Help your sellers to sell

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.

In the RevOpsCharlie Demo Day series Charlie interviews RevTech vendors, discussing their target customers, their platform and including demos of the key use cases.

The series is useful for founders and revenue leaders looking to make the right tech choices as they scale up their Go To Market teams.

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In today's edition Nick Telson-Sillett, co-founder at Trumpet joins Charlie to discuss the future of digital selling.

Nick discusses and demos:

- How COVID changed the way that sellers sell and that buyer buy

- That your sellers will never meet many of the key members of the buying group

- Buyers appreciate sellers that help them collaborate across their buying group

- Digital selling increases win rate and reduces sales cycles

Trumpet is a Digital Sales Room that allows sellers to create branded and customised micro-portals for their buyers.

Find out more at www.sendtrumpet.com

Connect with Nick on LinkedIn at https://www.linkedin.com/in/nicktelson/

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RevOpsCharlie helps Series A founders to scale up their GoToMarket teams by aligning marketing, sales and customer success into a single revenue team.

I help you build a predictable and repeatable revenue engine that helps you scale and get funded at Series B.

Read the Series A Founder's Guide to Revenue Operations: https://www.revopscharlie.com/series-a-founders-guide-to-revenue-operations

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.

By comparing the aggregated responses with those of the assessed individual, the recipient learns how they are perceived by others, where their strengths are and what opportunities for improvement they have in front of them.

Revenue 360s are assessments specifically designed for individuals in a revenue-related role - across marketing, sales, customer success and revenue operations.

In this short video I'll walk you through how you can use a Revenue 360 programme to drive alignment and inspire action across your go-to-market teams.

The RevOpsCharlie Power Hour series is a set of virtual workshops where founders and revenue leaders work within their core team to develop an aligned buyer experience that drives revenue.

Each Power Hour lasts just 60 minutes and is delivered as a live workshop during which your team will complete two 15 minutes tasks.

This is not elearning - this is a workshop in which you will be working.

At the end of 60 minutes you will have a specific outcome related to your company and go-to-market team.

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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.

In task 1 you will explore:

-online communities

-offline communities

-newsletters

-meetups

-podcasts

-YouTube channels

-And more....

In task 2 you will explore product review platforms including:

-G2

-TrustRadius

-Gartner Peer Insights

-Clutch

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How to use this power hour

Consider who should join you:

-leaders from your marketing, sales and product teams

-representatives of your key buyer personas (ie your HR leader or CFO)

Get in a room (virtual destroys creativity)

Put this video up on the big screen so I can speak with you!

Access the Power Hour Worksheet below

Create a copy and share amongst you

Hit play and get ready to work for an hour

Targeting your highest potential accounts with dedicated resources can be a wise strategy as you expand into Enterprise and Strategic segments.

But before you rush off to build your new program consider these seven questions:

Are you creating silos in marketing, sales and customer success?

What are you trying to achieve?

Are you aligned on the buyer process?

How will you select your target accounts?

How will you assign resources to the program?

What content will you need to create?

How will you support your target accounts?

How will you measure success?

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 this short video I take a look at what the buyer is trying to achieve by consolidating their content in a single place - typically Google Drive or Sharepoint,

And that to avert their desire to download your content and place it in their Sharepoint folder, you need to provide them with dynamic content they couldn't access any other way.

In the RevOpsCharlie Demo Day series Charlie interviews RevTech vendors, discussing their target customers, their platform and including demos of the key use cases.

The series is useful for founders and revenue leaders looking to make the right tech choices as they scale up their Go To Market teams.

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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.

Gerry discusses and demos:

- How sellers today can expect to speak to just one person in a 90 minute call block.

- That 45% of connected calls then require navigating a IVR, phone tree or receptionist

- That this manual call centre work destroys motivation and momentum in sales teams

- The Connect and Sell platform that combines software with human agents to deliver live calls at scale to sellers.

Connect and Sell is a cloud sales acceleration platform, getting your sellers speaking with hard to reach decision makers on the phone.

Find out more at www.connectandsell.com

Connect with Gerry on LinkedIn at /beaccurate

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.

The article title was "What should I do if my VP Sales isn't working out"

These articles will not become part of my authored content, but instead form an article repository to pull in long tail searches.

When and if an article starts ranking and driving traffic I will then personally edit and update it to ensure it incorporates my experience and perspective.

You can see the AI-produced article here: https://www.revopscharlie.com/revops-articles/what-to-do-if-vp-sales-not-working-out

Find out more on Byword here: byword.ai

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.

Gong

Hubspot

6Sense

Clari

DocuSign

Remote

and more....

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RevOpsCharlie helps Series A founders to scale up their GoToMarket teams by aligning marketing, sales and customer success into a single revenue team.

I help you build a predictable and repeatable revenue engine that helps you scale and get funded at Series B.

Read the Series A Founder's Guide to Revenue Operations: https://www.revopscharlie.com/series-a-founders-guide-to-revenue-operations

In the RevOpsCharlie Demo Day series Charlie interviews RevTech vendors, discussing their target customers, their platform and including demos of the key use cases.

The series is useful for founders and revenue leaders looking to make the right tech choices as they scale up their Go To Market teams.

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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.

Werner discusses and demos:

- How ensuring you have the right number of sellers in the right seats can support your bottom up planning.

- How complexity creeps in from just 5 or 6 sellers

- How Salesforce and other HR tools can provide revenue and cost data to your model

- How capacity planning happens every day - not just in planning season

Lative is a sales capacity platform to help revenue leaders and revops professionals to plan their sales coverage correctly.

Find out more at lative.io

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RevOpsCharlie helps Series A founders to scale up their GoToMarket teams by aligning marketing, sales and customer success into a single revenue team.

I help you build a predictable and repeatable revenue engine that helps you scale and get funded at Series B.

Read the Series A Founder's Guide to Revenue Operations: https://www.revopscharlie.com/series-a-founders-guide-to-revenue-operations

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.

I'll introduce you to the Revenue Acceleration Flywheel,

before diving into two of the 22 capabilities in detail:

The Dark Funnel - enabling your customers and partners to spread the word on your behalf

Owned Content - educating your buyers around the problem they face with calculators, diagnostics and benchmarks.

At the end of the session I'll share three ways you can get started:

The RevOps Maturity Model - https://www.revopscharlie.com/revops-maturity-model

The RevOps Maturity Assessment - https://www.revopscharlie.com/revops-maturity-assessment

The RevOps Maturity Workbook - https://www.amazon.com/Revenue-Operations-Maturity-Workbook-capabilities/dp/B0CJL6LBLT

I'm RevOpsCharlie and I provide founders and revenue leaders with coaching, advisory and outcome based consulting that drives predictable and repeatable revenue growth as they scale their business.

Find out more at www.revopscharlie.com

In the RevOpsCharlie Demo Day series Charlie interviews RevTech vendors, discussing their target customers, their platform and including demos of the key use cases.

The series is useful for founders and revenue leaders looking to make the right tech choices as they scale up their Go To Market teams.

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In today's edition Zach Otto at Gong joins Charlie to discuss the value of recording calls across your revenue organisation.

We discuss the importance of a recording culture, assisting team handovers, and how leaders gain insight that drives strategic decisions.

Zach discusses and demos:

- How call recording helps individuals follow up on their own meetings by automatically highlighting agreed next steps

- How culturally most companies are comfortable with recording all calls now

- How leaders are able to analyze calls at scale to determine where to invest in their enablement, coaching and competitive analysis

Gong is a revenue intelligence platform, capturing conversations at scale across your business and providing AI powered intelligence to drive your strategic decisions.

Find out more at gong.io

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RevOpsCharlie helps Series A founders to scale up their GoToMarket teams by aligning marketing, sales and customer success into a single revenue team.

I help you build a predictable and repeatable revenue engine that helps you scale and get funded at Series B.