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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 RevOps team, recent reports show they’ve benefited from a 100-200% increase in digital marketing ROI, […]
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, founder and Chief Revenue Operations Officer at The RevOps Collective, believes it’s a matter of […]
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 ensure that your B2B company is profitable, it’s essential to have a strong revenue generation […]
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 all. It takes a human five minutes or thirty or an hour to do some […]
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 way more likely to buy than someone who hasn’t. Intent data offers much better predictive […]
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 working holistically and collaboratively across the customer journey,” he says. It’s not much of an […]
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 their own goals and then wondering why their numbers didn’t align at the end of […]
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 MQLs, come into play. You might be asking, “What exactly is an MQL?” “How do […]
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 call exegraphics, assessed at speeds incomprehensible to humans, to empower RevOps and other revenue teams […]
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 first-move advantage. Our groundbreaking AI-driven Sales Development Platform just got even more powerful for RevOps […]
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 the market, sure to revolutionize your industry. BUT… no one’s buying. Like, at all. Why? […]
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 way? What if you could focus your marketing efforts and target potential customers with the […]
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 available to drive more value and get better leads? How can they provide measurable and […]
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 follow-up is much more than that. You need a plan that will ensure that you’re […]
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 a higher likelihood to convert. Whatever your definition of “good” is, there are some fundamental […]
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 deals. These realities are connected, says sales guru James Buckley: “The reason why Q4 is […]
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 that doesn’t always pay off. So, if you’ve decided to expand into new markets, you’ll […]
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 fast. We’ll cover: Outbound lead generation and how it works Methods you can use to […]
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 of expertise in go-to-market strategies. This team will tackle everything from marketing and sales to […]
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 and often used together as part of a larger GTM strategy. So, to help you […]
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 our best customers and fight against churn. Preventing churn is essential. Absolutely. But reacting 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 show the impact your demand generation efforts are having on the bottom line. Otherwise, you’re […]
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 organizations. Of course, that’s tricky. Customers (and our own businesses too) no longer have much […]
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 and resources on prospects that just aren’t the right fit. And, as a RevOps (aka […]
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 blog post, we’ll show you 13 of the best demand generation tools that are worth […]
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 acquiring new leads. However, that’s not to say that demand generation can’t be used to […]
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 hand, is the process of converting those prospects into leads or customers by convincing them […]
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 with ICPs is that they are generally a shallow way to characterize companies. A sales […]
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 ensure that a company with strong market/product fit in one segment will meet any success […]
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 you don’t already have a demand generation strategy, you’re likely leaving A LOT of money […]
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 recent HubSpot report, 61% of marketers rank lead generation as their biggest challenge. So, it’s […]
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. Marketing funnels come in all sizes, and often become more complex as your team and […]
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 take a look at your B2B sales funnel to simplify the buying journey for customers […]
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 ground zero month after month. As your organization grows, you need to find ways to […]
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 lot of the advice out there about how to improve your SDR prospecting is obvious […]
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 location: the large data attractors (think Amazon or Google) can predict what you’ll want to […]
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 customer profile and relentlessly trying to engage them. More often than not, their hard work […]
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 organization. The downside? Growth via RevOps can be slow to start. If you’re moving into […]
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 know that those tasks are—more often than not—important to making potential customers happy. You know […]
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. What is a demand funnel? First, let’s cover what a demand funnel is. Demand […]
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 the mix. Unless such a source introduces an entirely new way of thinking about prospects—a […]
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 quota-carrying reps can close deals. If SDRs don’t generate high-volume, high-quality leads, companies risk not […]
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 company is researching a cure for a disease, improving education or developing answers to environmental […]
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 methods can be expensive and time-consuming. You may have even Googled, “Can you automate lead […]
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 your best customers, significantly cutting back on the time and effort your sales team must […]
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. These elements have a massive impact on your performance, but the psychology of numbers is […]
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 reps to improve conversions and build customer loyalty. It’s not possible to use all these […]
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 you need to develop is your Digital Center of Excellence (DCoE). Many of our employees […]
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 can only take your organization so far. Thankfully, there are eight simple things your organization […]
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 demand generation. Facebook offers some competitive advantages that most other platforms couldn’t dream of because […]