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

Why Your Sales Tech Stack Isn’t Delivering Value RevOps 10 min 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 we get deeper to explore nuances of this question, let’s first understand what a sales tech stack is. What is a Sales Tech Stack? A sales tech stack is a set of software tools and technologies that help optimize the performance of your sales teams. The kind of sales tech stack you choose to invest in can have a significant impact on your revenue engine.  A thoughtfully selected and implemented sales tech stack helps remove bottlenecks from the sales process. By closing the existing gaps, it ultimately helps your reps close more deals. Current Landscape of Sales Tech Stack The current landscape of the sales tech market, as Gartner puts is, is absolute mayhem.  The pandemic forced sellers to move to virtual selling. Buyers quickly adapted to this new reality. 50% of buyers say that working remotely has made the purchasing process easier.  These rapid changes increased the need for technology that can enable sellers to meet the rising demands of the modern buyer. Capturing leads, reaching out to prospects, engaging or communication – all these facets of sales are harder than ever before. The right sales tech stack can help sellers optimize the buyer’s journey and thrive in today’s hyper-competitive sales environment. Let’s look at some of the top trends in the sales tech landscape as of 2022: 1. Narrow list of vendors offering multiple capabilities The biggest trend that was seen in 2021 was vendor consolidation, where large companies were seen evolving their tech stacks to more categories than ever.  The market is fast moving towards a narrow list of vendors that offer a wide portfolio of capabilities. For example, HubSpot emerged as a top player in a total of 7 categories including CRM.  Another example is ZoomInfo’s acquisition of Chorus.ai where a large data provider is now offering conversation intelligence features.  2. CRM continues to emerge as a mature category Well-established companies continue to dominate the CRM space, making this a more mature category in sales tech than others. Most CRMs also offer complimentary sales tools. For example, HubSpot continues to be a leader in the CRM space, and also offers complimentary sales tools such as email tracking and marketing automation. 3. Increase in sales budgets for sales tech investment 97% of commercial leaders plan to increase their sales tech investment for 2022.  And 25% of sales budgets are going towards tools and technologies that support the selling or buying experience. The investment in sales tech is increasing and it looks like it’s only going to increase in times to come.  4. There has been a rise in investment into AI and ML technology in sales tech AI fuelled sales and technology companies have seen more than $5 Billion in investment in 2021. 88% of Chief Sales Officers (CSOs) have already invested in or are considering investing in AI analytics tools and technologies.  Companies that adopt and build on this new technology can have a competitive advantage in their respective market.   Why Is Your Sales Tech Stack Not Delivering? There is clearly not a dearth of sales tools that companies use. 67% of sales teams use between 4 and 10 digital selling tools as part of their sales tech stacks. But 42% of sales teams fail to see a clear ROI on these tools.  The real question then is not how many tools sales teams are using. But how effective are these tools in making sales teams win more deals? Let’s look at some of the top reasons why your sales tech stack is not delivering. 1. Your tools are not built for your sales reps Most conventional sales tools are not built for sales reps. They are geared towards the sales managers and sales ops leaders.  These tools help to audit the sales reps, but do nothing to help them close more deals or make them productive.  Using these tools also lead to time wastage as sales reps have to jump multiple hoops to get their job done, be it entering data into a CRM (17% of daily time), collaborating with their peers or other functions. If your sales tools are making your reps’ lives harder and not helping them sell better, it’s clear why it is not delivering value. 2. You have way too many tools According to SBI’s research, an organization purchases 27 sales tools on an average. And the average number of planned tool purchases stand at 4. This research suggests that organizations’ tool purchases are spontaneous. Most decisions to invest in sales tools might not align with the company’s long-term growth strategy.  Because of a lack of thoughtful evaluation, most tools end up being redundant, unused or simply useless. 3. Your processes are not well-defined Most processes around the purchase and implementation of sales tech are not clearly defined. 60.67% of organizations say that they have a somewhat structured purchase process for sales tools. And only 43.82% of organizations have a clearly defined implementation process.  Having no central stakeholder to create a roadmap for the purchase, implementation and continuous reinforcement of the right processes increases the risk of a lower ROI from sales tech investment.  4. Your tools are underutilized Companies utilize less than 50% of the potential of the sales tools that they buy. Even tools that are critical for day-to-day operations have a low degree of usage. Related Blog: Components of a Modern Sales Tech Stack For example, 74% of respondents in a survey said that Account and Opportunity Management is a critical tool for their day-to-day operations. However, only 45% of companies actually end up utilizing this tool. The inability to leverage tools to their full capacity might be because companies aren’t enabling their reps to use the tool effectively. Or are failing to administer the solution in a way that its

Revenue Operations vs Sales Operations – 6 Key Differences in 2025 RevOps 10 min Imagine two departments in an organization working to increase the company’s revenue. Both affect the bottom line, eliminate departmental silos, and support business strategies and objectives. But both of them have different functions. Confused? So are most companies. The revamp of the customer lifecycle in recent years has seen a host of new revenue-related roles cropping up in organizations. So much so that most companies now struggle to differentiate between revenue operations vs. sales operations.  In this article, we differentiate the two – by definitions, use cases, features, and suitability to an organization. Let’s dive right in! You can also tune into this conversation we had with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL, where she aptly differentiates between the two functions. https://www.youtube.com/watch?v=H1g_eUwq3Ks What is Revenue Operations (RevOps)? In simple words, RevOps aims to maximize the revenue potential of a company. It’s an integration of marketing, sales, and post-sales functions to provide better end-to-end administration for the management.  A RevOps function is designed to break down the silos between the business departments, including marketing, sales, customer success, customer support, and even finance. It uses cross-department visibility to achieve three shared objectives: identify new revenue opportunities, improve lead conversions, and cover up any revenue leakages.  What is the role of Revenue Operations?   The Revenue Operations or RevOps team aims to increase transparency and communication between all business functions – from lead generation to customer support.  The RevOps function is responsible for managing and analyzing all data points in a customer life cycle. Apart from protecting revenue, a RevOps team also identifies potential customers in the sales pipeline. Another role of the RevOps department includes bringing enablement practices. From employee onboarding to training modules, a RevOps team aims to increase visibility and drive communication by implementing various processes that result in an increase in revenue.  Now let’s have a look at Sales Operations. What is Sales Operations (SalesOps)?  Sales Operations, also known as SalesOps, aims to support sales teams to function more efficiently by providing strategic direction and reducing friction in the process. Sales operations are often referred to as sales, sales support, or business operations. SalesOps use software, engagement techniques, and strategic planning to drive business growth. They promote best practices for sales reps and provide cross departments visibility on any sales data.  In recent times, SalesOps has expanded its role to also provide insights needed by the sales team to ensure optimal and sustainable growth. Source: Forrester Sales Operations Value Model What is the role of Sales Operations? SalesOps have two significant functions –  a. Ensure that the sales department has enough resources to maintain productivity, and  b. Enable accurate data collection to forecast revenue projections.  The structure and daily duties of a sales operations team can vary based on the industry and the size of the company. However, functions like territory planning and sales forecasting are pretty much the bread and butter for most SalesOps teams.  A SalesOps team is also commonly expected to manage sales commission data and implement incentive compensation programs for sales representatives. These individuals will likely monitor the current sales pipeline as well.  It is clear from the above statements, that even though RevOps and SalesOps operate as different entities, they go hand in hand to benefit one another and the overall revenue of the company.  What makes them different then? Let’s find out.  Revenue Operations vs. Sales Operations : The major difference between revenue operations and sales operations is that SalesOps solely focuses on the sales function of a company, whereas RevOps focuses on bringing multiple departments on the same page to ensure business growth. Sales operations, therefore can be seen as a subset of revenue operations. SalesOps are more executional in nature. They take care of day-to-day administrative tasks, including collecting and managing data, tech stack, form submissions, and training. It allows your sales team to focus on approaching leads and closing deals. Revenue operations, on the other hand, take up a more holistic approach involving the entire organization. It acts as a bridge between different departments and tries to increase revenue opportunities by improving communication and aligning them with a common goal.  RevOps focuses on the entire customer journey and seeks to improve the customer experience at every touchpoint including prospecting, sales, onboarding, customer success, and renewal. By focusing on the entire customer journey, RevOps seeks to optimize revenue growth by improving the customer experience at every touchpoint. This approach helps organizations to build long-term relationships with their customers, drive customer loyalty, and ultimately, increase revenue. RevOps function of an organization: 1. Process RevOps facilitates a seamless customer journey from lead generation to cash collection by implementing various well-structured processes, which are imperative for revenue generation. These processes must be reliable and consistent. 2. Technology RevOps teams are also responsible for selecting appropriate tools from the technology stack to ensure the efficient functioning of these processes and aid revenue teams in being productive. 3. Data  Data is a critical aspect of a successful business, and accurate data in systems such as CRM is the foundation of RevOps. The insights derived from this data are vital in driving strategic decisions that aid in the growth and advancement of the business. 4. People The team in charge of managing the systems, processes, and data is the final pillar of RevOps. The size of this team varies based on the organization’s size.  Let’s have a detailed look at the difference between  Revenue Operations vs. Sales Operations in this table: We should also define the differences in team structure for both. It will vary but can we add some crowd-sourced information on that? In terms of team structure, the Sales Ops team is a simple one – they align with sales. Similar to the sales team, they are organized by region, product, or sales channel, depending on the company’s sales strategy. Sales Ops teams can also be at times organized by function, with

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 5 CRM Automation Use Cases RevOps 10 min CRM is the soul of every modern business today. It serves as the epicenter for managing customer relationships and sales processes.  But, what gives it that special edge?  CRM automation – that’s right! The automation capabilities take it to a whole new level.  With automation, businesses have stopped wasting resources on repetitive tasks that have minimal to no impact on their revenues. Instead, they just let the CRM take care of these tasks helping them streamline operations, facilitate efficiency, and allocate more time to meaningful customer interactions.  And, that’s not all – CRM and its automation features can do much more.  In this article, we will keep CRM automation at the forefront and discuss the top five use cases through which you can maximize the ROI from your CRM. What is CRM Automation? CRM automation refers to leveraging technology to streamline and simplify various tasks and workflows of your business. It automates repetitive, manual tasks that otherwise hamper productivity. And truth be told, AI is simply upping the game now. Who doesn’t want a helping hand that takes care of data entry, sends personalized follow-up emails, and even reminds when it’s time to reach out to a customer? 94% of employees say they perform repetitive, time-consuming tasks in their role. With CRM automation, your teams can leave behind repetitive tasks and focus on high-value activities such as building relationships and delivering personalized experiences.  But there’s more to it, which is why we will now delve into why exactly CRM automation has become omnipotent today.  Why Do You Need CRM Automation? CRM automation has the potential to turn your business outcomes upside down. Here’s how.  1. Improved sales productivity Free up precious resources and automate repetitive processes. Let technology handle data entry, lead tracking, and follow-ups, allowing your team to focus on revenue-driving sales activities that push your business forward.  According to McKinsey, automation can boost global productivity growth by 0.8-1.4 % every year.  2. Better team collaboration CRM automation facilitates seamless collaboration between teams. Sales, marketing, and customer service departments can access real-time customer data, track interactions, and coordinate efforts. This collaboration ensures a harmonious approach, leading to satisfactory customer experiences and streamlined operations. 3. Data-driven culture Data is everywhere, constantly present and ever-growing, but analyzing it manually can be overwhelming. Since 85% of data is unstructured, automation is critical for a business to save time and minimize mistakes.  CRM automation captures and organizes data, providing you with valuable insights at your fingertips. Make data-driven decisions, identify trends, and uncover opportunities for optimization and growth.   4. Deeper personalization Whether you’re selling, marketing, or supporting your customers, personalization is the new black and for that, you probably don’t want to miss any details. CRM automation enables you to deliver tailored and timely interactions with customers. Automated workflows ensure that no leads fall through the cracks and that every customer receives the attention they deserve, resulting in more satisfaction and loyalty. 5. Sustainable revenue generation At the end of the day, it’s all about the bottom line. CRM automation empowers you to optimize your revenue operations, identify cross-sell and upsell opportunities, and nurture leads effectively. By aligning your teams and processes, you create a well-oiled revenue engine. It comes as no surprise that 61% of businesses leveraging automation reported exceeding revenue targets in 2020.  5 Use Cases of CRM Automation A CRM comes with a wealth of possibilities for your business. We will now explore the top 5 use cases to improve your CRM’s ROI. 1. Contact automation  Don’t let the important contact data sit idle. Use a CRM to automate contact data capture from your reps’ inboxes, calendars, and Zoom meetings. The platform can efficiently organize contacts by segmenting them according to their affinity and level of involvement in current opportunities. The CRM can also automatically build buying committees and keep the contact information updated. The numbers say it all. Companies that incorporate high-level automation into their sales process generate around 16% more leads compared to those that incorporate low-level or no automation. 2. Personalize customer service & onboarding  60% of consumers say they’ll become repeat customers after a personalized experience. If you want to offer personalized support right from the beginning of the customer journey, you need the right data. And what better source than CRM to gather all the data required for personalizing the customer experiences? All relevant customer information stored in one centralized hub which is your CRM helps automate customer onboarding workflows, guide customers through each step, and offer them necessary resources proactively. A complete view of each customer’s history, preferences, and interactions in the CRM empowers businesses with the data they need to address customer needs promptly thereby delivering consistent and personalized experiences. 3. Run lucrative marketing campaigns The top marketing priority of 44% of businesses is increasing revenue from current customers. To yield such results, a CRM becomes vital for businesses to run effective marketing campaigns. They can use the customer data in the CRM for targeting and segmentation of their audience.  Businesses can further personalize their messaging to resonate with specific customer segments, improving the conversion rate. CRM automation also plays a pivotal role by simplifying campaign workflows and automating email sequences for timely customer engagement.  To go one step ahead, you can also integrate CRM with marketing tools to enhance reach and enable cross-channel campaigns. Robust tracking and analytics of CRM provide businesses with insights into campaign performance, enabling them to optimize strategies for higher campaign returns.  4. Identify business opportunities and trends  Harness CRM analytics to dive deep into customer behavior, trends, and campaign performance. Understand hidden patterns, identify opportunities, and make data-backed decisions that will certainly take your business forward.  The analytics are important to identify high-potential prospects, understand their pain points, and tailor your sales pitches accordingly. With a CRM, you also get a detailed view of the sales pipeline, allowing your team to identify bottlenecks and optimize the sales process. The impact is evidently huge as 62% of retailers have stated that using big data gives them a competitive advantage. 5. Reliable sales

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