Why Does This RevOps Expert Think Forecasting is Overrated? Let’s Debate.
5 RevOps experts bring their sales forecasting hot-takes to the table. We discuss whether or not forecasting is overrated and if it is what should you focus on instead?
Sales Operations
Salesforce Specialist: roles, responsibilities, salary, and hiring
(Almost) everything you need to know about the role of a Salesforce specialist. Includes a free job description template.
Sales Operations Specialist: roles, responsibilities, salary and hiring
(Almost) everything you need to know about the role of a sales operations specialist. Includes a free job description template.
How to Ensure a Smooth Handoff from SDRs to AEs
Here’s how an SDR to AE handoff usually plays out: when a meeting is set, an SDR creates an opportunity in stage 0 using the opportunity object in Salesforce to show that the meeting is supposed to happen…
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.
“Do I Need CPQ?”: How to Tell if It’s the Right Time To Extend Your CRM With Configure, Price, Quote
Understanding Configure, Price, Quote and what to consider when answering the question: Do I need CPQ?
When to Migrate From HubSpot to Salesforce
Three key signs to help you know when to migrate from HubSpot to Salesforce for your CRM.
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?”
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, …
Zooming Out – Lead Follow Up
This episode of Zooming Out focuses on the lead handoff between Marketing and Sales: Sales operations and marketing operations teams often struggle with the lead handoff from marketing to sales. Even experienced revenue operations teams are frustrated by a lack of visibility into whether sales has contacted inbound leads.