Multithreading in Sales: The Modern Secret to Winning More Deals RevOps 10 min B2B buying is no longer a solo act. Today’s B2B buyer is not an individual but a “buying group.” According to a Forrester survey, 94% of respondents sold to a group of three or more individuals, while 38% sold to groups of 10 or more buyers. Gartner also found that the number of buyers has increased from 5 to 20 in the last ten years.  This illustrates that the decision to invest in a product or service is not a single person’s job. Instead, it takes multiple rounds of discussions with different stakeholders across departments to make a purchase decision. As high as 82% of decisions are made by a buying group. Let’s consider technology sellers as an example.  The sales process for technology has moved beyond the IT function. Those outside IT influence 63% of technology purchase decisions. Decision-making now includes other departments such as finance, business development, legal, and compliance.  Digital transformation has put buyers at the center of the process, leading to the buying committee becoming more extensive and diverse. As technology moves beyond functional silos, sellers need to adapt, too.  So, for a successful sale, you’ll need to have the C-suite, marketing, and other stakeholders on board. And remember, all of them value different things. What does it take to achieve consensus within the buying group? An effective deal closure with “multithreading.” What is Multithreading in Sales? Multithreading is when sales reps connect and build relationships with multiple stakeholders in the buying committee of an account. It effectively increases the chances of closing deals even if the champion leaves the buyer organization.  Let’s understand with an example.  Your sales rep has directly connected with the person in charge of implementing your solution (commonly called the “champion”) within their organization. This relationship took several months to nurture and build trust. Suddenly, the champion quits their job for a better opportunity.  What’s your rep’s next point of action? Your rep may reach out to the new champion. But they have to nurture this relationship for a few more weeks or months to close the deal. There you have it. A lower deal momentum and an increased sales cycle. In another scenario, there’s no immediate replacement champion identified by your rep yet, and in the meanwhile, the buying committee decides to go ahead with another solution. This turns into a lost deal.  But if your rep multithreads with all the stakeholders of the buying committee, they have a higher chance of closing the deal even when a key stakeholder quits an organization. Risks of Single Threading Despite its effectiveness, most sales reps end up choosing single threading. That is, reps connect and sell to only one person from the buying organization. A LinkedIn study shows that 78% of the sales reps are single-threaded. The single-threading approach appears less complicated on the surface and may create a stronger relationship with one client. But there are significant downsides to it.  Single threading is the conventional way of one seller interacting with one buyer. It overly relies on one individual from each side (buyer and seller) to see the deal through. But the moment one of them leaves, the sales process is disrupted. Moreover, a seller loses solid rapport with the buyer when one of them exits the deal. They need to start the process from scratch, leading to longer sales cycles, higher churn rates, and lower win rates.  Take this for numbers. As per LinkedIn, around 25% of buyers change their jobs every year. The result? 80% of sellers admit that at least one deal was lost or delayed due to a prospect or key stakeholder changing jobs. These numbers become significant when considering the loss in revenue.  But you can combat this with a multithreaded approach.   Deploy Multithreading in Sales  Here are six things to check off your list for successful multithreading in sales. 1. Get visibility into your buying committees Gone are the days when you’d call up Gary from the marketing department, invite him over for lunch and close a deal within the week. Today, it’s the entire buying committee – Gary plus others. A buying committee comprises of individuals who wield influence in the buying process, spanning multiple departments, roles, and personas. To successfully close deals, understanding the key roles and personas within each buying committee is paramount So, how do you identify which stakeholders concern you and their priorities? Taking a manual route to getting these contacts into your CRM is a lost cause. Your sales reps talk to several people on a daily basis. Not all these contacts are fed into the CRM. Worse – only 2-4 contacts make their way into Salesforce. Which means sales managers have no visibility into buying committees. This gap in contact data, also known as “contact blindness” significantly puts your deals at risk. Not only will reps miss out on building relationships with the right stakeholders, sales managers will be missing crucial insights to coach them on how to move a deal forward. The first step hence is to make sure you have visibility into the entire buying committee of every deal. You can achieve this with Nektar’s zero adoption contact and activity capture solution. Nektar automatically captures all your hidden contacts from your reps’ sales inboxes and calendars. And feeds it into Salesforce. Nektar’s AI capability also links contacts to the right accounts and opportunities in Salesforce. It enhances contacts with job titles and buying roles, so that your sales teams have unprecedented visibility into buying committees. Once you know what your buying committee looks like, you can build an account map and visualize connections between various stakeholder pain points and your solution. An example of an account map Next, understand their pain points that could drive demand for your solution. If they have an existing solution, what’s their need for a new one, and why they must consider you. It’s also helpful to understand the influence a given stakeholder has on the overall decision-making process, how long the organization’s buying

10 Revenue Operations KPIs You Must Measure RevOps 10 min If you have set up a revenue operations function in your organization and wondering what KPIs to track, this guide is for you. Tracking the right revenue operations KPIs can have a massive impact on your revenue. Setting up KPIs plays a crucial role in improving workflows. Not just that, but they also provide you with the means to create an unforgettable customer experience.  So, how can you maximize RevOps KPIs for profitability? And more importantly, which ones should you measure?  In this blog, we’ll dive into revenue operations KPIs with insights from our conversation with Cliff Simon, CRO at Carabiner Group.  You can listen to the full conversation here: Revenue Operations KPIs and Their Role in Cross-Functional Alignment Before we move on to KPIs, let’s get the basics right. That starts with understanding what RevOps is precisely.  Cliff says it’s about following the dollar’s value through the revenue funnel.  Notice how he doesn’t mention sales explicitly? That’s because RevOps is a much larger process than sales operations. It doesn’t just cover the sales touchpoint but tracks the entire customer journey.  What’s important to note is that alignment between teams is the key driving force behind RevOps. Sadly, cross-functional misalignment is also a big pain point for SaaS businesses.  This misalignment leads to a lack of communication between teams, manifesting siloed data.  Companies have tons of data, but it sits in separate data lakes. These lakes don’t have any connecting bridges and don’t come together into a unified source. Because the lakes are separated, organizations have no idea about meaningfully using insights from siloed data.  That’s the reason why achieving alignment is the first step. And from there, it’s about maintaining this alignment between teams as you scale.  But how do you track alignment and revenue growth as a result of it? Using revenue operations KPIs.  Why Should You Measure Revenue Operations KPIs? Companies can only improve or innovate if they know where they’re going wrong. RevOps KPIs help you track your customers’ progress and team performance throughout the buyer journey. This includes all revenue-generating teams—marketing, sales, customer success, product, finance, and more.  These KPIs are particularly important today when aligning workflows between multiple teams is a complex process.  Revenue operations KPIs measure the progress of shared workflows to determine if they’re catering to customer needs. They also measure performance at each customer touchpoint. You can go granular with KPIs to improve efficiency, eliminate friction and maximize revenue for growth.  From an overarching perspective, revenue operations KPIs are your strategic guide to achieving business goals through revenue operations.  Let’s move to the next most important question—what RevOps KPIs should you be tracking?  10 Essential Revenue Operations KPIs You Must Measure If you’re new to the RevOps journey and are just beginning to pay attention to KPIs, this list will help you pinpoint the correct revenue operations KPIs to measure.  The remaining KPIs can be added as you scale your business. So, let’s dive in.  1. Revenue  This is a no-brainer KPI, to begin with, but it’s also obviously critical.  Revenue is the amount generated by your business.  Measuring this KPI helps you figure out: If you have a consistent revenue stream over a given period What are the ups and downs How to adapt your pricing What’s your progress against business goals  Typically, you must look at recurring revenue—subscriptions, membership fees, and license fees— in terms of Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR).  As the name suggests, MRR gives you a monthly overview. The formula for MRR is: ARR, an annual KPI, can be used for more important business goals, measuring growth, and sales forecasting. There are two ways to calculate ARR, which you can see below:  2. Sales Pipeline Velocity Sales pipeline velocity measures the time a customer takes to move through the pipeline from lead to conversion. However, it’s stated in terms of revenue, not time.  While sales pipeline velocity can differ widely from company to company, a usual B2B sales cycle could take as much as a year.  It can be used to determine how much time your reps take to convert a lead. And if you should introduce any changes in the sales workflow.  A higher velocity signifies that your sales process is organized and structured. This solid process pushes leads through the revenue funnel via frictionless handoffs. MQLs quickly become SQLs which, in turn, become closed or won opportunities.  However, if your velocity is low, your revenue process may have bottlenecks that must be removed. You must identify these bumps and eliminate them to sustain growth.  3. Customer Acquisition Cost (CAC) You have to spend a certain amount of money to get new customers over a given period. For instance, money spent on running digital ad campaigns is a cost to acquire new customers.  That’s CAC for you.  Other costs associated with converting leads to revenue could fall under:  Advertising Sales hiring Commission Sales rep coaching Overheads, and more. CAC is calculated as below. CAC measures your ROI on the investment made to acquire customers. It determines if you’re getting your money’s worth through new customers to improve profitability.  This revenue operations KPI also reflects your marketing and sales success. It shows if you’re on the right track with your campaigns, messaging, and communication.  If your ROI is low, you can strategize on reducing your CAC without affecting the quality of buyer-seller interactions for your company.  4. Conversion Rate Conversion rate (sometimes known as “win rate” or “opportunities to close ratio” in SaaS) is the number of opportunities that you turn into closed deals. It shows the percentage of leads that moved through your revenue funnel and became customers.  If your conversion rate is low, you’re not doing something right in the revenue process. This revenue operations KPI provides a big-picture overview of why you couldn’t close more deals.  Then, you can dive into questions such as: Does marketing need to provide the sales team with high-intent MQLs?  Are you more focused on the volume of MQLs and SQLs, rather

Salesforce Lead vs. Opportunity: Explore the Difference RevOps 10 min Salesforce leads and Salesforce opportunities. These terms might be the first to welcome you as you enter the Salesforce world.  However, comprehending these terms is nothing short of vital. This article takes a deep dive into these two crucial terms within Salesforce to help you understand their roles, distinctions, and tips to make the most of them.  We will also explore the conversion process and understand when to convert a lead into an opportunity and why it matters.  Let’s begin. What is a Salesforce Lead? A lead is the initial stage in the customer acquisition process in Salesforce. It represents a potential customer or business entity interested in your product or service.  However, their interest has yet to evolve into a concrete sales opportunity. Leads are often individuals or organizations that have interacted with your company somehow. Some common examples include filling out a contact form on your website or attending a webinar. Let’s consider a software company, XYZ Tech, offering a project management tool. They launched a marketing campaign, and as a result, several professionals expressed interest in the product by signing up for a free demo on the website.  At this stage, these individuals are considered leads within Salesforce. The company has their basic information, like name, email address, and the source of their interest (the marketing campaign), recorded in the CRM system. However, being leads, these individuals have yet to reach the point where they are ready to purchase. They may need further nurturing, information, or engagement to evaluate whether XYZ Tech’s project management tool aligns with their needs.  As XYZ Tech’s sales and marketing teams interact with these leads, providing insights and addressing queries, some may gradually progress to the next stage: becoming opportunities.  What is an Opportunity in Salesforce? An opportunity reflects a distinct stage in the sales pipeline of the Salesforce CRM ecosystem. At this stage, a lead or potential customer has advanced beyond initial interest and is now a qualified prospect with a real chance of making a purchase.  Opportunities are critical in tracking and managing the sales process, as they provide a structured framework for sales teams to pursue and close deals. Each option includes the potential revenue, probability of closing the deal, sales stage, and expected closing date. All these aspects provide a comprehensive overview of the sales potential associated with a prospect. To illustrate the concept of better, let’s return to our example with XYZ Tech. After some time nurturing the leads generated from their marketing campaign, the sales team at XYZ Tech identified a lead named John Smith, who has shown interest in their product. John has held multiple discussions with the sales representatives and attended a product demonstration. He has also expressed his intent to implement the software for his organization. At this point, John transitions from being a lead to becoming an opportunity within Salesforce. The CRM system may now contain the following information about the potential sale:  Estimated deal value,  The stage of the sales process (e.g., “Proposal Sent”) The probability of closing the deal based on historical data and the current circumstances (e.g., 70% chance of closing) The expected closing date (e.g., within the next 30 days). Salesforce Leads vs. Opportunities Understanding the distinctions between leads and opportunities is critical to managing and nurturing potential customers through the sales cycle. While both play pivotal roles in customer relationship management, they serve different purposes within the sales process. Here are some critical differences between Salesforce leads vs. opportunities. Difference 1: Stage of the sales cycle Leads Leads represent the earliest stage in the sales cycle. They are potential customers who have shown initial interest but have yet to be fully qualified or ready for direct sales engagement. Opportunities Opportunities reflect a more advanced stage in the sales process. They indicate that a lead has progressed to the point where there is a genuine potential for a sale. Difference 2: Information depth Leads Leads contain basic contact information, like name and email address. It also includes the source of their interest. They may also have limited data on their specific needs. Opportunities Opportunities include more comprehensive information. They include details on the potential deal size, probability of closing, current sales stage, and expected closing date. The depth of data helps track and forecast revenue. Difference 3: Purpose Leads Leads serve as a starting point for identifying potential customers. They require further nurturing and qualification to determine if they are genuinely interested and their needs align with the offered product or service. Opportunities Opportunities are actionable prospects that have passed the initial qualification phase. Sales teams focus on opportunities to pursue a sale and close deals actively. Difference 4: Conversion process Leads You can convert leads into contacts, accounts, or opportunities when they meet specified criteria and exhibit higher interest or readiness. Opportunities Opportunities come from leads that have undergone a qualification process and are now considered promising prospects. They don’t convert into other Salesforce entities but are worked upon to reach a successful sale. Difference 5: Sales tracking Leads Leads help track the effectiveness of marketing campaigns and lead-generation efforts. This is because they represent the starting point of customer interaction. Opportunities Opportunities provide critical insights into the progress of potential sales. They help sales teams prioritize deals and forecast revenue more accurately. When Does a Lead Convert into an Opportunity? The decision to convert a lead into an opportunity in Salesforce is critical in the sales process. It requires careful consideration and strategic judgment.  While the specific criteria for conversion may vary, here are some best practices that should guide this decision-making process. 1. Qualification and engagement Before converting a lead, assess its level of qualification and engagement. Has the lead demonstrated a genuine interest in your product or service? Have they engaged in meaningful interactions with your sales or marketing teams? Qualification may involve the lead’s budget, authority, need, and timeline (BANT). 2. Information

7 Salesforce Data Quality Tools for 2025 RevOps 10 min Salesforce data quality tools are like trusty detectives for your business data.  They carefully inspect and analyze your data to make sure it’s accurate, consistent, and reliable. With these tools, you can confidently make important business decisions based on high-quality data that you can trust.  When it comes to handling data from different sources like social media, logs, email, and databases, you need a reliable solution that can effectively scrub, manage, and analyze all that information.  With the right tools in place, you’ll be equipped to tackle any data challenge that comes your way and make the most out of your diverse data sources. What is Data Quality? Data quality is all about having good, reliable data that you can trust. It’s like having a sturdy foundation for your business decisions.  That means no more errors, duplicates, or messy data that can lead you astray. When your data is accurate, complete, and consistent, you can make confident choices and take actions that will drive your business forward. Related Blog: Do You Trust Your Salesforce Data? To ensure data quality, essential processes include data ingestion, profiling, parsing, cleansing, standardization, matching, execution, deduplication, merging, and exporting. Each step contributes to refining and improving the data for effective analysis and utilization. Why Do you Need Salesforce Data Quality Tools? Having high-quality data is a game-changer for organizations.  When you can rely on accurate and reliable insights, it becomes a catalyst for smarter business processes and decision-making. Not only does it save valuable resources, but it also boosts your organization’s efficiency and profitability.  But what are the consequences of bad data? When you’re working with data that’s inaccurate, incomplete, or unreliable, it’s like walking on thin ice. You run the risk of making poor business decisions, flawed strategies, and unreliable analytics. Related Blog: 5 Salesforce Products to Boost ROI in 2023 Inaccurate data can wreak havoc on your business, leading to a multitude of issues like incorrect customer addresses, incomplete records, missed sales opportunities, unreliable financial reporting, and more. These missteps can have a significant impact on your bottom line, reputation, and overall success. By leveraging good data quality software, you can ensure that your business maintains high-quality data, meeting both international and local regulatory requirements. This, in turn, enhances your business agility and efficiency, enabling you to make informed decisions and drive better outcomes. Check the gaps in your salesforce reports, with an no-obligation free CRM scan report. Scan my CRMDownload Sample Report Top 7 Salesforce Data Quality Tools 1. Nektar Nektar is an AI for RevOps that automates all customer information and contact and brings them together, revealing insights that are normally not visible in CRMs. With AI-powered CRM automation, Nektar revolutionizes the Salesforce experience and delivers unmatched return on investment (ROI). Sellers simply forget to update the CRM. This lack of adoption leads to poor data quality, which means revenue leaders don’t get the insights they need. It’s a waste of money. That’s where Nektar comes in. Pricing: Nektar’s pricing is flexible depending on the business and solutions required. Nektar also offers a free CRM checkup to identify key gaps on where revenue is being lost in the sales process. 2. ZoomInfo ZoomInfo is a tool that provides comprehensive sales and marketing intelligence. It offers accurate contact information, deep insights into companies, and the ability to identify buying intent. With ZoomInfo, you can personalize your outreach, stay updated on target accounts, and integrate seamlessly with other systems. It empowers sales and marketing teams to find, engage, and close deals with their ideal customers. Pricing: ZoomInfo offers various pricing packages tailored to different business needs, and they can provide customized pricing based on your specific requirements. 3. Ambition Ambition is a performance management and gamification tool designed to help organizations drive employee productivity and achieve their goals. It provides a range of features and functionalities to motivate and engage employees, track performance metrics, and provide real-time visibility into key performance indicators (KPIs). Pricing: The pricing details for Ambition can be obtained from the software provider or through publicly accessible pricing materials. To make a purchase of Ambition, it is recommended to engage in final cost negotiations with the seller. 4. CirrusInsights CirrusInsights is a tool that integrates Salesforce with your email and calendar, providing a seamless experience for sales professionals. It offers a range of features to enhance productivity and streamline workflows. Pricing: Cirrus Insight offers four pricing editions ranging from $4 to $29, with a free trial available. Explore the editions to find the one that fits your needs and budget. Salesforce Sync $10/year/user Pro  $21/year/user Expert $29/year/user Sync+ $4/month/user 5. HelloSign (Dropbox Sign) Hellosign is an electronic signature platform that allows businesses to securely sign and send documents online. It simplifies the signature process, eliminates the need for paper-based workflows, and enables businesses to streamline their document management. Pricing: Free $0 Essential $15/month Dropbox +eSign $24.99/month Standard Starting at $25/month 6. Ringlead Ringlead is a comprehensive data management platform that helps businesses improve the quality and accuracy of their customer data. It offers a wide range of features and functionalities to enhance data management processes and ensure data integrity.  Pricing: Pricing information for Ringlead may vary depending on the specific needs and requirements of your business. It’s recommended to reach out to the Ringlead team for detailed pricing information and to discuss the best plan for your organization. 7. Clearbit Clearbit is a data enrichment and intelligence platform that helps businesses gain valuable insights about their customers. It provides a wide range of features and functionalities to enhance data quality and drive personalized experiences. Pricing: Clearbit’s pricing may vary depending on the specific needs and requirements of your business. It’s recommended to reach out to the Clearbit team for detailed pricing information and to discuss the best plan for your organization. Make your Salesforce a self-healing data-packed CRM with Nektar! Get a demo! Conclusion Salesforce is one of the steepest investments in your tech stack. But low adoption rates and poor

Unlocking Efficient Growth With a RevOps Function In this blog, we discuss with Eric Welsh how you can give up the hunt and turn to RevOps to drive efficient growth. RevOps 10 min The hype for “growth at all costs” has died down in the last year. Budget freezes across organizations have pushed leaders to drive efficiency with the resources at hand.  Now, it’s all about doing more with less. And the concept is quickly gaining ground among leaders because they can drive efficient growth by keeping costs low.  But how exactly are they doing it? And is it efficient enough with limited funds?  Those are the questions we sought answers to in our conversation with Eric Welsh. Eric is the Director of RevOps at Demostack and has been in RevOps and its adjacent spaces for nearly a decade.  This blog digs into his wealth of experience to bring you insightful nuggets for driving efficient growth. You can also view the full conversation below.  Ep #7: Driving Efficient Growth With RevOps ft. Eric Welsh Defining Efficient Growth for Businesses Today We’ve witnessed, in the last few years, that market conditions can change instantly. At the same time, aggressive growth encouraged companies to raise funds, invest, hire, and innovate quickly.  But when following an efficient growth mindset, the primary question you need to ask yourself is—are you growing in a way that constantly needs funds to survive and thrive? And if the answer’s “yes,” your growth isn’t efficient.  Instead of solely focusing on raising funds, your goals must adapt to the evolving business environment. That means you should be able to drive efficient growth even when the funds dry up with the resources you have so far in your journey.  It begins with paying attention to early cost warnings, allocating and reallocating resources as needed, and facilitating transformational growth (as opposed to just rapid growth).  You need to push for cleaner, more transparent, and standardized process flows that avoid a lag in scaling. It also means you may have to turn to digitization and automation to maximize your resources.  What Makes Revops the Perfect Choice to Drive Efficient Growth? Revenue operations or RevOps is an end-to-end operating model that helps organizations run their business in an interconnected way across GTM functions like sales, marketing and customer success. The function’s primary responsibility is driving visibility and accountability among leaders, stakeholders, and teams to: Identify new opportunities  Improve win rate and conversions  Plug data and revenue leaks Optimize workflows and processes Boost profitability Refine the customer experience  As Eric points out, RevOps is based on 4 key pillars—Process, Data, Platforms, and People.  Given that it advocates and strives for efficiency in every single action, it’s no wonder the function is becoming increasingly popular for businesses: B2B companies investing in RevOps have experienced 10-20% increases in sales productivity. If your reps are productive, your revenue process is more efficient and has a better chance of succeeding. Leadership positions in RevOps topped the list of fastest-growing job titles in the US this year. And Gartner predicts that 75% of the highest-growth businesses globally will deploy a RevOps model by 2025.  RevOps moves beyond a conventional approach that segments individual teams. Instead, it strives to create balance, better communication, and collaboration among functions—bringing them together.  The result? It maximizes your revenue while simultaneously minimizing costs.  Problems That Revops Solves for Today’s Efficiency-Focused Businesses Businesses face prevailing challenges that snowball into revenue leaks and inefficiency. Here are 3 key challenges that could affect efficient growth.  1. Buyers Want More, but Are You Ready for It? 85% of sales reps met or exceeded their sales goals in 2021. That number dropped a little in 2022 to 82%. While that may seem like a small figure, it’s a big jump in 12 months.  The underlying cause is that buyers want more, but not all sellers can live up to these expectations.  Buyers want more solution-based pitches showing how the product aligns with their use cases. But your reps may focus on the old-fashioned product approach (which comes across as more sales-y). Customers also want sellers to personalize their pitches and have more interactions to discuss the solution. In comparison, reps may be caught up with finishing non-selling tasks and filling up the pipeline.  A lack of effort and understanding at the rep’s end could cost you a long-term customer. 2. Pipeline Visibility Is Poor As much as 71% of revenue professionals report that their marketing, sales, and customer success functions are not fully aligned. That translates into a lack of visibility into the customer journey through the sales pipeline.  Poor quality data is to blame here, primarily data that remains stuck in silos between revenue teams. If they don’t have access to complete and accurate data across the funnel, they can’t talk to each other and exchange information. Subsequently, you miss profitable opportunities. 3. Inaccurate Predictions Slide Into Forecasts 16% of salespeople attribute unrealistic quotas as one of the top reasons for sales job turnover. But where do these unrealistic quotas come from? Inaccurate forecasts.  As much as 80% of organizations don’t have a forecast accuracy greater than 75%.  To sum it up, inaccurate forecasts cost you earnings and employees. In the larger scheme of things, this may also ruin your reputation among customers and job seekers alike.  Faced with the above 3 challenges and limited funds, businesses are now looking to invest in solutions that are hard-wired for efficiency. Subsequently, this efficiency evolves into effective revenue growth.  We’ll see, in more detail, how RevOps has massive potential to drive efficient growth and business profitability.   How Revops Drives Efficient Growth for Businesses Eric sums up RevOps’s purpose so clearly. It’s the problem-solver, troubleshooter, and growth-focused sibling of all operations functions.  This ability to solve problems and do it with resources at hand is what makes RevOps a frontrunner for navigating efficient growth. Here are 8 ways RevOps can help: Data hygiene & orchestration Refined alignment Streamlined tech stack Better forecasting Leadership buy-in Consistent performance tracking Improved rep productivity Happy customers  Let’s dive into each one of them below. 1. Data Hygiene & Orchestration You can make the

Nektar.ai Recognized as a High Performer in G2’s Summer 2023 Report Celebrate Nektar.ai’s success! Explore why they’re a High Performer in G2’s Summer 2023 Report. Discover their exceptional offerings today. Product In G2’s Summer 2023 Grid Reports, Nektar.ai has been recognized as a High Performer in the ‘AI Sales Assistant’ category. Less than 4 quarters since our global launch and less than 2 quarters since we’ve been listed on G2, this is a testament to the value and impact our customers have experienced with Nektar. Being an AI-enabled revenue efficiency platform, Nektar helps eliminate the problem of: Siloed revenue data across marketing, sales, customer success tools Stale, incomplete, and incorrect contact and activity data in Salesforce Broken visibility and monitoring of the customer journey and lifecycle (because of the data siloed in function-specific tools) Navigating multiple dashboards and spreadsheets to get meaningful insights   Outperforming the Average Rating Across Every Parameter Nektar is one of the few solutions in the category that has outperformed the average rating across all parameters. 100% agreed Nektar offers high-quality customer support (category average 96%) 100% affirmed Nektar is easy to do business with (category average 96%) 99% believe Nektar met their business requirements (category average 95%) 98% said Nektar is easy to set up (category average 94%) 97% agreed Nektar is easy to use (category average 95%) 96% said Nektar is easy to manage (category average 95%) What our Customers Say What our customers love about Nektar: Nektar filled in a major gap when migrating from Hubspot to SFDC by retrieving historical emails. Instead of starting out w/ bad data in SFDC, we had extremely accurate activity and contact data. Beyond that, Nektar captures all email communication in SFDC without requiring a plugin or our reps to take any action. No longer do we have to remind reps to log things or instruct them to download a plugin. – Ben K., Director of Sales, ArmorCode Nektar.ai has been a game-changer for us in terms of capturing and utilizing buyer and activity data to make better decisions and close deals faster. – K. Hastu, Vice President of Growth, MoEngage The fact that our Salesforce today is filled with contacts and activities that would have been otherwise remained buried in inboxes and calendars is a gift. All this with zero need for adoption – literally, nobody in Zluri had to do anything. This powerful automation by Nektar is remarkable.  – Rohit R, Marketing, Zluri Nektar offered a more direct sync into our CRM that was less error-prone and didn’t require setup by our customer-facing reps. Thanks to the historical sync, we saw Day 1 benefits across functions and systems.  – Alex Dyson, Senior Manager of Revenue Operations, Signifyd Nektar came in and automated data capture, preventing data leaks and saved hours of sales reps’ time, thus enriching the database and leading to better insights that we can trust.  – Manohar Nandigam, Sales Enablement Lead, MoEngage Inc What problems is Nektar solving for its customers? Nektar has allowed us to make more informed decisions and unlock the true potential of our sales pipeline.  – K. Hastu, Vice President of Growth, MoEngage We were dealing with a significant leakage of our activity data in our CRM and Nektar helped add 3000+ activity and 150+ contacts during our seamless onboarding process, without any user adoption needed.  – Bryant Krieger, Director of Revenue Operations, Archipelago  Getting all of our Prospect and Customer data into Salesforce.com. Nektar helps fill in our data gaps which saves us valuable time. In the past, I’ve seen sales teams struggle to update Salesforce.com, Nektar makes capturing every Contact and Activity simple for us via automation. No more waiting on sales reps to update Salesforce!  – John Aguilar, Senior Director Sales Operations, Lily.ai Nektar helps to get all the buyer data into Salesforce and fills in the gaps that would have taken 50+ weekly revenue-generating productive hours from the sales team on a weekly basis. No more waiting on anyone to update Salesforce!  – Karthik Rajaram, Senior Sales Operations Manager, MoEngage Inc With Nektar we were able to identify 2000+ contacts that was buried across communication channels and 70% of our buyer activity got added back to SFDC.  – Raghu R., Sales Ops Manager If you’re solving for revenue leaks and struggling with bad CRM data, you need Nektar. Come talk to us. In this blog

Unlocking Data Success: How RevOps Can Transform Data Hygiene for Companies Data hygiene is an essential prerequisite for revenue growth. Read about the role RevOps can play in championing this cause. CRM RevOps In today’s hyper-competitive business landscape, organizations are increasingly recognizing the indispensable value of data in driving growth. However, the sheer volume, velocity, and variety can pose significant  data cleaning challenges. Data hygiene issues can hinder decision-making, customer experiences, and overall operational efficiency.  As a RevOps team, you need to be able to help all teams. A big part of it is making sure all the different tools and systems are connected. RevOps is there to plan, help with processes, building process paths and writing those out. It is also the keeper of truth. When it comes to numbers, we need to ensure that people have actionable data, and we help them with the best process to move forward.  – Trent allen, revenue operations manager at maxio In this blog, we re-look at our conversation with Trent Allen, Revenue operations manager at Maxio – the financial revenue operations platform. We discuss Revenue Operations (RevOps), and how it can offer a strategic approach to address data hygiene concerns to unlock untapped potential. Listen to the full conversation here: Ep #9: Championing Data Hygiene With RevOps ft. Trent Allen Let’s begin with what’s data hygiene and how RevOps can help solve the issue of unclean data: What is Data Hygiene? Data hygiene refers to the practices and processes used to ensure data’s cleanliness, accuracy, and reliability. It involves maintaining and improving data quality throughout its lifecycle, from creation to disposal. Organizations can minimize errors, inconsistencies, redundancies, and other issues impacting data integrity and usefulness by implementing data hygiene measures. Data hygiene is crucial in RevOps by ensuring accurate, reliable, high-quality data across all revenue-related functions. Clean data enables informed decision-making, as it provides accurate insights and trends. Check out our entire conversation with Trent, around Revenue Operations, and how it can facilitate data hygiene. https://youtu.be/-Zi6T1Ny9jI?si=BEKxKMTmlCLGwzsb What is RevOps? And What Role Does Data Hygiene Play in it? RevOps, short for Revenue Operations, is a strategic approach that aligns and integrates an organization’s sales, marketing, and customer success teams. It optimizes revenue generation by breaking down silos, improving collaboration, and streamlining processes across these departments. RevOps teams typically work on aligning sales and marketing strategies, implementing and optimizing sales processes, managing and analyzing customer data, and leveraging technology tools to improve operational effectiveness. RevOps ensures a cohesive and coordinated approach toward revenue generation by aligning sales, marketing, and customer success efforts. It promotes better communication, eliminates inefficiencies, and enables data-driven decision-making. A critical aspect of coordinating various departments is ensuring the cleanliness and accuracy of data, which is where data hygiene comes into play. RevOps recognizes that high-quality data is essential for making informed decisions. By implementing data hygiene practices, RevOps teams work to cleanse and maintain data integrity, eliminating errors, duplicates, and inconsistencies. I think a big part  is making sure all the different tools and systems are connected and that the data is passing between them fluidly, so that the end-user can save their time.  – Trent allen, revenue operations manager at maxio How Can RevOps Facilitate Data Hygiene? A company’s data is like a garden—a vast expanse of information, ripe with potential. However, just like a garden, data requires meticulous care and attention to thrive. This is where Revenue Operations (RevOps) steps in as the expert gardener, armed with the tools and strategies to ensure optimal data hygiene. Here are a few ways in which RevOps can contribute to maintaining clean and accurate data: 1. Data Governance RevOps can establish data governance policies and standards across the organization. This includes defining data quality metrics, data validation rules, and data ownership responsibilities. RevOps ensures that data is managed consistently and effectively by setting clear guidelines. 2. Data Integration and Alignment: RevOps teams work towards integrating data from various sources, including sales, marketing, and customer success systems. They can identify and resolve inconsistencies, redundancies, and inaccuracies by aligning data from different departments. This process improves data integrity and ensures a single source of truth. 3. Data Clean-up and Enrichment Data cleaning and enrichment includes reviewing and updating customer and prospect information, eliminating duplicate records, and correcting errors or inconsistencies. This enhances data accuracy and reliability. 4. Data Analytics and Reporting Data analytics tools and techniques can provide insights into customer behaviour, revenue trends, and sales performance. RevOps identifies patterns, anomalies, and data quality issues by analyzing data. This information helps in addressing data hygiene challenges and improving overall data quality. 5. Training and Education RevOps teams can train employees across departments on data hygiene best practices. This includes educating teams on data entry standards, data maintenance procedures, and the importance of data quality. By increasing data literacy within the organization, RevOps promotes a culture of data hygiene. Clean data ensures accuracy, integrity, and reliability, leading to improved decision-making and strategic planning. Data hygiene enhances operational efficiency, as it reduces errors, duplicates, and inconsistencies that can hinder processes. You want to be careful about what you allow to be manually input, if the data is flowing to your center of truth, then it can have a huge impact. Every team has a different model, and with us, we have made RevOps to be the centralized pillar of truth for the company.  – Trent allen, revenue operations manager at maxio Benefits of Having a Data Hygiene Strategy Let’s have a detailed look at the various benefits of Data Hygiene:  1. Accurate decision making Clean and accurate data serves as a reliable foundation for making informed decisions. By ensuring data integrity, organizations can trust the information they rely on, leading to more accurate insights and better decision-making at all levels. 2. Improved operational efficiency Data hygiene minimizes errors, redundancies, and inconsistencies in data. This leads to streamlined processes and increased operational efficiency. Clean data allows employees to access and use relevant information quickly, saving time and

10 Tips for Efficient Pipeline Tracking RevOps 10 min When times are tough, you need twice as many opportunities to close one deal. And to get more opportunities, you need quality prospects. A sales pipeline can give you an overview of what your selling cycle looks like. But how do you zero in on the right deals? How do you know they won’t fall flat a month down the line? Meticulous pipeline tracking is the answer. It brings sales reps closer to the moment of truth – will the deal close or not? Let’s get started. What is Sales Pipeline Tracking? Pipeline tracking puts every deal under the scanner.  It tells you how each one stacks up in terms of revenue potential – which deals are likely to convert, by when, and what stage they are currently in. Reps can then work backward from the goal and focus on the ones that will give them the best chance of hitting quota.  Let’s understand with an example. Let’s say your conversion rate for the month is 12% on a pipeline worth $1 million.  To achieve a quota of $300,000, you will need to double the number of opportunities you have lined up. Many people think the sales pipeline and sales funnel are the same.  There’s a difference, and it’s this: Sales pipelines represent the sales cycle from the seller’s perspective.  Sales funnels visualize it from the other side – the customer’s perspective. Related Resource: 5 Ways to Improve Your Sales Pipeline Visibility With sales pipeline tracking, you can: Pinpoint lagging deals and take steps to revive them. Estimate how many deals are likely to close in the next month or quarter. Analyze sales productivity by individual or team and see if they are doing the right activities. Share actionable advice on the best way forward. Make deal forecasts more accurate Identify opportunities for sales optimization What are the Components of Pipeline Tracking? Pipeline tracking has three key components: 1. Opportunity Stages These stages show the relative position of a deal since entering the sales funnel. 2. Conversion Rates This is the rate at which leads turn into opportunities and opportunities into sales. 3. Pipeline Value This is the total dollar value of the pipeline as a whole. It represents the total revenue potential of every active opportunity. 10 Tips for Efficient Pipeline Tracking For pipeline tracking to be effective, sales teams must: 1. Define the right pipeline stages Pipeline stages like ‘closing’ or ‘negotiation’ can be confusing for reps in the middle of a busy day.  To be fair, many sales managers use the default stages available in Salesforce or other tools.  But this ends up affecting pipeline visibility, forecasting accuracy, and revenue numbers.  The key is to: Be as specific as possible when describing each stage. For example:  ‘first call – no answer’ or ‘quote sent for approval.’ Make sure that pipeline stages relate to the sales process. Have a limited number of deal stages – no more than 7. 2. Define clear exit criteria for each stage Now that we’ve defined our pipeline stages let’s think about the exit criteria for each.  You can do this through a series of Yes/No questions based on the status of an account.  Depending on the deal stage, a few good questions could be: Has the rep qualified the customer by asking relevant questions? (Needs Analysis stage) Is the rep in contact with the economic buyer or the champion? (Initial Meeting/Needs Analysis stage) Has the customer confirmed they’re OK with the proposal/ mutual action plan? (Proposal stage) Has the customer agreed to sign the contract? (Negotiation stage) Clear exit criteria enable reps to move deals from one stage to another with ease.  Why not specify review criteria so reps can clean up their pipeline too?  You can benchmark the average closing time per rep and then track the following: The number of days a deal has been open The number of days since the last activity The expected close date mentioned by the rep In any case, tell your reps to reach out one last time before dropping a lead. You never know if they might have a future requirement. 3. Define the right pipeline metrics Pipeline metrics play a key role in setting KPIs and sales quotas based on the goal.  Some key metrics are: a. Number of new leads This is the total number of new leads entering the pipeline. Many businesses track new leads by source. Others prefer to track them at the opportunity stage. b. Pipeline value This is the total projected value of the opportunities you currently have. c. Conversion rate This includes converting leads to opportunities or closing opportunities into deals. d. Sales Cycle Length This represents how long it takes your reps to finally close a deal. Other key pipeline metrics include: Annual recurring revenue Average revenue per user Average deal size Pipeline velocity Related Resource: 15 Sales Metrics You Must Track 4. Streamline lead scoring Why do some opportunities score high but don’t convert?  And what about opportunities you didn’t pay much attention to but ended up closing?  If this happens too many times, it could be a sign that reps are not qualifying leads enough.  And this could create bottlenecks a couple of months down the line.  Review your lead scoring criteria – plus the lead qualification methodology.  This can help focus on opportunities with the best potential for closing. 5. Prioritize pipeline reviews Many sales managers focus all their attention on late-stage (negotiation) deals.  And that’s important from the revenue point of view.  But sales reps do need a big-picture view of the pipeline as a whole.  Pipeline reviews can help identify the winnable deals earlier in the funnel and find ways to achieve quota.  Managers can verify the ‘real’ opportunities and coach accordingly.  Now, it’s not possible for busy sales teams to have pipeline reviews every day.  But managers can share pipeline reports so that reps know what’s going on. Beginning of the 90-Day Phase: Vision and Execution 6. Customize Salesforce

7 Salesforce Reporting Tools to Consider in 2025 RevOps 10 min Salesforce reporting tools are vital assets for businesses that want to go beyond just acquiring leads and closing deals. These comprehensive solutions are a game-changer for sales leaders who want to ace their sales and customer relationship management. Salesforce reporting tools also enable data-driven decision-making, which is a must-have for a successful business. If you are looking for a reliable reporting tool for Salesforce, you are in the right spot. This article will explore the top seven options offering various features and salesforce reporting capabilities to address your reporting needs. So, let’s get started. What is a Salesforce Reporting Tool? Salesforce‘s reporting tool is a data reporting software that helps extract, organize, and analyze data from the Salesforce platform. The platform provides users with functionalities to transform raw data into meaningful insights. As a result, it helps businesses make informed decisions, track performance, and drive growth. Salesforce reporting tools offer varied capabilities to cater to diverse reporting needs. They empower users to create customized reports and dashboards, visualize data in various formats, and drill down into specific details for deeper analysis. These tools also integrate seamlessly with Salesforce’s data model, allowing users to leverage the full potential of their sales data without the need for complex coding or technical expertise. 8 Salesforce Reporting Tools for 2023 Let’s look at the top Salesforce reporting tools in 2023 you can consider for your business: 1. Tableau Tableau is a powerful Salesforce reporting tool that offers seamless integration within the Salesforce ecosystem. With its built-in reporting module, Tableau allows users to connect directly to Salesforce data and create interactive reports.  Tableau’s ability to embed visuals directly within the Salesforce application sets it apart, providing users with a cohesive experience. Moreover, data can be securely passed back and forth between Tableau and Salesforce, ensuring the confidentiality and integrity of your data throughout the reporting process. Key features: Full information availability Self-service analysis and visualization Data blending Knowledge and skill sharing 2.G-Connector G-Connector bridges the gap between Salesforce.com and Google Spreadsheet, enabling efficient data exchange between the two platforms. With G-Connector, users can effortlessly connect their Google Spreadsheet to Salesforce.com, allowing manual and automatic data synchronization.  The versatile tool offers multiple methods to create data snapshots in Google Sheets, ensuring flexibility and convenience. A standout feature of G-Connector is the ability to set up a shared Google spreadsheet, enabling the Sales team to enter and update sales data in one central location easily. Key features: Automatic data exchange Snapshots of Salesforce data Single shared Google spreadsheet Notifications for team members 3. Jotform Jotform is a supercharged online form builder that offers a number of subproducts and features, eliminating manual data entry and automating your workflow.  It makes generating Salesforce reports effortless by allowing users to collect data and create beautifully designed dashboards & dynamic reports – all automated and ready to go at any time. Jotform also offers a handy analytics tool so you can keep track of where you are with your projects easily. Key features: Dynamic reports and dashboards Analytics and visualization Integrations to automate other apps including Salesforce Building complex workflows with approval flows 4. Klipfolio Klipfolio offers a cloud platform app for building real-time business dashboards. Users can create highly customized dashboards with tailored metrics and data visualizations fueled by multiple data sources, including Salesforce.  The tool connects businesses to hundreds of data sources, ensuring comprehensive and up-to-date reporting. The beauty of Klipfolio lies in its flexibility and accessibility, as the dashboards can be monitored from anywhere, on any device. As a result, Klipfolio enables businesses to gain real-time insights and easily make data-driven decisions. Key features: Flexible data connection Highly customizable metrics and data visualization Data mashups Publish data to TV wallboards Pre-built content 5. Conga Composer Conga Composer is a robust Salesforce reporting tool that empowers businesses to create error-free, templated digital documents directly within Salesforce. The application automatically populates richly-formatted templates with data from Salesforce.  Businesses can effortlessly generate reports, proposals, contracts, and other important documents, saving time and ensuring accuracy. In addition, seamlessly merging Salesforce data into customized templates streamlines the reporting process. It enables businesses to create professional documents easily. Key features: Generate documents in multiple formats Store documents wherever possible Accurate, consistent, pixel-perfect documents 6. Smartsheet Smartsheet is a Salesforce reporting tool that aims to increase the productivity of sales teams. It also enhances visibility into sales operations while maintaining the established workflows. With Smartsheet, collaboration and sharing become effortless across both Salesforce and non-Salesforce users, eliminating the need for manual data exports to spreadsheets.  The tool streamlines the reporting process by enabling auto-synchronization between Salesforce and Smartsheet. It eliminates redundant steps and allows teams to manage their pipelines efficiently. Key features: Synchronize Salesforce data to Smartsheet to make bulk changes Set criteria for real-time alerts Real-time data with advanced sharing across teams Auto-synchronization between Salesforce and Smartsheet.   7. InsightSquared InsightSquared offers several advanced features to enhance your sales operations. With real-time updates, InsightSquared’s RevOps dashboards provide immediate access to critical data. As a result, you can stay on top of your business performance in real time.  The tool’s Activity Capture feature generates insightful reports on your team’s activities and seamlessly shares the data. In addition, automated activity tracking eliminates the need for manual updates, boosting your sales team’s productivity. Key features: Real-time updates of RevOps dashboards Activity Capture  Analytics and visualization Current Challenges in Salesforce Reporting Let’s explore some of the challenges in Salesforce reporting and how you can overcome them: 1. Data complexity and integration Sales data can originate from various channels, including CRM systems and marketing platforms. Integrating and consolidating this data into a cohesive reporting framework can be daunting. Organizations must invest in robust data integration solutions and ensure data quality and accuracy to overcome this challenge. 2. Manual and time-consuming processes Many businesses still need to rely on manual processes for sales reporting, which can be time-consuming and error-prone. Extracting data from multiple sources and creating

10 Best Deal Tracking Software for 2025 RevOps 10 min Imagine your sales team juggling multiple deals at once. They’ve got meetings, follow-ups, and deadlines to manage, and it feels like the weight of the world is on their shoulders. Sound familiar? Well, what if we told you there was a way to make your life easier? A way to streamline your sales process and close more deals? That’s where deal tracking software comes in. We’ve seen first-hand how deal-tracking software can transform a sales organization. That’s why we’ve compiled a list of the 10 best deal-tracking software for 2023. Each software solution will help you stay organized, focused, and efficient so you can focus on what you do best – selling. So, if you’re ready to take your sales game so the next level, keep reading. The possibilities are endless with the right deal tracking software at your fingertips. 10 Best Deal Tracking Software for 2024 1. Nektar 2. EngageBay 3. Kapture CX 4. Salesmate CRM 5. Pipedrive 6. Insightly 7. Nutshell 8. Salesflare 9. BigContacts 10. FreshSales What is a Deal Tracking Software? Deal tracking software is a tool that helps sales professionals manage their sales pipeline by keeping track of all their deals in one central location. Deal tracking software provides an overview of each deal’s status, from initial contact to final close, allowing salespeople to quickly and easily assess the state of their pipeline.  Let’s say you have dozens of deals in your pipeline, ranging from small accounts to large enterprise deals. A deal tracking software will allow you to see deals that: are in the negotiation phase need follow-up calls are on track for a close Think of deal tracking software as a solution that provides end-to-end visibility into your sales pipeline, allowing you to stay organized and focused on closing deals. Overview of 10 Best Deal Tracking Software for 2025 Now that you know everything about deal tracking, it’s time to look at the software solutions that can help you. Here’s our pick of the top 10 deal tracking software: 1. Nektar   Nektar is one of the best deal tracking software that helps businesses spot real opportunities sooner, progress deals faster, and ultimately drive revenue growth. One of the key benefits of Nektar is its ability to automatically analyze every buyer interaction, providing valuable insights and actionable intelligence to sales teams. Using advanced algorithms and machine learning, Nektar can identify upside and at-risk opportunities in real time, enabling sales teams to focus their efforts where they’re most needed. Nektar helps sales teams prioritize their time and resources, ensuring they’re always working on the most promising deals. Key features: Offers the buyer-seller activity as a key leading indicator to understanding the deal progression Allows time measurement at each stage to optimize sales cycles Identifies high-value opportunities that require more focus 2. EngageBay   EngageBay is an intuitive deal tracking software that helps businesses manage every individual lead in their sales pipeline tracking. The software enables businesses to streamline their lead flow, view important information about each lead, and close deals more efficiently. Businesses can filter and sort their leads based on different criteria, such as lead source, lead score, and lead status. It helps businesses prioritize their leads and focus on those most likely to convert into paying customers. The software also allows businesses to set up automated workflows that move leads through the pipeline based on their behavior and actions. Key features: Unified sales lead information Centralized client data Estimated revenue generation forecast 3. Kapture CX   Kapture CX offers an intuitive interface that makes it easy for businesses to keep a tab of their leads and prioritize them. The software helps businesses optimize their relationships with clients, boosting sales. The software allows businesses to set up custom hierarchies and view their sales performance data at different levels of the organization.  Businesses can identify trends and opportunities for improvement and track the progress of individual sales reps and teams. It also provides businesses with various tools to help them engage with their clients more effectively, such as effective personalization. Businesses can build stronger relationships with their clients and increase the chances of closing deals. Key features: Omni-channel support Integrated sales monitoring Easy API compatibility 4. Salesmate CRM   Salesmate CRM comes equipped with a sales activity tracker, which allows you to plan and stay on top of your sales pipeline. With Salesmate CRM, you can easily track your team’s activities and monitor their progress in real-time. This feature is particularly useful for sales managers who need to keep tabs on their team’s performance and identify areas for improvement. You can use the software to automate repetitive tasks, like sending follow-up emails or updating your CRM system. It will help free up your team’s time and allow them to focus on more important tasks like closing deals and generating revenue. Key features: Automates sales activities and playbook Sales timeline for easy tracking Smart calendar view 5. Pipedrive   Pipedrive is another excellent option that allows you to create the stages of your sales funnel. You can easily track your deals and stay organized throughout the sales process. With Pipedrive, you’ll receive automatic alerts and reminders to stay on track and ensure no deal falls through the cracks. These notifications are customizable and can be set up to suit your specific needs and preferences. Pipedrive also has advanced analytics capabilities that provide a range of useful metrics and reports, allowing you to identify opportunities to close more sales and improve your overall performance. The platform also incorporates AI technology to help you prioritize leads and identify which deals will likely close successfully. Key features: Visual sales pipeline Customizable pipeline Team collaboration 6. Insightly   Insightly helps businesses stay on top of their sales pipeline through its customizable dashboards. Users can break down the data they want to track in a way that makes sense for their business. Whether you’re interested in tracking deals by stage, salesperson, or product, Insightly can help you do it.