RevOps Global

If your #B2Bdeals are progressing more slowly than you'd like, the problem might be simpler than you think: an incomplete Buying Group. Today, the average #buyingcommittee involves 6-10 people (Gartner) — each with their own role, influence, and perspective on the decision. So, what happens when you're only engaging with one contact? When you rely on a single point of contact, you're risking delays, misunderstandings, and lost opportunities. The result? Stalled deals, longer sales cycles, and a pipeline that isn't moving as fast as you'd like. This problem has a solution: Multi-threaded engagement. Instead of just one person, engage all key players in the decision-making process: the Buyer, Champion, User, Influencer, Gatekeeper, and Procurement. Each person has different needs and concerns and addressing those early on keeps the deal moving forward. Take a moment to assess your current opportunities: - How many contacts are you engaging per deal? - Are there key roles missing? - Are you engaging with the right people at the right time? If you see gaps, it’s time to start mapping your buying groups and building a strategy for engaging multiple stakeholders.

Last week, we discussed why traditional lead lifecycles no longer reflect how B2B buyers actually buy. But the next question is: how are teams evolving their models? - Some are moving toward Contacts-First architectures to unify Marketing and Sales around shared account data. - Some are adopting Opportunity-at-MQL models to track influence, velocity, and repeat journeys. - Others are layering intent and signal-based scoring to prioritize readiness instead of stage progression. - And some still operate in a linear MQL → SQL → Closed-Won funnel—because their reporting model demands it. We'd love to know about your lifecycle model 👇

Your #Sales and #Revops leaders want buying groups in Salesforce. Your reps don’t even like the lead-to-contact conversion process. Prospects enter Salesforce as Leads, and then Sales Reps are expected to enrich them, clean up the bad/missing data, merge with any duplicates, and convert them to Contacts to associate them with Opportunities. In most CRMs, leads are left as is while they work on them from their email inbox. The result? - Stale leads from existing accounts staying in your CRM - No visibility into who influenced each deal - Inaccurate reporting on buying committees How do we fix it? Automate lead to contact matching, conversion, dedupe, and association of contacts with Opportunities. This single automation process - Improves data accuracy - Improves closed won % - Ensures every engagement from Opportunity Contacts is visible in the pipeline.

The linear B2B lifecycle model once made sense— Known → Engaged → MQL → SAL → SQL → Opportunity → Closed-Won Back when: ✅ Buying cycles were shorter ✅ Fewer stakeholders were involved ✅ Sales controlled most of the information But that world doesn’t exist anymore. Today’s B2B buying journey is messy, multi-threaded, and non-linear. Yet, most companies still try to force buyers into a rigid, one-directional funnel — and that’s where things start breaking. Here’s why the traditional model fails: 1️⃣ Buyers don’t move in a straight line. 86% of B2B deals stall mid-funnel. Buyers pause, restart, or change paths entirely. 2️⃣ MQLs and SQLs create confusion. Downloads ≠ intent. Many leads marked “qualified” aren’t ready to buy, while real opportunities slip through because they don’t fit scoring rules. 3️⃣ No room for multiple entry or re-entry points. A deal marked “Closed-Lost” might re-engage months later — but most systems never capture that signal. 4️⃣ Teams stay siloed. Marketing, sales, and customer success still operate as separate stages instead of one connected journey. It’s time to move beyond rigid funnels. What RevOps teams need today is a multi-path lifecycle model — one that’s: ✅ Flexible ✅ Intent-driven ✅ Reflective of how real buyers actually buy Because modern growth doesn’t happen in straight lines anymore.

In Renenue Analytics 2.0: Part 1, we talked about how lagging indicators tell you what already happened, while leading indicators help you steer in real time. So let’s talk about what comes next: how to actually operationalize those leading indicators inside Salesforce, HubSpot, or whatever your RevOps stack looks like. Adding more metrics doesn’t make your dashboards more actionable. They become actionable when every leading indicator is: ✅ Clearly defined and shared across teams ⚙️ Tied to clean, consistent data sources 🚨 Triggered by smart alerts when something changes 📩 Routed to the right people instantly 🧭 Backed by simple, role-based playbooks In Revenue Analytics 2.0 — Part 2, we break down the exact 5-step framework that turns your dashboards from static reports into real-time decision systems. That’s how RevOps teams move from insight to impact, faster. 👉 Read the full playbook: https://lnkd.in/giX-w6Uy

Ever feel like you’re always chasing missed opportunities because your dashboards are showing you what already happened instead of what's happening now? For years, teams have been stuck in a cycle of examining lagging indicators — things like last quarter’s pipeline or completed campaigns — and wondering why they missed their numbers. The truth is, by the time you spot those gaps, it’s too late to act. But here’s the good news: Revenue Analytics 2.0 is here to change the game! Instead of waiting for results to validate what went wrong, successful teams are using leading indicators, predictive signals that give them the power to make course corrections in real-time. In our latest post, we’ll walk you through: ✨ Why traditional, lagging reports just don’t cut it anymore ✨ The 5 categories of leading indicators that help you act fast ✨ How to build dashboards that actually help your teams move faster, smarter, and together. 👉 Check it out here: https://lnkd.in/guxkDYii

HubSpot is great for execution. But when it comes to proving what drives revenue, it falls short. Here’s the problem: ❌ No campaign member tracking ❌ No tie between campaigns and deals ❌ No insight into multi-contact buying groups “Influenced Revenue” ≠ actual attribution If you came from Salesforce, you feel the gap. But there’s a fix. It’s called the Touchpoint Framework. Built by @RevOps Global, this framework turns HubSpot into a real attribution engine. It: ✅ Tracks which campaigns actually influenced pipeline ✅ Helps you see deal-level engagement, not just clicks ✅ Breaks down performance by source, asset, and revenue impact ✅ Builds dashboards that actually answer exec questions No more guessing. No more spreadsheets. Just clean attribution—inside HubSpot. 👉 Read the post: https://lnkd.in/g3w3ps9g

HubSpot is great for execution. But when it comes to proving what drives revenue, it falls short. Here’s the problem: ❌ No campaign member tracking ❌ No tie between campaigns and deals ❌ No insight into multi-contact buying groups “Influenced Revenue” ≠ actual attribution If you came from Salesforce, you feel the gap. But there’s a fix. It’s called the Touchpoint Framework. Built by @RevOps Global, this framework turns HubSpot into a real attribution engine. It: ✅ Tracks which campaigns actually influenced pipeline ✅ Helps you see deal-level engagement, not just clicks ✅ Breaks down performance by source, asset, and revenue impact ✅ Builds dashboards that actually answer exec questions No more guessing. No more spreadsheets. Just clean attribution—inside HubSpot. 👉 Read the post: https://lnkd.in/g3w3ps9g

Still sending emails from spreadsheets? Still guessing which leads are ready? Still dropping the ball on follow-ups? That’s not hustle. That’s chaos. You don’t need a bloated tech stack. You don’t need a full-time ops hire. You need lean marketing automation. It’s built to scale without burning cash or headcount. Here’s what it does for you: ✅ Replaces manual tasks with automated workflows ✅ Personalizes outreach based on behavior ✅ Keeps your pipeline warm without hiring 3 more people ✅ Gives you real visibility into what’s working Startups don’t have time to waste. Let automation does the heavy lifting, so you can focus on closing, scaling, and building real revenue. Read the playbook here: https://lnkd.in/g3w3ps9g

We've all heard it: “Sales is just the start.” But how do you actually turn that first sale into ongoing, predictable growth? The answer? 𝐏𝐨𝐬𝐭-𝐬𝐚𝐥𝐞 𝐠𝐨𝐯𝐞𝐫𝐧𝐚𝐧𝐜𝐞. At RevOps Global, we help our clients focus on post-sale revenue, and it’s been a game-changer. Here’s how we do it: 1️⃣ We align Customer Success, Support, and Product teams to govern the customer lifecycle after the deal is signed. 2️⃣ We set up health scoring models that let teams spot at-risk customers early. 3️⃣ Support tickets? We prioritize them based on account value and renewal timing, making sure your highest-risk accounts get the attention they need. 4️⃣ When customers hit key usage milestones, we trigger expansion campaigns, ensuring that upsell and cross-sell opportunities don’t slip through the cracks. The result: predictable growth, lower churn, and more expansion revenue without the need for massive headcount. The best part? With RevOps Governance, you can scale your NRR and get investor-ready metrics that prove how efficient post-sale growth can be. If you haven’t started governing your post-sale growth, now’s the time.