Bill Hennesey

Why are marketers so often confused by their own campaign data? 🤔 Turns out, it’s not their fault. Many marketing ops pros were never taught how Salesforce data actually works—which has led to a massive data disconnect nobody’s talking about. Camela Thompson from RevOps Co-op and CaliberMind’s Joe Schattschneider dive into: ❌ Why CRMs and marketing automation platforms just aren’t speaking the same language 😬 The biggest lie Salesforce has told marketers 🤝 How RevOps can bridge the gap and help marketing make sense of their data 🔗 https://bit.ly/3XnEN63 #Salesforce #CRM #MarTech

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The future of sales is clear: Relationships and ecosystems are key. But how are GTM leaders actually executing these partner-led strategies to drive revenue in 2024? That’s where Pavilion‎ and Crossbeam‎’s latest Future of Revenue survey comes in.  We’re diving deep into the real-world tactics and strategies that are redefining the GTM landscape. By participating in this research, you won’t just be adding your voice to an important conversation, you’ll be among the first to access hard data on how successful leaders are leveraging ecosystems to stay ahead. Your input will help shape these valuable benchmarks — let’s navigate this shift together. Survey closes soon! https://lnkd.in/gBv_cShM

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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Matt Lincoln is Changing the Sales Game with Apollo.io Matt really nails the challenges of today's sales landscape, especially the decline of the predictable revenue model. 🤯 Key takeaways: • Stop spamming: Generic emails don't work anymore. It's all about targeted, personalized outreach. • Apollo.io is your secret weapon: Matt highlights how Apollo.io helps with deliverability, finding the right prospects, and crafting compelling emails. 🚀 • Don't just take his word for it: Matt's offering a free trial so you can see the difference Apollo.io makes in your sales game! If you're struggling with low reply rates and feeling stuck in the old way of doing things, this video is a must-watch. 👇 https://lnkd.in/ekdRPYZj #sales #salesengagement #Apolloio #salestips

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Tired of boardroom bickering over who gets “credit” for that last opportunity? The real culprit might be your CRM’s lead-centric worldview. If your system still sees buyers as single leads hanging in the ether — instead of as complex, multi-contact accounts — you’re missing out on a huge piece of the attribution puzzle. Upgrade your perspective, align your data, and finally get everyone on the same page ▶️ https://bit.ly/3XLnoEn #CRM #MarTech

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Today’s One-Minute ABM Primer: Revenue Support ABM is more than just targeting accounts—it’s about supporting revenue growth at every stage of the customer journey. ✅ Pre-Sale: Align sales and marketing to identify and engage high-value accounts with precision. ✅ During the Sale: Provide personalized resources and insights to help prospects make informed decisions. ✅ Post-Sale: Support long-term relationships by addressing client needs and driving expansion opportunities. When revenue support is part of your ABM strategy, you’re not just closing deals—you’re building partnerships that last. 🎯 #ABMPrimer #RevenueSupport #B2BMarketing #CustomerSuccess

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What if you could build a targeted list of accounts in just a few clicks? In this demo, Henry Schuck, Founder and CEO of ZoomInfo, shows how Guided Intent identifies accounts most likely to convert based on their active research. Watch as Henry quickly creates a focused audience by: ✅ Identifying accounts spiking on key Intent topics (like ABM) ✅ Filtering for Salesforce users ✅ Excluding current customers ✅ Targeting decision-makers (CMOs, CROs, and VPs) The result? A highly engaged audience primed for your next campaign. Ready to see more? Request a demo: bit.ly/3BMow3v #ZoomInfoCopilot

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How strong of a salesperson are you? Are you a public speaker who tries to sell from the stage? Join host Rich Trigger Bontrager and special guest Author, Speaker, and GTM Transformation Leader - Roderick Jefferson as they explore sales enablement and more on Rock The Stage Show, Sunday, July 21st. Join the live premiere and chat party for Living 2% Mentality Life and Sales Career. Join us here: YouTube Show LInk https://lnkd.in/eDHssWJX #Salespractices #Senior_Executives #Sales_Enablement #TalkShow #GTM_Transformation

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Best way for PMMs to "be understood"? Show how messaging and positioning is driving revenue impact - In a defensible way. Just because reps parroted the first-call deck does not mean you should take credit for revenue outcomes. Data-driven executives will tell you that correlation (mentions in call recordings) is not causation (revenue impact). But what if you could prove that when buyers engage in meaty discussions on your messaging, there is clear "lift" in revenue metrics, compared to casual mentions? See chart from Tribyl, Inc. below. What if you could go a step further and generate win stories from these deals, enabling all reps to have meaty discussions beyond the 1st call deck? We call that a win-win-win PMM = Revenue! #productmarketing #cmo #genai #conversationalai #messaging #cro #saas

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Debating whether ABM is worth the hassle? Uncover the triggers that signal an ABM program is actually right for your business, and how to craft a high-value offer that truly hooks the buyers you want. 👉 https://bit.ly/46RRSJ6 Jeff Loeb, Partner & CMO at Chief Outsiders, and RMR host Camela Thompson dive into how real pros are lighting up pipeline with focused, high-impact tactics. No more guess work! #ABM #MarTech #B2BMarketing

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From pipeline generation to high-intent conversions, Emma Galler's insights guide revenue leaders toward sales success in this episode of 10/10 GTM. 💼 Check out the full episode below, where Ross and Emma discuss strategies for strengthening pipeline, creating a winning culture, and building a cadence around operational excellence. https://lnkd.in/gKp7DX-n

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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The ‘M’ in GTM strategy may mean ‘market’, but today, CMOs have been side-lined to just promotion. Here’s why 👇 In the past, CMOs owned all of the 4Ps across Product, Pricing, Place, and Promotion. That’s no longer the case and if you’re a senior marketing leader looking to secure a boardroom seat, it has to change. Find out how you match up to the 311 B2B CMOs surveyed for our ‘Building the Board-Ready CMO in B2B’ research report for go-to-market connectivity below! https://lnkd.in/eqvXxcTG NewtonX WARC | #TransmissionB2B #BoardReadyCMO #MarketingEffectiveness

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Earning buyer trust will never be easy. But most B2B companies make it harder on their GTM teams with these internal roadblocks: ❌ Compensation plans designed for the "quota crusher" You can't expect Sales to be customer-obsessed when they're only incentive is to close deals quickly, for as much money as possible. While teams don’t have to rewrite their compensation plans to focus solely on customer fit, they can take steps to tie compensation to retention or longer-term customer goals. ❌ Lack of internal enablement Most companies train their employees, particularly Sales, on the product first when they *should* be shining a spotlight on the problems their product solves. If you care most about the solutions your product offers and the pain points it addresses, enable your people to care most about those things too. ❌ Misalignment between Product and GTM teams In a customer-obsessed company, especially PLG ones, there’s no “throwing something over the wall to the Product team or vice versa.” This means avoiding situations where the Product team is building for the sake of building or rushing features to close one deal. And instead, championing a clear consensus on the product or feature, why it's being built, and who it’s for. __________________________________ In the words of Jill Rowley, "GTM teams aren’t designing with and for the customer. Instead, they’re designing for their teams’ objectives and processes.” To truly be about the customer, you've gotta walk the walk with your internal ecosystem first. Then you can start talking the talk.

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Launching a new product? Here’s the truth: It’s not the launch that makes or breaks you—it’s what happens next. Great go-to-market plans don’t stop at Day 1. To measure your real success, focus on these three must-dos: ➡️ Define Success Metrics Early – No, not just sales. Think retention, engagement, and brand awareness. ➡️ Keep Testing – Market conditions change fast. Stay agile and tweak as you go. ➡️ Use Real-Time Feedback – The best plans are living, breathing, and adapting. A strong GTM strategy is never "set it and forget it." It’s a constant refinement to hit and exceed your goals. Want to see how leading brands crush their launches? Dive deeper here: https://bit.ly/45EGjnt

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