RevOps Strategies for B2B Sales

Want to drive more expansion? Here's the playbook I learned at Salesforce - Find gaps with customers - Create offers to address gaps - Market this to your expansion list - Introduce offer in sales and CS mtgs - Lay the groundwork and spark interest - Start sales conversations with stakeholders - Close Expansion Opportunities and grow Accts! Whitespace is a key way to find those gaps. 𝗣𝗥𝗢𝗗𝗨𝗖𝗧 𝗪𝗛𝗜𝗧𝗘𝗦𝗣𝗔𝗖𝗘 - What products does each customer have? - What products does each customer NOT have? - Which products have you yet to present to them? *This is pretty basic but so often not executed well! 𝗦𝗧𝗔𝗞𝗘𝗛𝗢𝗟𝗗𝗘𝗥 𝗪𝗛𝗜𝗧𝗘𝗦𝗣𝗔𝗖𝗘 - Which key stakeholders do you know? - Which key stakeholders do you NOT know? - Where can you open up new key relationships? OVERLAP - Where do these overlap? - You can sell a new product to an old contact - You can sell more current product to a new contact - But man is it easier to sell new products to new contacts Let me share some examples from my days at Salesforce: - VPs of Sales bought Salesforce (Sales Cloud) - VPs of Service/COOs bought Service Cloud - CMOs bought Pardot or Marketing Cloud - CFOs bought more licenses at discounts We had a different play for each product and each stakeholder. It wasn't this cut and dry though. Sometimes VPs of Sales bought Service Cloud or Marketing Cloud. CFOs often wanted the best contract terms and were my bread and butter for expansion, but it wasn't always them driving this. Most often, though, our relationship started with the VP of Sales who bought Sales Cloud and didn't really care about anything else we had to sell. This playbook is how Salesforce "landed and expanded" accounts and doubled spend for the average customer within 12 months of the initial purchase when I was there. More details in yesterday's 📰 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 https://lnkd.in/ezX9iMjr ✌️

As we move into this more data-driven GTM 5.0 era, the ‘jobs to be done’ (JTBD) to build a successful GTM motion are changing. By extension, this also means the process and tools must also change. Instead of a traditional tech stack, here’s our map of the pipeline generation value chain. We tried to boil it down to the most important steps we saw across dozens of GTM leaders that we interviewed. To build a tech stack for the era of GTM 5.0, these are the steps required to start becoming more signal-driven in your motion. #1 Identify all target accounts: The RevOps team (with help from Marketing and Sales) needs to identify what accounts their teams should be working on based on the target market and ICP. (Keyplay, ZoomInfo, 6sense, Crunchbase) #2 Prioritize and segment accounts within my book of business: Once RevOps creates the target account list and reps have their territories, it’s time to segment and prioritize accounts based on 1st party AND 3rd party intent. (Pocus, Keyplay, Warmly, G2, 6sense) #3 Account research and planning: Get a 360 view of the account. Identify existing power users, key decision-makers, and other important insights that will help build a story for the account. (Pocus, Linkedin Sales Navigator Premium, CloseFactor, Crunchbase) #4 Find the best contacts within an account: Sales teams need to identify who to reach out to within a particular account including contact details. (Pocus, Apollo.io, Clay, Lusha, ZoomInfo, Linkedin Sales Navigator Premium, Primer) #5 Proactively reach out when there is a strong intent signal: If there is a recent spike in usage or frequent visits to a pricing page, this is a strong reason to engage the prospect. Either do this manually or create workflow rules to reach out automatically. (Pocus, Warmly, UserGems 💎, Common Room) What am I missing? This is map is a work in progress would love input from the community.

Here are 5 golden nuggets from my week with Sales Ops, RevOps & AI/ML leaders and task forces at Fortune 100, Global 500 and VC-backed unicorns. >> This week has been an incredible learning journey, diving deep into the minds of Enterprise Sales Operations, RevOps leaders and AI/ML task forces. Here are five transformative insights that are future-proofing their approach to revenue generation: **1. RevOps OKRs: Most people don’t know how I hold myself accountable ** RevOps accountability is all about greasing the wheels for the company's revenue engine. One leader summed it up perfectly: "My Objectives are the company’s revenue goals. Everything I build and support across the GTM org rolls up to hitting those targets." 2. Data Accuracy & Integrity: Why Garbage In = Garbage Out ☠️ The effectiveness of AI Copilots and sales tools hinges on the accuracy and actionability of Lead, Account, and Contact data. Prioritize and activate your target Account and Lead data for your GTM team – every. single. day. It's the fuel for rep efficiency and effectiveness, period. 3. RevOps & Sales Ops as a Product: Many leaders are now viewing their roles through a product management lens. As one seasoned pro put it, "I'm more like a product manager now. My team develops revenue-enablement processes and data solutions – they're my product!" Focusing on data accuracy, revenue enablement, and analytics is akin to developing a product that drives scaled growth. **4. Rep Time Heist: Giving Back the Gift of Selling to your GTM team ** Empower your BDRs, AEs, and CSMs to focus on what they do best – selling. One leader summed it up: "How can I give each rep X hours of selling time back every week? THAT's my mission." ⏱️ **5. AI/ML Task Force: Investing for Impact ** The future of AI/ML is in bespoke solutions. Commoditized LLMs will soon be the norm, but the real value lies in AI Copilots fine-tuned on proprietary, targeted data sets, optimized for workflow efficiency. This is where savvy investment will yield results. I’ve compiled a deck with key data points, quotes and strategies to help you drive consensus on an approach and achieve your 2024 goals. **Drop your top RevOps/Sales Ops initiatives in the comments – let's share the secret sauce together!** #EnterpriseSales #RevOps #SalesOps #AIInSales #GTM #DataDrivenDecisions

If only I could get a nickel for everytime I have told someone that SaaS growth is not just about spray & pray! This whole document which I have dropped below consists of 100+ hours of consultation calls I have taken with B2B brand owners. 1. Hypersonalisation And it all starts with triggers & relevancy. You gonna cold pitch? Sorry fam, but you gotta tell why. You can't write articles about what you do. It's all about service <<< results. Personalize with first liner as the trigger + mid liner as why the pitch is relevant for the reciever. 2. Mapping Map your customer journey. Learn about customer experience. • Why they chose your service? • Their span of activity • What made them choose you over your competitor? 3. Multi-channel outreach system IG gurus tell you to focus on one channel. And hey, I am not saying no to that. But the approach to multi-channel is to test & find where your ICP resides. Fan out slowly & steadily. Your never know where your next lead is coming from. 4. Sales cycle Many of the SaaS owners I have worked with did not track their sales cycle. This is one of the most important pointer where you can increase the conversion rate + LTV of a user. 5. Automation >> Manual Will save you a lot of time. Plus, elevate the power of AI & increase your conversions + retention. 6. Systems & processes As I said, DO NOT go for the spray & pray method. Have a strategic move. A system in place will help you track if you are at the right track. Also, with A/B tests combined, I know exactly which strategy can work in 90 days or less. 7. Research Research your ICP. Have their pointers in place. Know the triggers & outcome. With the right research, you will have the foot in the door (or be on the better side of the door) before your competitor! Damn! I did not know I will write this much. But, a lot has still not been poured over here. Let me know if I can help you in any way.🫶🏻

Is your RevOps team not really driving value - sure they might build reports and help support requests but are they driving 20%+ increases in sales productivity? Don't worry you are in the majority so here are 4 actionable ways to get started Assessment and Alignment: - Evaluate current processes across teams. Set up a customer journey map session (we are happy to facilitate) to get everyone aligned on the ideal journey. - Identify misalignments and inefficiencies. - Build a roadmap to solve just one bottleneck at a time Invest in Integrated Technology: - CRM, marketing automation, and customer data platforms. - Ensure seamless data flow and analytics capability. Stop just looking at your world and instead think about the complete flow. Establish Clear Communication Channels: - Foster inter-departmental collaboration. - Regular check-ins and feedback loops. Measure, Analyze, and Optimize: - Define KPIs for RevOps strategy. - Continuously refine based on data insights. Every RevOps needs a monthly optimization schedule where they look at what is working and isn't to solving immediately. No big playbook or sequence overhauls will EVER be needed with this mindset. If you want to build the engine or just need some support getting there, I truly believe our team is doing the most cutting edge work out there ❤️

Part of figuring out the best strategy for B2B growth is playing detective 🕵️♀️ You need to deep dive into your sales history and collect data points such as: - customer segments with the highest margin and LTV - months or periods of the year with the highest number of deals - regions with the highest revenue - reps with the strongest close rates - products or offerings with the most opportunities Digging into what's worked and what hasn't in the past can give you a huge clue as to what you should be pouring more resources into moving forward. But of course to get all this data in the first place, you need the right tech, tracking, and reporting set up for your sales and marketing efforts. You need: - Closed-loop feedback between your lead gen and sales systems - Enriched data with attributes to describe your ideal customer profile - Regular data integrity efforts to ensure accuracy Do you have all of these on your team today? With your current setup, how long would it take you to compile data like the examples above? #salesenablement #sales #b2b