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Starting a new job as a Director of Revenue Operations is an exciting opportunity to make a significant impact on a company’s revenue growth. To ensure success in this role, it’s essential to have a strategic plan that guides your actions during the crucial first three months. Here’s a 30-60-90 day plan that will help…
In today’s business environment, B2B buying is never just one person. According to Forrester Research, more than half of global business buyers purchase in complex buying scenarios that include more people, more departments, and generally higher price points. And this buying group can be made up of 7 to 20 people! Unlocking the power of…
As businesses grow and markets shift, accurately assigning sales territories is critical for maximizing revenue and growth potential. Yet, many revenue professionals struggle with this. A Gartner report found that 92% of sales leaders believe territory planning directly impacts sales performance, but nearly half admit their teams lack the data needed to do it effectively….
In the current B2B SaaS environment, it is imperative to have a functional RevOps strategy to build upon a functional RevOps Maturity Model. RevOps leaders must change, reinvent their practices and strive for improvement as the business grows and enters new markets . We recently had a chance to speak with Richard Sgro, SVP of…
The fast-growing world of B2B SaaS requires an optimized RevOps strategy more than a good sales team or a smart marketing campaign to fit the current needs of continuous adaptation. The best in the business are now polishing their strategies while incorporating new technologies so as to remain on top. We recently spoke to Shantanu…
What is data cleansing? Data. It’s the lifeblood of modern business, fuelling insights, driving decisions, and ultimately, shaping success in the larger picture. But raw data is often messy, riddled with inconsistencies, errors, and duplicates. This “dirty data” can lead to inaccurate analysis, flawed decision-making, and eventually wasted resources. The amount of data around us…
In today’s complex B2B sales environment, understanding and engaging with buying groups is crucial for driving revenue. Modern B2B buying decisions are made by groups, not individuals so traditional methods, like tracking Marketing Qualified Leads (MQLs), are no longer sufficient. This shift necessitates a new approach to tracking engagement, one that leverages advanced technology to…
Consider this scenario. You’re in the middle of your weekly deal review with one of your reps. In the review, she tells you there were 5 people involved in the last meeting. You ask her more about them. And you tell her to multithread with all these stakeholders in the buying committee of the deal….
B2B buying is no longer a solo act. Today’s B2B buyer is not an individual but a “buying group.” According to a Forrester survey, 94% of respondents sold to a group of three or more individuals, while 38% sold to groups of 10 or more buyers. Gartner also found that the number of buyers has…
Your sales process is like a road. Driving on this road is never going to be a linear journey from one point to another. Like any sales process, you can expect a bumpy ride with several roadblocks on the way to the ultimate destination. It’s not enough to just look at the rearview mirror and…
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