RevOps Co-op’s Post

Inspired by Jeff Ignacio's poll a few weeks back on whether or not to use Stage 0 Opportunities and the lively comments section that ensued, I wrote a few words on operations and and alignment around booked meetings -> qualified opportunities on the RevOps Impact newsletter. This is something I've thought a lot about, having lived the process as an SDR, and having managed/implemented the process in various flavors of go-to-market operations. Many thanks to Jeff for starting the conversation and sharing the mic! - Part 1 focuses on some (certainly not all!) foundational questions and considerations before thinking about systems implementation. - Part 2 (not published yet) will go much deeper into the weeds, highlighting the pros and cons of each approach. This was a great excuse to chat with + feature some other folks in the revops community whose voices I am excited to feature. Looking forward to hearing thoughts on what resonates, what doesn't, and anything you would add!

Ever been dazzled by a sales pitch, convinced that this new tech will revolutionize your operations, only to find the reality falls short of the dream? Welcome to the world of RevOps, where the gap between sales promises and actual product implementation & functionality can turn into our own little drama series. Here’s the thing: salespeople are great at painting a picture of a problem-free future with their tech. But when the implementation phase hits and the product doesn’t quite deliver on those promises, it’s not just disappointment we’re dealing with—it’s the fallout. When expectations set during those charismatic demos don’t align with reality, it puts RevOps teams in the hot seat. We’re left managing the internal backlash, scrambling to customize a solution that was supposed to be plug-and-play. 🛠️🔄 And let’s be honest, there’s only so much you can tweak before you start thinking, “Could I have built this better myself?” It’s crucial for vendors to remember: overselling and underdelivering is the fast track to a disgruntled customer. For those of us in RevOps, it’s about managing expectations, doing in-depth vendor evaluations, holding those vendors accountable, and sometimes, creating custom solutions ourselves. So, dear tech vendors, keep it real with us. We appreciate honesty over a hard sell. And to my fellow RevOps warriors, stay sharp. Vet those promises, challenge the demos, and prepare to bridge the gap between the sales pitch and the tech’s true capability. #Revops #RevOpsChallenges #TechImplementation #VendorRelations

Service has one of the hardest & repetitive jobs in an organization every day during the month. Every day they bust their butts to make sure clients are well taken care of and happy. Every day they train and support their books and reprioritize the accounts showing signs they need a little more help so they don’t churn. Every month they hear all kinds of reasons why people don't have time to get started, or worse don't know where to begin. And every month is a constant push to help create an ecosystem full of amazing HubSpot partners crushing it, before onboarding a whole new set of ones that finally got it and need to get started NOW! Every day, the Supered⚡ Success team absolutely CRUSHES IT. 👏👏👏👏👏👏👏 I not so secretly think they know their efforts are the backbone of a SaaS org and are working towards making sure they’re prepped for all the new partners INBOUND that are finally ready to make adoption a priority. Am I completely wrong Lindsey ⚡️ Smith Ashley Freter 🩷 Lindsay John ⚡️ ? P.S. come meet the amazing #SuperedSquad @ Admin Central during INBOUND

👀 Salesforce Folks, This One’s for You! As a sales rep, I know firsthand how challenging it can be to navigate through bad data, lack of insights, and inefficient processes. These obstacles slow us down and impact our ability to close deals effectively. Thankfully, there’s a way to overcome these hurdles. Here’s how Revenue Grid tackles our biggest challenges: 1️⃣ Data Accuracy: Say goodbye to bad data and hello to reliable insights. 2️⃣ Real-Time Insights: Make informed decisions on the fly with up-to-the-minute data. 3️⃣ Sales Efficiency: Streamline processes to focus more on selling and less admin. 4️⃣ Security and Compliance: Keep your data safe while staying compliant. If you’re in sales and looking to enhance your process, check out how revenue intelligence can make a difference or a meeting with us💡👇 (https://lnkd.in/dX_JpHyE)

“But when the implementation phase hits and the product doesn’t quite deliver on those promises, it’s not just disappointment we’re dealing with—it’s the fallout. When expectations set during those charismatic demos don’t align with reality, it puts #RevOps (and #MOps) teams in the hot seat. We’re left managing the internal backlash, scrambling to customize a solution that was supposed to be plug-and-play. 🛠️🔄 And let’s be honest, there’s only so much you can tweak before you start thinking, “Could I have built this better myself?” <—All the time! 😏 It’s crucial for vendors to remember: overselling and underdelivering is the fast track to a disgruntled customer. 😤 For those of us in RevOps, it’s about managing expectations, doing in-depth vendor evaluations, holding those vendors accountable, and sometimes, creating custom solutions ourselves. So, dear tech vendors, keep it real with us. We appreciate honesty over a hard sell. And to my fellow RevOps warriors, stay sharp. Vet those promises, challenge the demos, and prepare to bridge the gap between the sales pitch and the tech’s true capability.” #LessonLearned

While reps are drowning in tech, slowing deal cycles... consolidating your enablement tech stack can help unleash #salesproductivity. Discover how reps who use Highspot engage with buyers 15% more often – from a unique platform. 💡 https://hghspot.co/48lf8Ox #sales #techstack #enablement

First impressions aren't everything. Unless you think sales is dating. (hope you don't flirt on demos) Most salespeople nowadays and even founders. Think that having a good onboarding process. Is all they need to lower churn and make people happy. They don't realize that after a couple of days. Most people will forget how smooth or slow it was. Because they are just after. The core promise behind your offer. They want to see actual results. So, even if you don't run a SaaS. You need to start using tools like n8n/Make To make sure everything is. Super smooth all the time. Am I right? #sales #leadgeneration #salesdevelopment #salesenablement

It was not until I entered the SaaS arena 4 years ago that I had the technology available to me to listen to my own calls. The first one I listened to I screamed out, "I am (insert very bad word here) horrible." 😮 I kept listening to my calls and changing things....changing a lot of things...and it got better. If you listen to your own demos or prospecting calls, you give yourself a $20k raise. I will stand behind this statement until I retire. This is one of those items you can 100% control in your professional development and yet I think it is the least utilized and talked about. Listen to a call today. Write down 1 thing you like and want to keep doing and 2 things you want to tweak/change entirely. Keep this list and then everyday add to it. You will see the $20k start to appear. #sales #salestraining #professionaldevelopment

Recently I have really loved these Revenue Operations and Sales Enablement Slack groups! Have you joined any of them? If not, you should! Here's my top 5 favorites: (1) RevGenius, (2) Revenue Operations Alliance, (3) The Enablement Squad, (4) Sales Enablement Collective, (5) or the Revenue Enablement Society?  I can't recommend them more! Any others you might suggest?

Still trying to crack the code on boosting your sales? The playbook you need might just be here. 📈 Over the past few months, we've been working closely with two tech companies facing hurdles in their sales pipelines. They had the potential but needed that extra push. So we rolled up our sleeves and applied our tailored RevOps strategies. The results? - One company closed $390,000 in deals and built a pipeline totaling $2.9 million. 💰 - Another secured $315,000 in closed deals with a pipeline of $800,000. We thought, why not share what worked? We're putting together a case study: "Driving Revenue Growth: How We Boosted Sales Pipelines by Millions." It covers: - The exact RevOps strategies we used - How we helped clients close over $700,000 in deals - Tips you can apply to replicate this success To get your free copy: - Click our name + follow + bell 🔔 - Comment "UPGRADE" on this post - We'll send you the link #BusinessGrowth #RevOps #SuccessStory