Category: Onboarding
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The Sales Playbook
This blog is an update to my previous posts on the Sales Operations Playbook. I wanted to look at and address the issues with a drift away from your fundamental primary sales playbook. Definition: A Sales Playbook is a structured guide that outlines how your sales organization sells — the messaging, steps, processes, tools,…
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Why AI Agents Could Run Your Next QBR (and That is Not Crazy)
How revenue teams are moving from static, retrospective business reviews to dynamic, AI-driven performance systems. Quarterly Business Reviews (QBRs) are supposed to be the heartbeat of the GTM engine—a structured moment to evaluate performance, identify risk, and align on strategy. But be honest: for most companies, they are bloated PowerPoints, backward-looking commentary, and rushed action…
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Developing a RevOps-Centric Culture
Why it matters In Revenue Operations (RevOps), tools and processes are only as strong as the people who adopt them. A cutting-edge tech stack or a meticulously designed process will fail if sales, marketing, customer success, and finance don’t see the value—or worse, see it as extra work. That’s why building a RevOps-centric culture is…
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From CRM to Revenue OS: Why the Tech Stack Needs a Rethink
For nearly two decades, the CRM has been positioned as the “source of truth” for go-to-market teams. It was the hub for contacts, opportunities, activities, and reporting. But today’s revenue engines are more complex, more automated, and more data-dependent than traditional CRM was ever built to support. The result: most organizations now operate with a…
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RevOps and the Rule of 40
“RevOps and the Rule of 40” sits right at the intersection of growth efficiency, operational alignment, and strategic financial discipline. Let’s unpack it. 🚀 RevOps and the Rule of 40: Balancing Growth and Efficiency in the GTM Engine What is the Rule of 40? The Rule of 40 is a financial benchmark used to assess…