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 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.
In today's edition Holden Miller, AE at Reveal joins Charlie to discuss the importance of partnerships in your Go To Market strategy. We talk partner discovery, account mapping and the benefits of sharing your pipeline.
Join me on the book writing journey as I lay out the Revenue Operations playbook for Series A Founders.
In today's edition Wolter Rebergen, VP RevOps and Commercial Director at Younium joins Charlie in discussing the complexities of subscription management, reducing revenue leakage, and experimenting with enterprise pricing.
In this 75 minute video I'll walk you through each of the 66 questions that make up the RevOps Maturity Assessment.
The video can be a useful guide as you work through the assessment yourself providing additional context and advice for each of the topics.
The RevOps Maturity Assessment allows you to benchmark your own revenue organisation against your peers and best practice.
I'll walk you through how to initiate the assessment, explain how to respond to the questions and introduce the output you will receive via the RevOps Maturity Model.
Follow along as I run around 20 VC firms in London to hand out packs of my Go To Market org chart cards.
A fun day of cold prospecting in hot weather!
Switch interviews help your customers to walk you through their experience getting to a buying decision.
You might think your outbound activities and sparkling sales content is what initiates a buyer's buying process,
But the reality is that the buyer kicks it off as they explore the dark funnel - speaking to their peers, engaging with product review platforms and discussing in private Slack communities.
Their first job is to understand the problem and the value of solving it.
The point of a Chief Revenue Officer is that they align all three functions of marketing sales and customer success,
But marketing is a lot more than demand generation, and you’ll need to be sure that your CRO has got experience and the trust of the full marketing team beyond the sales related functions for them to be successful .
Playing to Win was written by the ex-CEO of P&G and his right-hand consultant - and in it the authors describe their framework of cascading choices to help define a company's strategy.
Journey helps you to tell a more engaging story to your prospects and customers.
In this short video I'll walk you through how I build a new Journey for a customer, including video, a PDF and some slides.
On 7th September I’m running around 20 VC firms in London to hand out packs of my Org Chart playing cards.
RevOpsCharlie's Org Chart cards are ideal for Series A founders and Venture Capital firms to map out how they plan to grow their GoToMarket teams as they scale the company to Series B.
Matt Hicks, VP Sales at Vertice joins Charlie in discussing SaaS bloat, unused and duplicate licences, and how Vertice is helping CFOs keep on top of their SaaS budgets
In today's edition of Demo-Day Brendan Weitz, co-founder of Journey joins Charlie in discussing digital selling, improving the buyer experience and introducing AI to support buyers.
My 10 takeaways from two days of learning and networking at SaaStr Europa in London
Before you roll out an SDR program, make sure you’ve calculated the fully loaded costs of an SDR.
In this video I’ll walk you through the calculations and provide industry metrics to help you get started.
The Revenue Acceleration Flywheel helps you to visualise the external and internal tasks that combine to build your revenue engine.
Professional Services firms have a different buyer experience to product companies, but a similar set of challenges as buyers move from Marketing, to Sales to Delivery.
Your buyers don’t want to be passed from one team to another in a disjointed sales funnel.
Today they expect to be able to learn up front from every one of your teams.
It is easy for revenue processes to become siloed.
Instead building cross-functional tiger teams can accelerate your revenue engine.
Map out your current buyer experience first in order to define and prioritise the areas of highest value and immediate impact in the Revenue Acceleration Flywheel.
Use the Revenue Acceleration Flywheel to stack iterative improvements on top of each other.
Mapping out your current buyer's experience is an essential first step as you identify and prioritise the areas of greatest opportunity.
Gartner research shows buyers only spend 17% of their buying process in front of vendors.
So the question is, what are they looking at for the other 83%?