10 Revenue Operations Lessons to Carry into 2023
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10 Revenue Operations Lessons to Carry into 2023

We are just a few days into January and 2023 has already seen some tough times. Cost-cutting continues to be a reaction to a predicted recession this year. Layoffs top the charts with giants like Amazon plan to lay off 18000 employees, and Salesforce cutting down as high as 10% of its workforce.  With the probability of…

Top 5 Trends That Will Impact Sales Operations in 2023
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Top 5 Trends That Will Impact Sales Operations in 2023

The sales operations function went through dynamic changes this past year. 2022 killed the “growth at all costs” model. In 2023, budgets will be leaner, talent scarce and selling more challenging. All these challenges make one thing clear –  Delighting customers at every turn is what matters.  If we walk backwards from this larger goal, it requires a…

A RevOps Leader’s Guide to a Successful SKO 2023
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A RevOps Leader’s Guide to a Successful SKO 2023

As a RevOps leader, you must be busy preparing for your Sales Kick Off (SKO) for 2023. With so many challenges being carried forward from the last two years, are you wondering what a modern SKO might look like for the coming year? The approach you take must communicate your go-to-market strategy for the year…

5 Proven Ways to Increase Sales Productivity

5 Proven Ways to Increase Sales Productivity

Sales productivity is an essential pre-requisite of achieving revenue success, particularly during the current business downturn hitting B2B companies. But it’s easier to aspire for than to make it a reality. Lack of productivity in sales can lead to shortcomings in processes, pipeline visibility, and sales execution, ultimately causing revenue leakage. In fact, 81% of…

Surviving the Downturn: Pivot from “Growth” to “Productivity” to Address Revenue Leakage
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Surviving the Downturn: Pivot from “Growth” to “Productivity” to Address Revenue Leakage

The “growth at all costs” mantra of the last few years gave rise to the “shiny object syndrome” in tech investment. With cheap capital and easy funding, organizations kept adding tools to their tech stack to address a plethora of problems they faced. This towering tech stack soon turned into a primary source of revenue…

5 Reasons for Low Sales Tech Adoption (And How to Fix It)

5 Reasons for Low Sales Tech Adoption (And How to Fix It)

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…

How to Navigate the Downturn With Accurate Revenue Data
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How to Navigate the Downturn With Accurate Revenue Data

“No one can predict how bad the economy will get, but things don’t look good.” This was the first point in the email sent out by the top start-up accelerator Y Combinator to its founders in May 2022. Y Combinator isn’t the only one publishing a “black swan” event memo for its portfolio companies.  VC…

Driving Predictable Revenue with AI in Sales Tech: 5 Key Applications
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Driving Predictable Revenue with AI in Sales Tech: 5 Key Applications

Today, companies are no longer toying with the “what” and “why” of artificial intelligence or AI. Instead, they’re investing more time and resources into accelerating its adoption plans. 72% of business leaders feel optimistic about AI’s future role in business. And the AI market is projected to be $310 billion industry by 2026! So, what…

Increase Win Rates and Drive Revenue With AI-Based Guided Selling
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Increase Win Rates and Drive Revenue With AI-Based Guided Selling

An alarming number of reps are missing their quota as B2B selling gets more complex. How can revenue leaders achieve higher win rates in such a scenario? The answer lies in adopting the right technology.  AI-based guided selling can transform win rates and close more deals than ever before. Now is the time to make…