Sam Hillestad

Katie Viehbeck digs into the metrics that matter from the Drips 2024 AEP Performance Report - Check out her blog https://ow.ly/mkiN30sEjC1 Katie's Top Insights from the 2024 AEP Performance Report:​ 1. DQs Down: Disqualification (DQ) rates dropped by a remarkable 14.4% compared to 2023. 2. Opt-Outs Managed Smartly: Outbound dialing often leads to opt-outs. Luckily, Drips can redirect potential global opt-outs into partial opt-outs through our Disqualified by Drips rules. 3. 48-Hour SOA Rule: CMS reinstated the 48-hour Scope of Appointment (SOA) rule. Drips leverages SMS to keep consumers engaged during this crucial window. 4. Engagement Surge: In 2024, engagement rates rose by 22.8%! Consumers are embracing conversational outbound approaches. Get ready to dive deeper. How much can conversational outbound boost conversion rates? #Healthcare #CustomerExperience #MarketingInsights #Medicare #conversationalAI #ItsAllAboutHowYouSayIt

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The people winning in B2B SaaS aren’t the ones chasing low-effort campaigns or copy-paste strategies. 🚫 They’re the ones doubling down on data-driven decisions and customer-first messaging. 💡 Sustainable growth isn’t luck—it’s a choice. 🚀

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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"We don't do that here." I thought I might throw up. Can you imagine hearing that from an exec on your first project at a new job? Bobby Kolba, was the head of eng at the time, and he'd handed over the "implement Hubspot" project to the new marketing hire (me). I jumped on it. I could do this! I met with a ton of people, engineers, marketers. I built a solid workback plan. It was all buttoned up and ready to share with Important People. And in the Important People Meeting, as I walked through the timeline, I dropped this almost throwaway line: "And here, I added a few days to the estimates, so we can come in a little early and look like heroes." ❌ Wrong answer Slight frown. Small groan. (If you know Bobby, you can picture it.) "We don't do that here." One of the things Jensen Harris talks about is *promise and deliver*. Say what you're going to do. Do it. Say you did it. I heard that message loud and clear that day! I've never forgotten it. And it wasn't just the message itself. 💥 The fact that he'd said it at all. I'd never worked somewhere where values came to life as actions, and not just random words painted on a wall. 💥 The way he said it. It was firm, clear, and kind. His feedback immediately shaped my perception of Textio's culture and what it means to work here. It gave me a path to opt into the way "we" work. I see this common thread between RTO and garbage AI-generated emails and the impact of small in-person events... It's the difference between true performance and doing performative BS. So grateful I get to do real work.

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Vendor renewals slipping through the cracks? 📅 We've all been there—one missed renewal, and suddenly you're scrambling to negotiate terms on the fly (or worse, paying double). Opstream automates renewal tracking, so deadlines never sneak up on you again. 🛑 Alerts for upcoming renewals ⏲ Streamlined approvals before time runs out Save time, avoid stress, and focus on what matters. Renewals don’t have to be a pain. Let Opstream handle it. Get in touch today!

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

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B2B buyers deserve better experiences. Elaine Zelby, CRO at Tofu, joined James Kaikis on The New GTM Playbook to discuss how CROs are playing a role in making this a reality. The CRO role has evolved into somewhat of a chief alignment officer, stitching together GTM teams and processes to create that seamless B2B buyer journey we've all been dreaming of. Get more of Elaine’s insights on what buyers really want in the comments.

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B2B buyers deserve better experiences. Elaine Zelby, CRO at Tofu, joined James Kaikis on The New GTM Playbook to discuss how CROs are playing a role in making this a reality. The CRO role has evolved into somewhat of a chief alignment officer, stitching together GTM teams and processes to create that seamless B2B buyer journey we've all been dreaming of. Get more of Elaine’s insights on what buyers really want in the comments.

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⏰ ICYMI: Our Book is Coming Soon! Accelerating Revenue: Your Definitive Guide to the Theory and Practice of Go-To-Market Enablement is designed for those looking to master the core of GTM Enablement. Whether you're new to the field or a revenue leader aiming to boost team productivity, this book offers practical insights and proven strategies. Curious to learn more about transforming your approach to Enablement? 👉 Head to the Level213 website for more details! www.level213.com/services #book #revenue #enablement #GTM

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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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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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Imagine transforming your sales strategy and boosting your pipeline by 48% this quarter. It's not a dream—it's social selling. Companies that embrace this approach see remarkable growth compared to traditional methods. By identifying key prospects, building authentic relationships, and personalizing your outreach, you can create a flood of opportunities! #SalesStrategy #SocialSelling #DigitalTransformation Read more on the blog:

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I've gotten to know Marcus Chan over the past year. He's an incredible coach and mentor for GTM success. When we learned he was a favorite follow for many Aviso AI customers, we knew we had collaborate! We're excited to launch a new, complimentary Sales Leadership Bootcamp! Learn how to blow out your quota in your first 90 days! #GTM #sales #revenue #AE #CRO #RevOps #FLM

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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We all know segmentation is key, but it's often limited to company firmographics. So when Clay announced their integration with HG Insights today, I have been geeking out layering in new insights to our ABM list. Instead of rattling off a bunch of features or "what this means," I'm going to explain exactly how I plan on using this to paint the picture: 1) We know which accounts we want to go after, but that's often based on things like their location, size, industry, etc. What we *don't* know is if they currently have a solution in place to solve for what we want to help them with, or if we do, it's either sketchily acquired or probably out of date 2) To create a truly relevant message, knowing what an organization does isn't enough. We need to go beyond that by understanding how they're approaching what they do today, and that execution is often a function of the tech they use 3) Enter Clay x HG Insights. I can now further prioritize our target account list by going beyond firmographics and layering in technographics. What are our prospects currently using? Which competitors are low-hanging fruit that we can beat? Which competitors are going to be uphill battles because they've got a great product? This is a huge help in resourcing our overall GTM efforts. 4) Enrich the rest of the account data appropriately. Find the relevant contacts + engage them in a HIGHLY relevant way based on all of the above. 5) Sit back and watch your win rates increase, sales cycles decrease, and your GTM team (AEs, BDRs, Marketing, etc.) breathe a HUGE sigh of relief as acquisition has just become a lot easier. HG Insights has historically only been used by companies with big budgets because it's not a cheap product. That all changes today.

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Here's an often-overlooked acceleration hack for content leaders: Spend the time to give good feedback, with clarity. Feedback can either expedite the next rev by empowering your team to take action or send them on a wild goose chase trying desperately to interpret your guidance, slowing down the process and creating chaos and confusion. An extra 5 mins spent can save hours or days of swirling. (Trust me, I've been there, staring at a poorly worded or nebulous response to a piece of content that leaves me scraping the barrel for clarity and next steps.) Not all feedback is created equal. Here's how I think about giving feedback to accelerate work across the team: Level 1: In-Line Edits with Track Changes ✅ Pros: Quick 🔴 Cons: Very little amount of knowledge transfer 👉 When I use: Minor edits, just get it done Level 2: Comments ✅ Pros: Quick + ability to add more context to edits for some knowledge transfer to make future project faster 🔴 Cons: Comments can be misunderstood without precise and specific writing 👉 When I use: Minor knowledge transfer or additional context needed Level 3: Loom Video (my personal favorite method) ✅ Pros: Relatively quick (< 5-10 mins), much better ability to explain complex concepts and provide clarity/context 🔴 Cons: Takes a little more time and effort 👉 When I use: Need to explain detailed instructions or complex feedback Level 4: In-person or Zoom meeting ✅ Pros: Highest fidelity of explanation and ability to provide clarity in real-time 🔴 Cons: Takes the most time and requires scheduling a meeting 👉 When I use: If the possibility of misunderstanding is high or I need more context before giving feedback The best feedback empowers your team to move forward with confidence. The worst feedback creates chaos and confusion. Choose wisely.

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One of the best parts of being a marketer is understanding what your audience is trying to solve, prioritize and help them get there To do this, we partnered with Tom Fishburne aka the Marketoonist to understand how people are thinking about cross channel marketing in 2025 via a 4 min survey. The first 100 respondents a $50 dollar gift card, along with a copy of the report when we launch it early next year! Take the survey here: https://lnkd.in/gjeYPd6v

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Real time Ai for CCaaS and more with Dialpad

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Marketers: we should categorize self-reported attribution as "first recall." The human brain is fallible and memory is malleable. Prospects saw you dozens - hundreds of times and the first time a trusted colleague mentioned your name, it stuck. Or when your rep sent that cold email, your prospect [subconsciously] said "oh yeah I think I know them..." Emir Atli wrote about this today. SRA is another touchpoint to look at but is one of thousands along the journey. How much credence do you give to self-reported attribution?

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