Mark Hudson

Category: TAM

  • 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,…

  • Quota Setting That Doesn’t Backfire: A Sales Ops Perspective

    Best practices for quota planning across different growth stages Setting quotas is one of the most high-stakes levers in Sales Operations. When done right, quotas motivate performance, align strategy with execution, and drive predictable revenue. When done wrong, they lead to missed targets, burned-out reps, and broken trust. At different stages of company growth, quota…

  • Ensuring Data Privacy Compliance in RevOps:

    Strategies for Meeting GDPR, CCPA, and Beyond As Revenue Operations (RevOps) becomes increasingly central to modern go-to-market (GTM) teams, the responsibility of managing customer data across marketing, sales, and customer success has never been more critical—or more regulated. With laws such as the General Data Protection Regulation (GDPR) in the European Union and the California…

  • Aligning KPIs with Business Objectives:

    A Step-by-Step Guide for RevOps Leaders There is no shortage of metrics in the high-stakes Revenue Operations (RevOps) world. Pipeline coverage, conversion rates, dials per rep, lead velocity, MQLs, and more—dashboards are bursting at the seams. But while RevOps teams often excel at measurement, they sometimes fall into a dangerous trap: Measuring what’s easy instead…

  • Building a RevOps Team:

    Roles, Responsibilities, and Skills Needed As organizations grow and scale, the need for streamlined revenue operations (RevOps) becomes increasingly critical. A well-established RevOps team drives operational efficiency and aligns marketing, sales and customer success teams toward a common revenue goal. In building a practical RevOps function, it is essential to understand the various roles within…