Sharron Schreiber

What's the pulse for Tech Sales Hiring? I think we're well past the bottom of the market. 49% of respondents are getting at least 3 approaches per month right now. Gong's CEO, Amit Bendov noted on SaaStr this week: "Businesses overspent and overbought in 2021 Over-cut and underspent the following year and rationalised. Companies are now out of the shock and back to moderate growth". IMO Hiring activity reflects that for now and will trend upwards from here.

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ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus three days until Copilot is here — you don't want to miss it! #ZoomInfoCopilot

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𝗣𝘂𝗹𝘀𝗲 𝟮𝟬𝟮𝟰: 𝗔𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗖𝗦 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗛𝘂𝗺𝗮𝗻 𝗣𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 After an inspiring two days at Gainsight Pulse 2024, I'm amazed at but not surprise by the rapid pace of innovation happening in the Customer Success space. This wasn't just about new tactics or efficiencies - the content pushed us to entirely reimagine how we drive value, empowerment, and human potential in CS. A few themes resonated deeply: 𝗔𝗜 𝗮𝘀 𝗮 𝗙𝗼𝗿𝗰𝗲 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗶𝗲𝗿 AI was easily one of the hottest topics at Pulse. The AI roadmap session by Shantan Reddy spotlighted Gainsight's vision for an AI-enabled knowledge layer and intelligent assistants to automate workflows and surface insights. IBM's Janine Sneed and her team showcased how generative AI can power meeting assistants to prep for meetings, automate notes, action items, follow-ups, and more. The consistent refrain: This AI transformation will be human-first, not human-free. As the Kobiton team outlined, the power will come from human-AI collaboration where we leverage technology to augment our strategic abilities. 𝗛𝘆𝗽𝗲𝗿-𝗥𝗲𝗹𝗲𝘃𝗮𝗻𝗰𝗲 𝗧𝗵𝗿𝗼𝘂𝗴𝗵 𝗜𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝘁 𝗝𝗼𝘂𝗿𝗻𝗲𝘆𝘀 The most effective organizations mapped out intelligent, hyper-personalized journeys tailored to specific roles, industries, and desired outcomes. Rather than generic messaging, they used predictive intelligence to construct self-guided experiences attuned to each user's current context. Autonomous journeys meet people where they are. 𝗦𝘆𝘀𝘁𝗲𝗺𝗶𝗰 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝘀, 𝗡𝗼𝘁 𝗧𝘄𝗲𝗮𝗸𝘀 To truly transform, organizations must move beyond incremental CS changes to holistic transformations. They redesigned entire engagement models, created centralized workflow engines, and made CS a catalyst for broader organizational changes around customer obsession. 𝗧𝗵𝗲 𝗜𝗺𝗽𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗼𝗳 𝗛𝘂𝗺𝗮𝗻 𝗙𝗶𝗿𝘀𝘁 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 Transformations aren't just about datasets and impressive technology - they are about leading and inspiring people to be open to change and to use their skills to transform together. Kate Peter and Nikki Bishop did a fantastic job of detailing how implementing a human-first culture drives both employee and customer satisfaction, leading to collaboration and business excellence. The challenge for many organizations is achieving the clean datasets needed for these transformations. If you've navigated this journey, I'd love to connect. Reflecting on Pulse 2024, I'm excited about the immense opportunities we as an industry have at this time to shape the future of Customer Success. We're in the midst of a CS renaissance, catalyzed by the convergence of human ingenuity and AI. I'm leaning into this era of collaboration, eager to harness the transformative potential of technologies like generative AI while cultivating extraordinary relationships with our customers. #Gainsightpulse2024 #AI #HumanFirst #CustomerSuccess #Leadership

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According to Technomic Ignite data, Chick-fil-A generated nearly $21.6 billion in sales in 2023, while its latest FDD shows AUVs were a record $9.3 million. Chick-fil-A generated $21.58 billion in sales in 2023, a 14.7% increase over 2022's $18.81 billion and over 43% over 2021's $15 billion.Apr 4, 2024. The richest person in Chick-fil-A is Dan Cathy, the company's former CEO and current chairman. According to Forbes, his net worth is estimated to be $7.1 billion as of May 2023. His brother, Don "Bubba" Cathy, the company's executive vice president, is also a billionaire, with a net worth of $7.1 billion.Dec 23, 2023 So excuse me if I could care less about people in California making an extra $4 an hour. Even if they paid all 170,000 employees $4 an hour more that would only be 1.4 billion per year. Pay them people and quit whining about it.

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What is the most important metric for RevOps? ✨ Adam Edmiston, Associate Director of Revenue Operations & Strategy at Bloomreach, shares about his ideal North Star metric: productivity. ⬆ Here’s how you look at it from a planning perspective: ✅  Look at the historical quota attainment numbers — how much has the rep / account manager achieved on a fully ramped basis? ✅ Identify your methodology, i.e., if you’re planning to increase productivity by 20%, how are you going to achieve it: by hiring more SDRs, or by selling a new product or SKU? ✅ Beyond this, look at the leading indicators: win rates, conversion rates, ASPs, NRR, GRR, etc. and how that will impact productivity. Adam also talks about: 🎯 Effective ways to help teams visualize their contribution 🎯 KPIs to bring multiple functions to collaborate with each other 🎯 3 top skills for a RevOps professional to grow in their career Head over to the link in comments to tune in to the full conversation 💬 #podcast #gotomastersshow #revenueoperations

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ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, ZoomInfo Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus 24 hours until ZoomInfo Copilot is here — you don't want to miss it! #ZoomInfoCopilot 

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The Q1 Vendr SaaS Trends Report dropped today with great insights for both buyers and sellers. 3 key takeaways: 1. ACV is increasing, and so are sales cycles. 2. Buyers are less likely to renew if they are surprised by a price increase. 3. Buyers are getting multiple bids before they buy. Check it out for free here - https://lnkd.in/g9GNWwPB

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Your go-to-market efforts shouldn't feel like... 🫨🚨🤕 When your team is busy tracking down content, manually personalizing it, and wondering if any of it is working – it's chaos. Enablement makes it easy to onboard faster, train better, find content quicker, and measure the impact. Ready to kick go-to-market chaos to the curb? Learn more, here: https://bit.ly/4cno6hv ​

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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

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Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader

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Enablement just got personal. Generic doesn’t cut it anymore when it comes to winning your buyers’ attention (or their trust). If you want to leave a lasting impression with content, meetings, and training that gets you up close and personal with your buyers’ most pressing concerns – let’s talk. Just stop by booth #417 at the Forrester B2B Summit in Austin today through this Wednesday or set your preferred time to talk with Bigtincan team members using the scheduler in the link. #ForrB2BSummit #enablement #buyingexperienceofthefuture

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Our go-to-market team at Cerby is growing so we have been interviewing a lot of candidates for seller positions. Our motion is direct or partner led sales; we’re not #PLG. Some observations and my $.02: 1) 🧍‍♀️ 🧍‍♂️ There are some incredibly talented enterprise sellers who are looking right now. There has been a depression that has swept tech the past couple of years and now folks are willing to take more risks in exploring new opportunities. 2) 💵 If you are an enterprise seller who sold successfuly at a larger and more established company, please recognize that this may not easily translate to a Series A or Series B company. Why? A. There is a myth in the industry that if you have successfully sold somewhere previously, then it can easily translate to any company of any size selling any product. B. A lot of sellers who have not worked in an early stage #startup, might take for granted the fact that they worked previously at a company that had VERY strong brand recognition and trust, in their given market and when you’re going to a startup, you need to be a hunter, an entrepreneur and a brand ambassador evangelizing everything about the company. C. Collateral and personnel, experts and resources you leveraged at your larger company likely aren’t afforded to you at an early stage startup. D. It is highly unlikely a Series A or B company will have a well articulated 30/60/90 #enablement program for you. In these stages of growth, better candidate fits are sellers who have domain or industry knowledge of a space. (Until proper enablement can be built) *There are exceptions to everything but if you’re a candidate or hiring sales leader, consider the time it’ll take a new hire to learn the personas, the jargon, etc. that comes with learning a new space. 3) 🕸️ Sellers, set yourself apart. Seller who are well networked + efficiently leveraging AI for pipe/lead gen, prospecting, research, etc. will be in the top 10% of sellers as the world is radically adapting to leveraging a new world of sales tools. 🧰 Do not get left behind! #identitysecurity #startuplife #sales #innovation

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Happy Monday, friends! Exciting times for #multifamily ahead... Last week, our CTO Jason Taylor shared that "Entrata took a huge step further in our own transformational journey with the acquisition of Colleen AI. This is a big deal as Entrata is positioned to be the definitive leader in AI in the multifamily industry. Our customers will now have the ability to simultaneously improve the resident experience while becoming even more efficient in ways that were never even possible before." Our CEO, Adam Edmunds expressed that "with this acquisition comes our launch of Autonomous Property Management. Comparing this to autonomous driving, some of our customers may want simple automation (cruise control) while others are ready for fully automated leasing and property operations (self-driving cars). No matter their desired operating model, Entrata is the only platform that can cater to the individual needs of every owner and operator." Truly excited to watch the multifamily industry shift the focus of site teams from administrative tasks to better serving their residents and prospective residents. Have a great week!

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With Iterable's 'Smart Ingest' capabilities, you can instantly remove the barriers that legacy CRM platforms give you to let your marketeers access all the data they need for themselves! No need for tech/IT/Data teams to get involved or related costs incurred! Rapidly drive up campaign velocity and conversion, to boot 😊

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How good is ZoomInfo Copilot? I think these customer reactions say it all. 💪 To see what ZoomInfo Copilot can do for you, head to our landing page to request a demo 👉 http://bit.ly/3UMYe6U #ZoomInfoCopilot

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ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, ZoomInfo Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus 24 hours until ZoomInfo Copilot is here — you don't want to miss it! #ZoomInfoCopilot

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Working to close a big deal? Don't be afraid to enlist the help of your own executive leadership team to gain additional buy-in. 💼 Targeting a chief technology officer? Try asking your own CTO to share how they use your product internally. But remember, it’s crucial to understand how and when to ask for help, and to have realistic expectations about its impact. As our CEO and Founder Henry Schuck puts it, “I can make sure your buyer knows I’m involved and understand their use case, ensuring a seamless process. But I am supporting the deal, not selling for you.” Want more tips? Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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It may not be 1849, but this video is pure gold. 💰 ZoomInfo Copilot is 30 days away! Our AI-powered GTM solution will turn every seller into your best seller. Get ready for the gold rush and learn more here 👉 https://lnkd.in/e5fkpnWm Interested in first hand experience with the platform - DM me and I'll let you know how my team uses this daily to drive more contextual conversations. #ZoomInfoCopilot

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