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
How to think about Leads vs. Contacts in Salesforce
This post is adapted from an essay I wrote for Modern Sales Pros. Due to popular demand for a more shareable version, I’m posting it here. ...
Marko Savic •4 minute read
The Silo-Breaking Workshop
So how do we get alignment from here? The solution sounds obvious, but it’s tough to pull off in practice – and that’s to get everyone in the...
Marko Savic •6 minute read
4 Best Practices for Inbound Lead SLAs
Work every single lead to it’s fullest with a carefully crafted SLA Inbound leads SHOULD be your best leads and the easiest for your team to work. ...
Dan Bruce •3 minute read
Finding the failure points in your funnel
Would you feel confident about making any sort of important decision with only 7% of the data available? Well, many companies today are doing...
Dan Bruce •3 minute read
Sales cadence best practices: Stop killing your leads...retrieve them
An effective sales cadence is supposed to take a lead from cold to hot, from unaware to intrigued, from lead to an opportunity – right?
Dan Bruce •4 minute read