Jesse Rabbits

Potential Hot Take 🌶 Most CS teams don't want commission, no matter how much ARR they bring in. 💰 At least not true commission. Let me explain. Over the years, I've occasionally heard people talk about how CSMs and CS orgs should be compensated in commission like sales teams because of the amount of revenue CSM teams bring in. On the surface, this sounds like it makes sense. When you dig a little deeper though, you tend to find that: -CS teams don't want to lower their base salary for higher potential ceiling (whereas in many orgs, sales teams have a lower base salary to accomoddate the commission pay structure) 😬 -Many CSMs have a lower appetite for the risk/variability in pay that comes with a true commission-based comp model 🎢 -CS leaders have often found (rightly) that a commission model based just on added-ARR would not incentivize all the right behaviors as many CS plays are long term and hard to reward on JUST an added-ARR model (such as referrals and second order revenue) 🏈 Digging into this sentiment from CS leaders, I've found that it's not ACTUALLY a commission structure they want. Here are 3 things they want in reality: 1. Recognition They want the revenue they own, renew, and expand to be recognized just as much as net new ARR from Sales. 2. Incentive They want to feel like their compensation incentivizes the things that matter most to them. 3. Purpose Similar to point 1, they want their teams efforts to be clearly tied to the company's purpose. ________________________________ Leaders, advocate for the above for your team. Don't complain about Sales getting commission for "your work", but rather advocate for a holistic approach that truly takes care of what your teams actually want. This is a lot more work to articulate than just saying "CSMs should get commission for upsells." But other organizational leaders will take you more seriously and you'll achieve stronger results for your teams if you follow the above pathways. #CustomerSuccess #SaaS #CSM #GTM

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SaaS leaders: Your solutions team isn't a "sales support" function. They're your revenue intelligence hub. They know: - Which features actually drive renewals - What implementation challenges create churn risk - Where your competitive gaps truly impact deals - How your expansion strategy matches customer reality Stop treating them as technical resources. Start treating them as the strategic advisors they are. #presalesevolution

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Big news from my team at Gong! 🎉 Today we announced we’re partnering with Microsoft - and it’s a big win for enterprise revenue teams. Together, we’re rolling out four powerful integrations that bring Gong’s Revenue AI directly into the Microsoft tools our customers use every day: from Microsoft 365 Copilot to Teams to Outlook to Dynamics 365. This is a HUGE step forward in helping teams unify their workflows, boost productivity, and close with confidence. Proud to be part of the team making this happen 💥 Check out what’s launching: https://lnkd.in/dBiDDmuM

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After 12+ years in sales, my brain thinks of everything in terms of revenue risk. In my day-to-day, that’s obvious as my entire role revolves around delivering revenue for my company. What’s interesting is that thinking remains the same when it comes to cybersecurity, audit and compliance for my end customers. Got breached? You’ll incur reputation, revenue and regulatory penalties which impacts revenue. Downtime? Could cost you and your company hundreds of thousands of dollars in lost production which impacts revenue. Incur a third party risk or supply chain issue? Can’t ship or deliver product which impacts revenue. Don’t have FedRamp or CMMC? You can’t win Fed/Gov contracts which closes that segment off and impacts revenue. Don’t have AI governance, SOC or ISO and can’t pass a security review? Can’t close deals which impacts revenue. The list goes on. The best security, compliance and product leaders in the world think in terms of revenue risk and business outcomes. Learn to read a risk section in annual reports and map back to solving these challenges and avoiding revenue risk. Your prospects and your pipeline will thank you. #karpediem

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HOT TAKE: Your client sales teams are KILLING net new growth (kind of) GTM leaders are obsessed with segmentation—so much so that they design sales orgs for the business, not the customer. And it’s choking net new growth. In early to mid-stage sales orgs, splitting AEs into “new logo hunters” and “customer growth farmers” limits development. They miss out on: 1. Faster ramp time from more at-bats 2. Deeper customer insight from working the full lifecycle 3. Better product knowledge from seeing real-world use cases 4. Stronger relationships that lead to referrals 5. Higher accountability—because the person who sells doesn’t just disappear But here’s the real issue: your customers lose out too. 1. Disjointed experiences—hand-offs between "new biz" and "customer" reps create friction 2. AEs who don’t deeply understand their business and evolving needs from the start 3. Less strategic partnership—because the seller isn’t around long enough to think beyond the initial deal 4. Missed cross-sell/upsell opportunities—because no one is proactively looking for long-term value I’m not saying AEs should handle support or renewals. But growth opportunities? Absolutely. Here’s the fix: Instead of slicing sales teams by size vs. net new vs. existing, segment by INDUSTRY. Give AEs full ownership, let them uncover industry specific insights that none of your competitors know, and watch customer experience—and revenue—GROW!

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There’s no shortage of tools in Enablement…but which ones could you not live without? Over the years, the tech stack keeps evolving and so has my top 5! 1️⃣ Gong: The ability to gain insight into customer conversations, pipeline health, and rep behaviors is invaluable to informing and measuring outcomes. And the ability to scale coaching across the revenue team is key. 2️⃣ Articulate: When we need to launch something that learners will engage with and looks super polished this is one of my favorites. Bonus: the AI features are saving serious content development time now. 3️⃣ LMS/CMS: Being able to deliver content, eLearning and certifications for a distributed team is foundational to any enablement practice. And the more easily you can tie those assets and programs to performance metrics the better! (We use Mindtickle LMS currently). 4️⃣ Asana: Absolute must-have for managing projects, timelines, and capacity across our team. Keeps everyone aligned, on track, and helps me with visibility across all of our initiatives. 5️⃣ Luster: Practice makes progress. The ability to build hyper-realistic role-play at scale allows us to provide reps with real-time skill coaching without adding more to a manager’s plate. What’s one tool in your Enablement toolkit that you couldn’t live without right now? #impactenablement #enablementtools

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End of Quarter (EOQ) is a notoriously challenging time for revenue teams. I recently met with some operations leaders who were struggling – strapped for time, resources, you name it. And I get it. Having spent more than two decades in sales and finance leadership roles, I’ve been through many EOQs and have seen successful (and some not-so-successful) approaches. That’s why I’m excited to share some tips for RevOps leaders hoping to set teams up for a successful EOQ. In my blog, I discuss how revenue AI technology is transforming EOQ workflows, helping GTM teams: ✅ Gather actionable insights ✅ Develop more accurate deal forecasts ✅ Analyze sales methodology adherence and success Check out my entire post here: https://lnkd.in/gJnn3jns

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With AI-powered practice, your reps can turn challenging buyer interactions into closed deals and move opportunities forward faster. That's why RolePlayAI comes prepared with 7 different AI roleplay partners with unique personality types. This is the skeptical analyst. This RolePlayAI partner questions claims and demands evidence before showing even a hint of interest. By practicing with the skeptical analyst, reps will learn to anticipate objections, prepare supporting materials in advance, and guide even the most skeptical buyers toward confident purchase decisions. #salestraining #ai #aitools #salesai #salescoaching

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