“I worked both for and alongside Greg for six years at Stack Overflow. It's been a true pleasure watching him grow into the sales leader that he is today. Greg's genuine and hard working. He's serious when he needs to be, but more importantly his friendly, relaxed nature puts the people that report into him at ease. I consider Greg a friend, a mentor and someone that'll continue to succeed with whatever responsibilities come his way.”
Gregory Drinkwater
New York, New York, United States
3K followers
500+ connections
New York, New York, United States
3K followers
500+ connections
About
Specialties: Sales, Sales Management, Sales Training, Account Management
Activity
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💰This summer, I invested in three exciting ELG startups. Here's why: 🏰 "GTM is the NEW moat" 🏰 You've probably heard this phrase a lot…
💰This summer, I invested in three exciting ELG startups. Here's why: 🏰 "GTM is the NEW moat" 🏰 You've probably heard this phrase a lot…
Liked by Gregory Drinkwater
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A big thank you to Melanie Brandt, MBA, CAE, for her incredible testimonial of GSA's work with #WebScribble! Her positive feedback inspires us to…
A big thank you to Melanie Brandt, MBA, CAE, for her incredible testimonial of GSA's work with #WebScribble! Her positive feedback inspires us to…
Liked by Gregory Drinkwater
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📦 Unboxing our Money20/20 prize 📦 Abe Post-Hyatt is back with some news to share...With just a couple of weeks until #Money2020USA, we’re excited…
📦 Unboxing our Money20/20 prize 📦 Abe Post-Hyatt is back with some news to share...With just a couple of weeks until #Money2020USA, we’re excited…
Liked by Gregory Drinkwater
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We're pulling back the curtain again to introduce another one of the incredible folks behind Reframe. This time, it's Chance Heath, our Head of…
We're pulling back the curtain again to introduce another one of the incredible folks behind Reframe. This time, it's Chance Heath, our Head of…
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Like lots of folks in HR Tech, the past few weeks have been pretty busy between RecFest USA, Workday's event and the annual HR Technology Conference…
Like lots of folks in HR Tech, the past few weeks have been pretty busy between RecFest USA, Workday's event and the annual HR Technology Conference…
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Alina Vandenberghe
Our revops “team” at Chili Piper does A LOT OF automations. If you’d see our list, you’d think we have a full train of rev ops folks working here at Chili Piper (spoiler alert, we have 1 and a half). Here’s an example of an “unconventional” automation We assign churned accounts to SDRs. Yep, we automate outreach to churned accounts Here’s why and how First, let me tell you, it breaks my heart to see any customer churn. I feel like my heart is asking but always aim to learn from it and make everything better for them if they were to come back. Hence, we want to learn what made them leave, fix the problem, and win them back And the good news is that we win many of them back . Here are the nitty gritty on how we do this : We setup these rules for assigning churned accounts to our SDRs: – Account Status = updated to Churned – Transaction End Date = 91 days – Round Robin across SDRs and update SDR Owner – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, send Slack notification – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, reassign – Provide a Slack notification to the AM (80 days post-contract end date) – Provide a Slack notification to the SDR once the Account has been assigned (91 days post-contract end date) – Provide SDRs with information on why the account is churning in SFDC to give them the context to sell into the account effectively. If you are curious about more details on this, let me know!
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Matt Green
If your sales cycle is running 9+ months, you should consider redeploying some of your SDRs away from simply booking meetings, to driving opportunities through comprehensive account planning and nurturing. After all, why distract your AEs with the heavy lift of account planning when they could be doing other things to advance those opportunities? One idea: have "account plan SDRs." Instead of just landing a meeting, these SDRs now build out the full account plan upfront - mapping out stakeholders, defining use cases, and spoon-feeding the AE everything needed to efficiently run a lengthy, multi-threaded sales process. With the heavy lifting done ahead of time, AEs can focus on working the deal versus constantly context-switching to plan new accounts. Maximize your sellers' time.
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