Hello fellow Quota Killers...

Welcome to issue #13! Guess what?! Skylar Schrank and myself (Grant Kenney) are going to be live on RevGenius's show WTF is RevOps tomorrow afternoon! Check us out Wednesday 2/8/23 at 1pm EST. Hence the theme of this issue, WTF is RevOps? and what it means for SDRs and AEs... 

Enjoy 🥊

What is RevOps 🤓

 Revenue Operations (RevOps) is the alignment of sales, marketing and customer success operations across the full customer life cycle to drive growth through operational efficiency and keep all teams accountable to revenue. This holistic approach is designed to break down silos between departments.

RevOps is not only routable for all surrounding departments but also the cornerstone of your day-to-day as a sales rep.

Think ---> Alignment, Accuracy, Reporting, Prospecting Lists, Data enrichment..In other words, making your tech stack homogeneous. 😍

How the best sales reps utilize RevOps 💪🏼

1. Attend Trainings - The RevOps team likely has trainings scheduled throughout the month that are in place to give the sales team an understanding of competitors, company products, prospecting tips, etc! Attending these may provide you with nuggets of information & different perspectives for driving in quality results.

2. Book time on their calendar - RevOps is the team in the weeds of all the data that is accumulated to drive sales. I.E. thriving verticals, ICP’s, quality leads, and competitor battle cards. Fostering these relationships will also help you in understanding what they see as quality outreach and areas for time investment. Quality > Quantity.

3. Use data to your advantage - Data-driven decisions can help drive better results! Recording accurate data through cold calling, prospecting, or any other revenue-driven activity can be incredibly beneficial for your overall performance. Through accurate data, you can dissect areas in need of improvement (I.E. call connection times, persona types, closed-won accounts, etc) that will help you focus on activity that drives more revenue. Data > Intuition.

4. Create a forecast -Through accurate data, you can then use this information to forecast. For example, it may take an average of 40 calls, 30 linked-in messages, and 100 emails to book 3 meetings. Of course, this is an arbitrary number at best but having a guestimate on this will help you improve daily efficiencies while keeping you sane at the end of each selling period.

5. Get to know the focus for the RevOps team - A major goal that RevOps has for SDRs is to have the ability to manage your workflow and get into a state of flow. Utilizing all the tools RevOps has for the team can help you in entering a time-effective state and drive better results. That said, it may be up to you to use these to the best of your advantage!

6. Automate - Automation should be used through follow-up emails, calls, meetings, etc. This can be done by having templated emails for interested prospects, scheduling out follow-up emails weeks in advance so you make sure it's done, etc. Automation doesn't mean losing the personal touch but rather helping the touch be more effective & to make sure it gets done.

Weekly Podcast 🎧

Check out how Josh Braun finds the root cause of one of the most common objections...

"We already use a competitor"

A visual reminder  👀

Can't make it through a newsletter without Alex Hormozi. 👑

Building your pipeline...

Thanks For Reading 🤓

We'd love to hear your feedback! Also, if you have valuable content or topics you would like to see covered, please share here! 

See you next time, 

Skylar & Grant