Running RevOps

Business is challenging in any environment.

The current climate presents unique challenges, however.

We have more data about our prospects than ever before. There are endless data sources, enrichment providers, intent signal providers and other companies catering to the problem of attention — how do you get the attention of your ideal clients?

The top of funnel is wild these days. There are more channels than ever before. Inbound, outbound, nearbound… boundless avenues for direct sales and partnership-based approaches.

The middle of the funnel is truly uncharted territory. While there is a great deal of emphasis on lead counts, MQL conversion rates, cost per lead and other metrics related to the top of the funnel… pipeline development metrics are less often discussed.

That’s largely because pipeline development metrics are not measured.

What goes unseen stays unimproved.

Orchestrating our outreach through these labyrinths requires careful planning and even better execution. That is precise…