Why Your Sales Tech Stack Isn’t Delivering Value RevOps 10 min Deriving maximum value from their sales tech stack investments continues to be a frustrating challenge for revenue leaders.  With more than 1200 sales tools in the market spread over 49 categories, how do you select the right tools that can help you drive your revenue strategy? Well, the answer to this question is not a straight-forward one.  Before we get deeper to explore nuances of this question, let’s first understand what a sales tech stack is. What is a Sales Tech Stack? A sales tech stack is a set of software tools and technologies that help optimize the performance of your sales teams. The kind of sales tech stack you choose to invest in can have a significant impact on your revenue engine.  A thoughtfully selected and implemented sales tech stack helps remove bottlenecks from the sales process. By closing the existing gaps, it ultimately helps your reps close more deals. Current Landscape of Sales Tech Stack The current landscape of the sales tech market, as Gartner puts is, is absolute mayhem.  The pandemic forced sellers to move to virtual selling. Buyers quickly adapted to this new reality. 50% of buyers say that working remotely has made the purchasing process easier.  These rapid changes increased the need for technology that can enable sellers to meet the rising demands of the modern buyer. Capturing leads, reaching out to prospects, engaging or communication – all these facets of sales are harder than ever before. The right sales tech stack can help sellers optimize the buyer’s journey and thrive in today’s hyper-competitive sales environment. Let’s look at some of the top trends in the sales tech landscape as of 2022: 1. Narrow list of vendors offering multiple capabilities The biggest trend that was seen in 2021 was vendor consolidation, where large companies were seen evolving their tech stacks to more categories than ever.  The market is fast moving towards a narrow list of vendors that offer a wide portfolio of capabilities. For example, HubSpot emerged as a top player in a total of 7 categories including CRM.  Another example is ZoomInfo’s acquisition of Chorus.ai where a large data provider is now offering conversation intelligence features.  2. CRM continues to emerge as a mature category Well-established companies continue to dominate the CRM space, making this a more mature category in sales tech than others. Most CRMs also offer complimentary sales tools. For example, HubSpot continues to be a leader in the CRM space, and also offers complimentary sales tools such as email tracking and marketing automation. 3. Increase in sales budgets for sales tech investment 97% of commercial leaders plan to increase their sales tech investment for 2022.  And 25% of sales budgets are going towards tools and technologies that support the selling or buying experience. The investment in sales tech is increasing and it looks like it’s only going to increase in times to come.  4. There has been a rise in investment into AI and ML technology in sales tech AI fuelled sales and technology companies have seen more than $5 Billion in investment in 2021. 88% of Chief Sales Officers (CSOs) have already invested in or are considering investing in AI analytics tools and technologies.  Companies that adopt and build on this new technology can have a competitive advantage in their respective market.   Why Is Your Sales Tech Stack Not Delivering? There is clearly not a dearth of sales tools that companies use. 67% of sales teams use between 4 and 10 digital selling tools as part of their sales tech stacks. But 42% of sales teams fail to see a clear ROI on these tools.  The real question then is not how many tools sales teams are using. But how effective are these tools in making sales teams win more deals? Let’s look at some of the top reasons why your sales tech stack is not delivering. 1. Your tools are not built for your sales reps Most conventional sales tools are not built for sales reps. They are geared towards the sales managers and sales ops leaders.  These tools help to audit the sales reps, but do nothing to help them close more deals or make them productive.  Using these tools also lead to time wastage as sales reps have to jump multiple hoops to get their job done, be it entering data into a CRM (17% of daily time), collaborating with their peers or other functions. If your sales tools are making your reps’ lives harder and not helping them sell better, it’s clear why it is not delivering value. 2. You have way too many tools According to SBI’s research, an organization purchases 27 sales tools on an average. And the average number of planned tool purchases stand at 4. This research suggests that organizations’ tool purchases are spontaneous. Most decisions to invest in sales tools might not align with the company’s long-term growth strategy.  Because of a lack of thoughtful evaluation, most tools end up being redundant, unused or simply useless. 3. Your processes are not well-defined Most processes around the purchase and implementation of sales tech are not clearly defined. 60.67% of organizations say that they have a somewhat structured purchase process for sales tools. And only 43.82% of organizations have a clearly defined implementation process.  Having no central stakeholder to create a roadmap for the purchase, implementation and continuous reinforcement of the right processes increases the risk of a lower ROI from sales tech investment.  4. Your tools are underutilized Companies utilize less than 50% of the potential of the sales tools that they buy. Even tools that are critical for day-to-day operations have a low degree of usage. Related Blog: Components of a Modern Sales Tech Stack For example, 74% of respondents in a survey said that Account and Opportunity Management is a critical tool for their day-to-day operations. However, only 45% of companies actually end up utilizing this tool. The inability to leverage tools to their full capacity might be because companies aren’t enabling their reps to use the tool effectively. Or are failing to administer the solution in a way that its

A Guide to Salesforce Opportunity Management RevOps 10 min Revenue intelligence tools empower you to boost revenue growth. The right revenue intelligence tools can help you nurture leads and retain customers with an exceptional experience.  And its critical role in the RevOps process is expanding as the economy progresses on a whirlwind journey.  According to Gartner’s recent report, by 2025: 70% of all B2B seller-buyer interactions will be recorded or analyzed to collect competitive, deal, and market insights using AI, ML, and NLP. 75% of B2B sales companies will switch traditional sales playbooks with AI-based guided-selling solutions. Deploying a revenue operation and intelligence (ROI&I) tool is the best next step for your business. So, let’s find out more about. What is Revenue Intelligence? Revenue Intelligence is a data-backed, AI-driven approach to selling.  It uses AI to track, analyze and forecast revenue so you can adapt to a constantly changing business environment quickly.  But, how does revenue intelligence help you survive and thrive?  It leverages raw data from multiple sources of your revenue functions (including marketing, sales, customer success, and finance). AI transforms this data into powerful insights to accelerate your sales cycles and grow revenue. RO&I tools facilitate the activity data capture from buyer-seller interactions in an increasingly complex selling process. You can easily use this information to coach reps to anticipate buyer needs. Qualitative insights, courtesy of revenue intelligence tools, direct your decision-making with the help of historical and real-time data. How do Revenue Intelligence Platforms Work in B2B Sales? (With Examples) We’ve already seen the overall impact of revenue intelligence in B2B sales. But how exactly does it create this impact? Let’s find out. 1. Integrates Siloed Data For 90% of organizations, data silos are a considerable challenge to business growth. Revenue intelligence solves the siloed data problem by integrating data from multiple sources into a single source of truth. Even better is that RO&I tools can do this continuously, in real-time, so that you can keep data silos at bay regularly. That’s impressive, considering RevOps experts advocate for ongoing data cleaning processes. I have seen a lot of companies try to clean up their data through third-parties as a one-time event. But you can’t approach your data as a one-time action. It’s an ongoing and iterative process. Rosalyn Santa Elena, Founder at The RevOps Collective In the real world, reps use multiple tools with different dashboards. Plus, data comes in from multiple sources in revenue teams—sales, marketing, and customer success.  RO&I tools can gather, clean, match, and enrich revenue information in the CRM and across the tech stack.  You can use this integrated data for informed decision-making, coaching, team alignment, revenue forecasting, and much more. Revenue intelligence ensures that clean data exists in your tech stack (particularly the CRM), which becomes a solid foundation for all your revenue activities. 2. Champions Frictionless Buying Experience A solid data foundation, in turn, ensures you can share information between revenue teams seamlessly. Each team gets complete access to integrated, unified, consistent data about customer touchpoints, interactions, and feedback. Its impact can be seen in a frictionless buying experience.  Source Without access to complete contact data across touchpoints, revenue teams—marketing, sales, and customer service–give and receive ineffective handovers. At each sales funnel stage, buyers may have to share the same information repeatedly, leaving them frustrated. Since revenue intelligence makes data available across the tech stack, it reduces friction between handoffs and aligns teams on each buyer’s journey. 3. Seals Revenue Leaks 95% of CRM users and stakeholders blame data quality issues for seriously impairing their ability to leverage the CRM fully. Revenue intelligence software straighten out the problem through automation. They automate contact data capture, thus, eliminating manual errors by those who enter information in the CRM. In the process, you get complete information on each buying group member’s requirements. This gives you insight into which leads are most likely to convert.  Revenue intelligence collectively ensures there are no blind spots or missed opportunities in the revenue pipeline. For example, without accurate contact details, reps may not have complete information on stakeholders and their needs. As a result, they reach out to the buyer group with incorrect and irrelevant information that doesn’t serve their purpose. RO&I tools can plug these revenue leaks by: Improving multithreading Giving in-depth information on buyers across the pipeline Sending deal alerts for hot opportunities  Guiding sellers with specific deal insights  4. Improves Rep Productivity Imagine a scenario where managers overestimate reps’ abilities to sell. They could assume that reps are enterprise sellers and have a well-equipped skillset.  But the fact is that even the best can get better with continued coaching and mentoring. Instead of using seller data in an interrogation-style deal review, revenue intelligence tools give you the insights to replace the approach with a guidance-style review.  You can guide reps to use the best-selling processes or motions. This not only increases conversion but also accelerates the sales cycle to close more leads faster. Plus, with revenue intelligence, you can track reps’ performance and productivity.  5. Helps Drive Predictable Revenue  As much as 80% of sales organizations miss the mark on revenue forecasting by 25% or more. The primary underlying reason—dirty data.  If you don’t have good data, you can’t forecast. If you can’t forecast, you can’t build a scalable and repeatable sales motion. You don’t know what your pipeline is going to be. Or what money is going to come in. Asia corbett, Senior Revops manager, gtm, bread financial Without an accurate forecast, your teams won’t have any direction for revenue strategies. Using revenue intelligence, you can create quality forecasts to help your team budget, strategize business growth, set long-term goals, and secure funding. Also, given their use of AI, your forecasts are void of bias resulting from less manual intervention. How to Incorporate Revenue Intelligence Tools in Operations? Incorporating revenue intelligence into your daily operations is vital but must not be hard. Here’s an 8-step process to introducing your teams to revenue intelligence tools. 1. Connect with your reps You must first figure out your reps’ needs and pain points. Once you’ve dived deep into their daily operations, you can understand better how to incorporate revenue intelligence tools in their

A Guide to Salesforce Opportunity Management RevOps 10 min Effective sales management is a multi-faceted process. At the heart of this crucial function lies sales opportunity management. It is a strategic approach that helps sales teams nurture and capitalize on potential sales prospects. In a competitive marketplace where every lead counts, mastering sales opportunity management is not just an advantage—it’s a necessity. This article looks at the intricacies of sales opportunity management to help you understand it holistically. We will also explore the fundamental concepts associated with it, methodologies, and software solutions. So, let’s know how effective sales opportunity management can drive revenue growth and sustainable business expansion for your organization.  What is a Salesforce Opportunity? An opportunity is a potential business deal when a prospect expresses genuine interest in a product or service. These opportunities represent a critical stage in the sales process, where the likelihood of converting the prospect into a paying customer is much higher.  Opportunities include various factors, like the prospect’s readiness to purchase and their available budget. Identifying and managing these opportunities is critical in sales management. It allows sales teams to nurture relationships effectively and drive revenue growth for the organization. How do Opportunities Differ from Leads? Opportunities and leads represent distinct stages in the sales process. Leads are prospective customers who have shown initial interest in a product or service by providing contact information or expressing interest through inquiries. They are in the early stages of the sales funnel and require further qualification to determine their potential value.  Opportunities are leads thoroughly assessed and have a higher likelihood of conversion. They meet specific criteria, like budget and alignment with the offerings. They are thus ripe for engagement by the sales team. Opportunities are a more advanced stage in the sales process, where focused efforts are directed toward closing a deal. What is Sales Opportunity Management? Sales opportunity management is a structured approach businesses employ to prioritize potential sales opportunities. As a vital component of the sales process, it helps optimize resource allocation and increase revenue. The systematic approach ensures sales teams focus on the most promising leads. It improves their chances of closing deals and achieving their sales targets. To better understand sales opportunity management in practice, let’s consider a software company specializing in customer relationship management (CRM) software. This company has a sales team selling its CRM solution to businesses from various industries. In the early stages of their sales process, they collect leads from sources like website inquiries and trade shows. These leads are diverse, ranging from small startups to established enterprises. Without sales opportunity management, the sales team might treat all these leads equally. They will invest valuable resources into each without clearly understanding their potential. However, sales opportunity management helps in this aspect, as they categorize these leads based on four parameters. These include: Company size Industry Budget Readiness to purchase For example, a lead from a medium-sized company in the software industry with a substantial budget and a pressing need for a CRM system would be a high-potential sales opportunity. In contrast, a lead from a small business in a different sector with limited resources and no immediate need for CRM software would be a lower-potential opportunity. Importance of Sales Opportunity Management Sales opportunity management holds a lot of importance within sales and business development. It plays a pivotal role in driving organizational success for the following reasons. 1. Resource optimization You can allocate your resources more efficiently by identifying and prioritizing sales opportunities. It ensures precious resources work on leads with the highest potential for conversion and reduced wastage. 2. Enhanced sales productivity Sales teams can work more effectively when they clearly understand their prospects’ needs and buying intent. Sales opportunity management equips them with insights that enable tailored sales strategies for shorter sales cycles. 3. Revenue growth Effective management of sales opportunities directly correlates with revenue growth. Focusing on high-potential opportunities helps businesses consistently close deals and boost sales figures. 4. Customer relationship building Sales opportunity management encourages a customer-centric approach. Prioritizing prospects who align closely with the organization’s offerings helps sales teams establish stronger relationships based on trust and value. It fosters customer loyalty and repeat business. 5. Data-driven decision-making The process involves meticulous tracking and analysis of prospect data. The data-driven approach empowers businesses with actionable insights. Sales teams can refine their strategies and adapt to changing market dynamics. 6. Competitive advantage In highly competitive markets, sales opportunity management provides a distinct advantage. It enables businesses to respond swiftly to emerging opportunities and challenges. 7. Long-term sustainability Sales opportunity management contributes to long-term sustainability by fostering a systematic approach to sales. It minimizes ad-hoc decision-making and promotes consistency in achieving sales targets. Steps to Manage Sales Opportunities Here are essential steps to manage sales opportunities successfully. 1. Lead qualification Thoroughly qualify leads to determine their potential value. Assess the prospect’s budget, timeline, decision-making authority, and alignment with your offerings. Based on this evaluation, categorize leads into high, medium, or low-potential opportunities. 2. Centralized database Maintain a centralized and organized database of all sales opportunities. The database should include detailed information about each prospect, including contact details, interactions, preferences, and specific needs. 3. Prioritization Prioritize opportunities based on their potential for conversion and alignment with your business objectives. High-potential prospects should receive immediate attention, while you can nurture lower-potential ones over time. 4. Effective communication Establish consistent communication channels with prospects. Regularly engage with them through personalized interactions. You can also provide them with valuable insights and address their concerns. Tailor your communication to align with the prospect’s stage in the buying process. 5. Sales pipeline management Implement a well-defined sales pipeline that maps a prospect’s stages from initial contact to closing the deal. Continuously monitor and update the progress of each opportunity within the pipeline to ensure everything runs smoothly. 6. Use of sales tools Leverage technology and sales management tools, like Customer Relationship Management (CRM) software, to streamline the management of sales opportunities.

Top 15 Revenue Optimization Tools to Consider in 2025 RevOps 10 min You are all set for the new quarter. You have a dedicated sales team, a comprehensive marketing plan, and you regularly collect customer feedback.  Despite all this, you have started noticing that your revenue growth has hit the ceiling, and you just can’t identify why. What if we told you that the reasons behind this can stay hidden for months or years, draining profits and your business potential? Sounds like a nightmare, right? We will be honest with you, stagnant revenue growth can be a real challenge, and unearthing its causes can be even more challenging.  The good news is, there are strategies and tools to not just overcome but crush this challenge. In this article, we’re going to dig into how you can figure out what’s holding your business back from maximizing its revenue potential and how to address them. And don’t worry, we’re not going to leave you hanging – we’ve also compiled a list of the top revenue optimization tools you can use.  What is Revenue Optimization? Think of revenue optimization as constructing a building. Just as a building requires a strong foundation, precise measurements, and careful planning. The foundation of revenue optimization is laid with accurate data, market trend analysis, and strategic planning. A building is designed to meet the needs of its occupants, Similarly, businesses must understand and cater to the needs of their customers. Each decision to optimize revenue must be based on careful analysis and accurate data. In simple words, revenue optimization involves maximizing revenue growth over the long term by managing pricing plans, user acquisition & retention strategies, and enabling sales and support teams. It uses data analytics, user behavior analysis, and predictive modeling to identify opportunities for optimizing these elements. With the right foundation and planning, a building can stand the test of time. Similarly, a successful revenue optimization strategy is your business’ ticket to long-term revenue growth.   You now know what is revenue optimization and what needs to be done. Let us help you with the how. Pillars of Revenue Optimization Tools To keep your growth chart moving upward, you need the right strategies and tools in place. Without any further ado, let’s dive deeper into the four key strategy pillars that are critical to unlocking the full potential of your business revenue.  1. Pricing Optimizing pricing involves understanding your market data to set the right price points for your product or service, and testing different pricing strategies to find what works best.  This can involve experimenting with freemium models, usage-based pricing, or tiered pricing. Pricing strategies can vary based on factors such as competition, customer demand, and product differentiation.  However, optimizing your pricing strategy does not always require positioning your prices at a higher end to maximize revenue. Rather, it involves choosing pricing that benefits both your customers and your business, by offering value at a fair price point. For example, HubSpot, a marketing and sales automation software, optimized its pricing strategy in 2018 by introducing a more modular pricing structure and a “Starter” plan at a lower price point. This made their platform more accessible and affordable to small businesses and startups, resulting in increased customer acquisition and retention rates. 2. Product development Improving the features and functionality of your product can help increase customer satisfaction and reduce churn. This can involve gathering feedback through surveys, user testing, and customer support interactions from customers. Gathering the feedback is not enough, you must also use data analytics to identify areas for improvement  Begin by researching customer needs, then developing new products or features, and testing and iterating on those products to ensure they meet & exceed customer expectations. For example, Spotify optimizes its product development by using data on users’ listening habits to create personalized experiences They introduced “Your Daily Drive” in 2018, a feature that combines music and news podcasts to create a personalized daily audio playlist for commuting users.  3. Sales & support  Attracting new customers and retaining existing ones is an important part of optimizing your revenue. This is where optimizing the sales and support processes come into the picture.  Provide your sales and support team with the resources and tools they need to close more deals, as well as offer strong customer support. This can help you retain existing customers and generate repeat business. Sales and support enablement strategies can include training programs, customer relationship management (CRM) systems, and chatbots. For instance, Freshworks optimizes its sales and support process by offering a suite of AI-powered customer engagement tools, including chatbots and intelligent email responses. These help to automate routine tasks and teams to focus on complex issues. 4. Marketing Marketing is another key pillar to implement while optimizing business revenue. This involves creating a strong brand identity and marketing campaigns that effectively reach your target audience.  The right marketing strategies can help you build brand awareness, generate leads, and convert prospects into customers. You can either bait your customer or simply earn their trust.  You may bait your customer by hosting display ads, Facebook ads and more whereas when it comes to earning their trust you may resort to a variety of tactics, such as content marketing or search engine optimization (SEO).  For example, Dropbox optimized its marketing by using referral marketing and personalized email campaigns. This resulted in significant growth in their customer base while reducing their acquisition costs. Breakdown of the Revenue Optimization Tools We now have an understanding of how revenue optimization works. Let’s walk you through the revenue optimization process step-by-step.  Step 1: Collect and analyze data  In a survey conducted by Gartner, it was found that poor data quality costs businesses an average of $15 million per year in losses. To optimize revenue, businesses must first gather and analyze ‘accurate’ data from various sources. This includes sales data, customer feedback, website traffic, social media engagement, and other sources. By analyzing this data, businesses can gain insights into customer behavior, preferences, and need.  But hear us out, there are

Top 10 Chrome Extensions for Salesforce in 2025 RevOps 10 min Chrome extensions for Salesforce have become a game-changer in providing users with tools that seamlessly integrate with Salesforce. It has transformed the way professionals interact with the platform. But how do you go about picking the best Chrome extensions for Salesforce? This article is here to help you as we explore the top ten options you need to consider in 2023. Let’s understand how these tools can streamline and enhance your Salesforce experience.  10 Best Chrome Extensions for Salesforce Let’s look at the ten leading Chrome extensions for Salesforce you can consider for your team in 2023: 1. Salesforce Inspector   Salesforce Inspector is designed to cater to the needs of Salesforce administrators and developers, the extension offers productivity tools that simplify inspecting data and metadata directly from the Salesforce UI. Salesforce Inspector also adds a metadata layout on the standard Salesforce UI. The enhancement improves the productivity and joy of Salesforce configuration, development, and integration work. Overlaying the metadata layout helps users comprehensively view their Salesforce setup. It becomes easier to understand and modify various configurations. Key features: Data export and import within Salesforce Current limits consumption overview Editable data records   2. Boostr for Salesforce   Boostr for Salesforce is a Chrome extension crafted to enhance the productivity of Salesforce admins and developers. With its features, Boostr for Salesforce provides a seamless experience that simplifies common tasks and saves valuable time. When adding items to a change set, the extension can search and filter by type. The feature streamlines the change set creation process. It allows admins and developers to locate and select the specific items they need quickly. No more scrolling through long lists or manually searching for the desired elements. Key features: Search function during the addition of items to a change set Filters for a change set Display of all items of a given type on a single page   3. Salesforce Advanced Code Searcher   Salesforce Advanced Code Searcher is designed for admins and developers seeking swift code component retrieval. The free Google Chrome extension empowers users to efficiently search for various code components directly within their Salesforce instance. With the ability to search for Apex Classes, Apex Triggers, and Visualforce Pages, the extension ensures quick access to the necessary code snippets.  The extension also offers a convenient “advanced quick find” section that enables users to jump to specific classes and pages effortlessly. Incorporating Salesforce Advanced Code Searcher into their workflow allows admins and developers to expedite their coding tasks and enhance productivity. Key features: Search your code components in your Salesforce instance Advanced quick find section Developer utilities   4. Enhance Salesforce Dashboard   Enhance Salesforce Dashboard revolutionizes how users access real-time information. The powerful tool lets users stay “up to the second” with the latest data updates. It enhances their decision-making process. One of the key benefits of this extension is its ability to increase the default three columns of the dashboard to a full seven columns.  The expanded view allows for a comprehensive display of critical information. It enables users to gain deeper insights at a glance. Additionally, the extension offers the functionality to set up auto-refresh frequencies and durations. It ensures the dashboard remains continuously updated with the most current data. Key features: Auto Refresh Up to 7 columns Salesforce dashboard Customized frequency and duration of auto-refresh   5. Salesforce Gmail Integration Salesforce Gmail Integration, another reliable Chrome extension for Salesforce, offers seamless integration between Salesforce records and browsers. With Sales Cloud Everywhere, this extension enables users to work on their to-do lists, receive engagement alerts, and create new records. They can also update multiple records within the convenience of their Gmail inbox or in a standalone window alongside any web page.  The integration allows users to sell where they work and effortlessly move deals forward while navigating the web. The extension ensures users can access their Salesforce data anywhere to provide valuable context for every conversation. Moreover, Salesforce Gmail Integration accelerates deals by providing real-time buyer data.  Key features: Connect Salesforce to your Calendar Real-time notifications of engagements Create and update records directly from the browser 6. Salesforce Mass Editor Salesforce Mass Editor, a Chrome extension for Salesforce, empowers users to transform any Salesforce list view into a dynamic mass editor. It offers unparalleled efficiency in bulk record editing. The extension allows users to quickly and easily edit multiple records simultaneously. It saves valuable time and effort.  Users can perform various actions like mass insertion, cloning, updating, and deletion within a single interface. The extension supports both Classic and Lightning versions of Salesforce, ensuring compatibility across user interfaces. Additionally, Salesforce Mass Editor provides the functionality to export record data to a CSV file. Key features: Robust mass editor List view data export Mass data transfer from Excel 7. Revenue Grid for Salesforce and Gmail Revenue Grid for Salesforce and Gmail integrates the power of Salesforce and Chatter into your email inbox. With Revenue Intelligence at its core, this extension empowers sales professionals to sell smarter and enhance their sales performance. Shifting your CRM from “view mode” to “do mode” allows the extension to revolutionize how sales teams engage with their CRM data.  Advanced data capture features provide comprehensive sales data you can analyze using artificial intelligence (AI). The analysis enables Revenue Grid to offer actionable insights and empower sales professionals with guided selling capabilities. Sales teams can unlock the full potential of their CRM and make data-driven decisions to drive revenue growth. Key features: Data capture Email sidebar   Pipeline inspection  Relationship intelligence 8. Salesforce Apex Debugger Salesforce Apex Debugger, a Chrome extension for Salesforce, simplifies debugging your Salesforce code. The tool offers many valuable features that enhance the debugging experience. You can easily search for a specific string in the latest logs to locate the relevant entries swiftly.  The extension also allows you to filter logs based on size and date, making it effortless to find the necessary information. Additionally, Salesforce Apex Debugger supports keyboard shortcuts to enable quick

5 Tips to Build a CRM Data Governance Strategy RevOps 10 min CRM data governance relies on a solid system.  This includes implementing processes to ensure the data seamlessly flows in the system across departments, while simultaneously maintaining the quality, usability, and accessibility of this data. CRMs are are considered an upgrade or a quick fix to marketing, sales, and service performances. The data gathered is meant to be constantly updated and free of duplicates or copies. But most data in CRM is dirty. After encountering failures with this mindset, companies often feel discouraged and are unable to get the hang of the problem. They start blaming the CRM capabilities when in fact the underlying problem lies in their very own database. Many, if not most, business owners pay no attention to the contact rearrangement or standardization of data and run new strategies based on outdated or siloed data. CRM data governance emphasizes the best practices to tackle these problems so organizations can rely on an updated and single data source to drive business growth. Before we move on to how you can go about building a CRM data governance strategy, let’s first understand why it’s needed in the first place. How Poor CRM Data Affects Revenue Data can swoop in and save the day by helping you tackle problems, keeping an eye on performance, enhancing your processes, and unraveling the mysteries of your industry. On the other hand, poor data quality is like having a mischievous gremlin. It can wreak havoc on your business, leaving nothing but chaos and mayhem in its wake.  Here are some ways poor quality CRM data can make you bleed revenue: 1. Shakes up business processes Since data management serves as a crucial source of information for all departments within a company, any inconsistencies can significantly affect various business operations. Even a small error in the master data can trigger a domino effect that becomes challenging to mitigate once it sets in motion. Inaccurate data leads to a ripple effect of mistakes across departments and drains significant company resources. Addressing data discrepancies requires allocating corporate resources to conduct root-cause analyses and implement corrective measures, impacting the productivity of your staff in the process. 2. Hinders effective decision-making When your data is inaccurate, it can throw you off track and lead to some pretty lousy decisions. Imagine relying on faulty reports and dashboards – it’s like driving blindfolded! Without the right information, your management team will be clueless about what’s really going on in the business. And that’s a recipe for making some really risky and uninformed choices that could seriously hurt your company’s future growth. 3. Puts a wrench in business operations Consider a scenario where a manufacturing company heavily relies on inaccurate supplier data. They have outdated information about lead times, pricing, and product availability from their suppliers. As a result, they struggle with unreliable delivery schedules, unexpected price fluctuations, and limited visibility into the availability of key materials. This leads to production delays, missed deadlines, and increased costs. The company’s ability to fulfil customer orders on time is severely hindered, causing dissatisfaction and the potential loss of valuable business relationships. The poor data quality in supplier information negatively impacts the efficiency and effectiveness of the company’s business operations. 4. Drives up expenditure Referring to the above example, if the company makes decisions based on inaccurate data, it is possible to end up shipping extra materials to the wrong address at the wrong time, costing the company extra. These direct costs can put a dent in the company’s profit. Indirect costs can include outdated pricing structures, inaccurate customer segments, and staff dissatisfaction. Fixing all these will cost additional resources and time, which otherwise could have been put to more productive use. 5. Affects regulatory compliance Compliance is a big deal for any company. You see, these data privacy rules in many countries dictate how personal information should be handled. So, if a company deals with sensitive client data, they gotta go the extra mile to ensure data quality and security. When it comes to verifying your contacts, it’s important to be thorough with your data quality. You wouldn’t want to accidentally send information to the wrong person just because of a small typo in their email address. That can lead to some serious consequences.  Inaccurate data can even land organizations in hot water, with fines and all. There have been cases where companies had to pay for text messages sent to numbers that had already been given to new owners. So, it’s better to double-check and ensure your data is accurate to avoid any costly mishaps. 5 Tips to Build a CRM Data Governance Strategy Implementing this process in your CRM may seem overwhelming at first, leading many to pass the responsibility onto someone else once the data is sourced. However, by focusing on five key concepts, your team can better navigate this task and work towards achieving success. 1. Define clear data standards Establishing clear guidelines and standards for data entry is crucial to maintain data integrity and consistency. By doing so, businesses can ensure that all customer data is accurately captured and formatted correctly.  This involves defining comprehensive naming conventions, which provide a consistent format for entering customer information. Additionally, implementing data validation rules helps in preventing errors and inconsistencies by validating the accuracy and completeness of the entered data. Setting required fields ensures that essential information is not missed during data entry, enhancing the overall quality of customer data.  By enforcing these guidelines and standards, businesses can rely on a robust and reliable database, enabling better decision-making and analysis based on accurate and consistent customer information. 2. Implement role-based access controls It’s crucial to grant the right access permissions to individuals based on their specific roles and responsibilities within the organization. This ensures that everyone has the appropriate level of access to perform their tasks effectively while also safeguarding sensitive customer data. Limiting access to only authorized personnel can significantly reduce the risk of unauthorized access or data breaches. This means

Top Revenue Optimization Software for 2025 RevOps 10 min Is your sales team striving for sustainable growth and profitability? Achieving these objectives requires a keen focus on optimizing revenue streams. Revenue optimization software is a critical element in achieving these goals. Comprehensive research and informed decision-making in software selection become crucial to maximize your revenue potential.  This article looks at the top revenue optimization software for 2025. We will conduct an in-depth analysis to provide you with a valuable resource. It will simplify your decision and help you implement the most effective tool for revenue enhancement. Top Revenue Optimization Software for 2024 1. Nektar 2. Clari 3. Gainsight 4. Planhat 5. Accord 6. Churnzero 7. Totango 8. Aviso 9. Vitally What is a Revenue Optimization Software? Revenue optimization software is a strategic solution that assists organizations in maximizing their revenue potential. The software leverages advanced data analytics, and artificial intelligence to provide actionable insights. You can understand finer details about pricing, demand forecasting, inventory management, sales strategies, and more.  Integrating and analyzing large datasets helps businesses make data-driven decisions that enhance revenue performance. Revenue optimization software thus serves as a critical tool for enterprises seeking to optimize their pricing strategies and boost sales. There is an added advantage of streamlined operations while maintaining a competitive edge. Overview of Top Revenue Optimization Software for 2025 Here are the ten best revenue optimization software solutions for your business in 2025. 1. Nektar Nektar is the world’s first AI for revenue operations. The platform takes an innovative approach to revenue management by harnessing the power of actionable relationship data to combat revenue churn effectively.  Nektar excels in addressing CRM data gaps, both historical and ongoing, through the application of AI time travel. It ensures organizations possess a comprehensive and up-to-date understanding of their customer relationships. The software can transform popular communication platforms like Slack or MS Teams into an early warning system. It can proactively mitigate revenue risk by identifying potential issues before they arise.  Extracting valuable insights from seller conversations and tracking champion movement makes Nektar adept at surfacing new pipeline opportunities and hot leads. Your sales team can ultimately seize revenue-generating prospects. Nektar insists on the importance of CRM data accuracy as a prerequisite for unlocking its generative AI capabilities. This way, the platform ensures it is a reliable and indispensable asset for your go-to-market process. Top features and benefits: Zero rep adoption Day 1 ROI Zero change management Seamless deployment 2. Clari Clari offers a comprehensive revenue platform to enhance efficiency, predictability, and growth throughout the revenue process. With Clari, revenue teams gain unparalleled visibility into their business operations for improved buyer-seller alignment.  There’s also proactive identification of risk and opportunity within the sales pipeline. The heightened visibility significantly improves forecast accuracy and drives operational efficiency. Revenue professionals can foster better connectivity, efficiency, and predictability in their revenue processes. It will ultimately empower them to achieve sustainable growth and success. Top features and benefits: Forecasting & RevOps Conversation intelligence Sales engagement Deal inspection & management Mutual action plans & deal rooms Data capture & ingestion 3. Gainsight   Gainsight is a pioneering revenue optimization software that exemplifies the future of growth through its innovative, customer-centric technology. Gainsight empowers customer success, product, and community engagement teams to scale their operations efficiently. The platform fosters alignment and provides a comprehensive view of their customers.  A holistic approach aids in boosting product adoption and proves instrumental in preventing churn and nurturing the growth of customer communities. Gainsight CS is thus a vital asset for businesses committed to delivering exceptional customer experiences while driving revenue growth and fostering lasting customer relationships. Top features and benefits: Identify and prevent revenue leakage Drive a high-performing renewals process Identify and execute expansion opportunities to drive growth 4. Planhat Gainsight is a pioneering revenue optimization software that exemplifies the future of growth through its innovative, customer-centric technology. Gainsight empowers customer success, product, and community engagement teams to scale their operations efficiently. The platform fosters alignment and provides a comprehensive view of their customers.  A holistic approach aids in boosting product adoption and proves instrumental in preventing churn and nurturing the growth of customer communities. Gainsight CS is thus a vital asset for businesses committed to delivering exceptional customer experiences while driving revenue growth and fostering lasting customer relationships. Top features and benefits: Identify and prevent revenue leakage Drive a high-performing renewals process Identify and execute expansion opportunities to drive growth 5. Accord Accord is a revenue optimization software designed to fortify sales processes and methodologies. It helps in enhancing the predictability and efficiency of deal execution. The platform empowers organizations to directly integrate their successful sales strategies into their sales representatives’ workflows.  Accord helps sales teams with the tools to execute winning sales processes consistently. It contributes to a more efficient approach to revenue generation. The emphasis on reinforcing established methodologies and delivering them directly to the front lines makes Accord invaluable for businesses aiming to optimize revenue. Top features and benefits: Standardized best practices across reps on every deal Up-level sales execution for enhanced deal velocity and win rates Increased team efficiency through decreased rep ramp times 6. Churnzero ChurnZero helps subscription-based businesses thrive at scale. It has a comprehensive suite of tools meticulously crafted to enhance efficiency, boost revenue, and deliver unparalleled customer experiences. Leveraging cutting-edge automation, personalization, in-app communications, and the innovation of Customer Success AI™ helps the platform facilitate seamless customer engagement. The platform guides them towards realizing the total value of their investments.  ChurnZero offers varied resources, including journeys, health scoring, survey tools, segmentation, playbooks, robust reporting, real-time alerts, guided walkthroughs, collaboration centers, and more. Furthermore, ChurnZero seamlessly integrates with your CRM and technology stack. It ensures a cohesive and efficient approach to achieving sustainable revenue growth while focusing on customer satisfaction. Top features and benefits: Systematically track upcoming renewals Use health scores to gauge the likelihood of renewal Automate renewal activities Easily identify expansion opportunities Increase in-app upsell conversions 7. Totango Totango helps cross-functional enterprise teams enhance productivity and retention

Top 5 CRM Automation Use Cases RevOps 10 min CRM is the soul of every modern business today. It serves as the epicenter for managing customer relationships and sales processes.  But, what gives it that special edge?  CRM automation – that’s right! The automation capabilities take it to a whole new level.  With automation, businesses have stopped wasting resources on repetitive tasks that have minimal to no impact on their revenues. Instead, they just let the CRM take care of these tasks helping them streamline operations, facilitate efficiency, and allocate more time to meaningful customer interactions.  And, that’s not all – CRM and its automation features can do much more.  In this article, we will keep CRM automation at the forefront and discuss the top five use cases through which you can maximize the ROI from your CRM. What is CRM Automation? CRM automation refers to leveraging technology to streamline and simplify various tasks and workflows of your business. It automates repetitive, manual tasks that otherwise hamper productivity. And truth be told, AI is simply upping the game now. Who doesn’t want a helping hand that takes care of data entry, sends personalized follow-up emails, and even reminds when it’s time to reach out to a customer? 94% of employees say they perform repetitive, time-consuming tasks in their role. With CRM automation, your teams can leave behind repetitive tasks and focus on high-value activities such as building relationships and delivering personalized experiences.  But there’s more to it, which is why we will now delve into why exactly CRM automation has become omnipotent today.  Why Do You Need CRM Automation? CRM automation has the potential to turn your business outcomes upside down. Here’s how.  1. Improved sales productivity Free up precious resources and automate repetitive processes. Let technology handle data entry, lead tracking, and follow-ups, allowing your team to focus on revenue-driving sales activities that push your business forward.  According to McKinsey, automation can boost global productivity growth by 0.8-1.4 % every year.  2. Better team collaboration CRM automation facilitates seamless collaboration between teams. Sales, marketing, and customer service departments can access real-time customer data, track interactions, and coordinate efforts. This collaboration ensures a harmonious approach, leading to satisfactory customer experiences and streamlined operations. 3. Data-driven culture Data is everywhere, constantly present and ever-growing, but analyzing it manually can be overwhelming. Since 85% of data is unstructured, automation is critical for a business to save time and minimize mistakes.  CRM automation captures and organizes data, providing you with valuable insights at your fingertips. Make data-driven decisions, identify trends, and uncover opportunities for optimization and growth.   4. Deeper personalization Whether you’re selling, marketing, or supporting your customers, personalization is the new black and for that, you probably don’t want to miss any details. CRM automation enables you to deliver tailored and timely interactions with customers. Automated workflows ensure that no leads fall through the cracks and that every customer receives the attention they deserve, resulting in more satisfaction and loyalty. 5. Sustainable revenue generation At the end of the day, it’s all about the bottom line. CRM automation empowers you to optimize your revenue operations, identify cross-sell and upsell opportunities, and nurture leads effectively. By aligning your teams and processes, you create a well-oiled revenue engine. It comes as no surprise that 61% of businesses leveraging automation reported exceeding revenue targets in 2020.  5 Use Cases of CRM Automation A CRM comes with a wealth of possibilities for your business. We will now explore the top 5 use cases to improve your CRM’s ROI. 1. Contact automation  Don’t let the important contact data sit idle. Use a CRM to automate contact data capture from your reps’ inboxes, calendars, and Zoom meetings. The platform can efficiently organize contacts by segmenting them according to their affinity and level of involvement in current opportunities. The CRM can also automatically build buying committees and keep the contact information updated. The numbers say it all. Companies that incorporate high-level automation into their sales process generate around 16% more leads compared to those that incorporate low-level or no automation. 2. Personalize customer service & onboarding  60% of consumers say they’ll become repeat customers after a personalized experience. If you want to offer personalized support right from the beginning of the customer journey, you need the right data. And what better source than CRM to gather all the data required for personalizing the customer experiences? All relevant customer information stored in one centralized hub which is your CRM helps automate customer onboarding workflows, guide customers through each step, and offer them necessary resources proactively. A complete view of each customer’s history, preferences, and interactions in the CRM empowers businesses with the data they need to address customer needs promptly thereby delivering consistent and personalized experiences. 3. Run lucrative marketing campaigns The top marketing priority of 44% of businesses is increasing revenue from current customers. To yield such results, a CRM becomes vital for businesses to run effective marketing campaigns. They can use the customer data in the CRM for targeting and segmentation of their audience.  Businesses can further personalize their messaging to resonate with specific customer segments, improving the conversion rate. CRM automation also plays a pivotal role by simplifying campaign workflows and automating email sequences for timely customer engagement.  To go one step ahead, you can also integrate CRM with marketing tools to enhance reach and enable cross-channel campaigns. Robust tracking and analytics of CRM provide businesses with insights into campaign performance, enabling them to optimize strategies for higher campaign returns.  4. Identify business opportunities and trends  Harness CRM analytics to dive deep into customer behavior, trends, and campaign performance. Understand hidden patterns, identify opportunities, and make data-backed decisions that will certainly take your business forward.  The analytics are important to identify high-potential prospects, understand their pain points, and tailor your sales pitches accordingly. With a CRM, you also get a detailed view of the sales pipeline, allowing your team to identify bottlenecks and optimize the sales process. The impact is evidently huge as 62% of retailers have stated that using big data gives them a competitive advantage. 5. Reliable sales