Tom Boston’s Post

Marketing: “Our lead volume has increased 60%!” 🎉 Sales: “Your leads suck, our close rate has tanked…” 😡 You (the CEO): 😰 --- What’s the problem here? Simple: No alignment. The marketing team shouldn’t be celebrating an increase in lead volume if those loads aren’t closing in the sales process. Similarly, the sales team shouldn’t just be relying on marketing to “get it right”. --- The answer: RevOps. A RevOps strategy produces organization-wide alignment with shared revenue responsibility. Meaning? No more blame game. Every department, working together, under one “North Star” revenue goal with a clearly defined blueprint to get there. You (the CEO): 😎 *sigh of relief* #revops #revenuegrowth #businessgrowth #b2bgrowth

What happens after a new deal closes in your sales pipeline? If the answer isn't clear for customers or your team, this guide is for you 👇 → The impact of handoffs on activation and churn → How to set expectations and enable customers → Tactics to reduce friction and create alignment You'll walk away with: → Automated workflows to steal → A step-by-step guide to building the system → Video walkthroughs to help you implement yourself Everything you need to turn closed-won deals into happy customers. link in the first comment 🔗 #hubspottipsandtricks #revops #customersuccess

🎯 Time for a deep dive into one of the most critical aspects of RevOps - Pipeline Coverage. ✅ First things first, what's Pipeline Coverage? Simply put, it's the ratio of your sales pipeline to your sales quota. It's a great indicator of whether your sales team has enough opportunities in the pipeline to hit their targets. ✅ Best Practice #1: Monitor it constantly. Your pipeline coverage is a dynamic beast. It's not a set-it-and-forget-it metric. Keep a close eye on it to ensure your sales team isn't in for any unpleasant surprises. ✅ Best Practice #2: Understand your conversion rates. The rule of thumb is to aim for a 3:1 pipeline-to-quota ratio. But this may vary depending on your conversion rates. Dig into your historical data, know your conversion rates, and adjust your pipeline coverage accordingly. ✅ Best Practice #3: Don't just focus on quantity. Quality matters too! It's not just about having a huge pipeline. You need to ensure that your leads are qualified and have a high likelihood of converting. 🔄 RevOps is all about continuously iterating and improving your processes. So, get out there, monitor your pipeline coverage, and make data-driven decisions. And remember, healthy pipeline coverage is a surefire way to keep your sales engine purring! 🚀 #revops #pipelinemanagement #salesops

RevOps Alert: Don't Let Sales Requests Sidetrack Your Strategy! 🚨 It's a common trap for RevOps teams: getting bogged down in the nitty-gritty of sales problems. When sales teams lack self-service options to troubleshoot issues, guess who they turn to? Yes, our overextended RevOps warriors! But here's the catch – RevOps is not just a firefighting squad for sales 🚒 It’s about strategic alignment, optimizing processes, and driving growth. Here's how to stay on track: ⚙️Empower Sales Teams: Create self-service resources and training. This autonomy lets sales teams handle basic problems, freeing up RevOps for bigger fish. ⚙️Clear Roles & Boundaries: Establish what falls under RevOps and what doesn't. Clarity is key to efficiency. ⚙️Focus on Strategy: Remember, RevOps is the strategic glue that binds sales, marketing, and customer success. Don't lose sight of this in the weeds of sales issues. ⚙️Regular Check-Ins: Schedule periodic reviews with Sales Teams to address reoccuring issues. Also balance this with roadmap meetings to realign with strategic goals and adjust course as needed. ⚙️Collaborative Problem-Solving: Encourage cross-functional brainstorming sessions for complex issues. Collective wisdom often leads to better solutions. Remember, sidetracks are just detours, not destinations. Keep your RevOps team focused on the big picture and drive your company towards its revenue goals! 📈 #RevOps #SalesStrategy #TeamAlignment #GrowthMindset #OperationalExcellence"

You need to stop selling this week 👇🏼 ❌ ...and ask yourself this question... 🤔 Are you solving a problem? OR Are you just selling a product/service? The sales team that only cares about selling software gets paid at the end of the day, but hurts the company when the customer churns. The sales team that solves problems for their customers, creates long term value. That's the team that wins. Reduced Pain = Happy Customers Happy Customers = Revenue Win. Win. Stop selling. Start solving! 💯 #sales #mindset #hubspot #salesenablement #revops

Getting tired of leading salespeople to enablement but having them refuse to drink the Kool-Aid? (Did that analogy work? Let us know in the comments.) Try the ol’ WIIFM angle! Here are a few tips from the RevOps Co-op: https://bit.ly/44VggZe #RevOps #SalesOps

Love this quote from the article below! "RevOps teams interact with virtually every part of the business, creating a unique opportunity to bring more siloed teams together so no decisions are made in a vacuum." Yes! This is what I am talking about! Thanks to Demand Gen Report for this insight. For more perspectives on #RevenueOperations and aligning go-to-market teams for driving growth and improve team member loyalty, check out my book on the topic. #ignitetoplinegrowth https://lnkd.in/gWtHT6-X Also available at local bookstores. #salesandmarketingalignment #RevOps #gotomarketstrategy #businessgrowth https://lnkd.in/gX4ii-Fn

You know how sales and marketing get executive buy-in? Because their asks are tied to repeatable and measurable results. Their machine is finely tuned, built over the last two decades of SaaS sales and marketing. If they turn the dial one way, they get a predictable result. Turn it back the other way, again, predictability. Earlier stage partner programs don't have the same well oiled machine. If you want buy in, unlock predictability. In the absence of predictability, ask which metrics are most important right now to your biggest stakeholders. Then focus all of your effort on moving the needle on that metric. We have to keep playing the game, though. In time we'll find which knobs to turn and levers to pull to bring partnerships into predictability. Until then, be an advocate of your craft. #partnerships #predictablerevenue

🚀 Unlock the recipe for RevOps success! ⁣⁣ ⁣⁣ Dive into our latest post and discover the essential ingredients that drive alignment in Revenue Operations.⁣⁣ ⁣⁣ Elevate your business game with seamless coordination. 💼📊⁣⁣ ⁣⁣ Learn more: https://bit.ly/3k3148W⁣⁣ ⁣⁣ #revops #goinbound #growthengine #growfaster #hubspot #inboundmarketing #revenueoperations #salesops #cro #inbound #inboundpodcast #sales #delegate #mops #businessmodel #businessstrategy #eventmanager #eventplanner #eventprofs #marketingprofs #marketing #selfdirected #marketingops #customerops #customeroperations #marketingoperations #salesoperations #problemsolvers #niftymethod

Want to know the best way to implement a strategy that aligns marketing, sales, and customer success to drive revenue growth? Say hello to RevOps. But if you want to implement a RevOps strategy for your organization, there’s usually one obstacle: getting executive buy-in. Convincing the c-suite to support a RevOps strategy is a must in order to get started with the resources you need, but it doesn't have to be a challenge if you clearly outline its goals, framework, and real-world impact by demonstrating: -Potential cost-savings and benefits -Possible revenue gains and other financial advantages -Quantifiable KPIs for performance measurement Check out the blog for more in-depth insight into how to walk into your next executive meeting fully prepared to prove why a RevOps strategy will help achieve business-wide revenue goals. #revops #revopsrockstars #growthmarketing