Tim Hillison’s Post

I had the great privilege of attending #southbound last week, hosted by RevPartners and I'm still processing all of the amazing nuggets of wisdom shared by all of the speakers. When you put some of the top sales and marketing leaders in a room together, magic is going to happen. Here are just a few of the insights I took away: 📈 Sangram Vajre shared that the CEO should own GTM. Not sales. Not marketing. Not the CRO. The entire company needs to be in sync to effectively grow and expand. 🔢 CAC Payback, NRR, unit economics, and the Rule of 40 are the metrics that matter to VCs, PE firms, and investors. 👩💻 While we're seeing a lot of layoffs and consolidation, AI is reducing barriers to entry. Expect to see more and more small companies pop-up. 🌶 Alina Vandenberghe explained the value in posting content from her personal account rather than the company account. People want to buy from other people. Not a faceless company. 🤝 Jeff Perkins Predicts that in-person events are coming back in a big way, but with better connection, more intention, and on a smaller, more local scale 🎯 TAM isn't as important as SAM (serviceable addressable market) 🤖 Kyle Coleman shared that AI should be used to reduce bloat. Start with a human, end with a human, but use AI to streamline the middle of a process. There are so many more amazing takeaways and speakers, but this is just a little glimpse into a remarkable day. Did I mention that there was also cornhole and yard games? I can't wait for next year!

It worries me when I hear organizations justify their marketing operations layoffs by saying that “we’ll hand over the stack to IT.” IT and marketing operations are very different functions and while I believe that IT has a role to play in marketing technology you can’t ask the IT department to take on the marketing operations function. First, it’s unlikely IT is sitting around waiting for new assignments, and second, though each function deals with technology implementation their functional responsibilities are very different. IT deals with internal technology infrastructure, Marketing operations deals with technology that directly touches the customer. Apples and oranges. #Martech #AI #DigitalTransformation #Transformation #AIstrategy #martechvendors #martechconsultants MarTech

"We don't need RevOps experts" --No successful company, ever. Here’s why every company needs RevOps pros: 📈 Forecast on lockdown: Know what revenue’s coming in and when to make your next hire. 💸 Track the moolah: Every penny has a purpose, and they’ll make sure it’s driving results. 📊 Chaos to clarity: From models to GTM motions, they connect all the dots. 🚀 Time to grow: They help prioritize what moves the needle—and cut the fluff. BUT--full time, in-house hires are expensive. Soooo... Hit up RevPartners for your fractional RevOps dream team.

Just in: Bedrock's Q2 performance was record-breaking! We brought in over $1,000,000 in a 24 hour period... In a single day. Why now? The need for CPGs to drive retail performance is critical right now. Managing their trade strategies is more important today. Bedrock gives brands the upper hand every time. Our applied use of AI is unique and our ability to help sales teams tell their best sales stories is unmatched. Providing these analyses in 10 seconds is just showing off at this point. We also stayed focused on our customers and avoided all distractions. We never believed the hype cycles of tech valuations and spent responsibly. We've been strategically adding headcount while most other software companies had to conduct layoffs. We work hard to help our customers win. Take a demo and see why the leading brands choose Bedrock Analytics. #bedrock #1Mday #CPG #CPGdata #firesidechat #AI

Growth at All Costs was killing SaaS And we're still not out of the woods yet. The Revenue Engine is still leaking everywhere. B2B SaaS invests millions to: - Generate MQLs that don’t close - Log outbound to the wrong targets - Generate pipeline that isn’t even real - Hire sales reps with unrealistic targets - Buy sales and marketing tools no one uses This results in: - Inefficient spend on marketing - Inefficient spend on the sales team - Inefficient spend on the revenue tech stack - Cost of Acquisition that is unsustainably high So, when easy capital stopped flowing, we got layoffs. But we didn't fix these problems overnight. Revenue Teams could no longer just throw money at ideas and see what works, but many simply cut budgets without a firm plan. We need to build the right foundation for the GTM Strategy, Process, Metrics and Systems to leverage resources and capital more efficiently. We broke down a framework in our Revenue Efficiency Pyramid. And we just updated it to make it even more clear. We shared this in yesterday's 📰 RevOps Weekly 📰 Get it here: https://bit.ly/4aT31de ✌️

I believe it's fair to say that for many of us in business, almost finished Q1 has presented its share of tumult, being rocky....compared to Q42023. 👀 From dwindling team morale due to spreading layoffs, pervasive doom and gloom headlines, to customers clutching their purses tighter, and the unsettling trend of projects being axed to preserve cash. It's been a rough ride, to say the least. 😓 In the hunt for a miracle cure, we've seen it all: - Investment in external trainings 📚 - Splurging on new productivity tools ⚙️ - Tightening the reins on KPIs (e.g. make those 20 self-prospecting calls, team! 😂) - Overhauling sales pitches to echo the latest sales sage on LinkedIn 🗣 While these strategies have their place, let's not overlook what truly matters—making our teams feel genuinely valued and supported. 🌟 Here's how: ✅ Respond to their messages swiftly—10 minutes, not 10 hours ✅ Show initiative in their career growth, don't wait for them to come to you with promotion talks ✅ Prioritize their wellbeing, inquire about their mental state before delving into business discussions ✅ Give them space to air grievances, even if it means extending a 30-minute check-in to an hour of empathy and understanding Remember, you could be the most skilled strategist with the latest tech at your disposal, but without your team's dedication, you're at a disadvantage against a rival armed with nothing but enthusiasm, a simple script, and Google Sheets. 📈 Demonstrate your care, and watch the results roll in. Your concern and support can be the very lever that turns the situation around. 👇 Drop a comment below and let's exchange thoughts. Let's learn, support and grow together. 🌱 #BusinessGrowth #TechInnovation #AI

Are you feeling the impact of tech layoffs and a downsized marketing team? Don't worry—I've got you covered with my 90-Day Marketing Strategy. My proven, action-oriented approach has helped countless clients revive their brands and achieve business growth. In my video, I'll share insider tips and tricks on retooling your messaging, rebuilding campaigns, and creating targeted outreach plans to help you achieve your goals. Plus, I'll provide valuable insights on establishing tracking processes and communicating revenue impacts. https://loom.ly/s6h5VL4 Don't let downsizing hold you back. Let's work together to revive your brand and take your business to the next level! #revenue #b2bmarketing #salesenablement #marketingplan #90days #strategy

When we announced we were shutting down Outbounder and launching an inbound-led outbound firm, the feedback was mixed. There were a lot of questions that I thought I’d answer 1-by-1: 1 - Is outbound really dead? No, outbound is alive and still performing. And while Outbounder was doing just fine, we wanted to pivot because we felt as though inbound-led outbound was the future of our space. If you want to continue hammering out your power dialer, do your thing. 2 - What is inbound-led outbound? Inbound-led outbound is a hybrid of organic marketing and sales development. It’s done by creating demand and capturing it through signals. It’s been around for a while but never had an official name. We put together a guide to explain how it works: https://lnkd.in/gPgaNbFC 3 - Why is it “better” than traditional outbound? When you create your own demand and find high-intent leads, your prospects will make faster decisions, close at a higher win %, and will ultimately generate bigger deals more frequently. 4 - Are SDRs safe? No. Not at all. Despite all the job postings, SDRs are in the worst place we’ve seen for years. At the end of the upcoming quarter, we’ll see more layoffs. The market is saturated and more competitive than ever. SDRs need to start stacking skills now. Otherwise, they will likely not make the cut.

The end-of-year rush feels like the playoffs for sales teams—every action can make or break the game. Let’s close out the year strong with these three key strategies: - Align with Industry Timing: Different sectors have their own peak moments. Construction might ease up in winter, but tax law and fitness are ready to ramp up. Target industries that are making year-end moves. - Focus on High-Commitment Prospects: In Q4, prioritise those leads that are most likely to close. Your time is precious—spend it with prospects eager to make decisions. - Offer Flexible Solutions for Remaining Budgets: Many organisations need to allocate remaining budgets. A well-tailored solution could be the bridge they need to future investments with you. Aligning with client goals isn’t just about this quarter; it’s about positioning yourself as a strategic partner for the long haul. Let’s bring this year to a win! Access the full article now! https://hubs.la/Q02WN7zc0 #SandlerArticle #EndOfYearSuccess #SalesPerformance

Things are slow. Deals stalling, layoffs, it's not necessarily getting brighter. But I heard a contrary opinion from Hannah Ajikawo yesterday She shared that there are companies out there spending big money to figure: ✅ how to make best use of AI ✅ re-structure their sales organizations, enable & train them ✅ opening their eyes to "new" methodologies like MEDPICC ✅ trying out new tools for go-to-market 👉 I'm curious to get more perspectives on this: ❓how are you observing the latest economic environment? ❓are they signs of recovery? ❓which sectors are spending money and which ones are bit more frugal? I hear more and more SaaS companies pursuing manufacturing, construction and real estate as traditional sectors to disrupt with tools and gadgets. Let me know