Most GTM Reporting is Useless
Why 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.
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The RevOps Weekly
Most Of Us Are Doing Account Scoring Wrong
We 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.
Continue ReadingThe Secret KPI You Should Be Tracking
If you want pipeline insights that actually help improve revenue outcomes, you should be tracking pipeline progression. So few companies do, it might as well be a secret. (Bonus: We'll show you instructions on how to build the report in Salesforce!)
Continue ReadingStrategies For Fine-Tuning Your GTM Motions
Don't have time to watch the full Revenue Factory Webinar? We break down some of the key concepts we covered here, including actionable strategies for fine-tuning your GTM motions.
Continue ReadingYou Don’t Need a New SDR Leader
Here's the real reason your SDR team isn't working – and what you should do to fix it before resorting to hiring, firing, or changing software.
Continue ReadingCreate Strategic Alignment with a Pipeline Council
When it comes to tightening up your pipeline, basic pipeline reviews and sales/marketing meetings just don't cut it. You need a pipeline council -- a committee of cross-organizational representatives that don't hold any punches when it comes to finding and fixing root issues.
Continue ReadingMake the News in RevOps, Don’t Report the News
Make your next RevOps meeting more strategic, valuable, and impactful in as little as 1 hour.
Continue ReadingInbound Lead Qualification and Routing
Most B2B SaaS companies don't follow proper inbound lead qualification criteria – then wonder why most of their leads don't convert. If you're one of them, this newsletter will show you what to do.
Continue ReadingWhat Does “Account-Based” Really Mean?
Top performing B2B SaaS companies understand the real meaning of "account-based". Here's how they're doing ABM.
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