Sean Galligan

We've got a killer sales team across media (Jennifer Watson Laws, Christi Lingard, Samantha Stein, Bryan Cink), data licensing (Mike Atwell), Altos SAAS (Jeff Graves 😎, Amanda Luzsicza), and HW+ (Caroline Abad). One thing I appreciate about them is speed to lead. We're following up on leads in most cases within 5 minutes. But like most growing companies, we need more leads! We've invested in a custom Salesforce integration, have the leads flowing nicely from our HubSpot email platform, have everyone on LinkedIn Sales Navigator, and recently started testing Apollo.io. How have sales leaders integrated BDRs into businesses with multiple products and sales teams? Are there lead generation platforms in B2B that my peers have had success with? My DMs are open, what are we missing?

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Running branded sponsor integrations isn't cheap -- how do you know it's resonating with your audience and driving meaningful KPIs like purchase intent? At Rival Technologies and Reach3 Insights, we've been helping both media / streaming brands as well as advertisers figure this out using a new approach called "Watch Party." It works well for several reasons: ✔️ It's in-the-moment, so you get real-time, gut-feel reactions rather than relying on recall ✔️ It's quant and qual (including photos and videos), providing deeper insights than traditional approaches ✔️ It's holistic, involving (in most cases) a pre- and post-test to quantify brand lift, share ability and more Really proud of how our product and approach helps address an important use case for many of our customers. Curious how it works? Our next masterclass webinar with Jenna Shuster and Matt Kleinschmit will walk you through the details. Register here: https://lnkd.in/gFa7rzbW #insights #marketingeffectiveness #advertising

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When you’re the CMO of 5 different companies you leverage voice enabled conversational AI to deliver high quality leads to your various sales teams. Of course when one of those companies is a conversational AI company you get to write the scripts and prompts at 3:30am! Revmo AI Providertech

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So very cool to see how BlackRock has streamlined product operations with Airtable: more than 80 hrs/week saved in productivity for PM and PMM! https://lnkd.in/gW-fb62V #productmarketing #productmanagement

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Reading through the stories of the 2024 OpsStars Award winners, I’m blown away by what these Ops teams have accomplished: Workiva - revamped their ABM program, improving account segmentation, automating workflows, and tightening Sales-Marketing alignment, leading to $41 million in pipeline and a 68% reduction in account noise. Juniper Networks - streamlined their GTM strategy by automating lead-to-contact conversions and marketing processes, saving SDRs 35.5 hours each month and cutting campaign creation time from days to minutes, with a 40% match improvement. BMC Software transformed their lead management by boosting lead routing accuracy to 97%, reducing MQL SLA from 24 to 8 hours, and slashing lead response time to 150 minutes. Teikametrics aligned Sales, Marketing, and RevOps by automating lead capture and meeting bookings, resolving data issues, and boosting MQL-to-Opportunity conversion efficiency by 133% and event lead conversions by 17%. MongoDB rolled out "coachGTM," an AI-powered knowledge assistant that centralized info, automated tasks, and saved $2 million annually, all while improving employee efficiency and customer satisfaction. Sumo Logic enhanced GTM efficiency by adopting agile methodologies, unifying their tech stack, and fostering cross-team collaboration, leading to smoother communication, alignment, and campaign execution. 2024 OpsStar of the Year Kelly Goles built NVIDIA's lead management process by integrating advanced MarTech and automation, saving 1,500 hours weekly, quadrupling leads worked, and influencing over $60 million in pipeline. Huge congratulations to all! I can’t wait to celebrate with you at OpsStars! Read the 2024 OpsStars winning stories here: https://bit.ly/3ToxUQB #OpsStars #RevenueOperations #SalesOperations #MarketingOperations #B2BSales #ABM #GTM #LeadManagement #MarTech #DigitalTransformation

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ASR (automatic speech recognition) precedes the public boom of #genai It came way before #chatgpt or #gemini. So where does it stand now? Is it ubiquitous? How does ot work in the age of generative AI? What else do I need to know? I have the honor of hosting a webinar alongside my friend and colleague David Landsberg, discussing the state of ASR and results of the ASR survey that was recently published. It would be great to have you join and contribute to the dialogue.

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By adopting Seismic, Shopify's Chief Revenue Officer, Bobby Morrison, streamlined his tech stack, reducing friction and elevating customer experience. 🔐 Discover how Seismic became Shopify's core tool for operational orchestration, driving fast adoption and aligning teams to deliver impactful, scalable outcomes. Watch the full story, here ➡️ https://lnkd.in/gTRZjWRS ​

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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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

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Want to learn more about the role of the business user in low-code. Watch this fun episode of Low down on Low-code!

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To all of my #agency friends - game theory!!! https://lnkd.in/ggM9N2cG If you think your #elite #partner status with your #retention #media etc. helps get eyeballs, #watch as your agency gets replaced via #workflow automation. Get there soon ----> 1. Power the #ai stack (Become a #data agency) 2. Use the #ai stack (Become a better #workflow -- prices are only going in #onedirection) #friendlyadvice #learn #fast #adapt #ai

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Join our discussion today and bring your questions, or best practices on scaling marketing from early stage companies to later stages of growth, what has worked and how AI has changed the marketing team composition. Matt Zanderigo great to meet you this week and touch upon some topics 1-1 as well. Dimitri Vlachos Stephen Burton Josh Epstein

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Excited to witness the evolution of CTV towards enhanced connectivity and personalization! While there's still room for growth compared to the initial vision, the industry is advancing. Two decades ago, I co-founded a startup collaborating with Apple engineers on interactive television innovations alongside Liberate, Canal+, and Sun Microsystems. While we're not there yet, the future looks promising with the Open Measurement SDK (OM SDK) 1.4 from IAB Tech Lab, set to revolutionize viewer engagement analysis in CTV. This standard will empower publishers to ensure device activity and ad visibility accurately, eliminating unreliable proxies. The potential impact is significant – with one major broadcaster adopting the SDK, a transformative CTV advertising experience could emerge rapidly. Check out more insights on how CTV advertising is evolving: [Link to Article]. #ctv #interactivetv #digitalmedia #adtech

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🔥 Big announcement 🔥 Lunio has officially partnered with Opteo, a powerful multi-channel optimization tool that enhances ad campaigns 🚀 The partnership means that Lunio users can now implement smarter exclusion tactics in their PMax campaigns by identifying and removing low-value keywords with ease - as Opteo’s N-Gram Finder is now built directly into the Lunio platform. This is just the start - our shared mission to combat waste in the performance marketing ecosystem signals great things for performance marketers. Link in the comments to sign up for our upcoming webinar with Guillaume Devinat, Thomas Eccel and Lucy Smith on plugging the PMax drain!

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Hey Sellers: Salesloft just launched Conversations Key Moments as part of our Spring product launch. And now you can learn all about how to identify key moments and how to use them to drive strategic decision-making. When: Join us on June 4 at 11 AM ET You’ll walk away knowing how to: > Recognize key moments within your deal cycle > Explore techniques for seizing the moment and turning challenges into triumphs > Adapt and pivot your approach in response to changing circumstances > Equip yourself with a toolkit of resources and best practices that guides your next steps Link to sign up: https://lnkd.in/ezXKBJ5H

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As GTM executives, we all know the pressure of driving top-line growth, but the real challenge lies in sustaining that growth by keeping our hard-won customers engaged and loyal over the long term. Balancing acquisition efforts with a laser focus on retention is no easy feat, especially when customer expectations are higher than ever, and the competition is just a click away. How do we ensure that our entire GTM team—marketing, sales, and customer success—is aligned to not just meet but exceed these expectations? These are the questions we tackle in our latest episode of The A2B Series with special guest Emmanuel Morgan of Cube. If you’re looking to turn retention from a challenge into a competitive advantage, this conversation could be the turning point for your strategy. #GTMStrategy #SaaS #CustomerRetention #Leadership #Growth https://lnkd.in/ey47a9wK

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A few months ago we welcomed one of the most accomplished CROs in partnerships as PartnerStack's new CRO, Mike Head. PartnerStack has levelled up immediately, and I have personally learned a ton about partnerships from Mike in short order. This article shares insights from our CRO, to let you know how to get partnerships buy-in from your CRO.

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What’s the right split between brand and demand dollars? To: Stephanie Quinn, MBA at Demandbase From: Jason Widup, SVP of Marketing at Pixis You asked the Friends of Noble: “How do we differentiate the expectations and attribution of our digital demand spend and our brand spend?” Here’s how I approach it: 𝐁𝐮𝐝𝐠𝐞𝐭 𝐀𝐥𝐥𝐨𝐜𝐚𝐭𝐢𝐨𝐧: A general rule of thumb is to spend at least 20% of working dollars on brand marketing. As companies grow and brand awareness becomes a bigger priority, this percentage can increase to keep your brand top of mind for your audience. 𝐀𝐭𝐭𝐫𝐢𝐛𝐮𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐁𝐫𝐚𝐧𝐝: This requires creativity because it’s less about direct conversions and more about indirect impact. Key metrics I look at include: – Impressions and cost per impression for ad campaigns. – Engagement and qualitative feedback—are people talking about your brand? – Attendance and buzz around brand-driven events. 𝐁𝐫𝐚𝐧𝐝 𝐯𝐬. 𝐃𝐞𝐦𝐚𝐧𝐝 𝐄𝐯𝐨𝐥𝐮𝐭𝐢𝐨𝐧: If you’re building brand awareness to fuel demand, the split might lean heavily toward brand. Conversely, if your brand is strong and your goal is driving conversions, you may allocate more to demand. It’s dynamic and evolves with your company’s growth and goals. 𝐋𝐨𝐧𝐠-𝐓𝐞𝐫𝐦 𝐈𝐦𝐩𝐚𝐜𝐭: Brand investment pays off in demand outcomes. A strong brand ensures prospects recognize and trust you—whether it’s clicking your ad, picking up the phone, or engaging with outbound sales. Balancing brand and demand is as much art as science, but ensuring you invest in both is critical for sustained growth. #marketing #B2B #PhoneAFriend #ThatsNoble 😇

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Your competitor's customers already understand your product value and have the budget, but winning them over requires a coordinated approach from Sales, Marketing, Product and Pricing. Here's a new playbook from Mainsail Partners on when and how to take away customers one strategic conversion at a time.

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