Scott Witucki

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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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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To all Sales and RevOps Leaders... What are you most stressed out about right now? Chances are it's one or all of these 3 things: ⏰ Territory, Quota, Comp Plans for 2025 ⏰ Forecasting Accuracy that is below par (90%) ⏰ 2025 Capacity Planning If any of these resonate - let me know in the comments. Or reach out as maybe I can help take these off the table for you. #fractional #revops #planning

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Have you ever heard of an Enterprise prospecting strategy that takes one hour to complete and actual sales reps say helps them gain access to their decision makers 79% of the time? Years of customer feedback from Emissary's customers identify one: talking to a former company exec from the target account who is willing to coach your strategy. Enterprise prospecting can feel like using a dial up modem. Just so you know — we've got broadband over here. #enterprise

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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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Some sales reps are scared to get a no for a mid to late stage deal. Why? The best sales reps are always trying to get to no. I think it’s probably because then your pipeline will look weak to your leadership or you thought the early stage conversations went so well that you started to count your commission checks. Or you flat out just don’t want to get back to Ground Zero and start prospecting again. Whatever the reason is you need to stop holding onto things that aren’t progressing. They know where to find you if they start to buy. They’re not going to forget about you, so keep them in your tickler and do your due diligence but turn the page on people that are not coming back at you. #sales

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Attempting to enrich data on your own can turn into a terrifying ordeal, quickly evolving into a resource-depleting, time-consuming beast that terrorizes your Ops team. 🧟‍♀️ Discover why managing enrichment with multiple vendors is incredibly challenging 👉 https://gag.gl/GiQb7D However, with our help, transforming those raw leads into valuable assets is as simple as a couple of clicks, effectively exorcising your data demons for once and all. 🎃 This Halloween, don't let your data spook you – we've got the ultimate solution. Purely enchanting outcomes, no gimmicks involved. #DataOps #DataEnrichment #Ops

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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SaaS leaders tell me the same thing: "We need more leads, but good ones." That's where WMAmerica comes in. We don't do fluff. We do results. When I joined, my mission was simple: help SaaS companies grow fast. Not just any leads, but the right ones. Take one client: They had product-market fit but zero lead flow. In 3 months, we: 1. Boosted qualified leads by 60% 2. Closed 5 new major clients 3. Got them scaling like never before Another founder? Sick of bad leads. We stepped up and: 1. Booked 30+ meetings with perfect prospects in a quarter 2. Grew their revenue by 40% Lead gen is tough, but with the right partner, it's a game-changer. Ready to see results? Let's talk.

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In 2024 sales leaders are being asked to hit bigger targets with tighter budgets. On a macro level this can feel daunting, but if you boil it down team by team, rep by rep– the answer clearly sits in the efficiency and productivity of your rep’s day. And in order to drive that daily efficiency and productivity, you need to deeply understand the foundational systems + processes that actually allow your team to spend the bulk of their day talking to customers and prospects. If I’m a frontline manager or Dir of sales right now, I am revisiting this checklist quarterly to drive that efficiency and productivity within my teams: 1.) Revisit your deal cycle workflows and ensure your reps understand the ins and outs of the tooling and sales process. ↳They need to know how to navigate the sales methodology you use ↳They need a deep understanding of your CRM and entry and exit criteria for deal stages ↳They need to have clarity around forecasting expectations and how to keep their pipeline clean ^ All the logistics of getting the job done. 2.) Skills assessment/reinforcement and training around how to make sales conversations meaningful. ↳Revisit messaging and positioning ↳Regular objection handling practice ↳Understanding each persona, their problems and buyer signals that indicate it’s time to reach out to that specific prospect ↳Value, benefits, ROI, differentiation matters Fewer tools means less complexity. See where you can cut standalone tools and consolidate to more comprehensive and all-in-one tools (like Apollo) to give your reps a more centralized operating system and reduce the time spent navigating their tech stack. Simplicity will help your reps win. 💪🏼 The market and selling environment is changing rapidly. Your teams are growing and shifting constantly. These things should be top of mind and regularly revisited at the team and rep level to ensure they are as equipped and empowered to do what they do best (sell!) at all times. How often are you running enablement sessions with your team? Do you focus on process or skills more? #salesexcellence

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Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

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I used to see this sequence play out way too often in early sales cycles... • Work tirelessly to research a top account • Collect company and stakeholder intel • Craft intelligent POV and internal prep • Deliver tailored pitch that seems to hit • Move to a choreographed product demo • Receive perfect feedback from buyers • Agree to "reconnect around next steps" • Follow up immediately and relentlessly • Realize you're being ghosted and move on Today, I have a better system to maintain mutual alignment through our evaluation together. We work closely, vendor and customer, during each stage and collectively unlock gates once certain information is gathered. Expectations and steps are laid out early, typically at the end of our first POV read out. Both parties can choose to stop or pause the evaluation at any point, for any reason. Until then, we partner hand-in-hand to drive the evaluation forward and include new team members from each side as we move through. This unlocks a level of mutual respect and accountability. It's typically been received well and appreciated by customers. We all have limited time, and this is a way to maintain focus so neither side is wasting hours. Give it a shot, and see how your mid-stage meeting numbers (and impact) grow. --- PS: I've been posting about sales motivation, mindset, and anything else relevant from my 15+ years selling SaaS. Follow for more. Pic from a morning garden view as I gathered thoughts for a sunny day ahead. 🌺🌞

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As CS is getting increasingly aligned with the revenue function, this conversation is happening a lot... CRO: "I just took over customer success, can someone explain to me what our CSMs do?" VP CS: "We make sure that our customers are getting value from the product..." CRO: "OK, what does that mean?" VP CS: "We answer all of their questions and log support cases." CRO: "Isn't that support?" VP CS: "Well no, because we have QBRs" CRO: "OK, well what do we talk about in the QBRs?" VP CS: "All the tickets we fixed and the features that we rolled out" CRO: "Ok, what other things do our CSMs do?" VP CS: "We help with implementations and continuous improvement!" CRO: "Isn't that professional services?" VP CS: "Well we read an article that says that we shouldn't charge for services, so our CSMs just do it." CRO: " 🤯 " VP CS: " 🤯 "

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Building high-performing sales teams all starts with the interview process. On the latest podcast episode of 30 Minutes to President's Club, I share my top tips for smarter hiring practices. Here’s a sneak peek: ✅ Ask Candidates How They Prepared: Start by asking, “What did you do to prepare for this interview?” It’s a quick way to reveal their work ethic and readiness for high-stakes roles. ✅ Go Deep in Final Interviews: Build a connection, probe for any “yellow flags,” and ask about past successes. Make sure they understand why they succeeded, steering clear of those who rely on luck. ✅ Empower Seasoned Managers to Decide: Trust your experienced managers with the final say. Step in for junior managers to prevent settling for “B” and “C” players. ✅ Standardize Key Processes: Create consistency in pipeline reviews, forecast calls, and one-on-ones—standardize 80% and leave 20% for creative flexibility. Tune into the full episode here: https://lnkd.in/g7xJKgrh As always, a big shout out to the 30MPC team for having me on! 

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Your C-Suite / Exec demo needs to be different. Here’s the framework to kick them off: • Agenda • What We’ve Learned Recap • Tee up your champion • Exec-level discovery Execs appreciate preparedness and brevity. They have had the same horrible experience with sales people. Your goal is to earn credibility, trust, and respect as quickly as possible. Ensure your agenda is very concise. The best way to lose an exec is by rambling through a long agenda or a long-winded audio recap of everything to date. I recommend 2 slides: 1. Agenda 2. What We’ve Learned Step #1 - show agenda slide and give a 5 second pause. “This is what we had planned for today. What’s the #1 thing you want to get out of today’s call?” Step #2 - Flip to the What We Learned Slide and recap in 30-45 seconds. Update this slide from all of your conversations to date. Include in some direct quotes from your POCs on challenges they’ve faced or how your solution can help. Confidently lean into the cost of inaction and the risk of failure of key initiatives. Eliminate any fluff and make it metric / business oriented. Any other tips for exec-level demos? P.S. Launching a NEW discovery playbook next Tuesday! 50+ pages, no fluff, discovery from 1st call through end of cycle 😎

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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When it comes to new business leads, we know speed matters, but if you’re not truly optimizing the hand off between your SDRs and AEs, you might be missing a huge opportunity. And not just where you think. At ZoomInfo, we’ve spent years developing and refining our model for this function. We have a 5-level scoring system that takes into account everything from inbound channel, to job title and firmographics. We’re not just solving for the highest possible win rates and ASP. We’re actively matching the inbounding prospect with the rep who is the most equipped to provide the best possible customer experience at that precise moment – down to the minute. And here’s the kicker – this isn’t just great for our customers. It’s great for our reps. With this process, we can balance lead flow across AEs to give everyone an equal opportunity to hit their number. We can also track rep's performance against the expected outcomes of the leads they receive, enabling coaching and segment adjustments. The goal is to optimize not just "speed to lead to close," but overall efficiency and outcomes, matching the right leads to the right reps at the right time. Check out Brian Vital's Speed to Lead insights from the SDR perspective here 👉  https://lnkd.in/gW3s7ccS   

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Your Sales to CS handoff process needs work. Call Comcast and you'll get a full lesson in how not to treat customers. Ask them to go through a bunch of prompts and repeat the issue 20x before speaking to an agent. You are probably thinking: well our process isn't THAT bad. Are you sure? I bet your process looks something like this: 1. Someone submits a lead or responds to an outbound message (information sharing 1) 2. A BDR follows up to qualify them and set a meeting (person 1, information sharing 2) 3. An AE sets up a Discovery meeting (person 2, information sharing 3) 4. 60-90 day sales cycle (information sharing 4-5) 5. Closed won, handed to implementation for 30 days (person 3, information sharing 6) 6. Moved over to CS (person 4, information sharing 7) Imagine the frustration customers have when they have to share the same info (company information, business problems, etc.) 7 times to 4 different people. It sucks! I had a great time talking about the broken handoff processes in SaaS with Cory Pitt on the Wiser AI podcast.

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Sales Compensation: Does your sales comp plan punish or motivate your salespeople? How to tell if your current sales comp plan is motivating or blocking your salespeople to sell more? Here's the checklist: 1-Do you and the sales people share in the upside once they've broken even on their fully-loaded comp plan, including variable compensation, benefits, marketing expense and overhead? y/n? 2-Does your comp plan treat your salesperson as CEO of their own revenue unit and compensate them accordingly? y/n? 3-Does your comp plan protect the company from the financial risks of an underperforming salesperson, incentivize the salesperson to sell more month-over-month, quarter-over-quarter, year-over-year, and protect the customer? If you didn't answer YES to all three questions, you're burning/leaving money on the table with your sales team. #CEO #Salescomp Struggling with sales comp or sales? DM me REV & let's chat.

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