Sally Harada

Really interesting perspective on how a GTM systems team can drive business success.

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Today at Awardco we're releasing A-Pay Cards 🚀 We're thrilled to partner with Stripe to further expand the power of the world's largest rewards network. Now organizations and employees have more flexibility to incentivize and redeem points like never before. > What is A-Pay? 💳 A-Pay is a physical or digital card that can be used to redeem rewards and recognition points for everyday purchases. > Where can A-Pay be used? 🛍 A-Pay can be used across 100,000 everyday locations for things like retail shopping, gym memberships, restaurants, online purchases and more. > Why does this matter? 📈 Organizations now have more options to programmatically incentivize and reward employees, further enhancing engagement, retention and ultimately business outcomes. > What are common use cases for A-Pay? ✨ We've seen some incredible early adopter usage of A-Pay. Here are a few examples: - I was rewarded points for a new product launch. Rather than redeem on the platform, I can choose to activate my digital card on my Apple Wallet and pay for 18 holes of golf ⛳ - I am an HR leader assisting in onboarding of frontline workers. I can choose approved categories of where my team can spend A-Pay points (gas for fleet management, funds for nurses to purchase PPE, WFH stipend for my remote team) and so much more 🙏 - I earned points for hitting a company milestone. That night I attended a Jazz game and my son wanted a new Jazz jersey. At the kiosk I am able to pull out my A-Pay card and use my rewards points to create a lasting memory with my son and his first jersey (GO JAZZ) 🎷 To learn more about this release, check the PR link in the comments or our website. Also reach out with questions! Lastly, stay tuned...this is just the beginning of some serious releases we have coming here at Awardco 😁

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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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Revops Leaders: I'm asking because I'm genuinely curious if you've done this work for your org. I want to learn from you. This is not a call for "what tech do you love" but instead a financial question about your team dynamic. What is your tech stack marginal cost to carry an AE, BDR? - Prospect enrichment - CRM - Call recording - Contact sequencing - Contract management - Quoting / proposal management - Learning management solution - etc. etc. Do you know how much, as a percentage you are spending to carry an AE with technology? Curious to know this by ASP... e.g. 10K, 100K, 1M average spend...

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If you’re running an Outbound motion and only looking at 1-2 pieces of data with a loose reason to reach out, you’re only looking at a fraction of the picture. Your team (and audiences) are probably more frustrated than you know. All the credit to the Pocus team who have evolved prospecting to be more data-driven and repeatable. Helium 10 can now deliver the right insights to prospects and show them how to make a bigger impact with solutions for EVERY e-commere need. Alexa Grabell Claire Seaver Brandon Latteri 👏 👏 #PLS #PLG #Signalbased #Automateoutbound #GTMengine #Customerjourney

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When I talk to customers, I’m never talking to just *one* customer. That’s the beauty of Common Room. It’s built for go-to-market teams—and go-to-market covers a lot of ground. If you’re trying to get closer to your customers, you’ll find value in our platform. The only thing that changes is the outcome you’re trying to drive. For some teams it’s building more pipeline. For other teams it’s building stronger relationships. And it’s easy for competing priorities to create misalignment. That’s why I never get tired of seeing how Common Room can bring teams together. Case in point: the amazing GTM org at CelerData. Sure, they’re seeing hard ROI from Common Room (check out the customer story in the comments). As Tyler Wishnoff, Senior Marketing Manager, puts it: “From a marketing and sales perspective, Common Room has been indispensable. It's really a critical part of our pipeline.” But I’m also a sucker for synergy. That’s why this other quote from Tyler really hits home: “Before Common Room, we were not very well aligned at all. In fact, I would say that Common Room has helped to break down communication silos across our teams, just because you have a lot of different teams that are getting value out of it. And so we're all kind of working on it together.” Sales. Marketing. Community. All working together in one platform (one common room? 😉) to hit their goals. Because let’s face it: Customer intelligence isn’t just important for one team. It’s essential for *every* team.

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4 Comments