Four pillars of a best-in-class B2B sales operation
Anaplan
JUNE 9, 2021
Well-run sales operations enable the B2B sales organization to fulfill its mission: bringing home revenue. That means positioning sales within an overall revenue engine.
Sales Performance Dashboards to Keep Every Part of Your Revenue Engine on Track
Sales Hacker
JULY 25, 2022
In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable.
Engineering 
99
99 Join 390,000+
Insiders
Sign Up for our Newsletter
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales Operations: The Guide They Never Gave You
InsightSquared
MAY 15, 2019
It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Some of the answers include: Elementary school teacher.
Sales Operations 110
110 
Become a Revenue Architect (and Level Up) With a Revenue Engine Framework
Sales Hacker
SEPTEMBER 18, 2020
Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. And it’s not just for CROs; if you’re a marketer, SDR, sales rep, manager, VP, or CRO, this one’s for you. That’s where RevOps comes in.
Engineering 121
121 
The Ultimate Guide to Sales Operations in 2019
Hubspot Sales
JUNE 28, 2019
The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Sales Operations vs. Sales Enablement.
Is a Sales Operations Career Right for You?
Sales Hacker
MAY 26, 2021
If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations.
Holistic revenue performance series IV: Sales operations
Mereo
APRIL 2, 2020
Yet with a well-oiled revenue engine, any challenges you come up against will be mitigated or side-stepped altogether. Common Sales Operations Pitfalls. Sales operations are not the glamorous side of selling, why most get into the business. Sales Operations Solutions to Win. Unified Sales Governance.
Can Sales Operations Insights connect End User Reality to Sales Fantasy?
Babette Ten Haken
MARCH 17, 2017
Sales operations insights become key to translating end user experience to the C-Suite and sales organization. However, sales operations insights are only as good as the questions the C-Suite and sales organization asks of sales operations folks. Sales fantasy meets end user experience reality.
How CPQ Helps Sales Operations Grow Revenue
Cincom Smart Selling
MARCH 1, 2018
How can sales operations boost revenue with a CPQ ( configure-price-quote ) solution? We’ve talked about CPQ from the perspectives of IT , Sales Management , Finance and Marketing , but what about sales operations and the sales professionals themselves? And sales reps? Willy Loman would be thrilled!
SalesTech News: @TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory
SBI
JANUARY 31, 2020
TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. Delivered weekly, Priority Engine Email Alerts are customized by recipient and can dynamically be aligned by sales rep territory or a defined list of ABM accounts.
Engineering 74
74 
A Day in the Life of the Rainmaker 17 Sales Operations Track
SalesLoft
FEBRUARY 10, 2017
Sales operations roles are the glue that holds together any sales organization. They’re the keeper of all the data, technology, processes, and knowledge that enable everyone in a sales function. At Salesloft, we know first-hand how valuable a top notch sales operations team can be.
What Breaks When Companies go From Series A to B?
Crunchbase
DECEMBER 22, 2020
Support roles for the sales org: sales operations and enablement; Hire the experience you need today; and Invest in an inbound engine. Support roles for the sales org: sales operations and enablement. In sales, we tell our managers and reps to figure it out. Invest in an inbound engine.
2 Ways A Sales Rep Can Maximize Income
SBI Growth
DECEMBER 11, 2012
A Sales Rep friend of mine, Kevin, described it best. Every Sales Engineer is stretched thin and unavailable. The solution is to influence your Sales Operations leader. Tell them to build forecasting into your Sales force automation software (such as Salesforce.com). It starts with the Sales Process.
Maximizer 306
306 
Snowflake Summit: How Capital One Uses ZoomInfo to Modernize its GTM
Zoominfo
JULY 14, 2023
Today, with ZoomInfo’s Data as a Service delivered into Snowflake, Capital One’s team is able to run a modern go-to-market motion, reclaiming vast amounts of prospecting time for its sales professionals. “My Now, instead of 100 different sales teams coming to me with requests, we put the data in one place.
Banking 130
130 
We Love a Package Deal, but Here’s How Sales Enablement and Sales Operation Are Different
Lessonly
NOVEMBER 30, 2021
But closing a new deal today involves so much more than just the rep; there’s marketing, sales development, sales engineering, continuous sales training, procurement, and so much more. And, two uber important parts of this equation are sales operations and sales enablement. Forecasting .
6 steps to adapt effectively
Sales and Marketing Management
JUNE 29, 2020
A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. How COVID-19 could reshape sales. Firing up the revenue engine post-crisis. Are you digital-ready?
Face-to-face 156
156 
A Year's Worth of Sales Insights
SBI Growth
DECEMBER 14, 2013
Sales Operations leaders were experiencing Diminishing Authority. Sales VPs did not know exactly what to do with the Ops team. Decisions were being made without Sales Ops’ influence. We spent the year researching how Sales Ops can bring value to the organization. The greatest insights come from VPs of Sales.
Top of Funnel 282
282 
Why Your B2B Company Needs A Revenue Operations Strategy
Hubspot Sales
JUNE 30, 2020
According to the LeanData State of Revenue Operations , there was a 55% increase in Revenue Operations adoption from 2018 to 2019. Additionally, in 2018, Director of Revenue Operations job titles surpassed Director of Sales Operations by 68% on LinkedIn.
Revenue 136
136 
Live Webinar: How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth
SBI
JANUARY 22, 2020
Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. WHEN: THURSDAY, 2/13 AT 11AM PT.
Account 108
108 
Welcome, Gen A: The Age of Automation for Sales and Marketing is Here
Zoominfo
MAY 25, 2021
Marketing and sales operations consequently became more proficient with technology. A recent ZoomInfo job description for senior director of revenue operations demonstrates this demand for versatility. Companies broke down silos between teams and forced them to collaborate on business goals.
Marketing 252
252 
“Why I’m So Interested In Selling,” Marc Pugens
Partners in Excellence
MARCH 5, 2024
A good salesman and an important asset to the company (in addition to turnover/revenue, he is the one who puts the customer at the center of the company and guides the engineers to develop the product which corresponds to a market need and not to developers' fantasies).
Loyalty 73
73 
Inside Look: The Operations & Systems Track at REV2020
SalesLoft
FEBRUARY 25, 2020
2) Revving Your Revenue Engine With the Sales Technology Stack. With thousands of sales solutions on the market and innovation moving at warp speed, it’s difficult for Rev Ops professionals to make the right technology investments. 4) Optimizing Revenue Operations for Success. What happened?
System 89
89 
The Ultimate Guide to a Career in Sales
Hubspot Sales
JUNE 8, 2021
Sales Operations Manager. If running an internal team is more attractive to you than managing customers, a sales operations manager may be your speed. This position requires software, data analysis, and leadership skills in order to train and support a sales team. Sales Engineer. Image Source.
Hiring 104
104 
Uncovering Large Sales Team Pain Points for Leveraging AI
BuzzBoard
DECEMBER 8, 2023
Meanwhile strategic partners and sales engineers float adrift, never quite syncing resources to capitalize on fleeting regional opportunities. A revolution of systems lies ahead.
Scale 89
89 
Meet the Spiff Team: Chapter Eight
The Spiff Blog
MARCH 2, 2023
Tomas Carchio, Solutions Engineer Tomas is 28 years old and has lived his entire life in Buenos Aires, Argentina. After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. He was also drawn to the area’s outdoor paradise.
Meeting 75
75 
Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase
SBI Growth
SEPTEMBER 14, 2018
Axial is a private network that connects members through an online platform, intimate events, curated introductions, and the most sophisticated deal-oriented matching engine in. Joining us on the hbspt.cta.load(23541, '4e7a7e0e-dade-48a6-952f-c74186299010', {}); is Ryan Mang, Chief Revenue Officer for Axial.
Enterprise 222
222 
The Intersection of Big Data, Customer Experience (CX), and Digital Transformation
SBI Growth
OCTOBER 19, 2018
Joining us on the is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth.
Customer 191
191 
Social Selling 101 With SMARTASSISTANT’s Karly Neveu
Predictable Revenue
APRIL 26, 2018
On this edition of The Predictable Revenue Podcast, we welcome Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. The post Social Selling 101 With SMARTASSISTANT’s Karly Neveu appeared first on Predictable Revenue.
How to Anticipate the Next Compelling Event of the Buyer Process
SBI Growth
NOVEMBER 4, 2012
If you are the leader of Sales Operations , ask yourself a few questions: Have I prepared the Sales team for the next compelling event? Compelling events are the engine of the Buyer Process. Then update your Sales Process to assess these events as they happen. So use an experienced Sales Consultant to assist you.
Buyer 293
293 
Creating a PreSales Organization to Support the Product-Led Growth Motion
Crunchbase
JANUARY 24, 2022
Some organizations may argue that the ISC is a sales engineer. In this HubSpot scenario, sales engineers play a big part in the PLG motion, but in an indirect way. When you have a complex product, having someone to guide prospects through the PLG process can enhance that experience. Not exactly.
Scale 98
98 
Meet the Spiff Team: Chapter Nine
The Spiff Blog
JUNE 6, 2023
Paul Cataldi, Solutions Engineer Paul grew up near Detroit, Michigan and moved to Chicago after graduating from Notre Dame. Facundo Flores Lavalle, Solutions Engineer Facu is from Buenos Aires, Argentina. Florencia Miguez Oliverio, Solutions Engineer Florencia is located in Buenos Aires, Argentina.
Meeting 67
67 
Elevating Revenue Growth through Strategic Sales Enablement
Highspot
JANUARY 19, 2024
While each company’s winning revenue strategy may differ, success is predictable only when sales, operations, and enablement teams synchronize efforts on two critical levers: performance and time. Simply put, it involves maintaining consistency in your enablement system.
RevOps Will Fix Your Pipeline and Your Love Problems
Sales Hacker
APRIL 1, 2021
“Super simple to explain to someone with no outside knowledge.” — Blake Whitney , Sales Operations Manager at Quorum. What does that team even do all day?” — Jennifer Buchanan , Sales Operations Administrator at Capacity. “A The new kid on the block.” — Harriet Edwards , Global Head of Sales Operations at Ciklum.
Pipeline 91
91 
Putting Differentiated Value in B2B Value Calculators
Mereo
APRIL 1, 2021
Recently, an emerging ERP software company realized this potential — and Mereo value engineering experts helped fulfill it in a uniquely rewarding way. Value engineering is more than applying high-level financial metrics. The Mereo Approach: B2B Value Engineering 2. The calculations need to drive home the sale.
B2B 81
81 
Meet the Spiff Team: Chapter Four
The Spiff Blog
MAY 5, 2022
Dan Vasilevsky, Sales Engineer. Fast forwarding a few years and that inspiration helped him achieve a degree in Computer Engineering from the University of New Hampshire in 2019. Knowing he had a knack for learning new things and meeting new people, sales engineering seemed like the right next step.
Meeting 81
81 
What is Revenue Operations and Why Does it Matter?
Chorus.ai
APRIL 11, 2022
RevOps addresses these gaps in knowledge and processes as “an aligned operating model for managing the revenue engine,” according to Forrester Research. RevOps works with sales and marketing teams to build accountability and alignment by developing metrics that ladder up to corporate goals. Henry Schuck, CEO, ZoomInfo.
Meet the Spiff Team: Chapter Three
The Spiff Blog
MARCH 17, 2022
Marcello Albuquerque, Software Engineer. Bobby Bartlett, Technical Support Engineer. Erli Ametaj, Technical Support Engineer. These two developments eventually merged into his current role as a Technical Support Engineer. Benjamin Naugle, Software Engineer. Machine Learning Engineer. suburbs of Maryland.
Meeting 62
62 
Meet the Spiff Team: Chapter Five
The Spiff Blog
JULY 28, 2022
Taylor Montero, Sales Operations Analyst. Vincent Cifelli, Solutions Engineer. Drew McGuire, Solutions Engineer. Elton Cheng, Technical Support Engineer. Samu Eduardo Alvarez, Front End Engineer. Chris has 15 years of sales experience helping companies reach new heights.
Meeting 84
84 
Pipeliner Concepts—Where We’re Going
Pipeliner
OCTOBER 1, 2021
We’ve always been more than just a sales tool—we’re a process engine for the whole company. Right now, processes are not only central to the operation of a company but also link all company automation and defined forms. In former times a function called sales operations was responsible for CRM customization and backend work.
Pipeline 98
98 
The Age of Automation for Sales and Marketing is Here
Zoominfo
MAY 25, 2021
Marketing and sales operations consequently became more proficient with technology. A recent ZoomInfo job description for senior director of revenue operations demonstrates this demand for versatility. Companies broke down silos between teams and forced them to collaborate on business goals.
Marketing 130
130 You’re the New VP of Sales…Now What?
DiscoverOrg Sales
DECEMBER 20, 2016
The successful ones have one obvious thing in common: they are maniacally focused on building a revenue engine for their companies. A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony – both from within the sales team itself and within the broader organization.
Hiring 120
120 
16 Top Sales Conferences You Should Attend in 2017 & 2018
Hubspot Sales
OCTOBER 26, 2017
So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. 2) Digital Sales Engine.
Conference 111
111 
33 Stats to Know if You’re Considering or Planning a Sales Career in 2023
Hubspot Sales
APRIL 5, 2023
A regional sales manager has an average salary of $124,000 yearly with bonuses and commissions. Sales operation managers are in charge of running an internal sales team, making sure the sales process is smooth, and the team has the support they need. This position has an average salary of $112,000 a year.
4 Key Sales Success Strategies
A Sales Guy
APRIL 2, 2012
The key message, there are 4 keys underpinning a successful sales strategy; Find growth before you competitors do (look out and in). Soup up your sales engine (sales operations). Be creative with your direct sales channel. Soup Up Your Sales Engine. Tune your sales team for growth.
Strategy 115
115 
Let's personalize your content