Ryan Milligan

3 Massive Blind Spots impacting CRO's today! Knowing the average CRO's tenure is 17 months at their current company, we're focusing our attention on helping teams stop the bleed. Primary reason CRO's don't last is due to the lack of accountable visibility across their GTM motions. And here are the 3 top blind spots that exist across teams today. 1. Opportunity detection at the buyer level. It's easy to get at the account level...but that's relatively worthless if you can't know which specific buyers are in-market. 2. Account Coverage via your network. Warm intro's are critical in today's buyer economy. So it's important CRO's enable their teams to know who can help them break into their key accounts. 3. Performance Attribution is often questioned when it comes to marketing initiatives. Not anymore. Every channel must have a clear path to revenue. And that attribution must be easy to see. Otherwise, you're left questioning if marketing, sales, self-service, or partners are the reason for attribution. And not know....adds to the short tenure of those in this role. We wrote a blog all about these 3 areas - check it out and let us know what you think.

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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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💥 Is Your CRO Turnover Costing You More Than You Think? 💥 Here’s a stat that might surprise you: 62% of companies see their revenue growth drop or remain flat in the year after their Chief Revenue Officer (CRO) leaves. Even worse? The average drop is nearly 4% in growth! Changing your CRO might seem like the quickest fix when revenue targets aren’t being met, but the data shows otherwise. It’s not just about swapping leaders—it’s about understanding the real impact of that change. Strategy stalls, teams shift, and growth plans hit pause. What if instead of constantly replacing leadership, we focused on leveraging revenue intelligence tools and improving internal processes? Companies that empower their CROs with strong RevOps teams and data-driven insights often avoid this costly cycle of turnover. Curious to see how CRO turnover really impacts your business? Check out the full HBR article in the comments 👇 #CRO #RevenueIntelligence #SalesLeadership #BusinessGrowth #SuccessionPlanning

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Pro tip: Strategic #CRO answers business questions. Tactical CRO does not address business questions (e.g. CTA color). Doesn't mean tactical CRO doesn't have a place. And in fact, if you're just getting started, most CRO programs end up being tactical FIRST while the flywheel starts spinning. BUT, strategic #CRO drives impact. It helps get buy in for MORE testing. It answers critical business questions. And most importantly - it DOES take some freaking time to analyze and spin up!!! Want to learn more? Listen to the full episode out NOW: https://lnkd.in/gYbDfCqg #Experimentation #Optimization

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Gotten an email from a Chili Piper SDR? Well, if you have, you've probably seen a GIF of a Chili Piper booking experience overlayed on your demo form. If you're wondering how the heck we do this type of personalization at scale, it's a combo of Clay + Chili Piper with this flow: 1. Route leads to the right rep using Chili Piper Distro This is based on GoodFit.io data, UserGems 💎 signals, or churned logos. 2. Use Clay to enrich the leads to further enable reps Grabbing the tech stack, company description, main competitors, and demo page URL. 3. Capture a screenshot of the demo page and add a GIF of our booking flow on top ^ Batikan Erdogan figured this one out. Here's the step-by-step details of how exactly he sets this all up: https://lnkd.in/e6rx4ydu

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🚨 Here’s a list of HubSpot updates a CRO needs to know about in 2025. 🚨 And in Q4, we updated or created a Playbook for Every. Single. One. At RevPartners, our Playbooks team takes the time and effort to stay on top of every new HubSpot feature. Why? We want to support CROs in the changing dynamic of their role. List Here: CRM Hub: 💻 CRM UI/UX Design ❌GDPR Enablement 🏡CRM Infrastructure + Asset Mgmt 🔮HubSpot Native AI Features Marketing Hub: 🧘‍♂️Intro to Attribution and GTM 📩GTM Sources (formerly Lead Acquisition Channel) 💯Lead Scoring Beta Sales Hub: 💸CPQ Discovery & Alignment 🖨️Sales Workspace 💝Non-Profit Foundational Playbooks Service Hub: 🤖Hubspot Chatbot 🖥️Help Desk Workspace Setup 🫶Customer Success Workspace Reporting & Analytics: 📉Reporting & Analytics 📈90 Day Trailing Conversion Rate Template 📊Secondary KPI Dashboards Ops Hub: 👨‍👨‍👦‍👦Data De-Duplication ✳️Token Rotation and Private Apps Commerce Hub: 💰Revenue Recognition + NRR (FinOps) 💡Pro-Tip: Clear data visibility is the KEY to knowing which lever to move to generate more revenue and grow your business. We'd love to help you achieve this and more in 2025! 🙌

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99% of SaaS companies focus on their ideal customer profile (ICP), but only a few can show this chart 👇 Kyle Poyar - thank you for the clear breakdown. 👏 What it means to focus on your ICP: 1️⃣ Know the number of accounts in your ICP. 2️⃣ Identify exact buyers and market to them (using tools like Clay, Keyplay). 3️⃣ Track how many are aware of you (email opens, ad engagement, website visits). 4️⃣ Know how many are interested (demos, free accounts, webinars, high-intent pages). 5️⃣ Track how many are considering a purchase (SQLs, PQLs, PQAs). 6️⃣ Know how many are selecting and engaged in the buying process. 7️⃣ Track how many become enterprise customers. Focus on reaching the right people and turning them into customers, regardless of your GTM strategy. 🎬 #SaaS #ICP #marketing

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Personalization? It's not rocket science, but it's EVERYTHING at the C-Suite level. 🤯 If you're trying to sell to a CEO, you BETTER be coming prepared with insights tailored to THEM. 🗣️ Henry Schuck, CEO of ZoomInfo, gives us his take. 🔥 No more generic pitches - they're not cutting it! What are your thoughts on personalization in sales? ⬇️ #sales #leadership #businessdevelopment

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Most account-level intent data is vague, hard to action, and ineffective. Without access to explicit and actionable signals, far too many GTM teams settle for poor targeting, ineffective outreach, and lackluster results. It doesn’t have to be that way. 👉 You can have it all: Account-level data with rich context and person-level data that deliver targeted, timely, relevant insights that drive next-level results. To add even more context to the signals we surface and score for you, today we launched: - 150 million job listings signals (think open roles or skills/tech listed in job recs) - 8 million news signals (think fundraising events, 10-Ks, strategic hires) …spanning 40 million companies around the world. That’s just the beginning. With these signals (and the other 100+ product, website, community, and social signals we can surface and score for you), you can better understand company priorities, needs, and intent, and turn those signals into automated GTM plays—all in Common Room. 👀 Here’s a (small) peek at what you can do: - Create target burndown lists that auto-replenish daily - Stack news and hiring signals for even more effective GTM - Find high-fit, high-intent accounts with a keyword search - Drill down into full job descriptions and news articles - Identify decision makers across the account - Pinpoint what matters most to your buyers …all without ever leaving Common Room. It’s what we’re all about: More signals. More context. More intelligent go-to-market. For all the details 👇

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Automations 💯 If you think automated email sequences are just for e-comm stores, you're wrong. Find out how you can leverage email automation as a B2B brand and hit us up for a chat. No sales-y stuff, just a brainstorm and a cuppa. Here's Jamie talking about why we love automations so much 👇 #emailmarketing @ The Inbox Club

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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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🚀 Unlock Your Revenue Potential with Fractional RevOps Got an in-house RevOps team but still feel stuck in the weeds? You're not alone. Scaling growth often requires more than a dedicated admin, analyst, or even a manager—it takes strategic firepower and flexibility. That’s where a fractional RevOps agency comes in. We're not just extra hands—they’re your secret weapon. 💡 ✅ Fill expertise gaps without adding headcount ✅ Align your strategy with bold revenue goals ✅ Streamline your funnel, tech stack, and forecasting ✅ Build sustainable systems that outlast their engagement Think of them as the Scotty Pippin to your Michael Jordan. Mmm, still not quite right—empowering your team to focus on the high-impact stuff while they handle the rest. Curious how this could work for your team? Check out our latest blog where we break it all down: https://lnkd.in/gQVdG-mm #RevOps #FractionalRevOps

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There's a big discrepancy between how content marketers and the rest of the GTM org measure content success: - Content skews toward defining success by leads and conversions - The rest of the org (marketers, sales, and product folks) are split equally between leads, revenue, and brand awareness. This is surprising. Content marketers usually aren't growth marketers; we focus on building brands and educating people over time. Leads and conversions are short-term metrics, while content plays the long game. So, why are we thinking like this? And what can we do to actually prove content's value? Step 1 (Beginner): Be strategically collaborative on important projects Step 2 (Intermediate): Choose your brand awareness metrics Step 3 (Advanced): Add content pipeline metrics to the mix Lauren Lang goes deep on each of these steps in our latest blog in the Darkroom. How do YOU prove the value of your content?

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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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