Category: Uncategorized
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Implementing Revenue Intelligence Tools in B2B GTM Teams
Unleashing Revenue Intelligence: Centralizing Conversational Data, Pipeline Health, and Forecasting Revenue intelligence platforms like Gong, Clari, and People.ai unite formerly fragmented data (CRM records, call and email transcripts, calendars, and even marketing tools.) into a single source of truth. By automatically logging conversations and customer interactions, these tools surface actionable insights across the deal funnel.…
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Optimizing Lead Scoring Models:
From Static Scores to Dynamic Insights Many organizations still rely on outdated lead scoring models that do not reflect the changes in today’s buyer behaviors. This post walks through how to build a dynamic lead scoring model using firmographics, intent data, and historical win rates—plus how to A/B test your approach to improve SQL conversion.…
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What Is a Sales Methodology Part II
How to Choose, Apply, and Benefit from the Right Approach for Your Sales Team The B2B Sales Model: What is best for your team? In B2B sales, several models are commonly used depending on the product complexity, deal size, sales cycle length, and buyer behavior. Here are the most widely used ones: 🧠 Qualification-Focused Frameworks…
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The RevOps Maturity Model: Where Does Your Business Stand?
In a competitive, data-driven business environment, companies can no longer afford to operate with siloed sales, marketing, and customer success functions. Enter Revenue Operations (RevOps)—the strategic alignment of these key departments, driven by a centralized approach to technology, data, and process. However, not all RevOps functions are created equally in every company. Businesses fall across…
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The Handoff Sales-to-Services
If you have ever watched a customer relationship unravel after the deal is signed, you know the pain of a poor sales-to-service handoff. I have seen it firsthand while leading Sales and Revenue Operations at a fast-paced SaaS company. Deals closed excitedly, only to fizzle during onboarding due to miscommunication, lack of prep, or duplicated…