Category: TAM
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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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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 Ideal Customer Profile aka ICP
In my previous post, How to Execute A Successful Sales Territory Business Plan? We discussed how to build a TAM. I do not want to confuse this with the Ideal Customer Profile or “ICP”. The TAM is used to define the right audience. This is the universe of everyone you can sell to and is…
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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…
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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…