Alex Shevelenko

Super excited to be teaming up with Mollie B., VP of Ops at Sound, for our upcoming webinar! Join us on Tuesday, September 10 at 11 AM EST / 8 AM PST for “RevOps Playbook for High-Growth Companies." We’ll cover … 🤔 What is #RevOps anyway and modern RevOps maturity models 🔥 RevOps Hot Topics: 1️⃣ Why do RevOps job descriptions vary so much?  2️⃣ RevOps vs SalesOps vs GTMOps: Is there a difference? 3️⃣ Who should RevOps report to? 📊 How do you measure if your RevOps team is actually making an impact? Huge thanks to RevGenius for hosting! 🙌 Register here 👉 https://lnkd.in/d5tp_7Vf 

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Meet Karl Schutz, who finished as the #1 Account Executive at Snorkel.AI in 2023 after taking Sales Rocket Fuel. Karl has an incredible background, having been trained at Salesforce, MuleSoft, AWS and Snorkel.AI…top-tier tech companies. And yet despite all that training...he found Sales Rocket Fuel to be different & game-changing.  Here are a few quotes: "Sales Rocket Fuel is a masterclass in sales" "We were getting years of lessons condensed down into just a few weeks"  "So many countless gold nuggets" "Chris broke down the sales process into systems, step-by-step, at each stage how do we increase performance" "It really inspired me, I got really fired up after every session. It made me want to want to be a better seller" Results after taking the course: -#1 AE at a company filled with heavy-hitters -More Fortune 50 & Fortune 500 meetings including the C-Suite -Closed larger deals & more deals -Feeling more confident Karl is also an incredible person, who has become a true friend in the last few years. Hearing these kind of results from numerous people who rise to crush it and have their best years is fuel that keeps me going 🚀. If you’d like to change the trajectory of your second half of the year, I hope you’ll join us. The next cohort starts next Tuesday - July 16th. You can join other sellers, CEOs / Cofounders & Sales leaders on their journey to level-up. In the words of Karl, "I can't say enough good things about it. Go Sales Rocket Fuel, Go Sign-up Now" Enroll here to finish your second half of 2024 strong 💪: https://lnkd.in/ggTSzjjj How would you like to celebrate if you hit quota, make President's Club 🌴 🏄‍♂️ or finish as the #1 AE or Team for this year? Comment below 👇

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Employee terminations: they're a topic no one wants to discuss but that every company has to navigate. Thankfully, Melanie Naranjo and wonderful Ethena advisor (& Gusto's former People Leader) Jess Yuen are tackling this tricky topic for the next Ethena webinar. Register if you want to learn more about these topics: How to pressure test whether or not termination is the right course of action Best practices for communicating termination decisions How to minimize risk and choose the best course of action when things get tricky Critical pitfalls to avoid

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We're thrilled to introduce Real-Time Integrations with top CRMs like Affinity.co, Attio, Salesforce, HubSpot, Airtable, and many more! 🎉 These integrations will transform your workflow by: 🔄 Syncing Companies and Contacts in Real-Time 🎛️ Offering Fully Customizable Settings 🧠 Automating Data Updates And, with our Push and Pull features, you can enrich your CRM data with Specter's unique growth signals and insights, making your decision-making process faster and more efficient ⚡ Read more in the first comment below 👇

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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NEW episode of Inspired Execution with Jeff Frick, founder of Menlo Creek Media and host of the "Work 20XX" podcast!! Read on for learnings... Key Takeaways: 🕴 To succeed as an entrepreneur, you must start with deep conviction about your venture. Then focus on learning from each experience and working with great people. 👩‍💻 The shift to remote work has exposed the need for managers to provide clear direction and focus on outcomes. A remote/distributed work model hinges on granting employees agency and flexibility. In-person interactions should be reserved for trust-building and problem-solving, while routine tasks and meetings are best handled asynchronously through digital platforms. 🤖 The challenge of making AI models explainable and auditable is significant, given their complexity and constant evolution. Ensuring transparency is essential for trust and accountability. Despite governance and ethical concerns, engaging with AI technologies every day is crucial. Key Quotes: ➡ On advice for aspiring entrepreneurs: "You've got to feel like you have to do it. Because if you have any type of concern or you're just not that interested, you're going to get tired and worn out, and you're not going to be successful." ➡ On AI governance: "What concerns me is audit and explainability. I have a real hard time understanding how we're going to get to explainable AI if the models are constantly learning and evolving and the number of inputs are so large and dynamic." ➡ On the future of work: "Distributed doesn't mean never together."

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Exactly. Starting lean is the best way to start growing.

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Google's first CEO, Eric Schmidt offers powerful advice to entrepreneurs on protecting equity and building successful businesses. He stresses the importance of frugality and resourcefulness, reminding us that founders must focus on spending money wisely and efficiently. Many of the best founders, like those of Google, started with no salary and minimal luxuries, using every dollar strategically to grow their venture. His own experience—working in shared office space and using a door as a desk—serves as a reminder that success comes from grit, sacrifice, and smart financial decisions. To all the entrepreneurs trained and mentored by the Centre for Entrepreneurship Development, BRAC University, remember that building a sustainable business means being resourceful, protecting your equity, and staying focused on the long game. Your hard work and sacrifices today will shape your success tomorrow. #CED-BRAC University, #Entrepreneurship #Frugality #FoundersJourney #BRAC #BRACUniversity #StartupSuccess #EquityProtection #Leadership #GrowthMindset #FounderSacrifice #BusinessBuilding #Startups

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💡 Great insight from Rob Rebholz and Superglue on the current state of sales tech. 😯 Sales teams today are overwhelmed by a flood of tools—from AI-powered analytics to data integrations with partners. 🛠️ Instead of layering on more tech and new workflows, let’s consider meeting Account Executives where they are. 💻 How about tech that seamlessly integrates into their daily routines, adding genuine value without complicating the process? 💰 Sales thrive on agility and seizing opportunities, while partnerships depend on steady, reliable connections. The magic lies in balancing innovation with simplicity, empowering teams without creating overload. #salestech #partnerships #salesenablement

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I've always been a numbers guy. In my years leading teams, I've learned that gut feelings are great, but data is king. We can use data to help with both Enterprise GTM strategy as well as high-velocity sales motions. Here's why every GTM leader and product leader should embrace a data-driven approach: 1️⃣ Objectivity: Data doesn't play favorites. It shows you what's really happening, not what you hope is happening. 2️⃣ Predictive Power: With the right data, you can spot trends before they become problems (or opportunities!). 3️⃣ Efficiency: Focus your team's efforts where they'll have the most impact. 4️⃣ Credibility: When you back your decisions with data, you build trust with your team and leadership. 5️⃣ Continuous improvement: Data helps you iterate and improve your strategies over time. But remember, data is just a tool. The real magic happens when you combine it with your experience and industry knowledge. I am now also leading our product org at Brandwatch and take a similar mindset. We need to leverage data to drive our decision-making process. Product and GTM leaders must think similarly: data should rule our decisions!

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Sales teams that lag in digital and AI tools are at a competitive disadvantage. The gap between high-performing teams and those playing catch-up is widening—and fast. It’s no longer about adopting the latest tools; it's about aligning AI with your sales strategy to unlock new opportunities. If your sales team isn’t leveraging AI for data-driven insights, personalized outreach, and predictive forecasting, you're leaving money on the table. But here’s the challenge: it's not just about having the tools—it's about mastering them and embedding them into everyday operations. The future belongs to those who combine the power of AI with the art of human connection. Is your team ready? #business #strategy #artificialintelligence #automation

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Who owns your end to end GTM system? What about the Bowtie data model? This was a key question during our two-day Revenue Architecture Summit in Santa Cruz. Marketing owns awareness. BDRs or equivalent own education. Sales owns selection. Finance oversees the mutual commit/contracting. Professional services do onboarding. CS helps with retention. Account managers focus on expansion. So do we even need somebody to own and optimize the overall #bowtie process and data model? YES! "But my marketing is great at increasing leads and sales is increasing close rates, so why worry about an overall owner?", you might say. What if the new leads are low quality and sales is rushing through the sales cycle, ultimately yielding high onboarding and ongoing churn? Whether you like it or not, revenue production is a closed loop system. Something you do on the left side of the bowtie impacts the right side and the other way around. Best to assign an unbiased data owner who does that personally have anything to gain by making the data tell any particular story. The most likely owner for the overall system, or at least for the overall data model, lives in operations or finance. We see new titles around GTM Strategy and Operations. We also see RevOps moving from CRO to COO or CFO. So hence my question: In your company, who owns the end-to-end revenue production system? Who owns data definitions and brings together your teams to decide on next actions to improve revenue production based on the data? #revenuearchitecture #bowtie #revops Photo courtesy Jill Guardia (she/her)

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Marketing budget allocation at Salesforce was based on a "simple" tradeoff. Will hiring more field reps produce more pipeline and bookings? We built incredibly nuanced models to inform these decisions. But it came down to -- was Sales bought into Marketing's impact? Did Marketing REALLY deliver quality pipeline, accelerate deals, improve win rates? Causality was important. The popular refrain was -- Marketing isn't the one betting their mortgages on quota attainment! Sadly, not much has changed over the years. So, if Marketing isn't working deals directly, and nobody's buying into your attribution models, how are you to impact revenue in a causal way? 🤔 By asking -- why is Sales struggling to accelerate and close more deals? 💡 For instance, are we focused on the right use cases, value props, and competitive differentiators? 🔍 ➡️ Are these aligned to what buyers want, right now? ➡️ What's converting to revenue the best, what's not? And from there, do what Marketing does best. 💪 Prioritize and amplify these insights at scale -- across messaging, website/seo, campaigns, content, sales enablement, product, CS. 🔊 That's how you drive Marketing's revenue impact. 💰 🏄‍♀️ CMOs have an unprecedented opportunity to use GenAI to: ✅ Create a single source of truth across ALL deals - no more guesswork ✅ Drive GTM alignment on 'where to play, how to win' - prioritization matters ✅ Operationalize these insights at scale in daily workflows - it’s all about the last mile Could this make the CRO your strongest champion? And slow down the revolving door? 👋 If so, check out Tribyl, Inc. #cmo #productmarketing #cro #saas #genai #gtm #revenueoperations

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Here's a good listen! Andrew Herr, CEO of Fount joined me in the Noom Room to discuss scaling customizable solutions for lifelong wellness. Honored by the US Army as a "mad scientist" for his trailblazing approaches to optimizing human performance, Andrew is a fount of knowledge on all things wellness. Hear his thoughts on specific supplements and strategies to promote sleep, de-stressing, reducing inflammation, and more. We even discuss longevity and health span in connection with supplements, GLP-1s, HRT ... A lot of actionable intel in this one!

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Talked to Authority Magazine about how I've built lasting customer relationships while scaling Forethought. If I could summarize it, it all boils down to delivering great work and forming real human connections. Customers who have a great experience with you or your product will come back again and again — especially if you they know the people behind the product. Loved this interview because we went way back to how I got my start in CX and AI, and how that has shaped our value of "customer-obsession" at Forethought. Please give this a read and lemme know what resonates with you! #CX #Customers #Entrepreneurship #AI #CustomerSupport

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Listen to this podcast if you’re in #wellness and want insights on #artificialintelligence. Thank you, Harry Stebbings, for consistently delivering fantastic, relevant content 👊. *** Spot-on insights from Aaron Levie : 🔊 AI’S NEAR-TERM VALUE LIES IN PROCESS-SPECIFIC, VERTICALIZED, AND END-TO-END TECH APPLICATIONS: 01:15 - Once in a decade architecture shifts create platform-level business opportunities 02:16 - AI advances through business process applications 🔊 AI PROGRESS IS RAPID AND UNPRECEDENTED: 07:28 - Token window size, a key AI performance indicator, increased 500x in 18 months 🔊 DON’T BUILD THINGS THAT CAN BE INSTANTLY SUBSUMED BY HORIZONTAL CHAT MODELS: 27:15 - Avoid building easily subsumed by horizontal chat models 🔊 RELEVANT TO FITNESS: SHIFTING FROM DATA INPUT TO OUTPUT FOCUS: 40:30 - AI beyond chat interfaces; implementation hinges on workflow adoption and change management 58:38 - Digital memory metaphor: AI unlocks new ways to leverage intelligence *** These insights are essential for the wellness industry. This is not futuristic musing; These practical AI applications demonstrate concrete examples of integrating AI into products and specific business processes to create real, tangible, value. Particularly for the wellness industry, AI will rapidly unlock faster, more intuitive outcomes for consumers and subsequently create enterprise value for innovative wellness companies. Oliver Palnau Jozef Gherman Cassie Kozyrkov Ben Chodor J.J. Kardwell Massimiliano Versace Alex Wiltschko Basel Ismail Adria Horn Anna Sarkisyan Kit Merker Anand Mahurkar Van Ton-Quinlivan Hubert Etienne Jay Meil https://lnkd.in/gwA2YfDb

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Outbound is moving in a new direction and revenue teams must keep up or get left behind. UserGems 💎 asked 100+ SaaS revenue leaders to weigh in on what's fueling their pipeline generation, what's breaking down, and how to navigate the road ahead. #marketingops #saasfounders #ceo #entrepreneurs #startupfounders #ai #playbook #techstack #bestpractices #expertadvice #b2bmarketing #saasmarketing #softwareindustry #softwarecompanies #outboundmarketing #saas #marketingtactics #marketingstrategies #cmo #marketingadvice #personalisation #marketingstrategy #marketingtips #growthmarketing #marketingdata #marketingpersonalization #martech #marketing2024 #marketingai #aipowered #aienabled #outboundstrategy #marketinginsights #saasbusiness #saasstartups #saasproduct #customervaluecreation #productvalue #valuecreation #successstrategy #gtmomentum #gotomarket #earlystagestartup #revenueboost #monetization #revenuegeneration #productgrowth #customerengagement #customeracquisition #gtmmotion #gtmplays #customerintelligence #marketingintelligence #gtmstack #revops #revenueoperations #revenueenablement #salesenablement #signalbasedselling #revops #revenueteams

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Executive urgency to incorporate AI into business operations is higher than ever as revenue leaders are facing increasing pressure to accelerate revenue growth. Join the Salesforce panel of experts as they explore five key principles for increasing productivity with Agentforce for Revenue. Their experts will discuss: 🎯 The future of AI in the revenue landscape 🎯 How revenue teams can scale with autonomous agents 🎯 Best practices and recommendations for implementing AI with #AgentForce #salesforce #ai #revenue #marketing #attribution 👇 👇

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I have been living and practicing #GTM for a decade+. A unified GTM is the right strategy - integrating market, product, marketing, customer success, and sales (in that order). You can see the light bulb going off at more and more companies. This is not a fad, not a buzzword, and it's not a #salesmarketingalignment thing. In my experience, this focus has been an inhibitor to success. It's already hard enough to create a successful company and value solutions that markets need and want. Having held roles in #marketing, #sales, #product, and #customer success and now three years in a business 100% focused on unified GTM, it works. It's natural, and it makes sense. I know it's not easy. The larger the corporation, the harder it is to unify strategy, people, systems, processes, and data (emphasis on the people). And it is definitely not about technology. Tech plays a role but supports the strategy, It's exciting to see GTM teams who commit to adapting to the changing buying and decision-making process and align with what businesses and tech leaders prioritize. It's not #SaaS. GTM Partners

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