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JP Leggett
The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!
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8th Light
In a hyper-competitive SaaS landscape, your game-changer isn't just what you're selling — it's how you're selling it. Enter Product-Led Growth (PLG), the strategy turning traditional sales models on their head. Think Slack, Zoom, Calendly. These companies didn't just create great products; they made those products their best salespeople. How? By letting users experience value firsthand. If you're interested in joining the PLG revolution, here's a snapshot of the playbook: • Craft an irresistible user experience • Align your entire org around PLG and focus on solving user problems. • Build for scale from day one, invest early in tech that grows with you. • Data driven decisions! Use analytics to continuously refine and optimize the user journey. Curious where you stand on the PLG spectrum? Download our Product-Led Growth Readiness Checklist. Assess your maturity across 8 key areas and chart your growth. https://hubs.ly/Q02SCvtT0 #ProductLedGrowth #SaaS #GrowthStrategy #ProductDev
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Anika Zubair
CSMs - If your customer calls aren’t driving results, you miss out on career growth... Is every customer call just a checklist item for you, or are you maximizing each interaction for growth? It's time to elevate your strategy and become a strategic partner to your clients. Learn how in my FREE MASTERCLASS! 🔍 Understand your customers’ definitions of success. 🔍 Connect their goals with your product's value. 🔍 Craft a Revenue Success Plan to drive future conversations. Help your customers grow and watch your career skyrocket! 📅 Click the link below to join the masterclass and start turning every customer interaction into a revenue-driving opportunity. Make your calls count! ___________________ ✍️ Comment 'send me more' for an invite to the Masterclass. ♻️ Share this if you think it could help others.
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Jeff Kushmerek
Here is the current version of my best practices for kickoffs. It's really an intro call - This is not requirements call. NOTE THE CSM interaction! Take about success criteria, not the weather Assign them homework that they need to do in order to "start" the project. This can help your metrics if you report on when project "starts" vs kickoff Are you doing any of these?
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LJ Maric
Sales leaders! Shift your focus to people for stronger sales results. Instead of fixating on forecast calls, prioritize weekly people development calls to empower your team. Sure, continue coaching on the go during forecast calls but set weekly time to work on specific development topics. Confidence, support, and growth will lead to higher numbers. Make it about the people! 👥
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Nirali Shekhwa
After onboarding 30 SDRs at SpotDraft, I’ve learned that a good onboarding process is key to reducing churn and improving performance. SDR is a high churn function — this is a fact we can’t change. But what we 𝘤𝘢𝘯 control is how we onboard new hires to give them the best chance at success. Here’s what I believe a strong SDR onboarding process should include: 𝟭. 𝗧𝗲𝗰𝗵 𝘀𝘁𝗮𝗰𝗸 𝗽𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀: Every tool they need to use, from sales navigator to CRM, should be documented with 𝘣𝘰𝘵𝘩 written instructions and video walkthroughs. 𝟮. 𝗘𝗺𝗮𝗶𝗹 𝘄𝗿𝗶𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴: Be hands-on. I review the first 50 emails they write, giving feedback on tone and structure. For cold calling, I make them practice with 5 team members before they’re allowed to call prospects. 𝟯. “𝗪𝗵𝗮𝘁 𝗴𝗼𝗼𝗱 𝗹𝗼𝗼𝗸𝘀 𝗹𝗶𝗸𝗲” 𝗿𝗲𝗽𝗼𝘀𝗶𝘁𝗼𝗿𝘆: Create a collection of your best emails and cold calls. SDRs need real examples to learn from, not just theory. 𝟰. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗹𝗲𝗮𝗿𝗻𝗶𝗻𝗴: Automate product learning as much as possible but keep it ongoing. Use your best AE demos and make sure they pass an internal test before getting into action. 𝟱. 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁: Don’t stop training once they’re onboarded. Keep the learning going with monthly updates and enablement sessions. You can’t eliminate churn, but you can reduce it with the right process. Set your SDRs up for success from day one. What’s one thing you’ve found critical in your onboarding process? #onboarding #sdr #sales #growth #spotdraft
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Matthew Volm
hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement
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Nick Mehta
This might be the biggest Hot Take ☀️ I’ve ever made: sometimes it makes sense for a #CustomerSuccess executive to report to a leader who owns all of the customer journey (sales and CS). [Ducks for cover] I’m a big believer in the need for a Chief Customer Officer role. Someone should be accountable for the customer experience. Someone senior needs to own retention. And in a company going through transformation toward a customer centric culture, a CCO reporting to a CEO helps bring that mindset to the leadership table. For startups this is often the only choice. In addition, many of the top CCOs 💪🏾 want to report to a CEO. But there are situations where an integrated organization makes sense: ✅ All revenue is centralized under one leader. ✅ The sales process is a huge part of the customer journey - so having pre and post sales together can drive a more integrated customer experience. ✅ In this model CS executives can more easily own expansion revenue (good for sustainability of their teams and for their own careers). Some CS executives have had a bad experience reporting to a CRO. But I'd argue that’s often because the CRO is a “sales leader” who also owns CS. There is a new crop of CROs and Presidents who are rising up to the challenge of owning the full revenue lifecycle. They look at themselves as a customer leader - not just a revenue leader. Increasingly I’m seeing people who own the entire lifecycle thinking of themselves as Chief Customer Officers versus sales leaders. I was prompted to write this because I was having coffee with a CS exec I trust and she said that she’s learned that all of go to market under one leader makes a lot of sense. Again this isn’t for everyone. If you need a big transformation, you may need to split out the CCO role. If you don’t have the right CRO, it may be impractical. And sometimes, to get the best person, you need to offer a role under the CEO. But my own POV is that it’s more important to be successful in a job than obsessing over to whom you report. And increasingly, a playbook that succeeds is to break the silos between and pre and post sales. Indeed, the idea of “pre” and “post” sales needs to go away. What benefits and drawbacks have you seen from having CS under a CRO? P.S. BTW the CRO doesn't have to come from a sales background. Increasingly, I'm watching CROs like Emily McEvilly and Sangeeta Chakraborty coming from a CS point of view.
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