RepVue’s Post

In honor of Gainsight Pulse week, it's a great time to look at the 3 things every CSM needs to understand about their customers. Here they are: 1) Their priorities 2) Their company's priorities 3) How they perceive your solution Because when you don’t understand this: → You can’t position your product correctly → You can’t identify if a customer is about to churn → You can’t save a customer about to churn → You can’t upsell or cross sell → You can’t get them to show up to your meetings It all starts with more strategic conversations with your customers. It’s why clients of mine have saved 5 figure customers from churning. And identified and closed 5-figure upsell opportunities. It’s why they’ve found that everything they thought about their customers was wrong. It’s why they found insights that led to huge growth opportunities. It’s why they now have deep relationships with their customers. It’s why they now have customers that actually want to come to their meetings. If you’re not getting enough of the above… your customers are not the problem. The problem is that you’re not having enough strategic convos. p.s. If you’re a CSM, click the link in the comments to see how I help you solve that problem.

"69% of reps are missing quota". This week's edition of "what he/she said" features Aaron E. and his excellent post last week about Ebsta's latest report. Aaron E.'s work in enablement is key to mitigate this. Zsuzsanna Ferenczi and I here at Bunes & Ferenczi are doing some work to see the impact of our Ideal Customer Profile and AI/ML models on account assignment, territory planning and quota performance. Here is what we know so far: 1️⃣ We predicted correctly the top 20% of new accounts (64% of new deals came from these). 2️⃣ We predicted correctly the bottom 30% would not buy. No transactions from these. Our next step is to look at deal velocity, deal conversation rates, and quota attainment for those who work exclusively on our ICP universe. One final thought: yes the planning process is broken. My estimation is that the sum of total quota vs. financial plan is 30% over-indexed. Meaning, the company sandbags on 30%. Setting up salespeople to fail, with a Darwinistic mindset. https://lnkd.in/ezCVkPdm

The #1 question all revenue leaders should be able to answer: Are you going to meet, beat, or miss your revenue projections? But many are unsure. The results? Slipped deals, underperforming sales teams, and lower win rates. It doesn’t have to be that way. We’re inviting you to join Kyle Coleman, CMO at Clari and LinkedIn Top Voice, to come back to school at our upcoming in-person event: Back to School: How to Achieve A+ Revenue and Maximize Your Performance. You can save your spot here: https://bit.ly/465MuQN

A few pointers worth noting.

Segment has 2 great digital sessions coming up later this month: -How to Break down Data SIlos and Build a 360 View of your customer March 6, 11 am CST -Navigating the Cookieless Era: From DMP's to CDP's March 13, 11am CST You can sign-up for both events here (links in video):

How I Used Metrics to Manage Expansion When We Doubled the Size of Our Optical Dr. Jennifer Stewart shares her insights into leveraging data-driven decisions in managing the expansion of her optical. Learn how she used data to manage Product Mix, Staff Development, Improving Sales, and managing staff conversations with confidence. Read more at: https://bit.ly/3rPllD9

You make a chart. Congrats, but you’re not done yet. You don’t simply get insights by eye-squinting and going off on vibes. The line is wiggling, but are you doing better, or are you doing worse? This is where the Reference Line comes in. In just 03 clicks, you can now add a Reference line, and compare your data against a specific value (i.e.: *the sales target)*, or a dynamic value (*i.e.: average sales across all products*). Learn more here: https://buff.ly/4cfPvRw

"In-Market Buyers" are those companies that are actually in need of and researching your very solution right now, gathering intel, demos, comparing competitors etc How do you create a strategy for these buyers, if you dont know you they are? On 9 Nov we are gathering a panel of "buyer intent" data pros to share actionable techniques to turn intent into impact (and revenue growth!) 🌟 Learn proven tactics to identify and collect the most valuable intent signals for your business ⚡️ Discover how to leverage those insights across marketing, sales, and product to drive results 💰 Understand how to connect intent data to revenue growth. The line-up 🔥 - Robin Izsak-Tseng (G2), Sarah Hein (Gaviti), Lars Skjold Iversen (Umbraco) and Ronan McDonnell (PrivacyEngine) Register here - https://bit.ly/3MbIbfk

As we navigate through the early months of 2024, it’s inspiring to see how teams across industries are leveraging the power of reflection and foresight. It's not just about ringing in a successful year gone by, but also about strategically planning for the year ahead. Our first sales meeting was exactly that and more. It allowed us to reconnect and enhance our team bond. #PCBB #salesmeeting