The SDR Role is Dead
The SDR role as we know it is dead. It's completely unsustainable. But that doesn't necessarily mean it's the end for SDRs. Here’s a breakdown of why this is happening and what to do about it.
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The RevOps Weekly
Why Companies Fail with Salesforce
I spent 3 years at Salesforce: 1) Watching customers waste their money and 2) Getting zero impact from their rev tech stack. Here's what I learned.
Continue ReadingBottoms Up GTM Planning
It's planning season. Is your company already setting itself up to miss next year's targets? Top Down planning is based on hopes and dreams – here's how to make a plan you can bring to your board with more assurance and more connection to reality.
Continue ReadingRun More Effective GTM Experiments
Why is it so common for B2B SaaS companies to commit "random acts of GTM"? Launching and killing off initiatives without a plan in place will absolutely stop you from scaling profitably. Here's how to run effective GTM experiments so you can focus on what works and iterate fast.
Continue ReadingImplementing Sales Process into the CRM
Are you using Salesforce to ensure reps are executing the sales process properly? This is the same tactic used by many of the top performing B2B SaaS companies I’ve worked with – including Salesforce themselves.
Continue ReadingBusiness Acumen is BS
Ask most CROs and sales leaders what the key skill is for salespeople and many will say “business acumen.” It’s what separates good from great salespeople. It’s also complete bullshit.
Continue ReadingHow to Generate More Expansion Pipeline
This AE missed a huge expansion opportunity. Are your AEs making the same mistake? Here's what they should be doing to increase expansion pipeline.
Continue ReadingHow RevOps Should Handle Mergers and Acquisitions
Is your RevOps team prepared to help with M&A? Get your own editable copy of our Mergers and Acquisitions cheatsheet for RevOps and ensure the smoothest integration possible.
Continue ReadingHow to Conduct Pipeline Reviews Like Salesforce
You don't trust your pipeline and reps aren't executing the sales process because training is not enough. Instead, here's how Salesforce almost forces reps to learn and adopt their process by baking it into everything they do.
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