Help your buyers to buy
B2B SaaS revenue leaders work with me to fill their pipelines by designing, building and managing buyer enablement tools that help their buyers identify a problem worth solving.
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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.
Launch 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
Take the buyer enablement assessment
Uncover your buyer enablement blindspots and receive your personalised report.
Nine questions
12 page report
Personalised advice
Best practice guidance
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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Stephen Diorio is the co-author of “Revenue Operations” and in this video explores the Revenue Management System and Revenue Operating System, along with the 50 levers of growth that help drive sustainable scalable businesses forward.
Take control of your VP of Revenue Operations interview with this set of questions.
They’ll help you understand if this is the right company for you, as well as demonstrating that you know your subject and can hit the ground running.
The VP of Revenue Operations is fastest growing role in the US, and yet there is no plan to follow as you start your new job.
This 30,60,90 day template will help inspire and focus your thinking as you build your plan.
What is the value that your SDRs are taking out to their prospects in their outreach? A webinar or product datasheet is not a valuable offer.
In this article we’ll look at what makes a valuable offer and how to arm your SDRs with something that buyers would feel stupid to say no to.
Gartner’s 2024 Software Buying Trends provides valuable insight to revenue leaders as you plan your go to market strategy. Understand what buyers look for as they find and buy new software in2024.
The process of creating SPIN Selling questions is a valuable exercise for leaders across the go-to-market function, including VPs of Revenue Operations.
It helps you get into the mind of your buyer and really uncover the pain they face if they don’t solve this problem.
I’ll guide you through the process of creating your questions.
Two recently published books for RevOps leaders to get their heads into.
Both books highlight the need to focus on your customer’s experience as they travel through your go-to-market teams, systems and processes.
The head of buyer enablement is a cross-functional role that maps and improves your buyer’s end to end experience from unaware to happy repeat customer.
Here’s a sample job description to give you an idea of the role.
A great question gives more than it asks for in return.
In this article I’ll guide you through how to write great questions for your buyer enablement tool - questions increase your completion rate and provide valuable output for your buyers.
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.