The RevOps Weekly
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 ReadingWhy 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 ReadingAre 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 ReadingAsk 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 ReadingThis 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 ReadingIs 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 ReadingYou 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.
Continue ReadingWhy aren't your Salesforce reports showing you accurate data that you can actually use? There's a simple solution, but you might not like it.
Continue ReadingWe often confuse what makes a "good" prospect and what makes a "ready" prospect. Figuring out the difference (and what to do with each) will have you scoring accounts better than most B2B SaaS companies.
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