Expert Interview

Revenue Operations: The Keys to Enabling Real Time Seller Guidance and 1:1 Coaching at Scale

HOWARD BROWN EXPLAINS HOW LEADING COMPANIES ARE USING AI TO ENABLE REAL TIME SELLER GUIDANCE AND 1:1 COACHING AT SCALE

Revenue operations has emerged as a board level issue because organic growth – and the customer data, technology and channel assets that support that growth – have become the primary drivers of firm value in the digital age. Organizations that continue to use outdated functional approaches to managing their customer facing technologies and the valuable c

75% of growth oriented organizations will adopt a Revenue Operations Model by 2025  issue. Revenue Operations is an urgent issue because organic growth – and the customer data, technology and channel assets that support that growth – have become the primary drivers of firm value in the digital age.

Organizations that continue to use outdated functional approaches to managing their customer facing technologies and the valuable customer engagement data assets they create will become increasingly uncompetitive as their customer experiences, seller performance and return on selling costs fall behind the competition..

Howard Brown, the co-author of the definitive Revenue Operations in a 21st Century Commercial Model report discusses how sales operations and enablement leaders at large and small selling organizations are igniting revenue growth with commercial insights. In this interview, Mr. Brown shares the findings from research with hundreds of growth leaders and the results of dozens of successful commercial insights pilot programs his organization has led.  He will explain how successful organizations are deploying Revenue Operations models to better manage and leveraging commercial insights and revenue intelligence across sales, marketing, and customer success teams. Specifically, Howard explains:

  • The importance costs, risks and missed opportunity arising from the fragmented management of valuable customer engagement data assets
  • The importance of turning customer engagement data into commercial insights that support decisions, priorities and conversations in the moments that matter
  • How delivering seller guidance and coaching in real time can improve seller performance, ramp and retention four fold or more
  • Practical steps owners, investors and CEOs can take to enable real time seller guidance and 1:1 coaching at scale in sixty days

ABOUT THE SPEAKER

Howard Brown a pioneer and recognized authority in revenue science, artificial intelligence and sales. A former clinical psychologist, Howard is at the vanguard of the technical and psychological advances in the science of revenue attainment. As Founder and CEO of ringDNA his team is delivering mission-critical RevOps solutions for some of the world’s largest companies. Goldman Sachs named him one of 100 Most Intriguing Entrepreneurs. Learn more about Howard’s insights on revenue operations and the science of growths.

To help boards, CEOs and CXOs evolve their commercial models to better align sales, marketing and CX teams around the customer and accelerate revenue, profit, and value growth, the faculty of the Revenue Enablement Institute has developed a comprehensive Revenue Operations blueprint. This blueprint can help organizations large and small evolve to a 21st Century Commercial Model and accelerate revenue, profit, and value growth. Our faculty can provide education, tools and support to help make Revenue Operations a Reality in your organization by stair-stepping Your leadership and operations teams on the path to commercial transformation

TO LEARN MORE

Assess Your Revenue Operations Maturity

Download a complete overview of the 72- point Revenue Operations Maturity Assessment that can help your leadership team understand, visualize, agree upon and prioritize the steps they can take to unlock more growth and value from your commercial teams, systems, processes and assets.

Take the Assessment>

Get the Revenue Operations Report

To help boards, CEOs and CXOs evolve their commercial models to better align sales, marketing and CX teams around the customer and accelerate revenue, profit, and value growth, the faculty of the Revenue Enablement Institute has developed a comprehensive Revenue Operations blueprint.

Get the Complete Revenue Operations Report >

Pilot Real Time Guidance and 1:1 Coaching in 60 Days

Our faculty can help your operations team to connect the dots between your sales enablement, sales engagement, and sales readiness solutions to pilot real time guidance at scale in 60 days

Learn how to pilot real time selling guidance >