Same Old Song and Dance One area that early stage Revenue leaders know is important but typically falls down the list is enablement. When faced with sky-high priorities, like closing deals and managing pipeline, it feels like enablement can wait one night. And defining it adds another complication: what is enablement? The word gets tossed […]
Author: Year Six
What’s My Age Again?
Why Deal Aging is Important
Same Old Song and Dance Few things worry B2B revenue leaders more than pipeline management. Of the 182 things leaders need to do each week, it’s one of the more difficult: dozens of deals, all with varying amounts and in different stages, all sitting at future dates on the calendar. Collectively, it’s supposed to represent […]
Feels Like the First Time
Getting Started with Process Documentation
Same Old Song and Dance One of the core functions of RevOps is to streamline processes and drive efficiency across all groups in the Revenue organization. For early-stage companies, this means establishing a baseline of operations and more importantly, getting the steps on paper. As unsexy as the idea of documenting processes is, you can’t […]
Who Can It Be Now?
Finding Your First RevOps Hire
Same Old Song and Dance Revenue leaders who are lucky enough to set up a RevOps team often don’t know who to bring on as the first hire. Whether hearing about RevOps for the first time from a board member or having worked with RevOps teams in prior roles, the leader might not be sure […]
Even Flow (Part II)
Pipeline Flow Across Deal Stages
Same Old Song and Dance Sales leaders in complex B2B selling environments know that it’s not enough to know how much pipeline they’ve got. They also need to know how the pipeline got to that point. What changed in the last week, month, quarter, etc? Which deals increased or decreased? Which ones pushed? How about […]
Even Flow (Part I)
Pipeline Flow Across Reporting Periods
Same Old Song and Dance Sales leaders in complex B2B selling environments know that it’s not enough to know how much pipeline they’ve got. They also need to know how the pipeline got to that point. What changed in the last week, month, quarter, etc? Which deals increased or decreased? Which ones pushed? How about […]
867-5309
Know your industry benchmark numbers
Same Old Song and Dance As sales leaders in complex B2B selling environments, it’s easy to get caught up in the numbers: revenue closed, revenue to-go, closed lost, pipeline created, pipeline coverage multiples, pipeline per stage and per rep, leads created, monthly, quarterly, etc. Keeping track of it all is hardly a good time. Luckily, […]
I Can See Clearly Now
Forecasting Your Sales Pipeline
Same Old Song and Dance Forecasting sales pipeline accurately in a complex B2B environment is challenging: deciding when to start counting deals as pipeline, selecting the correct deal valuation, determining your weighting methodology, sorting through unclear deal stages, and knowing when you have enough forecasted pipeline to hit your number are typical hurdles sales leaders […]
You Spin Me Right Round
Stop Playing Reporting Roulette
Same Old Song and Dance It’s not easy to lead an enterprise B2B sales team. In addition to being responsible for hitting the number, there’s pipeline management, forecasting, process improvements, people issues, and a dozen other things to consider. There’s also tremendous pressure to show that things are going “up and to the right” at […]
How Will I Know?
Creating Verifiable Outcomes for Each Deal Stage
Same Old Song and Dance Complex B2B selling is hard. Multiple decision-makers, weeks or months of conversations, competitive offerings to overcome, several contract terms to negotiate…. So many things can go wrong along the way, even for the most experienced sellers. Keeping it all straight requires designing a sales process with several stages that reflect […]