Shannon C.

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

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You're a technologist. You get it. You're all in on AI. But now you have to put on your "persuader" hat and SELL it -- not just to your leadership, but to the people who actually have to use it. For field service organizations, those end-users (aka your mobile workforce) can be a tough sell. Grab some coffee and join Johnny and me as we chat about this very topic next week!

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Two weeks ago I shared how I was waking up in a cold sweat about my 29029 adventure - we're now at the end of week 13, only 7 more weeks to prepare and I'm still waking up in a cold sweat. Fortunately, on the work side, I get to work in Gong everyday for forecasting and driving retention. (I thought that was a clever segue). I recently shared my thoughts about how Customer Success teams should think about using AI to address the common pitfalls for CS. The level of insight available through all the amazing features of Gong (Ask Me Anything, call summaries, smart trackers and deal boards) - and the outcomes those features enable - means that at least this part of my life is not leading to restless nights or jarring mornings. I'm nearly 3-months into my time at Gong and continue to be blown away by the platform and the people. #CS

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🎉 I am excited to talk "Grit, Grace, and Gainsight" with the Client Success Dream Team 😍 at SAP Concur for #GainsightPulse2024. If you're attending #Pulse for the first time like me 🙋‍♀️, feel free to share any essential tips and tricks in the comments for making the most out of the experience!

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Ready for an agentive upgrade of your GTM? Check this out. #agentforce #salesai

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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

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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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

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Recognizing and acting on buying signals can mean the difference between a deal won and an opportunity missed. 🤝 When you tune into your prospects' intent and behaviors, you can provide highly personalized sales and marketing at the right time. Susan Killen shares how Scoops — buying signals offered by ZoomInfo — can help you sell smarter and turn signals into action at scale. Learn more on the blog ➡️ bit.ly/4b6poN1

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🎙️ I had a great time with Alex Mislan during Spekit 🐙's first 'Enablement Therapy' webinar series last week! 💡 We covered so many great topics like the clip below about how Enablement balances the art of pushing down to Reps AND pushing up to leadership to be that strategic partner and advocate to and for both groups. 👇🏼 Definitely give the full chat a listen - link in the comments! #salesenablement #enablement #revenueenablement

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Introducing Madison Logic’s new integration with Gong 🚀 In today's competitive landscape, marketing and sales teams face challenges such as larger buying committees, tighter budgets, and longer sales cycles. Our partnership connects Madison Logic insights with Gong’s revenue intelligence, giving sellers deeper visibility into account journeys and engagement. This collaboration empowers revenue teams to drive more impactful conversations and close deals faster. Discover how this integration can benefit your team: https://lnkd.in/gURtuKMn #MadisonLogic #Gong #Marketing #Sales #Integration #PersonalizedExperiences #ConvertAccountsFaster

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Thank you, Everstage for the opportunity to share my insights. :) RevOps is a vital function that significantly contributes to an organization's success. Here are some tips to excel in this role and drive the organization towards success. #revops #revopsonboarding #revopseverboarding

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Over the past 20+ years, I’ve led countless transformations across my teams. As revenue leaders, we invest so much time, energy, and resources into our strategic initiatives only to be left in the dark about whether they’re truly moving the needle. With the help of Gong’s AI, leaders can now track the adoption and adherence of these changes, reinforce best practices through coaching, and ultimately measure their impact. Today we’re launching three game-changing capabilities to give our customers unprecedented visibility into their teams’ execution: ✨ AI Methodology Playbooks  Methodologies like MEDDICC, SPICED, or Challenger give our sellers a roadmap for success but can often be hard to measure. That’s why, starting in July, you can add AI Methodology Playbooks to Gong Deal Boards. You can define your sales methodology of choice right in Gong, then rely on AI to detect whether or not important topics – like identifying a champion or economic buyer – were discussed and see how much your team is applying your methodology overall. ✨ AI Scorecard Suggestions Scorecards enable managers to measure performance and provide feedback in a consistent, clear way. But in all honesty, they are time-consuming and therefore hard to keep up with, leaving reps with sub-par coaching and managers scrambling for workarounds. Now with AI Scorecard Suggestions, managers can save the time traditionally spent on full call reviews and provide efficient, accurate feedback for reps to act on, raising performance in the process. ✨ Assessment Tools for AI Smart Trackers  Confidently track any large initiative or concept throughout every customer interaction. These new assessment tools help you quickly build accurate, reliable Smart Trackers, boost hit rate accuracy by 10%, and improve precision and recall. If you’re a revenue or ops leader looking to learn more, check out our latest release here: https://lnkd.in/gKaKfnSU

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⏰ 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

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Revenue ops does not have to be sales ops rebranded. After meeting so many great revops practitioners at the RevOps AF conference last week, I was inspired to put this together. Revenue ops can be a unified model encompassing marketing ops, sales ops, and customer success ops. A couple of notes about this model: A - Deal desk is recommended, but can be replaced by a different function for more simple offerings. B - The “systems” role and the “analyst” role can be a stand-alone function in some models. C - Another spoke in this model could be project management or “PMO.” D - Customer success operations usually exists is mid to large companies, as unfortunately CS ops is usually underfunded and an afterthought. E - Marketing ops is missing budgeting and planning, which I have advocated for in earlier models. D - The advantage of this structure is an objective, revenue-focused operations team dedicated to the top goals of the business. What do you think? What do you like? What would you change? Thanks for your advice on this Jeff Ignacio! PS: I’m writing more about this in my newsletter next week, subscribe to stay updated https://lnkd.in/g_3YC7BZ #marketing #martech #marketingoperations #revenueoperations

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If your Customer Success team isn't tied to revenue, start worrying. Thankfully, this is less of a debate in 2024 and more a matter of different degrees of variable comp plan 😅. I’ve seen CS comp plans succeed in two very different ways, and the right approach? It all comes down to where your company is in its journey. (note: there are dozens of similar combos, but lets keep it simple). Option #1: Gross Retention + Manager Discretion I’ve seen this work at earlier-stage startups when things are more scrappy, and adoption/retention are king. Here’s the split: 🎯 75% Gross Retention (renewals). 🎯 25% Manager Discretion, so leaders can reward foundational work like proactive customer management, EBRs held. Simple, flexible, and it gets the job done when you’re scrappy as hell. Option #2: Gross Retention + Net Retention + Advocacy I've used this in scale-up mode, when the revenue machine is predictable and expansion motions are dialled in. You want CSMs thinking broad: 🎯 60% Gross Retention (renewals). 🎯 30% Net Retention (expansion). 🎯 10% Advocacy (e.g., referenceable items - case studies webinars) It’s a sophisticated model that works if you’ve got the maturity to track these metrics and the processes to support it. Double comping with AEs? Do it - as long as leadership is thoughtful about the % splits and everyone wins. So, Which One’s Right? If you’re early-stage, start with Option 1 - keep it simple, focus on retention, and reward key behaviours. When you’re in scale-up mode, Option 1 ties CS to revenue growth and customer advocacy. Either way, align with your Sales counterpart AND make sure your CFO is all smiles. What comp structure has worked for your teams? #CustomerSuccess #Leadership #SaaS #Compensation #Retention

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