Practical thinking on Go To Market, sales and growth for B2B leaders.
Companies that use data to solve their go-to-market challenges outperform those that rely on intuition. Lessons on pipelines, conversion, retention, dashboards and building a data-driven culture.
Choosing the right CRM and tech stack can fuel your growth or quietly impede it. A practical look at CRM options, the wider GTM tech stack, and why it's time for a technology audit.
Efficient revenue processes are the backbone of any GTM strategy. How to define every step, leverage automation, and use data and Sales-as-a-Science for continuous improvement.
Delighting, not just delivering, for customers is key to growing both ACV and LTV. Why account management shouldn't lead service delivery, and how to start building a Customer Success function.
New business is possibly the toughest GTM role right now. Ideas for early-stage leaders on moving from selling to helping customers make great choices, with action points and weekly KPIs.
Before you can build trust, you need to be found. Practical steps for creating and demonstrating value, sounding human, and a real example of a 60% uplift in email engagement.
Once customer acquisition is under control, what's the pathway to lifetime value growth? Why business jargon falls short, and how science, rational appeal and emotional connection can guide account management.
Follow InnovateX's journey from start-up to scale-up and see how embracing RevOps early aligned teams, drove data-led decisions, optimised processes and set realistic targets.
Part 1 of our ten-part series: keep and grow your existing customers, gather the right numbers, understand your markets, and build a simple GTM action plan with clear owners.
Struggling to hit your numbers? A founder's checklist for planning your go-to-market strategy: know your numbers, know your markets and customers, craft your approach, and build your RevOps engine.
How a dedicated revenue operations function can help improve your sales business: reduce churn, lift conversion, shorten time to convert, measure customer experience and automate admin.
Using the Sales-as-a-Science bow-tie, five essential steps to optimise your sales process for better efficiency and stronger customer relationships.
Setting accurate, achievable sales quotas drives revenue and team morale. How a data-driven Quota Calculator aligns targets with business objectives and motivates your sales team.
The first five things all RevOps and Sales teams need to measure: opportunity creation, conversion %, time to convert, average deal size and forecasting.
A ten-step crib sheet to the Sales-as-a-Science approach: from mapping the buying journey and applying the maths, to measuring, reporting, adapting and embedding it in your culture.
Businesses adopt RevOps to become more customer focused. Ten practical ways to put a customer first strategy into action, from culture and personalisation to transparency and measurement.
Sales is ultimately a numbers game. What a data driven sales approach looks like, and how it helps you understand buying behaviours, forecast accurately, target your markets and improve performance.
Why aligning marketing, sales and customer success is crucial for sustainable growth, and why conflicting priorities, metrics and technology make it so hard to achieve.
RevOps rose to prominence in SaaS, but its benefits reach far beyond it. Five reasons why aligning functions, focusing on the customer and scaling with data works for every business.
Forbes reported Revenue Operations as the fastest growing job in America. Why RevOps is in demand: aligned revenue functions, a data-driven approach, a customer-first focus and operational efficiency.
Moneyball showed how collecting, using and acting on data can flip the odds. Why its data revolution mirrors what RevOps does for revenue and the customer journey.
