Yamini Rangan

Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/dUY7xGE2 #SalesOps #GTMmotions #CPQflexibility

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The sales machine has changed. Buyers don’t enter our selling process anymore. We’re stepping into their buyer journey. The top of the funnel used to rely on human qualification. Today? Buyers qualify themselves — often before they ever talk to us. If your machine isn’t built to catch that early signal, you’re already behind. Interactive demos and self-serve product tours are no longer “nice to haves.” They’re frontline qualification engines. The companies tuning their sales machines for modern buyers are doing three things: Meeting buyers with product experiences before the first call. Capturing demo engagement signals to prioritize the right leads and features. Accelerating time-to-context so every rep conversation is sharper. I write about creating a better buyer experience — and a more predictable machine — in my latest @Reprise blog: https://lnkd.in/eQGatw2H 

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Predictive Enablement is transforming how we equip our revenue leaders. No longer just about delivering content or training on demand, predictive enablement leverages data and AI to: * Anticipate Skill Gaps: Imagine knowing which reps are about to struggle with a particular objection, product feature etc before it impacts a deal. Proactive, targeted coaching and training. RingCentral's enablement & Ops teams Kelly Molkenbuhr are launching The Revenue Standard which will be the framework to do just this. * Proactively Deliver the Right Resources: Instead of reps searching for answers serve it up. This is where Ringo I've talked about before is coming in for RingCentral. * Optimize Coaching & Training: By analyzing vast amounts of sales data – from call recordings to CRM activity – AI can pinpoint patterns in successful interactions. We are leveraging RingCentral's RingSense and Aviso AI to power this. * Accelerate Onboarding & Time-to-Quota: New hires can be brought up to speed faster with personalized learning paths and simulated scenarios Heather K. has a lot on deck to do just this! * Improve Forecast Accuracy: Account planning, opp planning and deal planning with AI Ratnadeep Chatterjee, MBA Michael Throssel and I have a few things up our sleeves to roll out in Q3! Predictive enablement isn't just a buzzword; it's a strategic imperative powered by AI and robust data analytics. It moves us from reactive problem-solving to proactive performance optimization, ensuring our go-to-market teams are always one step ahead. CC: Akshay Srivastava Joe Jacob Joe Fahrner Ayub Mohammed Amir Hameed Brandon Thomas Are you already exploring predictive enablement within your organization? What impact have you seen, or what challenges are you anticipating? #PredictiveEnablement #SalesEnablement #RevenueEnablement #AITech #Coaching #GTMStrategy

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Great products and great GTM strategies only reach their full potential when they’re aligned. I had a great time joining the RevOps Lab Podcast to talk about one of my favorite topics: aligning Product and GTM through RevOps. 🚀 We covered some big themes, including: ✨ How misalignment between Product and GTM shows up in the field—and how RevOps can proactively bridge those gaps. ✨ The importance of building shared metrics across Product, Sales, CS, and Marketing so everyone is operating from the same definition of success. ✨ Practical ways to accelerate feedback loops by turning what happens in the field into data and insights that guide the roadmap. Big thanks to the hosts Janis Zech and Philipp Stelzer for having me on and sparking such a thoughtful discussion. If you’re curious about the conversation, you can listen here: 🎧 RevOps Lab Podcast – Aligning Product and GTM Through RevOps https://lnkd.in/euURE3Dv #RevOps #GTM #ProductStrategy #RevenueEffectiveness

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We all want growth… But exactly what kind of growth should we be striving toward? Well, it's probably not a surprise that the "growth-at-all-costs" era is over. Now is the time of sustainable scaling. But making that shift isn't easy. It requires a mindset change, a new set of metrics, and tighter cross-functional alignment across your GTM teams. Here's a 5-step playbook for moving from hypergrowth to sustainable growth, based on what I've seen work with RevOps teams leading this transition: 1. Redefine your success metrics 2. Drive GTM alignment 3. Enable more accurate forecasts 4. Implement targeted coaching 5. Strengthen customer retention and expansion Want the complete details on each step? Read the full post here: https://lnkd.in/grd2Uc7U If you're in the middle of this shift (or know you need to be), this one's for you. 🚀

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Harness didn’t just streamline their sales training—they redefined what modern enablement looks like. By integrating Yoodli AI Roleplays into their Sales Kickoff Certification Program, they: 1) Cut manual review time by 75%, saving ~$94,500/year per enablement team member 2) Boosted sales readiness—96% rep certification rate, with reps jumping from 75% to 92% on performance scores 3) Built a culture of continuous practice, with reps averaging 7 attempts and 19 minutes/session*—not because they had to, but because they wanted to improve This wasn’t just about saving time. It was about scaling coaching, improving performance, and giving reps instant, actionable feedback—without burning out enablement leaders. Huge gratitude to Andrew Jackson for pushing us to think differently, to Adam Neubauer, Doug May, Mackensie Mendelson, and every seller who shared feedback, iterated with us, and made this real. The Harness team is setting the bar—and we’re lucky to be building alongside you. Read more here: https://lnkd.in/e-PBUv-R

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Do you want to know what keeps the person with all the data and insights in your company up at night? I host a monthly Rev Ops Peer Group that brings together dozens of leaders to discuss what's going on in their business. Here are the key challenges that continue to come up: 1) Fragmented Data Across Systems: Many teams are dealing with data scattered across different tools (CRM, LMS, sales enablement platforms, etc.), making it hard to consolidate insights. As one member put it, "we have so many different systems that track different data that there's no one easy way to just click a button and say, here's my dashboard where it has everything I need". 2) Inconsistent Metric Definitions: Different teams may use different terms or definitions for the same metrics, complicating reporting. This challenge was mentioned alongside the difficulty of pulling clean, comparable data sets across the org. 3) Proving Enablement and Training Impact: A persistent issue is showing how enablement programs and training translate to business outcomes beyond onboarding. While ramp time is often well-tracked, broader enablement effectiveness—especially linking to quota attainment or win rates—is harder to quantify. 4) Overwhelming or Unstructured Data: Even when data is available, there's sometimes too much of it, or no clear cadence to assess its impact. One RevOps leader described struggling with when and how to review and iterate based on the data collected. 5) Lack of Leadership Buy-In or Action: Even with data available, without leadership acting on it—whether for training completion or enforcing enablement programs—there’s limited impact. If I were to summarize them, it would look like this: 👉 Enablement and RevOps leaders are sitting on valuable insights—but can’t always activate them. 👉 Organizational alignment (around tools, metrics, and priorities) is still a massive gap. 👉 As companies scale, the cost of this misalignment grows exponentially.

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Came across some fantastic content for presales folks—worth a look! 👇📘 * The essence of presales - John Hodgson, Gabriele Fiata - https://lnkd.in/dGmZCmKy  * The importance of interactive demos for SaaS buyers  - David Yockelson - https://lnkd.in/dcUGjSWW * The six habits for presales success in the era of new tech - Chris White - https://lnkd.in/d2CPSj5w * Beware of presales hubris - Peter Cohan - https://lnkd.in/dsmDjmSN * The true cost of manual presales processes - Harsh Vakharia-  https://lnkd.in/dCfzxXyR * How to write product demo scripts - Scott Jones, Eoin Kavanagh, Dorian Evans, CSCP - https://lnkd.in/dFKhCvYu #Presales #SolutionConsultants #Demoboost #interactivedemos #presalesjobs #demoautomation

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Renewals aren’t the only way CS drives revenue. But they’ve become the default. A few years back, I was leading a CS team that was crushing it. We were driving customer outcomes, influencing deals, supporting expansions... But the only thing we were measured on? Renewals. It was frustrating not because renewals aren't important but because they only tell part of the story. We were driving impact way earlier in the customer journey. We just weren’t getting credit for it. So, we dug in. We challenged ourselves to identify every place CS was influencing revenue even if we weren’t the ones closing it. And here’s what we came up with: ➡️ Second-order revenue ➡️ Deals closed with customer references ➡️ Referral revenue ➡️ Deals closed with CS support ➡️ Leads from CS-led webinars ➡️ Product influence revenue ➡️ Upsell-ready accounts flagged by CS None of this replaced renewal metrics but it elevated the story we were telling. It gave us more credibility. More budget. More alignment with Sales and RevOps. And it changed how our impact was seen by the business. If you’re tired of CS being seen as just “support” after the sale… Start here. ____________________ 📣 If you liked my post, you’ll love my newsletter. Every week I share learnings, advice and strategies from my experience going from CSM to CCO. Join 12k+ subscribers of The Journey and turn insights into action. Sign up on my profile.

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Most enablement leaders never talk to customers—and it's killing their impact. Are you still treating your go-to-market teams as the end customer? On the latest SellMeThisPen Podcast, I sat down with Meganne Brezina, CCMP™ Brezina, Head of Enablement at Zylo, to talk about what modern enablement actually looks like when it’s done right. Meganne didn’t start in SaaS. She was selling tractors to racetracks. That’s where she learned real solution selling—and more importantly, how to scale sales outcomes by enabling the right people, not just selling solo. But it was running a restaurant that flipped her thinking. Instead of serving internal teams only, she worked the front lines—observing, learning, and iterating based on real customer feedback. And it changed how she approached enablement forever. Here’s her 3-part playbook for any enablement leader who wants to actually drive business impact (not just check boxes): 1️⃣ Get visible. Go where your customers are—events, LinkedIn, even sales calls. Stop hiding. You need firsthand context to enable teams properly. 2️⃣ Drive insight loops. Bring real market feedback into the org. Not filtered marketing decks—real conversations. Capture the niche use cases, not just the generic personas. 3️⃣ Shift the mindset. Enablement is not a support role. You’re a strategic lever for revenue. That means knowing what the customer needs, not just what sales asked for. In the full episode we cover: ✅ Why enablement leaders need “frontline empathy” ✅ What most teams get wrong about behavior change ✅ How to build credibility with sellers and execs ✅ The role of AI in scaling a team-of-one What's your take on this—should enablers be more customer-facing? P.S. Link to the full episode in the comments!

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