Rev Blog
Advice and information for building a stronger GTM motion.
It’s time to improve your aim
DemandGen RevOps Sales
May 3, 2023
Trending articles
Expand and maintain your accounts in an economic downturn
RevOps
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 […]
Your ICP is broken, and here’s why
DemandGen RevOps Sales
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 […]
What are exegraphics?
DemandGen RevOps Sales
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 […]
Building a winning RevOps strategy
Win/Loss analysis: How to learn from lost sales opportunities
RevOps Sales
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)
DemandGen RevOps Sales
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 […]
What is product-led growth?
RevOps
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 […]
Lead a modern sales team
Win/Loss analysis: How to learn from lost sales opportunities
RevOps Sales
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)
DemandGen RevOps Sales
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 […]
Up your cross-sell game, with Zendesk’s Norman Gennaro
Sales
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 […]
Evolve your demand gen strategy
How to better understand your customers’ needs (without the limitations of traditional customer data)
DemandGen RevOps Sales
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 […]
How to build true demand in today’s buyer’s market, with Manuel Rietzsch
DemandGen
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 […]
Data integrity and revamping your ICP
DemandGen RevOps Sales
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 […]