RevOps Co-op Weekly #88 - The Shift to Real-Time Enablement
Accelerating deals is the bread and butter of sales. But, what do we do when there’s too many tools to make sense of? Real-time enablement is one answer.
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 > 4,900 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
The RevOps Co-op welcomes Datajoy as a community partner to help our members with all of their revenue analytics questions! 🎉
So who is Datajoy? 🤔
Datajoy is a revenue analytics platform that brings all your GTM data together, surfacing insights to help you build an efficient, profitable, and predictable revenue machine.
From full funnel analytics to ML-driven sales forecasts, you’ll have the dashboards, insights, and analysis tools you need to consistently exceed your revenue targets.
Best of all, you’ll be up and running in weeks with a fully-managed, modern data stack to support it all.
The Shift to Real-Time Enablement
Sales is a tough nut to crack. Add in tens of sales, marketing, and revenue tools to your tech stack, and your sales teams are drowning in information. Learn how real-time enablement can make selling a breeze from our very first published Creator Guild member Patrick Monnot.
The Complexity of Enterprise Sales
Enterprise sales has been around for as long as products and services have been sold. It has evolved significantly over the last 20 years but remains misunderstood—many still assume that salesmanship is alone driven by great “people skills.”
Sales teams now play a more critical role than ever within high-growth organizations. Account executives often sit at the intersection of many functions – marketing, product, implementation, finance, etc. – to ensure a company is bringing to market the best possible product to its customers and that customers' problems are solved.
As buyers’ expectations grow, sellers also have to adapt. After all, a great product doesn’t “sell itself.” A thoughtful, personalized, and consultative selling approach alone can differentiate industry leaders from the rest of the pack. It’s also important to note that the complexity of an account executive’s job is rooted in the fact that every deal is unique. Each prospect has different timing, needs, stakeholders, decision criteria, and more. There isn’t just one known playbook to close a large enterprise deal.
An account executive's role is to understand their prospects' situation, navigate it tactfully, guide them in their purchasing journey, and leverage available company resources to present a solution that can solve their needs.
Navigating the AE time crunch
So, how do they do it in the most efficient way? What tools are they using to get the work done? The answer isn’t very clear and honestly, it’s quite confusing. With the growing prevalence of sales technology tools over the past 10 years, account executives have to work with a fragmented sales stack, juggling between 10+ different tools in their day-to-day. RevOps has a responsibility to make this a smooth process.
Information is spread across their CRM, OneNote, Google Drive, emails, Gong, Salesforce, and much more. Navigating through this creates significant cognitive overhead – or what I like to call it, the “tab apocalypse.” Sellers are stuck with the burden of maintaining these tools, but also trying to find the latest, most relevant information across the intricate web of tools.
“As a result, account executives will, on average, only spend a fraction of their day on selling and talking to customers, the rest being spent on low-value admin work.”
This problem has only been exacerbated in the past two years, as most sales teams are transitioning toward a remote-first model; no more elbow-tapping, collaboration is more complex and account executives are naturally isolated. Their digital tools are now the only medium to stay organized, interact with colleagues, and get enabled. We have to be more intentional now than ever in how we support our sellers. They are the heart and soul of our revenue organization.
🗣 From the Community
#04_revops-questions - Defining - and Tracking - MQLs
06/07/22 - What makes an MQL? Where is it logged (campaign member, lead/contact, or other?) When is it logged (what activity is the precursor)? Do you account for multiple responses on a single account? Are they all MQLs or is just the first response while the account is being actively worked? Read 17 replies
#04_revops-questions - Custom Object/Page in SFDC
06/06/22 - Has anyone ever created a custom object/page for an implementation team on Salesforce? Read 16 replies
#08_tools-and-software - Outreach CSMs
06/09/22 - Does anyone know what size of Outreach account you need to get access to a CSM? Read 12 replies
#08_tools-and-software - Domain Name Tools
06/10/22 - Does anyone have a free tool (or a tool with a free trial) to help me get domain names from a list of company names? Read 11 replies
📅 Upcoming Events
RevOps Hangout with the ROC! - Thursday, June 16th at 2pm PT (5pm PT)
In our next RevOps Co-op Hangout, we will be talking about how to recognize burnout, how to deal with it, and why it's such an important topic. This function and its associated tasks can be tiresome and thankless at the same time. We’re here to support you and make sure you’re always ready to perform at a high level.
Recession Proofing Your Comp Plans: A Roundtable Discussion - Thursday June 23 at 10am PT (1pm ET)
Join Mark Schopmeyer, CEO and Co-Founder of CaptivateIQ as he hosts a round table discussion with GTM leaders on what they’re doing right now to their sellers compensation plans and payout structure to stay ahead of the curve.
Unfiltered truths from industry leaders on the state of their business today
Tactical advice to maintain healthy unit economics during a recession
How small tweaks to your compensation plans can yield more favorable returns
Bi-weekly Product Led Revenue Peer Calls | Correlated Labs
We're a group of revenue leaders who meet bi-weekly to talk all things PLG & PLG sales (product led revenue!).
🐦 This week in #RevOps Social
Acronyms, lingo, and RevOps — oh my! 🌟
Upcoming webinar on RevOps Performance 📊
Why is Marketing Ops talent so hard to retain? 🤔
📚 Your curated #RevOps reading list
In our guide, we provide solutions to all of your sales tech stack related problems by introducing a customer-first strategy. You’ll get access to the following: a tech scoping process, an RFP template for scoping, and a sample customer journey map for a sales tech stack.
CEOs, CROs, and investors are reaching out to Clari, asking for guidance on how to best navigate macroeconomic uncertainty. According to Bloomberg, some—like Lloyd Blankfein, Goldman Sachs' former CEO and current senior chairman—are even seeing a “very, very high risk” of a recession.
How to set up a successful sales SPIF | QuotaPath
There are various ways to motivate specific sales rep behaviors and drive performance. Although properly prepared sales compensation plans address most overarching business goals, there are times when short-term rewards like SPIFs are necessary.
🎧 RevOps Podcasts
Operations Fuels GTM | Marketing Operations Confessions
It's important to have your operations and demand generation teams in lockstep to facilitate alignment and to understand what’s working for your GTM motions. According to Ben Pollack, the operations team is fueling these data-informed decisions. He shares how ops supports automated vs. targeted approaches and helps marketing and sales speak to various pains at scale.
The Mistake Marketing Leaders Make and the Impact It Has - Micro Campaigns vs GTM Strategy | Demand Gen Made Simple
Most marketing leaders need to rethink their marketing plan. The unintentional decision to only execute micro campaigns without developing a larger go-to-market strategy results in making their marketing team irrelevant. Stop making this mistake. Start justifying marketing's importance.
Efficiency through Aligned Go-To-Market Teams | Revenue Talks
On this episode of Revenue Talks, Justin and Kyle get into the details of what buyer efficiency really means. They clarify that increasing buyer efficiency does not, and should not, be separate from revenue generation, and Kyle breaks down how to apply account-based marketing across the entire customer journey.
🔥 A few HOT #RevOps Jobs
VP Product & Platform | Solstice
VP Revenue | Solstice
Marketing Operations Manager | Oyster
Data Warehouse Engineer | FieldRoutes
Revenue Strategy & Operations | DailyPay
Sales Operations Coordinator | Optimal Workshop