Growing SaaS companies who’ve recently received Series A or Series B funding are often just beginning to systemize how they’ll scale, manage, and predict growth. As you begin to map out the future state of your sales and marketing operations, you’ll encounter different advantages, challenges, and priorities than organizations with more financial resources and skillsets.
Get comfortable with ruthless prioritization Read More »
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:
Don’t Focus on Single Metrics 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.
New E-book: Plugging the $700k Funnel Leak 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 »
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
This blog post was originally published on SalesHacker.
Why Operations is Broken Everywhere and What to do About It Read More »
If your sales team is killing their numbers without a revenue operations (RevOps) resource, is RevOps necessary?
Revenue Operations vs Sales Operations: Why Getting it Right Matters Read More »
A debate has existed in the sales community for years. Whose job is it to police the sales team — sales management or RevOps (Revenue Operations)? I won’t bury the lead here. The answer is sales management.
Should RevOps or Management Police Sales? Read More »
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
A SaaS Startup’s Guide to RevOps Read More »
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
Project Measurement that’s Actually Data-Driven Read More »
Iceberg is a revenue operations consulting and implementation agency that owns the strategy and execution of critical sales and marketing operations projects so companies can scale faster with the right resources for a fraction of the cost.
