Revenue Ops & Automation Blog

The concept of revenue operations is not new, but its popularity is on the rise as more and more companies seek to align their sales, marketing, and customer services functions to maximize revenue and performance. According to research from Forrester, public companies that successfully deployed revenue operations had 71% higher stock performance than their counterparts.

Given statistics such as these, it’s not surprising that the term “revenue operations” is climbing in search engine data results.

Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline.

Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer? 

Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science. 

As a seasoned executive, you know how to ask prospects effective questions and say the right things every point in the sales process. Sales conversations flow freely. You are confident in articulating your value proposition. Building trust and authority is second nature. 

But, how do you get your entire sales team to use the best messaging throughout the sales process?

Traditionally, marketing and sales departments have a friendly, but hands-off relationship. If there is a problem with your marketing strategy, sales stays out of it and marketing tries to fix it. If there is a sales problem, sales does not want marketing involved in the solution process.