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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 […]
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 […]
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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 […]