B2B purchasing behaviour has shifted dramatically in recent years. As a result, businesses have had to quickly adapt to how they interact with potential clients as the traditional sales process that defines a prospect's buying path has been turned upside down.
But this can lead to a major flaw in revenue growth, in that your marketing team may be capable of generating a huge number of leads for sales but what if the leads generated are of poor quality? Does it probably mean that the sales team is wasting time on leads that are unlikely to convert? There'll likely be a major disconnect when the Marketing, Sales, and Customer Success Department follow a siloed system. Each department looking at a different set of data is not helping.Communication is a critical element here. With each team having individual metrics and processes, keeping track of huge teams and enormous amounts of leads and clients can be difficult.
The following 3 Questions will help you know whether it is this is the right time to invest in RevOps:With recent developments in automation, a lot of tools are being used to ease the sales process. When you find your company employing the use of these many tools and they do not communicate well, that's a call to align your tech stack into one centralised tool.Having distinct data results from different departments can be a real mess.
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