Pavel Reznikov

Just got off a call with Udi Ledergor 🏳‍🌈... That could be the whole post, couldn't it? 🤩 🙇‍♀️ But wait - there's more! ha Udi so kindly offered up time on his calendar for Gong users to learn key ways to leverage the platform for *marketing* Of course, I instantly raised my hand. 𝐓𝐰𝐨 𝐤𝐞𝐲 𝐭𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐢𝐬 30𝐦 𝐜𝐚𝐥𝐥: ☝ There are SO many new ways I can pull info from Gong to guide marketing efforts: content direction, win/loss analysis, key message tracking compared to performance... I was like a kid in a candy shop. 🍭 Marketing candy 🍭 ✌ Gong/Udi is genius. Offering 30m of their time to drive product adoption, customer retention, and most importantly this rush of *excitement* directly tied to their platform... pure gold. Golden tips and a golden marketing play, folks. 𝐒𝐨 𝐧𝐨𝐰, 𝐈'𝐦 𝐭𝐡𝐢𝐧𝐤𝐢𝐧𝐠: How fast can I get these new Gong trackers live? and How can Daxtra create a similar kid-in-a-candy-story rush for *our* customers? 🤔 I'll share more as I dive into both. Thx Udi! #b2b #marketing #gtm #productmarketing

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RevOps leads - is leadership tasking you with AE-sourced pipeline initiatives? As companies use this channel to close gaps in 2025 pipe coverage, many RevOps leads struggle to operationalize the goal. Why? Even with a fancy tech stack, prospecting gets deprioritized when AEs go deep on active deals, and without a structured process, the habit breaks entirely. The most effective RevOps teams tackle this head-on by embedding prospecting into the daily workflow. They make it simple, manageable, and aligned with their broader revenue strategy. Here are a few tactics helping RevOps teams drive AE-sourced pipeline: Manageable daily lists: Reps receive 2–5 high-priority accounts in their inbox each day, based on historical signal and ICP performance. Contextual alerts: Insights from enrichment and signal data surface clear reasons to engage, cutting down necessary research time. Streamlined sequences: Pre-built outreach tied to each account’s context minimizes research and effort. Streaks: Gamifying daily prospecting with streaks and leaderboards, while simple, goes a long way in maintaining the prospecting habit. Manager-level reporting: Clear metrics empower leaders to drive accountability and reward engagement with spiffs. In summary, RevOps should strive to eliminate all friction for AEs, create a daily prospecting habit, and maintain leadership focus on the initiative with data. Without this process and attention, AE-sourced pipeline initiatives usually fizzle out for most AEs. RevOps leaders, what’s working for you to ensure AEs hit their pipeline goal?

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

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"We want to make sure that as we are selling to the customer, what we're telling them and what we're showing them in an order form is the same thing." This was the feedback from Ayelet Germanski, VP RevOps at PlexTrac. She talked about the necessity for the transformation of process visibility, and how this will lead to a superior customer experience. #salesprocess #customerexperience #revenuestrategy

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The key to a happy RevOps org might surprise you. Title, compensation, and room for growth are all important. But what do RevOps folks really want? 💺 A seat at the table. Believe it or not, most RevOps leads don't love putting out fires and chasing CRM updates. Sure, that’s part of the job, but it’s not what gets them out of bed. The happiest RevOps leaders we know share one common thread: 👨‍💼 👩‍💼 They’ve become true business partners to sales, CX, and executive leadership. We’re prepping a webinar series with RevOps leaders we admire, and here’s what they’ve nailed to reach that next level: ✔️ Building trust: They do what they say they will, own their mistakes, and fix them fast. 📊 Data-backed: They know their GTM data inside and out, making them the go-to for big GTM questions. ⚙️ Systems-oriented: They minimize fire drills with scalable, proactive systems. 💭 Opinionated: They have a clear perspective on challenges and solutions, earned through deep thinking and experiences across the revenue org. Here’s the catch: You can’t become a strategic partner without nailing the tactical first. Trust, data, and systems create the space for RevOps leaders to think strategically and have their opinions heard. At AccountAim, we believe RevOps leaders are the unsung heroes of the revenue world, and our goal is to empower them to step into the strategic roles their businesses need.

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On today's episode of Building Elite Sales Teams, I was joined by special guest Zahra Jivá, Director of Global Sales Strategy at Pipedrive. In this discussion, Zahra shares her perspective on building people-centered sales organizations, including: ✔ Aligning company values and mission with the goals and aspirations of individual team members ✔ Developing a strong, unified team culture as you scale ✔ Hiring candidates who fit your culture and connect with your mission ✔ The importance of the discovery process in sales success Check out this highlight where Zahra discusses connecting employees to the company mission: Let me know your favorite takeaways! #salesleadership #salesculture #peoplefirst

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Josh & I get to have insightful discussions with RevOps leaders each week. We want to give back by sharing this wisdom more broadly. We are launching our webinar series, Aim for Excellence (see what we did there?). Each episode is an interview with RevOps and GTM leaders we admire about their advice on GTM ops, strategy, and career paths. We had the great pleasure to kick this off with Katherine Zhang recently. Katherine has led RevOps teams at sizable companies like Project44, Relativity, Cognex, and Dell EMC. A few of my favorite highlights from our conversation: - A clarifying definition of RevOps that helps teams ensure they are always working on impactful initiatives - How to turn RevOps from being “order takers” into a strategic function - The importance of trusted (but not perfect!) data - How to get a seat at the table as a RevOps leader Take a listen to our discussion (links in comments) and let us know what you think!

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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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❌ Manual errors are more common than you'd think, and when they occur, the blame game begins. Is it the AE who closed the deal without updating details in their CRM? Rev Ops for not validating the contract? Or Revenue Accounting for closing the books with incorrect data? The finger-pointing can be endless! 👉 Avoid the blame game entirely with Klarity's GenAI platform. Our advanced AI eliminates manual errors and automates complex tasks such as document review, data extraction, validation, and analysis (all while staying compliant with accounting standards 😉). ⚡ Let Klarity handle the details with precision, so your team can focus on what they do best. #accountingautomation #accounting #klarity #revenuerecognition #revops #contractreview #monthend

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Territory planning is one of the most defining moments for success and failure in a sales organization. 👂 Tune into our conversation with 📈 Jeremey Donovan, who knows a thing or two about how to get it right. You can listen to RevOps Lab wherever you get your podcasts. #territory #sales #revops

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What if the secret to closing your next big deal lies hidden in the black box of your buyer’s decision-making process? #sales leaders face the frustration of losing deals without fully understanding why #digitalsalesrooms (DSRs) offer a way to engage prospects and customers. I've learned a few things from Gal Aga, CEO of Aligned, who shared insights into how DSRs reshape B2B sales. 🔑 Imagine engaging the entire buying committee in a single, collaborative space. #DSR enables buyers to evaluate your product and interact with your team before they commit to an official engagement. 💡 DSRs empower your buyers to explore at their own pace, providing you critical insights into: 1️⃣ Product fit. 2️⃣ Effectiveness of your collateral. 3️⃣ The urgency (or lack thereof) in their decision-making process. 4️⃣ This isn’t just buyer enablement; it’s buyer empowerment. They’ll know your product better, and you’ll get a clearer view of their level of commitment. 🌟 If you’re using a consultative or challenger sales method, digital sales rooms are a perfect fit. You don’t have to abandon traditional sales tactics but can significantly enrich your approach with platforms like #aligned. ❇️ The result? Real-time data on how prospects interact with your content and with each other, helping you fail fast, learn quickly, and adjust your strategy for success. The Takeaway We’ve all heard the phrase, "Fail fast to learn faster." (or many variations of the same) Digital room is part of the engagement evolution that we'll continue to experience in #sales in the age of #ai; That makes the engagement insight your most significant friend so that your sales team can demystify the buyer’s journey and make smarter, faster decisions. Time or timing is the essence of sales, and so is startup growth; so why spend time looking at the black box of your sales process if you can get a crystal clear path forward? #startup #engagement #gtm

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SaaS CROs/CSOs with sales teams that struggle to prove value: 👉Check out the benefits of hiring a Fractional Value Leader/Advisor/Engineer providing Value Management-as-a-Service vs. adding it to an existing team member's already overloaded list of priorities Better results: ✅ Increase sales win rates by 40% or more ✅ Reduce discounting by 10-25% ✅ Improved expansion with over 25% higher deal size ✅ Less churn 4 ways a Fractional Value Leader gets better results: 1️⃣ Brings proven tools (Value Discovery, Value Model Design, Value Calculators, Value KPI dashboards, Value Alignment Workshops, etc.) but knows how to tailor them to your go-to-market motion 2️⃣ Leverages experience with diverse companies to drive deeper integration into existing processes across marketing, sales, implementation, customer success, pricing, and product development 3️⃣ Anticipates obstacles to drive higher adoption through better training, coaching, and incentives 4️⃣ With value as their only priority, a fractional value leader provides faster and more thorough sales and customer success support particularly when other initiatives are consuming in-house resources Investing in a Fractional Value Leader is at least a 10x payback within a year. ⚠️ Maximizing the return on your value (ROV) is too important to rely on an employee with other competing responsibilities. ⚠ 💬 DM me or set up a meeting to learn more *  *  * I help SaaS startups accelerate growth and enhance margins with quantified value | Value-powered Growth Accelerator | Value Management-as-a-Service

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What are sales management and enablement teams heads-down on right now? SALES KICK OFFS!...and there's so much prep work that goes into making them effective. RevOps team is pulling win/loss reports to give enablement and sales management teams a starting point. Enablement and sales management teams are: - Keyword searching and manually reviewing hundreds of calls on conversational intelligence tools - Running interviews with top reps about big deals and trying to learn their strategies - Trying to find patterns around various buyer personas, their pain points, initiatives - Analyzing how top reps uncover pain points - Documenting successful positioning strategies - Building training around "best practices" While that is the traditional practice, it's not the most effective: Making major strategic decisions based on a tiny sample of your data. When you're sitting on thousands of calls and hundreds of deals, manually reviewing even 5% of conversations means missing 95% of the insights. Leadoff.ai analyzes every single customer interaction to show you exactly what drives success - turning your SKO from anecdote-driven to data-driven. Without lifting a finger, we provide you with deal, buyer, and seller trends tied to wins and losses. What solutions do you all use to automate data analysis for SKO prep? #ForRepsByReps #SKO #SalesEnablement #SalesLeadership

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Releasing the most trivial bottlenecks drives high-velocity sales teams to a BRILLIANT EXECUTION! Michael from our CSM team talks with Samuel Cohen from WalkMe™, about the impact of adopting DealHub.io CPQ globally. Here's a short takeaway from the conversation. #gtm #scalability #customersuccess

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This is the reason why I create content about RevOps. To help people understand RevOps better. RevOps is a powerful strategic framework to make a business more integrated, aligned, and collaborative to have a positive business impact: More revenue, less GTM expenses, and better EBITDA. Sadly, RevOps is often perceived as a system admin. The two graphs are from the recent RevOps survey. We look at: - 181 responses - 28 countries - Companies from 1 to 2.1 millions employees Super diverse data set. But it does not matter, even if I control for size. There is still the issue of being perceived as a system admin. The main reason: RevOps is not understood in companies... That much as primary results Now, I am working at the moment in processing all the results from the survey. In a 3-4 weeks, we will publish it all in a report, and it will go into the book. For now, what do you think can RevOps to do become better understood? P.S. I know, correlation does not cause causation, but we all have enough anecdotal evidence to confirm the hypothesis

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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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Analyzing Churn- do you know what metrics to look at? How often are you looking at this and being proactive to prevent it? What metrics should you be looking at if you do not have CS Ops? The Infinite Renewals team recommends looking at these first: % Churn # of accounts $$ churned % calculated churn (12 MONTH) $$ renewed # accounts renewed $$ upsold # accounts upsold $$ booked # account booked The above monthly and quarterly It would be best if you also had the ability to drill down on the numbers above to be able to see which accounts made up the $$, #, %

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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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Who owns your end to end GTM system? What about the Bowtie data model? This was a key question during our two-day Revenue Architecture Summit in Santa Cruz. Marketing owns awareness. BDRs or equivalent own education. Sales owns selection. Finance oversees the mutual commit/contracting. Professional services do onboarding. CS helps with retention. Account managers focus on expansion. So do we even need somebody to own and optimize the overall #bowtie process and data model? YES! "But my marketing is great at increasing leads and sales is increasing close rates, so why worry about an overall owner?", you might say. What if the new leads are low quality and sales is rushing through the sales cycle, ultimately yielding high onboarding and ongoing churn? Whether you like it or not, revenue production is a closed loop system. Something you do on the left side of the bowtie impacts the right side and the other way around. Best to assign an unbiased data owner who does that personally have anything to gain by making the data tell any particular story. The most likely owner for the overall system, or at least for the overall data model, lives in operations or finance. We see new titles around GTM Strategy and Operations. We also see RevOps moving from CRO to COO or CFO. So hence my question: In your company, who owns the end-to-end revenue production system? Who owns data definitions and brings together your teams to decide on next actions to improve revenue production based on the data? #revenuearchitecture #bowtie #revops Photo courtesy Jill Guardia (she/her)

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