Shani Testaverde
Sales and Go-to-Market Strategy for Scalable Revenue
I turn strategy into motion, clear the path for sales to thrive, and build the systems that turn potential into performance.
Are you ready to unlock your sales operations’ full potential and drive real growth?
Shani Testaverde
About Me
Marketo
Salesforce
Gong.io
Rev Ops
Hubspot
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I believe that growth isn’t just about speed—it’s about direction. Without consistent opportunity management and meaningful insights, even the best sales teams drift.
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That’s why I help organizations cut through the noise. I transform scattered systems and siloed teams into a unified, high-performing engine for growth—where Sales, Marketing, and Customer Success move as one.
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By blending smart data with sharp strategy—and platforms like Salesforce, HubSpot, Gong, and Marketo—I build clarity into every layer of the sales process. The result? Better forecasts. Stronger alignment. Faster wins.
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When teams have the tools to see clearly, they don’t just hit targets. They set new ones.
The expertise and insight I bring.
Streamlined Sales Processes & AI-Driven Optimization
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Overhauled Betterview’s sales cycle to prioritize scalability and operational efficiency.
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Deployed AI-powered forecasting tools to enhance pipeline accuracy and strategic planning.
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Standardized opportunity qualification stages, improving forecast reliability by 20%.
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Redefined BDR performance metrics, cutting average deal cycle time by 33%.
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System Integration & KPI Dashboard Automation
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Unified Gong, Salesforce, HubSpot, and DealHub to eliminate inefficiencies and streamline sales operations.
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Built real-time, role-based dashboards enhancing cross-team visibility and executive reporting.
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Reduced rep workload by 35% through process automation and tool consolidation.
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Designed executive KPIs aligned with revenue targets and operational priorities.
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Sales Enablement & Centralized Knowledge Management
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Launched targeted enablement programs that reduced new hire ramp time by 20%.
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Established a centralized, Salesforce-integrated knowledge hub, eliminating content silos and redundancy.
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Conducted strategic 1:1 sales review to accelerate opportunity progression and close rates.
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Cross-Functional Alignment & Revenue Strategy
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Collaborated with CROs to design performance-driven compensation models aligned with growth objectives.
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Synchronized go-to-market strategies across Sales, Product, and Marketing for cohesive execution.
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Dismantled team silos to enhance collaboration and accelerate pipeline velocity.
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Transformed operational data into actionable insights for more intelligent, faster decision-making.
The Challenge
We had a solid product and loyal customers, but that wasn’t enough. We wanted more. Specifically:
Enterprise customers.
Sustainable growth.
A brand that could play in the big league.
The catch? Enterprise customers do not just buy features. They invest in trust, strategy, and a roadmap that doesn’t fall apart after onboarding
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Approach
I knew we couldn’t rely on the product alone to win over enterprise clients. The real opportunity lay in bridging the gap between what we delivered and what enterprise buyers understood. They weren’t just looking for security; they needed clarity, confidence, and a long-term plan.
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So, I got tactical.
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I started by analyzing market trends, customer profiles, and competitive gaps to understand precisely where we stood—and where we could lead. What stood out was the lack of education around long-term security planning.
We had a solid product and loyal customers, but that wasn’t enough. We wanted more. Specifically:
Objective
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Expand business operations by acquiring enterprise-level customers.
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Drive long-term growth and brand credibility through advanced cybersecurity programs and strategic partnerships.
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Directed and implemented
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Segmented the enterprise market to align our services with specific buyer needs.
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Developed customized Enterprise License Agreements (ELAs) that didn’t just sell— they guided, with yearly goals and embedded education throughout the lifecycle
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Brought cross-functional teams together—Security, Sales, SDRs, Marketing, and Partners—to align on a cohesive go-to-market strategy.
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Implemented real-time KPI dashboards in Salesforce to track performance across the entire journey—from first touch to renewal.​
The Results
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Facilitated joint planning sessions and training with partners to reinforce trust and address gaps in knowledge and support.
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$1.5M in additional revenue over three years
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5 new enterprise customers acquired
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Opened new market segments via joint campaigns and smarter lead generation.
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Key Takeaway
Enterprise growth isn’t something you can force—it’s something you earn. That takes a tailored strategy, aligned execution, and deep listening. Success comes from identifying gaps—even when no one points them out. Do that well, and you won’t just close deals, you’ll create predictable, sustainable revenue.
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The Challenge
As the company scaled, siloed tools and disconnected workflows created bottlenecks across Sales, Customer Success, and Marketing, leading to:
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Inefficient handoffs and manual data entry
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Limited visibility into opportunity and contract data
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Low adoption of revenue tools due to inconsistent workflows
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Misalignment between departments
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To support enterprise growth, we unified our CRM, revenue intelligence, and proposal tools into a cohesive, automated system—without disrupting daily operations.​
The Challenge
The sales org faced key scaling challenges:
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Limited visibility into deal health and buyer intent hindered risk identification.
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Inconsistent coaching and onboarding led to uneven rep performance and slow ramp-up.
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Manual data processes caused siloed insights and cross-team misalignment.
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Unstructured feedback loops led to unpredictable forecasting and stalled deals.
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Approach
Led a full audit of the sales tech stack—including Salesforce, Gong, DealHub, HubSpot, and DocuSign—to identify inefficiencies and misaligned workflows across teams.
Partnered with Sales, Marketing, CS, and RevOps to build a unified, streamlined operations framework, integrating all tools into Salesforce as a single source of truth.
Designed and delivered tailored training programs to ensure smooth adoption and long-term usage across departments.​
Approach
I quickly saw that sales optimization wasn’t just about speed—it was about clarity. Each rep worked differently, and valuable insights were lost in inconsistency.
To fix this, I mapped the entire sales funnel, analyzed rep performance, and identified patterns. The solution: a tailored, AI-driven strategy that delivered real-time insights to reps and leadership alike.
The result was a more aligned, data-informed sales process—improving rep performance, decision-making, and deal outcomes.​
Objective
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Optimize CRM, revenue intelligence, and proposal software integration
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Streamline sales workflows, improve efficiency, and close critical operational gaps
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Boost adoption and alignment across Sales, Marketing, and Customer Success
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Objective
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Enhance Sales Intelligence: Utilize AI models to gain actionable insights into customer purchasing behaviors.
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Improve Sales Efficiency: Streamline deal execution, standardize onboarding, and address stalled deals through data-driven strategies. ​
The Results
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40% increase in Sales Engineering efficiency.
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25% boost in lead conversion rates.
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85% adoption of integrated sales tools among the Sales team.
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50% improvement in platform utilization by Customer Success and Marketing​.
The Results
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33% Reduction in Sales Cycle Duration: Accelerated deal closure times through targeted interventions.
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20% Improvement in Sales Forecast Accuracy: Enhanced predictive capabilities leading to more reliable forecasts.
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7% Increase in Competitive Win Rates: Gained a competitive edge by addressing key customer concerns effectively.
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37.5% Decrease in Onboarding Time: Streamlined training processes for new sales representatives.​
Directed and implemented
Workflow Optimization & Automation
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Audited Salesforce, Gong, and DealHub workflows to identify inefficiencies and automation gaps
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Revamped CRM processes to align opportunity data with business goals across teams
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Automated contract and sales data flows to boost visibility for Customer Service and Marketing
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Simplified opportunity pages and removed redundant fields to reduce rep fatigue
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Tool Integration
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Unified HubSpot, DealHub, Gong, and DocuSign into a single Salesforce ecosystem, eliminating silos and increasing usability
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Training & Adoption
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Delivered tailored training to Sales, Marketing, and Customer Success teams
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Built custom workflows and de-duplication processes to drive adoption and maximize system value.
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Standardized processes and integrated tools created a more agile, aligned, and revenue-driven sales environment
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Directed and implemented
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AI Deal Insights: Built Gong-based AI models to visualize deal progression and uncover engagement patterns.
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Centralized Dashboards: Created KPI dashboards in Salesforce and Gong for cross-functional visibility and decision-making.
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Smarter Onboarding: Standardized sales onboarding using AI insights to accelerate ramp-up and consistency.
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Workflow Automation: Automated Salesforce workflows to align teams, reduce data entry, and boost BDR conversion rates.
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Key Takeaway
A well-integrated sales stack is more than a technical fix—it's a business enabler.
Standardized processes and collaborative implementation unlock speed, adoption, and alignment—turning technology into measurable revenue impact.
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Key Takeaway
Integrating AI into sales operations boosts efficiency and delivers deep insights into customer behavior, sales executive expertise, competitive positioning, and opportunity response. This enables proactive strategy development, more targeted training, and improved long-term pipeline forecasting, supporting sustainable growth.
