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Win/Loss analysis: How to learn from lost sales opportunities
November 8, 2023
Have you ever lost a big sales opportunity without knowing why it slipped away? If so, you’re not alone. And there’s good news. Those lost sales opportunities can actually be great learning experiences if you take the time to conduct […]
How to better understand your customers’ needs (without the limitations of traditional customer data)
November 1, 2023
Want to understand your customers better than—and before—anyone else? Develop a deep understanding of their needs and pain points? Predict what factors influence them to buy before they even speak to one of your sales reps? Well, we hate to […]
18 revenue operations metrics and KPIs for demonstrating impact on revenue growth
October 25, 2023
Ever wondered how RevOps teams truly measure their success? In a recent survey, 72% of RevOps teams highlighted revenue as their primary metric for success. While revenue is undoubtedly a crucial metric, there’s more to it than meets the eye. […]
Up your cross-sell game, with Zendesk’s Norman Gennaro
October 11, 2023
We see a common mentality around the cross-sell motion that it is the lowest hanging fruit possible in sales. Norman Gennaro, Zendesk’s President of Global Sales & Field Operations, says nope. “I think a lot of people underestimate how hard […]
How to create demand for your offer and increase sales from your ideal customer
October 4, 2023
Wouldn’t it be great if you could just create a product, launch a landing page and then watch the sales start rolling in? Well, unless you’re selling a revolutionary product with no competition, you’ll quickly find out that that’s not […]
How to build the best sales tech stack for your business
September 27, 2023
Need help building the perfect sales tech stack so you can easily hit your revenue targets? We understand! We also understand that this isn’t always the most straightforward task. There are hundreds of options for sales tools, and it can […]
How to build true demand in today’s buyer’s market, with Manuel Rietzsch
September 20, 2023
The undeniable reality of demand marketing is that buying behaviors have changed, and the old tried-and-true playbook hasn’t aged gracefully. “It’s much more a buyer’s market now than it used to be,” says Manuel Rietzsch, VP of Revenue Marketing at […]
Customer expansion: Grow your bottom line with these AI-powered upsell and cross-sell strategies
September 13, 2023
Want to increase the lifetime value of your existing accounts with customer expansion (aka account expansion) strategies? Well, here are some questions you need to consider: How do you know if your customers are ready for cross-sells and upsells? When […]
7 sales pipeline stages: A breakdown
September 6, 2023
Every company needs an effective sales pipeline. It’s a non-negotiable. Properly managing your leads and prospects throughout their journey to becoming customers optimizes your resources, closes deals faster (and more often), and drives revenue growth. However, note that all businesses […]
7 sales enablement best practices to maintain revenue growth in 2023
August 30, 2023
Endless meetings. A disorganized sales process. Communication that lacks clarity. These are just a few common pain points for B2B organizations. And, amid a looming recession, it’s never been more critical to resolve these issues ASAP. That’s why sales enablement […]
What is product-led growth?
August 23, 2023
Successful companies grow fast by moving users swiftly through their pipeline. In an ever-evolving market, this requires frequent fresh approaches to revenue generation. One method of supercharging growth (and used to success by companies like Slack and Candidly) is product-led […]
Data integrity and revamping your ICP
August 16, 2023
Every GTM motion in a RevOps organization has its own distinct function. Yet somehow, they’re supposed to collaborate darn near seamlessly. Data is the medium that facilitates that interdependence. It’s a common language that provides common context to everyone in […]
Everything you need to know about growth marketing
August 9, 2023
Growth marketing is a multi-pronged approach to scaling profits, gaining an edge in a competitive market and driving tangible results with minimal effort. It’s become a respected and core marketing function because of its ability to open opportunities that create […]
Sales prospecting ultimate guide: Tips, examples, techniques and templates
August 2, 2023
When it comes to sales prospecting, there is no magic formula. Yes, there are some key ingredients like patience, persistence, persuasion and hard work. But, at the end of the day, prospecting is a skill. That said, there are certain […]
Stop the random tactics and optimize your demand gen
July 26, 2023
Frozen, slashed, cut, trimmed, tightened—no matter which word you hear, this is what happens to demand gen budgets in the current economic environment. And this reality is forcing demand gen organizations to rethink the way they operate. “Our budgets are […]
5 strategies to effectively sell software to enterprises
July 19, 2023
Selling software to enterprises? Good luck! Enterprise sales are tough–even for the most seasoned sales professional. You’ve got to navigate complex decision-making processes, deal with a lot of red tape and bureaucracy, and build strong relationships with key decision-makers. But […]
6 tips to optimize lead handoff between marketing and sales
July 12, 2023
You have one hour. Yes, just one hour to follow up with leads and secure the best chance of speaking to key decision-makers and converting them into customers—at least, that’s what a study from the Harvard Business Review found. Of […]
9 steps to craft your perfect go-to-market strategy
July 5, 2023
A well defined go-to-market strategy is the difference between a successful launch and a flop. It outlines your product’s target market, customers, channels, pricing and more—and makes sure that all teams are aligned and working together. Creating and perfecting a […]
6 proven methods for reducing churn, and how to prevent it altogether
June 28, 2023
When companies wait to put customer retention strategies into action until after churn becomes an issue, they essentially write the script for their own demise. Look at once-industry leaders Blockbuster, Kodak and Sears. Each failed to adapt to an evolving […]
Lead generation vs. sales prospecting: Key differences, examples and strategies
June 21, 2023
They’re not the same. But you’re not wrong for thinking that the goals of lead generation and sales prospecting sound similar. While both strategies aim to generate new customers, lead generation focuses on generating large volumes of leads, while sales […]
RevOps framework: What it is, why it works and how to use it
June 14, 2023
Revenue Operations (RevOps) is a breakthrough application of data and automation. It’s gaining in popularity across all industries—and for good reason. Winning organizations break down silos and optimize the flow of work across sales, marketing and customer success teams. RevOps […]
8 outbound prospecting tips to help you crush your sales goals
June 7, 2023
Your cold email just arrived in your prospect’s inbox. But will your prospect open, read and respond to you? Here’s what the data says: probably not. And that’s because cold emailing, a form of outbound prospecting, is notoriously difficult and […]
7 steps to effective lead management
May 31, 2023
Lead management isn’t a totally new idea, especially in the demand gen world. But, as your business grows and scales, you’ll need to make sure everyone understands what it is so they can follow the process you’ve built. Empowering your […]
8 actually helpful ways for SDRs to navigate this sales environment
May 24, 2023
Right now, Sales teams continue to face one of the toughest sales environments in memory. We may not technically be in a recession, but for years now, companies have been tightening their belts against spending that’s anything less than a […]
How (and why) RevOps teams use exegraphic data, with Intelligent Demand’s Nicole Davolt
May 17, 2023
RevOps teams are under enormous pressure to grow their companies, and to grow them efficiently. Even C-suites are feeling this pressure. When they do, they turn to Nicole Davolt, a RevOps strategist at Intelligent Demand. “We align their tactics, their […]
9 account based marketing (ABM) tactics to help maximize your ROI
May 10, 2023
We get it. Account based marketing (ABM) on paper sounds like a great idea. All you have to do is create a campaign that targets a specific account or set of accounts, track the results and adjust your strategy as […]
It’s time to improve your aim
May 3, 2023
Most revenue teams have more prospects in their CRM than they can handle. The problem, frankly, is not building up contact lists—the problem is maximizing the pipeline to identify the best prospects and engage them effectively. The sub-par prospects that […]
How to win with multi-level selling, with Pegasystems’ Judy Buchholz
April 26, 2023
Multi-level selling creates more direct conversations at all relevant levels of your prospects’ org charts. It’s clearly a solid strategy—but one that you do not want to implement cold. “It all starts with a strategy,” says Judy Buchholz, SVP of […]
What is sales prospecting? (Definition, techniques and video examples)
April 19, 2023
You’re wrong if you thought sales prospecting and lead generation were the same things. While they are related, sales prospecting is a more focused and targeted process that involves finding potential customers who may be interested in your offer. Lead […]
Account based marketing examples
April 12, 2023
Account based marketing (ABM) has become one of the hottest new trends in marketing. It produces impressive results, making it a firm favorite strategy among leading companies, business startups and marketers. You may be wondering, beyond just being an in-vogue […]
So you think you’ve exhausted your market?
April 5, 2023
With the economy lagging and experts forecasting possible recessions, forward-thinking companies are looking to stimulate new revenue in new markets. In a vacuum, not a bad strategy. But many companies doing so are leaving money on the table in their […]
MQL vs. SQL: What’s the real difference?
March 29, 2023
Marketing and sales teams use a lot of acronyms, and we throw them around like everyone knows what they mean. Most people in the field quickly catch on and come to understand the words associated with the acronym, but often […]
What is revenue operations?
March 22, 2023
You may think revenue operations (RevOps) sounds like just another buzzword. But it’s actually given a name to a function that’s been needed in the data-driven B2B world for a LONG time. Because for the B2B businesses that have a […]
The navigational power of RevOps, with Rosalyn Santa Elena
March 15, 2023
RevOps has long existed as an organizational function—predating the term RevOps itself—yet so many teams struggle to integrate a dedicated RevOps team. Should it slot alongside (or above, or below) Sales and Marketing? How does this work? Rosalyn Santa Elena, […]
B2B revenue generation: Definition, examples and 7 strategies to increase profits
March 8, 2023
Did you know that revenue generation isn’t just the responsibility of your sales team? In fact, all departments—including marketing, customer success, revenue operations and even finance—play a role in driving the growth of your business. So, if you want to […]
What chatbots teach revenue teams about using AI
March 2, 2023
AI has reached a tipping point in accessibility and proficiency, and Sales and Marketing teams are suddenly engaging with AI in new ways—many for the first time. They’re using ChatGPT, for instance, to write their B2B prospecting emails, personalization and […]
Layering exegraphics and intent data to up your game (and your returns)
February 28, 2023
RevOps teams are justifiably driven to incorporate intent data in their prioritization strategies. Which makes perfect sense: In the world of demand gen and cold outreach, a prospect who has voluntarily expressed interest in a solution your company offers is […]
Using RevOps to drive growth at scale, with HubSpot’s Sid Kumar
February 22, 2023
Yes, RevOps is all about optimizing revenue—but Sid Kumar understands that RevOps reaches that goal best when it views its function in other terms. “RevOps is the realization that go-to-market functions that cut across the customer journey need to be […]
27 RevOps best practices for driving revenue growth
February 15, 2023
Do you remember? Before Revenue Operations (RevOps) became an emerging function in the B2B world, things could get… confusing. Marketing, sales, finance and customer success operated in silos; each using their own databases with their own set of metrics, chasing […]
Marketing qualified lead: What is it really?
February 8, 2023
Companies can’t survive without customers. And every customer is a “converted” lead. But, not all leads will convert. Some may not fit your ideal customer profile and others may not be ready to buy. That’s where marketing qualified leads, or […]
Coffee & RevOps with ChatGPT
February 1, 2023
All the ground we break here at Rev is AI-centric. Our AI-driven Sales Development Platform develops aiCPs (AI-driven customer profiles) that are living, evolving models that account for changes within your target audience. It’s all built on traits that we […]
Stay informed of critical events among your best prospects, with EV lenses
January 26, 2023
Reaching out to a prime prospect at a critical moment in their company’s journey—and before the competition does—could be the difference between a closed-won and closed-lost. You know that, and we know that. So, we decided to give you the […]
B2B demand generation marketing: Nearly everything you need to know
January 18, 2023
Whether you’re working at a startup or a large enterprise, demand generation marketing is too good for business to ignore. Because imagine this… You’ve just launched a unique, innovative SaaS platform. You have no doubt that it’s the best on […]
How to find new customers and increase sales
January 11, 2023
You’re not alone. When most B2B companies set out to find new customers and increase sales, they rely on an outdated ideal customer profile, use one-size-fits-all marketing tactics and hope for the best. But what if there was a better […]
Evolving through the phases of a mature demand gen engine
January 5, 2023
If we had to summarize the modern relationship between marketing and sales, it would sound something like: Generate more and better leads, so we can close more deals more effectively. But how? How can marketing leverage the data it has […]
Level up your lead follow-up: 11 best practices
December 28, 2022
Congratulations! Your hard work paid off. You successfully generated leads from your marketing efforts. Now it’s time to convert those leads into customers. But, it’s not as simple as just picking up the phone and calling them all. Meaningful lead […]
The lead generation best practices you need to adopt in 2023
December 22, 2022
How do you acquire good B2B leads? First, let’s clear the air. “Good” is relative. To some, good leads are contacts that match their ideal customer profile (ICP). To others, it’s anyone that shows signs of purchase intent or has […]
Finishing the sales year strong, with sales guru James Buckley
December 15, 2022
For most companies, Q4 is the largest forecasted quarter of the year. It’s also a short quarter—not only because it’s cut short by the holidays, but because sales teams often stare down the business end of unmet quotas and unclosed […]
RevOps guide to expanding into new markets and targeting new customers
December 7, 2022
Expanding into new markets can be an exciting and risky decision. On the one hand, it’s an opportunity to increase revenue and expand your customer base. But, on the other hand, it’s also a huge investment of time and money […]
What is outbound lead generation?
November 30, 2022
Not all outbound lead generation strategies are built equally. While some are effective within a short time, others require a compound investment. This post distills the best outbound lead generation strategies and how to execute them to get lasting results […]
How to build a high-performing RevOps team
November 22, 2022
Revenue operations (RevOps) is all about optimization—whether that means improving sales cycles, analyzing customer data to understand their needs and preferences better, or developing effective lead generation strategies. As such, you’ll need a team of skilled professionals with a range […]
Inbound vs. outbound sales: What, when and how
November 15, 2022
We studied the best marketing and sales minds and distilled them to a simple conclusion: “Every sales strategy can be categorized into two buckets; inbound or outbound, and neither is the better way to sell.” In fact, both are great […]
Expand and maintain your accounts in an economic downturn
November 9, 2022
The positive side of economic downturns is that they remind our companies to focus on what matters. A big part of that is your existing customer base. But too often, the reaction to economic hard times is to cling to […]
10 key demand generation metrics for B2B marketing
November 2, 2022
Do you think your company’s CEO cares about web traffic, impressions or leads as much as your marketing team? Probably not! Because what she really cares about is revenue. So, as a B2B marketer, you need to be able to […]
Grow and improve pipeline health in economic hard times
October 24, 2022
Revenue growth is easier during economic boons—just ask anyone from the .com bubble. It’s how companies maintain themselves during economic hard times that defines their sustainability. And more than just maintaining, downturns can actually be revenue growth opportunities for forward-thinking […]
How to increase your sales pipeline with high-fit target accounts
October 20, 2022
Increasing your sales pipeline with low-quality leads is easy. Just have your sales team start cold calling and emailing every business that kind of looks like your ideal customer. Of course, you’d quickly find yourself wasting a lot of time […]
13 essential demand generation tools for B2B marketers
October 12, 2022
Your marketing budget may be tight. But some tools are too valuable to pass up—especially when it comes to a process like demand generation marketing that depends on your brand’s ability to reach and engage potential new customers. In this […]
7 of the best demand generation examples for B2B marketing
October 6, 2022
Demand generation (aka demand gen) is all about creating awareness and interest for your brand and what you have to offer. Unlike lead generation, demand generation is a long-term approach that focuses on building relationships with customers rather than simply […]
Demand generation vs lead generation: Key differences, examples and strategies for B2B marketing
September 28, 2022
Demand generation vs lead generation? Learning the difference between these two strategies is simple. Demand generation is the process of building awareness and interest in your brand by showing potential prospects you understand their problem. Lead generation, on the other […]
Your ICP is broken, and here’s why
September 22, 2022
Ideal customer profiles are a staple of B2B sales strategy. And they make sense: if you can identify the traits that make your best customers your best customers, you can target the same traits in your best prospects. The problem […]
New ways to identify new market segments
September 15, 2022
Every company that looks to enter a new market segment faces the same struggles: understanding the true total addressable market (TAM) and identifying the target accounts most likely to engage. There’s never been a handbook for this, no way to […]
Demand generation strategy: 5 core steps for B2B marketing teams
September 8, 2022
You can attempt to generate cold leads all day. But if there’s no desire or demand for your offer… Well, then you might be wasting your time. That’s why demand generation is an essential component of B2B marketing. Because if […]
Outsourced lead generation: How to choose the right lead generation service
August 31, 2022
Cold calling. Email marketing. Referrals. LinkedIn. Facebook Ads. Content Marketing. SEO. You see where we’re going? There are many ways you can generate leads for your business. But that doesn’t mean lead generation is easy! In fact, according to a […]
What is a marketing automation funnel?
August 18, 2022
Many marketing teams use a funnel to grow their business and build their customer base. They know most prospects aren’t ready to purchase the moment they hear about their product or service, and the funnel nurtures and moves leads along. […]
B2B sales funnel: Understand and optimize what matters most
August 11, 2022
A recent Gartner study noted that the B2B purchasing process is complex. While that might not totally take you back, you might be surprised to learn that 77% of B2B buyers reported that their last purchase was complicated. So, let’s […]
Automated lead generation: What you need to know to get started
August 3, 2022
You probably spend an excessive amount of time chasing leads down. Lead generation is a never ending necessity for businesses, especially for companies trying to grow. (And, what company isn’t?) Because of this, you might feel like you’re starting at […]
Why your cold outreach sucks (and what to do about it)
July 27, 2022
Cold sales outreach catches a bad rap for good reasons. A lot of people don’t enjoy receiving cold calls and sales pitch emails. Plus, a lot of sales reps aren’t particularly genuine about making those connections. We find that a […]
What are exegraphics?
July 22, 2022
Straight up, the B2B world does not get measured and tracked the same as the B2C world. Years ago, consumer sales vendors used to track just demographics. Today, they know a ridiculous amount beyond your age, your gender or your […]
12 steps to build and lead a high-performing SDR team
July 13, 2022
Leading a sales development team is a big undertaking. Many of the folks on your team are likely new to the role and junior in their careers. Their day-to-day is a grind: researching for new prospects that match your ideal […]
Getting started: A roadmap for RevOps
July 7, 2022
Most companies are new to revenue operations, or RevOps. It’s a relatively new practice that’s only started to get traction in the last decade. And the reason RevOps has gained so much momentum is because it can dramatically—and positively—impact an […]
AI in sales: How to get started
June 30, 2022
Sales can be time-intensive, even if you love closing deals. Many aspects of the process can feel mundane, especially the tedious, repetitive tasks that feel like one more obstacle standing between you and your next closed won. But, you also […]
Demand funnel 101: How to build and grow a demand gen funnel
June 22, 2022
As organizations invest in demand generation, the use of the demand funnel becomes a clear way to organize and move prospects into buyers. Implementing a clear demand generation funnel can be challenging because it requires clear sales and marketing alignment. […]
The problem with B2B data (and the solution your team is waiting for)
June 15, 2022
B2B buying behavior involves multiple stakeholders, evolving buying criteria and an elongated consideration cycle. The sales and marketing tech stack only increases this complexity, so it seems counterintuitive to say B2B companies need another source of data to add to […]
10 ways to improve SDR pipeline and productivity
June 9, 2022
Business growth depends on consistent sales and, even before that, strong SDR pipeline and processes. Companies literally depend on SDRs—often junior members of the sales team—to find, reach out to, qualify and push new leads into the sales funnel so […]
Where to invest to solve sales and marketing misalignment
June 4, 2022
Good news first: Advancements in B2B sales have a catalytic effect on humanity. Who would’ve thought? Improving the ability of buyers and sellers of complex solutions to find each other more efficiently makes the world a better place. Whether your […]
AI for lead generation: 6 tools to fuel your pipeline
May 26, 2022
Demand generation is exhaustive. To create a profitable business, demand gen leaders need to consistently bring in high-quality leads at a high volume. You want to bring in enough leads to fill your entire sales pipeline, but traditional lead generation […]
Right target, right time, now what? 7 steps to close the deal.
May 20, 2022
Chasing the wrong account is about as effective as chasing your own tail. Thankfully, with Rev, you’re tapping into the power of artificial intelligence and proven algorithms to identify and build target lists of accounts that look and act like […]
How to use psychological pricing in B2B sales
May 10, 2022
When it comes to the psychology of pricing products or services, what you don’t know might be impacting your B2B revenue. Experts talk about the characteristics of a fantastic B2B sales team or how to recruit the best sales reps. […]
Is the Challenger Sales model right for you?
May 10, 2022
There are many different types of selling methodologies: the Challenger Sale, SPIN Selling, Conceptual Selling, SNAP Selling, Sandler Sales and Customer-Centric Selling—to name a few. While each has its benefits and challenges, each style has something to offer B2B sales […]
How to build a Digital Center Of Excellence
May 10, 2022
Never-ending waves of technology innovation wash across marketing departments every day. They’re shifting how marketing teams operate—and opening new opportunities. You might adopt some and ignore others. Regardless of how you decide to build your tech stack, one technological strategy […]
8 basic digital marketing tactics for B2B sales
May 10, 2022
Your organization may already be investing in B2B digital marketing, but are you getting a decent return on investment? Companies must understand how to generate consistent sales using the marketing dollars spent. Throwing more money at your next B2B campaign […]
How to use lookalike data to fuel your B2B pipeline
May 10, 2022
Don’t you wish B2B marketing had something as effective as Facebook lookalike audiences to help you target your ideal customers? You may have an extensive background in running Facebook ads. Most people who’ve run these ads have experience with B2C […]