In Person – Why Comp Plans Matter: How to Prevent Churn and Protect Revenue

Employee churn is costing your sales organization— big time. U.S. businesses lose $1 trillion to voluntary turnover per year, and in B2B sales, the average turnover rate is a whopping 35%.

Compensation is the biggest line item at any organization, but revenue leaders often overlook the processes behind it—and how much it can affect employee happiness, productivity, and retention (after all, 89% of sales turnover is caused by deficient compensation!)

We’ll dive into why turnover is such a huge issue in sales, how it’s financially draining your organization, and actions you can take to address the root of the problem and effectively stop sales rep churn in its tracks.

Striking a balance in protecting the business and winning the deal

In these unprecedented times (just kidding!). Seriously though… No matter which direction we approach from, we’re all focused on growth, keeping operating expenses down or both.

Finding the right balance among mounting pressures⸺margin compression, inflation, rising operating costs⸺is tricky when you’re coming at it from different angles.

Cozy up with Xactly’s CRO and CFO for a fireside chat focused on the new strategic imperative: increasing topline revenue, while improving bottom line efficiencies.

As finance and revenue practitioners, our leaders will discuss the very real impact these challenges have on go-to-market planning, revenue team performance, and pipeline management and prediction. This fireside chat could get heated!

So the question is, how do you sustain growth, while reducing expenses? You’re about to find out. Join us!

Deliver Outbound Experiences Your Buyers Can’t Ignore

Before you can even say “email blast” your company’s prospects have deleted dozens of emails, ignored flashy display ads, eye-rolled at yet another uninvited cold call and, well, you get the point. They’re busy. And your teams are too.

The modern seller’s challenge is how to balance the reach required to hit ever-growing targets while still providing personal moments that perform. In this panel session, you’ll hear from revenue leaders as they discuss how their teams are delivering outbound experiences their buyers can’t ignore.

Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams

As we look at the world around us, it’s clear there has been a seismic shift in B2B buyer behavior. Buyers are more self-sufficient, they care deeply about their privacy, and they expect immediate answers. But despite changing behavior, the age-old pipeline generation process has remained untouched. We’re gating our content and even our sales teams; and it’s costing us all pipeline. Our buyers have adapted and so must we.

In Person – Reimagining B2B Sales For A Dynamic and Disrupted World

While 61% of B2B buyers are Millennials and Gen X most sales strategies have not been designed to align to their buying preferences. Similarly, as technologies such as AI and automation, mature sales leaders are seeing their budgets increase to reflect the increasing role sales tech plays in the successful execution of their go-to-market strategies. Drawing from recent sell-side and new buy-side data gathered by Forrester on behalf of Outreach, Matt will cover what it takes to deliver predictable, efficient growth and to succeed in a world where continuous change and volatility are the norm.

The Path to Proactive Revenue Lifecycle Management: Building Intelligence into your Operations

What You’ll Learn in this Webinar
With ever-increasing quotas and marketplace competition, you’re probably asking: how can my team generate more revenue faster without compromising customer relationships?

Applying revenue lifecycle intelligence to your operations produces actionable insights that provide visibility into your entire sales process and eliminate barriers to growth. By harnessing the power of your data insights, you can drive process improvements that boost customer loyalty and increase win rates.

Utilizing revenue lifecycle intelligence in your organization takes a proactive plan. In this webinar, you will learn how to:

Establish a revenue lifecycle operations landscape and prioritize the areas of opportunity.
Determine which processes need automating and identify the right stakeholders.
Select the tools necessary for improvement and specify the metrics and reporting cadence to follow.
You’ll have a path to build intelligence into your revenue lifecycle operations for efficient and effective revenue velocity.

Using Video Analytics for Smarter Selling

You can learn a lot about a potential buyer by understanding which video content they’re watching and how long they’re staying engaged in each topic. Join Vidyard’s Manager of Emerging Sales, Josh Kirkham for a discussion on what video analytics are and why you should care about them. Josh will share his top tips for how to incorporate video analytics within your sales cadence to save time and sell more efficiently.

Scaling RevOps Through an Agile Growth Engine

VIRTUAL – “Hypergrowth” is the term generally associated with pre-IPO Silicon Valley startups. Though that is not the case with Nutanix. With fluctuations in the industry trends and product mixes, the Nutanix team was tasked to build a growth engine to accommodate the dynamic GTM strategy. Join Vivek Bathina, Director of Marketing Operations at Nutanix, and Ed King, CEO of Openprise, as they discuss the various ways to build an “agile growth engine” for the RevOps team. Vivek will take us through how the Nutanix team built a future-proof platform to wade through mountains of unstructured user data, market to their ideal customer profile, and turn users into customers.

How to Be BFFs with Marketing and RevOps

VIRTUAL – Kevin Tate (CRO at Clearbit) and Don Otvos (VP of Revenue Operations at LeanData) will discuss how to foster best-in-class alignment across marketing, sales, and operations teams. The hockey-stick growth shared by each of their companies is a result of razor-sharp GTM strategy, shared goals, and clear-and-often communication, each purposefully leaning on each other to grow.

Customer Experience in 2022: The Evolution of Customer Expectations

VIRTUAL – SaaS customers are definitely not a ‘one-size-fits-all’ category. Many of our customers have wide differences in expectations, and you need to be able to effectively meet those expectations, and even anticipate those expectations, in order to reduce churn. Customer expectations are always changing, and keeping up to date with current strategies to deliver top-notch customer experience is key to outperforming your competition.