Rob Levey

Errors in commission calculations can be a total nightmare. 😰 Your reps get frustrated, and you'll have to fix things right away. Nobody wants to be in that spot. But guess what? You’d hardly find a sales comp professional who hasn’t been there. ⚡ In our webinar, Sridhar Potluri, the Director of Sales Compensation at HashiCorp, shared his insights on how to handle these tricky situations. To know more, check out the webinar recap from the link in the comments! 🔗 #uncappd #webinar #salescompensation #salescomp #commissions #career

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POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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New CROs: Take 30 seconds to see how to ensure success in your new role. View the infographic: https://lnkd.in/eJbyrjhC Did you know the average tenure for a Chief Revenue Officer in B2B software is just 12-18 months? Our latest infographic reveals: - Key board expectations for CROs - Strategies of high-performing revenue leaders - How RevOps can accelerate your success #ChiefRevenueOfficer #B2BSales #RevOps

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Sales ops, RevOps—what’s the difference? They both lead to revenue growth, right? Not always. 👎🏼 Despite the buzz around revenue operations (RevOps), it’s surprising that less than half (48%) of companies have a RevOps function. When companies use sales ops to run RevOps, they often make three common mistakes that impact territory planning, cross-functional potential, and strategic forecasting. Here’s how: https://lnkd.in/g5exJXVS Fullcast, The Go-to-Market Cloud Ryan B. Dylan Ferguson Amanda Fletcher Susan Macomber Brad Warnock Tyler Orr Tyler Simons Ryan Christensen Joe Aboutariya Celena Ashcar #gotomarketcloud #dreamforce #INBOUND24

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THE GONG DATA CLOUD JUST GOT BIGGER Winning GTM teams know that real-time visibility isn’t just nice to have — it’s a must if you want to hit your targets. That’s where Gong Data Cloud comes in. It delivers the power of Gong’s insights straight into your business intelligence platform, so you can make faster, smarter decisions. We launched the program with Snowflake last year, and today we’re expanding with new integrations: Databricks and Google BigQuery. More integrations = more seamless access to the insights that matter — right from your existing tech stack. Ready to uncover leading indicators and get crystal-clear on your market, team, and pipeline? Dive in here: https://lnkd.in/gRy5kWiT

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GTM leaders, enablement teams, and sales representatives, this is for you. We asked, you answered, and now we’re delivering… The facts are here and they’re louder than ever. ✅ There is a clear need for better alignment and measurement in enablement. 😅 Our training methods do not align with what reps find most effective. 👎 Conversational intelligence tools are underutilized and often seen as ineffective by reps. The current system is broken. Fragmented enablement = missed opportunities for improvement. Want the report? Comment "show me the new way" and let's go!

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🏭 The Revenue Factory: An Orchestra of GTM Motions What are the models that you must use in order to build your own ‘Revenue Factory’ ? First - the GTM model lays out the different GTM motions that you might have across your business - which might include motions such as: - Enterprise motion: High-touch, complex sales cycles - Self-serve PLG motion: Product-led growth at scale - High-velocity SMB AE motion: Quick turnarounds, volume-driven - And more… Once you’ve identified the right GTM motions you should be using, how do you ensure each motion is performing at its peak? Enter the Data Model. 🔍 The Data Model acts like a high-powered microscope, allowing us to zoom in on each motion: - Which are the conversion points that could be improved? And then… - Why isn't the SDR handing off leads efficiently? - What's causing low conversion rates in enterprise sales? - In our PLG motion, why aren't monthly users becoming weekly active users? In order to answer these questions, we must dust off a bit of math skills and apply the Mathematical Model - the engine that calculates input, throughput, and output for each motion. ⚙️ Finally, the Operating Model brings it all together, creating a cohesive GTM that drives sustainable growth across all of the various teams within GTM (sales, marketing, customer success, revenue operations). 💡 How are you aligning your different GTM motions within your Revenue Architecture? #RevenueArchitecture #Bowtie #GTM #RevenueFactory

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What do cruise ships 🚢 and companies 🏢 have in common?? As organizations grow, rolling out new tools becomes infinitely more complicated so it's important to have a strategic plan. Earlier this season on the RevOps Champions podcast, we sat down with sales leader Greg Brown to get his advice on implementing new technology. Here's what he told us works best: 1️⃣ Pilot teams & feedback mechanisms Start with a small pilot team before rolling out to a full department or company-wide. Use their feedback to refine your processes and work out all the kinks to ensure successful adoption from the larger group of users. 2️⃣ Simple > Complex Focus on simplifying systems and processes, rather than making them more complex. Keeping things straightforward supports more effective training and enables smoother transitions. 3️⃣ Data for continuous improvement Collecting comprehensive and accurate data aids decision-making and provides visibility to diagnose issues promptly. Combine that data with feedback from your power users to maximize productivity. ___ 💡 Find several more tips from him in the full episode or the email newsletter we sent out last week. Links to both are in the comments.

Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

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Q4 isn’t just about closing deals—it’s about setting the foundation for success in FY25. For RevOps, it’s a critical time to strike the right balance between maximizing sales execution and planning for future capacity and budgets. Here’s how to make the most of this pivotal period: - Align execution with FY25 strategic planning to ensure goals are met while keeping an eye on the future. - Build flexibility into your forecasts and capacity models to adapt to changing market conditions. - Foster cross-department collaboration to create a smooth transition into the new year. Master Q4, and you’ll set the stage for long-term growth and resilience. #Q4Execution #RevOps #SalesStrategy #BusinessPlanning #FutureReady

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Is your company truly leveraging RevOps? RevOps isn't just a buzzword or fancier term for sales ops; it's the proactive backbone that connects all revenue functions—Sales, Marketing, and Customer Service. By anticipating gaps and building systems, RevOps proactively pushes for high performance across the board. Let’s transform your business approach, shifting from reactive problem-solving to creating a visionary, frictionless revenue operation. #RevOps #SalesOps #RevenueGrowth #BusinessStrategy #ProactiveManagement

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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RevOps 101 – Building a Team from Scratch to Drive Results. Are you a business leader or RevOps professional thinking of building a Revenue Operations (RevOps) team from the ground up? 🚀 Ryan Milligan, VP of Sales and RevOps at QuotaPath, has laid out a clear roadmap to help you get started. 👉Overcoming Cross-Functional Chaos: Struggling with operational silos and miscommunication between departments? Ryan outlines how a RevOps team can solve cross-functional issues, streamlining operations for better efficiency and collaboration. 👉Establishing Robust Reporting Systems: Confused about where to start with performance tracking? Learn how to set up consistent, actionable reporting systems that give you clear insights to drive growth. 👉 Optimizing Performance & Tackling Bottlenecks: Facing slow growth or performance challenges? Ryan’s strategy helps you identify and address key pain points, optimize your funnel, and improve overall business outcomes. Watch the full podcast for Ryan’s step-by-step guide: https://lnkd.in/gky4A4RM #RevOps #BusinessStrategy #DataReporting #RevenueGrowth #SalesOptimization

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🚀Transforming Enterprise Sales with Vieu🚀 As an AE, you're no stranger to the chaos of manually drawing org charts, and trying to identify the elusive buying committee. Hours wasted, frustration mounting, and still no clear path to the decision-makers. But the game has changed. Enter Vieu – your ultimate Enterprise Sales ally. Vieu provides precise stakeholder maps, cutting through the noise and guiding you straight to the key members of the buying committee. No more wasted time, no more guesswork. The result? More closed deals, less frustration. Because in Enterprise Sales, it’s all about precision and efficiency. Ready to revolutionize your sales approach? Embrace Vieu and turn chaos into clarity. #enterprisesales #salesintelligence #vieu #AE #accountexecutive #didyouknow

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Brian Cody, VP of Sales Engineering at Clari shares powerful insights on how AI is revolutionizing the Sales Engineering world, focusing on three key pillars: Creativity, Curiosity, and Compelling storytelling. Today’s SEs face increasing demands—from running demos and RFPs to security processes and marketing events. AI steps in by automating the repetitive, low-value tasks (Demo prep/maintenance, RFPs, security questionnaires), freeing SEs to focus on what truly matters: deep discovery, crafting stories, and delivering compelling solutions. It's time for SEs to harness AI and become master storytellers. 🎯 Follow Olto to not miss out on forward-thinking perspectives from thought leaders like Brian on leveraging AI to enhance pre-sales journey! #DemoAutomation #PreSales #PreSalesAI #Demo

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Smart CEOs and founders know where to place their bets right now—bigger marketing budgets and leaner, sharper sales teams. 🎯 Gone are the days of bloated sales rosters and “meh” reps droning through demos. Today’s GTM is all about high-quality, polished teams with laser focus on building demand and delivering real value. 📈 Let’s face it: cold calling just doesn’t cut it anymore. Back in the ‘90s, you could expect 8-10% success rates with cold calls, but today? Just 1-3%. 💔 Nearly 94% of calls go unanswered, with buyers more wary of spam, scams, and unsolicited pitches than ever. Throw in AI-driven scams that mimic familiar voices, and it’s no wonder people are less trusting and more guarded. Do the math: if you’re making 100 calls for a 1% success rate, you’re spending 100 minutes for just one positive outcome. 🤦‍♂️ But if you invest that time in building trust and real connections, your success rate skyrockets, sometimes hitting close to 100%. The ROI is clear. Sales in 2024 isn’t about reaching everyone; it’s about connecting with the right people in ways that make them want to buy from you—and even pay more for the privilege. Buyers today value trust, authenticity, and brands that genuinely understand their needs. 💪 So where do you want to put your time and energy? Cold-calling hundreds for slim results, or building meaningful relationships with a few qualified leads who are not only likely to buy but are also willing to pay a premium? 🚀 The answer’s clear: trust is the future of sales. #AI #Restaurant #Sales #GTM #Startups #Marketing #Trust #Founders #RevenueOps

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Avoid Sales “CRM Overwhelm”: Focus On The Three Most Important Things Your Sales Tracking Tech Should Do / Doug Kennedy Too many salespeople do not want to even open their “task list” or “lead stream” because there will be so many alerts, pop-ups, or other “overdue” task indicators that it gives them angst. https://lnkd.in/eiGHYCzK

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