Revenue Operations

Top 10 Revenue Operations Posts from Q4 2020

Beginning in Q4 we launched a new initiative – a daily newsletter of curated Revenue Operations content called The RevOps Daily.

The feedback we’ve gotten has been beyond what we could have ever imagined and our subscriber base grew exponentially!

Each morning, we scoured the internet for the most interesting and useful revenue operations content and served them up in a curated list.

As we begin the new year, we wanted to take a look at the articles we shared in Q4 that garnered the most engagement. As a whole, they tell a clear story about what Revenue Operators are most interested in.

In particular, we saw a great interest in what trends to look out for in 2021 and how to best prepare for the continued changes that lay ahead.

Below are the top 10 most popular posts from the hundreds of posts we curated over the final quarter of 2020.


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The Past, Present, and Future of Ops (OpsStars 2020 Recap

Source: LeanData
Author: Charm Bianchini

OpsStars has been one of the preeminent Revenue Operations events for some time. Given the challenges of 2020, this year was a little different - but it was a monumental event nonetheless.

The keynote address given by CEO, Evan Liang, highlighted the evolution of the Ops role and where it is going in the future.

Interestingly, Evan discussed the transition of Ops from merely tactical to include strategy as well. Breaking things down to People, Process, and Technology, Evan clearly articulates how Ops will look in the future.

Read Full Post Here

The Right Way to Do a Sales Capacity Planning

Source: SaasSales.io
Author: Jeff Ignacio

In this excellent article, Jeff Ignacio, Head of Revenue and Growth Operations at UpKeep, goes deep into the benefits of Sales Capacity Planning and why it's a required task for sales leaders that need to scale revenue.

Jeff points to six important factors to consider when doing sales capacity planning that include attrition, recruiting, ramp, attainment, and more.

Read the Full Post Here

Top 10 Must-Read Blogs for Revenue Operations

Source: RevOps Blog
Author: Mark Lerner

In November, we put together a definitive list of the top blogs for people interested in the Revenue Operations space.

We were thrilled at the response it got!

The blogs listed here tend to be our go-to sources when looking for interesting and useful articles to add to our daily list.

Here are the Top 10 Revenue Operations Blogs:

  1. HubSpot
  2. Drift
  3. RevOps
  4. SalesHacker
  5. RevGenius
  6. Close
  7. Clari
  8. LeanData
  9. GoNimbly
  10. TOPO HQ

11 Compelling MarTech Predictions that Focus on the Data-Analytics Relationships in Marketing and Sales

Source: MarTech Series
Author: Sudipto Ghosh

Continuing with the trend of looking forward to 2021, MarTech Series put together a fantastic list of predictions of Sales and Marketing Data-Analytics in the coming year.

Executives from Contentful, Whiteops, Braze, Redpoint Global, Smartly.io, Inmobi, Push Live, and others were interviewed for this article and gave their personal insights on the topic of Data-Analytics.

Read the Full Post Here

The Revenue Operations Mindset

Source: RevOps Blog
Author: Mark Lerner

Revenue Operations is not only a tactical position, it also requires a change in attitude and mindset across an entire company.

The Revenue Operations model is a natural evolution away from a more siloed approach that previously dominated software businesses to a more streamlined operations.

While similarities exist between Sales Operations and Revenue Operations, the latter is representative of that evolution, bringing various GTM orgs within a company under a single roof.

From Zero to Hero: Uncovering LinkedIn Analytics for Sales

Source: G2 Crowd
Author: George Rowlands

In today's world, data is king when it comes to optimizing revenue. As revenue operators, we are always looking for ways to enrich our data so that the revenue funnel can be optimized.

One often-overlooked source to help add to our data is LinkedIn Analytics, which should be part of any revenue operator's technology stack.

Using LinkedIn's tools, sales organizations can:

  1. Research and Pre-Qualify
  2. Perform Industry Monitoring
  3. Prospect for Leads
  4. Perform Alumni Research
  5. Gather Profile Analytics

And more.

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The Sales Enablement Trends These Leaders Are Watching in 2021

Source: BuiltIn
Author: Taylor Karg

As we all began to look forward to 2021, the folks at Built In Chicago interviewed three sales leaders about the trends they would be watching in the coming year.

Leaders from Showpad, Syndigo, and Upwork about the strategies they found to be successful in 2020 and what they plan to do in 2021.

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How to Use Regression Analysis to Forecast Sales: A Step-by-Step Guide

Source: HubSpot
Author: Flori Needle

Y = bX + a

Anyone who took Statistics in school is familiar with this equation.

However, many of us who took stats in college didn't consider how regression analysis could be applied to sales forecasting.

The great people at HubSpot put together a fantastic step-by-step guide on how to apply regression analysis to forecast sales.

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Sales Dashboards 101: Your Key to Becoming a More Data-Driven Sales Team

Source: SalesHacker
Author: Tariq Ahmad

Another theme that emerged in Q4 was the focus on data and its place as a tool to help enable sales and revenue leaders to empower their teams to succeed.

One of the best ways to leverage data for sales teams is to create a robust dashboard that gives sales reps visibility over the various trends and metrics they need in order to meet their goals.

This fantastic article provides step-by-step instructions for setting up a successful sales dashboard.

Read the Full Post Here

Marketing Operations Maturity – Why It Matters

Source: Martech Cube
Author: Mirko Holzer

Continuing with the theme of data, our final top post from Q4 2020 focused on how the COVID pandemic has forced a greater focus on marketing operations.

According to the author, "the need for marketing organizations to be fast, effective, and nimble, with highly productive, collaborative, and agile workflows, has never been more vital."

Read the Full Post Here