Shiri Friedman

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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To evoke Rodney Dangerfield, can sales enablement get a little respect? I asked Danny Wasserman, head of sales enablement at Databricks why enablement has gotten a bad rap in the past. He shared his thoughts, but then dove into how remote/distributed work culture has been a renaissance of sorts for enablement professionals. New tech and new approaches have increased the demand for skills that enablement professionals create and foster. Catch the clip below and then head on over to Insightly, an Unbounce company's YouTube channel for our full discussion.

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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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

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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

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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

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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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Ask any member of the Kognitos team and they'll tell you that you won't find our solutions in the #RPA software category. This article sheds light on how we approach automation differently through safe generative AI. For one, Kognitos processes don't suffer setbacks all of the time: https://lnkd.in/gmQj_hER #ai #aimpossible

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I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

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Why is top-line growth the holy grail for SaaS success? Because it implies everything else is functioning well: product/market fit, retention, customer acquisition. Plus, it drives the highest equity value. And yet, it’s not the only important metric:

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The Grimace Effect: How do you know when NOT to market something? I had the opportunity to join Mets CMO Andrew (Andy) Goldberg at Citi Field for a talk about #Marketing the New York Mets. One of the most interesting things he said about the Grimace phenomenon was: "When we saw it take off, we knew that it needed to stay fan driven. If we tried to push it too hard ourselves as it was happening, it would lose its organic impact." A great lesson on riding the wave of your customers' enthusiasm and how sometimes putting customers in the drivers seat is the best marketing strategy.

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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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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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The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

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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

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Curious how at Tough Day we're advancing the world of work using AI? Check out Matt Paige's great new podcast featuring none other than my Tough Day partner, Katherine von Jan, to learn more about the product and the creative and cool ways we're using AI to create it!

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📢 Exciting news! GAI Insights is about to release the Corporate Buyers’ Guide to Enterprise Intelligence Applications (EIA), a must-have resource for businesses exploring Generative AI adoption and maximizing ROI. 🚀 This report profiles key vendors, including the innovative team at AI21 Labs https://hubs.ly/Q02Y3xSj0 known for their advanced large language models like Jurassic and Jamba family of models. 📅 Join us for a LinkedIn Live event discussing the guide and insights from industry leaders. Don't miss it! https://hubs.ly/Q02Y3BVX0 🔗 Visit GAI Insights to learn more about this report and how to accelerate your AI strategy: https://hubs.ly/Q02Y3K3Z0 #GenerativeAI #EnterpriseGenAI #GenAIInsights #CorporateBuyersGuide #AIstrategy #AIimplementation #EnterpriseAI #AIMaturityModel #PaulBaier #GAIInsights#LLMs#RAG

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🙋‍♀️ How did I start an enablement program from scratch during a time of major organizational transformation at OneSource Virtual? ▶️ Check out #TheEnablementEdge podcast interview for the full scoop, including impact metrics and tips for stakeholder alignment! https://lnkd.in/gFMNiKGY ​

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“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.

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