As the role of the inbound and outbound BDR becomes increasingly blurred, do we need to look again at how we structure our BDR teams?

I look at the rise of the digital SDR and how this might change how we hire.

Customer Success is evolving fast, and with the pressure on CSMs to deliver expansion revenue and increase net revenue retention, are they now a pure sales role? In this article I look into the role and how they are compensated.

ICONIQ’s Go-To-Market Reporting Guide provides deep dive advice for founders, revenue leaders and RevOps professionals covering the key metrics, reports and trends to share with your leadership , your team and your board.

Developing strategic account plans is a cross-functional task - if you allow marketing, sales and CS to create their own its a one way ticket to Silo City.

Here is an approach to developing account plans to drive action and lead to closed deals.

Digital Sales Rooms help your sellers connect with your buyers.

But how do you ensure the buyer has a better experience?

Its the end of the year and RevOps teams are locked in Planning Season.

But why do we do this, and doesn’t this cause the lumpiness in our business that we want to avoid?

Few companies embrace experimentation in their sales led growth strategies.

In this article you’ll learn five questions that will help you implement an experimental mindset in your revenue teams.

Buyer enablement tools provide valuable insight to your buyers as they complete their buying jobs.

Download my free template that will guide you through the questions required to create a valuable tool that drives pipeline.

AI is starting to feature as a valuable contributor to my content creation process.

It solves a very different purpose to the writing I do myself, let me show you how.

73% of B2B buyers confirm that their buying decisions are directly influenced by a brand’s content.

Check out the other results in this Pavilion and Kickstarter report that just landed.

I experiment with interviewing ChatGPT for a podcast transcript to help founders understand the Middle East market and the opportunities and challenges of opening up a route to market in the region.

Copy and use these free templates and frameworks to plan your revenue growth.

Includes calculators, assessments, audits and templates for pipeline, tech stack and your OKR planning.

As fighter jets become more advanced, why is it still essential to have a human in the machine?

What can we learn about AI picking up more of the sales process from human sellers?

Ever had your marketing team launch a new campaign only for your sellers to look across at each other in dismay?

Great marketing teams embed themselves with customers via their sales and customer success teams to really understand the customer’s world.

In the remote/office debate it is the unplanned interactions that make the difference.

In this SaaStr presentation OpenAI’s head of sales describes how they facilitate them at lunchtimes!

See 11 examples of buyer enablement tools from companies including Gong, DocuSign, Remote and Clari.

Inspire yourself to create your own diagnostics and calculators.

RevOps is a strategic function. In this 30 minute presentation I delivered to the RevBrains RevOps Mastery Conference this week you’ll be able to take 2 specific activities to help your RevOps function improve revenue growth in your company.

A sales playbook is a series of repeatable steps that gives you the best chance of a positive outcome,

So says Matt Rosenberg or Grammarly in this week’s 20Sales interview.

I dive into playbooks in more detail and guide you on how to build your own.

Rambleforce took place in the UK’s Lake District this weekend. A unique opportunity to network with others across the Salesforce ecosystem while climbing hills!