Help your sellers to sell
B2B SaaS revenue leaders work with me to hit their revenue goals by designing a buyer experience that helps their sellers to find, develop and close deals consistently.
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Buyer-centric
The Pipeline Pyramid grounds your prospecting activity on solid foundations, ensuring your offer and outreach solves a real and valuable problem for your buyers.
Impact in weeks
A combination of services and software enables you to deeply understand your target buyer personas and build tools and content that they are grateful to receive.
Support your sellers
Give your SDRs and AEs something of real value to offer to prospects in their outreach
Peer benchmarks, bespoke analysis, personalised readouts
Make your outreach a gift instead of an ask
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Uncover your buyer enablement blindspots and receive your personalised report.
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The Revenue Operations Playbook for Founders
The way companies drive revenue is changing fast:
Customers want to buy through self-serve digital channels
Buyers say sellers lack business acumen
Data is everywhere, but is not creating insights of value
The customer journey is a circle not a line
Fast growing companies cannot capitalize on these changes with siloed functions - instead a cross functional buyer enablement system is required.
This playbook is written for founders and revenue leaders of high growth B2B SaaS businesses and lays out a framework for building an integrated revenue system across marketing, sales and customer success.
“This book could well have been titled 'some mistakes that I have already made in the first year of my startup' - I wish I'd had this book 18 months ago.” Amazon review
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The 6Sense Buyer Experience Report surveyed over 2500 buyers and will make you rethink how you approach your go to market strategy.
In this post I pull out some of the key stats and suggest ways to revisit your top of funnel activities.
AI is like the incoming tide, advancing on the SaaS sandcastle you’ve built on the beach.
Now’s the time, if you haven’t already, to consider what a post-SaaS business looks like, removing the UI and just giving your customers the answers to their questions.
Glean provides a horizontal AI platform for your employees - providing centralised access to knowledge, data and processes across all of your enterprise systems.
In this article I take a look at the platform and when how you can determine if its valuable for your organisation.
The finance team is one of the slowest adopters of AI in many organisations.
In a recent webinar the Financial Controller at OpenAI walked through specific examples of how their team are using AI to accelerate and improve their work.
ICONIQ Capital's State of AI 2024 report has just dropped with insights around AI budgets, ROI, key use cases, model adoption and function use cases.
Read my summary and get access to the full report here.
Google's NotebookLM is opening up new UI/UX ideas for AI and makes a fantastic tool for B2B sales teams looking to bring execs, SDRs, CSMs quickly up to speed with an account and their strategy.
Gartner prisms show AI use cases across two dimensions - business value and feasibility.
In this prism they look at AI use cases in B2B sales including sales forecasting, territory optimisation and guided conversations.
NBCUniversal developed an AI powered Olympic Daily Recap featuring personalised clips and an AI synthesised commentary.
It provides a great example of using the knowledge and data you have access to to create new and improved value propositions for your customers.
Join this free 15 day email course helping non-technical CxOs understand the implications of AI for their businesses.
You'll learn about AI without getting bogged down in technical jargon - focusing on what to do, how to hire, and how to set your business up for the AI future.
Watch the latest videos
In today's edition Nick Telson-Sillett, co-founder at Trumpet joins Charlie to discuss the future of digital selling.
360 assessments are employee surveys that gather input from an individual and those that they report into, their peers, and their direct reports. 360 degrees - above, below and alongside.
The Dark Funnel describes all the places that your buyers hang out to learn from their peers, friends, ex-colleagues and trusted partners.
In this 60 minute workshop you'll learn about the different components of the dark funnel, before researching your own dark funnel.
Targeting your highest potential accounts with dedicated resources can be a wise strategy as you expand into Enterprise and Strategic segments.
Digital Sales Rooms enable sellers to create bespoke branded experiences to share sales collateral with buyers.
But what is in it for the buyer?
In today's edition Gerry Hill, VP EMEA at Connect and Sell joins Charlie to discuss the inefficiencies of navigating IVRs, reception desks and voicemails when executing outbound calling strategies.
Byword is an AI platform that helps content creators to generate blog content at scale.
As a passionate writer who believes in the power of great human-generated copywriting I want to see if I can become comfortable blending my own written content that shares my experience and expertise,
With AI generated content that pulls in long tail search queries.
In this video I walk you through how I generated an article using a pain related keyword.
Buyer enablement tools help your potential buyers to learn more about the problems their company faces,
and the value of solving them.
I've scanned 100 tech websites and pulled together 11 of my favourite buyer enablement tools to inspire you.
In today's edition Werner Schmidt, CEO at Lative joins Charlie to discuss the planning your sales capacity correctly.
We discuss the definitions of sales capacity, how companies do it today, and how a capacity platform gives you flexibility as things change throughout the year.
RevOps is often thought of as an internally focused tactical function.
In this 30 minute presentation you'll learn two specific ways you can align your RevOps function to the most strategic initiatives of your business - driving new revenue.
In today's edition Zach Otto at Gong joins Charlie to discuss the value of recording calls across your revenue organisation.
Stephen Diorio is one of the co-authors of "Revenue Operations" and a Managing Director of The Revenue Enablement Institute.
As one of the foremost authorities on the science of generating revenue Stephen advises senior executives and board members at some of the world's largest organisations on how to drive revenue through 50 growth levers.
Stephen Diorio is one of the co-authors of "Revenue Operations" and a Managing Director of The Revenue Enablement Institute.
As one of the foremost authorities on the science of generating revenue Stephen advises senior executives and board members at some of the world's largest organisations on how to drive revenue through 50 growth levers.
In this special edition of the RevOpsCharlie YouTube Channel Charlie and Stephen discuss:
Takeaways
Revenue operations is the strategic engine of how companies go to market and drive revenue.
Applying process and operations to sales and marketing is crucial for growth in a data-driven, capital-intensive, digital, and teamwork-oriented business environment.
Revenue operations is relevant in various industries, not just in tech, and it plays a critical role in managing complex recurring revenue contracts, value selling, and customer journeys.
The role of revenue operations is evolving, and it offers a career path for professionals who can leverage data, understand systems and processes, and communicate strategically.
Smart actions in revenue operations involve connecting the dots, building a better buyer experience, and addressing key constraints to drive revenue growth.
Sound Bites
"This is the strategic engine of how companies are gonna go to market and drive revenue."
"Revenue operations is the fastest growing job in North America, perhaps in Europe as well for professionals."
"Growth is interdisciplinary, meaning you've got to talk to other people inside your organization, as well as that customer focus."
If you've found the discussion valuable, dive into Stephen's experience further:
Revenue Operations book on Amazon: https://a.co/d/f74hIMi
Stephen Diorio on LinkedIn: https://www.linkedin.com/in/stephen-diorio-1339011/
And remember to like the video and subscribe to the channel for more RevOps goodness.