Target Account Strategy

Small Tweaks, Monumental Gains: A RevOps Success Story

Introduction: In Revenue Operations, strategic adjustments can be powerful. My work as a RevOps consultant working with a growth-stage company in overhauling their Target Account Strategy showcases this well. This change not only revitalized their approach but also spurred significant growth. The Stagnation Challenge: The company was in a revenue rut. Their ARR was stuck […]

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Sales Commission Structure for Incentivizing Growth

Sales Commission Structure: Building a Profitable Sales Team

Introduction In the competitive landscape of sales, defining the right sales commission structure for your team is crucial. It sets the stage for attracting top talent, maintaining team morale, and, most importantly, driving revenue. But what does a balanced commission plan look like? In this post, we’ll dive deep into best practices for setting up

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Real Time RevOps Consulting Expertise

The Opportunity Cost of Not Having a RevOps Expert: A Case for SaaS SMBs

Introduction The role of a Chief Revenue Officer (CRO) in a SaaS SMB is undoubtedly crucial. However, when a CRO does not collaborate with a RevOps expert, the opportunity cost can be staggering. How much are we talking about? Let’s dive into some numbers. The Time Factor Before we begin, it’s crucial to understand that

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Reports viewed w/ Magnifying Glass symbolic of looking at finer details such as a rep's Opportunity Efficiency.

Measuring Predictive Account Scoring: A Guide to Efficiency

Predictive account scoring is a cornerstone of effective sales and marketing. However, the initial results might not always meet the expectations of sales teams and management. So, how do you know if the scoring setup is truly delivering as promised? In this article, we’ll delve deep into the intricacies of measuring predictive account scoring, ensuring

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Self-driving car interior with an interactive visual dashboard displaying sales metrics, symbolizing advanced data analytics in revenue operations such as Sales Pipeline Velocity.

Sales Pipeline Velocity & Key Revenue Metrics

In today’s dynamic SaaS landscape, understanding and optimizing revenue operations has never been more crucial. Central to this optimization is the metric of Sales Pipeline Velocity, a powerful tool that gauges the speed at which opportunities progress through the sales funnel. By combining the insights from this metric with other standardized revenue indicators and harnessing

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Sales Forecasting Best Practices

Master Sales Forecasting Best Practices for Revenue Growth

Introduction As a Chief Revenue Officer (CRO), you’re not just accountable for hitting revenue targets; you’re also responsible for understanding and forecasting how and when those targets will be met. This guide dives deep into Sales Forecasting Best Practices that will help you lead with more confidence and accuracy. If you haven’t yet examined opportunity

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Opportunity Sales Stages Exit Criteria

How Opportunity Exit Criteria Turbocharges Your Sales Process

Introduction For CROs leading revenue operations, precision and predictability are key. One often overlooked, yet crucial, element in achieving this is defining your opportunity exit criteria. By doing so, you can bring clarity and efficiency to your sales process. This blog post will guide you on how to improve your sales cycle through implementing detailed

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Handshake in Puzzle Piece Representing Partnership btwn RevOps and Fractional CMOs

RevOps and Marketing: Empowering Fractional CMOs

The rise of fractional Chief Marketing Officers (CMOs) has bridged the gap for businesses not yet ready for a full-time executive but in need of advanced marketing expertise. Yet, many of these CMOs find themselves navigating the treacherous waters of operational minutiae rather than steering the strategic direction of their marketing endeavors. The solution? The

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Marketing Funnel Velocity through Stages

Marketing Funnel Velocity: Your Key to Faster Conversions

Understanding Marketing Funnel Velocity Marketing funnel velocity is an indispensable metric. Simply put, it gauges the speed at which leads move through your marketing funnel. In essence, it’s a reflection of your marketing and sales efficiency. Why Funnel Velocity Matters In today’s fast-paced digital era, timing is crucial. Firstly, a faster funnel means more immediate

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Taking Blood Pressure Symbolizing Company Customer Health Focus

Nurturing Customer Health for Successful Revenue Operations

Introduction In today’s rapidly shifting sales landscape, as the Head of RevOps or a CRO, your focus isn’t just on ensuring smooth operations. It’s about navigating the sea of data to glean insights and drive growth. Central to this mission is understanding and nurturing customer health. But why? Customer Health: Beyond Just Numbers A Forrester

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ABM Funnel Best Practices

ABM Best Practices: A Comprehensive Guide

Introduction If you’re reading this guide on ABM best practices, you’re likely already equipped with a CRM and a marketing platform for emails and outreach. But mastering the revenue-driving potential of Account-Based Marketing (ABM) goes beyond these basics. In this guide, we’ll break down the key components for an effective ABM strategy, including target audience

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