One idea. Two minutes.
Short reads on a single RevOps idea: one pattern, one failure mode, one fix. No filler, no consulting cycle. For the longer pieces, see the articles.
Your support tickets know about churn before CS does
Let's reconstruct a cancellation that supposedly came out of nowhere. Six weeks earlier: first ticket, the export function delivers wrong numbers....
read40 slides, zero insight: the QBR theater
Slide 23 of 40. The CSM reads out what's on the slide, the customer checks the time for the third time, and both know:...
readThe health score is green and the customer churns anyway
Tuesday morning, the CS dashboard glows a friendly green. Account at 82 out of 100, trend stable, all green. By noon the cancellation is...
readOnboarding by shout-out, renewal by chance
The contract is signed, the bell has been rung, and then? Then the CSM will handle it somehow. A kickoff gets scheduled, and after...
readThe handover is a data object, not a meeting
Kickoff call, week one after signing. The new CSM introduces himself and asks the customer to briefly explain, once more, what he actually wants...
readMRR from Excel is an opinion, not a number
Start of the month. Someone from Finance exports the invoices, opens last month's Excel template, adjusts three formulas, strips out the one annual...
readTwo dunning notices deep, and the AE pitches expansion
The meeting is actually going well. Clean deck, the customer nods, the upsell offer is on the table. What the account executive does not...
readPayment status belongs in the CRM
Scene from an ordinary Tuesday: the account executive calls the customer, in a good mood, the renewal is coming up. What he does not...
readCPQ with 30 people is a factory for a bakery
At some point the word comes up. A proposal was wrong yet again, discounts are running wild, and someone heard at a conference that...
readThe deal was done, then came the printer
The customer said yes verbally. The contract goes out, as a PDF attachment, with a request for signature. At the customer's office, it gets...
readThe proposal with the wrong customer name
Friday afternoon, the proposal has to go out. The AE opens the last proposal he sent, saves it under a new name, and starts...
readYour pricing is negotiable, you just have not noticed
Pull a report: average discount per AE, last twelve months. At one of our clients it read 4 percent for one and 19 for...
readOne contact is not a deal
The champion was great. Three demos, an internal business case, the meeting with the executive team was half booked. Then the LinkedIn notification...
readFields must serve the person filling them in
There is a simple diagnostic for the state of your CRM. Take any field and ask: who fills it in, and who benefits? If...
readCRM adoption is not a training problem
When the reps do not maintain the CRM, the company books a training. When things do not improve afterward, a second one, this time...
readYour sales content is dying in SharePoint
Somewhere in your SharePoint sits a folder called 'Sales Material'. Inside: 14 subfolders, three of them named 'Old', 'Archive', and 'FINAL'. The case...
readThe win/loss analysis that never comes
Everybody wants it. It is on a flipchart at every sales offsite, usually with three exclamation marks. And then what happens: nothing.
readYour deal stages describe you, not the customer
Take a look at your pipeline stages. 'Demo held'. 'Proposal sent'. 'Follow-up in progress'. Notice anything?
readA deal without a next step is a hope
CRM systems collect required fields the way other people collect loyalty cards. Industry, employee count, lead source, region, eventually 14 of them...
readThe discovery lives in a notebook and it does not belong to you
Your best rep runs great discovery calls. He digs into the real pain, gets the timeline out, and after 40 minutes he knows who...
read40 percent of your pipeline is dead and everyone knows it
Run an experiment. Open the pipeline, sort by last activity, scroll to the bottom. There it is, the deal from November, stage Negotiation...
readYour chatbot is decoration
Bottom right on your website, a widget is blinking. It greets visitors with a cheerful hello, asks three canned questions, collects an email address...
readYour best lead list is called Closed Lost
Every quarter, the same discussion: we need more leads, so bring on the data provider, 20,000 contacts, enrichment on top, a five-figure invoice...
readLifecycle stages: defined in 2023, maintained never
There was a workshop. Two hours, a whiteboard, and at the end there was the model: Subscriber, Lead, MQL, SQL, Opportunity, Customer. Cleanly defined,......
readThe thank-you page is your best salesperson
Someone fills out your demo form. Company name, email, submit. Then comes the sentence that reads identically on a thousand B2B websites: 'Thank you,......
readRound robin is fair to reps and expensive for you
The biggest inbound lead of the quarter arrives Tuesday morning. Corporate subsidiary, 180 employees, the inquirer is a division head and writes in...
readYour lead SLA lives in meeting notes from 2024
Sometime in spring 2024 there was this meeting. Marketing and sales, finally everyone at one table, and at the end the sentence went into...
readMeetings booked is a number for the ego
The SDR dashboard glows green. Twelve meetings this week, high fives in the standup, the Slack channel celebrates. Three weeks later someone looks...
readPersonalization that isn't
'I saw you were recently active on LinkedIn.' That sentence is sitting in thousands of inboxes right now, and every single recipient knows in...
read'More activity' is an admission of defeat
The quarter is lagging, the pipeline is thin, and in the sales meeting the sentence drops that always drops: we need more activity. More...
readThe connect rate is configurable
'Nobody picks up the phone anymore' is the sentence sales teams use to bury the cold calling topic. Sounds plausible, but it's not quite...
readThe account doesn't belong to you
LinkedIn automation is tempting, no question. Tools like Expandi or HeyReach send connection requests and follow-ups in your sleep, the SDR only...
readClay just makes bad targeting faster
On LinkedIn right now, it looks like Clay has solved the outbound problem. Waterfall enrichment across ten sources, AI research per row,...
readStep 3 of 7, and the recipient knows it
'Just wanted to bump this to the top of your inbox.' Read that sentence and say honestly what you see. Exactly. Step 3 of...
readBounce rates don't lie
Every outbound team that went after the DACH market with US tools knows the scenario. Database license signed, 2,000 contacts of German...
readA persona without a field in the CRM is decoration
Somewhere in your SharePoint sits a deck from a persona workshop. Slide 14: 'Marketing Mary, 38, Head of Marketing, likes efficiency, listens to...
readAutomation just makes bad processes fail faster
The story almost always plays out the same way. Not enough is happening in sales, someone suggests marketing automation, a tool gets bought, and...
readEleven required fields and no leads
Open your most important lead form and count the required fields. First name, last name, company, title, industry, employee count, phone, country,...
readYour newsletter brings no pipeline, and that's exactly right
At some point in the planning meeting it happens. The newsletter has 4,000 recipients, costs working hours every month, and someone asks the question......
readIntent data without a process is expensively purchased noise
Company X is currently researching topic Y. That's what your intent provider reports, that's what you pay five figures a year for, and the...
readWithout UTM governance, your marketing report is fiction
Search your campaign data for your last trade show. You will find it. Three times.
readThe webinar isn't the product, the follow-up is
200 registrations, 40 people in the Zoom, afterwards a recording email to everyone. And that was it. That's how most webinars die, after the......
readYour whitepaper produces downloads, not deals
Take an honest look at the latest download list for your gated content. Not the number in the dashboard. The names.
readBest of breed was right in 2015
There was a time when the advice was spot on: buy the best specialized tool for every job and connect everything via API. In...
readWhat does your vendor make money on?
Forget the reference list for a moment. Forget the certificates, the case studies, the partner logo. The most revealing information about your future...
readThe apprentice is doing your wiring
Imagine having your house rewired. The master electrician's firm comes for the initial consultation, makes a competent impression, you sign. On Monday...
readThe broken process moves with you
At some point the frustration is big enough. The reports are wrong, the system is full of duplicates, sales only enters the bare minimum,...
readOne pipeline, three truths
Monday, nine a.m., leadership meeting. Marketing puts the dashboard on the screen: 2.4 million in pipeline. The sales lead brought his own report, it......
readThe Zapier graveyard
Stack inventory at a client, 60 people, solid growth: 47 zaps. Built over four years by four different people, two of whom no longer...
readYour lead score measures diligence, not intent
Ten points for an opened email. Five for the click, fifteen for the whitepaper, twenty for attending the webinar. Above eighty points the lead...
readRenewals in Excel are surprise churn
Tuesday morning, the cancellation is in the inbox. A customer, 40,000 euros a year, four years on the books. Everyone in sales is genuinely...
read'Let's buy Gong' is not a strategy
The sentence usually drops during Q4 planning. Win rate is flat, coaching keeps falling short, someone saw a video on LinkedIn. Let's buy Gong....
readAttribution is a decision, not a feature
Everyone knows the scene: marketing presents the 80,000 euro deal in the monthly report, won through the demo request from the landing page form.......
readWhy we stop at the invoice
There's a question that comes up in almost every first conversation, usually from the CEO: And the ERP, do you do that too? Our...
readCold outbound doesn't belong in your suite
We usually say your suite can do more than you think and that most point solutions can go. Today, the exception, and it matters:...
readThe one coworker who knows everything
Every company between 20 and 200 people has him. The one admin, the one sales colleague with a knack for the system, the only...
readGarbage in, agent out
The board saw Agentforce at a conference, now AI has to go into the CRM. Understandable wish. Except: an AI agent on a broken...
readYour pipeline meeting is a translation problem
Friday, ten a.m., pipeline review. Marketing presents 340 MQLs for the quarter, 112 percent of target, slide with a green checkmark. Sales looks at......
readThe most expensive data problem has no owner
Two AEs call the same CEO in the same week. Both have an account in the CRM, one 'Müller GmbH', one 'Mueller GmbH &...
readGut feeling with a dashboard
The Monday morning forecast call. Every AE walks through their deals, says commit or best case, the sales lead nods, adjusts down 15 percent...
readFriday, 4:20 p.m.
A lead fills out your form. Friday, 4:20 p.m., a concrete project, budget in place, three vendors on the shortlist. Your website says 'Thank...
readThe layer no suite will ever build
Salesforce can do almost everything these days. So can HubSpot. Sequencing, routing, forecasting, quoting, all native, all in the edition you're already...
readData isn't polite
Ask ten people on your sales team how your lead process works and you'll get ten plausible answers. All of them sound reasonable. All...
readThe most boring stack wins
Every team has that one person who found the new tool. Fresh off the Product Hunt feed, AI-native, dreamy onboarding, and in the demo...
readStop chasing the single source of truth
Three people, one meeting, one question: how many active customers do we have? Sales says 214, Finance says 189, the CS tool says 240....
readEven flawless automation costs money every month
The flow has been running for two years without a single error. Sounds like a finished project. It isn't.
readOps counts as a cost center because you don't measure its contribution
In the next budget round, ask out loud what the RevOps role actually delivers. The answer is usually silence, then something about 'they keep...
readThe forecast is a culture problem with a data solution
Two reps, same team, same month. One reports 80,000 with 200,000 in the bag: sandbagging, because overdelivering looks better than precision....
readYou plan Q4 like Q2, yet your data has known the difference for years
Most annual planning in the mid-market works like this: set a revenue target, divide by twelve, monthly plan done. Maybe sprinkle a bit of...
read'We need more salespeople' is usually the wrong diagnosis
The sentence comes up in almost every pipeline review when the numbers are off. More leads, more meetings, more closed deals, so more people....
readQuick wins are a drug
The first quick win is glorious. Duplicates cleaned up, routing sped up, a report repaired, and suddenly the head of sales says your name...
readThe first 90 days in RevOps: build right away and you lose
There is a pattern we see again and again when someone steps into a new RevOps role. Week one: look at everything. Week two:...
readYour CRM has technical debt, you just don't call it that
Developers have a word for a particular phenomenon: technical debt. The quick fix that was really meant as a stopgap and has now been...
readNothing matches that yet. Try another keyword or category.
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