Back to School: Your Guide to Salesforce and Salesloft Training Resources

Back to School: Your Guide to Salesforce and Salesloft Training Resources

As summer waves goodbye and the back-to-school vibes fill the air, it’s the perfect time to refresh your systems knowledge and learn something new. In the world of revenue operations, Salesforce and SalesLoft shine as a dynamic duo. And, if you want to harness their full potential, education is your golden ticket. So, grab your backpack and join us as we explore the world of Salesforce and Salesloft training resources that will position you at the top of the class in revenue optimization this fall and beyond.

Salesforce Training Resources


The Trailhead program is the first place to start when reviewing Salesforce training resources. With modules and trails suited for all levels, it has everything you want to know about the application and more. Plus, you can earn badges along the way to show others the progress you’ve made!

Salesforce Certification

While Trailhead is a great place to learn, there comes a time when you need to show your Salesforce proficiency. The Salesforce certification program is an excellent mechanism for publicizing your skills. Achieving certifications like Salesforce Administrator, Sales Cloud Consultant, and Service Cloud Consultant is a great way to grow your knowledge base and your career. 

Trailblazer Community

The Salesforce Trailblazer Community is your bustling marketplace of wisdom. It’s where users, developers, and administrators gather to exchange ideas. You can connect with fellow enthusiasts, ask burning questions, and share your own pearls of wisdom.

Salesloft Training Resources

Salesloft University

Like the Trailhead program, Salesloft University is the first place to go when you want to expand your system understanding. The courses, webinars, and documentation will help you become the Salesloft expert you’ve always aspired to be. 

Salesloft Certification

The Salesloft certification program is where you put your learning to the test. Earning a Salesloft certification not only signals to the rest of the world that you have in-depth experience with the tool but will push you to discover new solutions to persistent sales challenges. 

Salesloft Knowledge Base

The Salesloft Knowledge Base is your library for all things Salesloft. It’s where you find answers to those questions that seem simple but are more complicated than you initially thought. It’s a great resource to troubleshoot issues that pop up during your regular interactions.

Collective Learning

For business owners and operations professionals, mastering Salesforce and Salesloft isn’t just about earning gold stars; it’s ultimately about applying the skills to your company’s growth and development objectives. While the resources highlighted above are invaluable to overall understanding, here are three other pathways that can play an essential part in your team’s development.

Team Training: School is in Session for Everyone

Gather your team for some group learning fun. Organize workshops or virtual training sessions to ensure everyone in your organization is confident and comfortable with the current technology and the operational processes. It’s like hosting a school-wide pep rally for your revenue ops team.

Integration Resources

Explore resources that help you seamlessly integrate Salesforce and Salesloft with your tech stack. Maximizing efficiency usually requires you to strategically connect programs in such a way as to make everything run like clockwork. Something has to change if your applications aren’t playing well with each other.

Consulting Services

Seek consulting partners, like Revenue Ops LLC, who specialize in the Salesforce and Salesloft platforms. We customize your implementations and integrations to fit your unique business needs. Our RevOps specialists serve as personal operations mentors whose services range from streamlining workflows to providing monthly system support.

Hit the Books

As we embrace the back-to-school spirit, remember that learning more about the applications your company relies on can lead to significant breakthroughs. With a variety of training resources that cater to every learning style, there’s no limit to your revenue-boosting potential. In this back-to-school season, put on your thinking cap, sharpen your pencils, and dive into the playground of Salesforce and Salesloft training resources. The school year is just beginning, and the honor roll awaits!

Customer Engagement

Rethink Your Customer Engagement Strategies

Our previous article provided clarity on what customer engagement is. A clear definition is crucial before you can make any progress. Let’s shift gears to how you can revamp your customer engagement by rethinking your strategy. We’ll discuss how your company can connect and engage throughout the customer journey to create positive experiences.

Customer Engagement Strategies

Successful customer engagement strategies start with a detailed map of all existing customer touchpoints and encounters. During this exercise, we want to identify everything from the first marketing email to the customer experience net promoter score (NPS) survey. Before you make any process changes, you need to understand what the situation looks like. If you want to knock it out of the park, bring in members from your sales, marketing, and customer support teams to provide feedback. Their perspective on the current engagement landscape is invaluable since they are experts and interact regularly with clients. 

Alongside mapping the current journey, consider the key takeaways from the whole process. What do you hope to achieve by revamping your customer engagement? The objectives should be highly personalized to each team and the organization. You don’t want to get too carried here; focus on achievable goals. You should have access to metrics that directly measure how your company engages with the most important people in your world.

Lastly, “squishy” goals, such as “make the customer love us,” are mundane and unproductive because they tend to be incredibly hard to measure. We recommend concentrating on quantifiable goals directly related to your process improvements. 

Practical Engagement Strategies

After establishing your objectives and measurable outcomes, it’s time to apply them. You can formalize the tactics your team will use to enhance your current strategy practically. While every touchpoint and engagement needs to be personalized and business specific, we have some practical suggestions about to you can create dynamic customer relationships:

Check-in schedule

Your customers are human; they like to be heard. So, it would be best if you had a plan around how often and in what ways you’re reaching out to them. Whether by email or phone call, ensure the process is in place to collect feedback. 

Evolving closed-won journey 

The closed won journey reflects the path from interested lead to paying customer. What do they have to do to get up and running? Are there any essential things they need to be aware of? Develop a journey that immediately educates and energizes your new clients. 

Use your customer satisfaction (CSAT) scores

If you don’t currently collect customer feedback from support tickets or targeted surveys, now is a good time to start. This information gives you helpful insight into your customers’ experiences. Awareness of their experiences isn’t enough; you should constantly review the responses and take action when the results are less than stellar. 

Education series 

Is anything new or exciting happening with your company or product? Probably, so you need to let your customers know. Develop a plan to create informative content and distribute it to your customer base. 

About Revenue Ops LLC

We’re not trying to overload you with homework, but we want to get you thinking about how you can improve your current customer engagement campaigns. It could be as simple as setting up a meeting with your team to discuss strategy or as involved as implementing an email series about your product releases. Whatever you decide, keep the customer at the center of it.

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients maximize revenue. In a nutshell, we help organizations streamline workflows so they can make data-driven decisions. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a customer engagement strategy to improve revenue operations and maximize your growth. Get started with a complimentary discovery session.

What is Customer Engagement?

What is Customer Engagement?

Customer engagement is trending right now. Not only does everyone have something to say about it (including us), but new customer engagement products are being released every day. All the hype is warranted because strengthening customer relationships leads to revenue growth. However, a team looking to enhance their engagement can quickly get confused by everything out there. So, let’s discuss what customer engagement is. 

Customer engagement is the process of connecting with your customers. It’s more than a singular event; it’s a cultivation of the client relationship. Think of it as the totality of every touchpoint and interaction. Not just that, but it can be measured by the emotional connection each customer has with your brand.

Why are Connections Important?

Customers expect more from you than they did in the past. You’re not a big fish in a small pond anymore. Consumers not only have a variety of options at their disposal, but they demand personalized connections. You can thank ______ (fill in the blank with your favorite tech company) for changing how products and messaging are delivered. Therefore, expecting that a one-size-fits-all approach will work with your customer base is both naive and likely to bring an unfortunate outcome. 

Happy customers are good for business. They tell their friends nice things about your brand, and, more importantly, they become patrons. Loyalty translates into recurring revenue and more profit. By some estimates, retaining a customer is at least five times more efficient than acquiring a new one. Is there anything else that needs to be said?

The Benefits of Engagement 

Now the fun part. By focusing on customer engagement, you can increase profits and connect with clients in new and more valuable ways. Instead of hoping that your clients are happy, an ever-evolving customer engagement strategy provides a reliable indication and usually results in healthy customer relationships. You have some work ahead if you want to achieve this level of customer affinity, but don’t worry because it’s well worth it. 

Start Engaging

The first place to start is with an analysis of the current state of your customer engagement. Do you have a cohesive strategy (product, operations, and customer experience)? Is every touchpoint with your base tactical and in-line with your mission? Those questions should keep you occupied for a minute. 

The next step is to work with key stakeholders on potential ways you can improve. Ensure you hear different departments’ voices and use a team-centered approach. It’s important to note that you should constantly revisit this strategy and rollout phase to keep up to date with what’s happening on the frontline. Stay tuned for the next post on how your team can take your customer engagement to the next level. 

If you’ve heard enough and want to talk, don’t hesitate to contact us.Stay tuned

Revenue Operations Glossary of Commonly Used Terms

Revenue Operations Glossary of Commonly Used Terms

Revenue operations (RevOps) has become an established discipline within organizations as companies strive to connect with customers and provide them with the product and services they want. Since RevOps introduces its own set of vocabulary and acronyms, we thought it would be helpful to identify and define some commonly used terms that you might hear or see in your cross-functional interactions. So, we hope our revenue operations glossary will serve as a guide.


RevOps Terms

Automation: Automation frees up your employees’ time by replacing tedious or repetitive tasks with software to complete those tasks on a schedule or based on changes made within the system/triggers.

Accounts: An account represents any business entity or household you want to track, including companies, organizations, consumers, partners, or competitors. Accounts are considered Standard Objects in Salesforce. Accounts can be linked or connected to many other objects within Salesforce, like contacts and opportunities, allowing you to easily access the information you know about the entity the Account represents.

Build: Customization of your technology system to meet the specific needs of your business. The build comprises the time it takes from initial implementation to launch.

Cadence: A set schedule of customer interactions that are usually automated. It’s a formula for when an email should be sent, a call should be made, social media outreach should be done, etc., that will maximize the opportunity for successfully engaging with a prospective customer.

Contacts: The individuals at a customer’s organization (Account) with whom you interact and conduct business.

Fields: The containers in Salesforce where pieces of information are held within an object. Names, individual pieces of contact information, and currency can be fields. Salesforce has some standard fields, which are included in every instance out of the box, and also allows you to create custom fields specific to your Salesforce instance and business needs.

Flow(s): The visual representation of automation that happens within your Salesforce system. It contains the trigger and criteria for what should be evaluated when the flow is supposed to run and the automated actions that should take place in your Salesforce org after the flow has been completed.

Instance: The collection of interconnected data that makes up your organization within Salesforce. It’s your individual Salesforce organization that is unique from all others.

Journey: Used in Marketing Cloud, it’s a series of automations that send a specific email communication or text message to the prospect based on certain criteria. Specific criteria determine whether the prospect should enter the journey and their actions while in the journey determine the path the automation takes and the customized interactions they will have with your company.

Leads: Leads are people who have expressed interest in your company but who we haven’t yet gathered enough information for to qualify as legitimate sales prospects. 

Lead Source: How a lead wound up in your system. They could be direct from your website, or you meet them at a trade show, etc.

Marketing Automation: Using software to schedule and initiate personalized engagement at scale with clients or potential customers. The marketing automation platform can be used for mass communication, like sending an email newsletter, or for personalized one-on-one emails triggered based on prospect interaction.

Marketing Cloud: A Salesforce marketing automation platform that allows users to automate and monitor customer engagement. It is primarily used for B2C marketing communications.

Marketing Cloud Account Engagement (Pardot): A Salesforce marketing automation platform that allows you to automate and monitor customer engagement. It is primarily used for B2B marketing communications.

Marketing Operations: The function of overseeing marketing activities, technology, communications, campaign planning, and strategic planning for the organization. Generally, this team owns the marketing technology stack.

Objects: Objects are digital tables that allow you to store essential data and information in Salesforce. Salesforce comes equipped with some Standard Objects like Accounts, Contacts, Opportunities, and Leads, but it also gives you the option to create custom objects to reflect your individual organization’s needs better.

Opportunities: Categorization that allows you to track potential deals from first contact through completion. You can upload contracts and SOWs, make notes and track invoices within opportunities.

Revenue Operations: The function of overseeing revenue activities, technology, communications, and strategic planning. Generally, this team manages the sales and marketing technology stack.

Sales and Marketing Funnel: This visual representation maps the journey from lead/prospect to customer and what stage those prospects are currently in. 

Sales Cloud: A cloud-based customer relationship management (CRM) system that maintains sales, marketing, and customer support efforts. It allows companies to be more efficient in their sales and marketing efforts and brings transparency regarding company activities to the team.

Sales Operations: The function of overseeing sales activities, technology, communications, and strategic planning for the sales team. Generally, this team owns the sales technology stack.

Service Cloud: A cloud-based Salesforce product that allows an organization to offer service activities to its customers while providing the company with a 360-degree view of customer, service, and support activities.

Statement of Work: This document outlines the scope of work to be completed for a contract with a breakdown and description of each piece, the hours allotted for completion, and the project’s total cost.

Systems/Applications/Products (SAP) Form: This is a Marketing Cloud-specific form to submit information to set up a domain and reply mail management.

Trigger (Apex Trigger): A piece of Apex code that initiates actions when records are changed or created within Salesforce.


RevOps Acronyms

API: Application Program Interface

ARR: Annual Recurring Revenue

CPQ: Configure Price Quote

CRM: Customer Relationship Management

CQC: Certified Qualified Consultant

DML: Database Manipulation Language

KPI: Key Performance Indicators

MPH: Managed Package Hours

MSH: Managed Service Hours

SaaS: Software as a Service

SAP: Systems/Applications/Products

SEO: Search Engine Optimization

SFDC: Salesforce dot com

SFMC: Salesforce Marketing Cloud

SMB: Small and Medium Businesses

SOW: Statement of WorkRevOps


About Revenue Ops LLC

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients maximize revenue. In a nutshell, we help organizations streamline workflows so they can make data-driven decisions. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

CPQ for Manufacturing

CPQ for Manufacturing

Are you a manufacturing company whose quote generation process is painfully slow? Are your sales representatives generating quotes that are missing key product details or are priced incorrectly? Do all of the estimates generated by your sales team look different?

Every sales process is unique. Depending on the sector and product offering, getting to a closed deal will take different journeys. But one thing tends to be consistent, quote generation. Your prospective client needs physical evidence of the details of this relationship. And timeliness is not discretionary; clients expect it. In the manufacturing field, quickly creating a customized quote is a big hurdle – price book changes, discount approvals from a manager, client edits, etc. If this sounds too familiar, a Configure, Price, Quote, or CPQ solution may be just what you’re looking for. 

In manufacturing, quotes can become quite complex as different products are needed to meet the clients’ specifications. Some items should be bundled or have specific options that can be selected, impacting the price. How can your sales reps remember all of those different options? Read on to learn how to speed up, streamline, and automate your sales workflows with CPQ for manufacturing.

What is CPQ?

Let’s start with the basics – CPQ is a sales software tool that enables teams to generate accurate quotes for orders quickly. This application usually runs in tandem with or is native to your customer relationship management (CRM) system, which facilitates a seamless transfer of all relevant information. Also, since it’s programmed ahead of time with your company’s rules and quoting policies, reps can effortlessly build accurate quotes in no time. So where before the sales team might make costly errors and spend valuable hours producing bids, a CPQ application solves this problem. Sounds pretty good, right?

A good CPQ program will also help generate consistent-looking quotes at the click of a button. For example, do you have collateral that must be attached to every offer your reps send? Then, you can automatically attach those assets to all relevant quotes from your sales agents. This automation ensures that you’re always sending the proper documents to your prospective customers.

Are you interested in reducing the time it takes to send a document for an electronic signature? And, when a document is signed, how is it uploaded to your CRM? Your CPQ instance can also integrate with many eSignature tools, and the integration can automatically upload documents to the appropriate CRM records. So your sales reps don’t have to spend time on those manual tasks.

Where does RevOps come in?

So you decided you’re interested in CPQ software, but what about implementation? CPQ implementations are generally complex, so you should bring in a Revenue Operations (RevOps) consultant like Revenue Ops LLC to lead the next phase. This team should not only have vast experience leading implementations but be able to equip your business with the skills to take advantage of a CPQ solution as soon as possible. When working with Revenue Ops LLC, excellent communication and trusted experience are two things you can count on. Our specialists will take care of all the technical setup and ensure you’re comfortable with the software. 

Get Started

If you’re interested in streamlining and automating your sales process or would like to discuss CPQ for manufacturing, or any industry, we’re happy to help! Contact us today.

Your Revenue Operations Model Isn’t Your Sales Operations Model

Your Revenue Operations Model Isn't Your Sales Operations Model

It goes without saying that sales operations is valuable to business growth. A team whose sole goal is to increase the efficiency of your sales process should directly lead to an increase in revenue. But is simply focusing on this one department enough? Are you missing valuable components that affect the bottom line? Here is where the revenue operations model, or RevOps, comes into the picture. Since the explosion of RevOps in the last few years, we want to explain what it is and how it can help your company. 

What is RevOps?

Revenue operations involves more than just your sales team. It’s consistently optimizing your sales, marketing, and customer success teams for growth. Think of it as the hub that aligns these important departments to drive full-funnel accountability and maximize revenue. 

How Does RevOps Apply to my Business? 

The RevOps model is so crucial because the business environment is rapidly changing. Departments must remove cross-functional silos to survive and thrive in this world. Information, ideas, and processes must flow among teams as seamlessly as possible. A good starting point for adopting a RevOps model is identifying disconnected systems and then brainstorming how to resolve them to create seamless and effective workflows.

RevOps Journey

We covered the basics, but the fun begins with optimization and growth. How you proceed with RevOps depends on your team’s pain points. For example, if you know that information doesn’t flow smoothly from one functional unit to another, that probably impedes revenue growth. Then, you can implement a few different strategic tactics to pave the path. Here are a few courses of action we might consider.

Salesforce Implementation 

The Salesforce customer relationship management (CRM) is a robust platform that can transform your business by organizing your data and automating mundane tasks. First, however, you need to set it up properly. Then, a team of RevOps experts who have experience with advanced Salesforce features and utilities can help you get up and running quickly. 

Marketing Automation 

Improving lead quality will allow your sales team to do what it does best – close deals. Automating simple tasks like data collection improves accuracy and saves time. For example, you could integrate a web form to capture essential customer information instead of relying on the sales representative to record those details. And you could take it a step further by nurturing leads and contacts via segmentation and regular email distributions based on that contact data. 

Customer Experience Redesign

Do your customers only reach out when they have a problem? If so, we should change that. A RevOps consultant can help you design and activate an education series that engages your clients to share feedback and keep them in the know. 

Managed Services

These maneuvers are just the tip of the iceberg. Of course, other options are available depending on your requirements and objectives. So, it would help if you considered ongoing RevOps support. Fortunately, Revenue Operations LLC offers managed services arrangements whereby you can turn to us ad hoc for continued support and optimization. We can do everything from Salesforce administration to marketing content design. 

Ready for the RevOps Model?

Hopefully, we’ve shed some light on the benefits and importance of the Revenue Operations model. The sales team is one of the groups directly responsible for maximizing revenue. Therefore, implementing a holistic approach provides efficient results. 

Schedule some time to talk with us if anything has piqued your interest or if you have questions about how to implement these tactics into your business. We’re here to help!

Signs You Need a RevOps Team

Signs You Need a RevOps Team

You know it when your company could use a boost. You don’t need a blog to tell you that. But deciding what to do next can be the tricky part. Here are a few examples of when a Revenue Operations (RevOps) consultant could be just what you need.

Missing Goals

The process of goal setting and achieving them could use some work.

Is your team struggling to hit critical benchmarks? Are the goals themselves too vague or not based on reality? 

These are two essential questions that a RevOps team can help answer. First, assuming the company goals are achievable, it’s helpful to start mapping out all the departments and individuals who play a part in the process. Then, when that’s complete, a team of trained specialists can make procedural adjustments and technology recommendations that lead to desirable results. For example, the team might suggest a full-scale implementation of a sales enablement tool to boost lead conversion rates by 50%. Sounds good, right? 

Finally, the second question about goal setting is more important than the process above. Smart, healthy, and challenging goals align a team and encourage extra effort. In addition, these benchmarks demand an accurate view of the current business environment and the technical know-how based on the company’s available data. Combined with an unbiased perspective, that can unlock a business’s ability to scale. 

Salesforce Experience Gaps

Your custom relationship management (CRM) system is confusing, slow, and requires more work than it’s worth.

You spent a lot on Salesforce and have had big dreams since the beginning. The software was supposed to revolutionize how your sales team operated while ending the issue of losing essential data. Unfortunately, now it feels like you are stuck with a complicated system that isn’t meeting your expectations. If this resembles your current situation, utilizing an outside team of operation experts may be just what the doctor ordered. 

Salesforce is a complex tool that can do some pretty impressive things, but it has to be adequately utilized. For example, you may need a series of flows that allow customers to be automatically onboarded. Or your Salesforce instance could use an integration with your marketing platform to maximize efficiency. All these examples and more are real possibilities that can change how you see your CRM. 

Messy Data

Duplicates and other inaccurate data points are ruining everything!

Data is all the rage right now. It’s what the cool people are talking about for a good reason. It can shine a light on valuable insights and provide a clear direction for your business. But not all data is created equal. Duplicates and incorrect information can muddy the water causing real problems for reporting and analysis. 

Messy data leads you to a dark place where you can’t trust your company’s metrics and aren’t sure what is actually going on! Working with experts to create a plan for how data enters your CRM and a monitoring system to ensure the info stays clean is beneficial. You’ll be glad you took our advice! 

Misaligned Teams

There is a disconnect between departments.

What do your sales, marketing, and customer success processes look like, and how are they intertwined? These two questions are not just something you glaze over once, but key stakeholders should establish clear lines of communication and evaluate their efficacy regularly. When a company is missing synergy between these departments and/or struggling with outdated procedures, the customers usually know, and internal frustration tends to be high. This lack of alignment can result in delays in customer onboarding, disconnections between marketing and sales efforts, an increase in churn, etc. The consequences are innumerable, so Revenue Ops LLC is here to help. Working with outside experts will allow your business to continue the day-to-day work while knowing improvement is happening. Plus, it provides a third-party voice of reason for situations when departments, i.e., customer success and sales, disagree. 

RevOps boils down to optimizing your business for growth. It also presents an opportunity to recharge your team. The warning signs outlined above suggest there is room for improvement. If this applies to you or you have questions about how the Revenue Ops LLC team can help, schedule some time to talk with our experts.

Salesforce Best Practices

Salesforce Best Practices from Revenue Operations Professionals

Having worked with Salesforce for several years, our team of revenue operations specialists has compiled a list of Salesforce best practices. We hope these simple but essential nuggets of wisdom will spare you unnecessary aggravation and set you up for automation and sales success.

Test and Retest

You may think that the simple “flow” you created is only going to affect an associated record, but are you sure? Salesforce instances are complex systems that weave together elements and applications. A well-thought-out change to the way something fires cannot only cause an unintended consequence but could cause delays in business activities or even trigger errant emails to customers. To avoid confusion, be sure to test your updates in a sandbox and within the current production environment upon launch. 

Keep It Simple

Ideally, automation will take work off your plate, but if not implemented correctly, it can complicate workflows. Unfortunately, it’s more common than you’d think for teams desperately looking for efficiency to automate every step of a process and end up with a tangled web of error messages and internal questions. Instead of streamlining operations, you can end up in a messier place. Therefore, knowing the reason for the implementation and understanding how it will play out with other processes is helpful to consider before moving forward with a specific automation. By taking the time to map it out, you will be able to avoid business delays and likely have tangible insight into potential updates in the future.

Don’t Forget Data Quality

What are you doing about duplicates? How is data coming in and out of your platform? These fundamental questions need to be visited throughout the Salesforce ride. Having clean data means the reports you rely on are accurate and reliable. It lets your team pick up on trends and make accurate forecasts. So instead of blindly making decisions or depending on a feeling about your company’s health, you can be confident. That all starts with your data, so make sure everything adds up. 

Designate a Salesforce Guru

Your Salesforce instance is not expected to be a set-it-and-forget-it application. Your system will undoubtedly require updates, user activation, and minor tweaks here and there. In addition, ongoing training and support for your internal team will go a long way in ensuring user adoption and acceptance. Therefore, we strongly recommend that an individual is selected to be responsible for all things Salesforce. This person should be able to maneuver throughout your implementation comfortably. They should also be aware of the bottlenecks in your operations. Ideally, your guru is familiar with flows, a valuable tool for automating elaborate workflows. If you plan to have more than fifty users and/or expect to integrate with other applications, consider working with a certified Salesforce administrator. The manager can be an internal or external resource, like Revenue Ops LLC

Know Your Emergency Contact

Who are you going to call if your Salesforce implementation experiences functional issues? What happens when everything stops working? Not to be overly dramatic, but it’s valuable to know who to call when everything hits the fan. This contact is usually beyond the Salesforce admin. They likely have an extensive technical background and are intimately familiar with your specific instance. It may be the team that first implemented everything or a Salesforce developer you trust. Having someone available in a time of need is beneficial for your business. 

Adopting these Salesforce best practices may seem overboard, but it can mean the difference between success and failure. Salesforce is an excellent growth tool, but we must use it correctly. 

Revenue Ops LLC offers a variety of services, from full-scale Salesforce implementations to on-call support in times of trouble. Let’s schedule some time to talk if you have questions or want to learn more about what we do. 

Revenue Operations Goals

Revenue Operations Goals for a Great New Year

It’s been a crazy year! For some, that may be an understatement. Tons of change, tight deadlines, and an unpredictable business environment make company growth and optimization even more challenging. With you in mind, we created some helpful revenue operations goals to make the new year special!

Improve your lead conversion process

Closing deals is exciting. It’s what everyone on Slack is talking about, and it keeps the lights on in the building. But what about the leads? An unsung hero that usually goes under the radar or, even worse, forgotten. This lack of attention to the top funnel results in poor lead quality, which translates to lots of extra work for sales and missed opportunities!

Improving lead quality is not magic. It starts with a well-thought-out plan and the commitment of your entire team. Then, with a strategic mission in place, you will be ready to implement a funnel that nurtures leads and captures vital information. There are multiple paths you could go down with this process, and they should all involve customized automation and efficient use of technology. If this sounds ideal, but you need help figuring out where to start, Revenue Ops LLC is here to help. 

Build a client education plan

How are you currently connecting with your customer base? Do you only hear from them when something goes wrong? You’re not alone if you can’t answer either question or are just too busy to think about them. Too many companies put so much effort and resources into getting their clients and so little into keeping them. Not only do existing customers cost less to maintain than finding new ones, but happy ones will tell others about how great you are. They can be your best sales reps!

A significant step to building this dynamic customer relationship is an engagement plan. That may sound complex and overwhelming, but it can be as simple as a monthly email focused on company updates. Regular communication is a perfect way to keep your customer base informed and excited about why they chose to buy or work with you. If this is already something you do, ask yourself how you can improve your engagement. Maybe it’s a blog or customer focus group. Then, commit to improving your customer relationships in the new year. 

Integrate Salesforce with important applications

Is something missing from your Salesforce implementation? Could you save time by connecting it to another system? Salesforce has created an ecosystem where external applications can integrate into an existing Salesforce instance. For example, you can gather feedback from your clients with your favorite survey application without worrying about transferring the data. Or, you can arrange for calls made through the Teams telephone software to be logged to the corresponding account automatically. Maybe you could streamline the billing process by creating a workflow to send a physical invoice to a client with the click of a button.

Integrations can transform the way your business operates and make your life way easier. But, of course, the setup will take time, and we strongly recommend having an expert lead the implementation. So don’t be shy if you have questions about what this could look like for your team.

Optimize and automate the customer onboarding journey

The start of any relationship is always exciting. You’re setting expectations and likely figuring out whether it will be long-term. The customer onboarding process is not much different. It’s a crucial time when both parties are laying the foundation for how the journey will play out. Unfortunately, one wrong step or missed email can lead it down the wrong path. So use the new year to improve customer onboarding and eliminate the possibility of human error.

A great way to do this is through intelligent automation. For example, by using a closed-won email journey that automatically fires when an opportunity hits a specific status, you will know that your customers are receiving the necessary information. Plus, by taking advantage of an email platform like Salesforce Marketing Cloud, the 2023 customer engagement plan we discussed above will be a piece of cake. Sounds good? Our team has plenty more custom ideas to share!

How is this year going to be different?

The end of the year can be a time for reflection and looking forward to what’s to come. Unfortunately, that can bring lofty goals which quickly become unattainable such as reducing the sales cycle, drinking less caffeine, doing a cartwheel, etc. In addition, high expectations contribute to added stress for the individuals tasked with achieving them. Often these goals are abandoned because of more pressing matters.

That’s where Revenue Ops LLC comes in. Our experienced specialists will collaborate with you to create a scope of work and then lead the strategic implementation. By working with a team like ours, you can have peace of mind that you will achieve your revenue operations goals for the new year. If you have questions about how to maximize your revenue or want to hear more about what we do, feel free to schedule some time to talk!

Improve Your Bottom Line

Five Ways Revenue Ops LLC Improves Your Bottom Line

Sly and the Family Stone said it best, “different strokes for different folks.” Just like people, every company has unique needs. Maybe your sales cycle is very long, there is a disconnect between marketing and operations, or your customer relationship management (CRM) system isn’t satisfying your expectations. Businesses have areas of improvement that, when addressed, can unleash a wave of success.

Revenue Ops LLC embraces this reality when helping clients optimize growth. Our team of experienced consultants takes an individual approach with each project, crafting a plan of action to improve your bottom line. From mapping your revenue roadmap to helping you identify new opportunities, Revenue Ops LLC is committed to boosting your business performance. 

Improve Your Technology Stack

The technology your business relies on should be your best friend. It should work the way you expected from the beginning. But often, that’s not the case – these expensive tools are either not meeting your expectations or are not ready for the growth your team envisions. Deciding on what to do next can be challenging and requires in-depth technical experience. The cost, time, effort, and expertise required can make it impossible to handle internally. The Revenue Ops LLC team has specialists with first-hand knowledge of the tech landscape and how to help you move toward growth. They will do the heavy lifting while your team focuses on what they do best.

Maybe you know exactly what technology your business needs, but you don’t know how to make it happen. For example, your team just decided that Salesforce is the CRM that fits your growth needs, but you want to get up and running as soon as possible. Here is where Revenue Ops LLC comes into the picture. Our specialists will meet with your team and create an action plan that aligns with your goals and requirements. Consultants will work with your company during the implementation to educate and prepare your staff for success. It’s worth noting that Revenue Ops LLC not only works on Salesforce installations – we specialize in SalesLoft, Google Analytics, and Zapier, to name a few. Check out our technology page to get a complete rundown!

Map Your Revenue Operations Roadmap

Clear and attainable goals have proven to increase both individual and team performance. They provide a measuring stick on a weekly/monthly basis and create invaluable intrinsic motivation. So why doesn’t everyone utilize them? The simple answer is that it’s pretty challenging. Effective goal setting demands a thorough understanding of your team’s data and an accurate view of the journey ahead. Before you set anything in stone, you should have a firm grasp on the critical factors – sales cycles, lead conversion rates, cyclical tailwinds, etc. – that will heavily influence the goal. After that, getting the input of those whose job is to hit the goal is vital. If this process sounds overwhelming, we might know a team that can help.

Just as crucial as practical goal setting is a clear map of how to reach them. There are few things worse for a sales team than setting lofty goals and having no tangible roadmap to reach the destination. What is the team going to do each week/month? How specifically is that any different from what is currently happening? Where do you want your business to be next year, and how do you get there? Having the answers to these questions will change the way your year plays out. Getting where you can be confident in your roadmap takes time and expertise. It should involve a deep dive into your data and a complete understanding of the current business environment. Working with an experienced consultant will remove any guesswork and provide you with the skill the project demands.

improve your bottom line

Full Funnel Optimization

The customer journey is the most critical path for any business. After all, why does a company exist if not for the consumer? But too often, certain stages of the journey become the sole focus while others are severely neglected. This common phenomenon leads to high churn, employee turnover, and a dissatisfied customer base. All of which points to poor business performance and a dangerous path forward. Sorry, that was dramatic but very realistic. 

So, what would Revenue Ops LLC do in this situation? Good question. First and foremost, a top to bottom business breakdown is where they start. Next, you need to clearly and concisely understand your strengths and weaknesses. This involves specialists with years of industry experience working closely with your team to develop a comprehensive picture of your company’s current situation. We need to know what the data is saying! With this crucial information, the next step is implementing the necessary changes aimed at funnel optimization. Our goal is to bring lasting change that allows for sustainable growth and consistent customer satisfaction. We apply a holistic approach that centers around your team. 

Improve Processes Through Wise Automation

Are you unhappy with your lead conversion numbers? Do manual processes take up chunks of your team’s workday? Suppose you answered yes to any of these questions, or it’s been a while since you examined your business’ overall operations. In that case, you likely could benefit from working with a revenue operations consultant. The goal of improving processes starts with harnessing data. We will identify the stages of a specific process that need improvement based on the numbers.

While automating everything is the simple, trendy answer, it doesn’t necessarily mean it’s the right one. All too often, over-excited teams with good intentions will go overboard with Salesforce automations, creating a complicated system that is harder to use than before. At Revenue Ops LLC, we pride ourselves on creating streamlined processes that use automation to enhance the user experience. It should be something that reduces time and is easy for users to adopt. Determining when and how to make the appropriate automation demands the experience of years in the “trenches” combined with technical know-how. The bottom line is that you need a team that has done it before.

Improve Your Bottom Line

Bringing in an outside consultant is never an easy decision. Where do you start and who do you go with are just the first questions you need to answer, not to mention the cost of everything. Revenue Ops LLC knows where you’re coming from and has designed a no-strings-attached discovery session to make your life easier. It’s a great opportunity to get your questions answered and see if our plan fits your business. 

RevOps is a journey based on optimizing your team for growth, and you must have cohesion plus impeccable communication with anyone you bring in to help. If any of the areas mentioned above hit home, or you just want to talk, schedule a time right now