In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue.

Caroline Pegram, Account Executive at UserGems, joins this episode to dig into the question: "How important is it to multi-thread deals?"

They cover:

• de-risking deals with multi-threading
• strengthening win rates by including champions
• best practices for multi-threading the right way

Follow along wherever you listen to podcasts!

For the video version of this podcast, watch on Youtube: https://youtu.be/uxW-5hUzv4k

In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue.

Trinity Nguyen, VP of Marketing at UserGems, joins this episode to dig into the question: "Our customers love us. Won't they come back on their own anyway?"

They cover:

• how many past champions don't come back on their own
• the percentage of pipeline generated by "Forgotten Gems"
• how sellers can embrace FOMO (fear of missed opportunities) to hit quota

Follow along wherever you listen to podcasts!

For the video version of this podcast, watch on Youtube: https://youtu.be/Gs6MZ76m5yY 

In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue.

Christian Kletzl, CEO & co-Founder of UserGems, joins this episode to dig into the question: "How much are previously champions actually worth to your growth?"

They cover:

• how previous champions impact win rate 
• how much your deal size can increase with Gems on an opp
• how past customers can shorten your sales cycle 

Follow along wherever you listen to podcasts!

For the video version of this podcast, watch on Youtube: https://youtu.be/ijabU6QgRg8

For the written version, visit: https://bit.ly/42gIjAc 

“I saw a lot of great salespeople really struggle with understanding the value of cross-functional interactions, both for the customer and for themselves.” — Ross Rich

Matt Yalowitz, Head of Corporate Development at Stripe, and Ross Rich, CEO of Accord, know one of the biggest mistakes you can make as a sales rep is undervaluing collaboration with the rest of your organization.

And when you’re selling a complex product, it’s even more important to lean on your team.

This kind of teamwork is easier said than done. So how do you develop strong internal collaboration while moving quickly and serving your clients?

Listen in to hear Ross and Matt’s answers.

“If you're not super clear to the sales team about what’s in it for them, you'll invest a lot of time, resources, and people power into creating leads but will miss the follow-up process that converts them.” -- Devin Reed

Content is the center of many marketing organizations. But it’ll go to waste if you’re not doing it right. 

Devin Reed, Head of Content Strategy at Gong, shares the importance of communicating what’s in it for your audience. And that applies to both your end customers and your internal customers—the sales team.

In this episode, Devin shares his advice for creating content that raises eyebrows and enables your sales team to close deals.

“When you celebrate the win, it creates dopamine. And then that dopamine gets converted into noradrenaline, which is what gives you the effort to do the next thing.” – Kevin Bailey, Founder & CEO of Dreamfuel 

When it comes to supercharging performance - mindset is everything. And during the first 100 days of a startup it can be the difference between anxiety and exhiliration. 

Dreamfuel is a neuroscience based coaching platform whose goal is to help organizations improve employee mental health. Not just as a well-being perk, but to boost revenue.

It’s aligning emotions, feeling, thoughts and actions to hack elite performance. 

Jamie Sewell, VP of Growth, and Kevin Bailey, Founder and CEO, discuss how to guarantee success with visualization, how to understand your team’s mindsets, and how to optimize for mental strength and resilience.

“People started focusing so much on the extreme leading indicators of growth, but it's not just growth that matters. It's running an efficient business.” ~ Brian Murray

Growth matters, but survival comes first. High growth rates don’t mean much if your business isn’t self-sustaining or able to raise the next round of funding.

Brian Murray and Ethan Ruby, are partners at Craft Ventures, an early-stage VC and growth fund that is designed by founders for founders, and are the leader in B2B SaaS and Marketplace startups.

The key to achieving efficient growth comes from aiming for the same revenue goal and from tracking the right metrics of the business. Spoiler alert: most revenue leaders have never looked at these metrics before, but will need to this year.

What does the term “efficient growth” mean and what is considered good? Press play to find out.

“If nobody's willing to take ownership of their piece in it, everybody will get on the defensive as to why it should have worked. And it's always the other person's fault.” - Chris Boehlke, Vice President of Business Development at Bear Fox Marketing

When the blame game is baked into an organization's culture, revenue alignment is simply impossible. Assigning blame when key targets aren’t met is toxic, yet that’s often the default for companies.

Creating a culture of trust is both imperative and difficult. And rapid growth can quickly erode alignment across teams.

Full-service agency Bear Fox Marketing is a case study in successfully navigating rapid growth and revenue alignment through extreme ownership.

Chris Boehlke, Vice President of Business Development at Bear Fox Marketing and Isaac Ware, Former Director of Paid Media, discuss how to establish a culture of trust and transparency.

“We're really bad at this. Let's talk about these things in a cross-functional way. That's how we're getting better.” ~ Megan Boone, Senior Director of Revenue Marketing

Vulnerability and healthy conflict are key ingredients when it comes to creating revenue alignment between sales and marketing at ThoughtSpot, a company that provides Google-like search capabilities for data analytics.

Kristin Agnelli, Senior Global Director of Sales Development and Megan Boone, Senior Director of Revenue Marketing, discuss how they have fostered a culture based on transparency and trust - while  managing to make sales and marketing meetings fun along the way.

“We had ABM capabilities within our product and we had to drink our own champagne. We were like, we have to do it. We didn't even really need to build the business case for it. It's just, we gotta do this.” ~ Justin Keller, VP of Revenue Marketing at Drift

The working relationship between Sales and Marketing is everything when it comes to Account Based Revenue. We’ve heard this over and over. But it’s elusive. When it happens effortlessly it can feel like lightning in a bottle.

It’s been years since SigStr first launched into the B2B SaaS space. So when we got Justin Keller, VP of Revenue Marketing at Drift and Kevin Vanes. VP of Sales at Terminus, together to reminisce about launching their successful ABM initiative at Sigstr, it served as a reunion filled with behind-the-scenes goodness.