SetSail (acquired by ZoomInfo)

“Don’t run away from the reality of your business. Just have a plan to correct it.” Join Preeya Voss, SVP of Sales at Ellucian, for some real talk on pipeline health. Her key takeaway? Take an honest look at your open pipeline NOW and be prepared to close out some deals. Then make a plan to replace them. Better to face the music now than wait until it becomes a real problem. Check the comments for the full interview!

Do you trust your Salesforce reporting? Do your reports have all the metrics you need? Are they easy to build, change, and drill into? If yes, congrats! You’re a Salesforce wizard. If you’ve ever struggled with a Salesforce report, though, welcome to the club. Salesforce is a powerful tool, but even the most seasoned Salesforce admins and RevOps professionals struggle to get actionable insights out of their data. To save you time and help you get the most out of your CRM, here are 3 quick tips. You’ll learn how to get more out of standard and custom reports, optimize report filters for more insights, and leverage dashboards for better data visualizations. Check it out here! https://lnkd.in/e4XpHUtN

🛎️ DING 🛎️ 📈To all my Revenue Leaders + Aspiring Revenue Leaders: Do you have a good, solid pulse around what’s going on within your Organization & Team 💡 If not, you’re not alone … and help is on the way 🦸🏾♂️ (*I left my cape in El Segundo*) My great partners at SetSail are experts in providing insights into what’s really happening within your Sales Team 🧐, and not just what’s in the CRM 🎯 BINGO! Thanks Sam Hillestad, Peter Mollins & the entire SS Team ⛵️ Sales Leaders and Sales Professionals SHOULD NOT be spending valuable & precious time ⏱️ creating dashboards + digging through reports. 🤖 One of the things AI is unlocking is a direct line to your sales data and the insights within 📊 to help you (yes, YOU! 🫵🏾) take your sales production to that next level 📈 How are you currently leveraging data for more informed decisions, and to increase sales? 💡 #LeveragingData #ToBoostSales #ValuableInsights #KnowBetterDoBetter #SetSailPartner #LLJR

The average company didn’t touch 80% of their accounts last year. That’s over 30,000 accounts in the average SFDC that collected dust. Is that a bad thing? Not always. The ideal state is different for every company (though 20% account coverage is a little low for our liking). We don’t want reps spread too thin and touching accounts for its own sake. But we don’t want to miss opportunities sitting in the CRM either. Account coverage is a balancing act that takes careful planning. Start by defining your ICP, segmenting your accounts, and divvying them up evenly. Be intentional about how you prioritize accounts. And most importantly, establish a repeatable and transparent process. But first things first, you need to have your data in order. And you need to know where your current account coverage stands. Check out our free CRM Health Grader to see how you’re doing (link in comments!).

Buyer intent data is a powerful way to focus your marketing programs on in-market targets. But what about your later-stage prospects? How do you spot which deals are real in order to move them forward? Think about the fidelity of your signals. Buyer intent tends to be lower fidelity... you might see that someone is browsing your website or reading related content. That's useful information, but the linkage between these actions and buying is not overwhelming. Much stronger signals are actual communications between your sellers and their prospects. That is, information that they are giving you via email, calendars, and call transcripts. That's where "signal-based selling" comes into play. It uses data from actual conversations between your sellers and prospects / open opps to spot how you can move deals forward. Armed with that information, you can see which open opportunities are slipping or stuck; which actions will unstick your deals; and which personae to engage with and when. And you could accelerate deals through to close. SetSail #sales #salesenablement Take a look at this article in the comments for more details. https://lnkd.in/efZbZTzJ

For SaaS and recurring revenue companies, your existing customers are your lifeblood. That’s why it’s been more important than ever to retain and expand your customer base. For lots of businesses, customer churn has been one of their top KPIs. And if it’s not customer churn, it’s something similar like NRR (net revenue retention). Businesses need to understand how and why customers are churning. Or better yet, they need to spot it before it happens. Enter: churn analysis. Churn analysis is all about understanding customer behavior and finding patterns that indicate likelihood to churn. Done right, it can serve up valuable insights on how to keep customers happy, help customers before they get unhappy, and grow customers who are the happiest. Simple, right? Not so much. You need a strong sales data foundation, excellent analytics chops, and dedicated time and resources to do it right. Harder still is putting any findings to use. Check out our latest blog for practical tips on how to tackle these challenges and make the most of churn analysis: https://lnkd.in/eyV7Hmb8

What do your top reps do so well? How can you get the rest of your team to the same level? No magic recipe works for every sales team. Generic advice like "multithread" or "prospect high" is not specific enough. What works is different for each org, each team, and each territory. But how do you figure out what the winning steps are? What if you could see the specific actions that your top sellers take? The roles they speak to. When they engage them. And what message they use. You'd have a blueprint for onboarding new team members and coaching up existing sellers. Look at SetSail's latest AI tool for sales teams in this demo.

The “grind” isn’t about sending more emails or making more calls. It’s about taking the time to personalize your outreach. It’s about making the effort to research your target accounts and find the right contacts. And it’s about building your online presence, making new connections, and putting yourself in front of more prospects in a more compelling way. How do we know? Because top BDRs get better results with less “traditional” activity. They send 8% FEWER emails, but get 87% MORE meetings. The best BDRs work smarter and harder. Remember that the specifics can vary quite a bit. Don’t take every bit of advice you see on LinkedIn as gospel. What works at one company might not work for yours. AI analysis is your friend here. It can look across your sales data and find the specific activities that set your top performers apart. Reach out if you want to learn more.

It takes over 24 hours for a Director+ to get back to you. So don’t get discouraged when you don’t hear back from a decision-maker. Top reps are often the best at reaching power, largely because of their persistence. Even the C-suite is open, with the right approach. And interestingly, the C-suite doesn’t even take the longest to respond. That honor goes to the SVP. #ExecutivePersistence #DecisionMakerOutreach #CSuiteConnections #SalesSuccessTips #SVPResponseTime

Are you ready for that big prospect call? Your quarter depends on it. These days, every customer and prospect call feels even more important. So, you and your sales team need to be prepped for all of your meetings. But with dozens of meetings and calls each week, it's tough to stay on top of what's actually happening in each deal. Especially in more complex deals where there might be a landslide of communications and multiple team members involved. That's why SetSail built Meeting Prep on our AI platform. It automatically pushes insights about your next meetings via email. Sellers get a distillation of not just the last call but every email, call transcript, calendar, and more. Across every team. Sellers get to see a summary of pains, challenges, and recommendations for what to do next. So, they walk into every meeting ready to accelerate the deal to close. Take a look at the walkthrough here... where I get to float around your screen in a little circle.