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 […]
Tag: growth operations
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, […]
Just Can’t Get Enough
Figuring Out Your Pipeline Coverage Multiple
Same Old Song and Dance Pipeline. The sum of all deals that a rep could potentially close at a future date (this month, quarter, year, etc.). It’s the lifeblood of B2B sales. No pipe, no chance of hitting the year. Too little pipe, same result. Why? Because reps can’t close what they don’t have, and […]
Parking Lot Party
Avoiding Pipeline Parking Lots
Same Old Song and Dance We’ve all been there as leaders in sales and sales ops. We’re humming along with our usual forecasting cycle and there it is: a huge chunk of pipeline sitting on the same date, usually the last day of the month, quarter, or year (looking at you, December 31st). This favorite […]