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Jonathan Moss

Executive Vice President of Growth and GTM Operations

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What is your most challenging aspect of purchasing new enterprise software?

Applications & Platforms Data Center Disruptive & Emerging Technologies+8 more

Replacing incumbent technology/processes

Business justification / ROI / Payback period

Vendors don't meet business requirements

Too busy for evaluation

New vendor onboarding

Problem doesn't align with business imperatives

Other

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890 views

Will including quota attainment in job descriptions help drive more applications for open sales positions?

Customer Engagement Talent Sourcing & Hiring

Yes

394 views3 Upvotes6 Comments

Which channels you are using in your GTM sales strategy? (can pick more than one)

Calling

Community

Partner/Ecosystem

Conferences/Trade Shows

LinkedIn/Other Socials

Other - add in comments

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525 views1 Upvote3 Comments

According to a recent Gartner Insights, "Sales managers report that the best SDRs at their organization came from a similar SDR job at another company." So, why are companies losing well-trained, effective, successful SDRs to other companies?

People & Leadership Peer Insights

Low Compensation

Poor Management

No room to grow?

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278 views2 Upvotes1 Comment

Sales enablement folks, which pipeline metric is most important at your company? Share why in the comments!

Customer Engagement KPIs, Metrics & Reporting

Number of deals

Average conversion rate

Average deal size

Average win rate

Average deal velocity

Something else

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133 views1 Upvote2 Comments

Which specific strategies or tactics do you think hold the most potential for improving your team's sales pipeline management?

Customer Engagement Customer Relationship Management (CRM)

Better lead scoring

Strengthening qualification criteria

Streamlining proposal/negotiation processes

Improving sales/marketing alignment

Implementing AI forecasting

More specific customer segmentation

More personalized sales playbooks for specific buyer personas

Something else (comment below!)

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260 views2 Upvotes1 Comment

What are the most important data sources for sales ops teams? How are you using that data to improve sales effectiveness?

KPIs, Metrics & Reporting Customer Engagement Customer Relationship Management (CRM)

CRM data

Sales performance data

Market data

Product data

Customer data

Financial data

Something else

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187 views3 Upvotes

How do you measure success of your SDRs?

Number of qualified appointments

Cost per appointment

Cost per qualified opportunity generated

Revenue generated from closed sales

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371 views2 Upvotes1 Comment

Should customer success report into sales? What does your organization do? Appreciate any guidance!

Customer Engagement Employee Engagement Team & Organizational Design

Yes

794 views3 Upvotes8 Comments

What features do you consider crucial when evaluating a Softphone solution for seamless communication and efficiency within your organization?

Contact Center Solutions Contact Center as a Service (CCaaS)Voice over IP (VoIP)+2 more

Integration Capabilities

Call Quality and Reliability

Customization and Flexibility

Cost Effectiveness

User Interface and Experience

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3.6k views4 Upvotes

How are you using AI today? What have you learned and where are you struggling?

Jonathan MossExecutive Vice President of Growth and GTM Operations in Healthcare and Biotech6 months ago

I use AI tools to research mission critical or trend topics and ask the tool to provide references for content I might use in blog, speech or report. The tool saves time because it scans content across many domains faster ...read more

910 views2 Upvotes1 Comment

When it comes to KPIs, revenue is usually number one. But how much weight should customer satisfaction carry? How do you measure this at your company?

KPIs, Metrics & Reporting

Jonathan MossExecutive Vice President of Growth and GTM Operations in Healthcare and Biotech6 months ago

Growth in revenue through new business is essential, however, repeat revenue is intrinsically linked to customer satisfaction, with sustained external advocacy being the goal. Advocacy and testimonials are KPI’s we track...read more

4 2 Replies

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4.1k views5 Upvotes13 Comments

How did you test or validate your GTM strategy at your company? Is there anything you would have done differently? Any guidance would great!

Customer Engagement

Jonathan MossExecutive Vice President of Growth and GTM Operations in Healthcare and Biotech6 months ago

Design, Execute and Measure... look at the volume, size, conversion over a period of time and what levers you can pull to improve and if those are within your control.

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810 views5 Comments