Salesforce Lead Status Best Practices
Understanding and managing Lead Status in Salesforce to ensure your leads are properly addressed and no money gets left on the table.
Three Habits That Will Make Your Sales Operations Team Instantly More Effective
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.
New E-book: Plugging the $700k Funnel Leak
One of the most common complaints Iceberg hears from marketing teams is that they don’t know what happens to leads after they are passed to the sales team. Marketing invests huge amounts of time and money into generating demand, but they have no visibility into whether the fruit of their labor is given adequate attention.
How to Incentivize and Motivate Sales Reps
One of the questions we’re often asked is, “what are some best practices for motivating my sales reps?” One of my favorite articles suggests that there is no one right way to motivate an entire team—different types of salespeople need different forms of motivation (forgive the Wayback Machine link). While I agree with this sentiment, …
How to Distribute Sales Pipeline
This is a question we receive often: “How should we distribute sales pipeline in a way that is fair to Account Executives?”
Why Operations is Broken Everywhere and What to do About It
This blog post was originally published on SalesHacker.
Don’t Focus on Single Metrics
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:
How to Build an Outbound Prospecting Assembly Line
A few years ago, I joined SmartRecruiters as their head of Operations and Sales Development.
A SaaS Startup’s Guide to RevOps
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 …
Project Measurement that’s Actually Data-Driven
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 …