Signifyd’s Journey of Moving from a Siloed GTM Structure to a RevOps Model Most fast-growing B2B companies come across silos as they scale. A RevOps model helps break this silos and align GTM teams towards common goals. But it’s easier said than done. Moving from a siloed GTM structure to a RevOps model requires great planning, focus and execution. In this article, we explore how a company successfully made this transition and how it has been worth it. Here’s a detailed breakdown of our conversation with Dan Jiao, Senior Director of RevOps at Signifyd.  Dan’s path to Signifyd has not been linear. Coming from a chemical engineering background, he worked his way through sales and sales ops in different organizations, gradually advocating for RevOps. His insights into breaking down silos put him at the forefront of change at Signifyd (an eCommerce fraud protection platform).  We discussed a live RevOps model Dan is responsible for implementing within the company. You can listen to the entire conversation here: Understanding GTM Operations Before we approach the deeper end of revenue operations, let’s get the basics right.  Since we’re focussing on GTM heavily, here’s how Gartner defines GTM: A plan to show how an organization can engage with customers to convince them to buy their product or service and gain a competitive edge. Gartner GTM involves streamlining multiple functions, including pricing, sales, communication channels, buying journey, new launches, updates, and product rebranding or introducing a new market.  As a strategy, it needs all hands on deck, i.e., all revenue-generating functions must work together using complex workflows to sync multiple ops.  Siloed GTM Ops Create Revenue Bottlenecks When teams need to be tight-knit, silos can create significant revenue bottlenecks. Here’s an example of what silos can do in a fast-scaling B2B company. Your organization is growing, and so is the team. The total number of people in GTM ops just touched 25. Simultaneously, customers love your product’s use cases.  If this winning streak continues, you may double your team size in the next year. Instead, as your teams grow, problems start cropping up.  It may begin with the MoM quota attainment taking a sharp nosedive. Alongside, sales and marketing clash over poor quality SQLs entering the pipeline. Customer churn rate increases as teams and new hires fail to keep up with the customer journey, creating friction in handoffs. Subsequently, rep productivity decreases, and attrition rates increase.  Breaking down silos isn’t simply a hypothetical situation. It’s a real problem that several growing organizations face as they shift focus to scaling.  It was also a problem that Signifyd wanted to solve at their company.  How Silos Manifest in GTM Ops Silos can manifest in any of the 4 GTM areas – tools, systems, processes and data.  1. Tools and Systems But as Dan points out, Today, every organization (big and small) has a relatively sizable tech stack to make GTM workflows actually work. This tech stack also supports growing teams.  Each tool in the stack has specific use cases like conversational intelligence, forecasting, analytics, or something else. But with a disintegrated tech stack, you could just be piling on tools with similar or the same functions for different teams.  That’s what Signifyd noticed in 2021 before Dan arrived at the company. They invested in several tools, coming off the back of a funding round. And while Signifyd still uses several of those tools to maintain a good tech stack, some tools have overlapping functions.  2. Data Data plays a significant role in building or breaking down silos. It’s at the very center of the GTM tech stack, keeping all teams in the loop about leads, customers, and revenue performance.  Data helps you dig into insights and make critical decisions.  But as businesses grow, so does the volume of data. Plus, as technology progresses, the amount of data generated keeps increasing.  That’s where silos in data can hamper even near-perfect GTM operations.  For 90% of organizations, data silos are a major challenge to growth.  Siloed data is stored in isolated tech stacks, wherein each team uses its own tools. Data is controlled by the team that owns it but is inaccessible to others. Siloed data takes away from what GTM is meant to be—a unification of efforts between revenue-generating functions.  Data silos are not good for business. They create confusion, misaligned goals, internal competition, isolated thinking, and stunted growth.  Make the Move to RevOps for Breaking Down Silos Dan pointed out the biggest pain point cropping up, courtesy of silos. Here are 5 more reasons why you should turn to RevOps for breaking down silos.  1. To Provide a Connected Customer Experience Over 54% of organizations still find it difficult to provide a connected customer experience across multiple channels. A streamlined experience increases customer engagement and pipeline visibility for you. 2. To Improve Cross-Functional Collaboration RevOps facilitates shared goals, processes, and a common language between all customer-facing teams. It helps in breaking down silos so each team understands the other’s goals, objectives, and responsibilities. This clarifies each team’s role and overall contribution to GTM. 3. To Stay On Top of Business Opportunities Using reliable data, RevOps creates clarity on pipeline visibility, upsells, and cross-sells. And with visibility comes deeper insights into business opportunities. Organizations that believe in clean data are 23 times more likely to acquire new customers, 6 times more likely to retain them, and 19 times more likely to be profitable. 4. To Make More Effective Forecasts Less than 25% of sales organizations have a sales forecasting accuracy of 75% or higher. RevOps can improve your forecasting effectiveness with shared information presenting a more complete picture. 5. To Simplify Work for Everyone Involved RevOps makes work easier for all teams and leaders involved in GTM by breaking down silos. It improves productivity and enables more streamlined workflows. Instead of spending time searching for information and going back and forth with each other, teams focus on aligning their individual goals with the business. Breaking Down Silos at Signifyd With RevOps Signifyd formally introduced its RevOps process in November 2022. However, a soft initiation was already underway since mid-2022. Before

RevOps Starter Guide – Building a Successful RevOps Roadmap Consider a soccer game. We know the key parts of a team are the players and the coach. If we’re to draw a comparison, “sales” is the striker, while “RevOps” is the coach that analyzes, strategizes, and develops the game plan to win more games.  In the real world, RevOps helps your organization run an interconnected business. It streamlines the end-to-end revenue process and GTM functions. It, consequently, breaks down operational silos and improves efficiency and predictability.  Businesses today are better understanding what RevOps is. And companies that have a RevOps function report 69% higher revenue growth and 59% improved win rates. It’s unsurprising, then, that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025. With data’s growing significance and an increasingly complex tech stack, organizations are relying on RevOps to maximize revenue generation by strategically removing sales roadblocks. And align the entire organization towards a single goal – revenue generation. That’s where a RevOps roadmap comes in.  Source If you don’t know how a RevOps roadmap helps, let the expert rein you in. We spoke to Briana Yarborough on The Revenue Lounge podcast to find out what is a RevOps framework and how businesses can create one. Briana is a seasoned RevOps leader and co-founder of a RevOps solution in development. She serves as an advisor and executive leader for several high-growth startups. She’s also an active thought leader of RevOps in multiple communities and was most recently recognized as one of the Top 25 trailblazers in the space. Look at the full discussion below and keep reading to know more about building a revenue operations roadmap. What is a RevOps Roadmap? A RevOps roadmap, in its simplest form, is a strategic visualization of your team’s upcoming projects. For leaders, it’s a goal-oriented tool communicating the clear scope of activities and outlining how these activities tie back to revenue. It enables managers to align the team and focus on activities that maximize the value of converting prospects to buyers.  For reps, it is a source of truth to highlight “what” work is being done and “why.” A RevOps roadmap can be followed seamlessly when everyone on the team understands it. Therefore, it’s important to get these 5 attributes right when creating an effective roadmap: Strategic: Focus areas and strategies Simple: Short, crisp, and visual Goal-oriented: Key deliverables and activities Easy to communicate: No jargon, straightforward Collaborative: Cross-functional cooperation  5 Attributes of an Effective RevOps Roadmap A RevOps Roadmap Clears The Path To Revenue Success Adding a strategic layer of RevOps to your Go-to-market functions connects all activities which otherwise exist separately in a vacuum. Here are some key reasons why you need a RevOps framework: 1. Prioritization One of the primary benefits of having a RevOps roadmap is giving teams the necessary visibility. They can prioritize high-impact projects and focus on those that positively affect revenue. Teams can avoid off-plan requests that distract them from hitting predictable targets. Additionally, it doesn’t let your weekly meetings run in divergent directions based on unhinged queries from Sales or Marketing teams. 2. Alignment  A GTM alignment is possible when teams improve buying experience by breaking down cross-functional silos. Through sales and marketing alignment, the RevOps roadmap serves as a single source of truth to unify people, processes, and platforms. This alignment drives full-funnel accountability and helps you grasp inconsistencies and develop a baseline for improvement. 3. Understanding A roadmap helps you dive deeply into the “why” behind revenue generation activities, including business goals and supporting resources. It provides clear definitions for and sets up the priority of each project, timeline, and initiative to measure progress effectively. Simultaneously, a RevOps roadmap restricts confusion among different departments. Also, a roadmap empowers leaders to develop a vision for the business and ensure a solid system is in place to make this reality. Now that you know what a RevOps roadmap is, are you inspired to build one for your business yet? Let us help. Creating a Successful RevOps Roadmap You can strategically and tactically achieve the roadmap to a successful RevOps plan with several key steps and considerations in place. For beginners, it’s best to start with the 4 primary phases. But remember – a RevOps roadmap will differ for each organization based on its maturity stage and resources. For this blog, we’ll dive into a summarized version of a beginner’s RevOps framework. You can check out the ultimate in-depth guide here. Phase 1: Discover Research is pivotal in understanding the problems in relevant operational areas before solving them. The initial analysis, aka discovery, seeks to lay down the “state of play” before designing the roadmap. Discovery presents a comprehensive awareness of stakeholder expectations and gaps in the customer journey, starting with a thorough audit.  Use these questions to set the direction of your roadmap for stakeholders: Does each team clearly understand what they’re working on? How does the team determine the next best steps? Can each operational initiative be mapped back to a gap felt by customers? Is there a shared understanding of the company’s goals/values? It not only helps identify the problem but also the reasons for the problem and the missing link. Discovery gives you insights to narrate the stories behind the roadmap more effectively. You can also incorporate this information into ongoing and forthcoming projects. Interview relevant stakeholders such as the VP, managers, and executives in sales, marketing, and frontline operations. For this task, you can use surveys, one-on-one interactions, and team feedback. Here are some key questions for individual stakeholders: These questions will help you find the blind spots and leverage proven methods like Rumsfeldian Knowledge Matrix or 3VC. The Rumsfeldian Knowledge Matrix places gaps in four categories and maps what you know and don’t know. Rumsfeldian Knowledge Matrix Moving on to the 3VC analysis (Volume, Velocity, and Value), you can analyze the sales pipeline and identify the gaps adversely affecting revenue. Next, you can list down the existing processes across the organization. A process audit includes looking at your teams’ approach to,

RevOps Best Practices to Increase Quota Attainment Eddie Reynolds, RevOps Leader and CEO at Union Square Consulting recently spoke to Abhijeet Vijayvergiya about how misunderstood RevOps and quota attainment is. And what can be the right way to approach both, in a way that they work symbiotically. Let’s dive in. Sales quota attainment rates continue to drop as we speak. Digital selling has been harder for reps, exacerbated by the current market conditions when buyers have a tight grip over their budgets.   Revenue operations comes as a respite to aid this situation for businesses. But terms like quotas are often misunderstood. RevOps is still fairly new to help sales teams succeed better in uncertain times.   We spoke to revenue expert Eddie Reynolds on what he thinks of the two facets independently, and together. He busted some myths around quotas, sales productivity and our favorite – RevOps.    Read on to hear what Eddie has to say about the selling world today, rep productivity and what areas of RevOps he is really passionate about.    If you’re short on time, here is a quick summary of the conversation. If you enjoy our discussion, check out more episodes of our podcast. You can follow on iTunes, Spotify, YouTube or grab the RSS feed in your player of choice. What follows is a lightly edited transcript of the episode. Revenue Operations is Beyond Just Setting Up Tools Abhijeet: Hi Eddie. Love what you’re doing at Union Square and I think it’s great to see your focus on revenue operations. It’s so exciting. Eddie: Yes, it is exciting! I’m very passionate about this topic. A big part of revenue operations is setting up tools, but something that I’ve always been so passionate about is all the other areas of revenue operations. How do you take these tools and turn them into part of an overall revenue engine that ultimately drives revenue and provides visibility to leadership on what’s working, what’s not, and what direction you’re headed in? And that’s something I’ve been very passionate about, probably since the first moment that I ran into Salesforce and even before, and trying to think, okay, as somebody who’s actually selling every day: How can I use this tool? How can I use the data in this tool?  How can I build a better process so that I can sell more, market them or serve customers better?  It’s really interesting to see how much revenue operations has grown in the last few years, where a number of years ago you didn’t even hear that term. And now you hear it everywhere. And I think it’s a really amazing thing for business in general.  Abhijeet: I love the fact that you’ve been an operator yourself. You’ve sold, you’ve been into the weeds. So you understand it quite well compared to a lot of folks who are not into sales. You have that unique experience and you can appreciate what the user goes through, and you can actually bring that into practice. Eddie: I was just going to say, I think that is a big piece of maybe not what’s missing, but challenges that folks have. And I have no issue with somebody entering RevOps that comes from a technical background, an admin background, a finance background or just starts in operations.  But one challenge is that those folks really need to sit down with the sales people, sit down with the marketers, sit down with people in customer success and understand what they do every day, what motivates them and the challenges they face.  If you’re working in a silo and you’re just looking at data and tools, you’re going to miss a lot of the nuance of what makes jobs like sales so challenging, and you’re not going to understand why. You get resistance to trying new tools. Why do you get resistance to adoption? Why are things like data entry difficult? You have to be in their shoes, or atleast sit down with them to try to understand the challenges in their job. Eddie Reynolds The Link Between RevOps & Quota Attainment  Abhijeet: Definitely. The next thing I want to know more from you is as a rep, the most important thing is quota, right? I think more than half or at least half of the salary is linked to variables or commissions that are all quota.  You’ve been an AE yourself, you understand how quota is important for salespeople. And RevOps plays a very important role here. They can really create the right process, systems, tools, as well as enablement in some cases to make salespeople become more successful. Now that you’ve been an AE, and you’re also into RevOps consulting through your company, what’s your take on improving sales quota attainment? There are reports out there which talk about the quota attainment dropping year after year. Whereas the proliferation of tools, if you look at it, they’ve grown like 7X from the number of tools that existed in anybody’s tech stack just a few years ago. These two don’t seem to correlate, right? There are so many tools out there to help the sales people, but at the same time, quotas are abysmally low. So I’d love to hear your perspective on what’s going wrong.  Eddie: Well, in regards to the tools, they’re only as good as the team using them. You can give me Tiger Woods’s set of golf clubs and since I don’t play golf, I’m not going to perform very well.  And he could go buy a set of golf clubs at a garage sale and wipe the floor with me. It’s the same thing with any tools that you’re using, whether it’s revenue tools or any tools in life in general. They’re not going to fix broken processes and broken strategies. Or poor assumptions on things like quotas.  One of the biggest problems that we see with quotas is that oftentimes they’re based on hopes and dreams and not real data.  Eddie Reynolds The cliche is that the revenue leader says, “Well, we

10 Salesforce Tools To Empower Your Reps in 2025 The largest software investment for a company is Salesforce. Yet, most Salesforce CRMs fail to deliver the value they promised. Salesforce tools can help companies derive better ROI from their Salesforce CRM. And justify the steep investment to their management. If you are looking for top Salesforce tools to invest in 2024 to drive rep productivity, we have got you covered. Here is a list of top Salesforce tools for you to consider in 2024. Why Do You Need Salesforce Tools? Of course, we all want our sales team to perform at their best and be as productive as possible. This means ensuring that they spend their time effectively, doing what they do best. Closing deals. The right tool shows exactly where sales reps are spending their time Teams that are able to utilize these tools efficiently can generate more leads and convert those leads into revenue compared to lesser productive companies. In fact, 79% of sales executives say that improving productivity among their reps is the way to hit new targets. Sales is not just limited to emails and calls. It needs software to gather and organize an all-around view of the company’s relationship with the client. Sales also entail a lot of activities that are not directly sales-related, like admin work, answering emails, updating the statuses of prospects, etc. (which consume a good chunk of time) Identify the key stakeholders in every deal with the right tool Sales professionals spend 17% of their time entering data into the CRM. If this process is automated, you can reclaim lost time which can be utilized for more important tasks. Top 10 Salesforce Tools for 2024 Here are the top Salesforce tools for you to consider in 2024: 1. Nektar Most Salesforce CRMs miss more than 50% of critical buyer contacts and sales activities. Reason? Sellers do not update a CRM. Poor Salesforce adoption results in poor CRM data, which translates into poor insights for revenue leaders. Making Salesforce a wasted investment. Nektar completely transforms this with AI-enabled CRM automation resulting in achieving unmatched Salesforce ROI. Nektar self-heals all bad, stale, or missing data. With Nektar, you can gain a data-packed Salesforce CRM that continuously maintains the highest data integrity. Key features: Contact Automation Bring together all the contacts into your CRM automatically Pipeline Progression Identify pipeline risks early before they become a threat Rep Productivity Scale revenue-winning patterns across teams Pipeline Creation Get complete visibility into all prospects stages and understand which deals are expected to close Relationship Intelligence Understand key stakeholders involved and get ideas of the fastest journey among stakeholders to close deals Salesforce ROI Plugs in the gaps in Salesforce CRM to bring together all the information to convert leads into ROI Pricing: Nektar’s pricing is flexible depending on the business and solutions required. Nektar also offers a free CRM scan to identify key gaps on where revenue is being lost in the sales process. 2. Cirrus Insight Cirrus Insights is a sales productivity platform that effortlessly combines Salesforce with your email inbox, enabling your sales reps to streamline your sales workflow and boost productivity to the max. Key features: Email Integration Sync emails, contacts and calendars with Salesforce Calendar Scheduling Schedule calls and meetings directly from your inbox Email Tracking & Analytics Track email open rates, clicks, and engagements in real-time Template & Document Management Create & use email templates with ease of sharing documents Follow-up Reminders & Tasks Set up reminders & tasks to stay organized with your sales teams and activities Team Collaboration Share winning templates or mails strategies with teams for faster conversion Salesforce Data Access View and update client details and information on Salesforce Mobile App Available as a mobile app to download and update on the go Pricing: Cirrus Insight offers a free trial for most of its plans for users: Salesforce Sync Plan – $10/year/user Pro Plan – $21/year/user Expert Plan – $29/year/user Sync+ Plan – $4/user/month/year 3. Demandbase Demandbase is an account-based marketing and sales platform designed to help businesses target and engage key accounts in a personalized and effective way. Companies can align their marketing and sales teams, gain deep insights into account activity, and drive revenue growth through strategic account-based strategies. Key Features: ABM Marketing Engage targeted accounts with personalized emails, content, campaigns, and messaging Account-Based Sales (ABS) Entrust sales teams with account intelligence, prioritization, and collaboration tools. Sales and Marketing Alignment Grow collaborations between sales and marketing teams, ensuring a unified approach to ABM. Account Orchestration and Analytics Manage and track account activities, measure the engagement and gain actionable insights. Multi-Channel Engagement Reach targeted accounts through multiple channels, including email, social, and advertising. Relationship Intelligence Gain visibility into account relationships, understand influencers, and identify key contacts. Check the gaps in your salesforce reports, with an no-obligation free CRM scan report. Pricing: The pricing is available upon request. To get detailed pricing information and explore the best package, you can contact the Engagio sales team directly through their website or by reaching out to their sales representatives. 4. ZoomInfo SalesOS Zoominfo SalesOS is a sales intelligence and productivity tool designed to help the sales team connect with the ideal prospects more efficiently. It provides insights into high-quality data on companies and provides a suite of tools to help boost sales productivity, stay organized to close maximum deals.  Key features: Sales prospecting Superior search and filtering capabilities to identify prospects based on various criteria like industry, job title etc Company and contact data Access to the latest information on companies and various decision makers Sales engagement Automating calls and emails with personalized templates, scheduling and call recording Sales intelligence Insights on trends and updates to help reps send latest and custom messages Pricing: ZoomInfo Sales OS offers flexible pricing plans based on the size of your sales team and the features you need. 5. Dooly Dooly is a sales enablement platform designed to help sales reps close deals faster by eliminating manual data entry and automating workflows. Key features: Automated Workflows Ability to automate tasks like data entry, lead routing, and follow-up reminders Salesforce Integration Seamlessly sync

6 AI for Customer Success Use Cases With the goal of efficiency looming large, the past year has compelled organizations to re-evaluate their tech stacks. If a particular tool doesn’t offer enough value to improve ROI, it’s eliminated from the tech stack. The difference between sticking to a tool and letting go becomes significant for sellers. And the key to resolving it? Having a meaningful relationship with customers. On average, loyal customers place order values that are 67% higher than new customers. Plus, you have a 60-70% chance of upselling to existing customers than a 5-20% chance of converting new ones. With so many growth benefits on offer, businesses are turning to artificial intelligence (AI).  AI can help improve your net retention rate (NRR) and customer success processes. Unfortunately, most companies are late to the tech party. And they don’t know how to deploy AI for customer success. It’s 2023, but over 66% of customer success reps still don’t use AI in their current role. It’s not optimal for business at all. Because AI isn’t coming. It’s already here. This blog aims to understand why AI for customer success is critical and how you can build use cases for it. How Has Customer Success Changed Today? In the past 12 months, here’s how customer success has evolved for organizations. 1. A shift in customer behavior Most notably, customer preferences, pain points, and interests have evolved since 2020. As a result, customer success needs to be agile and quick to adapt to these changes. 2. Remote operations More and more customer success roles are going remote. Alongside this, companies are incorporating tools and processes that are completely hybrid. 3. Digital-led operations Customer onboarding is now being automated. Generative AI in chatbots quickly resolves customer complaints based on account intelligence. 4. Evolving growth outlook Businesses have moved from a “growth at all costs” outlook to “resilient growth.” During tough economic situations, capturing new customers is difficult. On the other hand, retention assumes more importance. Subsequently, companies have learned to find ways to drive more ROI from existing tools without incurring extra costs. 5. Churn prediction Importance is increasingly placed on monitoring customer health to identify potential churn. So that customer success managers (CSMs) can step in early and change the account’s sentiment. All of the above changes show how important it is to use AI for customer success correctly. Why You Need AI for Customer Success Now As pointed out earlier, retaining customers is more important than ever today. Plus, it’s important to continually drive value from your solution for customers and do it efficiently. But driving value becomes an insurmountable challenge when so much data is up for grabs. As per recent estimates, the human populace generates nearly 330 million terabytes of data daily. That’s not just huge; it’s MASSIVE. Imagine searching for customer behavioral data in this mammoth pile. Even if you somehow gather the data, your CSMs may need to learn how to use this information to build unforgettable customer experiences. And so, clients feel forgotten. They are clueless about how to make the most of your solution or simply resolve their day-to-day queries. Coupled with the business shift to driving more value from existing tools while keeping costs low, customers are left in a lurch. As a result, they derive no value from associating with you. So, how do you grow by optimizing retention? You leverage data for building AI-based customer success models and prevent churn. Even a 5% increase in customer retention increases revenue by 25-95%. Here are some more reasons to consider deploying AI for customer success: AI automates workflows. It doesn’t replace humans but drops over-reliance on manual intervention. Consequently, customer success reps have more time to build relationships. It boosts your productivity and efficiency. It can dive into that massive pile of data and surface more accurate, complete, and reliable data. The cleaner the data, the better your insights. AI alerts you when customer sentiment changes from positive to neutral to negative. It also suggests the next best steps to course correct immediately. You can use AI to show customers new ways of exploring your product. This constantly drives additional value. With AI for customer success, your actions are more proactive than reactive. When you know everything about your customer, you can tailor your communication approach. You may also recommend upgrades or use cases at the right time. Overall, AI boosts customer satisfaction. Let’s dive straight in if this is reason enough to consider AI for customer success. 6 Use Cases of AI for Customer Success To Prevent Churn To truly prevent churn, it’s best to encourage your CSMs to help customers drive value from the time they first use your solution. Here are 6 ways how AI for customer success improves NRR: 1. Quick onboarding a. Avoid high operational costs AI ensures a seamless customer experience, starting with onboarding. Instead of assigning reps, you can use digital means to avoid high operational costs and lengthy processes. For example, a chatbot embedded in your product can guide the customer through initial onboarding. This makes it less time-consuming for everyone involved (who would otherwise spend hours on the task). b. Accelerate TTV Secondly, with quick onboarding, you can accelerate your customers’ time to value (TTV). You can determine the use cases that encouraged their purchase of your solution. And get right down to helping them deploy the use cases for maximum value. AI also optimizes the time between educating customers about new features or releases. Plus it optimizes the business value they achieve from your solution. 2. Monitor renewal group activity a. Concentrate on building relationships AI lets you automatically capture critical data instead of manually logging in each customer success activity. Your team need not worry about losing insights. This activity data includes information from emails, meetings, virtual messaging apps, and more. such as the integration of a message forwarding app to streamline communication across multiple devices. b. Attribute data to source Not only can AI capture this data, but it can also attribute each data point to its source. And it can harvest this information in only a few seconds or minutes.

5 Ways Siloed Data is Burning Your Revenue There are various reasons why revenue might be falling for your company. Most of these reasons might be in your radar, and your strategy might include improving on those parameters in the next quarter.  But there is one silent killer in your revenue engine you might not be aware of. Ignoring this aspect can cost you heavily. This is the case of siloed data.  90% of organizations cite data silos as a challenge to growth. And data inefficiencies cost organizations an average of $12.9 million every year. Dependence on incorrect, incomplete, or stale data leads to erroneous decision-making that hurts revenue. Most of these issues related to data originate from data silos. What do we mean when we say data inefficiencies? Using incorrect data to drive decisions across the organization or basing a new revenue strategy on the shoulders of stale data in your systems are some examples of data inefficiencies. How can organizations make data-driven decisions that drive revenue? Is there a need for more data? Definitely not. Every organization has their own data that can be leveraged to make powerful data-driven decisions. But most of this data is stuck in systems that don’t talk to each other. Enabling this data to flow freely along the revenue engine can help capture critical information to understand your business better. Data-driven organizations are 23 times more likely to acquire new customers, 6 times more likely to retain them, and 19 times more likely to be profitable. First Up, What is Siloed Data? Siloed data is information from revenue-generating activities like sales, marketing or customer success that is stored in isolated tech stacks. This data is controlled by one team but inaccessible to others. For example, marketing team might create revenue generating strategies with the data within their own tech stack. This data is not related to data that sales or customer success has. As a result, these departments keep working within their own confines, without having access to the same data, or devising ways to support each other. Such silos hampers organizations as revenue generation is no longer the responsibility of just sales or marketing. It’s a team effort that demands all customer-facing functions to come together and refer to a single source of data. This is where revenue operations thrives as a function. A data pile-up leaves everyone puzzled, and organizations pay dearly in terms of unaligned goals, internal competition, siloed thinking, and stunted growth. How is Siloed Data Created? Most departments don’t have access to unified, strategic data for cohesive planning. For instance, 47% of marketers blame data silos as their most significant problem for extracting insights from data. Why is it that data silos thrive? Here are three key reasons: 1. Siloed departments Departments within the organization often have individual goals to achieve. Along the way, they may miss the point of setting these goals – for the organization’s collective growth. As a result, they operate in silos concentrating on their own targets. It mainly creates problems when customer-facing teams – marketing, sales, and customer support – start functioning in isolation. The common objective is to increase revenue and retain customers, and these teams must collaborate closely for success. But with differentiated tech stacks for each team, it’s incredibly challenging to use one department’s data for another. As a result, sales and marketing teams often end up at loggerheads and can’t align GTM strategies. The numbers are shocking because as much as 90% of sales and marketing professionals report misalignment in strategy, among other things. And it’s estimated that this misalignment costs businesses over $1 trillion each year. 2. Cultural resistance Even as digital transformation sweeps the world, 54% of organizations manage customer-facing operations in silos. In organizations that don’t follow a culture embedded with data, teams face challenges in deriving valuable insights from data. Only 25% of employees think they can leverage data to their benefit. Then there’s limited knowledge of new technologies. Sometimes, leaders find upgraded systems challenging to comprehend. Since they hold key positions, accepting this shortcoming and stepping up digital transformation could feel overwhelming. 84% of employees think leaders should move to more modern tech stacks to capture business opportunities. The result of this cultural resistance? Organizations end up sticking with legacy systems thinking these will perpetually perform well. 3. Separate tech stacks 72% of customer interactions are now via multiple digital touchpoints. Enterprises with data silos store information from individual touchpoints separately, giving rise to irregularities as data collected from each can be vastly different. And companies that don’t keep up with digital transformation risk losing nearly $7 million. Moreover, as technology evolves, companies may add more tools to their tech stack for various functions and departments. With each clashing effort, this stack keeps growing and creating unmanageable siloed data if integrations aren’t in place. And while applications are on the rise, integrations aren’t increasing equally. In 2022, an organization had 976 applications on average. But only 28% of these apps were integrated. 5 Ways Siloed Data Is Damaging Your Revenue Maintaining data silos is doing more harm than good to businesses. While you must uphold customer confidentiality, not sharing a ton of other information will impact revenue adversely.  Below are 5 significantly adverse effects of siloed data. 1. Missed business opportunities 30% of respondents in a survey by CMO Council and Televerde stated they faced challenges in hitting revenue targets because of organizational silos. And that’s not all. 84% of employees are missing business opportunities by not moving to modern data solutions. Fostering a ‘data ownership’ culture over a ‘data sharing’ one has a far-reaching impact on identifying new prospects and nurturing those in the sales pipeline. Unhealthy competition among teams further motivates them to fulfill internal targets while ignoring external possibilities. It also deepens the rift when leads handed over from marketing to sales don’t come with the right set of data. 2. Unfavourable customer experience This lead handover also translates into cumbersome customer experiences. Most businesses have multiple customer touchpoints. If data from each is unlinked, sales teams have less visibility on which part of the

10 Killer Tips to Use ChatGPT for Sales The buzz around ChatGPT is pretty hard to miss in any industry. You name the industry and it’s already there.  Chances are, you’ve already used the tool for more use cases than one.  From answering complex technical engineering questions to offering recommendations in any field, ChatGPT has revolutionized the way we interact with artificial intelligence (AI).  Its ability to understand and generate human-like text has opened up new possibilities everywhere. The best part? It can engage in back-and-forth discussions and provide contextually relevant replies. But, can ChatGPT work its magic in sales as well? Well, that’s the million-dollar question, isn’t it? Know better to sell better! Check how Nektar helps you take control of your sales funnel. Learn more In this article, we will be answering this million-dollar question along with the how. We will also provide you with the prompts you can use to leverage ChatGPT for sales.  Let’s hop on the AI bandwagon.  What is ChatGPT? We know we are answering a very obvious question but for people living under the stone, here we go.  ChatGPT is an advanced language model developed by OpenAI specifically designed to engage in natural language conversations with users. ChatGPT is trained on a vast amount of text data and is capable of understanding prompts and generating contextually relevant responses. As of now, ChatGPT is trained based on data and information available up until September 2021.  In a nutshell, ChatGPT is the advisor/assistant you’ve always wanted.  You must have noticed we mentioned prompts, now let’s understand what are these.  What are ChatGPT Prompts? ChatGPT prompts are nothing but the textual inputs or instructions given to the ChatGPT model to initiate a conversation or request a specific type of response. They act as the starting point for the model to generate a relevant and contextually appropriate reply. Prompts should be as detailed as possible to yield the desired output. (more on that later) Surprisingly, prompt engineering has become a hot topic and a highly-demanded skill today.  How to Use ChatGPT for Sales? No wonder, ChatGPT has immense potential to impact the sales processes of your business but the bigger question is – how? Well, we got your back.  Let’s dive straight into the meaty part of the blog.  1. Sales Outreach  ChatGPT can assist with sales outreach by engaging potential customers in personalized and interesting conversations. It can generate customized email templates or social media messages that grab attention toward your product/service.  Wait, there’s more! ChatGPT can also adapt outreach messages to different languages and cultural nuances, allowing sales teams to expand their reach to global markets. 2. Upselling & Cross-Selling  With its understanding of customer preferences and purchase history, ChatGPT can be a valuable asset in upselling and cross-selling efforts. It can analyze customer data to identify complementary products or upgrades that align with their need and highlight the added value and benefits of these offerings. 3. Objection Handling Handling objections is a crucial aspect of the sales process, and ChatGPT can be trained with a wide range of objection scenarios and their corresponding rebuttals. When objections are raised by potential customers, ChatGPT can quickly analyze the objection, understand the underlying concern, and generate persuasive and empathetic responses.  4. Lead Qualification  ChatGPT works wonders for lead qualification. It streamlines the process of identifying potential customers by asking qualifying questions and gathering relevant information about a lead’s needs, budget, and decision-making authority.  The tool can then apply predefined criteria to determine the quality and potential of the lead saving hours of your reps’ time.  5. Market & Competitor Research  ChatGPT can assist in competitor analysis and market research by gathering and analyzing relevant data. It can extract public information, industry reports, and customer reviews to provide insights into competitors’ offerings, pricing strategies, and customer sentiment.  However, the knowledge available to ChatGPT is based on data up until September 2021 only. If you are looking for real-time information, it is recommended to use ChatGPT-4’s Beta version which comes with browsing capabilities. 6. Answer FAQs as a Chatbot Revolutionary ChatGPT can be trained as a chatbot to answer frequently asked questions (FAQs) from customers. By understanding natural language queries, ChatGPT can provide accurate and consistent responses, offering 24/7 support and freeing up sales reps’ time for more complex queries.  7. Define Sales Strategies Guess what? ChatGPT can contribute to sales strategy development as well by providing valuable input and generating ideas. It can analyze data, feedback, and market trends to identify opportunities, target audience segments, and potential growth areas.  It can then assist in formulating sales strategies, including market positioning, target market selection, pricing models, and sales channel optimization.  8. Sales Training & Role-Playing  ChatGPT can be an effective tool for sales training and role-playing exercises. It can simulate realistic sales scenarios, allowing sales reps to practice their skills and refine techniques. ChatGPT may take on the role of a prospect, providing responses and objections that sales reps must learn to navigate.  9. Deal Scoring and Prioritization ChatGPT can also come in handy for deal scoring and prioritization by analyzing various factors and assigning a score or ranking to each potential deal. It can consider criteria such as the prospect’s level of interest, budget, timeline, decision-making authority, and fit with the company’s ideal customer profile.  10. Sales Enablement Collaterals  One more use case where ChatGPT can be a valuable asset is in creating sales enablement collaterals. By analyzing data and understanding customer pain points, it can generate content such as sales scripts, playbooks, product guides, training materials, and sales collateral that resonates with potential customers.  How to Integrate ChatGPT into your Existing Tools Integrating ChatGPT into your existing tools involves several essential steps for seamless integration.  First, identify the specific tools you want to integrate with and understand their technical requirements.  Next, choose the most suitable integration method based on the available options for ChatGPT, such as webhooks, APIs, SDKs, or pre-built connectors.  Access the ChatGPT API by signing up for an account and obtaining the

Sales Pipeline Coverage Ratio: A Guide In sales, every move counts, and every lead is a potential gem. To zero in on the correct opportunities, the sales team needs a guide. Sales Pipeline coverage ratio can be that guiding light. In the age of sales analytics, understanding and mastering this powerful metric is like possessing a map of the hidden treasures of successful sales. The sales pipeline coverage ratio serves as a safeguarding model used by sales managers to gauge the company’s health and ensure that revenue objectives are achieved. Let’s go through the sales pipeline coverage in detail. Let’s understand what it is. How does it affect the sales quota of personnel? What is the ideal pipeline-to-quota ratio? And what are some of the best practices and challenges of Sales Pipeline Coverage Ratio?  What is Sales Pipeline Coverage Ratio? Sales pipeline coverage ratio is a measure of how well a sales team is converting leads into sales. It is calculated by dividing the number of sales made in a given period by the number of leads in the pipeline.  A high sales pipeline coverage ratio indicates that a sales team is converting leads into sales at a high rate. In contrast, a low sales pipeline coverage ratio indicates that a sales team is struggling to convert leads into sales. A number of factors can affect a sales pipeline coverage ratio, such as the quality of the leads, the sales process, and the sales team’s experience. However, it is important to calculate the sales pipeline coverage ratio to get the actual picture of your pipeline.  The ratio provides a clear snapshot of your sales pipeline’s health and effectiveness. It offers insights into the quantity and quality of opportunities at various stages, enabling you to make informed decisions. How to Calculate Your Sales Pipeline Coverage Ratio? The Sales Pipeline Coverage Ratio can be calculated with this formula: You can understand it like this: When the average time for a sale to be finalized is 90 days, and the success rate of closing deals stands at 25%, the ratio between the pipeline and the sales quota becomes 4:1. This ratio signifies that to achieve the sales quota for a quarter, the total value of opportunities present in the pipeline should be four times the projected sales amount for that quarter. Although certain teams continue to employ this formula for determining pipeline coverage, a growing number now utilize advanced sales software to derive a more accurate ratio. Contemporary sales execution platforms, for instance, swiftly collect sales analytics from every stage of the sales journey and procedure, subsequently computing pipeline coverage (along with other pertinent sales analytics metrics) automatically for a precision-driven and current evaluation. Defining the optimal pipeline coverage ratio tailored to your business is advisable, as this aids your team in honing their computations. To understand the appropriate level of coverage required, it’s crucial to possess a solid understanding of the target benchmark you should be reaching at any specific point in time. How Much Pipeline Coverage Should You Have? Many sales experts recommend aiming for a sales pipeline-to-sales quota ratio of 3x or 4x. The majority of these recommendations are grounded in practicality. Is there an alternative method to precisely determine your sales pipeline coverage ratio? Let’s explore an alternative perspective on pipeline coverage. The sales pipeline coverage ratio signifies the proportion between active pipelines and the number of sales quotas that must be fulfilled.  Given that not every potential sale will be successfully closed, it becomes imperative to have an adequate number of opportunities to achieve your sales targets. A coverage ratio of 1x wouldn’t suffice to meet your quota, as it would necessitate closing every single deal in your pipeline – an extremely challenging feat. Therefore, maintaining a pipeline-to-quota ratio of 3:1 or 4:1 is advisable as a general guideline. However, to get the optimal number for your pipeline-to-quota ratio, you should consider the following factors:  1. Historical data and sales cycle Examine your historical sales data to understand how long it takes for leads to move through your sales funnel and convert into customers. If your average sales cycle is longer, you might need a larger pipeline coverage to ensure a steady flow of deals. 2. Conversion rates Evaluate your conversion rates at each stage of the sales process. If you have a high conversion rate from leads to opportunities but a lower rate from opportunities to closed deals, you might need a more extensive pipeline to compensate for potential drop-offs. 3. Market and industry factors Consider the competitive landscape of your industry and market conditions. A higher pipeline coverage might provide a buffer against market fluctuations if your market is highly competitive and unpredictable. 4. Sales quotas and goals Your sales quotas and revenue targets play a significant role in determining pipeline coverage. If your quotas are ambitious, you’ll likely need a larger pipeline to accommodate the necessary volume of opportunities. 5. Risk tolerance Assess your company’s risk tolerance. If your business can’t afford a shortage of deals, you might lean towards a more conservative pipeline coverage to minimize the risk of missing targets. 6. Growth and expansion If your business is in a growth phase or planning to expand into new markets, a higher pipeline coverage can support these endeavors by providing a cushion for unfamiliar territories. 7. Seasonality and trends Consider any seasonality or cyclical trends that impact your industry. Adjust your pipeline coverage accordingly to accommodate fluctuations in demand. The right amount of sales pipeline coverage strikes a balance between ensuring a consistent flow of potential deals and managing resources efficiently. It’s a dynamic metric that might need adjustment over time as your business evolves, market conditions change, and new opportunities arise. How to Ensure a Healthy Sales Pipeline A healthy sales pipeline encompasses a mix of early-stage prospects, active negotiations, and imminent closures. A healthy pipeline is characterized by consistent lead generation, effective lead qualification, and proactive deal management. Here are a few ways

Top 5 Salesforce Communities to Join Success in the world of Salesforce development hinges on more than just mastering the platform’s tools and techniques.  It also depends on being part of a thriving community that fosters knowledge-sharing, problem-solving, and collaboration.  This article looks at Salesforce communities, shedding light on the essential forums and networks that have become invaluable resources for developers.  These platforms offer unparalleled support and insights to help you excel in the Salesforce ecosystem. So, let’s uncover the best communities you can consider joining. Advantages of Joining Salesforce Communities Salesforce developers and users operate within a dynamic ecosystem that is constantly evolving. In this environment, effective communication, support, and collaboration are critical. Salesforce forums and communities are an ideal and thriving place where developers can build their skills and troubleshoot challenges.  Here are some reasons why these digital spaces are indispensable for Salesforce developers. 1. Knowledge sharing Salesforce is renowned for its versatility, with many features and functionalities. Navigating this complexity can be daunting, especially for those new to the platform. Forums and communities offer developers a platform to share their experiences and best practices. Tapping into the community’s collective knowledge can help developers accelerate their learning curve. 2. Troubleshooting support Encountering issues and bugs is par for the course in software development. Salesforce developers can often experience unique challenges that require precise solutions. Forums provide a venue where developers can seek assistance from peers who may have faced similar issues. The collective problem-solving power of the community can help troubleshoot problems efficiently. 3. Networking opportunities Building a professional network is critical across fields, and Salesforce is no exception. Forums and communities allow developers to connect with like-minded individuals and potential mentors. These connections can lead to valuable insights, job opportunities, and partnerships to further one’s career in Salesforce development. 4. Staying informed The Salesforce platform undergoes regular updates and enhancements. Staying informed about these changes helps developers ensure their solutions remain up-to-date and compliant with best practices. Communities are hubs for sharing news and release notes, which help developers stay on the cutting edge of Salesforce technology. Five Best Salesforce Communities to Join Here are five options you can explore if you are looking to join a Salesforce community. 1. Wizard of Ops Wizard of Ops is a popular Salesforce community that beckons developers with its rapidly expanding membership base. It caters exclusively to operators, leaders, and Salesforce administrators. With over 3,700 active members, WizOps is a thriving hub for those deeply involved in crafting systems and integrations within the Salesforce ecosystem.  Members gain access to private online networking opportunities, workshops and webinars, and peer reviews. Most notably, WizOps offers all these benefits entirely free of charge. As a testament to its commitment to fostering knowledge sharing and collaboration, WizOps is an indispensable resource for professionals seeking to excel in their Salesforce endeavors. Sign up link 2. ISV Slack Community The ISV Slack Community is a tailored Salesforce community thoughtfully created by and for individuals engaged in go-to-market functions at Salesforce ISVs (Independent Software Vendors). They work with the shared goal of collective improvement. Within this community, participants include everyone from sales leadership, alliances, founders, and demand generation professionals.  Here, open and candid discussions thrive, where members exchange insights on what works and what doesn’t. To maintain a harmonious and collaborative atmosphere, access is exclusively for those who do not hold employment with Salesforce, ensuring a comfortable space for all. Sign up link 3. Trailblazer Community The Trailblazer Community is an inclusive Salesforce community that extends an invitation to developers and professionals from across the globe. As a member, you have the opportunity to cultivate and refine your skills, all while forging meaningful connections with fellow Trailblazers.  The vibrant community is a haven for those who seek to learn, grow, and collaborate, with millions of members actively blazing trails within the Salesforce ecosystem. Beyond professional development, the Trailblazer Community promises an enriching journey filled with valuable experiences and the chance to give back to the community. Sign up link 4. Salesforce Stack Exchange Salesforce Stack Exchange is a valuable resource within the Salesforce community. It offers a dedicated platform for Salesforce administrators, implementation experts, developers, and individuals from various roles. This question-and-answer site provides an efficient and user-friendly environment for knowledge-sharing and problem-solving within the Salesforce ecosystem.  With a seamless signup process that takes only a minute, Salesforce Stack Exchange encourages active participation. It enables members to seek and provide assistance promptly. Grappling with a complex development issue or simply seeking insights? This community offers a collaborative space where individuals of diverse expertise can find solutions to their Salesforce-related queries. Sign up link 5. Forcetalks Forcetalks, a thriving Salesforce community, is another leading option for developers and enthusiasts. Much more than just a platform, it is a living encyclopedia catering to the needs of Salesforce users globally. Forcetalks offers a wealth of content across comprehensive Salesforce topics for everyone from an aspiring developer to a seasoned professional. Within this dynamic community, you gain access to the latest Salesforce updates, tech blogs, explanatory articles, tutorial videos, and insightful statistical infographics. With Forcetalks, knowledge seekers can conveniently find all they need in one centralized location for better understanding and proficiency in Salesforce. Sign up link FAQs What are communities in Salesforce? Communities in Salesforce are digital spaces facilitating collaboration and information sharing among developers. These communities are created using Salesforce Community Cloud and remain customizable. They provide a way to connect and collaborate with specific user groups. There are features like discussion boards, knowledge sharing, and access to data. What are good examples of Salesforce communities? There are several notable examples of Salesforce communities across use cases. Some prominent names include Wizard of Ops, ISV Slack Community, and Trailblazer Community. What is the best Salesforce forum? Identifying the best Salesforce forum can depend on your preferences. There are several community platforms like Wizard of Ops and the Trailblazer Community. These are excellent resources for connecting with various Salesforce experts and professionals.  Bottomline

Everything You Need to Know About Sales Territory Mapping RevOps 10 min Successful sales strategies play a key role in achieving business goals. But what drives these strategies from inception to execution, improving sales operations and on-ground performance? Sales territory mapping.  Without the right sales territory map template, your sales team could face challenges, namely: Poor productivity Revenue mismatch or imbalance Subpar revenue performance  Poor customer experience Leading to the loss of clients, and Waste of valuable resources  So, how do you get sales territory mapping right to achieve business goals and grow your revenue? Let’s find out in this blog. Sales Territory Mapping: Setting On-Ground Sales in Motion Sales territory mapping defines and visualizes the area, sales amount, and revenue your sales team will target. It divides and categorizes customers based on specific characteristics within your ideal customer profile (ICP). A sales territory map template also helps you assign categories and customers to the salespersons best equipped to serve them.  It lets you reach the right customers in the right areas with the right characteristics to achieve targets and improve growth.  The task of aligning your sales plan with business goals in the most profitable way lies with sales managers.  From the larger business perspective, sales territory mapping is part of location intelligence. Today, location intelligence helps segment customers and find more relevant target markets for revenue success.  How Is Sales Territory Mapping Instrumental to Business Growth? A sales territory map template does more than act as a blueprint. Here are 6 more ways in which it contributes to growth.  1. Ties Back to Business Goals Sales territory mapping creates a blueprint for achieving your business goals. It clearly lays out sales targets and directs reps to the most profitable customers or verticals by strategically assigning territories. 2. Maintains Balance One of sales territory mapping’s primary objectives is to secure a balanced and fair distribution of work among sales teams. It moves and optimizes resources effectively to maximize revenue potential.  3. Increases Selling Time Reps can increase facetime with clients by cutting down time spent on planning. This is specifically made possible with sales territory mapping tools that decrease planning time from months to minutes.  4. Improves Win Rates Naturally, when reps spend more time selling, they can nurture clients better through the sales funnel. Moreover, each assignment is backed by data. This data offers more visibility into customers and prevents deals from slipping through the cracks.  As a result, reps can improve customer experience and uncover new leads to increase win rates.  5. Boosts Morale A sales territory map template encourages intelligent planning, further improving sales productivity. Additionally, when reps can increase win rates, achieve their quota, and earn more, it boosts their morale. And if reps are happy, it means your attrition rates are lower.  It’s not just that. A sales territory map template also highlights improvement areas useful for coaching.  6. Extracts Hidden Insights Sales territory mapping helps measure sales data by connecting the map to the CRM. Therefore, when multiple salespersons are involved in a deal, you can attribute the sale to the right person.  Recognizing the benefits of sales territory mapping is the first step in setting up your own template. Step two is understanding its different types.  Choosing From 5 Types of Sales Territory Mapping Conventionally, sales territories were based on locations. However, you can customize them today as per your customer, market, or even product needs.  Let’s take a look at the 5 types below.  1. Geography Geographic sales territory mapping is the most commonly used and also the oldest. It classifies your market based on, you guessed it, geographical locations—cities, states, countries, and zip codes.  For example, Sales Team A can serve Texas, while Sales Team B covers California.  To get geographic mapping right, your sales team must have a regional, cultural, and linguistic understanding of the territory they’re allocated.  It’s also important to ensure that the selected sales team is available when customers are active in the designated regions.  2. Product Product-based sales territory mapping can be used when you have multiple offerings. You can categorize and assign reps to specific products or technological offerings.  This method is useful when certain reps have in-depth expertise on specific products. For example, Team A has expertise in CRM solutions and is assigned to this offering, while Team B caters to clients looking for Digital Advertising software.   Assigning your reps to the right products will ensure they can sell to clients more convincingly.  3. Customer  The third way to divide your sales territories is based on specific customer characteristics like demographics or roles.  For instance, Sales Team A may sell to clients with a yearly revenue of $500,000. On the other hand, Sales Team B focuses on the higher margin clients with yearly revenue of $1 million and upwards.  4. Industry  Industry-based sales territory mapping assigns reps to specific industries or verticals.  It works best when your product caters to individuals or businesses from multiple industries.  For example, Team A sells to the construction industry, while Team B covers the education sector. Similarly, Team A could be selling to the education industry overall, while Team B handles specific verticals–like universities or higher education–and Team C is responsible for schools.  5. Sales Channel An upcoming type of sales territory map template categorizes territories per the sales channels your reps or clients use.  That’s because buyers now use ten or more channels, on average, as they move through the buying process. They use a combination of digital self-serve channels for certain activities and videos or in-person channels for others.  Consider this example. Team A is responsible for selling via digital channels like social media, and Team B sells through offline channels such as cold calling.  You may also get more granular by assigning reps with expertise in certain platforms to those mediums. For instance, Rep A sells via emails, and Rep B may use LinkedIn.  Knowing the key types of sales territories is awesome. But figuring out the type of