Eric Johnston

The end of the quarter can strike fear into the hearts of even the most seasoned revenue leaders — and no one knows that more than Gong’s very own Bryan Bayless. He’s seen it all in his more than 20 years in sales and finance roles, and his latest piece lays out his framework for closing out your quarter in the most successful way possible. It all comes down to 3 AI-powered steps that Bryan recommends: 1️⃣ Collate all the customer info you need automatically 2️⃣ Synthesize all of your conversation data for more accurate projections 3️⃣ Pinpoint trouble areas for the sales organization before EOQ Read Bryan’s full piece to get more specifics on these steps and other unique insights that will help you put the end-of-quarter scaries behind you: https://lnkd.in/gwEEk9db

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Predictive Enablement is transforming how we equip our revenue leaders. No longer just about delivering content or training on demand, predictive enablement leverages data and AI to: * Anticipate Skill Gaps: Imagine knowing which reps are about to struggle with a particular objection, product feature etc before it impacts a deal. Proactive, targeted coaching and training. RingCentral's enablement & Ops teams Kelly Molkenbuhr are launching The Revenue Standard which will be the framework to do just this. * Proactively Deliver the Right Resources: Instead of reps searching for answers serve it up. This is where Ringo I've talked about before is coming in for RingCentral. * Optimize Coaching & Training: By analyzing vast amounts of sales data – from call recordings to CRM activity – AI can pinpoint patterns in successful interactions. We are leveraging RingCentral's RingSense and Aviso AI to power this. * Accelerate Onboarding & Time-to-Quota: New hires can be brought up to speed faster with personalized learning paths and simulated scenarios Heather K. has a lot on deck to do just this! * Improve Forecast Accuracy: Account planning, opp planning and deal planning with AI Ratnadeep Chatterjee, MBA Michael Throssel and I have a few things up our sleeves to roll out in Q3! Predictive enablement isn't just a buzzword; it's a strategic imperative powered by AI and robust data analytics. It moves us from reactive problem-solving to proactive performance optimization, ensuring our go-to-market teams are always one step ahead. CC: Akshay Srivastava Joe Jacob Joe Fahrner Ayub Mohammed Amir Hameed Brandon Thomas Are you already exploring predictive enablement within your organization? What impact have you seen, or what challenges are you anticipating? #PredictiveEnablement #SalesEnablement #RevenueEnablement #AITech #Coaching #GTMStrategy

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Building Out an Enterprise Rev Ops Framework: Account Segmentation With so much focus and attention placed on getting basic #territory, #quota, and #icm capabilities out the door, it’s not a surprise that Account Scoring, a key component in making sure your territories have the appropriate amount of opportunity relative to your goal, is often overlooked or oversimplified. One way that organizations can get started with account scoring is to embrace #accountsegmentation. Segmentation, when done effectively, allows accounts to be grouped logically based on organizational factors that are important to your selling org: -What are the annual revenues? -What are the projections for the company over the next three to five years? -Is the account operating in an industry relevant to us? -Do they operate globally, or in certain geographic markets? -Do they face challenges based on regulations, much like the #tarriff policies that may affect global trade? These questions, amongst many others, can help #salesops teams effectively run a segmentation excercise against accounts and help tier the set of accounts that may be out there to consider. These efficiencies can help drive: -Getting more efficient around where to focus on net new account pursuit. -Creating an initial logical grouping of tiers for accounts based on fit and potential for the organization. -Creating an initial ‘score’ for accounts, which can be standalone for greenfield accounts, and can be used in combination with sales actuals and other factors to be the basis for a final score once more mature account scoring discipline takes root. I’d be interested in hearing your thoughts on how account segmentation can advance gtm efforts (I’ll call on my peers at our software partners to comment, as well as sales operations leaders), in addition to others. #Pigment #Anaplan #Varicent #sales #revops #SPM #Accountsegmentation

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Cold Calling Strategically into your Enterprise Accounts based on n=1bn calls C-Suite Execs will Pick Up. Sometimes More Than VPs Think top executives never answer cold calls? Myth busted. Orum’s billion-call study found C-level executives answer about as often as anyone else: 4.0% Connect Rate on average (4.5% for Finance Execs). VPs are hardest to reach with the Lowest overall Connect Rate. And who picks up the most? Front-line folks (ICs) at ~5.3% overall – with standout groups like Sales at 7.6%. Takeaway: Call up and down your accounts. Individual Contributors for research... and Don’t shy from calling high (CXOs do answer!), but multi-thread your approach. Start conversations at the ground level to gather pain points, then use those insights to engage the VP and C-suite. Data: Orum 🥇 “State of Cold Calling” report (Link in Comments) #SDR #ColdCall

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If you are a CMO, CRO or PE operating partner and your SaaS pipeline looks full but closed deals aren’t following, read this. Ken Jisser breaks down why 60% of opportunities die between discovery and proposal. More importantly, he explains how to fix it. https://lnkd.in/e2x9bRjN

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