5 Ways Siloed Data is Burning Your Revenue There are various reasons why revenue might be falling for your company. Most of these reasons might be in your radar, and your strategy might include improving on those parameters in the next quarter.  But there is one silent killer in your revenue engine you might not be aware of. Ignoring this aspect can cost you heavily. This is the case of siloed data.  90% of organizations cite data silos as a challenge to growth. And data inefficiencies cost organizations an average of $12.9 million every year. Dependence on incorrect, incomplete, or stale data leads to erroneous decision-making that hurts revenue. Most of these issues related to data originate from data silos. What do we mean when we say data inefficiencies? Using incorrect data to drive decisions across the organization or basing a new revenue strategy on the shoulders of stale data in your systems are some examples of data inefficiencies. How can organizations make data-driven decisions that drive revenue? Is there a need for more data? Definitely not. Every organization has their own data that can be leveraged to make powerful data-driven decisions. But most of this data is stuck in systems that don’t talk to each other. Enabling this data to flow freely along the revenue engine can help capture critical information to understand your business better. Data-driven organizations are 23 times more likely to acquire new customers, 6 times more likely to retain them, and 19 times more likely to be profitable. First Up, What is Siloed Data? Siloed data is information from revenue-generating activities like sales, marketing or customer success that is stored in isolated tech stacks. This data is controlled by one team but inaccessible to others. For example, marketing team might create revenue generating strategies with the data within their own tech stack. This data is not related to data that sales or customer success has. As a result, these departments keep working within their own confines, without having access to the same data, or devising ways to support each other. Such silos hampers organizations as revenue generation is no longer the responsibility of just sales or marketing. It’s a team effort that demands all customer-facing functions to come together and refer to a single source of data. This is where revenue operations thrives as a function. A data pile-up leaves everyone puzzled, and organizations pay dearly in terms of unaligned goals, internal competition, siloed thinking, and stunted growth. How is Siloed Data Created? Most departments don’t have access to unified, strategic data for cohesive planning. For instance, 47% of marketers blame data silos as their most significant problem for extracting insights from data. Why is it that data silos thrive? Here are three key reasons: 1. Siloed departments Departments within the organization often have individual goals to achieve. Along the way, they may miss the point of setting these goals – for the organization’s collective growth. As a result, they operate in silos concentrating on their own targets. It mainly creates problems when customer-facing teams – marketing, sales, and customer support – start functioning in isolation. The common objective is to increase revenue and retain customers, and these teams must collaborate closely for success. But with differentiated tech stacks for each team, it’s incredibly challenging to use one department’s data for another. As a result, sales and marketing teams often end up at loggerheads and can’t align GTM strategies. The numbers are shocking because as much as 90% of sales and marketing professionals report misalignment in strategy, among other things. And it’s estimated that this misalignment costs businesses over $1 trillion each year. 2. Cultural resistance Even as digital transformation sweeps the world, 54% of organizations manage customer-facing operations in silos. In organizations that don’t follow a culture embedded with data, teams face challenges in deriving valuable insights from data. Only 25% of employees think they can leverage data to their benefit. Then there’s limited knowledge of new technologies. Sometimes, leaders find upgraded systems challenging to comprehend. Since they hold key positions, accepting this shortcoming and stepping up digital transformation could feel overwhelming. 84% of employees think leaders should move to more modern tech stacks to capture business opportunities. The result of this cultural resistance? Organizations end up sticking with legacy systems thinking these will perpetually perform well. 3. Separate tech stacks 72% of customer interactions are now via multiple digital touchpoints. Enterprises with data silos store information from individual touchpoints separately, giving rise to irregularities as data collected from each can be vastly different. And companies that don’t keep up with digital transformation risk losing nearly $7 million. Moreover, as technology evolves, companies may add more tools to their tech stack for various functions and departments. With each clashing effort, this stack keeps growing and creating unmanageable siloed data if integrations aren’t in place. And while applications are on the rise, integrations aren’t increasing equally. In 2022, an organization had 976 applications on average. But only 28% of these apps were integrated. 5 Ways Siloed Data Is Damaging Your Revenue Maintaining data silos is doing more harm than good to businesses. While you must uphold customer confidentiality, not sharing a ton of other information will impact revenue adversely.  Below are 5 significantly adverse effects of siloed data. 1. Missed business opportunities 30% of respondents in a survey by CMO Council and Televerde stated they faced challenges in hitting revenue targets because of organizational silos. And that’s not all. 84% of employees are missing business opportunities by not moving to modern data solutions. Fostering a ‘data ownership’ culture over a ‘data sharing’ one has a far-reaching impact on identifying new prospects and nurturing those in the sales pipeline. Unhealthy competition among teams further motivates them to fulfill internal targets while ignoring external possibilities. It also deepens the rift when leads handed over from marketing to sales don’t come with the right set of data. 2. Unfavourable customer experience This lead handover also translates into cumbersome customer experiences. Most businesses have multiple customer touchpoints. If data from each is unlinked, sales teams have less visibility on which part of the

6 AI for Customer Success Use Cases With the goal of efficiency looming large, the past year has compelled organizations to re-evaluate their tech stacks. If a particular tool doesn’t offer enough value to improve ROI, it’s eliminated from the tech stack. The difference between sticking to a tool and letting go becomes significant for sellers. And the key to resolving it? Having a meaningful relationship with customers. On average, loyal customers place order values that are 67% higher than new customers. Plus, you have a 60-70% chance of upselling to existing customers than a 5-20% chance of converting new ones. With so many growth benefits on offer, businesses are turning to artificial intelligence (AI).  AI can help improve your net retention rate (NRR) and customer success processes. Unfortunately, most companies are late to the tech party. And they don’t know how to deploy AI for customer success. It’s 2023, but over 66% of customer success reps still don’t use AI in their current role. It’s not optimal for business at all. Because AI isn’t coming. It’s already here. This blog aims to understand why AI for customer success is critical and how you can build use cases for it. How Has Customer Success Changed Today? In the past 12 months, here’s how customer success has evolved for organizations. 1. A shift in customer behavior Most notably, customer preferences, pain points, and interests have evolved since 2020. As a result, customer success needs to be agile and quick to adapt to these changes. 2. Remote operations More and more customer success roles are going remote. Alongside this, companies are incorporating tools and processes that are completely hybrid. 3. Digital-led operations Customer onboarding is now being automated. Generative AI in chatbots quickly resolves customer complaints based on account intelligence. 4. Evolving growth outlook Businesses have moved from a “growth at all costs” outlook to “resilient growth.” During tough economic situations, capturing new customers is difficult. On the other hand, retention assumes more importance. Subsequently, companies have learned to find ways to drive more ROI from existing tools without incurring extra costs. 5. Churn prediction Importance is increasingly placed on monitoring customer health to identify potential churn. So that customer success managers (CSMs) can step in early and change the account’s sentiment. All of the above changes show how important it is to use AI for customer success correctly. Why You Need AI for Customer Success Now As pointed out earlier, retaining customers is more important than ever today. Plus, it’s important to continually drive value from your solution for customers and do it efficiently. But driving value becomes an insurmountable challenge when so much data is up for grabs. As per recent estimates, the human populace generates nearly 330 million terabytes of data daily. That’s not just huge; it’s MASSIVE. Imagine searching for customer behavioral data in this mammoth pile. Even if you somehow gather the data, your CSMs may need to learn how to use this information to build unforgettable customer experiences. And so, clients feel forgotten. They are clueless about how to make the most of your solution or simply resolve their day-to-day queries. Coupled with the business shift to driving more value from existing tools while keeping costs low, customers are left in a lurch. As a result, they derive no value from associating with you. So, how do you grow by optimizing retention? You leverage data for building AI-based customer success models and prevent churn. Even a 5% increase in customer retention increases revenue by 25-95%. Here are some more reasons to consider deploying AI for customer success: AI automates workflows. It doesn’t replace humans but drops over-reliance on manual intervention. Consequently, customer success reps have more time to build relationships. It boosts your productivity and efficiency. It can dive into that massive pile of data and surface more accurate, complete, and reliable data. The cleaner the data, the better your insights. AI alerts you when customer sentiment changes from positive to neutral to negative. It also suggests the next best steps to course correct immediately. You can use AI to show customers new ways of exploring your product. This constantly drives additional value. With AI for customer success, your actions are more proactive than reactive. When you know everything about your customer, you can tailor your communication approach. You may also recommend upgrades or use cases at the right time. Overall, AI boosts customer satisfaction. Let’s dive straight in if this is reason enough to consider AI for customer success. 6 Use Cases of AI for Customer Success To Prevent Churn To truly prevent churn, it’s best to encourage your CSMs to help customers drive value from the time they first use your solution. Here are 6 ways how AI for customer success improves NRR: 1. Quick onboarding a. Avoid high operational costs AI ensures a seamless customer experience, starting with onboarding. Instead of assigning reps, you can use digital means to avoid high operational costs and lengthy processes. For example, a chatbot embedded in your product can guide the customer through initial onboarding. This makes it less time-consuming for everyone involved (who would otherwise spend hours on the task). b. Accelerate TTV Secondly, with quick onboarding, you can accelerate your customers’ time to value (TTV). You can determine the use cases that encouraged their purchase of your solution. And get right down to helping them deploy the use cases for maximum value. AI also optimizes the time between educating customers about new features or releases. Plus it optimizes the business value they achieve from your solution. 2. Monitor renewal group activity a. Concentrate on building relationships AI lets you automatically capture critical data instead of manually logging in each customer success activity. Your team need not worry about losing insights. This activity data includes information from emails, meetings, virtual messaging apps, and more. such as the integration of a message forwarding app to streamline communication across multiple devices. b. Attribute data to source Not only can AI capture this data, but it can also attribute each data point to its source. And it can harvest this information in only a few seconds or minutes.

10 Salesforce Tools To Empower Your Reps in 2025 The largest software investment for a company is Salesforce. Yet, most Salesforce CRMs fail to deliver the value they promised. Salesforce tools can help companies derive better ROI from their Salesforce CRM. And justify the steep investment to their management. If you are looking for top Salesforce tools to invest in 2024 to drive rep productivity, we have got you covered. Here is a list of top Salesforce tools for you to consider in 2024. Why Do You Need Salesforce Tools? Of course, we all want our sales team to perform at their best and be as productive as possible. This means ensuring that they spend their time effectively, doing what they do best. Closing deals. The right tool shows exactly where sales reps are spending their time Teams that are able to utilize these tools efficiently can generate more leads and convert those leads into revenue compared to lesser productive companies. In fact, 79% of sales executives say that improving productivity among their reps is the way to hit new targets. Sales is not just limited to emails and calls. It needs software to gather and organize an all-around view of the company’s relationship with the client. Sales also entail a lot of activities that are not directly sales-related, like admin work, answering emails, updating the statuses of prospects, etc. (which consume a good chunk of time) Identify the key stakeholders in every deal with the right tool Sales professionals spend 17% of their time entering data into the CRM. If this process is automated, you can reclaim lost time which can be utilized for more important tasks. Top 10 Salesforce Tools for 2024 Here are the top Salesforce tools for you to consider in 2024: 1. Nektar Most Salesforce CRMs miss more than 50% of critical buyer contacts and sales activities. Reason? Sellers do not update a CRM. Poor Salesforce adoption results in poor CRM data, which translates into poor insights for revenue leaders. Making Salesforce a wasted investment. Nektar completely transforms this with AI-enabled CRM automation resulting in achieving unmatched Salesforce ROI. Nektar self-heals all bad, stale, or missing data. With Nektar, you can gain a data-packed Salesforce CRM that continuously maintains the highest data integrity. Key features: Contact Automation Bring together all the contacts into your CRM automatically Pipeline Progression Identify pipeline risks early before they become a threat Rep Productivity Scale revenue-winning patterns across teams Pipeline Creation Get complete visibility into all prospects stages and understand which deals are expected to close Relationship Intelligence Understand key stakeholders involved and get ideas of the fastest journey among stakeholders to close deals Salesforce ROI Plugs in the gaps in Salesforce CRM to bring together all the information to convert leads into ROI Pricing: Nektar’s pricing is flexible depending on the business and solutions required. Nektar also offers a free CRM scan to identify key gaps on where revenue is being lost in the sales process. 2. Cirrus Insight Cirrus Insights is a sales productivity platform that effortlessly combines Salesforce with your email inbox, enabling your sales reps to streamline your sales workflow and boost productivity to the max. Key features: Email Integration Sync emails, contacts and calendars with Salesforce Calendar Scheduling Schedule calls and meetings directly from your inbox Email Tracking & Analytics Track email open rates, clicks, and engagements in real-time Template & Document Management Create & use email templates with ease of sharing documents Follow-up Reminders & Tasks Set up reminders & tasks to stay organized with your sales teams and activities Team Collaboration Share winning templates or mails strategies with teams for faster conversion Salesforce Data Access View and update client details and information on Salesforce Mobile App Available as a mobile app to download and update on the go Pricing: Cirrus Insight offers a free trial for most of its plans for users: Salesforce Sync Plan – $10/year/user Pro Plan – $21/year/user Expert Plan – $29/year/user Sync+ Plan – $4/user/month/year 3. Demandbase Demandbase is an account-based marketing and sales platform designed to help businesses target and engage key accounts in a personalized and effective way. Companies can align their marketing and sales teams, gain deep insights into account activity, and drive revenue growth through strategic account-based strategies. Key Features: ABM Marketing Engage targeted accounts with personalized emails, content, campaigns, and messaging Account-Based Sales (ABS) Entrust sales teams with account intelligence, prioritization, and collaboration tools. Sales and Marketing Alignment Grow collaborations between sales and marketing teams, ensuring a unified approach to ABM. Account Orchestration and Analytics Manage and track account activities, measure the engagement and gain actionable insights. Multi-Channel Engagement Reach targeted accounts through multiple channels, including email, social, and advertising. Relationship Intelligence Gain visibility into account relationships, understand influencers, and identify key contacts. Check the gaps in your salesforce reports, with an no-obligation free CRM scan report. Pricing: The pricing is available upon request. To get detailed pricing information and explore the best package, you can contact the Engagio sales team directly through their website or by reaching out to their sales representatives. 4. ZoomInfo SalesOS Zoominfo SalesOS is a sales intelligence and productivity tool designed to help the sales team connect with the ideal prospects more efficiently. It provides insights into high-quality data on companies and provides a suite of tools to help boost sales productivity, stay organized to close maximum deals.  Key features: Sales prospecting Superior search and filtering capabilities to identify prospects based on various criteria like industry, job title etc Company and contact data Access to the latest information on companies and various decision makers Sales engagement Automating calls and emails with personalized templates, scheduling and call recording Sales intelligence Insights on trends and updates to help reps send latest and custom messages Pricing: ZoomInfo Sales OS offers flexible pricing plans based on the size of your sales team and the features you need. 5. Dooly Dooly is a sales enablement platform designed to help sales reps close deals faster by eliminating manual data entry and automating workflows. Key features: Automated Workflows Ability to automate tasks like data entry, lead routing, and follow-up reminders Salesforce Integration Seamlessly sync

RevOps Best Practices to Increase Quota Attainment Eddie Reynolds, RevOps Leader and CEO at Union Square Consulting recently spoke to Abhijeet Vijayvergiya about how misunderstood RevOps and quota attainment is. And what can be the right way to approach both, in a way that they work symbiotically. Let’s dive in. Sales quota attainment rates continue to drop as we speak. Digital selling has been harder for reps, exacerbated by the current market conditions when buyers have a tight grip over their budgets.   Revenue operations comes as a respite to aid this situation for businesses. But terms like quotas are often misunderstood. RevOps is still fairly new to help sales teams succeed better in uncertain times.   We spoke to revenue expert Eddie Reynolds on what he thinks of the two facets independently, and together. He busted some myths around quotas, sales productivity and our favorite – RevOps.    Read on to hear what Eddie has to say about the selling world today, rep productivity and what areas of RevOps he is really passionate about.    If you’re short on time, here is a quick summary of the conversation. If you enjoy our discussion, check out more episodes of our podcast. You can follow on iTunes, Spotify, YouTube or grab the RSS feed in your player of choice. What follows is a lightly edited transcript of the episode. Revenue Operations is Beyond Just Setting Up Tools Abhijeet: Hi Eddie. Love what you’re doing at Union Square and I think it’s great to see your focus on revenue operations. It’s so exciting. Eddie: Yes, it is exciting! I’m very passionate about this topic. A big part of revenue operations is setting up tools, but something that I’ve always been so passionate about is all the other areas of revenue operations. How do you take these tools and turn them into part of an overall revenue engine that ultimately drives revenue and provides visibility to leadership on what’s working, what’s not, and what direction you’re headed in? And that’s something I’ve been very passionate about, probably since the first moment that I ran into Salesforce and even before, and trying to think, okay, as somebody who’s actually selling every day: How can I use this tool? How can I use the data in this tool?  How can I build a better process so that I can sell more, market them or serve customers better?  It’s really interesting to see how much revenue operations has grown in the last few years, where a number of years ago you didn’t even hear that term. And now you hear it everywhere. And I think it’s a really amazing thing for business in general.  Abhijeet: I love the fact that you’ve been an operator yourself. You’ve sold, you’ve been into the weeds. So you understand it quite well compared to a lot of folks who are not into sales. You have that unique experience and you can appreciate what the user goes through, and you can actually bring that into practice. Eddie: I was just going to say, I think that is a big piece of maybe not what’s missing, but challenges that folks have. And I have no issue with somebody entering RevOps that comes from a technical background, an admin background, a finance background or just starts in operations.  But one challenge is that those folks really need to sit down with the sales people, sit down with the marketers, sit down with people in customer success and understand what they do every day, what motivates them and the challenges they face.  If you’re working in a silo and you’re just looking at data and tools, you’re going to miss a lot of the nuance of what makes jobs like sales so challenging, and you’re not going to understand why. You get resistance to trying new tools. Why do you get resistance to adoption? Why are things like data entry difficult? You have to be in their shoes, or atleast sit down with them to try to understand the challenges in their job. Eddie Reynolds The Link Between RevOps & Quota Attainment  Abhijeet: Definitely. The next thing I want to know more from you is as a rep, the most important thing is quota, right? I think more than half or at least half of the salary is linked to variables or commissions that are all quota.  You’ve been an AE yourself, you understand how quota is important for salespeople. And RevOps plays a very important role here. They can really create the right process, systems, tools, as well as enablement in some cases to make salespeople become more successful. Now that you’ve been an AE, and you’re also into RevOps consulting through your company, what’s your take on improving sales quota attainment? There are reports out there which talk about the quota attainment dropping year after year. Whereas the proliferation of tools, if you look at it, they’ve grown like 7X from the number of tools that existed in anybody’s tech stack just a few years ago. These two don’t seem to correlate, right? There are so many tools out there to help the sales people, but at the same time, quotas are abysmally low. So I’d love to hear your perspective on what’s going wrong.  Eddie: Well, in regards to the tools, they’re only as good as the team using them. You can give me Tiger Woods’s set of golf clubs and since I don’t play golf, I’m not going to perform very well.  And he could go buy a set of golf clubs at a garage sale and wipe the floor with me. It’s the same thing with any tools that you’re using, whether it’s revenue tools or any tools in life in general. They’re not going to fix broken processes and broken strategies. Or poor assumptions on things like quotas.  One of the biggest problems that we see with quotas is that oftentimes they’re based on hopes and dreams and not real data.  Eddie Reynolds The cliche is that the revenue leader says, “Well, we

RevOps Starter Guide – Building a Successful RevOps Roadmap Consider a soccer game. We know the key parts of a team are the players and the coach. If we’re to draw a comparison, “sales” is the striker, while “RevOps” is the coach that analyzes, strategizes, and develops the game plan to win more games.  In the real world, RevOps helps your organization run an interconnected business. It streamlines the end-to-end revenue process and GTM functions. It, consequently, breaks down operational silos and improves efficiency and predictability.  Businesses today are better understanding what RevOps is. And companies that have a RevOps function report 69% higher revenue growth and 59% improved win rates. It’s unsurprising, then, that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025. With data’s growing significance and an increasingly complex tech stack, organizations are relying on RevOps to maximize revenue generation by strategically removing sales roadblocks. And align the entire organization towards a single goal – revenue generation. That’s where a RevOps roadmap comes in.  Source If you don’t know how a RevOps roadmap helps, let the expert rein you in. We spoke to Briana Yarborough on The Revenue Lounge podcast to find out what is a RevOps framework and how businesses can create one. Briana is a seasoned RevOps leader and co-founder of a RevOps solution in development. She serves as an advisor and executive leader for several high-growth startups. She’s also an active thought leader of RevOps in multiple communities and was most recently recognized as one of the Top 25 trailblazers in the space. Look at the full discussion below and keep reading to know more about building a revenue operations roadmap. What is a RevOps Roadmap? A RevOps roadmap, in its simplest form, is a strategic visualization of your team’s upcoming projects. For leaders, it’s a goal-oriented tool communicating the clear scope of activities and outlining how these activities tie back to revenue. It enables managers to align the team and focus on activities that maximize the value of converting prospects to buyers.  For reps, it is a source of truth to highlight “what” work is being done and “why.” A RevOps roadmap can be followed seamlessly when everyone on the team understands it. Therefore, it’s important to get these 5 attributes right when creating an effective roadmap: Strategic: Focus areas and strategies Simple: Short, crisp, and visual Goal-oriented: Key deliverables and activities Easy to communicate: No jargon, straightforward Collaborative: Cross-functional cooperation  5 Attributes of an Effective RevOps Roadmap A RevOps Roadmap Clears The Path To Revenue Success Adding a strategic layer of RevOps to your Go-to-market functions connects all activities which otherwise exist separately in a vacuum. Here are some key reasons why you need a RevOps framework: 1. Prioritization One of the primary benefits of having a RevOps roadmap is giving teams the necessary visibility. They can prioritize high-impact projects and focus on those that positively affect revenue. Teams can avoid off-plan requests that distract them from hitting predictable targets. Additionally, it doesn’t let your weekly meetings run in divergent directions based on unhinged queries from Sales or Marketing teams. 2. Alignment  A GTM alignment is possible when teams improve buying experience by breaking down cross-functional silos. Through sales and marketing alignment, the RevOps roadmap serves as a single source of truth to unify people, processes, and platforms. This alignment drives full-funnel accountability and helps you grasp inconsistencies and develop a baseline for improvement. 3. Understanding A roadmap helps you dive deeply into the “why” behind revenue generation activities, including business goals and supporting resources. It provides clear definitions for and sets up the priority of each project, timeline, and initiative to measure progress effectively. Simultaneously, a RevOps roadmap restricts confusion among different departments. Also, a roadmap empowers leaders to develop a vision for the business and ensure a solid system is in place to make this reality. Now that you know what a RevOps roadmap is, are you inspired to build one for your business yet? Let us help. Creating a Successful RevOps Roadmap You can strategically and tactically achieve the roadmap to a successful RevOps plan with several key steps and considerations in place. For beginners, it’s best to start with the 4 primary phases. But remember – a RevOps roadmap will differ for each organization based on its maturity stage and resources. For this blog, we’ll dive into a summarized version of a beginner’s RevOps framework. You can check out the ultimate in-depth guide here. Phase 1: Discover Research is pivotal in understanding the problems in relevant operational areas before solving them. The initial analysis, aka discovery, seeks to lay down the “state of play” before designing the roadmap. Discovery presents a comprehensive awareness of stakeholder expectations and gaps in the customer journey, starting with a thorough audit.  Use these questions to set the direction of your roadmap for stakeholders: Does each team clearly understand what they’re working on? How does the team determine the next best steps? Can each operational initiative be mapped back to a gap felt by customers? Is there a shared understanding of the company’s goals/values? It not only helps identify the problem but also the reasons for the problem and the missing link. Discovery gives you insights to narrate the stories behind the roadmap more effectively. You can also incorporate this information into ongoing and forthcoming projects. Interview relevant stakeholders such as the VP, managers, and executives in sales, marketing, and frontline operations. For this task, you can use surveys, one-on-one interactions, and team feedback. Here are some key questions for individual stakeholders: These questions will help you find the blind spots and leverage proven methods like Rumsfeldian Knowledge Matrix or 3VC. The Rumsfeldian Knowledge Matrix places gaps in four categories and maps what you know and don’t know. Rumsfeldian Knowledge Matrix Moving on to the 3VC analysis (Volume, Velocity, and Value), you can analyze the sales pipeline and identify the gaps adversely affecting revenue. Next, you can list down the existing processes across the organization. A process audit includes looking at your teams’ approach to,

7 Salesforce Data Enrichment Tools When data in Salesforce is stale and incomplete, it canhamper sales operations. This outdated and incomplete data can be filled using tools for data enrichmentthat will fill up the gaps. Best Data Enrichment Tools: Nektar.ai: It’s an all-in-one stop shop for everything Salesforce. It automatically updates contacts and opportunities with first party data as well as historical insights. ZoomInfo: Has a vast collection of firmographic & technographic data perfect for finding decision makers. Clearbit: Offers real-time appendage of data and integrates with marketing tools for lead segmentation. Crunchbase: Concentrates on startups, gives company profiles, funding history, industry trends. (Free tier available) Leadgenius: Customizable web crawlers that collect niche-specific information. Cognism: Blending of data enrichment with automation and multi-channel engagement. Ringlead: Ideal for telemarketing through features like call scripting as it cleanses and enriches B2B contactdata. Choosing the Right Tool: Think about your industry type, what kind of information you are looking for (firmographics or technographics), how much you want to spend, and whether you would like real-time updates or automation happening. What is Data Enrichment? Introduction Your ideal customer is not just a name or address. It is a full-fledged human with certain buying habits, persona and social media footprint that screams of “perfect- fit”. Your salesforce data might only present a distorted or very limited picture of your buying committee. It can act like a dusty attic with crammed boxes full of half- remembered details. Your CRM is the backbone of your business decisions and you can’t rely on skewed numbers. You would want to make it as much valuable as possible to base your future plan on a solid strategy. This is exactly where data enrichment can help you. What is Data Enrichment? Data enrichment helps to fill out complete information about your leads like contact number, address, company and even company related details like size, industry, location etc. Imagine you get a lead of someone names Adam Doe, from Acme Ltd. It might sound promising but what is Acme all about? Who is this guy Adam beyond his email address and phone number? Data enrichment snoops in and pulls out information from social media activity, business directories and even internal purchase history to prepare a 3D persona. Now, Adam Doe is a tech enthusiast with a knack for technology updates and purchase history of high end gadgets. There you go! It’s time to tailor your pitch and win Adam over. Your lead has become a real person with real interest who can be engaged with at a personal level. Data enrichment precisely adds valuable information into your existing customer data on Salesforce. This additional intel can give you a holistic picture of your target audience and prospects. It can be performed in three ways: Direct: Your leads might decide to provide complete information about themselves by filling out a survey. Internal: You combine scattered information about your lead across different databases into one External: You source this out to third party data enrichment services that can access external records. Salesforce data enrichment allow teams to create a single, unified source of all CRM data so that team members can make decisions efficiently. Data can be enriched via: Data Cleansing: This means getting rid of obsolete, duplicated, partial data and making the datasets error-free. Data Appending: By collating data from multiple sources, a unified dataset can be created that offers a complete customer profile. Why do you need a Salesforce Data enrichment tool? As per studies, 77% organisations struggle with data quality issues. While the reps are already grappling with an increasing buying committee data enrichment can essentially make their life easier by providing them as much information as possible about their leads. With right kind of data enrichment, sales teams can: Leverage better quality data: Data enrichment gives valuable context to the data by removing redundancy. This can help in creating an effective sales pipeline for your reps with less manual efforts. Craft Messages that Matter: You can uncover salient aspects about your prospects’ likes and dislikes like their favorite sports, hobby etc. This can help you tailoring your message in a way that grabs their attention and strikes the right chord with them. Target the Right People: With complete picture about your prospects’ company, you can understand the actual stakeholders and invest your efforts with accuracy. With better understanding of the buying committee, your reps are more likely to chase the right prospect and build effective account plans. Predict Success: Having proper data lets your reps understand their buying committee’s behaviour precisely. They can better equip themselves with the essential background information and forecast pipelines accurately. Bonus! Data enrichment can elevate your internal data too. Reps can identify patterns and discover new information by connecting dots and prevent potential customer churn. Our top 7 picks for Data Enrichment Now that we understand the importance of putting your CRM in a better quality. Let’s talk about the top tools that can help you achieve this. Nektar.ai Nektar.ai is a contact and activity capture solution that keeps and recovers client contacts as well as their participation details throughout various stages of the buyer’s journey, thereby becoming an invaluable resource for groups trying to harmonize their CRM procedures. It is first party data platform with zero user adoption, meaning that the admin teams don’t have to worry about adoption and enablement challenges. Why use it? Automated Contact & Opportunity Management: Teams using Nektar can automate the addition, editing and deletion of contacts in Salesforce. Contacts are automatically linked to opportunities so you are able to tell who is really going to make a decision. Its self-healing artificial intelligence (AI) makes sure that actions are taken based on current happenings and new information. Depth and Breadth of Activity Data: It has every single mail and information exchange between buyers and sellers across the customer journey. This enables syncing activity within leads, opportunities, accounts and their contacts for granular contact-level engagement visibility as well. Data Automation: Revenue professionals can define certain logic on

Everything You Need to Know About Sales Territory Mapping RevOps 10 min Successful sales strategies play a key role in achieving business goals. But what drives these strategies from inception to execution, improving sales operations and on-ground performance? Sales territory mapping.  Without the right sales territory map template, your sales team could face challenges, namely: Poor productivity Revenue mismatch or imbalance Subpar revenue performance  Poor customer experience Leading to the loss of clients, and Waste of valuable resources  So, how do you get sales territory mapping right to achieve business goals and grow your revenue? Let’s find out in this blog. Sales Territory Mapping: Setting On-Ground Sales in Motion Sales territory mapping defines and visualizes the area, sales amount, and revenue your sales team will target. It divides and categorizes customers based on specific characteristics within your ideal customer profile (ICP). A sales territory map template also helps you assign categories and customers to the salespersons best equipped to serve them.  It lets you reach the right customers in the right areas with the right characteristics to achieve targets and improve growth.  The task of aligning your sales plan with business goals in the most profitable way lies with sales managers.  From the larger business perspective, sales territory mapping is part of location intelligence. Today, location intelligence helps segment customers and find more relevant target markets for revenue success.  How Is Sales Territory Mapping Instrumental to Business Growth? A sales territory map template does more than act as a blueprint. Here are 6 more ways in which it contributes to growth.  1. Ties Back to Business Goals Sales territory mapping creates a blueprint for achieving your business goals. It clearly lays out sales targets and directs reps to the most profitable customers or verticals by strategically assigning territories. 2. Maintains Balance One of sales territory mapping’s primary objectives is to secure a balanced and fair distribution of work among sales teams. It moves and optimizes resources effectively to maximize revenue potential.  3. Increases Selling Time Reps can increase facetime with clients by cutting down time spent on planning. This is specifically made possible with sales territory mapping tools that decrease planning time from months to minutes.  4. Improves Win Rates Naturally, when reps spend more time selling, they can nurture clients better through the sales funnel. Moreover, each assignment is backed by data. This data offers more visibility into customers and prevents deals from slipping through the cracks.  As a result, reps can improve customer experience and uncover new leads to increase win rates.  5. Boosts Morale A sales territory map template encourages intelligent planning, further improving sales productivity. Additionally, when reps can increase win rates, achieve their quota, and earn more, it boosts their morale. And if reps are happy, it means your attrition rates are lower.  It’s not just that. A sales territory map template also highlights improvement areas useful for coaching.  6. Extracts Hidden Insights Sales territory mapping helps measure sales data by connecting the map to the CRM. Therefore, when multiple salespersons are involved in a deal, you can attribute the sale to the right person.  Recognizing the benefits of sales territory mapping is the first step in setting up your own template. Step two is understanding its different types.  Choosing From 5 Types of Sales Territory Mapping Conventionally, sales territories were based on locations. However, you can customize them today as per your customer, market, or even product needs.  Let’s take a look at the 5 types below.  1. Geography Geographic sales territory mapping is the most commonly used and also the oldest. It classifies your market based on, you guessed it, geographical locations—cities, states, countries, and zip codes.  For example, Sales Team A can serve Texas, while Sales Team B covers California.  To get geographic mapping right, your sales team must have a regional, cultural, and linguistic understanding of the territory they’re allocated.  It’s also important to ensure that the selected sales team is available when customers are active in the designated regions.  2. Product Product-based sales territory mapping can be used when you have multiple offerings. You can categorize and assign reps to specific products or technological offerings.  This method is useful when certain reps have in-depth expertise on specific products. For example, Team A has expertise in CRM solutions and is assigned to this offering, while Team B caters to clients looking for Digital Advertising software.   Assigning your reps to the right products will ensure they can sell to clients more convincingly.  3. Customer  The third way to divide your sales territories is based on specific customer characteristics like demographics or roles.  For instance, Sales Team A may sell to clients with a yearly revenue of $500,000. On the other hand, Sales Team B focuses on the higher margin clients with yearly revenue of $1 million and upwards.  4. Industry  Industry-based sales territory mapping assigns reps to specific industries or verticals.  It works best when your product caters to individuals or businesses from multiple industries.  For example, Team A sells to the construction industry, while Team B covers the education sector. Similarly, Team A could be selling to the education industry overall, while Team B handles specific verticals–like universities or higher education–and Team C is responsible for schools.  5. Sales Channel An upcoming type of sales territory map template categorizes territories per the sales channels your reps or clients use.  That’s because buyers now use ten or more channels, on average, as they move through the buying process. They use a combination of digital self-serve channels for certain activities and videos or in-person channels for others.  Consider this example. Team A is responsible for selling via digital channels like social media, and Team B sells through offline channels such as cold calling.  You may also get more granular by assigning reps with expertise in certain platforms to those mediums. For instance, Rep A sells via emails, and Rep B may use LinkedIn.  Knowing the key types of sales territories is awesome. But figuring out the type of

5 Steps to Navigate Buying Groups in 2025: A RevOps Guide RevOps 10 min In today’s business environment, B2B buying is never just one person. According to Forrester Research, more than half of global business buyers purchase in complex buying scenarios that include more people, more departments, and generally higher price points. And this buying group can be made up of 7 to 20 people! Unlocking the power of buying groups is a crucial aspect of the B2B landscape. This blog is a synopsis of our conversation with revenue operations leader, Nandini Karkare. She is currently the SVP of RevOps at Zywave. Nandini suggests strategic steps to navigate through the realms of Revenue Operations and helps uncover the strategies, insights, and best practices that constitute a comprehensive guide to mastering the dynamics of buying groups. Read on to get actionable tips on how you can navigate buying groups in 2025 (and beyond). And implement the learnings to create a winning GTM motion. Here are the 5 steps Nandini recommends: 1. Decode Your Buying Groups The buying groups typically consist of members from departments and they all contribute different aspects. It is critical to understand the scope of decision-making including the people who play the most significant roles in making the call. Gartner’s report on B2B Buying highlights that 77% of B2B purchases involve a buying group of four or more people. PS: The key stakeholder can turn out someone altogether different from who you had building a relationship with all along. a. Capturing Buying Group Members   Effective buying group management means considering not just decision-makers but influential stakeholders across departments. Misidentifying key players or focusing solely on the main contact risks derailing the sale. (i) How can you map the entire buying group efficiently? Leverage internal and external data to identify the key players Segment the Group by Role and Influence (ii) Not everyone in the buying group holds equal power or influence. Segment them into categories: Decision-makers (who give the final heads-up) Influencers (who sway the decision) Users (who use the product and provide feedback) Budget owners b. The Role Transition Within a Buying Group   Moving the focus from a buying group to a renewal or expansion committee includes knowing precisely who remains in the relationship, as well as who becomes more active as an account grows. (i) New roles may emerge in a Buying Group Technical or operational leaders may become more influential post sale, since they are now using the product. (ii) The focus shifts from buying to renewal The interaction should be more about the return on investment (ROI) of the product placed on the market, ongoing value delivery, and ongoing needs. (iii) Alignment between the buying groups and renewal committee Leveraging the same enthusiasm and relationships generated at the first-buying stage helps in anchoring the transitions and preventing any drop-offs in engagement. Related Resource: Navigate Enterprise Buying Committees: Strategies for Driving Alignment c. Understand the Personal and Collective Priorities of a Buying Group As per McKinsey & Company, B2B buying decisions increasingly require engagement across departments, with 60% of purchasing committees including members from outside traditional procurement, like IT and HR. (i)Alignment Between C-Suite and Technical Teams Decisions aren’t Made in a Vacuum Collaboration between C-suite and technical teams ensures a holistic approach to solving customer problems, creating stronger, more sustainable relationships Their cross departmental collaboration can help with: (ii) Alignment on Strategic Goals C suite executives need technical assistance to translate their strategic vision to reality that also aligns with company-wide objectives. (iii) Technical Validation These insights guide the C-suite in making informed decisions that fit technical infrastructure and future-proofing. (iv) Cross-functional Communication Bridging the gap between these two groups involves continuous, open communication, ensuring that technical evaluations don’t delay business goals but instead support them cohesively.   iii. Understand the Product Take product demos, listen to sales calls, and use tools that show how the product is sold. This helps in understanding the customer needs better. iv. Dive into Your CRM Understand your CRM (whether Salesforce or HubSpot) to assess how the data is organized. This is to check whether it’s easy to use, and identify immediate improvements. The CRM should be the central source of truth, with other tools supporting it. The data should be unified with easier adoption for the teams. v. Build Trust Internally Establish trust within your teams by listening carefully, asking questions about how RevOps can help, and addressing quick fixes to show you’re there to help. Having this trust shows them that you’re here to support their success. Quick wins, such as small fixes that make people’s jobs easier, helps in establishing credibility early. 2. Establish Clear KPIs   i. Understanding Team KPIs It is important to ask you stakeholders about the KPIs that matter to understand their goals and what their expectations are. ii. Aligning KPIs Across Teams Different departments oftentimes work in silos. RevOps should strive to align these departments and check if these KPIs match the overall business objectives. Gaps must be closed if their KPIs don’t align. iii. Setting RevOps KPIs As you approach the end of the first 30 days, start establishing RevOps-specific KPIs that match company goals, which may involve metrics like revenue increase, conversion rates, or improvements in overall efficiency. 3. Tech Stack Audit Deep dive into the existing tools that your company is using. Identify all redundancies, and find opportunities to streamline the entire tech stack. i. Map Out Tools Compile a list of all tools used by teams, noting their purpose and how they work with the CRM. ii. Evaluate Use and Cost Determine if tools are actively used or if there are duplicates. Look for cost-saving opportunities by consolidating tools when possible. https://www.youtube.com/watch?v=sVDJ9KI1tGw&t=869s Next 30 days – Alignment and Control The next 30 days marks a shift from discovery to alignment. The goals should be to create cohesion between departments (e.g., Sales, Marketing) and laying down effective controls. The improvements need to be implemented without overwhelming the teams. This phase combines