Stephanie Stapleton Sudbury

For my RevOps leaders: How many of you feel you are a trusted advisor and strategic voice within your org? This should be your function and purpose if you are a director or above. If you're an exec that manages your RevOps team, and you're not giving them a seat next to you at the table...why not?

8

3 Comments

There’s a conundrum when it comes to measuring sales training impact… I’ve worked with a lot of enablement teams that use leading indicators to measure training impact: Workshop Attendance Gong Recordings SFDC Hygiene Rep Surveys The problem: There’s no clear way to connect these metrics to business outcomes. Then, on the other side, you have teams that focus mainly on lagging indicators: Win Rate Pipeline Creation Sales Cycle Length Average Contract Value The problem: It takes a minimum of 3 months to see any results, and even if you do, no one believes that the changes can be attributed to sales training. Basically, if you focus too far down the funnel, no one believes you, but if you focus too far up the funnel, no one cares. Here are the only 3 questions you need to be able to answer to know if your training worked: 1/ Did reps use the training? Did they show up and engage during the session? Are they practicing the skills covered? Are their skills improving as a result of practice? 2/ Is there a clear change in outputs as a result of the new behavior? This is where you can think about leading indicators like (talk ratio, buyer engagement, and business case creation) 3/ Did the the new behavior lead to a change in key outcomes. This is where you tie a thread from the leading indicator to the lagging indicator. (Eg. What’s our win-rate on opportunities that include a business case?) The team over at Replicate Labs are taking what used to be a long drawn out process of measuring impact (that involved lots of help from RevOps), and turning it into a few simple steps. They’ve built one of the only training adoption platforms I’ve seen that allows you to see how practice produces outputs that lead to outcomes. If you’re tired of relying on surveys or waiting 3+ months to see results that no one believes your team influenced, reach out to James Pursey, and see for yourself.

22

2 Comments

Always great to catch up with Heather Robinette, MBA. ✔️Awesome person ✔️RevOps expert RevOps plays a crucial role in the success of your business… So it’s nice to have friends in RevOps. Why is RevOps so crucial? 𝐇𝐞𝐫𝐞’𝐬 𝟒 𝐫𝐞𝐚𝐬𝐨𝐧𝐬… ⭐️Alignment Across Teams - it ensures collaboration and consistency between teams that traditionally work in silos. ⭐️Data-Driven Decision Making - It provides a 360 view of the customer lifecycle by consolidating data across sales/marketing/CS & helps ID bottlenecks, growth opportunities + customer issues. ⭐️Enhanced Customer Experience - by improving collaboration across teams, RevOps ensures a seamless and consistent customer experience. ⭐️Increased Revenue - RevOps optimizes the entire bow tie from customer acquisition to expansion, leading to higher win rates, shorter sales cycles and increased customer LTV. #revops #saas

25

7 Comments

👀 If you're not using AI in the workplace, you'll risk being left behind. Uncover the use cases, benefits, challenges, and real-life examples of AI in the workplace in this Zendesk guide.

41

1 Comment

Attention all Utah-based Business leaders!!! Our Solution Engineering team at Salesforce is hosting an event where we'll be diving into the accelerating world of AI and its mind-blowing applications for businesses like yours. Event Details: 📅 Date: Tuesday, May 21st, 2024, American Fork, UT ⏰ Time: 1 pm - 4 pm - Networking Session to Follow 📍 Registration Link: https://lnkd.in/gPVSE5Th is Limited) Here's a sneak peek of what's in store: 🧠 Salesforce’s AI Strategy, why it matters, & how we are leading with responsibility & trust 🌟 Best practices for building a strong data foundation to unlock your AI potential 💡 A customer panel with fellow customers to share how everybody is thinking about their own AI strategy ⚡️ Hear from our business value services team on how to think about AI’s return on investment 📈 AI-Powered “Find, Win, Keep” – solution presentations that support every part of your customer funnel 🚀 Discussing AI readiness, prerequisites & what a successful implementation looks like 📚 Complimentary takeaway AI rollout workbook 

10

Every professional – regardless of their field – has a tool they can't live without. 🛠️ For go-to-market (GTM) professionals in B2B selling, that tool is enablement technology. With the ability to leverage data and insights, provide continuous learning and coaching, and streamline communication, enablement is a top priority for companies in 2024 and beyond. Discover why by diving into the highlights of Seismic's latest study, the Generation Enablement Report: The Rise of Enablement's Influence, here ➡️ https://bit.ly/3JK8sjf ​

3

Every professional – regardless of their field – has a tool they can't live without. 🛠️ For go-to-market (GTM) professionals in B2B selling, that tool is enablement technology. With the ability to leverage data and insights, provide continuous learning and coaching, and streamline communication, enablement is a top priority for companies in 2024 and beyond. Discover why by diving into the highlights of Seismic's latest study, the Generation Enablement Report: The Rise of Enablement's Influence, here ➡️ https://bit.ly/3JK8sjf ​

6

1 Comment

Stop Selling and start solving problems. Are you doing this? We want to but we fall into selling more than solving issues. Excellent video from John B.

1

Culture is everybody's responsibility, its also not just fun and snacks. "Workplace culture gets a bad rap. Some executives think it's a squishy term that human resources folks use to justify the need for employee satisfaction surveys. Others think it bubbles up organically from the ground level of the workforce, so it doesn't require intentional focus." #WorkplaceCulture #EmployeeDevelopment

13

Ready to drive more meaningful engagement with your prospects? ZoomInfo Copilot helps you to identify key decision-makers at new accounts and tells you everything you need to know before reaching out. Watch as Will Frattini demonstrates how sellers can use ZoomInfo Copilot to: 🔍 Discover and engage with the right prospects 💡 Access real-time, relevant insights about their business 📧 Craft personalized outreach in a matter of seconds No more guesswork — just actionable insights that help you connect at the right time with the right message. Want to learn more? Request a demo or connect with our team: bit.ly/3YYl5A7 #ZoomInfoCopilot

3

1 Comment

Ready to transform your benefits communication? Check out how Empyrean's Experience Lab is a game-changer for employee engagement through personalized content and strategic communication. With tailored consulting, interactive workshops, and diverse content options like videos and digital guides, we help you elevate your employee experience to new heights. Our clients have already seen impressive results, including a 7% drop in health benefits declinations and a 44% rise in medical plan enrollments. Let’s connect and explore how The Experience Lab can benefit your organization!

1

Companies that deployed RevOps grew revenue 3x faster than those that didn’t. - Forrester Revenue Operations is fast becoming the backbone of driving efficiency, scaling revenue predictability, and growth. Through the unification of sales, marketing, and customer success it provides a clear plan and strategy to achieve business impact. Perhaps this is why Gartner forecasts that by 2026, 75% of the highest-growth companies will adopt a Rev Ops model. This article provides considerations on the foundational element of an impactful RevOps team.

8

Go from signal to sale in record time. 🏎️ 💨 ZoomInfo Copilot — the AI-driven solution for sellers — empowers sales teams to sell smarter and win faster. 🔍 Uncover prospects who are ready to buy 🤖 Get AI recommendations for next steps 📧 Personalize outreach with AI-generated emails 💬 Ask questions about your accounts with ZoomInfo Copilot's AI Chat Ready to revolutionize your sales game? Make every seller your best seller with ZoomInfo Copilot: bit.ly/3xF1z0j #ZoomInfoCopilot

7

Revops Leaders: I'm asking because I'm genuinely curious if you've done this work for your org. I want to learn from you. This is not a call for "what tech do you love" but instead a financial question about your team dynamic. What is your tech stack marginal cost to carry an AE, BDR? - Prospect enrichment - CRM - Call recording - Contact sequencing - Contract management - Quoting / proposal management - Learning management solution - etc. etc. Do you know how much, as a percentage you are spending to carry an AE with technology? Curious to know this by ASP... e.g. 10K, 100K, 1M average spend...

17

18 Comments

I sat down to talk pipeline generation with Liz (Cain) Christo of Stage 2 Capital. Check out our chat on why AE's should be generating a significant amount of their own pipe. https://lnkd.in/gWRbusr7

39

4 Comments

Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

4

1 Comment

Question: What is your business' strategy? I've been thinking about this a lot; its hard to get all of the pieces to fit together. This framework from "Playing to Win" has helped me navigate the question: What is our winning aspiration?  - Clarify what you aim to achieve with your strategy. - This guides all subsequent decisions and actions toward a clear objective. Where will we play?  - Select specific markets, segments, or niches where you will compete. - Focus is crucial; trying to be everywhere can dilute effectiveness. How will we win?  - Determine your competitive advantage. - You must either offer customers superior value or operate at a lower cost than competitors in your chosen areas. What capabilities must be in place to win?  - Identify and build capabilities that are critical for executing your chosen strategy effectively. - These should be distinctive strengths that set you apart from competitors. What management systems are required to ensure the capabilities are in place?  - Put in place supportive systems and processes to sustain your capabilities over time. - This ensures that your strategy remains viable and adaptive to changing market conditions. Kudos to Lenny Rachitsky and Roger Martin on an insightful ep. This is what I'm listening to this week: https://lnkd.in/ewV88YyC

8

1 Comment

How do you identify prospects who are actively searching for solutions like yours? 🔎 Senior Solutions Consultant Susan Killen shows how to leverage ZoomInfo’s powerful intent data to create targeted audiences based on customer behavior. 👩🏻‍💻 Here's a quick look at what you can do: • Leverage third-party intent data: ZoomInfo connects people and company data, helping you identify key decision-makers at accounts. • Customize and refine: Filter by job level, function, location, and more to reach exactly who you want — while keeping privacy and compliance in check. • Activate and optimize: Seamlessly integrate your audiences into your campaigns on LinkedIn, Facebook, Instagram, and more. Watch the full demo to see how it works. ⬇️

1