RevOps Co-op Weekly #114 - Sales Operations: Designing Territories
With over 15 years of experience in Consulting, Finance, and Analytics, Jeff Ignacio is a true expert in the field of sales operations and RevOps. We're excited to partner with him on a new 12-week co
RevOps Co-op provides resources, content and community for those who ❤️ revenue operations. This weekly newsletter features collected tweets, posts and thoughts on a variety of RevOps topics. We also have a private Slack community with > 6000+ RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
RevOps education is back…AND based on community feedback, the course catalog has expanded!
Check out our 2023 Q1 Education Line-up:
Unleashing RevOps Impact (R.O.I.) by @Jeff Ignacio (ex-Amazon, ex-Google, currently Head of SalesOps at Forethought.ai)
Sales Operations Masterclass by @Jeff Ignacio (ex-Amazon, ex-Google, currently Head of SalesOps at Forethought.ai)
Product Management Fundamentals for RevOps by @Erol Toker (ex-Google, now CEO and Founder @ Truly.co)
Classes start January 2023!
Sales Operations: Designing Territories
In case you aren’t yet familiar with Jeff Ignacio, Head of Marketing and Sales Operations at Forethought, consider this your introduction. With over 15 years of experience in Consulting, Finance, and Analytics, Jeff is a true expert in the field of sales operations and RevOps. He has worked with companies such as Intel, Google, and AWS, helping them to develop scalable and repeatable selling processes and drive revenue growth.
At the RevOps Co-op, we are excited to partner with Jeff on a 12-week course called the Sales Operations Masterclass that is designed to help sales operations professionals establish a structured methodology and grow their careers. The course covers topics such as sales strategy and planning, operating sales cadences, territory management, pipeline management and forecasting, CRM construction, and quota and incentives.
In today's business world, having a strong and effective sales operation is more important than ever. Companies that can quickly adapt to these changing market conditions and customer needs will be best positioned to succeed. This is where Jeff's expertise comes into play (and it sure is timely, no?!) With his deep understanding of the industry and years of experience, he can help businesses improve their sales processes and drive revenue growth.
One of the key components of a successful sales operation is territory management. Jeff breaks this topic down in his newsletter, The RevOps Impact, and has agreed to ungate an article on the subject with our readers. In the article, titled "Sales Operations: Designing Territories," Jeff provides insights and practical tips on how to create and manage territories to maximize sales effectiveness.
To give you a glimpse into Jeff's approach to sales operations, we have included an excerpt from the article below:
“By combining real-time, account level CRM information, broad geolocation data and third party market data, progressive businesses can optimize territory design to:
Maximize the return on sales resources
Shorten and improve the territory planning process
Reduce travel inefficiencies and related costs for field sellers
With the increasing digital transformation of sales, businesses can now capture and access real-time information that increases the precision, accuracy, and strategic value of territory design.”
To read the full article and learn more about Jeff's insights on territory management, click here.
…There’s more! Read full Blog here 👉 Sales Operations: Designing Territories
🗣 From the Community
#04_revops-questions - Tech Stack Suggestions
Hi Folks! Most of our volume comes from inbound and we are at series A currently.
I'm looking at renewing our tech stack. Any suggestions? Any other tool I should consider? Current stack - Hubspot (not changing); Calendly; Cacheflow; Wingman(clari); Outplay & Apollo (for outbound); Freshdesk. Read 15 replies
#04_revops-questions - Billing Frequency
Hey everyone, quick question, does your company consider this change in billing frequency a downgrade?: (monthly -> annual) (ie. mrr goes down), even though they are not technically downgrading their use of the product? Read 12 replies
#08_tools-and-software - HubSpot <> Typeform
Does anyone know how to set up the hubspot <> typeform integration to pre-populate information from Hubspot into typeforms? I'm thinking about asking the responder for their email address, and then pulling in their name from HubSpot. Read 8 replies
#08_tools-and-software - Funnel View Software
Hey everyone, What does everyone use to view their funnel currently? Ideally includes all of these: Full funnel view - every step; conversion metrics; conversion drivers; activities at each stage of the funnel. Would love to hear! Read 7 replies
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
📅 Upcoming Events
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🐦 This week in #RevOps Social
📚 Your curated #RevOps reading list
How to Identify and Tune Into Your Strengths | CaliberMind
Joy Martinez, Senior Director of Marketing Operations at CS2, joins our host, Camela Thompson, in this episode of the Revenue Marketing Report. Joy shares her passion for helping others identify their strengths, the tools she uses to do this and her insights into why it’s difficult for people to spot their own strengths and weaknesses.
The RevOps Guide to MEDDIC Adherence in Salesforce | Rattle
Yes, Salesforce is a fantastic CRM. Yes, MEDDIC is a fantastic sales methodology. But revenue teams often fail to make the most of both. Turns out, when philosophies and processes aren't optimized to their fullest potential, revenue isn't optimized either. And that's no good. In this piece, we'll give you a little of why, and one how to solve it.
RevOps Trends to Watch in 2023 | Fullcast.io
RevOps adoption continues to expand as a perfect storm of economic and technological changes drive enterprises to invest in optimizing their revenue engines. Although RevOps has primarily been a tech company movement, we will start to see the concepts and methods begin to be adopted in more traditional industries as they embrace digital transformation. From our unique vantage point in the evolution of RevOps, we believe the following trends will shape the RevOps software industry as a whole. Keep your eye out for them in 2023.
🔥 A few HOT #RevOps Jobs
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🚒 Weekly RevOps Meme
Thanks, Ryan!
RevOps Co-op provides resources, content and community for those who ❤️ revenue operations. This weekly newsletter features collected tweets, posts and thoughts on a variety of RevOps topics. We also have a private Slack community with > 6,000+ RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.