Anand Chopra

Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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More Rigor for Sales Teams per Amit Bendov and Marc Benioff   How do Gong and Salesforce respond to the “headwinds” and “budget scrutiny” mentioned in many B2B SaaS earnings calls earlier this month? More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach. Gong’s CEO, Amit Bendov, last week on the SaaStr podcast episode 741, and Salesforce’s CEO, Marc Benioff, on the May 29, earnings call, stated similar approaches for how they plan to navigate current “headwinds” and “budget scrutiny” expressed by many B2B SaaS companies recently. Here are the approaches that Gong has put in place:  - Weekly KPIs, weekly results, and monitoring key activities   - Tracking every deal with MEDDIC  - Greater accountability for the sales team and sales management Amit also shared that at first some of his sales teams “didn’t love it” but now that they are hitting their numbers and seeing the results, they are warming to the additional structure and discipline. Salesforce’s CEO, Marc Benioff, interrupted his COO on the earnings call to reinforce the current narrative inside Salesforce to deliver “strong financial metrics” and a “high level of customer success” organized around the following three guiding principles: 1) Start every quarter with much higher pipelines, 3x vs 2x coverage (deeper inspection) 2) Need a much higher level of enablement (for gen AI models, data frameworks, etc.) 3) Level of stability (versus disruption of shifting strategy to meet fiscal demands) Marc sums up the Salesforce approach with this quote, “So, there is a level of balance that has to be achieved in regards to stability and disruption. And those three attributes, having 3x pipelines, having much higher levels of enablement, and having much higher levels of stability, that is the key to managing in this (more challenging) environment and this part of the (B2B SaaS) industry right now. Both CEOs talk about enhanced rigor, discipline, and a more structured approach to the sales process being a more effective path to navigate this current environment. From my perspective, this is a good example of two highly successful companies continuing to examine their internal GTM processes and experiment with adjusted approaches to achieve success. To what degree have you documented and effectively enabled your sales process for this more challenging environment? Will enhanced rigor, discipline, and a more structured sales approach help your sales reps ramp faster and/or close more deals? What are your thoughts?

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Misaligned Onboarding with partners business and capabilities READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

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Long weekend listening: Had an awesome conversation with Tim Zonca and Vidya Raman on their podcast The Enterprise GTM. We talked about finding the right tech waves to ride, approaching enterprise sales for developer tools, and more ! Sneak peek: 🤝 The quality of people you work with significantly influences the outcome of your company. 🏃‍♂️ Momentum is everything. Never underestimate it. 🧠 Having complete clarity of thought at any given time is very important. Ask yourself, "Who are we doing this for, and how will it change their lives?" Full #podcast episode here: https://lnkd.in/gx-5EuvU

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Maybe the most important skill for enterprise sales and CS is the ability to quickly connect the dots. The very best can hear or read disparate pieces of information and construct them into a coherent value narrative then make this relevant to different stakeholders. Often on the fly.

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Imagine a GenAI that talks to you, analyzes all your revenue execution to brief you with key metrics, areas that need your focus, and recommendations to solve issues. Then, it also answers all your revenue queries that you ask in voice or text commands. #MIKI is a true gamechanger. #GTM #SaaS #NYC

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Thinking that Partner Enablement is the same as Onboarding READ POST HERE: Partner Enablement: Glaring Gap or Shocking Shortfall? - Starting in Partnering: What most Tech CEOs get wrong #7 https://rb.gy/tug2xz #SalesChannels #PartnerEnablement

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Uplevel enablement, inspect the business, and set higher goals. Challenge accepted, and... Important to acknowledge that these actions and behaviors aren't only useful or applicable in difficult times when we have macroeconomic headwinds. This must be the modus operandi, even when customers are throwing their money at us. Let's keep this same energy at all times.

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/S0b1WB #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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As a #RevOps professional I could not be more excited about what is coming tomorrow! ZoomInfo Copilot delivers on what other Sales AI tools have promised for years but failed to realize. Harnessing AI to unite and analyze thousands of data points, 20,000 early ZoomInfo Copilot users across 500 different companies reported saving significant time on manual prospecting tasks and uncovering more opportunities to win business. Copilot predicted half of their existing pipeline. Seriously. Tomorrow, every seller becomes your best seller. Stay tuned! #ZoomInfoCopilot

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🌟 A huge thank you to everyone who joined our webinar last night, "Need an All-In-One CRM? Get a Demo of NexLvL & Its 14 Different Apps," with our incredible speaker Quan Nguyen! 🌟 Special thanks to Quan for sharing his expertise on CRM systems and demonstrating the powerful capabilities of NexLvL. We are thrilled to have such an engaged and enthusiastic community. 🚀 If you missed it or want to revisit the insights, catch the replay on our YouTube channel: https://ezyurl.co/youtube Don't miss out on our upcoming weekly webinars! Stay tuned for more exciting topics and expert speakers. Here are 5 key takeaways from the session: 1. Comprehensive Integration: NexLvL offers seamless integration with Gmail and Outlook, allowing for efficient email communication and synchronization with your existing contacts and calendar. 2. Advanced SMS Capabilities: The platform includes a robust SMS feature that allows for automated messaging, although it requires an SMS gateway and careful management of costs due to high message volumes​ (NextLevelCRM Funnel & Marketing System)​. 3. User-Friendly CRM System: NexLvL's CRM system is designed for simplicity and ease of use, integrating essential tools like AI, CRM, automation, SMS, forms, and email marketing​ (NextLevel CRM)​. 4. Lead Generation Tools: NexLvL provides efficient methods for lead generation through its form builder and drag-and-drop website builder, enabling businesses to create professional-looking landing pages and websites without extensive technical skills​ (NextLevel CRM)​. 5. Cost-Effective and Integrated Platform: NexLvL emphasizes the benefits of an all-in-one CRM system, which is cost-effective and integrates various tools to streamline operations, eliminating the need for multiple software solutions​ (NextLevel CRM)​​ (NextLevelCRM Funnel & Marketing System)​. Join us for our upcoming webinars covering various topics with new guest speakers, offering valuable insights for business owners. We look forward to seeing you there! #BOSIOWebinar #CRM #Automation #LeadGeneration

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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GTM "best practices" have evolved significantly over the past 20 years The pace of evolution has never been faster. See below for a breakdown: 1. **2005 - Golf and Steak Dinners:**   - Reps from Oracle, IBM, etc. have a rolodex of enterprise CIOs.   - Success relied heavily on managing those relationships i.e. "schmoozing" 2. **2015 - Volume Cold Outreach:**   - With the rise of smaller, more agile tech companies, traditional giants faced increased competition from innovative upstarts.   - High-volume cold outreach became the dominant strategy, leveraging cheap, inexperienced reps and technology to reach target users.   - This method proved effective in driving top-of-funnel activity quickly and cost-effectively. 3. **2022 - PLG and Partner-first:**   - Market saturation and skepticism towards cold outreach necessitated new approaches.   - Product-Led Growth (PLG) and partnerships gained prominence.   - PLG allowed users to experience product value firsthand before committing, while partner intros helped reps get to executives and close deals, faster. 4. **2025 - Building the Founder Brand:**   - Recognizing the limitations of indirect sales motions like PLG and partnerships, companies are turning to building founder brands as THE inbound marketing motion.   - Executives engage in thought leadership on social media, establishing authentic connections with target buyers.   - This approach shifts the focus from sales reps creating demand to company leaders driving top-of-funnel activity, enabling reps to focus on solutioning and closing deals. The narrative underscores the need for adaptability in GTM strategies, as what works today may not be effective tomorrow. By anticipating shifts in market dynamics and embracing innovative approaches, companies can maintain a competitive edge and drive sustainable growth. *see full article link in the comments below*

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Congrats to ZoomInfo on their launch of Copilot – a new solution for B2B sellers powered by AI & G2 data. 🎉🎉🎉 I enjoyed chatting with Calen Holbrooks during today’s launch event, discussing the challenges B2B sellers face and how solutions like Copilot are helping to change the game. Here are some of the points we covered: ⚡It's time for B2B selling to catch up to B2C – providing the type of personalization we see with Instagram ads. ⚡Sales teams are often relying on the ineffective spray & pray approach -- wasting time, money & frustrating those being targeted with irrelevant outreach. ⚡With only 5% of a B2B business’ ICP actively in market at a given time, a more tailored, targeted approach is required. ⚡AI-powered solutions like Copilot can help – with accurate data from G2 & ZoomInfo, so sellers can reach the right in-market prospect with the right message at the right time. ⚡This is just one example of how AI will shape the future of go-to-market. Another is connecting software buyers and sellers more seamlessly, pairing up the perfect match. At G2, we are doing this with our #AI assistant Monty. Congrats to our partners Henry Schuck, Bryan Law, & team, and thanks for having me today! If you missed it, you can catch the event on-demand & learn more about Copilot from Henry at the links below. 👇

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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Imagine saving over 200 hours per month, tripling your response rates, and increasing your closing rates by 150%! Our solution empowers sales teams of all sizes, from solopreneurs to Fortune 500 companies, to streamline workflows and boost revenue growth. Revolutionize your sales strategy with **SHIFT Sales Accelerator**, the all-in-one platform combining: - **Omnichannel Automation**: Seamlessly perform outreach via LinkedIn, email, calls, and SMS from one unified dashboard. - **Advanced AI**: Leverage GPT-4 for personalized engagement, smart sequences, and AI-generated replies. - **Verified Contact Data**: Enrich and validate your prospects effortlessly, ensuring higher quality leads. **Key Benefits:** - Perform LinkedIn, email, calling, and SMS outreach from a single platform. - Automation and manual steps to execute and track your strategy. - Validate and cleanse data every 30 days with 215B delivery signals. - Personalize your prospecting videos, save 50+ hours, and add branded landing pages with Calendly for easy appointment setting. Don't miss out on the future of sales. For more information or to see a demo, message me or connect with me directly. Let's transform your sales outreach together! #Sales #Omnichannel #AI #Automation #ParadigmShift #SalesOutreach #LeadGeneration #SalesStrategy #BusinessGrowth

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