Mark Blosil

As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Colorado founders -- the next Thunderview CEO Dinners event (Oct 3rd) is focused on getting your first sales as CEO and then growing your sales team. As Natty Zola said at our last dinner, revenue is the best form of funding, and it's up to the CEO to make those initial sales. If you're struggling to get leads and close deals, you're in luck. Our featured speaker is Scott Schnaars, who has sold and build sales teams everywhere from early stage startups like Badgeville and ReSci (Retention Science), mid-stage companies like Firstup (formerly Dynamic Signal) and Cloudinary, and massive companies like Yahoo and Webex. This is a highly tactical conversation, and you'll leave with actionable steps to find and close leads the following day. Additionally, for founders who are moving beyond CEO-led sales, Scott will discuss best practices for hiring and managing your earliest salespeople. If this is your first Thunderview CEO Dinner, please reserve a seat at https://lnkd.in/et5zZShA If you've been to previous dinners, head straight to the tickets page (check your email or DM me) and grab your ticket as this is going to be another sellout crowd. Thunderview CEO Dinner October 3rd, 6p - 9p Mercury Cafe in Denver 🤘 Even if you aren't coming / can't come to the dinner, please please please like and reshare this post if you are in Denver. I'm fighting the "you've shared this link before" LinkedIn distribution penalty. 🤘

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How do you set your deal priorities? Sales leaders are pretty good at this. But they can do better. The Efficient Frontier For Sales shows you where to focus so you maximize sales for the risk you are willing to accept. On average deal portfolios on the Efficient Frontier produce 58% more in-quarter sales than prioritizations based on stage, deal-size, forecast category, or deal-scores. Want to see how this works? DM me for that case study. #salesmanagement #salesleadership #salesenablement #salesoperations #revops #revenueoperations #salesops #analytics #datascience #forecasting #sales

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How do you get prospects to have a conversation with you that will more likely lead to a sale? This workshop will help you construct a script and make more productive calls on prospective clients. Join the pros at SCORE San Diego for this real world useful workshop. Register today.

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How do you get prospects to have a conversation with you that will more likely lead to a sale? This workshop will help you construct a script and make more productive calls on prospective clients. Join the pros at SCORE San Diego for this real world useful workshop. Register today.

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Want proof that multi-threading works? Here's our own data: We only win 4% of deals when there's one contact engaged. Scott Tower posted today about this https://lnkd.in/g2y-xjE4 This shows that buying is a team sport, and if there's only one person involved in a buying process it's likely going nowhere fast. One contact usually means they are on an information-gathering tour - typically a person with no decision-making authority - talking to vendors to collect pricing and present it to an executive team. This is the dumbest way to buy anything. People need to stop trying to avoid talking to sales reps. Great sales reps don't pressure prospects to buy products they don't need - they are there to help them buy and ensure their needs fit the solution. They can't do that if they aren't talking to the person with the pain and who has the authority to make the deal happen.

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Use the Rule of 3 in your demos to make it more clear and concise. It makes it easier for your audience to remember what you're talking about.

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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❄️ January Sales Checklist for Success: ✔️ Review and refine your 2025 sales goals. ✔️ Identify key industries for growth. ✔️ Partner with Lease A Sales Rep to fill your pipeline with quality leads. ✨ Let us help you achieve your goals at LeaseASalesRep.com. #SalesChecklist #LeaseASalesRep #SalesSuccess #B2BSalesExperts #GuaranteedResults #SalesPipeline

"There are no project opportunities for us in Washington state." Really? 🤔 This was a frustrating update a VP of Sales continually heard. Seeking a fresh perspective, he gave Citylitics a shot. In just one hour, he uncovered over $20M in project opportunities that had missed his sales team’s radar, including a promising project right in Washington state. Knowledge is Power. The most successful businesses in infrastructure are relentless in their pursuit of learning more about their markets, customers, and future project opportunities. Ready to breathe new life into your business development efforts? Challenge Citylitics to uncover fresh insights. 💡🌐 https://hubs.la/Q02GCJCK0 #PublicInfrastructure #InfrastructureInsights #KnowledgeIsPower #SalesStrategies #Citylitics

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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The Future Belongs to the Bold: Are You Ready to Compete in the New Arenas? Industries are evolving faster than ever. Over the past two decades, we’ve seen an incredible shift as new arenas like cloud services, AI, EVs, and semiconductors emerged, reshaping markets and driving exponential growth. These arenas are where transformation happens—and where bold leaders thrive. 💡 What sets these arenas apart? Insights from McKinsey's research reveal three key factors driving success in these high-growth areas: 1. Higher Growth Rates: Arenas like cloud computing and semiconductors are growing 2–3x faster than traditional sectors. 2. Dynamic Competition: Escalatory investments create a "winner takes more" effect, rewarding those who move decisively. 3. Global Opportunities: Many of these arenas operate on a global scale, offering untapped potential beyond borders. 📊 Visual Context: I’m sharing a fascinating chart from McKinsey & Company that maps industry growth and dynamism, highlighting these transformative arenas. The insights provided by McKinsey Global Institute serve as an incredible guide for businesses navigating this era of rapid change. 💼 How I Help Businesses Transform Drawing on 30+ years of experience leading growth and transformation at tech giants like Salesforce, Oracle, and Sage, I partner with leaders to: - Align Strategy: Develop go-to-market plans to capture opportunities in high-growth arenas. - Decode Customer Needs: Apply frameworks like Jobs-To-Be-Done (JTBD) to reposition offerings for emerging markets. - Build Resilient Teams: Equip leaders and teams to thrive in disruptive, high-stakes environments. 🌍 Your Opportunity The next decade belongs to those who embrace transformation. Whether it’s rethinking your value proposition, expanding into new arenas, or tackling digital transformation, there’s a path forward. 👋 Let’s Talk: - Are you positioned to win in these new arenas? - What’s your biggest challenge when it comes to transformation and growth? A big thanks to McKinsey & Company and the McKinsey Global Institute for their thought leadership and inspiring research that helps us all better understand where the future is headed. #Innovation #Transformation #GrowthStrategy #DigitalTransformation #AI #CloudComputing #Leadership #JobsToBeDone #BusinessGrowth #GoToMarket #Strategy #Resilience #EmergingMarkets

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ZoomInfo Copilot isn’t just a tool for sellers; it drives alignment across customers’ whole revenue org. By consolidating 1st party data with ZoomInfo’s industry-leading B2B data, Copilot gives Sales, Marketing, and Ops a unified playbook of actionable account insights. 30 different buying signals like funding rounds, M&A activity, hiring plans, and earnings call summaries are married with your Chorus or Gong call summaries, Salesforce data, and even G2 and TrustRadius reviews to provide the most comprehensive picture of your customers. This leads to more cohesive strategies, better coordination, and a more streamlined approach to reaching and engaging prospects. And here’s the thing. It actually works. In the 4 months since launch, our customers have experienced: ✅ 25% pipeline growth ✅ 58% increase in booked meetings ✅ 60% increase in productivity ✅ 8.1 hours saved per week, on average This isn’t speculation or a forecast. It’s real, meaningful growth. Want to give it a try? Send me a DM and I’ll help set you up with a demo. For more info on all the ways ZoomInfo Copilot has helped customers sell smarter and win faster, head to our blog 👉 https://lnkd.in/gwyjMJER #ZoomInfoCopilot

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To all the presales managers out there... you are distracting your team if you are randomly pinging them for deal updates. Do this instead! 💪 ✅ Schedule recurring deal reviews with your sales engineers, typically on a weekly basis. ✅ Keep them simple; you will have a lot of deals to review in a short amount of time. ✅ At a minimum, include these 5 items in your deal review checklist. ----- ✅ PRO TIP: Run your deal reviews directly out of your presales management solution (for example, Homerun Presales). When everyone is working from one central location for all-things-presales, you (1) eliminate the need for 'side tools' used for reviews and status updates, and (2) you eliminate all the admin burden and manual data entry by your SEs to provide ongoing updates. ----- If you want to see how to run effective deal reviews with your presales team… come get a demo of Homerun Presales: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

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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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🎉 The Winter Olympics are coming back to Utah in 2034! 🎉 And guess what? I just happen to live in Utah! 🏔️ Coincidence? I think not! 😉 Here's the fun part: The Winter Olympics need a RevOps superstar, and I just happen to be open to work. Sounds like a match made in snowy heaven, right? ❄️ Imagine this: It's a 10-year runway to land the coolest job ever (pun intended). Helping the Olympics run smoothly, from the slopes to the spreadsheets. Living the dream right in my backyard! So, if you’re reading this and happen to know someone who knows someone (you get the idea) involved with the 2034 Winter Olympics, let’s connect! ⛷️ Who wouldn’t want a RevOps guru who’s as passionate about efficiency as they are about hot cocoa and ski lifts? ☕🚡 P.S. Do you have any tips on how to make my LinkedIn post go viral? Asking for a friend. 😜 P.P.S. Repost this if you believe in dream jobs and serendipity. ♻️ Thank you! #WinterOlympics #Utah2034 #RevOps #OpenToWork #DreamJob #JobSearch #CareerGoals #Networking #Olympics2024 #SnowyHeaven #EfficiencyExpert #HotCocoa #SkiLifts #LinkedInTips #GoingViral #Serendipity

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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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