Pipeline Hygiene that 25Xed MQLs to Closed Won
A strong-looking pipeline doesn't always mean real revenue. Learn how one $400M B2B SaaS company uncovered hidden risks—and the simple shifts that drove a 25x jump in conversion rates.
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The RevOps Weekly
9 Steps to Improve Lead Conversion
So many companies pour budget into lead gen, only to lose the leads they generate due to poor lead management processes. Here are 9 steps to improve your lead-to-qualified pipeline conversion rates.
Continue ReadingPredict Churn with a Customer Health Scoring System
Poor customer health monitoring is a revenue problem. So why do so few CROs and revenue leaders ensure their company has an optimized Customer Health Scoring system in place? Here's how to do it.
Continue ReadingNot All GTM Metrics Tell the Full Truth: CAC Payback vs GTM Efficiency
Think your CAC Payback looks good? So did these two companies—until one realized their growth had completely stalled. Here's the metric that actually shows if your GTM strategy is working.
Continue ReadingHow to Drive Adoption of Your GTM Processes
Is your company funneling resources into tech tools, process design, and training, only for the results in performance and revenue to be disappointing and inconsistent? Adoption might be your problem.
Continue ReadingEssential CS Processes for GTM Visibility After the Sale
Customer retention is the lifeblood of recurring revenue businesses. So why are CS metrics and processes so frequently neglected? Here are the critical CS processes that every B2B SaaS should have (and why).
Continue ReadingSales and Pipeline Processes Required for Accurate GTM Metrics
The following processes are not “nice-to-haves”, they’re essential for maintaining accurate and consistent Pipeline Generation metrics, Pipeline Management Metrics, and most of your Financial and GTM Metrics.
Continue ReadingMarketing and Inbound Processes Critical for Accurate Metrics
We've outlined all of the critical, foundational processes and definitions required to ensure your marketing and inbound metrics are accurate (which in turn effect most other metrics downstream).
Continue ReadingWhat’s the Difference Between a CRO and GTM Ops?
When revenue growth stalls and the reason feels elusive, that's usually when a new CRO and/or VP of GTM Ops is hired. But plenty of companies continue to run without both of these roles. Here's why that's a costly decision.
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