Eddie Patzsch ✌️

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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I see an industry wide need to include more functions and teams in the GTM motion, this one reflects pretty closely to what I have in mind https://lnkd.in/ek2iCWXb

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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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Want to know how to manage your revenue team through market fluctuations? Crunchbase VP of Revenue Ang McManamon joined Mark Roberge on The Science of Scaling Podcast to discuss how you manage a revenue team through the ups📈and the downs 📉. Together, they explore: 📔How to establish set processes to manage and hit your goals 🧑‍💼How to hire the right people for the job 👏How to maintain a positive culture internally no matter what is happening externally  Link in comments: 👇

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Want proof that multi-threading works? Here's our own data: We only win 4% of deals when there's one contact engaged. Scott Tower posted today about this https://lnkd.in/g2y-xjE4 This shows that buying is a team sport, and if there's only one person involved in a buying process it's likely going nowhere fast. One contact usually means they are on an information-gathering tour - typically a person with no decision-making authority - talking to vendors to collect pricing and present it to an executive team. This is the dumbest way to buy anything. People need to stop trying to avoid talking to sales reps. Great sales reps don't pressure prospects to buy products they don't need - they are there to help them buy and ensure their needs fit the solution. They can't do that if they aren't talking to the person with the pain and who has the authority to make the deal happen.

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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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Churner Intent? One of the hot topics at the GTM Partners Better Together event in Boston this week was around Buyer Intent. Lots of talk around how Intent Signals are critical for targeting in market buyers and more importantly later stage funnel progression and influence. Alistair Rennie and I talked about how Intent Signals are even more important when they are showing up in your installed customer base and how to get ahead of churn. We see this use case expanding rapidly at G2.

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The days of RevOps being "just" a funnel fixer are long gone —it's now the backbone of GTM strategy and aligning marketing, sales, and customer success to drive revenue and efficiency. Our new RevOps Playbook, developed in partnership with RevOps Co-op dives into the five key problem areas that could be holding your team back and offers actionable solutions to overcome them. In this playbook, you'll discover: 📊 The essential metrics to monitor for inefficiencies at each stage of the buyer journey 🛠 Step-by-step strategies to fix common #RevOps challenges 🤝 How to secure buy-in from your executive team 💡 Best practices for maximizing productivity and revenue Ready to transform your #revenueoperations? Download The RevOps Playbook now 👉 https://lnkd.in/gfFmYMyd

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What do ~1,000 B2B SaaS companies tell us about churn in 2024? The trends are clear, and the stakes are high. Churn isn’t just a number—it’s a signal. A signal that companies need to act on before customers leave. 𝗞𝗲𝘆 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁𝘀: • Churn dropped to 𝟰.𝟮% in 2024 from 𝟰.𝟰% last year. • 𝟯.𝟱% voluntary churn vs. 𝟬.𝟳% involuntary churn. • ARPU of $𝟮𝟱-$𝟱𝟬 shows the highest churn at 𝟴.𝟳%. • Churn spikes to 𝟮𝟱% when decision-makers leave. • The first 3 months are critical: churn drops from 𝟭𝟬% to 𝟰% with the right onboarding strategies. How do you prevent churn before it happens? By spotting and acting on churn signals. UserMotion automate churn prediction, helping you keep at-risk customers and protect your revenue. 📥 See the full report and discover how to reduce churn: https://lnkd.in/dcn4jqJN

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Conversations are fleeting so you need to make every one count. According to Gartner, buyers only spend 5% of their journey with sales reps. Your team has such a small window to make an impact, which is why Conversation Intelligence has become essential for sales teams. Conversation Intelligence can turn your sales calls into revenue insights that help you build scalable workflows. To help you understand the basics, Salesloft put together a crash course: Conversation Intelligence 101. Get the guide: https://lnkd.in/gK7HrWUk

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David Bourbonnière from FLiiP realized his efforts would not achieve his revenue goal... So he turned to us for help. Here’s what we did: 1. Deep Dive Analysis: We examined FLiiP’s ICP, processes, and goals. 2. Reworked Playbook: We refined their ICP, messaging, sequences, and call scripts. 3. Hiring & Onboarding: Established a process to hire and onboard top-tier SDRs. The Results? David says, "Predictable Revenue was the best investment I could have made in our outbound systems." Ready to transform your sales? Let’s make it happen!

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It's safe to say that GTM in 2025 will look radically different from today's playbook... After analyzing trends and data across the SaaS landscape, here are my three predictions that will reshape how we approach Go-To-Market: 1. The Referral Revolution 📈 Referral networks are not only growing but also exploding. With a 20% year-over-year growth rate since 2020, successful SaaS companies are treating referrals with the same operational rigor as their sales processes. This is no longer just about partner programs—it's about building systematic, scalable referral engines. 2. The Great Platform Unbundling 🎯 While other B2B sectors chase the "platform dream," GTM tools are heading in the opposite direction. Why? AI is changing the game. The winners will be laser-focused solutions that solve specific problems exceptionally well, not jack-of-all-trades platforms that solve everything mediocrely. 3. The CRM Text Takeover 📱 The walls between personal and professional communication are crumbling. Text messaging is not only becoming acceptable but essential. Watch for CRM systems to finally embrace this shift and make text conversations as trackable as emails. The companies that adapt to these changes first will have a massive competitive advantage. The question isn't if these shifts will happen but how quickly you'll embrace them. What shifts are you seeing in the GTM landscape? I would love to hear your predictions for 2025 👇 #SaaS #GTM #FutureOfSales #B2B #RevOps

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Amplitude Announces Second Quarter 2024 Financial Results: - Second quarter revenue of $73.3 million, up 8% year over year - Annual Recurring Revenue of $290 million, up 8% year over year - Number of customers representing $100,000 or more of ARR in Q2 grew to 547, an increase of 10% year over year This quarter was all about meeting our customers where they are. In Q2 we took our Snowflake Native offering GA, doubled down on our open ecosystem, and unveiled a self-serve portal that makes it easier than ever to integrate with Amplitude. To our customers, partners, and Ampliteers, thank you! Your trust, partnership, and hard work is invaluable! #PLG #ProductLedGrowth #DigitalAnalytics #ProductAnalytics #Retention #Acquisition #Monetization

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🚀 CEOs, here's a crucial reminder: your CMO holds untapped power to drive growth and alignment across your GTM team. CMOs don’t just market—they understand the market. From buyer behavior insights to deep market analytics, CMOs have a pulse on what your customers truly need, how competitors position themselves, and where untapped opportunities lie. Too often, CEOs defer to leaders in product, sales, or finance, but your CMO's view is pivotal. They’re not just driving brand awareness; they’re driving alignment across functions, enabling your team to hit growth goals and navigate market challenges with precision. Leverage your CMO's insights as a strategic asset. Invite them into key discussions, especially when evaluating market trends and crafting customer-centric strategies. It’s time to ensure marketing isn't an afterthought—it’s a growth catalyst. Tune into the full conversation with Corey Livingston on Growth Driver on your go-to podcast platform to dive deeper into how your CMO is a go-to resource in your growth journey. #EfficientGrowth #CMOinsights #GrowthMindset #B2Bmarketing #GTM #GrowthDriver John Common Intelligent Demand

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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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What if the secret to closing your next big deal lies hidden in the black box of your buyer’s decision-making process? #sales leaders face the frustration of losing deals without fully understanding why #digitalsalesrooms (DSRs) offer a way to engage prospects and customers. I've learned a few things from Gal Aga, CEO of Aligned, who shared insights into how DSRs reshape B2B sales. 🔑 Imagine engaging the entire buying committee in a single, collaborative space. #DSR enables buyers to evaluate your product and interact with your team before they commit to an official engagement. 💡 DSRs empower your buyers to explore at their own pace, providing you critical insights into: 1️⃣ Product fit. 2️⃣ Effectiveness of your collateral. 3️⃣ The urgency (or lack thereof) in their decision-making process. 4️⃣ This isn’t just buyer enablement; it’s buyer empowerment. They’ll know your product better, and you’ll get a clearer view of their level of commitment. 🌟 If you’re using a consultative or challenger sales method, digital sales rooms are a perfect fit. You don’t have to abandon traditional sales tactics but can significantly enrich your approach with platforms like #aligned. ❇️ The result? Real-time data on how prospects interact with your content and with each other, helping you fail fast, learn quickly, and adjust your strategy for success. The Takeaway We’ve all heard the phrase, "Fail fast to learn faster." (or many variations of the same) Digital room is part of the engagement evolution that we'll continue to experience in #sales in the age of #ai; That makes the engagement insight your most significant friend so that your sales team can demystify the buyer’s journey and make smarter, faster decisions. Time or timing is the essence of sales, and so is startup growth; so why spend time looking at the black box of your sales process if you can get a crystal clear path forward? #startup #engagement #gtm

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It’s Friday, and I’m sure everyone is feeling the end-of-week fatigue. Nevertheless, I highly recommend taking a few minutes to read up on sales funnel fundamentals. Today, I had an amazing conversation with a potential customer. Guess what we discussed? How to optimize the sales funnel, which stages matter, what metrics to measure, and most importantly, how to detect bottlenecks as soon as they arise. Wishing everyone a great end to the week!

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Check out a video highlight from the live SalesHood event co-hosted with Denise Behrens and Karen House. They both discussed how Sales Kickoff (SKO) events have evolved over time, shifting from being primarily celebratory and motivational gatherings to becoming highly strategic and impactful sales enablement sessions. The key changes they identified include: ➡️ SKOs are now designed to deliver actionable insights, equipping sales teams with tools, content, and strategies directly aligned with revenue goals. Incorporation of Technology: ➡️ Sales Enablement Platforms and tools like SalesHood are increasingly used to personalize and scale SKO content, makingContinuous Learning: ➡️ SKOs are no longer isolated events; they kickstart year-round learning and alignment initiatives. ➡️ Companies are blending in-person and virtual elements to accommodate diverse teams, ensuring accessibility and inclusivity. The video concludes by emphasizing the need for organizations to adapt their SKOs to remain competitive and relevant in a dynamic market. Thanks for sharing your insights Denise and Karen! Watch the 2 minute "what's changed" video here

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