Matt Plank

SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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Sales teams love talking about “healthy pipeline.” But here’s the hard truth: 🧮 70% of pipeline is unqualified. 📉 Forecasts are padded with maybes. 💣 Revenue misses feel like surprise explosions Want predictability? ✅ Implement strict opportunity scoring. ✅ Use tech-driven deal health analytics. ✅ Coach to conversion rate, not just activity. Good forecasts start with brutal honesty. 🔹 Is your pipeline a forecast—or a fiction?

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If your sales ops team is still building comp plans in Excel, it might be time to ask yourself some questions. 🟦 How much time are you spending updating formulas instead of improving performance? 🟦 What’s the cost of every payout dispute that delays trust, or worse, payment? 🟦 Can your current tools scale as your business evolves? 🟦 Are you making decisions based on real-time insight, or chasing last quarter’s numbers? #SalesCompensation #SalesOps #NoCode #EnterpriseAutomation #Optymyze

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💥 PE Firms Are Rethinking Outbound GTM 💥 The old playbook of full-time hires, rigid agencies, and bloated costs is out. Today’s winning PE firms are going lean, fast, and flexible: ✅ SDR-as-a-Service > Headcount – Replace SDRs with a dedicated in-market team tailored to your GTM motion. ✅ Focus on selling – Our SDR-as-a-Service includes all the outbound tech, data, and management so your team can focus on closing. ✅ Centralized Visibility – Our best-in-class reporting helps you spot GTM issues before they hit revenue. ✅ Proven ROI – 3.5x return, 9x outbound volume. Real results. Why? Because growth and EBITDA don’t wait. If you’re looking to scale outbound without scaling costs, this is the shift. 📊 Outbound GTM isn’t dead. It just got smarter. 🌐 Check out the latest blog on our website for the full playbook. #PrivateEquity #GoToMarket #OutboundSales #RevenueGrowth #ScalableGTM

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6 things new Enterprise AEs need to know  **So they don’t kill deals running them like SMB/mid-market** 1. Uninformed Execs Will Sink Your Deal Faster Than Procurement Finding a Cheaper Alternative One hallway conversation and your deal's dead. We see it all the time. AEs who cut corners get destroyed in exec reviews. This is why you need a bulletproof business case. Here’s how you build one: https://lnkd.in/eckbdWeE 2. Ignore Stakeholders And Get Ignored SMB: Champion Enterprise: Champion + Economic Buyer + Technical Buyer + Compliance + Legal + Procurement If you're not getting the whole buying committee involved EARLY, you're well on your way to closed-lost. Co-create the problem statement early and get everyone bought in. 3. Want To Sit In Deal Purgatory? Run a Quick Proof on Concept DO: Define strict/measurable success metrics, timelines, and stakeholder commitments DON’T: Ignore hidden stakeholders, give away too much without any commitments, treat as free consulting. 4. Procurement Smells Your Desperation Faster Than Your CRO Asks, ‘What’s in commit this quarter? Champion: ”EOY close works, thanks for the discount!”  Procurement *smelling desperation*: “We need a better discount. Oh, and we need to push this into next year’s budget. ”  Stop discounting. Start commanding respect. 5. Security Teams Are Your Friend… If you don’t build champions out of the security/compliance team early, you’re in for a long, painful process. Provide documentation proactively, run calls early. Make them allies, not obstacles. 6. …And Legal Too Legal has zero urgency. They don’t care about your number, only mitigating risk. So start reviews early and surface issues ASAP…Or watch it stall indefinitely. Building a solid business case… takes time. Getting real consensus… takes time  The Enterprise process… takes time. Simply put: Start slow to close fast Or rush it and see your sales cycle drag on for 18+ months

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Your renewals aren’t unique. Every CS leader has heard the same churn reasons before: “Budget got cut” “Our champion left” “Priorities shifted” (just look at the chat responses from our program today on Understanding Renewal/Expansion Process and Overcoming Potential Obstacles) But here’s the hard truth: those aren’t the real reasons. At the core, customers don’t renew for one simple reason → they don’t see ROI. Even the “budget” excuse is really about value. There’s always budget for something, just not your tool. When new leadership comes in, they still might renew if your team educated them on the value. So, what can you do about it? 1. Define and align on value Not what you think the ROI is, what your customer would define as ROI. Every customer measures value differently: one might care about productivity gains, another about reducing costs. If you don’t align early and check-in quarterly on success metrics, you risk measuring “adoption,” while they’re measuring “revenue impact.” That gap kills renewals. 2. Multi-thread your relationships A champion is great, but they’re often not the budget holder. If they leave, you’re exposed. *Map the org: who controls the budget, who influences strategy, who owns execution? For example, if you only know the Director of Ops, but the CFO doesn’t know you exist, your renewal is fragile. Multi-threading builds resilience. 3. Address risks early If you sense a problem, there probably is one. Don’t wait until QBRs to proactively surface concerns and offer a solution. If usage is dipping or sentiment shifts, flag it, escalate it, and involve your exec team early. A VP reaching out to their peer can turn a “churn risk” into a revitalized account. Silence, on the other hand, is often interpreted as indifference. 4. Secure executive alignment If your only line into the account is your MPOC, you’re vulnerable. Executive alignment creates air cover: it opens peer-to-peer conversations, gives you a path back in if things stall, and ensures the people holding the purse strings know the value you provide. Think of it as insurance - when deals get tough, those exec-to-exec connections can be the deciding factor. So the next time you hear “budget” or “turnover” as a churn reason, know this: The client just didn’t see enough value to fight for you. Retention = ROI. Period.

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Meeting prep shouldn't take longer than the meeting itself. But for most AEs, it does. Jumping between between endless tools and spreadsheets just to show up prepared. ZoomInfo Account Executive Braya Hays demonstrates how GTM Workspace changes that. Watch how she finds expansion opportunities, multi-threads deals by mapping buying committees, automates meeting prep with AI-generated briefings, and prioritizes accounts based on signals across her entire book. All in one workspace. All synced to CRM in real time. No more 12+ browser tabs. Just answers based on your actual book of business. See how Braya manages her portfolio in minutes, not hours 👇 Learn more: https://bit.ly/4oVTnOr

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Retention doesn't start after the contract is signed; it starts in the sales cycle. In the latest episode of Accord's Revenue Execution, Motus' CRO, Vanessa B., shares practical strategies that sales leaders can use to reduce chaos, unblock stalled deals, and build retention into the sales motion itself. A must-listen (and watch) for B2B sales leaders looking to accelerate revenue and protect long-term customer value. https://bit.ly/3MFSpHX

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