Taft Love

Understanding and managing Lead Status in Salesforce to ensure your leads are properly addressed and no money gets left on the table.

In the beginning of 2017, the SmartRecruiters SDR (sales development representative) program launched its first organized outbound prospecting initiative. By the end of the year, the team was a machine. The team created over $2M in qualified outbound pipeline in Q4. We did this by focusing on speed and volume. Our approach to prospecting was

This blog post was originally published on SalesHacker. It took me several years in sales and operations to learn that revenue operations (ops) is broken everywhere. My first two sales jobs were with companies that struggled to deal with seemingly simple operational issues. Things like clean account data, lead routing, and smooth CPQ processes seemed

I recently did an engagement with an SDR team. They wanted help choosing and tracking success metrics. Like most teams without seasoned revenue operators in-house, we got caught up talking about metrics that don’t speak to the big picture. Here’s how I like to explain my point: While driving to work this morning I saw

I’ve written elsewhere about how the RevOps model is transforming the way companies scale and enable their client-facing teams to grow. Even if you’re not ready to make the switch to RevOps, some of the basic rules by which experienced RevOps teams abide can make you more effective immediately. Let’s begin by talking about what

Growing SaaS companies who’ve received Series A or Series B funding are only just beginning to systemize how they’ll scale, manage, and predict growth. As you start mapping out the future of your sales and marketing operations, you’ll encounter different advantages, challenges, and priorities than organizations with more financial resources and diverse skillsets. Setting the

Reporting is the Achilles heel of most organizations. An Interana report found that “70% of organizations feel they do not get critical insights from their data or get data into the hands of the right individuals.” Usually, the solution is to implement a CRM or other database tool where reports can be generated at the

If you’re struggling to measure the impact of change initiatives you’re not alone. Every company wants to think of itself as data-driven, but walking the walk is a lot easier said than done. We’re going to dive into some of the common roadblocks teams face and key steps you can take (at any level) to