As the Go-to-Market leader in a relatively new company, Katerina Ostrovsky, a lifelong RevOps practitioner, appreciates the value data brings to strategic and well-coordinated annual planning. “Companies are starting to understand that treating revenue as a science...
Most organizations acknowledge they don’t do capacity planning well. For example, more than 50% of businesses say they primarily rely on desktop tools or internally developed tools for planning, funding, and prioritization, according to industry research conducted by...
In an ideal world, the sales side of a business should be well-aligned with marketing and other teams that help shape the business’s revenue strategy. Unfortunately, that’s rarely the case. The average degree of alignment between sales and marketing in B2B...
Did your new hire just get assigned a quota of $450,000 within their first 30 days? Get real! One of the challenges for today’s go-to-market is setting quotas that balance ambition with realistic sales targets. It’s a timely endeavor. A recent report found that 91...
Bipartisan, shmartisan! We’ve got your unity right here! For those who believe that the Sales and RevOps teams are destined to forever be at odds, the latest episode of Go to Market with Dr. Amy Cook is for you. Andrew Conley, GTM leader and advisor, teamed up with...