Ross Martinez

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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The results are in! Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/dzmzU62Y

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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Salary Range is $45,000 - $50,000 USD (Fully Remote, Global 🌎) - Doesn't matter where you are in the world. 4 weeks PTO Laptop to get you started $1500 CAD learning budget $1000 CAD in travel allowance A Customer Success Rep that: - understands that success starts at support interactions with users - is the bridge between engineering and users on detailed bug/issue reporting, feature requests, etc. - knows how to effectively deliver trainings with passive campaigns to onboard user and improve product adoption - has the acumen to deal with admins for successful renewals and upsells - is up for the challenge to work in a startup and build the customer success function Someone with technical support experience and has managed 50+ accounts with at least $1 Million in Book of Business. There is no training, onboarding or a hard playbook to follow - we would build it together. If you think you've got what it takes, take a crack at applying below. Or if you think you know someone, tag them in the comments. https://lnkd.in/dZw3gbTs P.S - if you want to stand out, shoot me a loom video on LinkedIn :) #remote #csm #job

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This is AWESOME!!!!! Hey Janko! Check out our GSD / ROI. Feel free to share this. With your help, we have literally changed our entire business over the last three years! 3 AE’s and 1 Sales Director total comp paid - salary plus commissions over the last 3 years = $2.2M. Total sales in that same 3 year period = $15.6M ARR. You suggested that we set quotas at about 5.5x of OTE and we are actually much higher than that! We are at 7.1x sales to comp! What is even better is that our average contract length is 3 years and we pay commissions up front. So the ROI is really much higher than that. In our previous 6 years we did a total of just under $6M total. We are now cash flow positive and have not taken on any outside funding. It’s time to expand. Please send me a meeting link so we can set up a game plan! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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This new generation of AI is like upgrading your reps from a regular weapon to a sniper rifle. Using this new capability to still 'spray and pray' is a colossal waste. It is time to leave tactics behind and #GetBackToFundamentals

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SDRs can be taught to be AEs SDRs can be taught to be CSMs [shoutout to Eric Partaker for the post inspo] Also... SDRs can be taught to be Managers SDRs can be taught to be Marketeers SDRs can be taught to do almost any role Fact: It's better to hire someone who is 60% ready with the right behaviours. Than 100% ready with the wrong ones. SDRs deserve a chance. Do you agree? PS. Share ♻️ with others in your network. And follow Chris Ritson for more sales content like this.

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The role of the BDR Team needs to change pretty dramatically to support a successful, account-based GTM strategy. What was once a more transactional prospecting role 🤖 dialing-for-dollars ☎ , a grueling numbers-game of luck 🍀 and tenacity, is now about building quality relationships 👫 , intelligence gathering 🧠 , and using sales signals, social media interaction, and intent signals 🎯 to drive more meetings and SQLs. This article is a must-read in that it proposes all of the ABM metrics and goals that BDRs need to be measured....spoiler alert, it isn't just # of meetings! This is a pretty big paradigm shift. Let me know your thoughts! #bdr #sdr #gtmstrategy #revenuegrowth

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Should CRO’s even exist? Not if they’re going to be: - Super expensive glorified head of sales - With no marketing or CS experience - Compensated like an account executive  - No focus on ICP or aligning the entire GTM motion - No coordination with peers in cross-functions - No P&L fluency or ability to read a P&L  - Only focused on new business with no understanding of recurring impact - No knowledge of the bowtie or systems designed to deliver ongoing customer value - Have a short term view and only care about the quarter CROs should absolutely exist if they: - Can come from Marketing, CS, or RevOps not just Sales - Have foundational understanding and respect for other functions - Are compensated like all other executives - Are focused on driving tight alignment across the GTM motion - Are focused on collaborating across Sales, Marketing, CS leveraging data generated from RevOps - Are focused on a customer journey that begins when the prospect lands on the website and continues through at least 3 annual renewals - Have a deep knowledge of the bowtie  - Have built expertise as revenue architects - Have a long term view that balances short term urgency with long term enterprise value Revenue generation is a team sport. Recurring revenue is driven by recurring impact. If you’re leading the revenue function, you have to understand that and you have to be an expert at driving tight alignment across the customer journey to deliver that impact. This is the way.

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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The job of your sales enablement tech isn't to drive product usage, give you more data, help you pass quizzes or beat bots. The job is to make you more money, by making your reps better. If you improve what your team says and how they say it, you'll generate more leads, close more deals, and boost retention rates. That's why 90% of GTM orgs invest in sales enablement tech. The upside of solving the real issue is huge. YET 90% of the things you teach reps never get used in front of clients. Your tech stack is failing you, and they're probably putting the blame on you rather than looking at themselves. Regardless of what tools you use, your reps don't practice, don't receive enough feedback and you likely have no idea if A) taught skills get used with actual clients and B) if it impacts your actual business. This is why we have struggled with how to describe what we're doing. Because AI Roleplay, Conversational Intelligence, Feedback Automation and even Learning Management Systems just don't cut it when it comes to doing those things. Our entire point of view is that you need 3 things. Practice, Feedback and Measurement. Think of it like an Enablement Trinity. If you solve for that, you unlock the full potential of every client interaction. Everybody wins. The job-to-be-done is not to use a product. The job-to-be-done is to actually adopt the things you're taught. We are creating the world's first Training Adoption Platform.

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Tactical things AEs can do to increase their Win Rates & Average Deal Size. ➡ Slow Down: Particularly in the early stages of the sales process. Go deep in discovery to identify and implicate pain. The bigger the business problem you attach to, the larger the deal. ➡ Deal Qualification: Again, particularly crucial at early stages. Don't invest your time or cross functional resources in opportunities you a) can't win or b) are tied to surface level customer pain. Qualify out early and often. ➡ Sales Process Rigor: Don't skip stages. Meeting the exit criteria between stages, particularly if they're customer verifiable, will help you develop solid opportunities and not end up with a bunch of stalled S2-4 deals in the pipeline. ➡ Multi-Threading: Identify a Champion, build a Champion, and earn the right to engage the broader buying committee, including the EB. ➡ Exec Alignment: Facilitate Exec to Exec relationships and do it early. Many AEs leave it too late or don't do it at all.   ➡ Cross Functional Partnership: e.g., Services, Solutions Consulting, Value Advisory, Customer Success. Bring them in early. They will help you identify and implicate business pain, communicate business impact and increase the buyer's confidence in your ability to deliver value post sale. It will also help you multi-thread. ➡ Creative Commercials: Particularly key in the midst of increased budget scrutiny and tool consolidation. Creative commercials e.g., multi product bundling, multi year step ups, etc can help increase your size of a pie that isn't necessarily expanding. #sales #salesenablement #salesleadership

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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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The Unicorn Seller Dilemma! Only 5-10% of candidates interviewed for SaaS sales roles meet the "unicorn seller" criteria—those who align perfectly with your sales motion and target market. These candidates bring industry expertise, technical knowledge, and a proven track record but are highly competitive to secure. Need help finding your unicorn seller? Let’s strategize on how to attract and retain top-tier talent.

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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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I believe Sales Enablement is a balance between providing what your teams need and what they ask for. It's the same as an AE or CSM advising a client on the best solution for their company based on discovery and past experience. Clients (managers/learners) sometimes ask for specific training that could, in theory, fix the result. However, when you dig...it's really a case of identifying the cause and training that. 💬 "We need training on Active Listening.", Manager says. "Give me some examples of when not using active listening prevented a next step." More digging... ⭐️⭐️⭐️ Result is the team needs training on effective Discovery Meetings, not Active Listening. So managers, the next time you're thinking about training you want vs what Sales Enablement recommends; remember these Rolling Stones' lyrics... "You can't always get what you want... But sometimes, you get what you need." 👨‍🎤 #salesenablement #coaching #learninganddevelopment #remotework

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Attn Sales Leaders: When your reps struggle to get their quotes and proposals out of Salesforce to prospects... the deals struggle to close. Let us remove the STRUGGLE with simple automation. Join Padmini Murthy and Harry Rhatigan from airSlate along with Salesforce Ben to see it!

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