Performio RevNews | Feb 28, 2023
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Let's try this again and get the image formatting correct!
We're getting our act together and working to improve the frequency here.
This is the RevNews, which, if you've forgotten is a monthly (working toward bi-weekly) newsletter of everything that's been going on in the Revenue and Marketing Orgs, written by many contributors, for you to stay up-to-date.
As always, if you are interested in contributing or have suggestions for future editions, let us know!
Let's go!
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For the shortest month of the year, we covered a lot during February! Here's a recap of Enablement for the month:
Congrats AE's and BDR's on your JBarrows 'Filling the Funnel' Certifications!
Resource: Filling the Funnel - Templates
Thanks to John Barrows for stopping by to show his support (click image):
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With some prospects, distributing commission statements is ingrained in their process, and we want to make sure we CRUSH that requirement. As such, Brandon introduced the updated commission statement:
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We revisited a topic from SKO that's been a common theme this month, cost optimization, and we discussed tactics to keep deal cycles moving forward.
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Our good friend Chloe Bloem from PHEX shared what her team is working on to improve our overall customer experience so we can continue to make improvements that matter most to our end users.
In case you missed it, here's a great soundbite from Chloe on LEGO.
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As we begin to enable on the updated pitch deck in the coming weeks, we discussed our positioning document. This will enable everyone to:
Answer the question, "why Performio?"
Understand our category - Incentive Compensation Management (ICM)
Learn our Ideal Customer Profile (ICP) definition
Remember positioning statements and how to describe Performio
REMINDER: Read and Review by 03/02/2023
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We reviewed some ICM fundamentals to better understand who our buyers are, what their roles look like, and what designing Incentive Comp looks like:
Seeing as these fundamentals are common for most Saas companies, who are overly scrutinizing spend right now, we revisited a topic from last year that's an opportunity for us now, distributors.
Following the exercise last week, check with your manager for overlap of accounts but I've got a prize for anyone who prospects and sets a meeting!
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Jonah is continually working to optimize our RevOps function and has made an update this month to help support our process:
Sales Forecasting is up and running!
If you have any questions, please take a look at this document.
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Our mighty Marketing team has been super busy rolling our new content and PR! Check out the latest resources:
February Content Lookback:
Here's a quick reference guide to all content published in the previous month complete with a summary of each piece and email templates to customize and share with engaged contacts and prospects:
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eBook: Sales Compensation Trends in 2023
PR: 'Deanne Rhynard appointed as Chief People Officer'
Blog: 'Calculating Sales Commission in Spreadsheets: The Pro's and Con's'
Blog: 'What is ASC606 and What Does it Mean for Sales Compensation?'
Podcast: SalesTechStar featuring our own Grayson Morris!
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6Sense Highlights
Drumroll please! Our Top 10 Users for February (by # of accounts interacted):
Additional Insights:
+64.3% increase in 6Sense usage MoM - "AWESOME says Gina Price"
Accounts worked by sales AFTER 6Sense predicted - resulted in $433.5k in pipeline created from 23 accounts
13% of total opportunities were identified in decision and purchase stages (3 out of 23 opportunities)
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Thanks for reading! Happy Selling!