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Driving revenue is no longer a solo effort. It is a relay. Sales, marketing and customer success teams work together to reach a common goal – higher revenue. And it’s not about revenue generation alone. It’s about how revenue teams can drive predictable revenue quarter after quarter. This revenue engine can run when all revenue-generating…
Revenue leaders invest millions in data systems like CRMs. Their need is simple. They want to get higher ROI through better visibility into sales opportunities, increased sales productivity, efficient operations and a solid customer experience. But reality paints a different picture. Revenue leaders are unable to extract true value out of the data in their…
Deriving maximum value from their sales tech stack investments continues to be a frustrating challenge for revenue leaders. With more than 1200 sales tools in the market spread over 49 categories, how do you select the right tools that can help you drive your revenue strategy? Well, the answer to this question is not a straight-forward one. Before…
If you are in revenue operations, you already must have a ton of sales data within your arm’s reach. But which data is most crucial to track and gain insights from? And which numbers, if tracked right, can have an exponential impact on your revenues? You can find an answer to this million dollar question…
Finding SDRs whose personalities align with your values and goals can be tough. How do you narrow down on the top traits of an SDR before you share an offer letter with them? We asked 10 sales leaders on what traits they look for when they interview remote sales development representatives. These are SDR traits…
The transformation to Revenue Operations (RevOps) as an operating model has been gaining momentum over the last few years. According to Gartner, 75% of the highest-growth companies in the world will deploy a RevOps model by 2025. This explains the increase in RevOps roles on LinkedIn in the last two years. Be it VP Revenue Operations, Director Revenue Operations,…
Sales operations has become one of the fastest growing functions over the last few years. According to LinkedIn’s State of Sales Operations 2021 Report, the number of sales operations professionals increased by 38% around the world between 2018 and 2020. What’s the reason behind this growth? Bradley Gray, Director of Business Development at Enterprise Holdings attributes two…
With companies like Salesforce witnessing astronomical growth of $251 billion in 2021 and venture capital flowing into the space for incumbents, it seems like a great time to be in SaaS. While this is true, the reality is that the B2B conversion rate for sales in SaaS is as low as 1.1%. Knowing the reasons for this low…
If you are a SaaS business that has crossed the $1m ARR mark, congratulations! You belong to a group of <1% of businesses that manage to reach this number. A bigger challenge lies ahead in the form of the valley of death. Only 4% of SaaS companies reach $1 million in revenue, and only 0.4% make it to $10…
Founders, make notes. We are here to share the biggest mistakes that are made while devising a sales playbook. A sales playbook is the holy grail that gives an end-to-end view of your sales process – from hiring and onboarding your sales team, executing your sales motion to scaling it. Your rockstar performers already have…
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