Accord

“I am constantly delighted by what I don’t know yet, because that means there’s a solution out there for everything.” Starting a new position, while challenging and sometimes uncomfortable, presents a golden opportunity for growth. ✨ Throwing it back to Episode 44 of 10/10 GTM where Ross spoke with Marina Golemis, SVP of North America Sales at ShipBob, about embracing the unknown. The key takeaways? 🔎 Don’t be afraid to be curious. Asking questions drives positive change. Are current processes effective, or are they just maintained out of habit? 🤝 Engage with your peers. Consulting a network of supportive peers helps you view problems from different angles, building the confidence that solutions are always within reach. 🚀 Delight in the unknown. Welcoming uncertainty in a new role allows you to tackle challenges head-on and find solutions you may not have considered. Remember, experiencing imposter syndrome is a natural part of growth. 🚗 DON’T stay in your lane. Trust the intuition you’ve gained from past experiences. Once you start to deviate out of your comfort zone, that’s when you acquire new skills and bring a unique perspective that adds value to those around you. You know where to find the rest of this episode!👇 https://lnkd.in/gRXCVdad

Reaching sales goals often hinges on many factors beyond our control: - inbound pipeline - product features - market conditions - buyer decisions ...the list goes on. It’s easy to get sidetracked by these external variables when things don’t go as planned. Coming back to the question of ‘what can I control?’ will always drive better outcomes. By concentrating on what you can take charge of (and there’s always something), you can create your own path to success. 💪 Check out Episode 48 of 10/10 GTM, featuring Stevie Case, CRO at Vanta for more tips and insights. 👇🎧

Every detail of the customer journey counts. From the initial buying decision through the crucial onboarding phase, a smooth experience is paramount to ensure your customers start their journey with clarity and excitement. "Accord is our one-stop-shop to manage implementation," says Steven Farina 💎, Director of Customer Success at UserGems 💎. "Within the platform, we set goals, store resources, and clearly outline every next step." “We’ve always put a lot of effort into our onboarding process, but since implementing Accord, we’ve had customers email our executive team saying, ‘We want to copy everything you do. Your onboarding process is on point.’” Read more about how UserGems garnered rave reviews from their customers. ⬇️ https://lnkd.in/gZdbNitW

Startups often face the challenge of balancing limited resources with the freedom to experiment, pivot, and innovate. Being open to what you learn from customers in the field can make or break your success in terms of product-market fit. Businesses that lean into these insights, adapt their strategies, and refine their offering stand a much better chance of thriving in the market. Otherwise, they risk getting stuck. Andrew Dubowec shared his story and insights in the latest episode of 10/10 GTM and he’s no stranger to change! When he started at League, it was a digital solution for managing health benefits, selling to HR managers at mid-market companies. But market insights revealed a bigger opportunity that Andrew was eager to tap into. Now, League is an infrastructure software company that empowers business leaders, chief digital officers, and CTOs at some of the largest healthcare companies in the world. 🎧 Check out the full episode of 10/10 GTM for Andrew’s story. https://lnkd.in/gH2D7cYY

Are you a pilot or a passenger? In a recent episode of 10/10 GTM, Ross and Shannon Hopkins discuss pilots vs passengers. What does this mean? The pilots on your team go beyond just completing tasks—they anticipate challenges, seek learning opportunities, help their peers, and step up for tough projects. They’re the ones who speak up in meetings and embrace new ideas. Pilots crave autonomy, responsibility, and the opportunity to experiment and innovate. They thrive when given the freedom to tackle big problems, make decisions, and pursue passion projects. If you want to keep your pilots engaged, offer them continuous growth opportunities and allow them the space to push boundaries. On the flip side, passengers may need more 1:1 support, coaching, and guidance. They’ll benefit from clear goals, regular feedback, and opportunities to take on projects within their comfort zone. While they may not be as eager to embrace new challenges, they excel when given the structure and support to succeed. Nurturing both types and creating an environment where everyone thrives leads to increased productivity, engagement and retention. Listen to the full episode below for more! 🎙️ 👇 https://lnkd.in/gmCiADZq

Empowering AEs to have a CEO’s mindset for their book of business is nothing new. But, the importance of experimentation is often overlooked. Andrew Dubowec, Chief Growth Officer at League aims to cultivate an “own it, we trust you” culture with his team, encouraging both seasoned and new reps to step outside their comfort zones, take calculated risks, and try unconventional approaches. Why? Bold experimentation drives better results. Even when an idea doesn’t pan out as planned, the learnings can lead to new opportunities and refined strategies. You won’t want to miss this episode of 10/10 GTM - tap the link in the comments! 🎙️

LinkedIn influencers talk about it all the time, but we’re still seeing the same old pitches that miss the mark. According to Ross Rich, CEO of Accord, the real problem in sales isn’t about access to best practices. It’s about execution—and that's where so many sellers are falling short. When Ben Salzman and I interviewed Ross, he shared his experience of still getting poor outbound pitches and onboarding teams that don’t meet the standards. Even though the playbook for effective outreach is widely available and discussed, we haven’t seen a big shift in how it’s done in practice. In fact, as Ross put it, “The bar and expectation is super low… I feel like we’ve just gone further from those best practices even though they’re talked about more.” This is why ZoomInfo Labs is focused on bringing these ideas to life, implementing and executing them in the field. It’s not enough to talk about best practices—we need to translate them into actionable strategies that improve real-world outcomes. The secret to sales isn’t knowing what works. It’s doing what works consistently. And if we don’t focus on closing the execution gap, even the best practices become just another buzzword. Ross’ ZI Labs podcast episode is out now - tune in on Spotify or Apple podcast to listen to the full interview.

“You’re not just buying us as a software platform, you’re buying us as a partner.” 💡 Andrew Dubowec, Chief Growth Officer at League joined us for Episode 61 of 10/10 GTM! Here's his tips on how to succeed in value-based sales: ✅ Understand your customers' business. Know their goals, pain points, and what success looks like for them. ✅ Speak their language. Show you get their industry and their vision for the future, and have a point of view on how you can help. ✅ Position your offering as a partner that drives results, not just a vendor checking boxes. Andrew shares more insightful strategies for sales leaders, including the importance of experimentation, promoting an ‘own it’ culture, building your GTM processes around your ICP and more. Check it out👇 https://lnkd.in/gTF2-BvZ

A business case is a document or presentation that outlines why your solution is the best choice to solve your prospect’s challenges. It outlines benefits, costs, and potential ROI, helping decision-makers understand its impact on their bottom line. A strong business case showcases your value and can seal the deal. However, creating one can be challenging and time-consuming. Swipe through to see our top 10 tips for crafting a winning business case, and check out the full article below! 📄👉 https://lnkd.in/dPU4vHcy

One thing organizations miss while chasing the latest tools and processes is the people. The people are the individuals who will help you execute on the transformations, goals, and visions your organization has — especially frontline leaders and middle managers. Your goal should be to help managers show up as their best selves, feeling motivated and capable of effectively coaching and mentoring those around them. Check out more tips from Shannon Hopkins in this weeks episode of 10/10 GTM 👇