UserGems ??

That feeling when you reach out to your past Champion and instantly add $1,004,400 to your pipeline ?? Old mindset: "Our customers are loyal. They come back to us when they change jobs." New Reality: 91% of past Buyers don't reach out to past vendors when they switch companies. ?? That's the data from the UserGems ?? study of 5,000 deals. Buyers who haven't worked with us are highly risk-averse. Even more so in this market. Those deals move slowwww. Past Buyers are LESS risk averse. They already know / like / trust us. And they may be in new jobs - or gotten promoted! - and able to buy again. For an easy way to start reaching out to them, here are 7 pre-built playbooks: bit.ly/3Msx2pV

"Demand generation is a team sport." Amen, Heather Larrabee. Hear why Heather trusts that UserGems' data will provide the best possible guidance for everyone on the revenue team: Marketing, Sales, and even RevOps ??

$5.8 million in pipeline. $1.6 million in closed won revenue. ^ This is what Greenhouse Software saw using *only* the UserGems Job Change Signal. If that's what one signal can do, imagine what's possible with the rest of the UserGems Signal Library. Before UserGems, Greenhouse struggled to figure out: ?? Who changed jobs ?? Their past status (champion, user, influencer, etc.) ?? Whether the new company was a target account Now they track job changes for both pipeline generation and churn prevention. Hear how UserGems is helping Kristina Finseth and her team sell smarter ?? P.S. Here's the full story: https://lnkd.in/eAmXuC9P

'Tis the season... for asking your best customers for referrals! But how do you do it at scale without taking away your team from their Q4 goals? Enter the Champion Referrals signal. Our team uses this new signal to book more meetings without any manual tasks. We use two different playbooks: one for more personalized outreach and another for scaling the referral process. These strategies have already helped us secure demos and move deals forward in the short time since we launched. Want to see how it’s done? Steal our playbook here: https://lnkd.in/e5nJA_ce

Quiz time: We analyzed 4.2 million target accounts and 2.28 million opps, plus consulted with 30+ revenue leaders to uncover signal benchmarks for GTM. How much longer are deal cycles today compared to 2020?

?? NEW GEM ALERT ?? Please join us in welcoming Michal Palas to the UG team! He's our new Data Scientist ?? ?? Here's a bit more about him: ?? Hi, I'm Michal. I come from Prague, Czech Republic ???? After finishing my master's degree in economics, I moved to Vienna to do a PhD. That was seven years ago. Two years later, I left the program and started working in Data Science. I worked at woom for the past two years (the Austrian producer of kids' bikes). I joined UserGems because: ?? I really liked the projects ?? Wanted to improve my knowledge of Large Language Models and AI ?? Liked the idea of working for a very dynamic tech company ?? Really liked the people involved in my hiring process Outside of work, I like sports. In my free time, you can typically find me climbing either outdoors or in the climbing gym. I enjoy bike trips and back-country skiing. I also used to play beach volleyball for many years. Fun fact: During my studies, I worked as a beach volleyball coach and coached multiple youth national team members. I also led training camps in multiple countries in Europe. Fun fact number 2: My wife claims that my mushroom risotto is better than risotto made by our Italian friends (lifetime achievement ?? ) ?? Here's me climbing in Spain, on top of Schneeberg with some friends, and my favorite photo of me and my wife.

The most impactful deal isn’t always the biggest. Blaise Bevilacqua is taking over the UserGems page today to share one of the best lessons he’s learned from a deal this year. Take it away, Blaise! — Most of my career has been spent selling a product with a clear product-market fit. There's a defined sales cycle and customer testimonials to help validate your offerings.? As a rep, all you have to do is not screw it up and DYOR on the account. An inbound comes in, and you can almost predict what the $ACV will be on the first call.? The past few months have been a complete 180° of the above for me.? When a product is still in beta and pre-revenue, you have no idea how the market will react.? The good news is that when there’s an established competitor that’s not doing much iteration on their product, you’re at an advantage. I joined Glue as employee 8 and the first GTM hire, pre-revenue, pre-PMF.? We’ve had a waitlist of users, and my current role is to start onboarding a small test batch of users. Our goal with this approach is to collect product feedback, ensure the maximum value of the product, provide feedback for the engineering team, and ideally close these early users. Here’s the first deal we closed for $16 MRR (a small but mighty deal). They were our first paying customer and taught us a lot, even changing the trajectory of our product roadmap. Deal details: * 2-person design agency using Slack and wanting to migrate off ($8/seat) * Led by their Founder/CEO * 1-week sales cycle * The entire deal was managed in the Glue platform, and speed was on our side since it was faster than email to relay details Sure, selling mid-market and enterprise deals is fun, but I’m finding it’s even more fun when you’re on the ground floor of building and selling a product. The most important deals aren’t always the ones with the largest dollar value.? They’re the ones that teach you more about the market and the real motivators that drive your buyers to action.?? They’re the ones that help you become a better rep by improving your communication and problem-solving skills. That's when you can really help your business move in the right direction. — Blaise has been selling for the past 7 years and worked with us here at UserGems as an Enterprise Account Executive. He just moved from NYC to SF 3 months ago. He goes surfing > 4x a week at Ocean Beach, either before or after work. His last name means “Drink Water.”

Got some Q4 deals ghosting or stalling? Here are 5?? ways to keep momentum in our late stage deals vs "just following up": ?? Send a screenshot of a Slack or text message from a similar champion who's excited about their success with your product. One I've used at UserGems ?? is in the example photo. (About a $1,004,400 deal!) Not all teams will be comfortable with this. But if you can use it, this can be super powerful. ?? Connect your legal team directly with theirs - MUCH faster than us being in the middle of all those emails. Bonus points if we get both teams on a call. ???? Align your Executives with the Executive Buyer - get that single line of communication open re: negotiations. ??Introduce your Technical Resource (SE, SC, etc) to whoever will handle the IT review on their side. ????Set up an Implementation or Customer Success overview. Lets Buyers know what comes next & how you'll get them seeing results ASAP. Friction Reduction and de-risking the decision are 2 of the BEST ways to keep deals moving. What would you add that's working? And would your manager be upset if you sent a Slack screenshot to a prospect? ps - I'm offering a workshop on Driving Urgency in Q4 Deals: 3 Specific Strategies to Close Faster?- with the proven templates & examples. It's November 20@ 11am CST. Details in the comment$

Sendoso's marketing team generates 100% of the company's qualified pipeline. Pipeline and revenue are their top priority. And with a lean team that's not rapidly growing, they need to make sure they're working smarter, not harder. Here's what their SVP of Marketing, Kacie Jenkins, says about how they select new software. P.S. Kacie is a member of our Customer Advisory Board, and we're proud to have her!