Category: Sales Operations
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RevOps the agents of Change
In the previous post on Revenue Operations, I shared the four core functions you would bring to your role: Operations Enablement Insights Tools Diving deeper into what these four elements represent, you will own the following for your organization: -Maintain go-to-market alignment. -Define and drive the process. -Create and maintain a revenue roadmap. -Manage the…
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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…
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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…
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How to create an Account scoring model.
In this short post I want to review the what an Account Score is and what elements that you want to include to develop an Account Scoring Model. First, we need to define what a Lead Score is, and how that can influence and build the Account Score. A lead score is based on an…
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The B2B Buyer Persona
In previous posts we reviewed the TAM (Total Address Market) and the ICP (Ideal Customer Profile). Now we need to fill out details on our ideal buyer or decision maker. First, we need to define what a Buyer Persona is? A Buyer persona is a simplified fictional depiction of your customers and the primary roles…