Revenue Operations

This blog post was originally published on SalesHacker.

It’s tough to commit to a new service when you’re not even sure what you need. It can feel simple to look at a business and make certain evaluations — say, when you need to hire another salesperson, or when you need another software engineer. That’s because those can be easy to identify the need …

Announcing Iceberg’s 10-point Revenue Operations Inspection — you deserve to know your operations status Read More »

  I recently asked my co-founder, Taft Love, to spend some time creating videos to memorialize our internal discussions. For context, Taft is the VP of Sales for a DocSend, a document sending and tracking platform that helps sales and marketing teams understand how recipients interact with the documents they use during sales cycles. While …

Introducing Zooming Out – a RevOps Video Blog Read More »

If you’re like most sales, marketing, and operations leaders, you’ve probably struggled with dirty CRM data. When the data in your Salesforce instance is incomplete or inaccurate, almost every other aspect of your sales operations or marketing operations work is impacted. In this episode, Taft will share a simple but effective framework for approaching CRM …

Zooming Out – Cleaning Your CRM Read More »

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.

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:

If your sales team is killing their numbers without a revenue operations (RevOps) resource, is RevOps necessary?

HELP WANTED: An outside vendor who understands the entire revenue funnel.

It’s no secret when you’ve got bad data.

While some degree of operational debt is unavoidable, organizations can make smart decisions early to keep it in check.