Mark Hudson

Category: Playbook

  • Revenue Operations – The gears to make revenue flow. Part III (Customer Success Operations)

    Customer Success (onboarding/expansion/retention)  Customer Services operations involve working with professional service teams, customer success teams, customer support teams, and customer experience teams to make it as efficient as possible for those teams to create an outstanding customer experience. To do so, service operations specialists will support and amplify team capacity, set up and maintain infrastructure…

  • Revenue Operations – The gears to make revenue flow. Part II (Sales Operations)

              In this post, I want to focus on the Sales Executive. Your Head of Sales is tasked with Sales Strategy, Organizational Design, and investment as well as Talent management, the Demand engine, Sales Execution, and Sales productivity. To meet these goals RevOps plays a key role. Sales (pre-sales/acquisition) Sales operations…

  • Revenue Operations – The gears to make revenue flow. Part I (Marketing Operations)

    Let start this post with a definition of Revenue Operations. Revenue Operations (RevOps) is the flattening of the silos between sales, marketing, finance, and customer success operations, which keep all teams accountable to Customer, Revenue, and Profitability. As a RevOps professional your focus is the metrics, tools, and SOP’s for the entire prospect/customer lifecycle and…

  • Sales Operations Playbook Part II

    Training & Development It is vital to the organization that you look at how your company provides ongoing training and development. These should be two separate activities, and your playbook should manage these separately Training is meant for your Reps, it is reactive and should focus on, Your Product, The Buyers Journey, The Customer Journey,…