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A Guide to Outreach Salesforce Integration

A Guide to Outreach Salesforce Integration RevOps 10 min For sales and marketing professionals, managing and nurturing leads and prospects is a critical function that can make or break a deal. Salesforce and Outreach, two powerful tools in their own right, have emerged as game-changers in this regard.  Outreach is a unified sales engagement platform that facilitates your sales opportunities and improves productivity. It has a wide range of applications, from intelligent sales automation to buyer sentiment analysis, and it does much more. On the other hand, Salesforce is the number one Customer Relationship Management(CRM) platform that leverages your marketing, sales, IT, and other services. When you connect Outreach to Salesforce, their benefits get multiplied. This integration creates a synergy that supercharges your sales and marketing efforts, allowing you to take a more holistic approach to customer relationship management. In this blog, you will be introduced to Salesforce and Outreach, along with their key features. Following this, you will get to know the purpose behind Salesforce Outreach Integration, their connection requirements, and the steps involved in establishing these connections. What is Salesforce Integration?  Salesforce integration refers to connecting Salesforce with other software applications or systems to enable seamless data sharing and communication between them. Integration is essential for businesses because it allows them to streamline their operations, improve efficiency, and provide a unified view of customer data across different departments and systems. Integrating Salesforce with Outreach is a strategic move for many sales and marketing teams seeking to supercharge their outreach efforts. When integrated with Salesforce, Outreach gains access to Salesforce’s rich customer data, enabling sales teams to personalize outreach efforts with up-to-date information. This integration allows for seamless lead and contact synchronization, real-time activity tracking, and automated task creation, significantly improving efficiency in managing sales workflows.  The integration between Outreach and Salesforce generates and modifies records in both systems, subsequently harmonizing the two platforms to maintain identical information. Depending on their workflow, users can employ Outreach or Salesforce as their primary front-end application. This integration allows users to engage in both inbound and outbound activities, facilitating strategic communication with Leads, Contacts, and Accounts. Moreover, it empowers organizations to maintain a cohesive view of their sales pipeline, ensuring that sales and marketing teams are aligned and can effectively nurture leads and drive conversions. Purpose of Outreach Salesforce Integration By utilizing Outreach, you can monitor your entire sales pipeline, extract more insightful data, and achieve a more comprehensive understanding of revenue attribution across all your activities. Salesforce stands out as a top-tier CRM platform renowned for its exceptional features and capabilities. When you establish a connection between Outreach and Salesforce, the advantages of both platforms are mutually shared, enhancing work quality. The integration of Salesforce and Outreach enables seamless record creation and updates on both platforms. Depending on your workflow preferences post-integration, you can use Outreach or Salesforce as your primary front-end application. This flexibility allows you to significantly improve your Inbound and Outbound strategies through well-planned communication with your Accounts, Contacts, and Leads. Integrating Outreach with Salesforce offers several benefits for sales and marketing teams, including: 1. Streamlined workflow The integration eliminates manual data entry by syncing prospect and customer information between Outreach and Salesforce. This streamlines workflow, reduces data duplication, and saves time for your sales and marketing teams. 2. Improved data accuracy By keeping data consistent across both platforms, the integration enhances data accuracy and minimizes errors, leading to more reliable insights and decision-making. 3. Enhanced lead management Sales teams can efficiently manage leads, contacts, and opportunities within Salesforce and engage with them through Outreach, ensuring that no potential lead falls through the cracks. 4. Personalized outreach Sales reps can personalize outreach efforts using up-to-date information from Salesforce, such as lead status, interactions, and historical data, leading to more effective communication and higher conversion rates. 5. Automated tasks Outreach can automatically create tasks and reminders based on Salesforce data, ensuring that follow-ups and important actions are never missed. 6. Advanced reporting Integrating the two platforms allows for comprehensive reporting and analytics, providing insights into outreach performance, lead conversions, and campaign effectiveness. 7. Sales productivity Reps can work within their preferred platform (Outreach or Salesforce) while benefiting from seamless data exchange, reducing context-switching and increasing productivity. 8. Account-based marketing (ABM) With synchronized data, marketing teams can run more targeted ABM campaigns, aligning their efforts with sales strategies to engage high-value accounts effectively. 9. Sales cadences Outreach offers customizable sales cadences for email sequences, calls, and follow-ups, allowing reps to automate and optimize their outreach strategies within Salesforce. 10. Scalability As your business grows, the integration scales with you, accommodating larger prospect and customer databases and supporting your evolving sales and marketing needs. Integrating Salesforce with Outreach enhances efficiency by automating many manual tasks, such as data entry and lead nurturing. This not only saves valuable time but also reduces the risk of errors. It also provides a 360-degree view of prospect and customer interactions by syncing data between the two platforms, enabling teams to make more informed decisions and deliver personalized outreach. Steps in Outreach Salesforce Integration Now that we have looked at the benefits of Outreach Salesforce integration let’s go through the steps and requirements for the merger: 1. Outreach requirements To establish a connection between Outreach and Salesforce, several prerequisites need to be met: As an Outreach User, you must hold the Admin role within the Outreach Platform to access the plugin settings for establishing connections. To facilitate communication and synchronization with Salesforce, REST API calls are essential. It’s important to note that REST API calls are accessible exclusively in the Enterprise and Unlimited editions, and they are not available in the Professional Edition. In the case of the Salesforce Professional Edition, it’s necessary to procure API Call Bundles and acquire Web API Packages to meet the requirements for integration. 2. Salesforce requirements To establish a connection between Salesforce and Outreach, these conditions must be met: As a Salesforce User, you should possess knowledge of the procedures for creating, modifying, and removing

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7 Elements of a Successful Deal Review

7 Elements of a Successful Deal Review RevOps 10 min Knowing the in-and-out of deals will make your revenue generation predictable. With a deal review, you can know what’s going on in your pipeline, pivot wherever necessary and get ahead of risks. But it’s easier said than done. Most deal reviews end up being futile exercises. Instead of being organized sessions that empower your reps to sell better, they end up being unplanned, ad-hoc sessions that add little to no value to your sales team. The result? Inaccurate revenue forecasts, missed targets, and a dip in rep morale.  With the right strategy, you can use your next deal review to unlock your revenue potential. And most importantly – help your reps win more. This guide covers details on how you can use a deal review to your advantage. What is a Deal Review? A deal review is a meeting between a sales manager and a sales rep about the deals in a rep’s pipeline. Sales managers and reps review engagements with accounts. The aim is to determine the probability of closing specific deals. For deals that are stuck, next-best actions are agreed upon. The primary purpose of a deal review is to help the sales person develop sales strategies to win a deal. It focuses on a myriad of factors for sales reps to help customers reach a confident buying decision. If done right, deal reviews can be a game changer for sales execution. They can usher in a culture of consistent improvement across the organization. And help sales teams deliver exceptional results.  A well-structured deal review process clarifies sales issues and uncovers reasons why a prospect might not buy, as well as assists the sales team in removing roadblocks and accelerating the opportunity.  Deal review sessions are sometimes viewed as inspection or even micromanagement by sales leaders by many vendors. But they are very important if the company wants to grow in the right direction. Aseem Kishore, CEO, AKInternetconsulting.com Why Do You Need Deal Reviews? The pandemic-induced move to virtual selling has made selling harder than ever. 40% of companies failed to meet their quota in 2021. 93% of sales reps are experiencing significant challenges with virtual selling. Sales people are only spending one-third of their time talking to prospects. It’s a crucial time for leaders to help reps navigate this complex environment and win more deals. Deal review is that tool leaders can use to address these challenges. Here are some top advantages of deal reviews. 1. Identify risks and opportunities Deal reviews enable sales teams to bring the most effective deals to the forefront. An effective deal review can warn your sales teams of deal risks early on. With the right information, reps can act fast and influence the outcome of the deal to their advantage. Sales teams can focus on deals that are most likely to close. This prevents wastage of time and energy on deals that are probably not even real. Focusing on the right deals translates to better productivity and higher win rates. 2. Align with cross-functional teams An effective deal review throws light on why some deals are stuck due to a lack of collaboration. For example, a manager might see that a rep is not going beyond the demo stage. To help add more value to the demo, the rep can take help from a solution engineer for insights. Or the marketing team can help with some collateral. The product team can help with a better understanding of your feature differentiation. Working together can help sell more. A deal review can enable such cross-functional collaborations. Customer-facing teams can support each other and work towards common goals. 3. Increase rep accountability Each deal review finishes with a list of activities for the rep to do. A regular follow-up on those activities through deal reviews makes reps more accountable. Depending on what the rep has to do next to close the deal, progress can be tracked. This regular overview makes reps more aware of their own actions. It pushes them to do their best to close the deal. 4. Gain executive support Executive deal reviews present an opportunity for reps to seek support from leadership to help them close a top deal. This can include leveraging executive connections with a champion of an account. Or provide sponsorship to close a high priority deal. Reps can leverage the expertise and network of their executives to strengthen the deal. Executives can also bring in a new perspective into approaching the deal. For example, your rep might find that the champion of the deal went to the same business school as your CEO. Reps can use an executive deal review as an opportunity to leverage this connection and take advantage of it. 5. Develop sales reps Deal reviews tell managers where reps are lacking. By knowing the areas reps need help with, managers can get straight to the point and develop reps in 1-1 sessions. Knowing where to coach on reduces time wastage and leads to action that pushes deals forward. With more action-oriented coaching, sales reps keep getting better at selling. This has a multiplier effect on win rates and revenue generated. For example, a deal review can inform a manager that the rep has not followed up with a prospect in over 30 days. The manager can focus on telling the rep to follow-up, and coach on the best ways to reach out to the prospect that might have gone cold.  A successful deal review should be able to validate and bring in more clarity to certain key areas. Are we solving the customer problem or helping them achieve their goals with our approach or product? Are we interacting with the right set of stakeholders? Have we understood the key concerns and objections? Are we prepared to handle them?Are we good on the pricing as well as the model? Is the implementation timeline good enough?In short, a good deal review should increase the chance of winning by helping to handle customer

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Don’t overpay for People.ai, get these 10 instead

Don’t overpay for People.ai, get these 10 instead RevOps 10 min Data-driven decision-making reigns supreme today for any modern sales team. And revenue intelligence solutions have emerged as essential tools for them to stay competitive and achieve their sales targets. People.ai has garnered attention as a comprehensive platform that harnesses AI to enhance revenue operations.  However, in the pursuit of optimizing their revenue strategies, prudent sales teams recognize the importance of exploring People AI alternatives that align more precisely with their specific requirements. This article looks at the best alternatives to People.ai to understand the diverse options that will help you enhance efficiency in your sales operations. What is PeopleAI? People.ai has established itself as a prominent player in sales operations . It has gained widespread recognition for its expertise in guiding enterprise sales teams toward optimal pipeline growth and revenue generation strategies. People.ai’s enterprise revenue intelligence platform is a strategic tool for organizations striving to navigate intricate sales cycles efficiently. Fueled by its proprietary AI technology, People.ai empowers sales teams to engage discerningly with critical stakeholders within targeted accounts. The platform takes a methodical approach that expedites sales cycles and positions businesses to secure high-value deals. Embedded within this approach is an acute awareness of the fundamental role of interpersonal connections in driving successful transactions. Top PeopleAI Alternatives Here are ten People AI alternatives you should consider for your business. 1. Nektar.ai Nektar is a top-tier People AI alternative focusing on revenue operations and intelligence. A cohesive contact and activity capture system, Nektar’s primary commitment revolves around maintaining CRM data integrity and cleanliness. Nektar’s driving force is seamless aggregation and proficient management of contact interactions and activities. They contribute to a comprehensive vantage point for revenue intelligence.  The systematic approach lays the foundation for organizational workflows for enhanced efficiency. Furthermore, Nektar offers an unobstructed perspective into the intricacies of revenue generation processes. The unwavering dedication to preserving CRM integrity and ensuring data hygiene solidifies Nektar’s role as an indispensable revenue intelligence platform. Key features: Actionable pipeline visibility Accurate, complete CRM data and reporting Account-based selling Targeting untapped revenue opportunities 2. Setsail Setsail is a pioneering player in sales optimization. It offers a comprehensive solution that empowers organizations to discern the winning selling behaviors propelling revenue growth. Meticulously monitoring the activities of sales representatives, deals, and accounts helps Setsail equip you with the insights necessary to maintain a competitive edge.  A cutting-edge revenue intelligence solution, it goes beyond mere sales activity tracking. It provides the means to gauge the alignment of reps’ actions with strategic objectives. With Setsail, integrating revenue intelligence into the sales process becomes a transformative step. It lets you stay informed about your sales team’s performance and ensure that suitable activities are pursued for optimal results. Key features: Analyze top reps’ activities Track behaviors that drive revenue for your business. Data-backed signals to identify prosperous areas in your sales process 3. Einstein Activity Capture (EAC) EAC introduces a fluid solution that harmonizes data interchange between Salesforce and email and calendar applications. It guarantees data precision and up-to-the-moment relevance. The tool effectively establishes a live linkage between essential platforms of your sales operations.  The intricacies of data management are effectively alleviated by EAC, allowing your sales team the liberty to channel its energies toward sales activities of greater strategic significance. This tool’s advanced data synchronization capabilities empower you to allocate your attention to pursuits contributing to revenue enhancement. Key features: Captures email and events from Microsoft or Google account  Adds events to the activity timeline of Salesforce records Captures contact data for email insights 4. MatchMyEmail MatchMyEmail is a dedicated tool working with a mission to enhance the efficiency of Salesforce users. It enables users to maximize productivity and accomplish more extraordinary feats within their designated time frames. Their offerings are a catalyst in liberating employees from the burdensome manual chore of selecting and logging customer communications into the Salesforce system. The underlying strength of automation lies at the core of this software. It effectively eradicates the time-consuming tasks associated with data entry. The dynamic feature empowers Sales professionals to redirect their efforts toward more value-driven endeavors. Seamlessly ingrained within the Salesforce framework, the platform also harmonizes the process of capturing pivotal customer interactions. Key features: Ensures accurate email and calendar data Permanently stores email and calendar data Compatible with any email client and host. 5. RevenueGrid RevenueGrid presents multifaceted capabilities that grant your sales teams an unparalleled edge. Pioneering the domain of sales strategies, Revenue Grid offers many advantages, like 360-degree pipeline visibility. This unique feature positions your team with the precision required to navigate intricate sales terrains seamlessly. Beyond this, the platform’s prowess extends to recalibrating sales forecasting accuracy. Facilitating strategic decision-making rooted in dependable insights allows Revenue Grid to empower your team to chart its course with heightened certainty. Furthermore, the platform imparts a transformative impetus to revenue teams bolstered by an unwavering dedication to elevating peak performance.  Key features: 360-degree pipeline visibility Actual and forecasted revenue match up Revenue signals to improve the sales process 6. Clari Capture Clari Capture unlocks the latent potential for revenue performance optimization across organizational echelons. It unveils dynamic tools engineered to ignite growth trajectories and catalyze tangible sales outcomes. Sales teams can harvest actionable insights and execute decisions grounded in informed acumen. Clari Capture allows you to bridge the gap between revenue generation and strategic decision-making effectively. Key features: Reduced administration time with automated data Real-time coaching in revenue-critical moments Enhanced forecasting accuracy for revenue precision 7. Collectivei Collectivei‘s platform harnesses the potency of AI-driven insights and provides an avenue for precise forecasting and assessing opportunity odds. This unique capability empowers sales professionals to refine their strategic focus rapidly. The platform automates activity and contact inputs into CRMs and associated tools. Collectivei addresses the challenge of unforeseen oversights by seamlessly integrating collaboration tools that enhance the buyer experience. Key features: AI-generated forecasting and opportunity odds Automated activity and contact input into CRM Transparency to remove unexpected misses with collaboration tools 8. Linkpoint LinkPoint catalyzes

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Watch Out for These 8 Types of Dirty Data in Your CRM in 2025

Watch Out for These 8 Types of Dirty Data in Your CRM in 2024 RevOps 10 min One of the most significant sources of business cost is dirty data – a towering $13 million on average, per year.  And it’s not just the financial impact.  With dirty data, your reps have difficulty tracking the lead’s source. They lose precious time and face the brunt of lower productivity. Not only this, it also causes resource disruptions, failed communication (both internal and external), and wasted marketing expenditures.  In contrast, high-quality data is key to a solid revenue operations function. Accessible and relevant data can help leaders gain timely and actionable insights, streamline processes, and make informed business decisions.  Since dirty data has a devastating influence on business – a sobering understatement – it’s critical to understand what it is, how it affects business, and how you can deal with it. What is Dirty Data? While data is essential to every organization, not all of it adds value to your business. One bad apple that ruins the whole marketing and sales basket is dirty data.  As much as 74% of organizations admit they need to improve data management to avoid competitive and financial disadvantages. In essence, dirty data is inaccurate information that disrupts a company’s database and impacts key functions like GTM, segmentation, personalization, lead scoring, prospecting, and ideal customer profile planning, among others. The result? Poor business decisions, inefficiencies, missed opportunities, and reputational damage.  And that’s not it. Poor data quality hits organizations where it hurts the most – on average, $15 million per year in losses.  Dirty data enters the CRM mainly through manual data recording, human error, poor inter-departmental coordination, or third-party integrations. To guarantee that every lead touchpoint is exceptional, you need to understand different types of dirty data and how to clean it. Types of Dirty Data in your CRM While dirty data comes in many forms, we’ve clubbed them under 8 categories. Let’s take a look below. 1. Duplicate Data Duplicate data is the most common type of dirty data. Repetitive leads, accounts, and contacts are just a few data points unintentionally shared with other records in the CRM. Although carbon copy duplicates are the simplest to identify and remove, partial duplicates – which are occasionally the result of human error – cause more significant issues. Duplicate data can lead to skewed analysis, inefficient workflows, overloaded storage systems, inaccurate data recovery, ineffective personalization, and repetitive customer communication. For instance, each account receives or expects a tailored interaction when it comes to ABM. If you have the same prospect listed three times in your database and repeatedly send them the same email, the prospect may feel that your campaign is automated and not personalized. It only frustrates the prospect, lowering the chances of conversion. How to clean Duplicate Data? In the current scenario, where businesses deal with enormous amounts of data daily, manual data cleansing is insufficient. Besides, manual cleaning doesn’t always get rid of partial duplicates. Invest in an automation platform that detects and cleans up data and merges or deletes duplicates. Additionally, it can sort and integrate duplicate data using criteria unique to your company. 2. Insecure Data Driven by data expansion, security regulations have transformed the marketing landscape. In parallel, significant privacy issues have disrupted consumer-firm relationships, prompting changes in both regulatory interventions and people’s privacy-protective behaviours. Important privacy and data security laws, such as GDPR and CCPA, are now in place. Data that is non-compliant with these laws, or insecure data, can attract steep financial penalties. For instance, a user may have previously provided their data without consenting to your data sharing and privacy policy. This kind of insecure data can result in serious repercussions. Today’s business environment is growing more and more consumer-focused, and digital consent, opt-ins, and privacy notifications are becoming the new standard. Being compliant with these rules becomes practically impossible without good CRM hygiene. And let’s not forget the negative impact on brand reputation. Giants like Amazon and WhatsApp have already paid hefty fines totalling more than $800 million and $270 million, respectively, for alleged GDPR non-compliance while battling public criticism. How to clean Insecure Data? Having a clean database can directly contribute to complying with data privacy laws. Best practices to clean insecure data include deleting unusable and insecure records from your CRM, merging duplicates for more up-to-date information, consolidating your data stack and automating the lead-to-account linking process, and hosting your CRM on legally compliant cloud software. 3. Outdated Data Would an old report from five years ago help your business make intelligent decisions? Data that seems significant today might no longer be relevant tomorrow. Analytics based on outdated data is like traveling with the wrong GPS Data only to drive over a ledge. Consider this. A website user fills out a form to get your resource. They turn into a prospect during the following months and interact with your company more, subscribing to newsletters and responding to emails. However, your CRM isn’t updated with this information. Therefore, the content you provide them is still geared toward a fresh lead rather than one already being nurtured. It limits their ability to proceed further down the funnel toward becoming customers. Other reasons for outdated data could be job changes, organizational reorganizations or mergers, and antiquated software systems that can’t keep up with the rapid rate of technological advancement. How to clean Outdated Data? The best way to get rid of outdated data is to purge and cleanse data before migrating it or integrating new systems. Another thing is to determine the critical period for your business. Delete any data in the system from before. While manual cleansing can take days or weeks, automation can finish this task for you in a matter of hours. So, switch to an automated tool. 4. Incomplete Data If a record is missing essential elements to process the incoming data before sales and marketing take action, it’s considered incomplete. Data gaps make the job of sales reps significantly harder. Unfortunately, incomplete data issues are pretty

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CRM Data Capture: How to Deal with Missing Data from CRM

CRM Data Capture: How to Deal with Missing Data from CRM RevOps 10 min It is often said that data is the new oil in the modern business world. Companies spend millions trying to extract correct data from the appropriate resources.  The same is true for the sales team. Sales representatives often spend up to 20% of their time updating their CRM! Even after this, half of the contacts they deal with are not present in their CRM. It seems like organizations often are able to extract data but unable to use it judiciously. This is what happens when the CRM data capture is not of good quality.  In this blog, we will read about high-quality data capture, why it matters, and the best practices companies should follow to ensure high-quality CRM data collection. Why High-Quality Data Capture Matters CRM data capture is the method employed by businesses to gather and consolidate information concerning their potential and existing customers. CRM systems amass a lot of valuable data, which is leveraged by sales teams and relationship-focused dealmakers to foster prospects into customers or clients. They subsequently transform these new transactions into referral channels. The ultimate objective of effective data capture is to enhance, grow, and sustain a company’s customer base. As per IDC, inaccurate data inflicts a staggering $3.1 trillion annual cost on American businesses. Another study conducted by Experience Data Quality reveals that companies forfeit an average of 12% of their potential revenue due to data inaccuracies. The root of many data problems frequently originates during the initial phase of data collection. Given that CRM platforms often constitute a significant financial commitment for businesses, the key to obtaining a substantial return on this investment lies in the effective capture and upkeep of high-quality, precise customer data. Here are a few areas that high-quality CRM data capture can improve:  1. Bad data and lack of trust When sales representatives lack relevant information about potential customers, their interactions become less significant, resulting in overlooked opportunities and unsuccessful deals. 2. Inaccurate forecasts Inaccurate forecasting and reporting can create strategic challenges, making it challenging for management to make timely, data-driven decisions.  3. Automation errors Costly automation errors, such as segmentation mistakes that result in sending incorrect email messages to prospects can damage a company’s brand reputation.  4. Bad customer experience Erroneous contact information can adversely affect customer experiences and erode trust, potentially leading to customer dissatisfaction and loss of credibility for the company. 5. Financial pain Poor or unreliable data can also result in financial waste, such as sending materials to the same customer on multiple occasions due to duplicate records. Dysfunctional integrations with other software systems can consume valuable time and effort while causing frustration.  6. CRM issues If data-related issues are impacting your Salesforce and HubSpot tools, they can impede your team’s progress and potentially disrupt marketing and relationship-building activities until these problems are addressed. While clean data is crucial, achieving high-quality data capture can be quite demanding. Manual input into spreadsheets such as Excel or Google Sheets is susceptible to errors, including omissions, duplicate entries, or inaccuracies. Additionally, manual data entry is incredibly time-intensive, and every instance where a salesperson invests time in inputting CRM data is a missed opportunity to nurture relationships. This is where the need to automate CRM data capture arises.  Let’s have a look at a few ways that organizations can improve their CRM data collection:  Ways to Improve CRM Data Capture Improving your CRM data capture methods is a valuable investment of time and energy. When your data capture process is reliable, your team can have confidence in the accuracy of your customer data, allowing them to allocate more time to acquiring, overseeing, and finalizing deals. Here are some of the best practices to improve CRM data capture:  1. Conduct a review of your current data  You can pinpoint significant issues in your CRM data capture by conducting an audit of your existing data. Research conducted by SiriusDecisions revealed that B2B marketing databases can contain serious errors in approximately 10% to 25% of their contacts. Review your current data to detect typical errors and identify areas where data capture standardization can be enhanced. Intelligent CRM platforms also offer technology to assist in auditing your data during the onboarding process and subsequent data imports, making it easier to spot duplicate entries. During your audit, you should be on the lookout for customer- or client-related data errors such as: Data format discrepancies should be rectified to ensure uniformity in expressing phone numbers, states, and zip codes.  Address inconsistency issues in data, such as variations in job titles (e.g., “COO” and “Chief Operating Officer”).  Address missing information in certain records, such as absent email addresses, to ensure completeness. Detect records with low data quality, including those with obviously false names or free email addresses.  Identifying these and similar issues will simplify the development of more efficient data capture procedures for your CRM, enabling you to witness improvements in data quality. 2. Automate data capture When it comes to enhancing CRM data capture, automating this process stands out as the most potent action you can take. On average, professionals make approximately one error for every one hundred keystrokes. Considering that salespeople invest numerous hours each week in capturing and updating CRM data, this error rate can result in a significant volume of inaccurately recorded data in your CRM. Furthermore, certain errors carry more significant consequences than others. For instance, a one-letter mistake in a crucial prospect’s email address (e.g., the distinction between “janesmith@company.com” and “jaensmith@company.com”) could determine whether a deal is secured or an opportunity is completely missed. The most effective approach to prevent subpar data from entering your CRM is to minimize manual data entry as much as possible and replace it with automated processes. Relationship intelligence CRM platforms like Affinity excel in automatically generating and managing customer records by extracting information from inboxes and calendars and subsequently enhancing these profiles with the latest industry data. Automation serves as a solution to numerous challenges associated with data capture. Not only does it

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MEDDIC vs Challenger: What’s the Difference?

MEDDIC vs Challenger: What’s the Difference? RevOps 10 min Hitting targets is one of the topmost goals for any sales rep. Understandably, all sales teams want to perform consistently well and achieve their goals.  But if you’ve seen your teams struggle in the last few years, you’re certainly not alone.  A recent crowdsourced survey by SaaStr shows that only 18% of sales teams hit a 70%+ quota attainment level. Average quota attainment for reps is down 5 points in 2023 from 2021. Quota attainment is also down for 5 out of 7 such teams.  To change the narrative, you’re probably digging into different sales methods that more successful businesses use. Or, you may simply want to level up your sales game as organizational growth becomes stagnant.  The first few methods popping up will undoubtedly be the MEDDIC and Challenger Sale. Both are useful with proven results for different companies. But confusion may persist on MEDDIC vs Challenger Sale and which one’s the best for you.  We’ve put together a quick overview of both methods that could help you make a decision.  Understanding the MEDDIC Academy Sales Method For 71.4% of sales professionals, only 50% or less of their initial leads are a good fit for their ICP. Reps blame poor qualification of potential customers before taking them through the entire sales process for 67% of lost deals.   There’s one method that shines in these situations.  MEDDIC is a B2B sales qualification methodology used to understand the customer at each stage of the buyer journey. The process drives revenue and business growth by qualifying buyers more accurately.  Here’s how the MEDDIC Academy explains what the process stands for: 1. Metrics What is the quantifiable value of your product for the customer?  2. Economic Buyer Who has the final word on the financial decision at the buyer’s end?  3. Decision Criteria What factors or criteria influence the purchase decision?  4. Decision Process How does the buyer reach a decision?  5. Implicate Pain What is a problem serious enough for the buyer to seek an external solution?  6. Champion Who is the stakeholder most invested in onboarding your solution?  MEDDIC places the focus on customer experience instead of selling with the sole objective of making money. It works because 56% of sales leaders consider engaging and paying attention to gain a client’s trust as the best approach.  With the MEDDIC Academy method, you can: Find leads that are the right fit for you Access critical stakeholders in the buyer committee  Build better forecasts  Boost winning rates  Over time, the MEDDIC Academy has included more steps, such as MEDDPICC, where P stands for paper process and C is competition.  Understanding the Challenger Sale Method Today, 32% of B2B buyers use more sources to research and evaluate processes than before. And 31% spend more time on social media to check out vendors and their solutions.  This means customers enter into a sales transaction with preconceived notions about the product. Reps need to develop an experience going beyond features and benefits. Instead, sellers could challenge the buyer and disrupt their current thinking. This is the Challenger Sale Method. You’re a challenge seller if you: Have a unique perspective of the world Understand the customer’s business in and out Create constructive tension using a casual debate Intentionally dispute the customer’s thinking Push the customer to get out of their comfort zone  Here’s what the Challenger Sale process looks like: 1. Warm-up First up, you build credibility with prospects by researching and investigating their pain points, challenges, and needs. Then, you describe these issues to the buyer in a way they agree.  2. Reframe You reframe the problem as a growth opportunity. This switch is made by sharing an insight that the buyer may not have considered before. 3. Rational drowning You back your reframing with quantitative data and the latest statistics. Numbers illustrate the risk of leaving the problem unresolved. It uses rational thinking to appeal to the customer’s emotions.  4. Value proposition Show the buyer possibilities of a better future. Tie their value drivers with your solution’s capabilities (without explicitly introducing the product).  5. Introducing the solution After the building blocks are in place, you can introduce your product. This is when you explain exactly how it solves the buyer’s problem. With Challenger Sale, you deliver insights into an unknown problem or opportunity in the buyer’s business. Your product is uniquely positioned to solve this problem. By encouraging the buyer to consider new opportunities, a Challenger Seller offers alternative ways forward. But they need three essential skills to succeed:  Teach by providing insights on new or better ways to solve the buyer’s problem  Tailor the message to the buyer’s needs Take control of the sale and guide the customer to closure MEDDIC vs Challenger Sale: How Do They Compare? Some sales experts consider MEDDIC as a sales methodology and Challenger Sale as simply an approach. But there’s more to it.  We’ve listed each MEDDIC vs Challenger Sale comparison below.  Despite the long list of MEDDIC vs Challenger Sale differences, both methods have three things in common: 1. Buyer evolution Both methods take into account the evolving buyer. MEDDIC considers the transformation from the individual buyer to a buying committee with multiple members.  Similarly, Challenger Sale knows that buyers are gathering more information online and contacting the seller later during their journey.  2. Buyer’s drivers Both MEDDIC and Challenger Sale identify the buyer’s value and economic drivers for the selling process.  3. Cross-functional alignment  MEDDIC and Challenger Sale need alignment between revenue teams and leadership buy-in. Marketing managers and leaders provide training and resources for all reps.  Challenger vs MEDDIC Academy Process: What’s the Verdict? Here’s a list of things to keep in mind when considering MEDDIC vs Challenger Sale.   MEDDIC Use the MEDDIC Academy sales process to determine if a prospect is the right fit for your company. It helps teams that are struggling to keep up with the existing sales process and want to improve.  MEDDIC can intervene to help you: Sell to the correct buyer Identify the right stakeholders in a complex enterprise B2B buying committee Regardless of so

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What is CRM Data Leakage?

What is CRM Data Leakage? This article explains what is CRM data leakage and why it needs to be addressed immediately within organizations to drive the revenue engine. CRM RevOps It’s routine to check in on your pipeline and team performance in the CRM everyday. But did you ever stop to second guess if the data that facilitates crucial sales decisions is really all that reliable?  Your sales data determines your team’s daily course of action on every account, powers forecasts, and in turn upholds stakeholder trust. It keeps the bottom line moving. Yet half of all companies using CRMs lose 10% of their revenue just to poor data quality management.  In this article, we go over why your CRM’s data quality is pivotal, how to diagnose data leakage and fix it for good.  What is CRM Data Leakage? CRM data leakage happens when low-quality or faulty sales data creeps its way into your systems –  hampering productivity, forecasting, customer satisfaction and overall reliability of the CRM for the revenue teams. It’s simply bad CRM data quality costing you valuable time and money. Reps missing out on high-potential opportunities to data leakage is more common than you think. If your CRM isn’t constantly checked for bad data and updated with new and enriched data – It’s just going to start working against you.  If your team doesn’t have a clear set of protocols for CRM data entry or it’s just low on the priority list – you’re probably losing a good chunk of revenue to it. According to a Gartner survey, companies lose an average of $14.2 million to data leakage annually.  Outdated lead contact data wasting your team’s time / human error in form entries are a couple of common examples.  Read more about the different ways leakage manifests itself in your CRM here.  Data leakage is fatal. Alright – you might be missing some data in your CRM.  Is it really a ‘drop everything and fix this!’ problem?  Well, yes – it very much is.  Data leaks in your CRM cripple your entire sales function’s backbone – from missed follow-ups and wrong renewal information, all the way to skewed forecasting that affects your strategy going forward. Most importantly – your customers stop trusting your service.  Here’s an interesting account of how Blackberry lost millions of customers’ trust to bad CRM data hygiene. This marked the beginning of the end for them – like many other companies that overlooked data leakages.  Let’s see how bad data affects your sales effectiveness:  1. Wrong and missing intel Make-or-break discovery insights that never made its way to the lead’s records. Outdated contract details, opportunities with little to no historical data. The CRM gives your reps the context they need to close deals with confidence. If they can’t rely on it, they’re on their own – and at a higher risk of losing out on revenue.   2. Forecasting horrors Bad data in sales records will inevitably give you skewed forecasts, causing a huge ripple effect across your hiring, budgeting, risk management and business decisions at large.  3. Huge waste of time Hubspot’s study found that 72% of reps spend at least an hour everyday entering and sorting through CRM data. Imagine the time they spend trying to fix data leakages on top of that. This makes them dread the CRM and dismiss it as busywork. It directly reduces adoption rates – which make the leakages worse. It’s a vicious circle of bad data. 4. Sky-high churn rates You can’t properly assess churn risks in your current accounts without air-tight CRM data. Leakages cost you repeat business, which is the lifeline of any SaaS business. Only about one in four customer success reps use CRM data to understand their customers’ needs – mostly because they can’t trust it enough to base next steps on the insights.  While we’re talking about current customers, let’s also look into how much expansion revenue you lose to CRM data leakages.  5. Lost morale and leadership credibility in teams   Making key business decisions off of unreliable CRM data is like driving with faulty tires – there’s no way it doesn’t hurt the passengers. Over a third of all revenue leaders in this study said they can’t trust their CRM data, despite their company’s being ‘data-driven’.  If you make a bad call, it causes a domino effect all the way down to the junior reps in your revenue teams – hurting their performance and track records.  The Lurking Monster Bungling up your CRM Duplicate records, invalid emails, decayed lead and opportunity info.  Phew! It’s a lot to weed through – but how did it get there in the first place?  Unless you know where the problem is stemming from, any solution is just slapping a band-aid on it. Poor governance is almost always one of the major drivers of data screw-ups as a company scales, but the problem could be much deeper than that.  Some common reasons you can look out for while diagnosing:  1. Siloed tools that have minds of their own All tools plugged into your CRM via legacy connections gather data differently. While API connectors make them easy to access in one place, they don’t make them speak the same language – which is vital to make sure there are no data leakages. The problem worsens infinitely with less IT involvement in management of more no-techie friendly applications that let reps, sales team leads and CS teams configure core data settings to create even more inconsistencies in the CRM.  2. Poor data governance  What’s your usual frequency for a good old CRM data cleansing? Does the operations team have a solid governance process they follow? There is thousands of fields worth of data making its way into your CRM everyday. Without proper governance, you’re all but doomed to a bad case of leakage.  https://youtu.be/xSIEH5__oRE?si=rMdpHuGUOuxwMGHC 3. Activity capture gaps There’s only one thing worse than having bad data. It’s having NO data. Missing data is probably the most detrimental leakage to have.  Sales communication happens all over the place – Zoom, LinkedIn, phone, text

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20 Best Revenue Forecast Tools for 2025

Top 20 Revenue Forecasting Tools for 2025 RevOps 10 min It’s no secret that every business owner wants to know what the future holds for their company. After all, it’s hard to plan for the future without a clear idea of what lies ahead.  And that is where revenue forecast tools come in. You must have also made revenue predictions for your business. But, have you ever found that the actual results are vastly different from what you anticipated? It’s a common challenge for many revenue operations teams out there. In fact, a report says 93% of leaders are unable to forecast revenue within 5 percent, even with two weeks left in the quarter.  From revenue leakages to disastrous business decisions, things can go south in no time when predictions don’t align with reality. So, what can revenue operations teams do to reduce this gap between revenue predictions and actual results?  In this article, we will talk about all things revenue forecasting and the 15 best revenue forecast tools you can leverage for accurate forecasting.    What is Revenue Forecasting? Revenue forecasting is the process of predicting the future revenue of a business based on historical data and current market trends.  As George Santayana once said, “To know the future, you must know the past.” This statement rings true when it comes to revenue forecasting in the business world. Think of revenue forecasting as trying to make informed guesses about how much money you’ll make next year based on how much you made this year and what you think might change in the market or with your customers. For example, let’s say a business sees that its sales have been steadily increasing over the past few years. Based on this trend, they might forecast that they’ll continue to see growth in the coming years. With this information, they could make strategic decisions about how to allocate their resources and investments to fuel that growth. Revenue Forecasting in the Changing Landscape for 2025 Although the definition above may sound straightforward, revenue forecasting comes with a number of challenges for RevOps teams to navigate. Here are a few:  1. Market fluctuations In recent years, we’ve seen lots of ups and downs in the market due to the global pandemic, political instability, and economic downturns. Besides, 73% of CEOs around the world believe global economic growth will decline over the next 12 months. This volatility can make it challenging to predict future revenue accurately, as market conditions can change rapidly and unpredictably. 2. Technological evolution  Technology is advancing at an unprecedented pace so much so that the emerging tech will experience a growth rate of 104% between 2018 and 2023. This rapid pace of technological change can make it difficult for RevOps teams to forecast revenue accurately, as new products and services may have unpredictable impacts on revenue. 3. Data quality issues 41% of companies cite inconsistent data across technologies, as their biggest challenge. This can be a significant issue for revenue forecasting, as inaccurate or incomplete data can lead to unreliable forecasts. This can further drive failed strategies and wasted resources.  4. Intensified market competition  The rate at which new businesses have been entering the market has generally been rising over the past decade. With so many companies in the market, the competition becomes intense leading to pricing pressure and changes in consumer behavior. This makes it challenging for RevOps tea,s to forecast revenue accurately. 5. Shifting consumer trends The COVID-19 pandemic has accelerated the adoption of digital technologies by several years. This rapid shift in the consumer behavior can make it difficult to predict how customers will respond to new products, services, and marketing campaigns. As you just read, revenue forecasting can be a wild ride, but don’t worry! With the right tools and solutions, you can make it through safely. We’ve got your back and have rounded up a list of the best revenue forecasting tools out there to help you make a lucrative decision.  But, before we get to the juicy part of the article, let us understand the process.  Decoding the Revenue Forecasting Process It’s a world where numbers reign supreme, and insights are king. But don’t let the math intimidate you – revenue forecasting is not just about crunching numbers.  It’s more than that. Let us walk you through the entire process.  Step 1: Define the forecasting period The first step is to determine the specific time frame for which you want to forecast revenue. Make sure the period aligns with your business goals and objectives. For example, if you are planning an important marketing campaign, you may opt to forecast revenue for the next quarter. Alternatively, if you are developing a long-term business plan, you may choose to forecast revenue for the next several years. Step 2: Gather historical data Collect past sales data, financial reports, and other relevant information that can help identify trends and patterns in revenue over time. Such data may include sales revenue, profits, expenses, customer demographics, and other metrics that hold relevance to your business. Step 3: Analyze current market trends Examine the present market conditions, competition, and other external factors that could influence the revenue of your business. This may involve analyzing changes in consumer behavior, technological advancements, and economic conditions. Use this information to identify potential opportunities and threats that could impact revenue. Step 4: Identify key revenue drivers Identify the major drivers that have an impact on the revenue of your business, such as product pricing, marketing campaigns, and sales strategies. This may necessitate analyzing data from previous periods and leads to determine which factors had the most significant influence on revenue. These factors are called leading indicators.  Keeping an eye on these leading indicators is nothing but simply monitoring sales pipeline, conversion rates, and customer engagement to get a better idea of where your leads are headed and make informed predictions.  Step 5: Develop a forecast model Leverage the previously gathered historical data, market trends, and key drivers to develop a revenue forecast model. This model should take into account all the relevant

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Multithreading in Sales: The Modern Secret to Winning More Deals

Multithreading in Sales: The Modern Secret to Winning More Deals RevOps 10 min 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 increased from 5 to 20 in the last ten years.  This illustrates that the decision to invest in a product or service is not a single person’s job. Instead, it takes multiple rounds of discussions with different stakeholders across departments to make a purchase decision. As high as 82% of decisions are made by a buying group. Let’s consider technology sellers as an example.  The sales process for technology has moved beyond the IT function. Those outside IT influence 63% of technology purchase decisions. Decision-making now includes other departments such as finance, business development, legal, and compliance.  Digital transformation has put buyers at the center of the process, leading to the buying committee becoming more extensive and diverse. As technology moves beyond functional silos, sellers need to adapt, too.  So, for a successful sale, you’ll need to have the C-suite, marketing, and other stakeholders on board. And remember, all of them value different things. What does it take to achieve consensus within the buying group? An effective deal closure with “multithreading.” What is Multithreading in Sales? Multithreading is when sales reps connect and build relationships with multiple stakeholders in the buying committee of an account. It effectively increases the chances of closing deals even if the champion leaves the buyer organization.  Let’s understand with an example.  Your sales rep has directly connected with the person in charge of implementing your solution (commonly called the “champion”) within their organization. This relationship took several months to nurture and build trust. Suddenly, the champion quits their job for a better opportunity.  What’s your rep’s next point of action? Your rep may reach out to the new champion. But they have to nurture this relationship for a few more weeks or months to close the deal. There you have it. A lower deal momentum and an increased sales cycle. In another scenario, there’s no immediate replacement champion identified by your rep yet, and in the meanwhile, the buying committee decides to go ahead with another solution. This turns into a lost deal.  But if your rep multithreads with all the stakeholders of the buying committee, they have a higher chance of closing the deal even when a key stakeholder quits an organization. Risks of Single Threading Despite its effectiveness, most sales reps end up choosing single threading. That is, reps connect and sell to only one person from the buying organization. A LinkedIn study shows that 78% of the sales reps are single-threaded. The single-threading approach appears less complicated on the surface and may create a stronger relationship with one client. But there are significant downsides to it.  Single threading is the conventional way of one seller interacting with one buyer. It overly relies on one individual from each side (buyer and seller) to see the deal through. But the moment one of them leaves, the sales process is disrupted. Moreover, a seller loses solid rapport with the buyer when one of them exits the deal. They need to start the process from scratch, leading to longer sales cycles, higher churn rates, and lower win rates.  Take this for numbers. As per LinkedIn, around 25% of buyers change their jobs every year. The result? 80% of sellers admit that at least one deal was lost or delayed due to a prospect or key stakeholder changing jobs. These numbers become significant when considering the loss in revenue.  But you can combat this with a multithreaded approach.   Deploy Multithreading in Sales  Here are six things to check off your list for successful multithreading in sales. 1. Get visibility into your buying committees Gone are the days when you’d call up Gary from the marketing department, invite him over for lunch and close a deal within the week. Today, it’s the entire buying committee – Gary plus others. A buying committee comprises of individuals who wield influence in the buying process, spanning multiple departments, roles, and personas. To successfully close deals, understanding the key roles and personas within each buying committee is paramount So, how do you identify which stakeholders concern you and their priorities? Taking a manual route to getting these contacts into your CRM is a lost cause. Your sales reps talk to several people on a daily basis. Not all these contacts are fed into the CRM. Worse – only 2-4 contacts make their way into Salesforce. Which means sales managers have no visibility into buying committees. This gap in contact data, also known as “contact blindness” significantly puts your deals at risk. Not only will reps miss out on building relationships with the right stakeholders, sales managers will be missing crucial insights to coach them on how to move a deal forward. The first step hence is to make sure you have visibility into the entire buying committee of every deal. You can achieve this with Nektar’s zero adoption contact and activity capture solution. Nektar automatically captures all your hidden contacts from your reps’ sales inboxes and calendars. And feeds it into Salesforce. Nektar’s AI capability also links contacts to the right accounts and opportunities in Salesforce. It enhances contacts with job titles and buying roles, so that your sales teams have unprecedented visibility into buying committees. Once you know what your buying committee looks like, you can build an account map and visualize connections between various stakeholder pain points and your solution. An example of an account map Next, understand their pain points that could drive demand for your solution. If they have an existing solution, what’s their need for a new one, and why they must consider you. It’s also helpful to understand the influence a given stakeholder has on the overall decision-making process, how long the organization’s buying

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10 Revenue Operations KPIs You Must Measure

10 Revenue Operations KPIs You Must Measure RevOps 10 min If you have set up a revenue operations function in your organization and wondering what KPIs to track, this guide is for you. Tracking the right revenue operations KPIs can have a massive impact on your revenue. Setting up KPIs plays a crucial role in improving workflows. Not just that, but they also provide you with the means to create an unforgettable customer experience.  So, how can you maximize RevOps KPIs for profitability? And more importantly, which ones should you measure?  In this blog, we’ll dive into revenue operations KPIs with insights from our conversation with Cliff Simon, CRO at Carabiner Group.  You can listen to the full conversation here: Revenue Operations KPIs and Their Role in Cross-Functional Alignment Before we move on to KPIs, let’s get the basics right. That starts with understanding what RevOps is precisely.  Cliff says it’s about following the dollar’s value through the revenue funnel.  Notice how he doesn’t mention sales explicitly? That’s because RevOps is a much larger process than sales operations. It doesn’t just cover the sales touchpoint but tracks the entire customer journey.  What’s important to note is that alignment between teams is the key driving force behind RevOps. Sadly, cross-functional misalignment is also a big pain point for SaaS businesses.  This misalignment leads to a lack of communication between teams, manifesting siloed data.  Companies have tons of data, but it sits in separate data lakes. These lakes don’t have any connecting bridges and don’t come together into a unified source. Because the lakes are separated, organizations have no idea about meaningfully using insights from siloed data.  That’s the reason why achieving alignment is the first step. And from there, it’s about maintaining this alignment between teams as you scale.  But how do you track alignment and revenue growth as a result of it? Using revenue operations KPIs.  Why Should You Measure Revenue Operations KPIs? Companies can only improve or innovate if they know where they’re going wrong. RevOps KPIs help you track your customers’ progress and team performance throughout the buyer journey. This includes all revenue-generating teams—marketing, sales, customer success, product, finance, and more.  These KPIs are particularly important today when aligning workflows between multiple teams is a complex process.  Revenue operations KPIs measure the progress of shared workflows to determine if they’re catering to customer needs. They also measure performance at each customer touchpoint. You can go granular with KPIs to improve efficiency, eliminate friction and maximize revenue for growth.  From an overarching perspective, revenue operations KPIs are your strategic guide to achieving business goals through revenue operations.  Let’s move to the next most important question—what RevOps KPIs should you be tracking?  10 Essential Revenue Operations KPIs You Must Measure If you’re new to the RevOps journey and are just beginning to pay attention to KPIs, this list will help you pinpoint the correct revenue operations KPIs to measure.  The remaining KPIs can be added as you scale your business. So, let’s dive in.  1. Revenue  This is a no-brainer KPI, to begin with, but it’s also obviously critical.  Revenue is the amount generated by your business.  Measuring this KPI helps you figure out: If you have a consistent revenue stream over a given period What are the ups and downs How to adapt your pricing What’s your progress against business goals  Typically, you must look at recurring revenue—subscriptions, membership fees, and license fees— in terms of Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR).  As the name suggests, MRR gives you a monthly overview. The formula for MRR is: ARR, an annual KPI, can be used for more important business goals, measuring growth, and sales forecasting. There are two ways to calculate ARR, which you can see below:  2. Sales Pipeline Velocity Sales pipeline velocity measures the time a customer takes to move through the pipeline from lead to conversion. However, it’s stated in terms of revenue, not time.  While sales pipeline velocity can differ widely from company to company, a usual B2B sales cycle could take as much as a year.  It can be used to determine how much time your reps take to convert a lead. And if you should introduce any changes in the sales workflow.  A higher velocity signifies that your sales process is organized and structured. This solid process pushes leads through the revenue funnel via frictionless handoffs. MQLs quickly become SQLs which, in turn, become closed or won opportunities.  However, if your velocity is low, your revenue process may have bottlenecks that must be removed. You must identify these bumps and eliminate them to sustain growth.  3. Customer Acquisition Cost (CAC) You have to spend a certain amount of money to get new customers over a given period. For instance, money spent on running digital ad campaigns is a cost to acquire new customers.  That’s CAC for you.  Other costs associated with converting leads to revenue could fall under:  Advertising Sales hiring Commission Sales rep coaching Overheads, and more. CAC is calculated as below. CAC measures your ROI on the investment made to acquire customers. It determines if you’re getting your money’s worth through new customers to improve profitability.  This revenue operations KPI also reflects your marketing and sales success. It shows if you’re on the right track with your campaigns, messaging, and communication.  If your ROI is low, you can strategize on reducing your CAC without affecting the quality of buyer-seller interactions for your company.  4. Conversion Rate Conversion rate (sometimes known as “win rate” or “opportunities to close ratio” in SaaS) is the number of opportunities that you turn into closed deals. It shows the percentage of leads that moved through your revenue funnel and became customers.  If your conversion rate is low, you’re not doing something right in the revenue process. This revenue operations KPI provides a big-picture overview of why you couldn’t close more deals.  Then, you can dive into questions such as: Does marketing need to provide the sales team with high-intent MQLs?  Are you more focused on the volume of MQLs and SQLs, rather

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