What you'll learn:
- A proven framework to align & organize your revenue teams (sales, marketing & customer success)
- The “Ins & Outs” of Leandata’s & Outreach’s revenue operations
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMOsaastr
This document outlines a playbook for scaling revenue from $1M to $100M, including:
1) 5 guiding principles for choosing technology, such as prioritizing process over tech and keeping sales simple;
2) Common mistakes like different teams prioritizing themselves over revenue; and
3) Recommendations for the right technology at different growth stages from start-up to established, emphasizing engagement, relationships, and personalization.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
Matt Heinz – President & Founder, Heinz Marketing
Learn the seven components of revenue operations success in B2B, including the strategy, alignment, process and technology components necessary to create a predictable, repeatable and scalable sales pipeline development engine. Matt Heinz will share results from his latest RevOps survey. You’ll walk away with a specific framework and maturity model to implement within your organization.
This document summarizes a presentation about Salesforce's sales onboarding and culture. It discusses how Salesforce uses Salesforce Work.com to enable consistent and outstanding sales performance. Specifically, it highlights how Work.com allows Salesforce to provide meaningful coaching, recognize top performers, and hold all sales reps accountable to drive better performance outcomes. The presentation then demonstrates Work.com's capabilities.
The Revenue Operations to Revenue Acceleration Framework Every Modern Busines...RocketSource
There is no silver bullet that can get brands to revenue acceleration. Instead, companies have to build a strong revenue operations infrastructure based on empathetic customer experience initiatives, intelligent data ops, and innovative content generation. Once you start with the end in mind, your organization can get to a sustainable — and much more feasible — revenue acceleration solution.
This document outlines a go-to-market strategy framework for a new product. It includes elements such as developing a clear product statement, conducting user research, creating marketing and sales plans, producing collateral like datasheets and videos, and establishing a lead qualification matrix to help sales qualify and move leads through the funnel. Regular meetings between sales and marketing are also recommended to coordinate activities and gather customer feedback. The goal is to bring the new product smoothly to market.
How B2B Tech Companies Can Leverage HubSpot for Long-Term RevOps SuccessKiwi Creative
A cohesive tech stack is a critical part of any growing business, yet many B2B tech companies lack a true understanding of what revenue operations should entail. Christina Kay, Growth Marketer at ResellerRatings, will cover who should own the RevOps process, how to spot the gaps at your tech company and how to leverage HubSpot (including the brand-new Operations Hub!) for long-term success.
- - -
This is the slide deck from the June 2021 HubSpot User Group (HUG) for B2B Technology USA.
View the webinar recording at https://youtu.be/ccO5AYshogs
Sign up for future HUG events at https://events.hubspot.com/b2b-technology-usa/
This is a Quarterly Business Review Template to be used by Customer Success Management organizations.
One of the most important activities your Customer Success Managers (CSMs) will perform is the Quarterly Business Review (QBR).
QBRs are sometimes known by different names – Business Reviews or Executive Business Reviews – but no matter what they’re called, they’re incredibly important and the agenda and flow are largely going to fall on the CSM, so it’s critical to help them prepare for, and perform QBRs, the right way.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
RevOps: Automating Revenue Operations to Drive Revenue GrowthJay C
What is RevOps? What's driving adoption? Why is it important? How can business leaders help their organizations "cross the chasm" and find new ways of growing revenue. Learn about RevOps and 2 customer case studies in Finance and Homebuilding industries.
The document discusses the ROI of customer success management solutions. It summarizes findings from interviews with Gainsight clients that showed over $11 million in increased retention and cross-sell revenue over 3 years from reduced churn rates of less than 2-3% compared to over 10% previously. The clients also realized $1-5 million in annual operational expense savings from automating customer success reports. Gainsight helps clients strengthen relationships with 3x more customer outreaches and richer reports. It also allows them to scale their customer success teams to handle growth.
Customer Success - Why and How of Gainsight's 14 ElementsGainsight
The document discusses trends in customer success and provides insights into building a strong customer success program. Some key points include:
1) Customer success drives sales as prospects are talking to existing customers; advocacy is important.
2) For customer success to be effective, it must be a top-down, company-wide priority and cannot remain just a department.
3) The stages of customer success maturity are outlined from reactive to transformational. As companies progress through the stages, key metrics like retention and expansion improve.
4) A periodic table of customer success elements is presented to help standardize a common language for customer success professionals. The elements can be grouped into insights & actions, outcomes, and transformation categories
Creation of a sale plan is a requirement for any business. Having a structured approach with a definite scope is very much beneficial. Please find this document which will help you structure your thoughts and let you achieve what you aspire.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Account based marketing: from strategy and plans to execution and insightsEngagio
It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
During the SaaS.City Customer Success bootcamp on Monday the 18th of September 2017, attendees at SaaStock 2017 found out how to manage customer risk, map customer health scores, justify the expense of Customer Success, and so much more.
The Customer Success Bootcamp mentors include Dan Steinman, GM of Gainsight EMEA; David Apple, VP of Customer Success at Typeform; and Cristina Georgoulaki, Head of Customer Success at Typeform. This event was exclusively for SaaStock conference ticket holders.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
Secrets to Revolutionizing Enterprise Sales Growth with End-to-End RevOps wit...saastr
We are amidst the emergence of a new enterprise buyer era, where customers have the power and are engaging in more places than ever before. Companies need to reassess their business models, which requires best-in-breed solutions to drive adoption and accelerate growth. This is an age where the first vendor to respond to the customer wins. It’s a world where Gartner predicts that 75% of the highest growth companies will need to deploy revenue operations by 2025.
In this session, Calendly Chief Revenue Officer Kate Ahlering will advocate for embracing an accelerated sales strategy to support faster company growth and what this looks like. She will share insights into the end-to-end enterprise sales processes, playbooks, and tools to lead competitive revenue operations in the new world of work.
SaaStock Australasia 2019: Building Your Growth Team SaaStock
This document discusses building a growth team within a company. It recommends establishing growth goals using a 1-5-10 framework, setting clear KPIs and metrics, and structuring the growth team independently with its own P&L. The growth team structure involves roles like a program manager, sales, marketing, and operations. Challenges include gaining buy-in internally and managing channels, marketing, and competition externally. Worksheets provide templates for planning growth initiatives, setting KPIs, building the team, and handling challenges.
OpsStars NY Keynote | Emergence of Revenue OperationsLeanData
Dana Therrien, Practice Leader, Sales Operations Strategies SiriusDecisions
Senior business leaders who wish to drive revenue and growth must prioritize close alignment between sales and marketing. However, siloed processes, data and even technology can hamper growth efforts – while priorities, budgets and senior personalities often remain in conflict.
To drive common process adoption, some companies are championing a change that introduces the notion of Revenue Operations. Although the term has various interpretations and applications, Revenue Operations brings the operational work of sales, marketing and customer success together under one roof. Revenue Operations is about taking a more holistic, end-to-end approach to managing operations across an organization. However, such an organizational change has considerable implications for both marketing and sales operations functions.
In this session, Dana will share:
Common issues driving the trend toward organizational integration
An analysis of the related benefits and challenges such an organizational shift can bring
Perspectives from a broad range of your peers in both sales and marketing operations
This document outlines a plan to implement a peak performing sales center with a focus on increasing the conversion rate to 25%. It discusses establishing performance management with goals and KPIs, developing a sales culture through training and incentives, and implementing a lucrative compensation plan. Specific strategies include creating a performance management database to track agents' daily metrics, conducting rigorous sales training over multiple days, enhancing the competitive spirit through supervisor accountability, and ensuring the compensation plan drives profitable behaviors. The overall goal is to add 2-3 conversion points and motivate performance at all levels through daily scoreboards and competitive incentives.
[Watch the webinar on-demand: https://bit.ly/3LpjOsz]
Reporting solutions, such as Bizible, provide valuable intelligence to help companies make better decisions around marketing spend. However, there is no easy button to gain those insights.
With Bizible, some organizations experience issues with a setup that doesn’t scale. Others experience challenges around adoption of the reports. These situations can contribute to misalignment among departments and wasted investment. In this session, learn how to
- Prepare your Marketo in order to gain optimal reporting from Bizible
- Setup or reimplement Bizible to realize value faster
- Educate your internal team to drive adoption
- Choose the best reports that offer value for the long term
- Drive alignment among stakeholders on an ongoing basis
Presented by:
Jeff Coveney, CMO, Digital Pi
Augie Kuron, Director of Client Services, Digital Pi
OpsStars Boston Workshop | Connecting Data to People Across Any Go-to-Market ...LeanData
The document discusses challenges companies face when changing their go-to-market strategies and provides best practices for different strategies like inbound, outbound, account-based marketing, customer success, demand generation units, and partnerships. It notes that most changes fail due to issues with culture, data, and process. The presentation then focuses on specific challenges and best practices for each strategy, and how LeanData's platform can help address them by routing leads appropriately, tracking metrics, and integrating various marketing and sales technologies.
Discover the best practices and considerations for engagement marketing success!
For digital transformation to be achieved, businesses need to think about their wider business strategies considering the people, processes and technology required to leverage an effective results-focused marketing strategy.
This event from Marketo and digital consultancy partner, SuccessFlow, follows the trend of many marketers investing into marketing platforms with no digital strategy. Doing this can lead to wasted time and budget, and there is often limited ability to track success of your marketing automation investment.
Win More Sales: CRM for the Quota-Busting Sales ExecutiveApttus
For some sales executives, their CRM app just doesn’t provide enough real value for the complexity and high cost. Low sales adoption, rising user subscription fees and a challenging user interface have some sales leaders looking for alternatives. In this session, we’ll discuss CRM that will get sales execs the results they need and deserve. If you’re ready for a change, join us.
www.klipfolio.com/marketing
www.stratigent.com
Watch the video: https://youtu.be/O1Z10OiMm0k
In this webinar, you will learn/see:
- Why marketers need digital dashboards - The CMO’s perspective
- How to save countless hours of putting management reports together with a marketing dashboard
- The top marketing metrics and KPIs you need to be tracking in your dashboard
- How to make a marketing dashboard project a success
- A live demo of a marketing dashboard
The Missing Role from your Customer Success Org Chart: Customer Success Opera...Gainsight
Customer Success executives are realizing a new need for Customer Success Operations as a role in their organizations. As Customer Success become more mature, measurable, and process driven, there needs to be someone who is accountable for administering the programs and playbooks.
Customer Success Operations isn’t all that different from Sales Operations from a role perspective, but because CS Operations is an emerging role many teams are fighting an uphill battle to make the hire. Even after they secure the hire, a lot of teams struggle to hire the right candidate for the Customer Success Operations role. The Gainsight Customer Success team will walk you through the basics of Customer Success Operations and discuss why teams should consider hiring for this impactful role.
Inherited Marketo? Making it Work for Your OrganizationCindy Zhou
The document provides guidance for organizations that have inherited a Marketo marketing automation platform on how to optimize its usage. It recommends conducting interviews with marketing, sales, sales operations, and executive teams to understand how Marketo is currently being used and define key concepts like lead scoring and sales processes. It also suggests developing a plan to cleanse and augment data, refine lead definitions and scoring, improve nurturing and reporting, and demonstrate value to sales. The goal is to maximize Marketo's potential by engaging teams, establishing best practices, and focusing content and outreach on moving leads through the sales funnel.
Stop the Sales Insanity - How 5 Simple Stages Can Transform Your Sales Force Mike Kunkle
Watch the webinar recording at http://bit.ly/EdCastKunkleRecording06272017
These are the slides from the webinar I delivered with EdCast on 6/27/2017. I've seen this simple 5 stage system radically transform sales force behaviors in as little as 3-6 months.
The document provides an overview of a Business Process Review (BPR) workshop. The objective of the BPR is to document current go-to-market and CRM processes to better handle daily, monthly, quarterly, and ad-hoc business activities. The BPR will involve reviewing processes, identifying risks, estimating resource needs, and setting expectations. Key areas that will be reviewed include segmentation, lead definition, sales stages, marketing and sales alignment, and CRM operations. Various worksheets and tools will be used to conduct a fit/gap analysis and define roles and responsibilities.
The document provides an overview of defining success metrics using the 7 Domains framework. It discusses the 7 Domains, which are Vision, Metrics, Roadmap, Governance, Adoption, Process, and Technology. The agenda includes an overview of the 7 Domains, explaining why defining success metrics is important, discussing business goals, value drivers, metrics/KPIs, and capability mapping. It emphasizes aligning metrics with business objectives and value drivers, defining relevant KPIs to measure success, implementing KPIs with supporting data and buy-in, and optimizing KPIs through feedback.
Digital analytics provides insights into customer behaviors online to continually improve the customer experience and drive business outcomes. A complete digital analytics model includes measuring customer actions, reporting on performance, analyzing data through segmentation, testing optimizations, and improving practices based on learnings. Developing a measurement plan is the first step, defining objectives, goals, key performance indicators, targets, and data segments. The plan informs the infrastructure roadmap, implementation plan, activation plan, and maintenance process to evolve analytics over time. Holistic, active, and media-agnostic measurement approaches account for all relevant customer touchpoints across channels and devices.
2015 01-08-anatomy of high impact marketing ops team r6tbdenney
Baxter Denney of New Relic, and David Lewis of DemandGen go through the characteristics of the best Marketing Operations teams in this webinar presentation.
The document provides an agenda for a sales management meeting covering various topics such as the functions of a sales manager, sales operations strategies, key performance indicators (KPIs), sales commission structures, sales planning, forecasting, and more. It includes definitions of sales management, the functions of a sales manager including planning, organizing, leading, and controlling. It also discusses qualitative and quantitative sales forecasting methods, moving average forecasting techniques, and the importance of sales analysis through reporting on metrics like the sales funnel and close ratio.
Similar to Revenue Ops: Our Proven Framework for Massive Pipeline (20)
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
1. The document outlines different types of sales leads and strategies for connecting with prospective customers based on their relationship and familiarity with a company.
2. It categorizes leads as inbound, outbound, or bridgebound based on factors like whether the prospect knows the company, their history of interactions, and symptoms or problems that indicate they may be actively looking for a solution.
3. For each category of lead, it provides examples of premises or triggers that could justify outbound outreach, with the goal of either getting them to take a meeting or ultimately purchase.
Comprehensive Encyclopedia of Sales PlaysSales Hacker
This document outlines a 16-day roadmap for LinkedIn outreach that includes researching connections, sending cold emails and calls, following up on past outreach, and analyzing a contact's LinkedIn profile for relationship building opportunities. It also categorizes different types of outreach approaches such as inbound, postbound, bridgebound, and cold outbound outreach.
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
The Link between Sales Happiness, Performance and TechnologySales Hacker
The webinar discussed a study by Harvard Business Review Analytic Services on the relationship between sales team happiness, performance, and technology. The study found that 81% of very happy sales teams reported increased annual sales, compared to 59% of less happy teams. Key factors for happiness included supportive leadership, a social and transparent culture over a goal-driven one, and technology that enables the team rather than just manages them. Choosing the right CRM is important for sales team happiness and performance.
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
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Revenue Ops: Our Proven Framework for Massive Pipeline
1. Developing a Successful
Revenue Operations Function
Marcus Bening
Vice President of Revenue
Operations @ Outreach
Erin Bush
Sr. Director of Revenue
Operations @ LeanData
Colin Campbell
Director of Marketing @
Sales Hacker
2. Agenda
Defining Revenue Operations
Why Revenue Operations, Why Now?
How LeanData Does RevOps
How Outreach Does RevOps
Implementing RevOps at Your Organization
4. Go-to-Market Execution Is Complex
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CUSTOMER
SUCCESS
DEMAND
UNIT
WATERFALL
MARKETING
PARTNERS
DIGITAL
CONTENT
ABM
INBOUNDOUTBOUND
SDR
• 60–70% of B2B Buyers Journey is Digital
• 7–9 People Involved
DIRECT SOCIAL
5. Fragmented GTM Approaches Stall Business Performance
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SILO’ED TEAMS
WITH NO
ORCHESTRATION
MULTIPLE
GTM MOTIONS
MULTIPLE
DISCONNECTED
DATA SYSTEMS
OPS
• Inefficient Processes
• Inaccurate Data
• Lack of Coordination
COMPANY
• Lower Rep Productivity
• Broken Buyer
Experience
• Slower Revenue Growth
THE RESULT:
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6. Operations Is Consolidating Around Revenue
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CUSTOMER
SUCCESS
OPS
SALES
OPS
MARKETING
OPS
PARTNER OPS
Revenue
Ops
16. Revenue Operations Framework: Align People, Process and Data
GTM
PLANNING
GTM
EXECUTION
GTM
ANALYTICS
• Execute GTM motions:
inbound, outbound
(SDRs), ABM, Channel,
Upsell
• Match leads to accounts
• Route revenue data to
the right people
• Design joint SLAs
• Program performance
and effectiveness
• Measure, Evaluate,
improve
• Begin to blend Operations
teams
• Plan geos, segments,
accounts, capacity
• Annual/quarterly plan for
pipeline, conversions,
bookings
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17. Start with Planning
GTM
PLANNING
• Break down GTM steps
○ Awareness
○ Pipeline
Conversion
○ Customer
Conversion
• Build hiring/coverage plan
based on conversion
expectations from stage
to stage in GTM plan
• Align regional/industry
focus across GTM teams
• Who is our Target Customer
○ Identify ICP
○ Identify Target Personas
• What problem do we solve
• How do we tell our story
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18. Align Process Across teams
GTM
EXECUTION
• Every action has a
trigger, owner, and
follow up
• Create a seamless
experience for the
customer
• Automate what you can
○ Assignment
○ Notification
○ Conversion
○ Data capture
• Build hand-off steps across
the sales process
• Marketing to Sales
Development
• Sales Development to Sales
• Sales to Customer Success
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19. Focus on Enablement & Communication
GTM
EXECUTION
• Connected GTM Message
○ Problem we solve
○ Who we solve it for
• Customer Stories
• Sharing Best
Practices
• Continuous learning
• New Hire Onboarding
• Ongoing Training
○ Sales Skills
○ Process/Tools
○ Product
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20. Aligned Metrics
• Track performance against
plan at each stage
○ Engagement/MQA
○ Conversion/Opp
○ Pipeline
○ Win
GTM
ANALYTICS
• Gain insight into what’s
working and ROI with
Marketing Attribution
○ Deal Creation
○ Deal Influence
• Create Performance metrics
that create alignment across
teams and add up so that
reaching individual goals
leads to the team hitting the
overall goal
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21. One Tech Stack
GTM
PLANNING
GTM
EXECUTION
GTM
ANALYTICS
• Hand-offs across teams
• Define functional areas
for system requirements
• Invest and implement at
the right growth stage
• Forecasting
• Performance Metrics
○ Campaigns
○ ADRs
○ AEs
○ Customer teams
• One source of truth for data
○ Account firmographics
○ Contact info
• Supports All GTM
Functions
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23. Outreach RevOps Journey: When We Started...
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1. Started as “Sales Ops” (but de facto supporting Sales
Development, Sales and CS)
2. Enablement running separate
3. Marketing Ops separate (but with close connection)
4. Insights deficit
5. Ops Roles vertically defined (Sales Ops PM, CS Ops PM, etc.)
6. Opportunistic (yet efficient) approach to problem solve
24. Outreach RevOps Journey: Today
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1. Re-’branded’ as ‘RevOps’ (yes, we had T-Shirts made)
2. Integrated Enablement into RevOps (and rebuilding that function)
3. Established SLA and business rhythm with Marketing Ops
4. Incubating/formalizing a new Insights function
5. Ops Roles are defined with funnel relevancy (Lead to Oppty,
Oppty to Quote, Quote to Order, Order to Onboard, Onboard to
Adopt, Adopt to Renew/Expand)
6. Key partnerships (GTM Leadership, Finance, Product Marketing,
etc…)
25. 25
Focus on 4 Functions (FFF)
PROCESS ENABLEMENT
SYSTEMS &
TOOLS
DATA & INSIGHTS
Excellence Productivity Relevancy Stories
What?Why?What?
● Process consistency &
innovation
● Strategy & Planning
● Project mgmt
● Change mgmt
● Rhythm of the Business
● Onboarding
● Learning &
Development
● Content mgmt +
delivery
● Tech stack
● Solution design +
implementation
● Integrations
● User experience
● Support decision making
● Data + Context = Insights
● Operational + Strategic KPIs
● Analytics: leading + lagging
indicators
26. #PROSPECT #MQL #SQL #COMMIT #LIVE #MRR #LTV
#SAL
Lead to Oppty
Oppty to
Close
On-
boarding Adoption Expansion
AWARENESS EDUCATION
adapted from: Winning By Design | SaaS Sales Method
SELECTION ONBOARDING
USING/
IMPACTING
GROWING
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Full Funnel Revenue Operations: We mean it
● Operationalize the
customer journey
● (Internal) customer
obsession becomes
real
● Facilitates scaling
28. Map Out GTM Process
Target
Marketing Lead
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Deliver
CX Lead
Engage
Sales Lead
GTM
PLANNING
GTM
EXECUTION
GTM
ANALYTICS
29. Identify Opportunities for Better Alignment
• Go to Market Model
○ Ideal Customer Profile
○ Target Personas
○ Do Marketing and Sales target the same way?
• Enablement
○ Messaging
○ Process
○ Systems
• Metrics
○ Leading Indicators
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30. Work Across Defined Functions
Revenue Operations has to effectively collaborate with:
○ Revenue stakeholders (Revenue producing teams):
■ Marketing
■ Sales Development
■ Sales
■ Customer Success
■ Professional Services
■ Partners
○ Supporting stakeholders:
■ Finance
■ Legal
■ Product
■ Engineering
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