Designing a Sales System that Improves Sales Rep Performance
Let’s start off with a quick fact: Sales is a mathematical system. Here’s the simple breakdown of the system: Leads come in. ...
Dan Bruce •3 minute read
The Problem With How We Are Measuring Leads
Full funnel measurement is the holy grail for revenue operations and marketing leaders. If you can measure everything from...
Dan Bruce •4 minute read
The value of a Revenue Operations team
In 2017 we published The RevOps Framework – defining Revenue Operations as a new department that manages full funnel operations...
Dan Bruce •3 minute read
Conquering Your Pipeline Fears
The Fear. It’s that familiar, uncomfortable feeling in your gut that keeps you up at night. As a kid, I always worried about...
Marko Savic •3 minute read
What’s the deal with deal stages?
Picture this – you’re in a pipeline review meeting. Your team is discussing deals in various stages of your funnel. And as...
Marko Savic •4 minute read
How to Prioritize Your RevOps Projects
Now is a great time to focus on your operational strength as a revenue organization. Revenue Operations has a large gamut of...
Marko Savic •3 minute read
Rebuild your forecast from the ground up to improve your win rates
As we move to the end of Q2, conversations are moving quickly from "how do we respond to COVID-19?" to "how do we ...
Marko Savic •5 minute read
Capital efficient growth is the new north star for SaaS
Build marginal gains with daily, focused discipline. There’s a trade-off between growth models; either invest as much...
Marko Savic •4 minute read
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COVID-19 – The Importance of Evidence-Based Decision Making
At the beginning of March, many conversations with clients, prospects and partners started with, “How do you think COVID 19 will impact you and the...
James Mulligan •2 minute read