Take a moment to think about how your company handles revenue-critical data.
You probably have lots of data coming in from sales, other data from marketing and still more data from customer success. How can you go about connecting this data?
For many companies, different internal teams tend to be siloed when collecting and analyzing data. Marketing focuses on marketing data, while sales mainly considers sales data when making revenue-driving decisions. This tendency to avoid taking other data into account can cause significant blindspots for the company.
The solution? Investing in Revenue Operations (RevOps).
RevOps removes the barriers between a company’s sales, marketing, and customer success teams in order to create a single unified revenue process. A RevOps platform analyzes data from all of these teams and provides actionable insights that help everyone align on an overall go-to-market strategy.
Many companies have attempted to solve the data problem by procuring an array of tools to collect more data. This often results in data overwhelm, with most people within the organization clueless as to what to do with all that data.
It’s not enough to simply collect more data. You need a way to stitch it all together.
That’s where a complete Revenue Operations platform comes in. The right RevOps platform automatically captures all data in your customer relationship management (CRM) system and then offers specific data-centric insights that change the trajectory of the sales process.
Look for a RevOps platform that fully integrates with your existing CRM (e.g., Salesforce), so no one has to waste time searching for data in different tools and figuring out what to do with that data.
A data-informed sales conversation is much more likely to succeed. Imagine a sales rep having access to a lead’s past marketing interactions and possible pain points before even making the call. This removes the guesswork, giving the rep the appropriate context for the conversation.
Real-time guidance goes beyond that, providing reps with the information they need during live calls. When the buyer mentions a competitor, the rep is provided with a battlecard on that specific competitor. If the rep interrupts the buyer, a reminder pops up to encourage the rep to stop interrupting. When the buyer raises an objection, the rep immediately receives ideas for how to overcome that objection.
Speed matters. All the data in the world won’t help your reps if they don’t see it in time to respond to a buyer’s question. Real-time guidance delivers data-based information in milliseconds, so reps always have the perfect thing to say.
A RevOps platform that includes real-time guidance can take your revenue operations to the next level, maximizing ROI and enabling your company to reach its revenue goals.
Heather Bakire is the Content Marketing Manager at Revenue.io, the complete RevOps platform for conversation guidance, sales engagement, and live call insights and analytics. Heather loves a good story, and she is passionate about international travel and all things outdoors.