to understand unit economics --Customer focused to build long term relationships and loyalty  --Cross-functional relationship builder That said, in MY opinion, the skills needed few years ago are still necessary, but the trick is finding people, or becoming, the person, who straddles both profiles. Those people are also known as The GOATS of Growth, or at least well on their way.

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Rev ops pros, marketing ops/sales ops... pretty much anyone who cares about their data. Multi-vendor enrichment yields way higher results than single vendor. That's a fact. So if you're trying to find ways to increase your match rates & fill rates, comment/ping me and I can share some insight.

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How most sales reps sound like in deal reviews: 🗣 "We had an amazing demo with the prospect XY. They are really interested. They love our product. They said they need to discuss it internally with the CRO, but do not see a problem with this - money should not be a problem. They were also looking into competitors but do not like them as much as they like our solution." 🚩🚩🚩🚩🚩🚩🚩 Excitement is important and should be conveyed But the deal reviews are not the place for that Slack channels and meetings with the whole team are I struggled with this for the first 3 years (and still do). As salespeople, we have to be short-term pessimists and constantly ask ourselves the following questions: 👉🏻 Do you have a quantifiable business case? (Why any solution) 👉🏻 What exactly do they need that only we can provide? (Why our solution) 👉🏻 What happens if they do not change anything? (Why now) 👉🏻 What are potential risks and how are you mitigating those? 👉🏻 What is the next step concretely? If it is a meeting, what do we try to achieve there? ✅ In deal reviews, sales reps should sound more like this: 🗣 "Prospect XY is currently evaluating an initiative to reduce the time the salespeople spend entering data into the CRM. The 50 salespeople are currently spending 20% of their time on these tasks, which can be reduced by 50%. The prospect confirmed that they believe our solution can do that for them. No other solution they looked into integrates with their CRM. They also said that they are willing to spend 30% of what they win on efficiency. If they do not act now, they won't reach their yearly target. Our champion will present the solution to the CRO on the 10th of January. Unfortunately, they could not invite us. We have the debriefing meeting with them the day after" Recognise the difference? If that is more like you do it, well done. You will be far ahead.

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The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

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