RevOps Co-op Weekly #62 - Need your Sales Reps to Follow Process? Make it easy for them.
Full Cycle Sellers are the sales people who do it all, but technology can help them work smarter (not harder) as they adapt to organizational growth and change.
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 > 3,300 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
Funnel IQ (the power behind the RevOps Co-op) is looking for beta participants to help shape a new feature called Signals that provides continuous monitoring of your GTM dashboards and reports coupled with GTM playbook automation. Drop your info here if interested in helping us automate some crucial parts of your RevOps engine.
Want some more details? Click here to learn more about the Signals product and the beta.
Need your Sales Reps to Follow Process? Make it easy for them.
Part of our RevOps Co-op team and President of the Revenue Operations Consultancy, Central Metric, Sebastien van Heyningen explains how technology can create greater efficiency for the full cycle sellers who are pulled in too many directions in evolving organizations.
In the world of B2B SaaS sales, we like to split our teams up into assembly lines. SDRs qualify, AEs pitch - everyone has their own role. That’s not always the case, though. One group of people are tasked with owning the entire sales cycle. The full cycle sellers. AKA: The Swiss Army Knife of Sales.
In the morning they may be dealing with onboarding a new client, in the afternoon, sending out responses to mid-funnel inquiries and before going home, they are managing a long-term account. That’s a lot to ask of one individual. When are they supposed to input data into the CRM?!
🗣 From the Community
#03_general - Tips for Moving into a RevOps Role
12/9/21: Hi everyone! I would like to hear your opinions about an email marketing manager moving into a RevOps position. What are the key skills a marketer need to work on? Read 10 Replies.
#04_revops-questions - Building out a Salesforce Org from Scratch
12/9/21: Hi all! Has anyone ever had the opportunity to build out a Salesforce Org from scratch? Would love to hear any feedback of best practices or general feedback of do's and dont's. I'm a big believer of less is more and to not over engineer early on. Read 25 Replies.
#08_tools-and-software - Tableau vs. Sisense
12/10/21: Hey RevOps Pros! Have a question for you and seeking some guidance. I'm wanting to get tableau so I build great dashboards for our sales leaders. However, our internal IT team is pushing marketing and RevOps to use Sisense which I'm not as big a fan. Was wondering if anyone has used either or and what the pros or cons are of each? Thanks in advance! Read 5 Replies.
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
🐦 This week in #RevOps Social
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yeah but who made one for SFDC??!
Friendly reminder. ✌️
📅 Upcoming Events
Slack AMA with Seb van Heyningen - Wednesday, December 15 at 9am PT (12pm ET)
Tune into #03_general as we chat with with Seb van Heyningen, President at Central Metric and Content Strategist at the RevOps Co-op. Get your questions in about: 1. 1. How to make your CRM work for your sales process, not the other way around, 2. Modern Demand Gen: How to generate leads without hiring a bunch of SDRs and hoping for the best, 3. How to build the RevOps function internally and why its important, 4. Why RevOps is an Executive Function
RevOps Hangout with RevPartners! Virtual Networking - Thursday, December 16 at 2pm PT (5pm ET)
Join us for another fun RevOps networking hangout with a bit of a different twist. Hangout Topic: EOY Recovery Session. For our last one of the year, we want to go in a different direction. Come to this hangout to let it aaallll out. What were your biggest frustrations this year? The brick walls, the roadblocks, and the fails? Share the experiences making you pull your hair out to close this year. This is a safe space!
Joining us are Matt Bolian, Brendan Tolleson, and Marc Belgrave from RevPartners.
Webinar: The Ultimate SaaS Commission Plan Masterclass - Tuesday, December 21 at 9am PT (12pm ET)
Come and learn the best practices in compensation for the most common SaaS GTM Roles - Account Executives, Presales Engineers, Sales Development Representatives, Customer Success Managers. Hosted by Siva Rajamani and Adith Krishnaswamy of Everstage.
Bi-weekly Product Led Revenue Peer Calls | Correlated
We're a group of revenue leaders who meet bi-weekly to talk all things PLG & PLG sales (product led revenue!).
📚 Your curated #RevOps reading list
Attribution Models: Explained | Factors (a RevOps Co-op Community Partner)
A sudden surge in website traffic is putting your live chat agents through the wringer. Luckily, you’re nothing short of solutions and decide to invest in an AI Chatbot to help manage workload. During your search, you come across multiple ad campaigns, read up on a few G2 reviews, and visit the websites of several chatbot services before finally making an informed purchase decision. But how does all this tie into the chatbot service earning better demand generation off your customer journey? And what does this have to do with marketing attribution?
5 Predictions for Product Led Revenue Trends in 2022 | Correlated (A RevOps Co-op Community Partner)
This year we saw the continued popularization of Product Led Growth (PLG) as a term and distribution strategy that more and more companies are pursuing. A recent report from McKinsey indicated that with the push to remote work, a lasting shift has occurred in the way people buy and sell software. More and more B2B startups are leveraging a self-serve approach or PLG approach from the start, and we expect this to continue in 2022.
Marketing Metrics: Impact versus Attribution | Vertify
Many B2B companies are relying on instinct and experience to make marketing decisions, which is not inherently bad. But I’d challenge you to take it one step further and answer the question…Can you report with confidence which campaign, activities or even products have the healthiest ROI? Can you answer that question without the need for a Ph.D. in attribution models?
🎧 RevOps Podcasts
Matt Schatz: The Art & Science of Scaling a Sales Team | RevAmp
Matt Schatz is the Chief Revenue Officer at Trulioo, an identity and business verification platform with customers across the globe. Matt shares the story of how he transitioned from a sixth-grade social studies teacher to leading sales and revenue operations at fast-growth tech companies. In this podcast, Matt discusses lessons he’s learned from successfully scaling sales teams in early-stage companies. He offers insights on the pressure placed on CROs of startups and how to foster a positive culture in your sales organization.
The Do's & Don'ts of Lead Scoring | The Revenue Marketing Report
Scott Wright, Senior Manager of Marketing Operations at Dataminr, joins our host, Camela Thompson, in this episode of the Revenue Marketing Report. Scott shares his insights on the evolution of lead scoring models, common missteps marketers make (and how to avoid them), and why you should take a more scientific approach to lead scoring.
🔥 A few HOT #RevOps Jobs
Marketing Ops Manager | Blueshift
Sales Operations Manager | ClearTrace
Marketing Ops Specialist | ProService
Revenue Operations Analyst, Systems Administrator | American Express
Revenue Operations Analyst | American Express
Customer Support Enablement Specialist | PandaDoc
4 Roles! |Klue
🚒 Weekly RevOps Meme
Keep ‘em coming, Seb van Heyningen!
Funnel IQ is an operating system for your GTM team that provides end-to-end, full funnel analytics and insights that keep marketing, sales and customer success teams aligned and working seamlessly together to drive more revenue growth for your business.