Help your buyers to buy
B2B SaaS revenue leaders work with me to fill their pipelines by designing, building and managing buyer enablement tools that help their buyers identify a problem worth solving.
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I partner with SaaS founders and revenue leaders to grow your sales pipeline by enabling your buyers with content, tools and assets that help them to buy more easily.
The way companies drive revenue is changing fast:
Customers want to buy through self-serve digital channels
Buyers say sellers lack business acumen
Data is everywhere, but is not creating insights of value
The customer journey is a circle not a line
Fast growing companies cannot capitalise on these changes with siloed functions - instead a cross functional buyer enablement system is required.
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What is the value that your SDRs are taking out to their prospects in their outreach? A webinar or product datasheet is not a valuable offer.
In this article we’ll look at what makes a valuable offer and how to arm your SDRs with something that buyers would feel stupid to say no to.
Gartner’s 2024 Software Buying Trends provides valuable insight to revenue leaders as you plan your go to market strategy. Understand what buyers look for as they find and buy new software in2024.
The process of creating SPIN Selling questions is a valuable exercise for leaders across the go-to-market function, including VPs of Revenue Operations.
It helps you get into the mind of your buyer and really uncover the pain they face if they don’t solve this problem.
I’ll guide you through the process of creating your questions.
Two recently published books for RevOps leaders to get their heads into.
Both books highlight the need to focus on your customer’s experience as they travel through your go-to-market teams, systems and processes.
The head of buyer enablement is a cross-functional role that maps and improves your buyer’s end to end experience from unaware to happy repeat customer.
Here’s a sample job description to give you an idea of the role.
A great question gives more than it asks for in return.
In this article I’ll guide you through how to write great questions for your buyer enablement tool - questions increase your completion rate and provide valuable output for your buyers.
The VP or Head of Revenue Operations is one of the fastest growing jobs, and yet it is still poorly defined.
In this article you’ll learn about the main aspects of the role, as well as the goals and aspirations for a VP of RevOps and the main challenges holding them back.
One of the top questions in RevOps communities is how to become more strategic and demonstrate the ROI of Revenue Operations.
In this article I’ll look at the challenge and propose how focusing on pipeline and revenue growth is the answer.
Executives spend 70% of their budgets in the first 100 days of a new job - but how can you get in front of that and build trust before they start?
Here’s a guide to building buyer enablement tools for your pre-personas - before they even start.
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Answer 22 questions about your business and immediately receive personalised advice based on your current situation
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360 assessments are employee surveys that gather input from an individual and those that they report into, their peers, and their direct reports. 360 degrees - above, below and alongside.
The Dark Funnel describes all the places that your buyers hang out to learn from their peers, friends, ex-colleagues and trusted partners.
In this 60 minute workshop you'll learn about the different components of the dark funnel, before researching your own dark funnel.
Targeting your highest potential accounts with dedicated resources can be a wise strategy as you expand into Enterprise and Strategic segments.
Digital Sales Rooms enable sellers to create bespoke branded experiences to share sales collateral with buyers.
But what is in it for the buyer?
In today's edition Gerry Hill, VP EMEA at Connect and Sell joins Charlie to discuss the inefficiencies of navigating IVRs, reception desks and voicemails when executing outbound calling strategies.
Byword is an AI platform that helps content creators to generate blog content at scale.
As a passionate writer who believes in the power of great human-generated copywriting I want to see if I can become comfortable blending my own written content that shares my experience and expertise,
With AI generated content that pulls in long tail search queries.
In this video I walk you through how I generated an article using a pain related keyword.
Buyer enablement tools help your potential buyers to learn more about the problems their company faces,
and the value of solving them.
I've scanned 100 tech websites and pulled together 11 of my favourite buyer enablement tools to inspire you.
In today's edition Werner Schmidt, CEO at Lative joins Charlie to discuss the planning your sales capacity correctly.
We discuss the definitions of sales capacity, how companies do it today, and how a capacity platform gives you flexibility as things change throughout the year.
RevOps is often thought of as an internally focused tactical function.
In this 30 minute presentation you'll learn two specific ways you can align your RevOps function to the most strategic initiatives of your business - driving new revenue.
In today's edition Zach Otto at Gong joins Charlie to discuss the value of recording calls across your revenue organisation.
In today's edition Holden Miller, AE at Reveal joins Charlie to discuss the importance of partnerships in your Go To Market strategy. We talk partner discovery, account mapping and the benefits of sharing your pipeline.
Why do you need Revenue Operations?
The way customers want to engage with your business has changed.
You can no longer force them down a stage by stage funnel, handing them off from team to team.
Customers have pivoted through 90 degrees and want to engage with every team at every step of the process.
Your company needs to align itself to support these customers, or they’ll work with someone else that does.
From siloed fragmented tactics
To an integrated revenue strategy
Charlie’s Revenue Acceleration Flywheel
Companies experience sustained and scalable revenue growth by consistently implementing and improving cross-functional practices.
The Revenue Acceleration Flywheel walks your team through the external and internal activities that drive growth.
Revenue Operations is not just an internal, data and systems focused function.
It is a strategic and customer focused discipline.
I’ll help you spin the flywheel faster and faster as you improve your customer’s buying experience.
In today's edition Nick Telson-Sillett, co-founder at Trumpet joins Charlie to discuss the future of digital selling.
In the RevOpsCharlie Demo Day series Charlie interviews RevTech vendors, discussing their target customers, their platform and including demos of the key use cases.
The series is useful for founders and revenue leaders looking to make the right tech choices as they scale up their Go To Market teams.
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In today's edition Nick Telson-Sillett, co-founder at Trumpet joins Charlie to discuss the future of digital selling.
Nick discusses and demos:
- How COVID changed the way that sellers sell and that buyer buy
- That your sellers will never meet many of the key members of the buying group
- Buyers appreciate sellers that help them collaborate across their buying group
- Digital selling increases win rate and reduces sales cycles
Trumpet is a Digital Sales Room that allows sellers to create branded and customised micro-portals for their buyers.
Find out more at www.sendtrumpet.com
Connect with Nick on LinkedIn at https://www.linkedin.com/in/nicktelson/
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RevOpsCharlie helps Series A founders to scale up their GoToMarket teams by aligning marketing, sales and customer success into a single revenue team.
I help you build a predictable and repeatable revenue engine that helps you scale and get funded at Series B.
Read the Series A Founder's Guide to Revenue Operations: https://www.revopscharlie.com/series-a-founders-guide-to-revenue-operations