Pablo Pollard

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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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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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 can't believe it was almost 6 years ago when I started doing the podcast circuit talking about how RevOps was needed because there would be a fundamental change in the way SaaS works and the economy. Here's what I got right in these early conversations, this one with Dan Martell. 🧾 Current metrics that SaaS companies measure themselves on aren't true signals of the business's health. Looking at 3VC and effective use of capital was and now is the future. 🧾 Using industry benchmarks for your tech segment is more critical than using VC numbers for only high growth as you'll need both a day-to-day strategy in case you aren't a high-growth unicorn (which you are not) or def. in case you are (which again, you are not) 🧾 The future of outbound is personalized at scale, meaning real personalization is at the root of your outreach strategy. The key is the right to offer a message tied to the contact lifecycle. We just implemented a version of this at TrustLayer in 2024. 🧾 How RevOps, more than any other function, boosts efficient revenue gains, sometimes 36%. I saw this in clients when I was the CEO of Go Nimbly. Made this happen as CRO of TrustLayer - as we grow with well-run revops costs stay more fixed and produce more dollars out of each employee. For those of you who don't get it. This is the "check" emoji 🧾. The link to the original podcast is below.

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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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Sharing this list of insightful B2B GTM predictions for 2025 from industry thought leaders: https://lnkd.in/grCwaaCi Thank you 6sense for curating the insights, elevating the important topics, and including me! #AI #GTM #ContentCreation #ABM #PersonalizedExperience

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🎙️ I had a great time with Alex Mislan during Spekit 🐙's first 'Enablement Therapy' webinar series last week! 💡 We covered so many great topics like the clip below about how Enablement balances the art of pushing down to Reps AND pushing up to leadership to be that strategic partner and advocate to and for both groups. 👇🏼 Definitely give the full chat a listen - link in the comments! #salesenablement #enablement #revenueenablement

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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Prospecting just got a whole lot easier. ✨ ZoomInfo Copilot connects you to the right buyers at the right time, so you don't have to spend hours searching for your next lead. Request a demo to see Copilot in action: bit.ly/3Vj9RCS #ZoomInfoCopilot

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#Sales / #RevOps / #Enablement Leaders, Focus on one main behavior change per quarter- just one. Communicate expectations early, enable/train and then spend the bulk of the quarter reinforcing through #coaching, additional practice and 'tape review' If you're not reinforcing and you're expecting to change behavior that's deeply engrained, you're planning to fail.

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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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🔎 Is your #RevOps team truly operating at peak efficiency? 🚀 The team driving your GTM efficiency and growth needs to be just as efficient! 💡 "Physician, heal thyself, too!" It’s a no-brainer, right? Revenue operations exist to navigate the increasing complexity and interdependence of sales, marketing, and customer success. We've seen the stats: companies with RevOps report growth 3X faster and see 10-20% increases in sales productivity... One critical role of RevOps is evaluating and approving new technologies to streamline GTM processes. But here’s the kicker: when it comes to their own operations, efficiency often takes a back seat. RevOps teams are still bogged down with grunt work and tactical manual tasks. We’ve seen RevOps teams working in sprints, ticking off manual tasks like a to-do list. The result? - The time to data-driven decisions is slower, delaying their impact on business growth. - Their intellect and capability are underutilized. 💡 If RevOps isn't efficient, everything they support—sales, pipeline generation, customer retention—is impacted. So, revenue leaders, as we navigate this era of efficient growth, ask yourself: How can we make RevOps more strategic? How can we ensure they’re not just enabling efficiency but embodying it? Here are a few things to make RevOps more efficient: 1️⃣ Foster collaboration: Ensure seamless communication and alignment between sales, marketing, and customer success through shared goals and metrics. 2️⃣ Automate routine tasks: Leverage tools that can handle repetitive manual work, freeing up RevOps teams to focus on higher-level strategic initiatives. 3️⃣ Equip your RevOps team with the skills needed to manage and optimize new technologies and processes. 4️⃣ Streamline tech stacks: Reduce the number of disconnected tools and systems RevOps must manage, focusing on integrated solutions that enhance productivity. 5️⃣ Prioritize strategic projects: Shift RevOps focus from reactive to proactive, emphasizing projects that drive long-term growth and efficiency. 🔄 The path to GTM efficiency starts with making RevOps a well-oiled machine. 🤔 What steps will you take to elevate RevOps from tactical to strategic? #revenueoperations #gtm

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“Two-thirds of the money we’re spending right now in sales is not productive.” This is from Sam Jacobs, the CEO @ Pavilion. Good Sales Enablement can help solve this problem. Here are five things you can enable on *today* that can help solve this problem: 1/ How to expand deal sizes in your current funnel 2/ Deep dive on how to beat your #1 competitor 3/ Best practice sharing on successful outbound tactics between SDRs and AEs 4/ Enabling your CS team to find upsells and collaborate with AEs 5/ Better second-call execution (presenting solutions/demos) What else would you add to this list?

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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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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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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/e_GBVqJV

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What co-selling feels like to most AEs: too chaotic, too complicated, too unpredictable. So how do we change that? How about another enablement session, a few more amazing stats on why working with partners is better, maybe another Salesforce field? None of those truly deliver sustainably and at scale… Here’s my take: We need to stop telling AEs that what they do sucks and that they need to change their workflows. Instead: 1️⃣ We need to show up when they have an issue (e.g., a deal that’s stuck) and provide solutions when they need them. 2️⃣ We need to figure out ways to make it ridiculously easy to work with partners. So easy that they don’t need to be trained.

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Healthy growth becomes mision critical 👉 ARR per FTE is a great metric to know how you're doing

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