If your organization has engaged or is thinking about hiring a RevOps consultant, this article is for you. If your organization has engaged or is thinking about hiring any kind of consultant, this article is for you. Having been on both sides -- as the client and as the consultant -- there are some not-so-obvious rules for a successful engagement.

As we’re quickly sliding into Q4, many clients are examining what’s needed to put their pipelines into hyperdrive and achieve year-end goals. For some, it means digging into the effectiveness of their client-facing and sales-facing materials to make strategic or incremental improvements. For others, it means initiating a formal sales enablement process. Regardless of which camp you’re in, I’ll share my experience and ideas on important components often overlooked and how to ensure sales enablement is implemented successfully.

Congratulations! Your lead generation efforts are garnering results, filling your sales pipeline with potential customers. The next obvious step is to discern which leads should be fast-tracked and nurtured toward closing. If you’re looking for recommendations on which lead scoring systems are best, you’ve landed on the wrong article. In my opinion, purchasing a dedicated lead scoring solution is akin to throwing money away. Rather than spending money on a black box, I’ve found that spending time and energy on using your existing business logic to score your leads with your existing data is a better place to start. Even if you’ve purchased a dedicated solution, this article still provides advice on how to get the most out of your investment.

Congrats, you’ve hired a dedicated RevOp person or consultant for your organization. Hopefully as part of your onboarding process you’ve established accountability metrics. Not yet? Or it’s sorta loose right now? Read on. I’ll walk you through what to measure and why.