Sam Gong

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/eeVWViQz  

42

Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

24

2 Comments

Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

7

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

5

📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

37

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

3

ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

1

Are your sales reps prepared for any scenario? Introducing RolePlayAI - the AI sales simulator that helps sellers sharpen their conversation skills and boost performance. Find out how it works!

6

🚀 WEBINAR EVENT TOMORROW - GTM Kickoff Planning & Execution If you’re looking to elevate your revenue team’s performance and ensure your kickoff drives value, don’t miss our upcoming AMA with OneGuide based on the GTM Kickoff chapter from our new book, Accelerating Revenue! 📅 Friday, November 15th Join us for a deep dive into planning a successful GTM Kickoff that drives results. We’ll discuss:  📅 Planning a Kickoff event, whether in person or remote 🎉 Balancing education, celebration, fun, and team building 🔑 Incorporating the customer perspective for better insights 🎤 Running an effective rehearsal session (and why it’s critical!) 🎯 Aligning your GTM Kickoff with key initiatives 👉 Here’s the link to register https://shorturl.at/ceklI See you there!

2

1 Comment

Salesloft’s data science team recently gathered insights from over 2,000 meeting recordings and transcripts associated with more than 1,200 deals. What did they discover? The deals that discussed timing early on in a deal cycle tend to accelerate to the next stage faster and are more likely to move to closed won. Sales leaders, your reps can use these timing-related questions and statements in their next discovery: https://lnkd.in/e9G2mumG

11

ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, ZoomInfo Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus 24 hours until ZoomInfo Copilot is here — you don't want to miss it! #ZoomInfoCopilot

3

⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

12

1 Comment

“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

33

3 Comments

Here are four signs your GTM alignment is out of whack: 1. Fragmented Customer Lifecycle View If your team lacks a comprehensive view of the customer lifecycle, you're likely missing key opportunities for upselling, cross-selling, and customer retention. A unified perspective is essential for seamless customer experience and strategic decision-making. 2. Disparate Data Sources When every department has its own ops person with different data sets, it creates a fragmented picture of your business. Without a single source of truth, your strategies will be inconsistent and less effective, leading to misaligned goals and metrics. 3. Inconsistent Terminology If the same terms (e.g., "SQL," "MQL," "Funnel,") mean different things to different people, communication breakdowns are inevitable. This inconsistency can lead to misaligned expectations and strategies, undermining your overall GTM efforts. 4. Unclear ICP Definition and Belief If your team is frequently questioning, “Should we sell to this company?” it indicates a lack of confidence and clarity in your ICP. I like to think of it as who is my "Market of 1?" Can I define a single person who I know is the absolute best market? Then I build my ICPs off of their persona. 5. Sales & Marketing are sending inconsistent messaging to the same people every week. Your sales team is going to work the MQLs, your marketing team is going to work them too. If the messaging is disjointed - you're setting yourself up for failure. Start there. Or you can take our Revuhnew GTM Assessment to get a crystal clear view of where you're at right now! https://lnkd.in/gb936XbN

2

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

19

1 Comment

Attention San Francisco! Join me and other RevOps pros at RevOps After Dark to discuss some of the hottest topics in revenue right now: -- AI & Tech. -- Strategic alignment. -- Collaboration. -- Market trends. -- The future of RevOps. Don't miss out on this opportunity to join the conversation & network with like-minded professionals. Check out the link for more information and feel free to share! #RevOps #SanFrancisco #Networking

51

3 Comments

Big news! 🎉 Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/d754chjE

32

In today’s fast-paced sales world, understanding customer interactions is crucial. Join our exclusive Ask Me Anything session for sellers eager to maximize Salesloft Conversations.  Learn how to turn raw data into actionable insights that boost revenue with guidance from seasoned experts on conversation intelligence. What you’ll learn: > Effectively decode conversations to find hidden opportunities and risks > Optimize strategies with real-time insights > Discover innovative ways to build stronger relationships > Get tips to maximize your investment and time Register here: https://lnkd.in/em7pGPUK

10

🚨 Is RevOps Dead? 🚨 Okay, maybe not dead, but the way we’ve been doing RevOps is definitely on life support. After speaking with 100+ revenue leaders over the past three months about AI, RevOps, hiring, and everything in between, some undeniable trends are emerging. And trust me, they’re shaking things up. Here’s the lowdown on what’s REALLY happening in RevOps and where it’s heading: AI is here, but it’s not a silver bullet 🛠️ Everyone’s buzzing about AI, but here’s the reality: AI is only as good as the data it’s fed. It’s great at automating mundane tasks and generating ideas, but don’t expect it to transform your strategy overnight. If your data isn’t solid, your AI won’t be either. Period. Economic headwinds are squeezing us all 💸 Welcome to the era of tighter budgets and increased competition. Gone are the days of “growth at any cost.” Now, every dollar counts, and RevOps teams are feeling the pressure. But here’s the main thing: It’s during these tough times that the best innovations emerge. The customer is in charge (for real this time) 👑 We’ve always said we’re customer-centric, but in 2024, it’s non-negotiable. If your sales process isn’t aligning with how your customers want to buy, you’re toast. It’s time to ditch outdated playbooks and meet your buyers where they are—educated, informed, and in control. Metrics are cool, but only if they drive action 📊 Let’s face it: We all love a good dashboard, but if it’s not leading to action, it’s just a fancy screen saver. Focus on actionable insights that actually change behavior, not just numbers that look pretty. The BDR role is evolving (or disappearing?) 🤯 Hot take: The traditional BDR role is on its way out. With AI and automation taking over routine tasks, we need to rethink what entry-level roles look like in RevOps. The leap from BDR to AE has always been huge—now it’s about to get even more complex. Where is all this heading? RevOps is transforming from a tactical function to the strategic heart of revenue operations. We’re not just managing data; we’re driving the entire revenue engine. If you’re not adapting, you’re falling behind. 🔗 Now, your turn: What trends are you seeing in RevOps? Are you feeling these shifts in your own organization? Drop your thoughts below—I’m all ears! 👇 #RevOps #RevenueOperations #AI #Salesforce #Leadership

14

2 Comments