What is Salesforce Tech Debt? And How Can You Reduce it? RevOps 10 min Managing sales processes and customer relationships has always been tedious. Fortunately, for many of us, Salesforce and its automation tools have come as a savior. These solutions streamline and automate sales tasks and help focus on building meaningful relationships with customers.  However, with the rapidly evolving landscape of sales and technology, finding the right Salesforce automation tools that align with your business needs can take time and effort. To make it easier for you, we have compiled a list of the seven most promising Salesforce automation tools you need to consider in 2023.  What’s your goal? Enhance lead generation? Optimize sales pipelines? Improve customer interactions? We’ve got you covered with a curated list of cutting-edge solutions that are sure to drive your sales success.  So, let’s dive in and discover the tools that will empower your team to thrive and achieve your sales goals. 7 Best Salesforce Automation Tools Here are the seven best Salesforce automation solutions you should consider for your business: 1. Nektar Nektar is a leading Salesforce automation tool with advanced contact automation capabilities. It helps sales teams unlock a whole new level of efficiency and sales productivity. Nektar can generate 8 times more buyer contacts through automated contact management. It ensures no potential lead slips through the cracks—no more missed opportunities. Get a steady stream of qualified prospects that are worth your attention. If you are looking to ramp up your Account-Based Marketing (ABM) campaigns, Nektar has got you covered. The tool enables you to supercharge your ABM efforts by automating personalized outreach. It ensures your message reaches the right decision-makers at the right time. Nektar doesn’t just automate tasks but provides invaluable relationship intelligence. Tracking and analyzing buyer interactions allows you to gain insights into customer behavior. The newfound intelligence empowers you to tailor your sales strategies and build stronger, more meaningful relationships with your prospects. Multithreading every opportunity also becomes a breeze with Nektar. It facilitates seamless collaboration and communication across your sales team and ensures every critical touchpoint gets noticed. Stay on top of every interaction and nurture every opportunity with precision and agility. Key features: Gain detailed contact lists for every Account in your CRM Segment Account contacts and Opportunity Contact Roles (OCR) based on their affinity and involvement Automatically create the buying committee map for advanced intelligence  Get auto-updated contact details with job titles and phone numbers 2. Veloxy Veloxy is another leading Salesforce automation tool that seamlessly extends the power of Salesforce to your favorite inbox and mobile devices. The platform revolutionizes the way you capture leads and update records through intuitive features and seamless integration. Veloxy effortlessly integrates with your preferred inbox or your smartphone. The integration ensures automatic lead capturing and updating of records in Salesforce. It saves valuable time and eliminates the hassle of data entry. Furthermore, understanding customer engagement is essential for effective lead prioritization. Veloxy takes care of this by automatically tracking your customers’ email engagement. Insights into open rates for emails and click-through rates help you prioritize leads based on their level of engagement. Key features: Automatic analysis and prioritization based on buyer intent for leads and contacts Optimized field sales routes for more stop-ins and meetings Automated capturing and updates of contact information from your inbox 3. ZoomInfo ZoomInfo creates a single source of truth for your organization. With its seamless integration and comprehensive data-driven solutions, ZoomInfo enhances the Salesforce experience for your sales teams. ZoomInfo works seamlessly with Salesforce. It ensures a flawless integration that makes life easier for your teams. Native applications and ongoing lead enrichment allow ZoomInfo to empower your organization to maintain a reliable Salesforce ecosystem. From lead enrichment to ongoing data updates, ZoomInfo equips your Salesforce ecosystem with the latest and most relevant information. ZoomInfo streamlines Salesforce and provides comprehensive data-driven solutions. With accurate and up-to-date information readily available, your teams can focus their energy on productive sales activities. Key features: Build and save targeted contact lists and account details 200+ data point filters, including employee, company, and geographic location Continuously enrich Salesforce data by getting rid of discrepancies 4. Qualtrics Qualtrics, a Salesforce automation tool, seamlessly brings advanced customer feedback analytics into the Salesforce platform. It allows you to unlock invaluable customer insights and take decisive action to close more deals. With Qualtrics, you can elevate your customer experience game and drive success, all within a single, integrated platform. Qualtrics can embed advanced customer feedback analytics directly in Salesforce. The integration enables you to surface deep customer insights without switching between platforms. The power of Qualtrics’ analytics capabilities within Salesforce helps you comprehensively understand your customers and their preferences. Furthermore, Qualtrics empowers you to automate feedback requests within Salesforce. It lets you capture customer sentiment at crucial milestones throughout the sales cycle. Automating feedback requests based on account milestones helps you gain insights into customer behavior and satisfaction levels at every stage. Key features: Get new leads in Salesforce from your Qualtrics surveys  Set up email triggers with surveys to send when a specified object’s Flow conditions are met Map information from your Qualtrics survey into Salesforce records 5. LevelEleven LevelEleven is an advanced Salesforce automation tool that specializes in sales performance management. With its focus on gamification and coaching, LevelEleven helps organizations reinforce successful behaviors to drive motivation and achieve sales excellence. With personalized scorecards and intelligent goal management, LevelEleven directly brings a comprehensive sales performance solution into Salesforce. Incorporating game-like elements into the sales process allows LevelEleven to create an engaging and motivating environment for sales teams. Personalized scorecards enable individuals to track their progress, see their performance metrics, and compete against their goals or other team members. With intelligent goal management tools, LevelEleven enables organizations to set and track sales targets. It ensures alignment with business objectives. Real-time visibility into goal progress allows sales teams to stay focused and make data-driven decisions. The streamlined goal management process drives accountability and fosters a results-oriented sales culture.

What is Salesforce Tech Debt? And How Can You Reduce it? RevOps 10 min Imagine that you are planning to build a new house but are unsure where to start. You have a basic idea of what you want but are not an expert in home construction or design. In such a situation, you would need a skilled architect who understands your needs, preferences, and budget and then guides you through designing your dream home. The architect would help you make informed decisions about your new home’s design, materials, and features. Similarly, a guided selling tool uses customer data and sales expertise to help customers navigate the purchasing process and make informed decisions. It can provide personalized recommendations based on the customer’s needs and preferences, answer questions, and offer advice to help them choose the right product or service. What is Guided Selling? Guided selling is a strategy involving a structured approach to lead potential customers through the sales process. It is the process of analyzing current sales, historical sales, and customer data to help sales reps provide tailored product recommendations to customers and increase the likelihood of conversion.  Let’s say you are shopping for a new laptop. You visit a website that offers guided selling, and you’re prompted to answer a series of questions. The questions might include things like: What will you primarily use the laptop for? Do you need a large screen or a lightweight design? How important is battery life to you? What is your budget? Based on your responses, the website would then recommend a few different laptops that meet your needs. It might provide detailed information about each laptop, such as the processor, RAM, and storage capacity, as well as customer reviews and ratings. The website might offer additional guidance, such as recommending accessories or providing information on warranties and support. Throughout the process, the focus is on helping you make an informed decision based on your unique needs and preferences. Guided selling can be particularly effective for complex or high-value products or services where customers may require more personalized guidance and support to make informed purchasing decisions. By providing a more consultative sales approach, guided selling also helps to establish long-term customer relationships. How Does Guided Selling Work in B2B SaaS In B2B SaaS, guided selling typically involves a sales representative or a customer success manager who guides the customer. The process usually begins with the customer expressing their needs and goals and the guide using that information to suggest relevant products or services. The guide may use various tools, such as a software demo, to help the customer understand the features and benefits of each option. In addition, guided selling often involves providing educational resources to the customer to help them better understand the product or service and how it can help them achieve their goals. This may include case studies, white papers, or other content that provides valuable insights into the benefits and use cases of the product. Let’s have a look at the guided selling process in detail: The Process of Guided Selling Tools The guided selling process is a customer-centric approach to sales that involves guiding potential customers through the buying process by providing personalized recommendations, advice, and support. The following are the general steps involved in a typical guided selling process: 1. Gathering customer information The first step of the process involves collecting data on the customer’s needs, preferences, budget, and any other relevant information that can help the sales process. 2. Identifying customer pain points In this stage, the sales team uses the information gathered in the previous stage to identify the customer’s pain points or areas of concern.This is typically done through a series of questions or a needs assessment. 3. Providing product recommendations Based on the customer information and pain points identified, the sales team provides recommendations on the products or services that best meet the customer’s needs. 4. Presenting solutions At this stage, the sales team presents the recommended products or services to the customer and explains how they address the customer’s pain points. The sales representative provides information about the recommended products or services, including their features, benefits, and pricing. 5. Handling objections If the customer has any objections or concerns, the sales team addresses them and provides additional information or alternative solutions as needed.  6. Closing the sale Once the customer is satisfied with the recommended product or service, the sales team closes the sale by facilitating the purchase process. 7. Follow-up and customer support After the sale is complete, the sales team provides follow-up support to ensure the customer is satisfied with their purchase and offers any additional assistance or support as needed. Examples of Guided Selling Tools in Businesses Here are some examples of techniques of guided selling tools:  1. Automate sales playbook To ensure consistent performance, sales playbooks should be automated. Guided selling relies on a solid foundation of methodologies, blueprints, and plays that facilitate the sales process. It’s important to choose a solution that simplifies the playbook for sellers, allowing them to follow the plan and consistently advance deals easily. 2. Identify specific needs In some situations, customers may need a clearer idea of what they are looking for when they visit your website. In such cases, a brief questionnaire can be used to determine and guide their specific requirements. For instance, if you run an online clothing store, you could ask customers questions about their preferred fit and fabric to steer them toward products that best match their preferences. This approach can increase the likelihood of a purchase by helping customers make informed decisions based on their needs. 3. Real-time response For a guided selling software to be effective, it needs to be adaptable and flexible, able to react to changing circumstances in real time. At a fundamental level, ensuring that sales representatives remain attentive to communication and other sales activities can reduce the time it takes to close deals and result in higher revenue velocity.

Top 10 B2B SaaS RevOps Agencies in 2024 RevOps 10 min RevOps is the backbone for driving sustainable growth and maximizing revenue. By breaking down silos between sales, marketing, and customer success teams, RevOps fosters seamless collaboration and alignment, ensuring a unified approach towards revenue generation.  Even though the importance of RevOps has been largely understood by organizations, one bone of contention remains: RevOps agencies.   Top RevOps agencies claim to empower businesses to leverage data-driven insights and implement scalable processes. This can lead to improved efficiency and enhanced revenue and customer experience. However, how true are these claims? What is a RevOps agency, and what do they do? When should you consider hiring a Revenue Operations agency, and what are the top agencies in the market? We answer all this and a lot more in our exclusive blog.  Top RevOps Agencies to Consider in 2024 1. Winning by Design Winning by Design is an internationally recognized B2B revenue consulting and training firm. Their expertise lies in empowering recurring revenue teams to design sustainable growth strategies. They employ scientific frameworks and well-established models to support Sales, Marketing, and Customer Success teams in B2B companies and global enterprises, ultimately helping them achieve significant positive outcomes.  Winning by Design is dedicated to driving revenue growth throughout your portfolio by offering tailored value creation solutions designed specifically for B2B recurring revenue enterprises. Their goal is to equip your team with the necessary tools and processes to cultivate a data-driven culture that fosters sustainable revenue growth. 2. RevPartners.io RevPartners.io is a consulting firm specializing in Revenue Operations (RevOps) that focuses on supporting B2B SaaS companies in accelerating their growth. With a wealth of expertise in revenue operations, RevPartners.io offers a diverse range of services tailored to meet the specific needs of SaaS businesses. These services encompass revenue strategy development, sales and marketing alignment, process optimization, technology implementation, and data analytics. By capitalizing on their industry knowledge and time-tested methodologies, RevPartners.io aids clients in streamlining their revenue operations, enhancing efficiency, and boosting revenue generation. They collaborate closely with organizations to deliver actionable insights, implement scalable processes, and drive sustainable revenue growth in the long run. RevPartners.io is highly esteemed for its commitment to delivering tangible results and assisting SaaS companies in achieving excellence in revenue generation. 3. MatterMade Matter Made specializes in supporting B2B SaaS companies in achieving effective and enduring expansion, covering everything from marketing strategy and leadership to execution and results. Their RevOps services aid companies in managing lead and sales distribution, qualification, tracking, analysis, and closure. Apart from RevOps, they also offer services in GTM (Go-To-Market) strategy, demand generation, Product-Led Growth (PLG), and paid media. 4. Six & Flow Six and Flow, excels in driving growth and empowering businesses to achieve revenue excellence. Their combination of strategy, technology, and creativity sets them apart as a trusted partner for SaaS companies looking to streamline revenue operations and enhance sales and marketing alignment. From implementing scalable processes to maximizing lead generation and conversion rates, Six and Flow is dedicated to delivering measurable results and fostering sustainable revenue growth for B2B SaaS organizations.  5. Avidly Agency Avidly is a RevOps firm specializing in assisting B2B SaaS enterprises in optimizing revenue strategies for sustainable growth. Their comprehensive offerings encompass inbound marketing, demand generation, and consultancy in revenue operations. Avidly Agency is renowned for their extensive proficiency in harmonizing sales and marketing endeavors, establishing scalable procedures, and maximizing the rates of lead generation and conversion. Their team of skilled experts collaborates closely with clients to comprehend their distinct business requirements and devise customized solutions that stimulate revenue expansion. Avidly has built a robust reputation by delivering quantifiable outcomes and offering exceptional guidance to B2B SaaS companies aiming to elevate their revenue operations. 6. Remotish  Remotish specializes in offering HubSpot operations for revenue-generating teams. Their Monthly RevOps Program is designed to assist companies in utilizing their HubSpot portals to drive decision-making and facilitate growth. Alongside RevOps support, Remotish provides HubSpot onboarding, consulting, and WebOps support. They use existing HubSpot themes and templates to bring their clients’ ideas and visions to life. 7. New Breed New Breed offers comprehensive demand generation services, RevOps capabilities, and revenue apps that empower subscription companies worldwide to generate demand, acquire customers, and retain revenue.  Recently, they unveiled significant enhancements to Distributely, the first lead distribution application designed explicitly for HubSpot users. This innovative tool simplifies assigning new leads, deals, companies, and support tickets to the most suitable sales and service representatives for follow-up. This powerful combination enables businesses to scale efficiently by reducing overhead expenses, enhancing customer experience, and shortening their sales cycle. 8. Digitopia Digitopia Agency is known for its specialization in assisting SaaS companies to optimize revenue strategies and foster growth. With a strong emphasis on digital transformation and revenue operations excellence, Digitopia Agency offers a diverse range of services tailored to cater to the unique needs of its clients. These services encompass revenue strategy development, sales and marketing alignment, process optimization, technology implementation, and data analytics.  With a team of seasoned professionals, Digitopia Agency collaborates closely with organizations to streamline their revenue operations, enhance efficiency, and maximize revenue generation. They provide strategic guidance, implement scalable processes, and leverage technology to drive sustainable growth for their clients. Digitopia Agency has earned high acclaim for its expertise in revenue operations and unwavering commitment to aiding B2B SaaS companies in achieving revenue success. 9. RevOps Automated RevOps Automated is a specialized B2B SaaS Revenue Operations (RevOps) agency that strongly emphasizes harnessing automation and technology to optimize revenue processes. Leveraging their expertise in revenue operations and automation, RevOps Automated Agency aids SaaS companies in streamlining and scaling their revenue operations for enhanced efficiency and accelerated growth.  Their comprehensive services encompass implementing revenue systems and platforms, integrating and automating sales and marketing tools, developing data-driven strategies, and optimizing customer lifecycle management. By employing cutting-edge technology and automation solutions, RevOps Automated Agency strives to optimize revenue, improve customer experiences, and facilitate sustainable revenue growth for its clients. Their proficiency in utilizing automation to unlock the full potential of

5 Reasons for Low Sales Tech Adoption (And How to Fix It) RevOps 10 min With so many tools getting added to sales tech stack, why are adoption rates so abysmal? Get to the root of it in this blog. The sales tech stack is getting taller. The average virtual selling technology stack today has as many as 13 tools! The “shiny object syndrome” is very real. Businesses add sales tools to their tech stacks to treat the symptoms of sales problems. But rarely do they identify the underlying cause of these problems.  Leaders deploy multiple tools to resolve multiple issues. The consequence is The Great Revenue Disconnect – when revenue teams are left to deal with disconnected software with disconnected data that leads to revenue leakage. And reps feel discouraged about adopting new tech.  The result? Companies have wasted $313,000, on average, on sales tools that weren’t fully adopted by reps.  Why haven’t reps warmed up to sales tech despite having so many tools in their basket? Let’s find out in this blog.  What is Sales Tech Used For? Here are a few ways leaders are deploying sales tech: 1. Boost Sales Performance   93% of reps feel that sales tools help build better relationships with buyers. That’s owing to intent and signal-based features that come with most sales software for correctly identifying leads and their needs. 2. Gain Deeper Insights into Prospects   56% of buyers want to communicate with a salesperson five or more times before finalizing a purchase. It means that sales reps need to have more touches per lead. And each interaction should be relevant and personalized if reps want to stay ahead of the competition. 3. Drive Faster Sales   75% of B2B buyers say that the buying cycle has become longer in the last two years. The buying process is more complex and involves virtual selling. Therefore, reps use sales tech to anticipate future needs and leverage multithreading to close deals faster. A byproduct of the process is improved sales productivity. Reasons for Low Sales Tech Adoption (and How to Fix Them) While the benefits of sales tech are noteworthy, sales and RevOps leaders are still facing adoption challenges over the years. We discuss 5 key reasons for low sales tech adoption and how you can fix them. 1. The Problem: Multiple Tools Lead to Mixed Priorities   With so many tools available, selling doesn’t get easier. 86% of sales reps get confused about which tool should be used for which task. For example, if the head of sales asks for a specific report, your customer-facing teams might have to traverse through multiple tabs to get the latest report. Multiple tools trapped in silos only complicate a sales rep’s job, making it difficult to focus on their main task – selling. Adding to the issue, on average, only 28% of sales tools are integrated within organizations, despite the large sales tech stack. The result is disconnected systems between sales and other functions, leading to missed opportunities and revenue leakage from the sales pipeline. It’s no surprise that multiple tools end up stunting growth. As much as 52% of sales leaders report that their CRM costs potential revenue opportunities because the system doesn’t meet their needs. The Fix: Unified Data Solution for Better Visibility Across the GTM Team   A unified data solution automatically captures data – including contact, activity, and intent – which is otherwise spread across multiple tools. Without a unified data platform, reps have to toggle between several apps to dig out insights, miss quotas, and spend more time on training and other non-sales tasks, increasing costs. But with a unified data solution, reps can build the leads pipeline more contextually, close more deals and avoid revenue leakage. 46% of salespersons spend less time looking for information with a one-stop data platform. An added advantage of a unified dashboard is that reps access granular-level insights and consolidated leading indicators for current performance and future potential. They also have complete visibility of stakeholders within a buyer group, which helps them customize each interaction. Multiple sales tools could also cause an information overload. A unified data solution prioritizes speed with real-time insights across the pipeline. 2. The Problem: Reps Aren’t Involved in Sales Tech Purchase   For 76% of companies, poor adoption of sales tools is a top reason they miss sales quota attainment. That’s because most of these tools are purchased based on buyer needs compared to user needs. Generally, leaders (who aren’t involved in day-to-day sales) make the purchase decision for a sales tool. And consequently, vendors tailor the tool to leaders’ or managers’ insights. This also drives leadership-related reporting, analytics, forecasting, and pipeline visibility. Features that make reps’ lives easier – meeting scheduling, buyer behaviour tracking, automatic contact capture – aren’t considered. This disconnect between managers and the frontline is so wide that 42% of managers say it’s clear which tool reps can use for a given task, but only 32% of reps agree. As a result, sales tools don’t mirror how sales reps function. Your team may feel discouraged when they can’t figure out a successful way to make the tools work, resorting to conventional and slower ways. The Fix: Make Sales Tech Work for Reps and Not Vice Versa   Trust goes a long way in managing changes in the sales process. To start with, you can include reps in the sales tech evaluation process by gathering their inputs and understanding their day-to-day tasks. You can use these insights to choose a tool that works for them, not against them. Here’s a comprehensive list of questions you can ask the reps: What challenges do they face in the sales process? What’s inhibiting them from selling better? How much time do they spend on sales versus non-sales tasks? Do they feel stuck in mundane tasks like CRM data entry?  Are they confident in their sales pipeline, including visibility and opportunities? Are they successfully multithreading with buyer groups? If not, what difficulties are they facing? Is the tool sales-centric or marketing-centric? Are they effectively aligned with marketing? How much training would they need to learn the new tool?

5 Strategic Benefits of Improving CRM Data Quality RevOps 10 min Your CRM data quality has a direct impact on how your B2B business scales. Explore 5 strategic benefits of making CRM data quality a priority. The market for CRM systems is exploding. The global market for CRMs is expected to reach $63.91 billion this year. While this says a lot about the increasing demand for CRMs, it does not give a true picture of how valuable CRMs really are. When it comes to realizing the true value of a CRM system, it’s not about the CRM itself. It is about the quality of data that resides in it. Despite this fact, CRM data quality continues to be a significant challenge for businesses. As a result, they fail to harness the true ROI that CRMs promise to bring with it. What kind of quality issues does CRM data face? For starters, 91% of CRM data is incomplete, stale or duplicated each year. And 70% of the data in a CRM decays annually. These inefficiencies wreak havoc on a company’s bottom line, costing companies over 10% of their annual revenue! This problem keeps increasing as more data gets added to a CRM system over time. And before you know it, your CRM turns into a mess with piles of dirty data that adds no value to your business.  Improving and enriching data quality is the first step to realizing a CRM’s true potential. High quality CRM data can open multiple doors for any revenue leader to steer their businesses forward, no matter how the waters are outside. It is a solid foundation that can protect businesses from uncertainties like downturns, recession etc. This article will take you through some of the perils of poor quality data in your CRM. And some top use cases of high quality CRM data driving ROI for a business. Low Quality CRM Data Leads to High Costs According to Gartner, poor data quality makes organizations lose an average of $15 million per year.  The obvious cost of poor quality CRM data comes with paying extra for CRM storage containing stale, incorrect or missing data. But there are also a lot of hidden costs that might be causing serious revenue leakage such as: Increased cost per customer Lower conversion rates Reduced revenue Dip in profits  Forrester Research has found that the persistence of low-quality data throughout enterprise systems robs business leaders of productivity, as they must continuously vet data to ensure it remains accurate. Ignoring these side effects of poor quality data can cause irreparable damages to revenue generation in the long term. To put it simply, any business decision made with poor quality data becomes risky. Be it your marketing campaigns, sales and marketing alignment, pipeline overview or details about your buying committee, poor quality data gives you an even poorer view of your business in all these critical areas. ​​Such data inefficiencies are causing revenues to leak through your funnel in myriad ways. Some of them include: 1. Frustrated sales reps   53% of salespeople have a love/hate relationship with their CRM. They hate manual data entry. 64% of sales teams say they would leave their current role if organizations don’t invest resources in a CRM data quality plan.  CRM systems are taking away valuable productive hours from your sales reps which can be spent on building relationships with customers. This has a direct impact on their quota and makes selling harder for them than it already is.  2. Incorrect sales forecasting   An accurate sales forecast allows revenue leaders to allocate resources efficiently and maximize returns for the future. But poor quality data leads to incorrect forecasts that can lead to massive revenue leakage. The result is wasted resources on avenues that lead to no result. 3. Poor ROI from CRM   CRM systems continue to be one of the biggest investments for businesses. But most businesses fail to extract maximum value out of this investment because CRM data is riddled with inefficiencies. With more time, CRMs end up becoming a major source of revenue drain, and end up adding little to no value to overall business goals.  4. Failed marketing campaigns   In an era where customers demand real-time and personalized messaging, relying on poor quality CRM data to drive such campaigns can end up as disasters. Bad data leads to a string of campaign failures that can damage the reputation of a brand. For example, basing a marketing campaign on a list of stale contacts only ends up spending money on an idea that will never convert.  How To Improve CRM Data Quality Having high-quality CRM data addresses and fixes revenue leakage at its roots. For revenue leaders who want to set up systems, processes and operations that lead to GTM alignment, the first-step is to fix the CRM data quality problem.  And to make sure the data in your CRM is trustworthy, complete and accurate, you must invest in technology that does not put additional pressure on your sales, marketing or customer success teams. Instead, it must enable them to do their job better while the tool silently works its magic in the background. A great example in point here is CRM data entry. It continues to be a largely manual exercise, taking away so much time from sales reps. Manual data entry also leads to higher chance of error in data entry or missing to enter key information that could lead to more deals.  What needs to be done here is not only find a way that automates CRM data entry, but also enriches that data from various GTM tools like CRM systems. This way GTM teams always have correct and updated data to work with. And with a layer of intelligence added on top of this clean data can drive revenue teams towards successful scaling initiatives.  5 Strategic Benefits of Improving CRM Data Quality Fixing your CRM data quality can have a direct impact on your bottom line and fix several unknown revenue gaps.  Here are some use top cases we have seen on how actionable insights from superior

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

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

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.