Nektar.ai

Welcome to B2B sales—where ‘final approval’ is a myth. #MemeOfTheDay #B2BSales #BuyingGroups

?? Customer Health ?? Most orgs rely on NPS Scores, Feedback Surveys, Adoption Metrics and Support Tickets to gauge it. But miss out on seeing the full picture because of one crucial data point. Engagement Signals! The ones that are buried in email threads, call transcripts and other communication channels? These hidden signals are crucial to identify potential red flags early on. Picture this, From the calendar and meeting data you spot that a key champion hasn't participated in the last two MBRs and email engagement also dropped to zero. The CSM is alerted They jump on a call, understand and addresses concerns, and turned a likely churn into a 3-year renewal. So that begs the question what engagement signals are you tracking for renewals? PS: By leveraging AI tools like Nektar.ai, you can transform customer conversations into actionable GTM data, enabling better visibility into renewal risks

The latest Revenue Buzz is here! ?? MQLs aren’t enough. Pipeline looks strong—until deals start vanishing. And the old lead-based model? It’s creating a false sense of security. So, what’s the fix? Eric Cross, CRO at Reltio, reveals how his team ditched MQLs, embraced buying groups, and unlocked game-changing revenue impact. Here’s a sneak peek from the conversation ?? ?? 40% of pipeline was evaporating. Deals looked solid—until they disappeared in the early sales stages. ?? Sales and marketing became one. No more silos. The GTM shift brought sales, marketing, and even product together. ?? The buyer’s journey is different now. Buyers stay anonymous longer, making the old MQL model obsolete. ?? The results? A 60% drop in pipeline fallout, faster sales cycles, and stronger forecasting. If your pipeline looks healthy but deals keep slipping, it’s time for a new GTM playbook. ?? Catch the full breakdown in this week’s newsletter! #B2BSales #BuyingGroups #RevOps #RevenueGrowth #GoToMarket

Revenue isn’t just about the pipeline—it’s about people. But most sales teams focus so much on deal stages and forecasts that they ignore the one thing that truly drives revenue: relationships. I once worked with a company where reps kept losing deals to competitors at the last minute. After digging in, we found the problem: They were selling to one contact in the account… Meanwhile, the competitor had built relationships with the entire buying committee. Lesson learned: If you don’t multi-thread, you don’t win. Revenue intelligence isn’t just about data—it’s about visibility into relationships. ? Which accounts are you truly engaged with? Activity data shows who’s talking to who—and who’s not. ? Where are the gaps in influence? If you’re not connected to decision-makers, you’re at risk. ? Who’s slipping away? Relationship signals (email frequency, meeting cadence, response times) reveal churn risks before it’s too late. Pipeline isn’t just about deal stages. It’s about influence, momentum, and engagement. Is your team tracking relationships, or just logging deals? #Revenue #RelationshipIntelligence #CRM #RevOps #SalesOps

Salesforce is only as good as the data inside it. Yet, most revenue teams treat it like a glorified Rolodex—half-updated, filled with missing contacts, and out of sync with reality. I recently spoke with a VP of Sales who said: "Our biggest deals were influenced by people who weren’t even in our CRM." Let that sink in. The 3 biggest gaps in Salesforce contact management: ? Missing contacts—Most customer conversations happen over email and meetings, but reps don’t manually log them. If key stakeholders aren’t in CRM, how do you track influence? ? Outdated data—People change jobs constantly, but Salesforce doesn’t update automatically. How many of your ‘active’ contacts have already left? ? Siloed relationships—One AE knows the buying committee, but when they leave, that knowledge disappears. Relationship intelligence shouldn’t walk out the door. Fixing it requires automation: ? Capture every contact, automatically. AI can extract new contacts and updates from email, calendar, and meetings—without manual effort. ? Track real relationships, not just records. Who’s engaged? Who’s gone silent? Relationship insights tell the real story. ? Keep your CRM alive. If your contact database isn’t constantly updated, you’re selling with blindfolds on. Salesforce isn’t broken—your data hygiene might be. How do you keep your CRM from becoming a data graveyard? #Salesforce #RevOps #RelationshipIntelligence #SalesOps #MarketingOps

Shifting from MQLs to a buying group motion has been a hot topic in B2B circles. While still an emerging approach, some organizations have successfully made the transition. And the results speak for themselves ?? Reltio is one such success story, having fully committed to this transition and achieving remarkable outcomes. That’s why we’re thrilled to bring you our latest episode featuring Eric Cross, Chief Revenue Officer at Reltio. Eric takes us behind the scenes, sharing what sparked this shift, the internal challenges of driving change, how they executed the transition, and the impactful results that followed. Some key discussion areas: ?? The Lead Model is Failing – Why traditional MQL-based strategies are causing 35-40% pipeline leakage and what to do instead. ?? Aligning Sales, Marketing & CS – The playbook for breaking down silos and driving full GTM adoption (hint: no half-measures). ?? Shifting from Leads to Buying Groups – Tracking intent signals, multi-stakeholder engagement, and account activity to drive higher-quality pipeline. ?? Why Pilots Fail – The high-risk, high-reward decision to go all in on the new model—and why piloting actually kills the momentum. ?? Fixing Pipeline Coverage Myths – Moving from a 3X pipeline rule to a predictable model where quality > quantity—and why less pipeline can actually drive more revenue. It’s a must-listen for sales, marketing, and RevOps leaders looking to fix pipeline inefficiencies and drive real revenue growth. Don’t miss this power-packed conversation! Link in comments. ??

ABX Needs Faster Wins ?? In today's market, teams can't afford to wait 18 months for results. Instead of chasing at-risk accounts in your ABM or ABX initiatives—where churn factors might be beyond your control—focus on existing customers primed for cross-sell and upsell opportunities. ?? The key? Aligning everyone around a common set of high-potential accounts. And sometimes, an outside perspective can be the game-changer—offering a neutral, data-driven view of your sales, marketing, and customer experience pipeline. When performance isn't meeting expectations, bringing in fresh eyes can help avoid common pitfalls and leapfrog ahead. ?? In this episode of The Revenue Lounge, Jon Russo, CMO and Founder of B2B Fusion, breaks down: ? Why quick wins are crucial for ABX success ? The biggest execution mistakes companies make—and how to fix them ? How an unbiased, external view can help realign your strategy for better results If you're rethinking your ABX approach, this conversation is a must-listen. ???? Link in comments. #ABX #B2BSales #SalesStrategy #PipelineGrowth

Most CRMs aren’t revenue systems. They’re data graveyards. Garbage in, garbage out. I’ve seen sales teams forecast deals based on: ? Outdated contacts from 2 years ago ? Half-empty account records ? Reps’ best guesses instead of real engagement data When CRM data is unreliable, three things happen: 1?? Sales wastes time chasing dead leads. 2?? CSMs struggle to retain accounts they don’t fully understand. 3?? Leadership makes decisions based on fiction, not facts. Here’s how to fix it: ? Automate data capture. AI can pull contacts, meetings, and emails into CRM with zero manual effort. ? Track relationships, not just records. It’s not just about having data—it’s about knowing which relationships are active and which are fading. ? Hold teams accountable. Bad data isn’t just an ops problem—it’s a revenue problem. If your CRM isn’t a source of truth, every decision is a gamble. How clean is your CRM today? #CRM #RevOps #CRMHygiene #Sales #Marketing

Spotlight On Alex Dyson At Signifyd, a leader in fraud prevention software, forecasting wasn’t just a numbers game—it was a data challenge. Incomplete sales data made it tough to predict wins and optimize sales processes. We caught up with Alex Dyson, Senior Manager, Revenue Operations, to hear how they turned things around. ?? What do most companies get wrong about forecasting? "They treat it like a science when it’s really an art—backed by data. Most CRM data is incomplete, missing key buying signals. At Signifyd, we realized our CRM showed only one contact per deal when, in reality, multiple decision-makers were involved. That meant we were flying blind." ?? What was the biggest challenge in fixing this? "Two words: Sales behavior. Reps want to sell, not log data. So, we automated data capture—and everything changed. Suddenly, we had real visibility into buyer engagement and deal momentum." ?? What insights helped drive better decisions? "When we saw that deals with 9+ contacts had higher win rates, we: ? Coached sales on multi-threading earlier. ? Refined our ABM strategy—targeting the right people. ? Aligned GTM teams using the same engagement data." ?? What’s been the most rewarding part of this journey? "Seeing how other teams started using this data. At first, it was just about making forecasts more reliable. But then marketing started using it for better targeting, CS teams used it to track champion movements, and even professional services got insights into who was driving expansion conversations. It turned out we weren’t just solving a sales problem—we were building a revenue engine." For any RevOps leader out there—fixing forecasting isn’t just about numbers. It’s about making sure your entire GTM motion runs on truth, not gut feel. Know someone else who deserves the Spotlight? Let us know! ?? #CustomerSpotlight #RevOps #SalesOperations #RevenueGrowth

Do you know what's the number one Revenue Killer in your pipeline? Single-Threaded Deals!! It happens all the time. ?? A rep finds a champion in an account. ?? They run a great demo. ?? The champion is excited, says they love the product. And then? Silence. Weeks go by. The deal dies. Not because the product wasn’t good. Not because the price was too high. But because your champion wasn’t enough to push it through. Single-threading is the silent killer of revenue. If your reps are only speaking to one or two people in a deal, that deal is at serious risk. Winning deals today requires: ?? Multi-threading into decision-making groups. ?? Identifying key blockers early. ?? Tracking engagement levels to spot at-risk deals before they go dark. The best sales teams don’t just sell to champions—they sell to buying committees. Do yourself and your sales team a favour today, look at your top 10 deals forecasted for this quarter right now…and check how many are single-threaded. Work with your Ops team to focus on fixing it over the next 2 weeks or book a demo with Nektar.ai and never miss these risk signals. #sales #revops