Category: Playbook
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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…
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The Revenue Operations Roadmap
In my previous post on “Agents of Change,” we discussed using the W5 & H of change. Now we are going to review how we would use this methodology to build the Revenue Operations roadmap. I want to begin this post with a quote by Antoine de Saint-Exupéry “A goal without a plan is just…
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Customer Success & Revenue Operations
In this post, I want to talk about the emergence of Customer Success. The Customer Success Association has defined this as “a long-term, scientifically engineered and professionally directed business strategy for maximizing customer and company sustainable proven profitability.” They further define this as integrating the functions of Marketing, Sales, Professional Services, Training, and Support into…