Justin Shriber’s Post

Gotta share something I'm proud of. A client hired us 3 months ago to do Outbound into Strategic Accounts. We had 96 Companies to go after. These are 7-8 figure deals for them. I promised 15 meetings. Added a guarantee on the contract. Money-back if we miss it. Engagement ended Friday. 43 Meetings set. Will land at 30-ish held (many pending). 16 Directors, 27 VPs or C-Levels. Imagine they close even 5% of those 30, about 1.5 deals... With a $10M ACV. That's $15M in revenue or ~150x return on the initiative. Sure you can AI the hell out of your market It works if you're selling widgets to landscapers but if you want to get VPs at Fortune 500 companies you have to stand out in a noisy environment. AI can help, but Humans like talking to Humans I'll be sharing more about how we did this, sooo: - Follow me Tito 🚀 Bohrt - Sales Mad Scientist for content - DM me if you want to join my bi-weekly live sessions (gotta get approved) - Comment with any questions about tools, strategies, methods I'm here to make my network better at selling. Always #payitforward because #SDRsMatter

**as of 25th morning, #all_songs_spotted ** T: Emily, I’m thunderstruck. This new AI-powered enterprise revenue acceleration tool is amazing! It has boosted our revenue and profitability. A true joy ride and satisfaction! E: Absolutely, Tom! At first, I was afraid and a bit paranoid, but this sales acceleration AI-platform has turned to be a stairway to heaven! T: Before we got this revops platform, I felt we were merely staying alive in this downturn and such a wild world.  But that’s news from yesterday, now. No more purple rain in finding the prospects – but good vibrations! E: Our conversion rates have been rumbling like a rolling stone. I feel good, amplified and happy! T: I never, in my wildest dreams, thought we could be running up that hill and simultaneously grow our clients' respect. Revops platform takes data from public and internal sources providing us concrete B2B sales wisdom. It’s a kind of magic! E: Imagine if we would not have this tool. We would be working eight days a week and running to stand still. Under pressure, fearing for skyfall - helplessly hoping and waiting for the sun.  And now I finally feel the earth move. Look at this sales potential analysis: next year looks like a funkytown. Not bad! T: I couldn't agree more, Emily. We've transformed ourselves, leaving boulevard of broken dreams behind us. We do not need to keep holding back the years, troubles are far far away. By the way, I just love the customer segmentation tool. A little less conversation needed for what to sell to whom nowadays, right? E: Thumbs up for this Finnish start-up! Their AI-powered SaaS platform is such a smooth operator, providing us the bridge over troubled water. It’s perfect! T: Any plans for the weekend? E: Our family will be heading to the cottage. I plan to read a book sittin’ on the dock of the bay. What about you? T: We’re heading tonight out with wife and friends to ‘Let me entertain you’ -bar. There’s this one piano man playing. E: Do I recall you saying: “I can’t dance”? T: Yeah! I will survive on the floor. It’ll be okay. It’s a relaxed place where you can leave your hat on. Maybe I try karaoke and sing for the moment, too. (Tom’s phone is ringing) T: Suzanne, hello! Please, hold the line.  (Tom mutes his phone) T: Have a great weekend, Emily! And thanks for a perfect day at the office! You are simply the best! E: You, too! See you on Monday! Yet another great week of making money, money, money! Tom smilingly unmutes his phone and focuses in helping his customer like nothing else matters late in that Friday afternoon. Three questions: 1) Above text contains a bunch of famous songs. Can you find them all?  2) Are you in B2B sales? Would you like to better know what to sell, to whom, when and why? 3) Can you figure out the name of the Finnish start-up that is rolling out AI powered revops? I have opened playlist in Spotify, called “Good mood (AI boosted B2B sales)”. with recognised songs 😎

📅 May was another record month at Causal for New/Expansion MRR + NDR 🔥 Here's my best guess at what's working right now: 𝟏. 𝐆𝐞𝐭𝐭𝐢𝐧𝐠 𝐨𝐧 𝐭𝐡𝐞 𝐩𝐡𝐨𝐧𝐞 Believe it or not, some people want to talk to a human before dropping $3-10k/year on a SaaS tool 🤯 We're happy to do 1–2 calls with users during their 2-week trial. These are more like consultation sessions than sales calls, answering specific questions + showing them that they'll be in good hands with our team. 25% of our new customers in May did a call with us during their trial, and the ACV for this segment was 55% higher than our pure self-serve customers ($4.2k vs $2.7k)! 𝟐. 𝐖𝐨𝐫𝐝-𝐨𝐟-𝐦𝐨𝐮𝐭𝐡 1/3 of our signups come via word-of-mouth, but until this month, we had no idea about this 🙈 We always saw a lot of signups coming via "Direct" traffic in Google Analytics, but never quite knew what it meant. After lamenting about this to Dave Kellogg, he told me the solution: including an explicit "How did you hear about us?" question in the signup form. It turns out that even in 2024, this is still the gold standard for attributing leads. I wish we did it 2 years ago — thanks Dave! 𝟑. 𝐒𝐡𝐚𝐫𝐢𝐧𝐠 + 𝐜𝐞𝐥𝐞𝐛𝐫𝐚𝐭𝐢𝐧𝐠 𝐰𝐢𝐧𝐬 Lukas Köbis and I have always struggled with this, but we're starting to get the hang of it 😄 There's an amazing energy on the Causal team right now, and it's a result of people seeing the fruits of their hard work and being connected to the outcomes that they're contributing to. Our customer feedback Slack channel is always popping with the latest that we're hearing from our customers on Zoom, Intercom, and Slack conversations, and the whole team gets a Slack notification when a new paid customer signs up (via Causal's Stripe integration). That's it for May, let's see if we can do it again in June! And shout-out to Hunter Hammonds for perhaps my favourite customer testimonial to date 👇

5th highest performing post of the year: HubStub is all you need! 👇👇HOT TAKE👇👇 If the company isn't aligned then its doomed. ☠ The strongest companies which thrive have alignment across every single individual across sales, marketing, and customer success. Everyone knows their role, everyone is working to achieve their goals. Oftentimes, companies hire a revenue operations professional with the goal of generating more revenue. Generating more revenue is the byproduct of what we do in RevOps but the WAY we achieve that is by implementing practices that enable sustainable revenue growth. Enabling talent to succeed is achieved by collecting & disseminating data, implementing standardizations, and ensuring alignment across teams. It is NOT achieved by telling sales to make more dials, telling marketing that they need to spend more money, and telling CS to be more nice to customers. These recommendations MAY come about depending on what the data says when we implement a project plan but they are not how we define the success/failure of our role. I'm such a HubSpot fan because the crm is *relatively* easy to use which means it's *relatively* easy to get your data in order to drive better decisions. This does not mean that it's easy to fix a dumpster fire but it does mean that it's relatively easy to make updates when the vision is there to support changes in the business. #HubSpot #RevenueOperations #RevOps

If you own a sales org or if you want to level up your complex sales game, then I commend this interview to you - A text that you can dig into quickly. Part 3, the 'Four fits' is a very tactical, practical way to think about inspectable events that drive forecast accuracy.

Revenue Operations Summit New York is just 1 WEEK AWAY! 🗽 This is definitely not one to miss! Check out some of the amazing sessions that will be taking center stage next week: 💡 Revenue stew with Sydnie Andreassi (Indeed) 💡 Accelerating growth through ABM and RevOps partnership with Aparna Muralidharan and Katie Hickey (dscout) 💡 From independent contribution to team development - RevOps in 2024 with Jordan Shaheen (Candid), Jessica Fleisher (Wix), Will Foley (Health Gorilla) and Jeff Vanzant (DailyPay, Inc.) 💡 Future-proofing strategies to secure RevOps in an evolving landscape with Danielle Marquis (Zappi) 💡 How MongoDB and Scalestack partnered up leveraging AI and data to increase sales productivity with James Underhill (MongoDB) and Elio Narciso (Scalestack) 💡 Unveiling distinctions-comparative analysis of RevOps in B2B and B2C landscapes with Lynn Eros (Hivebrite), Kartikk Mohan (i2c inc.) and Julie Scherr (Kin Eurphorics) 💡 HubSpot's connected GTM: Powered by RevOps with Sid Kumar (HubSpot) Not to mention all our other incredible speakers: Sandy Robinson, M.Ed. Julia Kim, Aviv Bergman, Ronen Idrisov 🪄, Max Kohn, Anna Fisher, Hassan Mahmood, Colin S., Josh Pudnos, Janani Kumar, Vicki Kam, Oscar Armas-Luy, Jesse Meller, Ethan Trombley, CPA, Sergey Mann, Helen Lin, 📈 Jeremey Donovan and Shai Rosenzweig!! Still haven't got your ticket? Get it now before it's too late: https://lnkd.in/es4mZsWc Excited is an understatement! #RevOps #revenueoperations #RevOpsSummit #newyork

In NYC and looking to chat more about all things RevOps? Join me, Spencer Grover , and Anna Fisher to discuss how you can optimize your business - from planning to paycheck 📈

I read Ben's post this morning. One sentence stuck with me. "It's time we stopped treating potential customers like idiots..." This is what first time founders often need to hear, when they're caught believing in marketing silver bullets that'll offset value gaps, broken onboarding, and a brand that doesn't resonate. I've been in growth a hot minute, and have been there more than once, or seen it play out from the side lines. I know how you feel to be promised PMF–potentially give up a really good thing–only to join a s$%t show and face constant pressure "...we just need more buzz". Things like losing +50% of team and unsalvageable implementation partners. Churning customer champions literally saying "we're not getting value from this product". Think that's bad? It's often 10x worse! Product team touting PLG, yet owning no rev accountability. Sharing dashboards of rising PLG conversions, despite those accounts sitting through hours of sales calls... you can't make this up! It often goes on. Naive understandings of how the product path to habit building looks like. Zero understanding of use cases. Trying to find aha moments looking at dashboard... with only a hand full of customers... instead of good qual. Losing the #1 non-brand keyword, so obvious, the domains should have been bought at company inception. An adoption cycle so rare, so razor thin, it's like hitting bulls eye at darts. From 5x the distance. And even after all these signals, still being confronted with. "Why aren't we creating more noise..." I'll tell you why. The product sucks. The packaging sucks. The market sucks. The research sucks. And worst of all, the paying customers are telling us it sucks. And you want us to pump money into being loud about the suck? 🤣 We ARE NOT READY for growth. And we wont be this year! This is what many growth folk have thought when going through this journey. It's common in B2B SaaS. Let's have real talk about it. Embrace the suck. Grow from it. What Ben said. "It's time we stopped treating potential customers like idiots..." They aren't idiots. And neither are growth hires. When selling enterprise software, where the cost of adopting a tool can be 100x the cost of the tool, gaslighting won't fly for very long. Word gets out. CVR's drop. Does this mean you should give up if the s%$t show is your reality? Heck no. But it means having realistic expectations of where the company is, the market, the prospect, and building with that in mind. For everyone's sanity and mental health. Otherwise, you're treating the growth hires like crypto meme coins. I hope this one 100000x next week. Without an understanding of what's really going on - (hello eth validators 😉 ) The best CEO's I ever worked for, hired growth knowing research and diagnostic was priority numero. Playing the long game. Short term growth mindset will usually gets you rekt. YourFriendRhys 🧡💛💚💙