Andrew Wellnitz

Amen to this. Senior leaders need to get involved in the details and understand the structural and operational issues in their organizations that lead to customer churn. You hold the power to improve the quality of your product and the value of your service - you're customer facing Sales and CSM teams do not.

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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How much retention would go up? If... - The Customer Success org starts with Solutions - There's a Chief Solutions Officer on the board - AEs consult with SEs on all ongoing deals - Customers talk 80% in conversations - Focus is on adoption, not renewals I'm guessing by A LOT. That's the GTM SaaS world I envision. P.S: True customer adoption nearly guarantees renewals. #presalesevolution #customersuccess #saas

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I like money. A lot. I also like saving money. (So I can spend more of it later 😂). So when looking at what SaaS to integrate into our marketing and sales stack, Total Cost of Ownership is a pretty huge metric for us. https://buff.ly/3SexH1J #salesforce #hubspot #finance #marketing

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The overlooked reason why you might not be maximizing your Net Retention. Every SaaS exec I speak to wants to know the best way to increase net retention -- and they’re all trying different tactics to do it however perhaps we just need to follow the data… 2 in 10 RevOps leaders believe they have clean and actionable data in their Salesforce org, so… here are some things you can start to dig into: 🎅 What and how are you cleaning your data - manual, tools or other? Check your data foundation, specifically your account data. 🎅 Mastering your account data is where the gold lies, how are your Parent-Child data set up, how are you bringing to life your enrichment data (if you say APEX or SF Flows, I challenge you to dig more). 🎅 How does your team carves territories, how does finance managee billing, how does marketing operations route leads, and ultimately, how you build your GTM strategy. From a CRO point of view, if revenue teams want to expand and retain across your large enterprise customers, you have to bring your account data to life and align it into a process. When your team understands this in a visual way (and no, native account hierarchies or account hierarchy data is NOT the same thing) it will help resolve duplicate accounts, ensure visibility into your largest accounts, and make sure accounts are always owned by active sales reps. It also means that come territory season (which I’m sure your team is still reeling from) you can effectively reassign and mass modify directly in Salesforce. Whether you’re looking to reduce churn or sell more effectively, or even just stay consistent through different market events like mergers and acquisitions, it all starts with having clean account data. Clean, Connected SF Account Data IS the path to Higher Net Retention! Happy Holidays!

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Renewals are the new GOLD. It will be THE top growth initiative in 2025 says Gong Do you want to grow at 25% plus in 2025? You better have a comprehensive Renewals plan. This is where #RevOps can step in. 🚀 CSM's are trained and fully enabled with the tools they need 🚀 Customer insights are regularly being shared with Product Team 🚀 Regular interaction with existing customers is being tracked as a KPI 🚀 Dashboards to proactively identify potential churn 🚀 Creation of innovative usage-based pricing alternatives The company that is truly paying attention to their existing customers will win. If you think Renewals is a simple 30 day email reminder ... then you will lose. What would you add to make your Renewals program the center-piece of your growth in 2025? #renewals #growth #customers

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A symphony where every section plays its own tune — without coordination or rhythm — results in chaos. But, with the right conductor, everything changes. Enter Salesloft’s Revenue Orchestration Platform. It’s the maestro of revenue generation, ensuring your go-to-market teams and buyers play in perfect harmony.

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/ecM6Z7Zk

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🚀 Today, Vendr launched new features focused on pricing transparency, powered by AI and Vendr’s pricing insights. Now, anyone can get instant price estimates for future software purchases, verify current pricing for over 20,000 products, and receive low-price quotes from 100+ Verified Sellers — all for free. Head to vendr.com and check it out!

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Not only is the gulf of understanding between CRM and MAP admins a source of siloes, but native MAP-CRM sync leaves both wanting! Read the latest from RevOps co-op columnist, Camela, to leave how to avoid some of the typical issues. #CRM #MAP #sync

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Implementing a sales methodology sounds great (and it is!) if done the right way. The “right way” can get lost in the details easily if sales and enablement aren’t constantly working to coach outside of calls and demonstrate the behavior within sales meetings. One of the ways this can be done is through automation. An example is WINN.AI’s updated and guidance updating the reps in real time what’s been covered then pushing these notes into your CRM. Another way is through constant scoring of calls. At Pipefy we have OKRs for calls scored for each revenue leader and monthly our revenue leaders meet with the enablement team to go over each rep’s monthly score and tracking this over time to ensure both improvement and constant development. This creates both individual planning and team planning. The more artifacts the better! #Sales #marketing #saas

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Operators are change agents - and most people hate change. Check out this segment of The Ops Drops where VP of RevOps, Julia Kim, shares how to make organizational planning lean and easy by creating tiger teams and building trust. Full episode here: https://lnkd.in/eFn7fkPb

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out:  - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars  - How 26% annual Revenue Leak impacts your bottom line - And much more Grab your copy of the Revenue Leak Report and start shutting down leaks today: https://lnkd.in/g2qqVVhD 

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Whenever an AE is struggling to set meetings, I run a three-step diagnosis: 1) Are you calling the right accounts? Here are a few questions I ask to check territory management strategy: Are the accounts you are working investing in areas tied to your solution? For example, at LaunchDarkly, we look for companies that are hiring developers. If they are hiring developers, they are more likely to be investing in solutions that support releasing software fast without the risk. Are there multiple landing spots for your product? For example, at Qualtrics I focused on accounts that needed to understand brand, customer, and product experience. Three different use cases = three shots to win business at the account. Do you understand the accounts you are calling? Massive budget and multiple use cases won’t help you land an account if you can’t speak their language. Simple question to ask yourself: “If I was in a room with their executive team, could I have a conversation about their business, in their language, without being completely out of place?” Good accounts that you understand are better targets than great accounts that you don’t understand. 2) Are you calling the right contacts? Two questions to ask about the contacts in your sequences: - Would this person personally benefit from our solution? - Is this person at all responsible for solving the business pain our solution solves? No personal benefit = no reason for them to respond. No connection to business pain = no reason for you to want them to respond. 3) Messaging Two points I’m looking for in effective messaging: - Emotional relevance What is the email/phone call your buyer never wants to get from their boss? If your email shows them a way to avoid that dreaded call, it’s emotionally relevant. - Specificity Could you use the same messaging with another prospect? Or, worse, could your competitor send your same email to your buyer? If the answer to either of those questions is “yes,” your messaging isn’t specific enough. Meetings are tough to come by right now. But it’s hard to go wrong if you use the right messaging, with the right people, within the right accounts. Any other tips for how to break a prospecting cold streak? p.s. I recently updated my Leadership Frameworks - my full guide of how I recruit, develop, and retain high performing sales organizations. Get my blueprint here: https://lnkd.in/gWB_Jh8B

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Salesforce's latest #StateOfSalesReport shows that 95% of companies know selling with partners is critical for growth. This is exactly why sales leaders and partner teams come to PartnerTap - - - so they can move from one-off "Random Acts of Co-Selling" to a programmatic co-selling program that scales across thousands of reps and partners. Co-selling with your best partners is the sales motion of the future. Now's the time to make sure you build what you need into your 2025 budget.

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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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I still can’t believe how many companies are making their sales team jump through hoops to get contracts out. This week at INBOUND, I talked with a ton of AEs on the booth floor and asked them about their sales processes, yeah I geek out on that. Several folks from big-name tech companies told me that they are held back from getting contracts out at end-of-quarter by their deal desk, since proposals that have custom pricing have to be double checked. Sales teams should be selling, closing, and prospecting, not managing internal approval processes. Other AEs shared that they have to deal with navigating a horrible CPQ system, and having to manage proposals separately from quotes. RevOps and Sales leaders, why are you not removing these roadblocks for your AEs? Your sellers are way too valuable to be burdened by bad processes and tools. If you are interested in how PandaDoc can help, or just want to chat through different solutions to your problem, please DM me, check out our new CPQ page, or schedule a demo. https://lnkd.in/gVifRUJM #cpq #proposals #sales #revops

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