Misti Lusher

What the heck is "fracking the enterprise"? It's ways to think about and plan ABM programming designed specifically to connect buying team members and connect into new buying centers so more revenue can flow from your target accounts. Join us for this fun session where my colleague Kate Jacobsen and I talk through intent data- and content-driven methodologies we're using to create better opportunities and more of them in high-priority accounts. Think data, content, and #buyinggroups. #ABM #revenueprocessoptimization Evan Liang Jeremy Schwartz Terry Flaherty

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Embarking on your initial venture into data enrichment? Allow us to significantly cut down your time and effort. Explore our detailed survival manual. Gratitude is unnecessary. Our passion for the field drives us. https://gag.gl/CvnC56 #RevOps #data

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B2B organizations face more pressure to be more productive across all their sales channels, especially in complex negotiated contracts. Successful offers must have the right products, at the right prices, with the right incentives, at the right time. Learn how the best of the best win more, and win faster. Join our webinar: From Chaos to Clarity: Using CPQ for Sales Success. It's set for Thu 18 Apr at 10a ET / 4p CET. https://lnkd.in/eHXbZmWm  

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The results are in! 👀 Gong has been named a leader in the new report, Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/eMADm38B Woohoo!!

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Learn more about how the Premier Success Plan helps you start strong, scale, and get more value from Salesforce.

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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I read a great post today (kudos Aaron Howerton) about how to correlate partner behavior with partner portals and it got me thinking. Why do we now label customers as partners, but we don't label partners as customers? We use to only offer one or two ways for customers to engage with us and all our content focused on the cool bells and whistles that our product featured. Now we offer countless options to learn about and purchase our solutions (fka products) and content now focuses on how we solve the customer challenges. Partners have choices too. Will they invest their valuable time and resources in you or choose another path? Building a truly great partner ecosystem requires you must offer several options to easily engage and be laser focused on how you are relevant to customers (aka partners).

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Unproductive meetings and conversations are not fun, but this video is funny. With Salesloft’s latest launch, say goodbye to wasted time and energy, and hello to FOUR new conversation intelligence capabilities to help revenue teams capitalize on every interaction. >> Conversation Key Moments: understand how competitors, objections, and decision-makers are affecting buyer decisions >> Meeting Prep Workflow: prepare for buyer meetings in a fraction of the time with an AI-generated “cheat sheet” >> Auto Buying Group Capture: automatically capture members of complex buying committees and create a contact record >> AI-assisted Conversation Scorecards: get AI-generated assessments of seller performance from their calls with buyers ^^And get all these great insights served to you right within your daily workflow See more on our new features here: https://lnkd.in/eyKxUdW7

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What are the three key reasons organizations may want to invest more resources into deploying AI that’s purpose-built for IT use cases? Lakeside Software's Geoffrey Hixon answers this question and more in his latest Reworked article.

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