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Google’s NotebookLM for account reviews
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.
Using AI in B2B Sales - Gartner
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.
How RevOpsCharlie can help you hit your H2 number
As the summer break comes to a close, here's a look at who I work with and how the pipeline pyramid provides the foundation for helping your sellers hit their targets in the second half of the year.
Analogue enablement - building a winning office environment
Too much enablement is digital today - relying on sellers to actively seek out content about personas, industries and customer stories.
In this post I walk through some analogue enablement ideas to help bring your offices to life and support your sellers in their work.
How to use Claude AI for account planning
Claude Projects help accelerate and expand your seller's ability to research an account and craft a unique perspective for their outreach.
In this post I'll walk you through the prompts step by step.
How to be a salesperson in an AI future
As AI picks up increasing parts of the sales person’s role - what does it take to be a human sales person?
In this article I look at the importance of business acumen, spatial awareness and project management in delivering value to your customers in their buying process.
Treat outreach like crazy golf
SDRs and AEs can improve their success by stopping aiming directly at the pin, and instead thinking about the people around their target buyer that are trusted and will provide valuable endorsements.
Outreach Bullseye Template
The outreach bullseye template helps SDRs and AEs to evaluate and prioritise possible routes to prospect into their target accounts.
Inbound, outbound and now inbound-led outbound?
Its too easy to fall into an internally-focused view of our prospecting channels. Inbound, outbound, nearbound, inbound-led outbound….
If we put our customer at the centre of the process we look at things in a very different way and start to align our efforts.
Sales Plays - translating customer campaigns for sellers
Before you push your new customer campaign out to sellers as a sales play, you need to translate it for the new audience - your SDRs and AEs. In this post I’ll walk you through my approach.
Give your SDRs a grand slam offer to give to buyers
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.
Two customer-centric book recommendations
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.
5 essential learnings from the 2024 SaaS AE Report (Bridge Group)
Bridge Group’s 2024 SaaS AE Metrics Report is out and provides fantastic insight for CROs and revenue leaders on the evoling trends in B2B SaaS go-to-market. Check out my five essential learnings.
How to build Enterprise account plans that drive revenue
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.
What makes a great sales playbook?
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.
Is this the end of the SDRmy?
SDRs are having fewer quality conversations per day, and AEs at Outreach and Salesloft are struggling to meet quota.
Is this the end of the role of the SDR as companies take control of their buying process?
Adding virality to Enterprise products
Virality is not just a Product Led Growth Strategy. Enterprise products can encourage happy users to promote, share and bring in new users. In this article I give you five ideas to get started.
How System Integrators can drive pipeline from Tech Vendor sales teams
Tech Vendors can be the primary source of pipeline for consultants and system integrators. Here are some simple strategies to manage and grow that channel into your business.