Revenue Operations
Everything we have published on revenue operations platform: 6 guides for B2B revenue teams, anchored by What Revenue Operations Actually Means When You Have to Run It.
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revenue operations platform
What Revenue Operations Actually Means When You Have to Run It
RevOps gets defined as "aligning sales, marketing and customer success," which tells you nothing about what to do on Monday. Here is the operational v
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lead routing
Lead Routing: Speed Matters More Than Fairness
Most routing rules are designed to distribute leads fairly between reps. The buyer does not care about fairness, and the cost of the delay dwarfs the
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pipeline coverage ratio
Pipeline Coverage Ratio: Why 3x Is a Guess and What to Use Instead
3x coverage is a rule of thumb someone else derived from their win rate. Yours is computable in an afternoon, and it is usually not 3x.
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sales pipeline stages
Sales Pipeline Stages That Two Reps Would Score the Same Way
If two reps would put the same deal in different stages, every number downstream (conversion, coverage, forecast) is measuring opinion.
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revenue operations tech stack
The Revenue Operations Tech Stack, Priced Honestly
The eight-tool stack is not expensive because of the subscriptions. It is expensive because of the three places the same contact exists in a slightly
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small business crm
The Small Business CRM Playbook: Five Habits That Keep Data Clean
Nobody abandons a CRM on purpose. It dies from a hundred skipped updates, and by the time the pipeline report is wrong nobody trusts it enough to fix