Revenue Operations Best Practices: Five Decisions to Defend
Revenue operations best practices framed as the five decisions a RevOps lead makes each year, with a defensible position on each and a test to run this week.
11 min read
#buying signals
16 articles
Revenue Enablement Strategy: Fix the Research Gap First
A first 90 days revenue enablement strategy that sequences work by what compounds, and why content and training cannot fix a rep with a list but no reason.
9 min read
Account Research Tools: Every Category and Its Limit
A category-by-category guide to account research tools, with the manual baseline included, and the honest limit each category hits before a reason.
11 min read
Account Intelligence Platform: A Buyer's Guide by Question
Account intelligence platforms answer different questions. A buyer's guide by category, a 20-account test, and the input most platforms never ask for: what you sell.
11 min read
Share of Wallet Analysis: Five Ways to Estimate the Denominator
Share of wallet analysis without competitor spend data: the formula, five proxies for category spend and their error bars, and which proxy fits which decision.
11 min read
Clay vs Apollo: The Database Question and the Workflow Question
Clay vs Apollo compared on the two questions that decide it: where your contacts come from and who builds the workflow. Plus the question neither answers by default.
10 min read
Cross-Sell vs Upsell: Why Each Needs Different Evidence
Upsell evidence sits inside the account you already manage. Cross-sell evidence sits in a department your account owner never talks to. Research each differently.
10 min read
Trigger Events in Sales Are Generic Until You Add Products
Standard trigger event lists are written without knowing what you sell. Here is how to define a trigger per product line, so one event produces different calls.
11 min read
A Pre-Call Research Checklist Ordered by What Changes the Call
Ten minutes of pre-call research, ordered by what actually changes the conversation, plus the six things to skip and why they waste the budget.
11 min read
Sales Territory Planning by Matched Opportunity, Not Account Count
Sales territory planning past geography and account count: what territories get cut on, what imbalance costs, how to re-cut on matched opportunity, and the mid-year fix.
9 min read
Account Whitespace Analysis: The Empty Cell Is Not a Reason
Whitespace analysis maps what an account has not bought yet. That gap is not a reason to call. Here is what has to be true before a rep works one.
10 min read
Clay Alternatives: Pick One by Why You Are Leaving
A Clay alternative only helps if it fixes your actual reason for leaving. The credit math, the operator problem, and the question enrichment cannot answer.
9 min read