Here's what's new in October
New Salesforce Lightning Components
Making RevOps’ day easier one step at a time - new drag-and-drop enhancement to Salesforce. We’ve launched contact and lead components to improve sales rep’s workflow and give one-click access to our new Account Blueprint. Drive the right behaviors with your team by putting the past relationship data from and center and making it clear when a contact is outdated.
New data type: person location data
Remote work has become extremely common in the last few years muddying how effective and accurate company location data is as a proxy for individual location information. Champify contacts will now include person location data to enable more robust routing logic and event strategies.
Normalized firmographic data
Tired of your waterfall approach producing non-standard outputs? Our proprietary technology now normalizes location and headcount data across 15+ sources for easier integration, routing, reporting, and territory management, automatically mapping to your preferred format.
Streamlined lead and contact workflow
The majority of GTM orgs use a combination of leads and contacts, largely driven by the level of interaction a person had with your sales team. Prospecting best practice is to target the entire account, but if your org uses leads and contacts, it’s likely your best prospects are split across objects. Our lead to account matching ensures sales reps see every single warm lead at their key accounts, plus once mapped, you can view all the leads and contacts for an account in the same place. Whether adding all sales ops personas into the same cadence, targeting CXOs across the account for an exec dinner, or finding the best person to thread out to, consolidating all people into the same view (instead of a lead v. contact view) enables a holistic approach for account based prospecting.
Don’t let your leads fall through the cracks.
New plays and advice from revenue experts
How to use new exec hires to trigger closed lost outreach
Champify founder Stephen Ruff put together one of his best plays. A closed lost playbook targeting companies with new executive hires. Get the three part playbook including: contacts to target, goal for each type of contacts, and a first touch template.
How to turn event outreach into pipeline
In honor of launching location data, Brian Bulkley, champify rep and 4x president club winner put together his playbook for turning event outreach in pipegen opportunities. Get the best practices including:
- Sending compelling invitations
- Using invites to multi-thread and get deeper
- Using invites to get movement in stalled deals
- Using follow ups to set meetings
How to use outbound to move upmarket
Learn how Anthony Antonellis, Director of Business Development at Jellyfish shifted their approach to outbound and doubled their ACV. Get his step by step playbook, tactics, and culture building exercises here.
How to have coaching conversations
Anaplan’s VP of Sales Development Sadie Beckius has promoted over 30 SDRs into manager, and has her team exceeding quota in one of the hardest economic environments. She shared her framework to help you assess how to approach coaching conversations at different levels. Curious how to apply this framework? Here’s a live example straight from Sadie (get the full walk through of our conversation with Sadie here).
