Mark Hudson

Category: Playbook

  • The key players to know in the complex B2B sale.

    You have spent time on building out your TAM, you have designed your Company’s ICP, you have developed your buyer persona’s, you developed and refined a good Account Score. But Sales are not closing at the anticipated rates you expect. Why? Here is a possible answer, Sales did not identify the Key Players in the…

  • 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…