A blog about revenue operations.
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The Deal Desk
Deal Desk Definition: A deal desk is a centralized team or function within a company that supports and facilitates the sales process, particularly regarding complex or large deals. The primary role of a deal desk is to streamline and manage the administrative, financial, and legal aspects of a deal, ensuring that it aligns with company…
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The rise of RevTech bloat.
The changes in how buyers buy and sellers sell have led to unprecedented growth in tools to support the customer journey from “Awareness to Advocacy,” we now have hundreds if not thousands of new tools available for a company to use. In addition, growth in RevTech AI tools has also increased, with apps such as…
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Office Politics and RevOps
RevOps is a “team role,” not a solo role. As a leader in RevOps, you need to grow your ability to negotiate continuously, influence, engage, convince and persuade effectively to get things done. I was taught that “Management is the art of getting things done through others.” So what has that to do with Office…
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Why there is no such thing as Best Practices
Recently I was requested to develop a series of “best practices” for lead management from the cradle to the grave, including the service level agreement on a “what is a lead” from Marketing to Sales. I asked what “best practices” looked like to them, and they said they wanted to adopt the best practices of…
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The Career Roadmap for the Revenue Engine
As a revenue operation leader, one of the essential tasks is enablement, including setting up your teams for success. Success will consist of bringing enablement practices to sales, marketing, and customer success. As part of your charter, you have responsibility for Onboarding, Coaching, Professional Development, and Continuous Training. In this post, I want to focus…