Lisa Lundegard

Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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5 new AI capabilities for Gong!

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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CSMs, please repeat after me: Customer success is not a high NPS Customer success is not a high CSAT Customer success is not a low CES Customer success is not a green health score Customer success is not using high product usage Customer success is when customers achieve their desired outcomes. And THEY decide how they measure it. Customers buy your product to - increase revenue - save costs - lower risks - improve productivity - make the Forbes 100 under 100 list

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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Today’s show is a fricking masterclass in sales & hiring. Larry Shurtz has been a go-to-market OG for 3 decades. 👥 Salesforce: Led a 1,300 team to $2.1BN revenue 💰 Genesys Cloud: Record growth to $1.4BN ARR 📈 Confluent: Led them to record $600M ARR My 6 key takeaways 👇 1. Why Verticalization Requires More Than an AE Industry Nerd You can’t truly verticalize & deliver value to customers with only an AE. There cannot be a disconnect between them and the technical team. Every single person that touches the account has to be involved. 2. Those That Say They Do Not Have CS Is BS A lot of companies say they don’t need CS. Someone is playing that role under a different title. They are responsible for correcting architecture & aligning use cases. 3. What it Means If You Cannot Forecast Well You don’t truly understand your business. You’re not doing the right amount of diligence with customers & opportunities. We might not be asking the right questions & talking to the right people. 4. Why I Hate Panel Interviews When Hiring I prefer one-on-one interviews. The relationship between the leader and employee matters  It’s hard to get that out of a 5-person panel. 5. Why I Don’t Do Case Studies The real value is to understand their mindset & thought process. It gets to the what & the how. I could easily get that out of a 45 minute chat. 6. One Question I Ask Every Interview I would ask which culture did you prefer out of all their previous companies. The range of answers I’ve gotten have been shocking. Understanding their culture is important to value alignment. (links in comments) #founder #funding #business #investing #vc #venturecapital #entrepreneur #startup #seed #funding #hiring #sales #B2B

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I helped launch Salesloft , Gong , 6sense and many others in the UK via Sales Confidence I’ll be honest I’ve not been as excited about a new GTM technology as much as I am about Clay (And for once I’m not being paid - yet ;) ) The flexibility, possibilities and opportunity to impact your pipeline is incredible. This has the feel of the Salesforce , HubSpot ecosystem effect. I’m seeing consultants, agencies, experts popping up in my feed particularly in the US rapidly over the last 6 months. I’m not surprised they have just raised $62 M at a $500 M valuation! Varun Anand and Kareem Amin are doing amazing things! I don’t really see it as a SDR or sales person end user tool…tell me if you feel differently? However, it’s application to drive productivity and efficiency accross your sales team is epic! Are you using or thinking about Clay in your tech stack? What love to hear about your use cases. What’s working and what isn’t? Who in the UK or Europe should I be following?

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Signature Success Plan customers get 83% ROI. Learn how you can... - achieve your goals faster - avoid downtime - create and deploy scalable solutions Watch the video to learn more!

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The career progression favors sales because that’s the path that current management and leadership took, therefore they don’t see value in diverse experiences and talent.

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Big news from Gong! 🍾🥳 It’s inspiring to see how these innovations are giving teams better ways to manage their pipelines, forecast, and coach—all while staying focused on what matters most. Can’t wait to hear from industry leaders about how they’re using these tools to transform their businesses! 🚀

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CSMs: My customers are disengaged😢 Also CSMs: Hi, it’s me, let’s book time. 👍🏻 I recently received this email from a CSM that stopped me in my tracks (and not for a good reason). It was a 4 liner saying: - I am your CSM - Let’s talk And I was baffled at how little effort this person went through to get my attention. Even GenAI would do a better job, and trust me… I’ve been getting some really poor GenAI messages 😂 There’re 3 things wrong with this email: - Doesn’t grab my attention - Doesn’t position the value of the CSM - Isn’t tailored to what I am trying to achieve or where I am in my journey as a new customer A few bits of context: - I am a new customer and I never talked to their team before as I bought completely touchlessly. This is my first human experience with this brand. - I have already completed my basic set up in the system and have integrated to 2 other systems. This CSM had a bunch of information at their disposal to write a message that would make me want to engage. Not to mention that a quick LinkedIn search would have brought them to this page and they would have learned a lot about me and my use case. But they didn’t use any information. A much better version of it would be: “Hi Daphne, It’s Jenny here from [company]. I see that you have hit the ground running with your set up and have already set up your [feature] and integrated to [tool 1 &2], well done! I will be your Customer Success Manager, my job is to make sure you see results with your subscription. I help my customers with: - outcome 1 - outcome 2 - outcome 3 I would love to schedule a 15 mins chat with you to understand your goals and connect you with all the resources you need to crush your targets this year!” I would have answered this email. I didn’t answer the one I got. So here’s the lesson: If your customers are not responding to your emails, there’s a chance you are not writing compelling messages. Take 10 minutes to write a good email instead of copying and pasting something generic. A machine gun approach isn’t going to help you get engagement. 📥 If you're interested in Customer Success, consider joining 9k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerengagement #revops #saas

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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When I was at Salesforce, they doubled spend on new customers in the first 12 months. New customer acquisition is so tough right now. Nothing is more critical than retaining and growing existing customers. Here are some of the plays I learned at Salesforce: 1. Product Whitespace - Run a report for each Account Mgr - Show products purchased by account - Show products not purchased by account - Account Mgr can now call down accordingly 2. Stakeholder Whitespace - Run a report for each Account Mgr - Show key stakeholder roles by account - Show who we’ve contacted and who not - Show who we’ve met and who we haven’t - Account Mgr can now call down accordingly 3. Monitor Customer Health - Create a Customer Health Score - Scoring their usage of the product - Integrate this score into Salesforce - Run a report showing unhealthy accounts - AM can then call down on these accounts - And work to get them healthy before upselling 4. Find Expansion Signals in Product - Look for potential expansion signals - Example: CS Cases => Premiere Support - Example: Lots of data => Extra Data Storage - Example: Lots of emails => Sell marketing tools - Create reports AM can use to call down accounts 5. Leverage Renewal Event - Meet every single CFO ahead of Renewal - Ask if them they would like “Optimal Pricing” - Very few of them will say they want to pay extra - Ask to review their spending across the company - Get sponsorship to talk to other key stakeholders - Sell bigger package at renewal w/ bigger discounts These are just a handful of plays that worked for me. What would you add? 🤔 More on expansion here: https://bit.ly/4ad3iHy ✌️

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𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 & 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real Insights from those metrics is even harder. You need to: 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗧𝗵𝗮𝘁 𝗠𝗮𝘁𝘁𝗲𝗿 Start by identifying the metrics that matter for your unique GTM motion. To help, our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 will have a 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗜𝗻𝗱𝗲𝘅 outlining the most common metrics in B2B SaaS and how to calculate them. 𝗗𝗲𝗳𝗶𝗻𝗲 P𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 𝘁𝗵𝗮𝘁 F𝗲𝗲𝗱 M𝗲𝘁𝗿𝗶𝗰𝘀 Metrics are only as accurate as the process being executed. If our salespeople don’t know how to qualify deals, for example, our Close Rate will tell us nothing. We have to clearly define processes, train the team, and drive them to adopt and execute in order to be a data-driven organization. 𝗨𝗻𝗯𝗹𝗲𝗻𝗱 𝘁𝗵𝗲 𝗙𝘂𝗻𝗻𝗲𝗹 It’s not enough to see our Lead Conversion Rate, or Close Rate, across our entire business. These numbers are blended together across different types of leads and lead sources, different segments (SMB, MM, ENT), geos, products, etc. To see what’s really happening, we have to unblend the funnel. More on this in our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗜𝗻𝘀𝗽𝗲𝗰𝘁 𝗗𝗮𝘁𝗮 𝗥𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆 People only execute processes when held accountable. To get accurate data, we need to inspect the data regularly to be sure it’s accurate. To get real insights into our business, we need to analyze that data regularly to spot trends and take action. This requires the right person/people with the right skills and uninterrupted time to do “deep work.” CROs usually don’t have time to do this well and RevOps can’t if they’re constantly harassed with system admin requests. 𝗗𝗿𝗶𝘃𝗲 𝗔𝗻𝗻𝘂𝗮𝗹 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 As we get to this part of the year, finalizing our annual plan, it’s a bit too late. We have dirty data and have to make some BIG assumptions. If we’re in this boat, we need fix this for next year. Additionally, Annual Plans aren’t set in stone. We need to track them and iterate as we hit or miss goals and milestones. More on this in our 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 Subscribe to our Newsletter to get it tomorrow: https://bit.ly/49RCm0h If you want a high-res image, subscribe and get it tomorrow, or comment "High Res" below (and send me a connection request if we're not already connected) and I'll DM it to you. ✌️

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A fascinating shift is happening in partnership leadership, and it's caught my attention. Asher Mathew recently posted that ServiceNow has just positioned an EVP of Partnerships and Go-To-Market, right alongside their EVP Sales. At first, This struck me: go-to-market together. But the more I think about it, the more it represents the needs of Partnerships in 2025. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆 𝘁𝗵𝗶𝘀 𝗺𝗮𝘁𝘁𝗲𝗿𝘀. I've become increasingly convinced that the partnership function is fundamentally about two critical missions. 👉 First, it's an 𝗶𝗻𝘄𝗮𝗿𝗱-𝗳𝗮𝗰𝗶𝗻𝗴 role - integrating partnerships structurally into the business. This means embedding partnerships into daily operations, transforming processes, and reshaping mindsets across every function. And, the organisational structure. It's about making partnerships part of your company's DNA. 👉 Second is 𝗼𝘂𝘁𝘄𝗮𝗿𝗱-𝗳𝗮𝗰𝗶𝗻𝗴 - the classic partnership management role we're all familiar with. Building relationships, managing partners, propositions and coordinating deals, driving joint success. 𝗕𝘂𝘁 𝗵𝗲𝗿𝗲'𝘀 𝘁𝗵𝗲 𝗿𝗲𝗮𝗹𝗶𝘁𝘆 𝘁𝗵𝗮𝘁 𝗺𝗼𝘀𝘁 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀𝗲𝘀 𝗵𝗮𝘃𝗲𝗻'𝘁 𝗴𝗿𝗮𝘀𝗽𝗲𝗱: The overhead of these two aspects alone is enormous. There's simply no capacity left for full sales responsibility. Yet most partnership roles end up being compensated as sales and placed in sales. It’s an under-appreciation of the role and leads to failure. That's why having a partnership & GTM leader positioned alongside your head of sales suddenly makes perfect sense. 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗦𝗰𝗮𝗹𝗲𝗿𝘀 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱: Partnerships are simply another route to market. This is why 𝗗𝗲𝘀𝗶𝗴𝗻 𝗮𝗻𝗱 𝗖𝗼𝗺𝗺𝗶𝘁 phases in partnerships matter so much. When we talk about designing partnerships, we also need to 𝗱𝗲𝘀𝗶𝗴𝗻 𝘁𝗵𝗲 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 that will support them. When we talk about commitment, we need to commit to positioning partnerships in the right space of influence in our organizations. This ServiceNow model might be something we can all learn from. It recognizes that partnership leadership requires organisational commitment too. In a new way. Maybe, just maybe, this is the organizational blueprint Revenue Scalers have been waiting for. --- 𝘠𝘰𝘶'𝘳𝘦 𝘰𝘯𝘭𝘺 𝘰𝘯𝘦 𝘱𝘢𝘳𝘵𝘯𝘦𝘳𝘴𝘩𝘪𝘱 𝘢𝘸𝘢𝘺... 👉 Follow to learn how to Design your Partnerships and become a Revenue Scaler #Partnerships #RevenueScalers #B2BGrowth

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Navigating the complexities of sales enablement can indeed feel overwhelming at times. The challenge of equipping sales reps with the tools, knowledge, and skills they need in every aspect of their role is no small feat. This new series sounds like a fantastic opportunity to tackle these challenges head-on and gain valuable insights from seasoned enablement professionals 🚀 If you’re interested in discussing how these insights can be applied to your enablement strategies, let’s connect!

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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

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