Charles Crabtree

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

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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Do you know what a Sales Performance Improvement Plan refers to? Do you know how to craft a Sales PIP properly to boost sales results? You can find answers to these questions in the article below. The ability to detect a sales representative's performance gap is just the first step. The more important goal is how to design a sales performance improvement plan to eliminate this gap. Do you use Sales PIPs in your company? #b2bsales #salesperformance #salesleader #pip #salestips

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Dear fellow salespeople: If you have friends, family, clients, or colleagues in the LA area, please extend a little extra kindness right now; they’re likely not doing okay. Press pause on calling your California prospects and instead take a moment to check in with them. A quick message or thoughtful gesture can go a long way in offering support during tough times. Let's prioritize empathy and genuine connections in our work. After all, sales is not just about closing deals; it's about building relationships that matter. Stay safe, everyone 💜

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Congrats to ZoomInfo on their launch of Copilot – a new solution for B2B sellers powered by AI & G2 data. 🎉🎉🎉 I enjoyed chatting with Calen Holbrooks during today’s launch event, discussing the challenges B2B sellers face and how solutions like Copilot are helping to change the game. Here are some of the points we covered: ⚡It's time for B2B selling to catch up to B2C – providing the type of personalization we see with Instagram ads. ⚡Sales teams are often relying on the ineffective spray & pray approach -- wasting time, money & frustrating those being targeted with irrelevant outreach. ⚡With only 5% of a B2B business’ ICP actively in market at a given time, a more tailored, targeted approach is required. ⚡AI-powered solutions like Copilot can help – with accurate data from G2 & ZoomInfo, so sellers can reach the right in-market prospect with the right message at the right time. ⚡This is just one example of how AI will shape the future of go-to-market. Another is connecting software buyers and sellers more seamlessly, pairing up the perfect match. At G2, we are doing this with our #AI assistant Monty. Congrats to our partners Henry Schuck, Bryan Law, & team, and thanks for having me today! If you missed it, you can catch the event on-demand & learn more about Copilot from Henry at the links below. 👇

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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🚀 Why a Salesops team extension is not a Revops Replacement 💼💡 🕵️‍♂️✨Recently, I was chatting with a Director of Sales Operations at a Series C startup. They were debating whether to set up a separate RevOps vertical or simply expand their SalesOps team to handle it. This conversation got me thinking about the exact value addition of RevOps and why SalesOps just can’t double as RevOps. So what exactly is Revops bringing to the table: 🔄 B2B Buyer Cycles Are Evolving: Everything’s digital, and the old linear sales approach is history. We need agility, and product-led growth (PLG) is leading the charge. 🔧 RevOps to the Rescue: Think of RevOps as the glue that holds your marketing, sales, and customer success together. It’s the mastermind driving data-driven insights, streamlining operations, and creating a seamless customer journey. 🌟 Align, Build, Succeed: Achieving alignment at the executive level is the trickiest part but oh-so-crucial. Build your RevOps engine with strategy, core operations, enablement, and analytics. Watch your revenue teams transform into well-oiled machines. 🧩 Real-World Magic: From annual planning to product launches, RevOps makes everything smoother. It’s about eliminating low-value tasks, enhancing productivity, and ensuring every team member knows their next move. Why SalesOps Can’t Double as RevOps: SalesOps is primarily focused on sales process efficiencies and execution. RevOps encompasses a broader scope, aligning marketing, sales, and customer success with a unified strategy. It ensures consistent data flow and insights across the entire customer lifecycle, something SalesOps alone can’t handle. Has your org established a Revops vertical or is SalesOps handling the extra load? #RevenueOperations #RevOps #GrowthHacks #GoToMarket #SalesStrategy #Marketing #CustomerSuccess #Productivity #BusinessGrowth #FounderLife

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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Amen to this. Senior leaders need to get involved in the details and understand the structural and operational issues in their organizations that lead to customer churn. You hold the power to improve the quality of your product and the value of your service - you're customer facing Sales and CSM teams do not.

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RevOps leads - is leadership tasking you with AE-sourced pipeline initiatives? As companies use this channel to close gaps in 2025 pipe coverage, many RevOps leads struggle to operationalize the goal. Why? Even with a fancy tech stack, prospecting gets deprioritized when AEs go deep on active deals, and without a structured process, the habit breaks entirely. The most effective RevOps teams tackle this head-on by embedding prospecting into the daily workflow. They make it simple, manageable, and aligned with their broader revenue strategy. Here are a few tactics helping RevOps teams drive AE-sourced pipeline: Manageable daily lists: Reps receive 2–5 high-priority accounts in their inbox each day, based on historical signal and ICP performance. Contextual alerts: Insights from enrichment and signal data surface clear reasons to engage, cutting down necessary research time. Streamlined sequences: Pre-built outreach tied to each account’s context minimizes research and effort. Streaks: Gamifying daily prospecting with streaks and leaderboards, while simple, goes a long way in maintaining the prospecting habit. Manager-level reporting: Clear metrics empower leaders to drive accountability and reward engagement with spiffs. In summary, RevOps should strive to eliminate all friction for AEs, create a daily prospecting habit, and maintain leadership focus on the initiative with data. Without this process and attention, AE-sourced pipeline initiatives usually fizzle out for most AEs. RevOps leaders, what’s working for you to ensure AEs hit their pipeline goal?

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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Top Sellers aren't begging for specific features to beat competitors Or more training... what do they think will help drive more revenue?? 👀 See the report below for the real data 👀 Met with killer revenue leaders at Gong's annual conference last week and read their report on the "State of Sales Productivity" Similar to what we saw re: GTM Execution being a top priority for Founders / CEOs, this report shed light on top challenges impacting reps and hindering productivity... And it resonated. The least motivating thing when I was a seller? Wasting time OFF THE FIELD updating fields + busywork that didn't help my customers / prospects. I've yet to meet a successful seller who'd rather focus on internal tasks vs spending time moving deals forward... No surprised the top 3 areas that negatively impact rep productivity: 61% - Admin Tasks 47% - Inneficient processes 37% - Time management *Spending time on non-selling activities is de-motivating *BS internal processes slows down deals *Time is the most valuable asset to sellers / Opps (time does kill all deals) From spending time obsessed with making customers successful and being at the top of the leaderboard, I can tell you firsthand most GTM tools don't help with what frustrates the field the most. And is why I felt passionate enough to quit an amazing gig at Stripe to build Accord. To win in 2024's market, every moment counts. Revenue leaders can’t expect their team to be hit targets if they are not setting them up for success. Take the admin work out of it, and have fields populated automatically IN the flow of work. Build a repeatable playbook that is foolproof and can help leaders identify slipped deals, before they slip Make sure you team isn’t spinning their wheels on pipeline or activities that don’t move the needle. Are you making sure your team is motivated, focused on their customers, and setting them up for success going into the final weeks of the year and into 2025?? 📈

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G2 is amazing. I know three successful b2b founders in NYC using this strategy to get extra mileage out of customer testimonials. (h/t GTM Partners). - Send customers to G2. Stress honesty and authenticity i.e. use numbers and metrics. - Find happy but silent customers who match those use cases. Send them to G2. - Create a repository of metrics from G2. Get immediate feedback. Use metrics on site for inbound social proof. Getting customer feedback, marketing material, and real-time intel on your business. A win-win for everyone.

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Prospecting doesn't have to be painful. ZoomInfo Copilot connects you to the right buyers at the right time, eliminating questions about which leads you should prioritize and pursue next. Hear from Lightpath's Barrett Brown on how ZoomInfo Copilot helps them spend less time searching and more time selling. 👇 #ZoomInfoCopilot

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I had the chance to sit down with Craig Hanson, Sr Director, Market Strategy at Gong, and Anthony Kapitanski, Director of Channel Partnerships Chili Piper. We talked through what's happened with tech stack consolidation, and more importantly, how effective companies are leaning into this to drive both growth and ebitda. What's clear is that mastery over your data across each segmented customer journey helps companies achieve their goals compared to the rest of the field by helping them to know where to invest. Check out the data in SBI, The Growth Advisory's Q3 CEO Report.

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/e_GBVqJV

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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A symphony where every section plays its own tune — without coordination or rhythm — results in chaos. But, with the right conductor, everything changes. Enter Salesloft’s Revenue Orchestration Platform. It’s the maestro of revenue generation, ensuring your go-to-market teams and buyers play in perfect harmony.

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