In the gospel according to RevOps, 'decentralization' can sometimes feel like borderline heresy. We've been schooled in the dogma of centralization: control the data, streamline the processes, unify the strategy. It's the holy trinity of efficiency, or so we've been led to believe. But here’s a slightly sacrilegious idea: what if this isn't always the answer? Join me on a slightly rebellious exploration of why and how a touch of decentralization could actually be the secret ingredient missing from your RevOps recipe.

In true business cyclic fashion, what’s old is new again. As organizations are dealing with ever-shifting uncertainties (inflation, war, supply chain), I’ve been having more conversations about sales, specifically retooling or setting up sales enablement. Frequently I’m asked what’s difference between enablement and sales ops. Aren’t they one and the same? Nope. But they are related.

Exciting partnership between Sonar Software and Alternative Partners, a Revenue Operations Consultancy focused on helping optimize the connections of their technology, processes, and people.

Once you’ve diligently chronicled the buying journey (whether straightforward or circuitous) from a customer’s perspective, it’s logical to map out the sales process and its supporting documents. Sales enablement relies on science to figure out the ideal cadences for nurturing, which materials increase sales velocity and ultimately land deals. This guide is meant to cover the basics of sales enablement and best practices to effectively launch it in your organization.

The following guide is meant to help you take advantage of premade customer journey templates and morph them into something useful. While evaluating and modifying your organization’s processes from your customers’ point of view, it is an opportune time to overlay a RevOps framework.

Most of us want productive and healthy work relationships. The ability to influence is an essential element for success, regardless of title or reporting structure. Core to my RevOps work is identifying when people, process and technology cause friction. As such, that friction provides ample opportunity to practice influencing skills. It’s in that spirit that I offer some perspective and advice.

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.