The 6Sense Buyer Experience Report surveyed over 2500 buyers and will make you rethink how you approach your go to market strategy.

In this post I pull out some of the key stats and suggest ways to revisit your top of funnel activities.

Once at scale, too few companies spend time really listening to their customers and understanding their world, their pain and how they make decisions on where to spend their hard won money.

In this article I'll walk you through the Switch Interview process and provide you with an easy template to make your own.

Here’s the framework I used to map out the ICP, buyer persona and value proposition for RevOpsCharlie when starting out - a useful framework to borrow for your own process.

ICONIQ Capital just published their 2024 State of Go-to-Market report with analysis from 150 B2B SaaS companies. I highlight ARR Growth, Net Dollar Retention, AE Quota Attainment and Funnel Metrics in this summary and link to the original report.

Ensuring your go-to-market teams are clear on your definition of what makes an ideal customer (and what makes a very poor customer) is the foundation of a clean pipeline, higher close rates, and expansion and renewal opportunities.

Here’s a simple table to map out your ideal customer profile.

Hamilton Helmer introduces the seven powers that allow companies to drive sustainable differentiated returns in comparison to their peers. In this article I summarise the seven powers and share Hamilton’s recommendation on which powers to focus on.

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.

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.

One of the top questions in RevOps communities is how to become more strategic and demonstrate the ROI of Revenue Operations.

In this article I’ll look at the challenge and propose how focusing on pipeline and revenue growth is the answer.

CustomGPTs allow you to ‘program’ ChatGPT so it learns from knowledge you provide it. I’ll walk you through three ways I am using my own GPT to create buyer personas, value propositions and suggest buyer enablement tools.

360 pages of practical guidance for founders of Series A SaaS companies as they plan to scale their go-to-market teams.

Assets help professional services firms to improve project consistency, to drive vendor referrals and differentiate from the competition.

In this article we look at what assets are and how to drive value from them.

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.

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.

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.

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!

Knowing where you are and where you want to get to allows you to create a structured plan.

The RevOps Maturity Model lights your path to an aligned experience for your buyers and sellers.

The RevOps Bullseye helps you to assess all 22 capabilities on the Revenue Acceleration Flywheel and prioritise the top three to test before rolling out to the wider organisation.