UserGems 💎

BTS of the team testing the latest buyer signal at UserGems 👀 This was the group chat when we turned on the Champion Referrals signal, which is now available to all UserGems customers 🥳 We use this signal to identify the current customers who used to work at our target accounts. Then, we automate a workflow for our CS and Sales teams to ask the champion for a warm intro. As you can see, it’s gotten some pretty immediate results. If you’re interested in Champion Referrals and our full Signal Library, follow us here on LinkedIn to see all the signals we’re dropping.

Warm intros > cold outreach (obvi) Today, we're rolling out a new buyer signal for Champion Referrals to automate your warmest paths to entry. Imagine knowing which of your current customers can connect you with decision-makers at your target accounts. The newest addition to the UserGems Signal Platform does exactly that. It identifies customers who previously worked at your target accounts and automates the process of asking for warm intros to past colleagues. Here's how it works: 🔗 Discover Connections - UserGems scans your customer database to identify people who have a history with your target accounts. 💌 Trigger Workflows - Initiate personalized workflows to request intros from champions directly or through a team member who knows them best. 💑 Leverage Relationships - Use these warm intros to build new pipeline and accelerate deals. Champion Referrals provide higher conversion rates, faster sales cycles, and greater credibility—even with a lean team.

Me during the weekend: On the phone all day 😄 Me at work: On the phone all day 😢

All the content is here for the ABM Masterclass with UserGems 💎. 10 sessions in total. Currently 40 pages of content. Starting the third pass on the editing process to ensure this is as clear, concise, and actionable as possible. This isn't a masterclass on how to identify your Ideal Client Profile. Building your target account list. Or setting up the perfect display ad campaign. This is for people who have been attempting ABM and are looking for a highly practical step-by-step guide for what the first 6 months of your program should look like. Simple. Practical. Actionable. That's it. Dropping hopefully in late August or early September. Looking forward to some fun behind-the-scenes content later this week with Stuart M. 👀

Wait, which signals *actually* move the needle? We asked 100+ revenue leaders to share what's fueling their pipeline, what's breaking down, and how to navigate the road ahead. This Wednesday, July 17th at 2pm ET (11am PT), our own Trinity Nguyen💎, Christian Kletzl, and Amber Rhodes 🖤 will discuss the results and how we've used them to enhance the UserGems Signal Platform. These three gems will show you: * The biggest blockers to pipeline success and how to adapt * Trends and predictions every revenue leader should know * The new roadmap for pipeline generation and how UserGems can help Snag your spot > https://lnkd.in/eVg5wt4j

Companies aren’t just buying tools for the sake of having them. Every tool purchase and investment must drive an outcome — pipeline, and ultimately revenue. Why are so many sales orgs forgetting this component when evaluating buying signals? In 2023, 60% of revenue leaders reported that outbound generated less than half of their pipeline. The # of activities it takes to generate a meeting from outbound has 4X. Everyone is looking for a more efficient, sustainable way to generate pipeline. Then signal-based selling came along. And now that signals are the “hot new thing” in selling, teams do not want to miss the opportunity to use signals in case it is the silver bullet to their pipeline problems. Unfortunately, that means they’re driven by FOMO. They want to adopt too many signals and try to operationalize them too quickly. The result: poorly planned plays, falling back into old habits from spray-and-pray prospecting, and wasting resources. This completely misses the point of Signal-based GTM. Every signal in your revenue stack should justify its existence in the go-to-market strategy. 1/ Start with a clear objective (i.e. “pipeline generation”) 2/ Identify a signal that will help you achieve that objective (i.e. customer job changes) 3/Build a workflow designed to achieve your objective 4/ Create a feedback loop to refine and optimize the play 5/ When signal play has been proven, work on adding a new signal to your stack Signal-based GTM isn’t about collecting signals. There are no benefits to using the “most” signals or being the first company to burn through your TAM using bad signal plays. Instead of collecting as many signals as possible, focus on those that can be measured and tied directly to revenue goals.

ICYMI: Here's what we launched this quarter to help you fill your pipeline 👇 🌟 New Buyer Signal: New Hires & Promotions Capture new hires at ICP accounts and automatically enroll them in personalized outbound sequences. 📚 UserGems Signal Library Access native signals and insights from providers like Demandbase and 6sense all in one place to prioritize what’s important without getting bogged down by too much data. 🔄 Workflow Builder Create and automate optimal workflows for buyer signals in minutes without needing help from your Ops team. 📧 AI-Powered Emails Generate personalized, impactful messages to the right prospects based on their signals without being spammy. 📊 New & Improved Weekly Digests Get a better understanding of how your reps and UserGems are doing with detailed performance notifications. Oh, and we're bringing you more signals in the coming weeks, so keep an eye out 😉

Too often, buyer signals turn into overwhelming noise without a clear path to action. That's why we built Workflow Builder as part of the new UserGems Signal Platform. Now you can easily: 💎 Select the most relevant buyer signals tailored to your objectives, from generating pipeline to preventing churn 💎 Choose from pre-built playbooks designed for your target audience or create custom workflows effortlessly 💎 Set timeframes and limits to align with your strategy, ensuring a streamlined process 💎 Message with AI to generate the right personalization based on signals 💡 Wait, why is this a big deal? Without an automatic way to act on signals, they can become more of a hindrance than a help. Many revenue teams struggle with operationalizing signals due to complexity and the need for extensive tech setups. Workflow Builder offers a self-serve storyboard format that anyone can use—no tech expertise required. Your team can cut through the noise and drive meaningful results. This walk-through from Justine Wares will help you understand how to action your buyer signals ⬇️

I speak to leaders every week who are resistant to using automation in their workflows. What’s stopping them? They think of automation as “one-and-done” solution that entirely replaces the human touch. Instead, they should think of automation as 3 separate elements. 1/ Automation of adding prospects into sequences. When a high-value signal gets detected, this should 100% trigger an action. Automatically enrolling those prospects into the right sequence takes care of that. The steps within the sequence can be manual or automated, or a hybrid — this is up to you. The alternative is letting the signal sit unused in a lead list, waiting for a human to initiate the sequence. This is too risky as it leaves room for inconsistency and inaction. Since the first step can be manual and therefore offers human validation there's no downside in doing that. 2/ Automation within a sequence Automating steps within a sequence ensures the most critical actions happen when they are most timely and relevant. But when it comes to automation within the sequence, there is more room for experimentation. Typically if you have a good team who follow processes and aren’t overworked, there is a benefit to having manual steps throughout the sequence. In fact, I would rather do the 1st step of a sequence manually because it allows reps to be creative and add more personalization and value to the outreach. Therefore my suggestion is often this: 3/ Automation as a backup plan This element is your backup plan if the manual steps do not get actioned. Sales orgs have a lot of moving parts and reps are juggling a million-and-one tasks daily. It is not hard for manual steps to fall between the cracks. Therefore, it makes sense to have a built-in layer of automation as a backup plan — if manual step X doesn’t happen within 5 days, trigger an automatic sequence to take over. Even the most well-trained reps will miss steps or overlook an important signal every once in a while. Automation is the best backup plan for human error. Don’t think of automation as a replacement for all manual touches, but it can be used to protect your processes from human error and augment workflows for sales reps. That's actually a functionality which just launched. If there's no activity, remove someone from a sequence and add them to an automatic one. Lifesaver for overworked sales teams (who isn't?).

Today's the day, gems! Join an all-star panel at 2pm ET to learn the playbooks that’ll make your journey from PLG to SLG smooth sailing ⛵ Come hang out with: 💎 Harry Sims, Outbound Expert at Apollo.io 💎 Matt Avero-Sturm, Fractional Growth, Marketing & GTM Ops Leader 💎 Justine Wares, our very own Senior Product Marketing Manager Learn all about: 💎 Which buying signals matter most for PLG 💎 Ideas for leveraging your large user base with key signals 💎 Signal-based playbooks you can apply this quarter Last chance: https://lnkd.in/ef_m3nPQ