Chris Bondhus

Katie Viehbeck digs into the metrics that matter from the Drips 2024 AEP Performance Report - Check out her blog https://ow.ly/mkiN30sEjC1 Katie's Top Insights from the 2024 AEP Performance Report:​ 1. DQs Down: Disqualification (DQ) rates dropped by a remarkable 14.4% compared to 2023. 2. Opt-Outs Managed Smartly: Outbound dialing often leads to opt-outs. Luckily, Drips can redirect potential global opt-outs into partial opt-outs through our Disqualified by Drips rules. 3. 48-Hour SOA Rule: CMS reinstated the 48-hour Scope of Appointment (SOA) rule. Drips leverages SMS to keep consumers engaged during this crucial window. 4. Engagement Surge: In 2024, engagement rates rose by 22.8%! Consumers are embracing conversational outbound approaches. Get ready to dive deeper. How much can conversational outbound boost conversion rates? #Healthcare #CustomerExperience #MarketingInsights #Medicare #conversationalAI #ItsAllAboutHowYouSayIt

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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#GTM2024 may be over, but the insights are still flowing! If you missed Hayes Davis’ talk on “Unreasonable Efficiency,” check out our round-up blog in the comments below for key trends like scaling efficiently, RevOps as the glue for GTM alignment, and why best-in-class tools are winning over all-in-one solutions. 💡 Plus, we’re excited to announce our new AI-powered Account Research tool, now available! Mention GTM when booking a demo and get 5,000 free credits to try it out. Learn more here: https://lnkd.in/g52xBPKT #GTM2024 #GradientWorks #SalesEfficiency #AI

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"The industry’s growth, once fueled by a relentless drive for innovation and differentiation, now sputters as most companies have what they need (and if they don’t, they’re making do). Average marketing budgets have fallen to 7.7% of overall company revenue in 2024, down from 9.1% in 2023, according to Gartner’s latest annual CMO Spend Survey. CMOs are living in an era of less." This article by Gene De Libero, CCXP caught my attention because it captured data around feelings I've had as I chat with various folks across the industry who have seen cutbacks across the board. This leads to a focus on customer retention and expansion, or chasing "differentiators" that come up in the tech hype cycle (hello again AI, and don't forget Crypto). Of the strategies outlined in here, I personally favour the education and thought leadership approach, but overall there's a strong play here in the strategies for composability and the ability to "add on" to the stack you already have.

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Following some time-off, I’m back to crafting these digestible posts on marketing strategy and execution. This week I’m focused on Sales Enablement. Series: Driving Sales Enablement Topic: Building Credibility with a Sales Team In the fast-paced world of sales, success isn’t just about meeting quotas—it's about building culture and collaboration enabling sales teams to help customers overcome challenges. I’ve enjoyed working with a variety of general and specialty healthcare sales teams over the past 15+ years, here are activities I’ve adopted to help enable them: 1.      Be Responsive: Sales moves fast. Being available to answer questions, provide resources, or just listen when business is tough shows you’re in it with them. Responsiveness isn’t just about speed; it’s about being present, informative, and engaged in their success. 2.      Get in the Field: There’s no substitute for firsthand experience. Meeting customers alongside your sales rep offers you insights that no report will deliver, and being in the field reinforces your commitment to the team, customer, and business. 3.      Build Credibility: Your team needs to know you have their back. Demonstrating an understanding of the product, market, and customer challenges builds trust. When your salespeople see you as a credible resource, they’re more confident, which drives results. Simplest way to build credibility with a sales team is to give them the tools they need to succeed, be accessible, and do what you say you’re going to do. My Example: For my first few years in product management, I spent half my time in the field with sales reps to: ·        Build awareness/momentum for underpenetrated products. ·        Show how easy, quick, and profitable it was to sell my products. ·        Establish trust so sales reps felt confident selling my products. Things I did to help the Sales team win were: 1.      Be Responsive ➡ Sales reps are working to solve customer challenges. When they reach out for guidance, be there. Answer the call, respond to emails, and follow up on messages. Your responsiveness boosts their confidence and builds your credibility. 2.      Provide Field Support ➡ You'll live out of a bag, rack up air miles, and confuse airports, but you'll also have your sales reps' full attention. This is where you stand out, educate on products, and build strong relationships—because word spreads quickly in sales. 3.      Be Credible ➡ To establish yourself and your products as a 'household name', focus on building credibility. Do what you say you'll do—if you promise a response by Friday, send it Thursday; if you commit to a 9am meeting, be there at 830am. Simple actions like these builds credibility and encourages reps to sell your products more often than not. Sales enablement isn’t just a support function—it’s the backbone of a successful sales strategy - use these tactics to build, learn, and win together! #SalesEnablement #SalesSuccess #CustomerEngagement

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What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Organizations are constantly looking for ways to improve efficiency, especially in sales.    Hear from Kyle Carter on how Zenylitics is using CallMiner's conversation intelligence platform to deliver customized support to their clients, generating revenue and correlating behaviors back to sales outcomes. https://bit.ly/3Pssfql

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In today's “do more with less” business environment, revenue operations (RevOps) has become an integral part of aligning sales, marketing, and customer success teams to streamline processes and maximize revenue growth. However, many organizations struggle with the cost and complexity of hiring and maintaining a full-fledged RevOps team. This is where the concept of fractional RevOps steps in. Fractional RevOps offers businesses a flexible and cost-effective solution to access high-caliber expertise without the full-time commitment. Let’s explore how fractional RevOps can transform your organization. https://lnkd.in/gvwy9cTM #revops

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If you’re struggling to address churn and establish your cross-sell and upsell strategy, it’s worth assessing how your Customer Success team is aligned with sales. Getting those two functions on a shared cadence is a game changer for renewal revenue. This is a great read. https://hubs.li/Q02CSblv0

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most agency <> client relationships don’t work out. there, I said it. like many other leaders… I’ve been tempted by the allure of working with the best folks in the industry that have driven amazing results with [insert big companies]… only to see junior employees (not their fault at all), executing cookie-cutter strategies. it’s hard to find external resources that truly become part of your team. but, when you do, it’s an amazing unlock. Studio Freight is that agency. I’ve had the pleasure of completing 3 major rebrands and sites with them… for 3 radically different and diverse companies. each time, I’ve pushed them harder than they would have liked… asked for things that we didn’t know how to do… and even delivered some brutal constructive feedback that wasn’t comfortable for either party. but, from the first time I met Clayton Fuller, Patrick Torres, and Aaron Marks I knew they were a rare and special breed. they flat out told me “we don’t miss.” and while it’s easy to say that, it’s a hell of a lot harder to prove it. that’s what this team has done. 3/3 with impeccable execution on each project that I’ve worked with them. and it’s not just those 3… you won’t find a single project in their catalogue that didn’t send shockwaves through its respective industry. like anyone, I have a tendency to complain about bad experiences… but, it’s way more beneficial to highlight the standout experiences and give credit where it’s due. shameless plug: check out our new site and you’ll see why I’m so passionate about this team. Overjet.com

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We are seeing a big pick up in transaction activity at Catalant Technologies, and therefore "First 100 Days" planning and implementation. A BIG thank you to our partners in the Expert community below (Who combined have led hundreds of First 100 Days Value Creation Plans and Implementations) for collaborating on the playbook and deep dives on the critical factors you need to get right.   (1) Setting up the Integration Management Office: Michael Scherer (2) FP&A Investments: Benjamin Lehrer (3) Talent and Culture: Sapna Harichand (4) Change Communication: Niki St Pierre, MPA/MBA (5) Capitalize on Commercial Opportunities: Rob Lekai   Download the asset below: https://lnkd.in/euh8UJWu

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I recently took part in a panel hosted by Dan McGaw, where myself and other Marketing and RevOps leaders to discuss building successful go-to-market strategies. Interestingly enough, much of our discussion veered toward how assumptions can easily derail the best laid plans. From misinterpreting metrics, to skipping what’s often the most simple solution (asking customers directly), we broke down the common missteps in GTM and how to avoid them. Learn all the takeaways from myself, Dan, Nina Wooten, and Kayvan Dastgheib-Beheshti here: https://lnkd.in/eA_dNNWH #twilio #Segment

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out:  - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars  - How 26% annual Revenue Leak impacts your bottom line - And much more Grab your copy of the Revenue Leak Report and start shutting down leaks today: https://lnkd.in/g2qqVVhD 

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Hi all - Sharebird invited me to do an AMA on Sales + Demand Gen alignment - a topic near and dear to me! You can ask questions and sign up to get my answers emailed to you via the link below.

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Is your sales team prepped to tackle market access initiatives in 2025? Read our latest blog post with insights from Karen Schaffer on how sales, marketing, and market access alignment can deliver on Access Realization by up-skilling customer-facing teams, utilizing payer segmentation to enhance pre-call planning, and optimizing engagement. #marketaccess #accessrealization https://lnkd.in/eAP32TX3

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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A lot of marketing teams struggle to maintain their originality and memorable viewpoint as their company moves upmarket. Enterprise buyers demand a different tone and voice, yes, but you shouldn't start to sound like everyone else. So how do you write great copy as you move up market? It should stand out and be memorable (don't be afraid of humor) It should communicate value to your buyers It should differentiate from existing solutions #marketing #SaaS #startups #strategy

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I’m proud to share that ZoomInfo has been recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for ABM Platforms. 🚀 Since launching ZoomInfo Marketing in 2022, we’ve come a long way. Momentum favors the bold and innovative, and here at ZoomInfo being innovative is a core value we don't take lightly. How did we go from a Niche Player in 2022 to a Leader in 2024? We listened to our customers. They wanted fast onboarding, comprehensive integrations, and a unified platform with the best B2B data. ZoomInfo Marketing delivers all that and then some. Our vision for ABM goes beyond accounts—it’s about knowing your buyers and delivering real-time, actionable signals to both marketing and sales teams. While historically ABM has focused on intent data, at ZI we knew that there were so many more valuable buying signals that marketers could harness. With so many more relevant signals and context, you’re now creating demand instead of just capturing demand. This is just the beginning. I’m excited for what’s next as we continue to advance in the ABM space and bring actual sales and marketing alignment a reality. This is what ZoomInfo customers experience when they use our ZoomInfo Marketing and Copilot solutions! A new era of AI for GTM teams is being ushered in, and it's awesome leading that charge. 💪 I have a LOT of thoughts on this topic, so I wrote a blog post. Check it out here: bit.ly/4hO56vd 

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Got questions about being clear on the facts about Martech? This guide from Iterable is here to help ensure you maximize the value of your next customer communication platform. Each section includes sample questions to assist you in uncovering which Martech solution will truly deliver on its promises. When inquiring with vendors about functionalities, make sure to carefully note their native capabilities to determine the best ROI and rule out any promises that might be carefully disguised fictions. 👊 Link to guide: https://lnkd.in/eNJ3cDrY Luke Trainer-Clark Simon Holcroft Matthew George Ollie Wright Murray Wright Doug Adamic Dave Lambert

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