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.

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.

Remove the awkward post event follow-up by creating multi-step engagements while your buyers are on the booth.

Here are 8 examples including professional headshots and caricaturists!

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.

The outreach bullseye template helps SDRs and AEs to evaluate and prioritise possible routes to prospect into their target accounts.

AI usecases appear across your organisation and this graphic will help you think through which of your senior executives are aligned to the most game-changing opportunities you have in front of you.

At the recent AI Summit the team from Holiday Extras won AI Implementor of the Year and walked us through their change management process. Here are the five problems they faced and how they approached them.

AI Summit London featured speakers from Barclays, HSBC, Ocado, NVIDIA, OpenAI and from governments and regulators.

AI presents an opportunity for companies to completely reinvent themselves - here are my key takeaways from the event.

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.

Companies don’t buy products, people do - and having a deep understanding of the world of each of the buyer personas that buy, use or support your product is the first step in designing personalised value propositions and messaging for them.

In this article you’ll get find a template to use as well as guidance on how RevOpsCharlieGPT can help you!

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.

The revenue function is ripe for disruption and the CROs that take a longer term view will set their companies up for success in the new world.

In this article we walk through the four quadrants of Gartner’s AI Opportunity Radar looking at use cases that can provide game-changing returns.

AI is a top priority for CEOs as they seek to grow revenues, increase margins and minimise risks.

Learn how Gartner guides their clients through the AI Opportunity Radar and Use Case Prisms to find and prioritise high value AI use cases.

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.

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.