Nicole Cuillo

Our team at Agent3 has just posted the second of a two-part guide on ABM at Scale. If scaling ABM programs is a challenge you're trying to crack, this is a must-read, full of the latest thinking, insights, models and workflows. Part 1 of the Guide covered the '𝙬𝙝𝙖𝙩' of ABM at Scale and '𝙬𝙝𝙮' now the time is right, and Part 2 covers '𝙝𝙤𝙬' to scale ABM programs successfully. Ready to take your ABM strategy to the next level? Check out our Guides now! Part 1 - https://hubs.li/Q02sT8h60 Part 2 - https://hubs.li/Q02sTqfX0 #ABM #MarketingInsights #ABMStrategy #ABMatScale #customeracquisitioncost #customerlifetimevalue #b2bmarketing

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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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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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GTM Approach 1️⃣ : Sales handles growth. Customer success handles retention. Everyone stays in their lane. GTM Approach 2️⃣ : Sellers understand that customer experience drives loyalty. Customer success understands that they must approach account expansion like new business. Everyone moves toward the same goal. If Approach 2 sounds like a pipe dream for your org, you won’t want to miss our next Winning The Challenger Sale Webinar. Save your seat for “Reframing Account Management for Growth” on July 18 at 10 am CT to hear Challenger’s Ines Tamaddon and Megan Dolan share the shifts your GTM team must make to unlock growth this year.  Reserve your spot: https://lnkd.in/gWbisnBB

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Go ahead...hit that Gong 💥 We've teamed up with the talented folks at Gong to bring Ecosystem Intelligence into your revenue workflows! 🙌 Crossbeam Copilot for Gong puts Ecosystem Intelligence and insights directly within Gong so you can access key ecosystem data to provide context, improve engagements, and close deals faster. 📈 The best part? Do it all within Gong Engage to stay in the flow of work 😎 Here’s a quick rundown of what teams can do: - Simplify prospecting with access to automatic partner overlap data - Uncover better leads, identify key contacts and easily add them to your CRM - Leverage plays packed with relevant actions to take based on contextual insight for every deal - Close deals faster with access to warm intros and account insight right from within your app Learn more: https://lnkd.in/gP8VcziH

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🚀 Exciting News for RevOps Pros! 🚀 Discover how to turbocharge your lead conversion rate by 40% in the latest guide: "A Complete Guide to Speed-to-Lead." by Justin Norris Key Insights: 🔎 Elevate customer experience and your brand reputation. 🔎 Achieve significant, measurable pipeline impact. 🔎 Enhance your strategic business acumen. This comprehensive guide covers: 💡 Strategy: Respond to demo/contact requests within 10 minutes to stay ahead of the competition. 💡Technical Implementation: Step-by-step process using tools like Distribution Engine. 💡Change Management: Address team concerns and ensure successful implementation. Don't miss out on transforming your lead response strategy. Read the full article to learn more.... #RevOps #SalesStrategy #LeadConversion #CustomerExperience #BusinessGrowth #distributionEngine #salesforce #revopsFM

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B2C sales and marketing leaders with strongly aligned teams expect big revenue growth this year 📈 💲 💸 Those with poorly aligned teams—not so much. Poor alignment between your sales and marketing teams is hurting revenue growth. Get the State of B2C Revenue Execution Report to see why 👇 https://lnkd.in/gTA7mGyy #RevenueExecution #RevenueLeaders #RevenueGrowth #Sales #Marketing #DigitalMarketing

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As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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One way to gauge your marketing effectiveness: Just ask your sales team. Think about it. They're on the front lines and: + engage with prospects daily + understand your ICP's pain points + can immediately identify if a lead is a good fit + detect bottlenecks in the pipeline + know which leads convert into revenue and remain loyal Your sales team is a goldmine of marketing insights. It's not the 1990s anymore. Sales and marketing need to be on the same page, working together to drive real results. #Sales #DigitalMarketing

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://hghspot.co/3KpZlV6 #salesenablement #change #saas

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SDRs are typically the ones reaching out to leads But if your SDRs can't convert leads into sales, your bottom line will suffer 📉 Here are 8 reasons why your SDRs aren't converting (and how AISDR help) 👇 https://hubs.la/Q02FyJL50 #SDRs #salestips #outboundsales #inboundsales

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Real talk - reaching your actual Ideal Buyer means your entire GTM org is spending their time on the right revenue-generating activities. So why is this often not the case? Outdated, static, and siloed strategies. What do we mean by Ideal Buyer? How can you use technology to hone in on your top performing segments? More on the RevOpsolutely Substack 🙌

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Have you modernized your GTM strategy? Old Way = Look at the Sales funnel by department New Way = Look at the Sales funnel by buyer intent (how the buyer entered the sales funnel) Historically, each department is measured by the blended performance of the “leads” they source with direct software attribution. This model incentivizes getting the most “leads” and the lowest cost, not to drive *revenue & and sales productivity. Marketing runs lead gen to first-touch attribution on as many contacts as possible to game attribution. It doesn’t actually drive customers to want to buy but appeases their outdated attribution models circa 2012. Planning and forecasting breaks down because they blend content syndication leads that close at 0.1% with declared intent demo requests that win at 8%. Their old-school “demand waterfall” model breaks like cheap glass. Departments (Sales, Marketing, SDRs) fight over credit instead of working together because that’s how teams are measured and budgets are set. It’s such an outdated model and a core driver of sales/marketing misalignment and other overall GTM problems. Smart companies want to adopt an “All-Bound” model because they see this clear problem in their business but need a new framework to measure success & make strategy adjustments. Here’s how to make it happen: 1. Look at what GTM motion CAPTURED the demand (what was the trigger for how the buyer entered the pipeline). These are called “pipeline sources”. 2. This demand capture source is a surrogate for *buyer intent* and will much better predict sales efficiency metrics like win rate, sales cycle length, and pipeline velocity. 3. Build a separate attribution model (e.g. self-reported attribution) to characterize what programs are CREATING the demand. 4. Use this data to OPTIMIZE your entire revenue strategy, not determine binary credit to teams, departments, and budgets. Implementing this framework will: 1. Drive significantly better alignment between all GTM teams 2. Have all teams WORKING TOGETHER, not fighting each other for “credit” 3. Create an entirely new view for Revenue leaders and strategists to make far better decisions & strategy improvements 4. Dramatically improve your revenue planning and forecasting accuracy. 5. Clearly show you where to FOCUS and clearly show you what to STOP doing. It’s 2023. Every department (Sales, Marketing, SDRs, Customer Success, etc.) contributes to every closed-won customer. Time to update your mindset and measurement frameworks for how customers buy and how the World actually works today. #marketing #attribution #sales

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Here’s how SDRs and AEs can compound pipeline growth 👇 With nurture campaigns, post objection. 90% of SDRs and AEs forget a prospect after the first objection. These objections can be anything: 1. “We’re all set” 2. “Using another provider” 3. “Not the right time” 4. “Don’t have enough budget” 5. “We have other priorities” Even though your prospect is saying no – it doesn’t mean that won’t change. This is where you come in with your ask: “No worries, [Name]. Would you be open if I send you an email maybe once a month sharing any product updates and customer stories? It’ll be from me – not an automated newsletter.” From our findings, 75% of prospects will give you the permission as long as they’re interested in your content. Instead of another “closed” lead – you now have someone in your warm nurture pipeline. Doing this consistently with leads that object builds a large pool of warm leads. Which eventually leads to meetings. #warmleads #nuture #pipeline #coldoutreach

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“One more tool isn’t going to fix your pipeline problem.” Mikhiel Tareen The time has come to consolidate your GTM infrastructure. There’s just one problem… you inherited your entire tool stack. You don’t know how it all fits together or which workflows might break when you start pulling out software. Don’t worry, we got you 💗 Here’s some expert advice on how to decide which vendors to cut and why AI will have a big impact on your consolidation -> https://hubs.li/Q02F4gm00 #revops #salesops #mops #csops #ALLtheOPS

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