Last month, the virtual Revenue Acceleration Festival played host to 25 guest speakers, who imparted their advice on equipping revenue leaders with insights and strategies to accelerate and maintain consistent, predictable growth.
With five virtual stages, it was the first online-only event dedicated to revenue acceleration providing content both live and on-demand.
Missed it? Or just keen to relive some of the highlights?
Here are five big topics the Festival explored across each of its stages - with some top takeaways from some of our speakers...
(Psst. You can access ALL the content from the Revenue Acceleration Festival when you sign up for an SEC Membership Plan)
1. Collaboration and Alignment
Allye O'Brien, Director of Revenue Operations, Chief:
- Make sure your revenue process is never a dead end. Each unresponsive lead, closed/lost opportunity, and churned customer has the potential to come back as revenue at a later date.
- CX and sales should have equal weight in your marketer's definition of an Ideal Customer Profile. Profiles like your clients that renew should be the ultimate Marketing, or outbound prospecting, target.
- Retention is the ultimate goal that the entire org should work toward. Marketing and sales goals should align with, and support, retention goals.
2. Optimizing Revenue Engines
Leore Spira, Head of Revenue Operations, Syte:
Building a solid process foundation is crucial to measure the customer journey. Therefore, Rev Ops plays a critical role in helping sales and marketing teams achieve peak performance, and ensure that the business and the sales team run like a well-oiled machine.
RevOps play a pivotal role in creating and securing the sales pipeline.
As a company grows, a centralized RevOps team can create a cross-functional framework that facilitates more transparency and improved coordination of sales and marketing strategies for maximum revenue impact.
3. Implementing Revenue Enablement Teams
Bryan Grobstein, Director of Revenue Enablement, Lunchbox:
- 360° feedback (not just top-down) is paramount to prioritizing your curriculum development.
- Enablement is about creating the space for peer-to-peer and SME lead learning experiences.
- True professional growth doesn’t happen from “event” based learning; have a multitouch approach with built-in practice, practice, practice.
4. Customer Centricity
Elay Cohen, CEO, SalesHood:
Once you get some momentum around the number of sales reps, north of more than 10 salespeople, and a couple of SDRs, you need to start investing in enablement. It could be a hybrid role, such as a strong product marketer or strong ops person, who could own enablement in that first phase.
Then, once you get up 25 reps, you absolutely need to have an enablement person - that's kind of the foundational ratios that we look at.
5. Measuring Success
Carly Lehner, Head of Revenue Enablement, Andela:
- Define, and agree upon, the metrics that the Enablement team will look to influence and make sure they tie back to a Company goal.
- Lean on RevOps to help find data to inform Enablement programming, and use that data as the baseline metric to improve
- Report your progress on a consistent basis with your executive sponsors
So there you have our roundup of the best bits from our latest #RevAccelerate. event.