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Building a successful CRM implementation process is paramount to building long-lasting customer relationships. But here’s the catch. CRM implementation failure rate today is close to a whopping 70%. The major culprit is lack of poor planning, among many other things. We recently spoke to Craig Handy who is the Director of RevOps at York IE…
Achieving revenue goals is challenging, irrespective of the size of your sales operations. Your sales team can face numerous challenges, including managing complex sales processes, streamlining data, and aligning sales, marketing, and customer success efforts. Fortunately, revenue operations software simplifies how businesses optimize their sales performance. Revenue operations software empowers sales teams to bridge the…
Without accurate information about B2B contact data regarding the buying committee, GTM (Go-to-Market) teams miss out on numerous opportunities, leading to visibility gaps in relationship and engagement. To address this challenge, we explore how revenue leaders can effectively manage it in this blog. We narrate our conversation with Shantanu Shekhar, Gong’s Senior Director of Sales…
When times are tough, you need twice as many opportunities to close one deal. And to get more opportunities, you need quality prospects. A sales pipeline can give you an overview of what your selling cycle looks like. But how do you zero in on the right deals? How do you know they won’t fall…
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…
Salesforce data migration is a challenging project for most operations leaders. Your CRM system contains critical information about your customers that can help drive positive business outcomes. When you decide to migrate to a new CRM system like Salesforce, you don’t want to lose out on this valuable data from the old system. But loss…
One non-negotiable aspect of revenue generation today is a maniacal focus on the customer. It is vital to understand your customers and their journey. Revenue leaders who steer these businesses should possess comprehensive visibility into every phase of the customer journey. Business leaders must be capable of capturing this invaluable customer data, as the derived…
Most organizations, particularly those that scale quickly, face an extensive challenge with poor quality data. It keeps businesses from maximizing opportunity, contact, account and intent data to improve revenue growth. Can something be done to solve a challenge as big as this? We recently discussed this with RevOps and data expert Melissa McCready, Founder &…
83% of CRM data migrations fail. And with cost and time overruns along the way. But technology is not to blame. Some data migrations are doomed from the start. Why? Because they don’t follow a step-by-step process. Any team that has successfully migrated their data would probably agree. That a well-defined migration plan helped prevent…
Data. The most flashy word out there. The next buzzword – “data-driven”. Business owners chase after being “data-driven”. But what if the insights you’re driving from your sales data is inaccurate? Because your sales data quality is messy to begin with. Imagine – you invest in new products, expand to new markets or change your…
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