Uncovering the Invisible Influencers in B2B Sales ??

Do you know who's truly influencing the deals in your sales pipeline? The answer might surprise you and your team!

We’ve been speaking with Nandini Karkare , Chief of Staff at EDB . She discussed the importance of capturing buying committee data, unlocking it from sales reps and making it accessible across teams, and using it to expand accounts and grow revenue over time.

Recognizing the full buying committee is critical, yet often overlooked. Here's why it matters:

?? Visibility is Vital:

• Understand that an opportunity may involve numerous stakeholders.
• Without visibility into all these contacts, retargeting and customer marketing efforts are compromised.

?? Impact of Inclusivity:

• Documenting all members of the buying committee can significantly affect your win rates.
• It's not just about filling in the CRM; it's about understanding the entire decision-making unit.

?? Data-Driven Decisions:

• Correlations have been found indicating that engagement with the full buying committee can increase win rates.
• Are you leveraging this data to refine your sales strategies?

?? Metrics that Matter:

• Tracking engagement with all decision-makers provides actionable insights.
• Use this to enhance your sales approach, land, and expand strategies, and ultimately, secure more deals.

The takeaway? Ensure your sales reps see the bigger picture. It’s not about inputting data for the sake of it; it’s about strategically positioning to win more and serve better. ??

If you are in Revenue Operations (RevOps) and constantly juggling to get your sales reps to feed the CRM with rich, actionable data, you’re not alone.

Here are some observations to help you unlock this sales data trapped in siloed systems:

• Data Accessibility: Sales data often remains locked in the salesperson's head, emails, or calendars. It’s there – but unutilized. ????
• Data Extraction: How can RevOps unlock this information efficiently and make it insightful for the business? ????
• Data Administration: Understand your sales reps – they want to sell, not spend their precious energy on data entry! ???
• Automation & Simplification: The real game-changer. How can we introduce automation in capturing essential data without overburdening our salespeople? ?
• Visibility & Analytics: It's not just about capturing data – it's also about making it visible and actionable for the right people at the right time. ????

The industry is yearning for solutions that can streamline these processes, allowing sales reps to focus on what they do best – closing deals.

Join the discussion ??? with Nandini on how full visibility into the buying committee data can elevate RevOps success!

Dive into the full podcast episode here

?? RevOps News You Can Use ??

• Essential RevOps Metrics for Measuring Campaign Success by RevPartners
• How Can Data Inform Your Marketing Strategy? by Think RevOps
• 8 Sales Forecasting Models You Should Try to Find Your Fit by Xactly

?? Don't miss this from the RevOps Gurus!

• Jeff Ignacio 's take on building quality account plans in RevOps
• Are you making the most of your tech stack, or is it slowly turning into a cumbersome burden? by Steven Newman
• Eddie Reynolds 's insights on how to be more strategic in RevOps

?? RevOps Job Board ??

• Revenue Technology Analyst (RevOps) - ZoomInfo | Waltham, MA
• RevOps Specialist (Hubspot) - Avoma | Remote
• Head of GTM Operations - Paddle | Remote
• RevOps Manager - StackIt | Remote
• Revenue Operations Pipeline Specialist - Trulioo | Vancouver, BC
• Senior RevOps Analyst - Amplify Life Insurance | Remote
• Revenue Operations Director - Measurabl | Remote
• Revenue Operations Manager - Betterment | New York

Meme of the Week!

RevOps From Nektar’s perspective

1. Prevent Churn with Contact-Level Activity Data Capture.
2. Leverage CRM Contact Data for Sales Efficiency.
3. Navigate B2B Buying Committees Efficiently

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