Revenue Grid Guided Selling (Part II)

Continuing from Part I, a discussion of Revenue Grid and its approach to Guided Selling.


Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward.  Insights are both positive and negative.  Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged.  Sales reps and managers can then act upon these insights.  Revenue Grid can also make suggestions based upon internal playbooks and best practices.

In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.

Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance.  In January, sentiment analysis will be added to their insights.

An Opportunities view provides real-time pipeline visibility across all accounts.  Reps can quickly update any opportunity information with the updates synced with the CRM.  Sales reps and managers then have a single-pane of glass displaying current opportunities.  Managers are notified of deal size changes, close dates, and scores and can track activity flow.

The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.

Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights.  Corporate email communications are also analyzed for insights.  Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out.  Conversational Intelligence is also available for coaching and onboarding sales reps.

Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.

A meeting scheduler fronts Conversational Intelligence.  Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link.  Events are automatically synced between Salesforce and Outlook or Gmail.  Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.

Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments.  Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated.  Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.

Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.

A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep.  Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.

An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows.  Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.

Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.

Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking.  Channels include email, phone, SMS, and LinkedIn.  Sequences may be managed directly from within Salesforce, Outlook, or Gmail.  All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.

Admins can perform A/B testing of sequences.

Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces.  It then pauses or halts sequences automatically.  It even halts sequences if the recipient is mentioned in an email or meeting invitation.

An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.


Continue to Part III.

Revenue Grid Guided Selling

Revenue Grid which describes itself as a Guided Selling vendor, offers a hybrid platform with sales engagement, revenue intelligence, relationship intelligence, meeting management, and conversation intelligence.  Unlike many startups in these spaces, Revenue Grid comes to market with fifteen years of experience building native platform integrations behind the firewall and in the cloud.  It then layers on top reports, analytics, and an Outlook/Gmail/LinkedIn sidebar for identifying opportunities at risk, next steps and missed actions, engagement scores, and pipeline analytics.

“Algorithmic guided selling leverages emerging AI technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process,” wrote Gartner.  Guided Selling is data and process-driven, with Next Best Action recommendations that make CRMs actionable.

Guided Selling intelligence is gathered from CRMs, emails, calendars, phone calls, and videos.  Engagement is measured across these channels and delivered as a set of insights and revenue signals that support Guided Selling.  Signals are Next Best Actions based upon AI recommendations and sales playbooks.  

Revenue Grid describes signals as “contextual, actionable notifications that tell your whole sales org what is going well or poorly throughout your whole sales process.”  Sales reps can act on recommendations by merely clicking on the signal.

These definitions can all get confusing, but the vision becomes clearer when skipping past the inputs and technology and merely considering which sales and management questions Revenue Grid looks to address.  Revenue Grid answers a host of sales rep questions, including

  • Which deals should I focus on today?
  • How likely am I to close the deal this month or quarter?
  • How can I improve my odds of winning this opportunity?
  • Which deals are at risk and why?  
  • Did I complete all of the post-deal activities discussed on the call?
  • Have I updated all my opportunities before tomorrow’s deal review?
  • How can I prepare for a meeting?
  • Does anybody at my firm have a relationship with key decision-makers?
  • How is engagement across the account?  Am I building relationships with the key stakeholders?

Likewise, managers can answer questions such as

  • Are sales reps focused on the right things?
  • Do sales reps know what to do next?
  • How can I guide reps in each deal?
  • Which deals are moving, stalled, or at risk?
  • Do my reps know what to say at meetings? Do our scripts work?
  • How do I know my coaching is effective?
  • Which committed deals are unlikely to close?
  • How do I improve our forecasts?

Part II discusses Revenue Grid’s feature set.

SalesHood Coaching Command Center

SalesHood Launches Coaching Command Center for Front-Line Managers to Scale Virtual Sales Coaching

Sales Enablement vendor SalesHood released Coaching Command Center, a set of templates, reports, and prompts to assist front-line managers in elevating the performance and win rates of their teams.  

“We’re excited to release more innovation for virtual sales coaching,” said SalesHood CEO Elay Cohen.  “We’re committed to helping front-line managers be better at developing their remote teams and boosting their win rates.”

In a call with GZ Consulting, Cohen emphasized that SalesHood focuses on productivity and outcomes for both sales reps and front-line managers, looking to raise the bar for all managers.  The new Command Center is a coaching dashboard that analyzes performance and what sales reps are doing.  It fosters managerial actions through celebrations, risk identification, and recommending Next Best Actions.  A meetings-in-a-box feature supports coaching huddles and hands-on training, with recorded calls as input, and coaching to-dos.

According to Cohen, “curated coaching can be prescriptive” and should be performance and data-driven.  It should also be scalable and repeatable, making it easy to schedule classes, coaching, and call reviews.  Templates facilitate discussion and coaching.  Open questions and training sessions are noted, and sales reps are notified if task assignments have not been addressed before the next one-on-one.

Along with templates, SalesHood provides a library of sales training tools, including battle cards, product playbooks, and win stories.  Video recording guidance helps non-training professionals (e.g., product managers, competitive analysts, sales operations) chunk content into modules and cover key topics.

New Command Center tools include programs and coaching activities, team leaderboards, curated team videos, prioritized coaching activities, and coaching templates.

The graphical program tracker displays a data-driven timeline with drill-down tasks, helping front-line managers view programs and coaching activities.  The program tracker assists with one-on-one coaching through automated activities, notifications, tips, and scorecards.  A notification flag appears in the right corner of the top banner, letting managers immediately access pending coaching activities.  For example, if there is a recorded pitch for review, the manager can review the video and offer feedback.

Team Leaderboards summarize team performance across engagement, completion, and performance metrics.

Team videos are submitted and reviewed by managers for comments and celebration.  Videos include pitches, demonstrations, presentation dry-runs, deal wins, and stories.

Prioritized coaching activities are delivered to front-line managers on desktop and mobile devices (iOS and Android native apps) with automated coaching activities for pitch practice, role-playing, quizzing, assessments, and story submissions by their team.

SalesHood is packaged with a set of customizable templates for deal reviews, one-on-ones, and even quarterly business reviews.  Templates are customizable to reflect the industry, markets, and sales strategies of firms.

“Right out of the box, SalesHood provides solutions for more structured, more efficient, and more lucrative sales team management,” claims the firm.

“Sales coaching creates space for collaborative skill and deal development conversations.  Effective sales coaches give sales professionals the responsibility of ownership and accountability for their deal strategies from planning to preparation to close…

No longer will you be in the dark on how your reps are pitching to customers or handling common objections. You’ll be in the know as to how and if they are onboarding effectively.  Are they retaining product knowledge?  Do they understand the crucial competitive plays?  Is their messaging creating interest?  Is it aligned with the corporate message?”

“SalesHood Sales Coaching Demonstration” video

Aragon Research predicted that by the end of 2021, 55% of enterprises will have deployed digital sales coaching and learning.

“High performing sales organizations are now making sales coaching and learning a daily habit,” says CEO of Aragon Research, Jim Lundy. “Top salespeople are constantly practicing, and the best managers conduct regular coaching.”  Despite the known correlation between coaching and performance, managers and their teams have been unable to embed this practice into their daily workflows.

Aragon Research placed SalesHood in its Leader quadrant for Sales Coaching and Learning (July 2020), scoring the highest on strategy, but below the other leaders on performance.  Aragon listed a broad set of SalesHood strengths, including sales coaching and learning, sales content management, and front-line manager enablement.  However, the firm noted that SalesHood lacks market awareness.

RingDNA Releases Guided Selling

Sales Enablement vendor RingDNA released Guided Selling, a set of Next Best Actions (NBA) for sales reps.  Guided Selling advises sales reps on what to do, when to do it, whom to contact, and what messaging to employ.  Sales managers can create and deploy preferred playbooks to their salesforce, even without face-to-face training.  Both inbound and outbound selling plays are supported, helping “implement proven playbooks at scale.”

“When you know what winning deals look and sound like, you know exactly where to focus to improve outcomes,” said RingDNA CEO Howard Brown.  “Guided selling uses artificial intelligence to provide revenue teams with tools, insights, and next best actions necessary to win deals, grow accounts, maximize revenue.”

“It’s a fool’s errand to expect a 22-year-old sales development rep (SDR) fresh out of university to develop a consistent, scalable, repeatable prioritization, execution, and qualification process.  Be prescriptive in your expectations and methodical in the tools you arm your teams with…for the overwhelming majority of your team—who have never held full-time, quota-carrying roles and aren’t able to think strategically yet—you must be prescriptive.  You need to show them how to think strategically and tactically as they approach their daily work.”

TOPO analyst Phoebe Conybeare

Guided Selling is embedded into the Salesforce Sales Cloud and delivers prioritized actions for opportunities, contacts, and leads, helping reduce sales rep planning time.  The AI-powered task list recommends the tasks that will put sales reps on “the shortest path to revenue.”  The task list is dynamic, updating based upon prospect behavior.  Thus, priorities are reassessed based on prospect interaction with e-mails, web forms, multi-media, and social media.

Guided Selling includes a set of best-practices templates based upon billions of sales interactions monitored by RingDNA since its 2012 launch. Salesforce Dashboards help managers optimize cadences and messaging, allowing them to test and refine rep workflows.  Cadence activities across e-mail, phone, text, and social are synchronized with Salesforce.

Gartner stated that 51% of sales organizations have deployed or plan to deploy algorithmic-guided selling over the next five years.

“Intended to augment more traditional sales tools, such as sales playbooks, algorithmic-guided selling uses sales data to boost the seller’s ability to engage with prospects…Algorithmic-guided selling leverages artificial intelligence technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process.”

Tad Travis, Gartner VP of Research, “Algorithmic-Guided Selling to Have Significant Impact on Sales Productivity”

“In this new remote paradigm, companies are having to do more with less,” said Brown.  “Guided Selling is a total game-changer for sales teams, as it uses AI to focus reps on next best actions while empowering them to build stronger relationships and better solve customer problems.”

Guided Selling is Generally Available.

6Sense Doubling Revenue

ABM Platform vendor 6Sense announced that it is on target for its third consecutive year of at least 100% growth.  The firm has also rapidly grown its customer base with a 204% growth in customers since January 2019, and 54% growth since January.  Its net customer retention rate is 109%, indicating a strong ability to renew and upsell its platform.

LinkedIn employment figures also indicate strong growth, but at a rate slower than customers and revenue, an indication of increased revenue per employee. LinkedIn employment grew 72% over the past year and 192% over the past two.

“6Sense was founded upon the vision of transforming B2B sales and marketing with a next-generation platform that engages target buyers at exactly the right time,” said 6Sense CTO Viral Bajaria. “Our patented AI-powered capabilities, including 6sense’s time-based predictions and industry-leading account identification capabilities, continue to be differentiators in the market — and deliver real business value to our customers.”

6Sense continues to invest in platform development with the rollout of new ABM capabilities in 2020:

  • Native Retargeting, which programmatically serves display ads to all website visitors or visitors from target accounts
  • A LinkedIn advertising integration for account targeting across all ad types
  • AI-based Next Best Actions, a set of prioritized actions recommendations for BDRs across the buying committee.
  • Model Metrics, which provide customers with self-service analytics which assess the impact of 6sense’s predictions on pipeline and revenue

CMO Latané Conant cited a series of benefits enjoyed by 6Sense clients, including a 75% higher conversion rate, 40% higher win rates, and a 50% increase in contract values.

Inc. recently named 6Sense the 5th Best Place to Work in the small and medium business category.  

“6sense believes that culture is based on trust, open communication, dedicated leadership, and a fun space where employees can take risks. We take everyone’s opinion into account, from the very top to the bottom.  Employees take chances, put more responsibility on their shoulders, and work hard for one another.  We are a team-first, people-centric organization that prioritizes teamwork above all else.  Our weekly all-hands meetings give everyone an opportunity to have their voice heard.”

6Sense Inc. Submission

6Sense closed a $40 million Series C round in January led by growth equity firm Insight Partners, raising its total funding to $105 million.

6Sense – PathFactory Partnership

Content intelligence vendor PathFactory announced a partnership with ABM Orchestration vendor 6Sense to “give marketers complete visibility into the quality of account engagement, as well as what content and topics are accelerating them through their customer journey.”

The new partnership taps 6Sense’s account identification capabilities and combines it with PathFactory’s content consumption data, providing richer account engagement intelligence.  “They can even watch a buying committee’s activities populate and track their journey in near real-time,” said PathFactory.  Account intelligence is synced with the CRM and displayed to sales reps, helping them understand which content and topics resonated at target accounts.

PathFactory offers a set of content tracks, either defined by marketing or PathFactory’s AI.  Content tracks are a sequence of relevant content associated with specific calls to action.  Content tracks “keep people engaged longer and helps them self-educate” while encouraging them to “binge on your content.”  By assessing which individuals and accounts are binging on account tracks, PathFactory can determine when accounts are “getting serious.”  Highly engaged accounts are more likely to turn into deals.  

Content insights suggest the next best content and next best action, with PathFactory personalizing content tracks in real-time.  PathFactory tracks engagement at both the individual and account level while assessing content attributes such as type, topic, and reading length.

“While B2B marketing organizations have invested heavily in ABM over the past several years, many marketers still struggle to successfully execute campaigns, scale programs, and report on results.  We are confident this integration will give marketers the unprecedented ability to optimize the customer journey and generate revenue from their ABM efforts.”

Dev Ganesan, CEO of PathFactory

PathFactory clients do not require a separate 6Sense license.

“PathFactory and 6sense are marrying two of the most critical data sets necessary for successful ABM execution,” said Jason Zintak, CEO of 6sense.  “With 6sense’s industry-leading account identification capabilities and PathFactory’s content consumption data, sales and marketing teams can get deep insight into anonymous buying behavior of individuals and accounts, and deliver hyper-personalized content journeys.”

PathFactory placed 186th on Deloitte’s Fast 500 list, and Gartner named them a Cool Vendor in their 2019 Technology Marketing category.

6Sense recently closed on a $40 million Round C.

Terminus Acquires Sigstr

Sigstr Location Intelligence analyzes the strength of connections at the metro level.
Sigstr location intelligence analyzes the strength of connections at the metro level.

ABM platform vendor Terminus acquired email analytics vendor Sigstr earlier this week.  The full 60-person Sigstr team will be joining Terminus, including CEO Bryan Wade.  Sigstr has received $11 million in funding across multiple rounds.  Sigstr’s flagship product inserts customized banner advertising in signature blocks.  In 2018, the firm launched Pulse, which tracks relationship strength based upon email opens, response times, messaging velocity, and generated calendar invitations.

“Combining our solution with the Terminus platform activates an untapped channel that changes how businesses engage with target accounts,” wrote Wade.  “We’re long-standing partners from both a technology and go-to-market perspective, making this combination a no-brainer and massive opportunity for our combined customers, and account-centric businesses everywhere looking to sharpen how they engage across the entire customer lifecycle.”

The merged company will be able to “determine their best-fit segments, prioritize accounts, and identify the next-best-action for execution.” Terminus can now align account-based messaging across the full lifecycle, prioritize accounts and assess buying team interactions, and integrate ABM messaging with employee email marketing.

“[Pulse] Relationship data adds a rich 1st-party piece of intelligence to your account-based efforts.  To deliver this information, Sigstr uses its proprietary Relationship Score, which analyzes the email and calendar interactions between employees at your company and those at your customer and prospective customer accounts.  It provides detailed insights into the sentiment and strength of relationships at an account, buying team, and individual level.  Utilizing this data set alongside engagement and intent intelligence already native to the Terminus platform supercharges how your revenue teams prioritize efforts and take action.”

Bryan Brown, Terminus Chief Product Officer

“I couldn’t’ be more excited about bringing two powerhouse teams together to shape the future of B2B marketing,” said High Alpha managing partner Scott Dorsey.  “Category leaders are built around great teams and innovative products.  This team has exactly what it takes.”

Sigstr customers include AT&T, Amazon, and United Way.  Terminus was also a long-time customer.  The firm blogged that the deal was “a reflection of both our confidence in and reliance upon Sigstr as a staple of our marketing strategy.”

Terms of the deal were not disclosed.

Earlier this month, Terminus named Tim Kopp their new CEO and Chairman.  Kopp is the former CMO of ExactTarget and is a Partner of Hyde Park Ventures.  Former Terminus CEO Eric Spett continues as a member of the Board.

“Marketing and business are at a crossroads.  We’re shifting to a new frontier of automation that prioritizes more effective account targeting, engagement, and acquisition,” said Kopp.  “The emerging generation of CMOs is transitioning toward hyper-targeted campaigns and intelligent, data-driven digital marketing.  ABM has moved past marketing, and Terminus is the definitive leader powering account-based transformation and helping businesses achieve rapid, long-term growth.”

LinkedIn Sales Navigator Q2 2019 (Part II) – Alerts

Last month, LinkedIn Sales Navigator rolled out a set of alert enhancements as part of its Q2 release. Alerts are intended to deliver “timely, relevant, and actionable insights” which allow reps to shift from researching to selling and building relationships.  As with other recommendation engines, Navigator alerts call out the “Next Best Action” with an “instant snapshot of the things that matter most about your prospects along with recommended action step for each.”

“At LinkedIn, our goal is to arm you with timely, relevant, and actionable insights so you spend less time sifting through information and more time focused on what matters: building relationships and closing deals,” stated the firm in its release notes.  “Alerts on the homepage gives you all the functionality of Newsfeed in a compressed, easy-to-use dashboard.  Don’t worry about missing anything — all of your favorite items from the old Newsfeed live on as alerts.  We’ve also added some new types of alerts as well!”

New alerts are highlighted in blue at the top of the feed.  Each alert contains an action step (e.g. Message, See Article, See List).  Alerts may be filtered by type and individual alerts may be deleted or turned off.

Three new alert categories were released

  1. An account has had a funding event
  2. A colleague shared a custom list
  3. Pending actions in Sales Navigator Coach

LinkedIn recommends that Navigator Alerts be reviewed once or twice a day.

“Every sales professional faces the challenge of how to best spend their time, maximize their productivity and close more deals,” said Camplejohn.  “That’s why Sales Navigator is now centered around alerts — making it easier for salespeople to identify important changes and prioritize the best next steps to take.”


On Monday, I covered enhancements to the Sales Navigator Sales Coach. On Friday, I will discuss other Q2 2019 enhancements.

People.AI Launches The Wire

People.AI announced availability of The Wire, their new artificial intelligence service for sales reps which suggests next best actions. According to the firm, “Like a brilliant personal assistant who’s always on top of his game, The Wire uses AI intelligence to remind you when to follow up on key accounts, suggest next-best-actions, warn you when a rep or account is falling behind, let you know when customer champions switch jobs, and ensure you’re always prepped for every meeting.”

The Wire suggests emerging opportunities, opportunities requiring attention, and champions that have departed to other companies.

The Wire flags opportunities that are in jeopardy of slipping due to inaction.
The Wire flags opportunities that are in jeopardy of slipping due to inaction.

Managers are alerted when sales reps are falling behind targets.  A Rep Ramp Alert “helps you move from data-aware to data-driven, proactively leveraging industry data to guide and coach your teams.”

Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.
Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.

The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.


Last Friday, I covered People.AI’s Round C and the company more broadly.

People.ai Round C

San Francisco-based Revenue Intelligence vendor People.ai announced Round C funding of $60 million along with the launch of its new The Wire next-best-action (NBA) service.  The round was led by ICONIQ Capital with participation by Andreessen Horowitz, Lightspeed Venture Partners, GGV Capital, and Y Combinator.  Will Griffith, Partner at ICONIQ Capital, has joined the People.ai Board of Directors.

People.ai has received $97 million in funding to date.  Its valuation was not provided, but TechCrunch placed the valuation at “mid-nine-figures.”

“Today’s announcement of our Series C funding represents a critical milestone in achieving our vision for the Future of Work,” said People.ai CEO Oleg Rogynskyy.  “We’ve already enabled customers to, for the first time, capture all of an organization’s critical business data, such as contacts and customer activity data, and deliver it directly to the CRM.  This has significantly improved sales productivity and CRM data accuracy and liberated the enterprise from time-consuming manual data entry.  Today, we’re taking People.ai to the next level with AI-driven intelligence that provides customer-facing teams with a simple, personalized set of actions based on current, historical and industry data that will help accelerate revenue.  When you use The Wire, you’ll have your most productive day at work, every day.”

People.ai was founded in 2016 and already supports Red Hat, Lyft, Zoom, New Relic, and Splunk.  The firm describes itself as a Revenue Intelligence System:

“People.ai offers the industry’s only Revenue Intelligence System (RIS) that automates the capture of all contact and customer activity data, dynamically updates CRM and provides actionable intelligence across CRM, collaboration, business intelligence, and other management tools for sales, marketing, customer success and services teams – exponentially accelerating growth and delivering actionable insights for strategic business decision making.”

People.ai Website

People.ai fills out buying committees for active opportunities, maps contacts and interactions to accounts and opportunities, and suggests next best actions.  Applying natural language processing and machine learning to buying committee discovery and NBA are the latest advancement in sales and marketing intelligence.

People.ai also supports contact updates derived from email signatures and pulls “critical information” such as product or competitor mentions, sentiment, and buyer intent.

People.ai’s recently launched Campaign360 service supports marketing attribution by tracking opportunities influenced or generated by marketing activities.  Campaign360 is the “industry’s only AI-based solution that equips Marketers with the real-time, full funnel campaign visibility they need at their fingertips,” said the firm.

“We’re thrilled to partner with People.ai as they execute their vision to unleash the potential of AI to drive enterprise revenue,” said Griffith.  “People.ai is well positioned in a highly strategic enterprise market, leveraging automation and AI to fundamentally change the way people work.  People.ai’s product, powered by strong network effects, is delivering insights and productivity at the scale and quality we have not seen previously.  We see an incredible opportunity to accelerate People.ai’s game-changing technology as they redefine the meaning of the Predictive Enterprise.  People.ai is the Future of Work.”

Partners include Salesforce, Slack, Outreach, SalesLoft, Exchange, and G Suite.


On Monday, I will be covering The Wire, People.AI’s new Next Best Action service.