B2B buyers live in a B2C world where the buying experience has become the predominant factor in the decision-making process. This places renewed emphasis on how to best organize and align our customer-facing resources to execute against the buyer journey and create a clear competitive advantage.
As the Steward of the buyer journey, RevOps is responsible for continuously updating the buyer journey and ensuring tight alignment with all customer-facing processes across the customer lifecycle. With a clear understanding of the stakeholders, buying activities and key milestones at each stage of the buyer journey, Revenue Operations helps define the right resources, sales activities and tech/tools to deliver a superior customer experience at each stage of the customer lifecycle.
“We don’t have to be smarter than the rest; we have to be more disciplined than the rest”
Buyer Journey
High performing companies align on the activities, outcomes and observable evidence of their enterprise buyers at each stage of the buyer journey.
Align on the buying activities at each stage of the buyer journey.
Align on the expected outcomes of buyers at each stage of the buyer journey.
Align on the buyer evidence the seller should observe at each stage of the buyer journey.
Sales Enablement
High performing companies invest in sales capabilities to improve overall performance and meet the commitments of the revenue plan.
Invest in plans to support new and existing customer growth targets.
Invest in a buyer-aligned sales process to inform sales activity and pipeline progression.
Invest in a sales playbook to inform best practice sales motions at each stage of the sales process.
Sales Strategy
High performing companies execute and optimize their sales strategy to ensure progress towards key goals and objectives.
Execute, monitor and update sales plans based on progress against targets.
Execute and optimize the sales process based on objective measures of sales efficiency and effectiveness.
Execute and adjust sales plays and motions based on real-time market feedback.