The RevOps Playbook: 5 Buyer Journey Fixes that Impact Productivity & Revenue

RevOps is no longer "just" a Sales Funnel Fixer. That why Rattle partnered with the RevOps Co-op to write the guide to fixing the full buyer journey that spans every go-to-market team.

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The Future of RevOps

The RevOps role is vital—not just as a “doer”but as a strategic leader. RevOps professionals need the skills to champion initiatives and bring them to the attention of executives for

prioritization. RevOps must also identify and drive the transformation necessary to align all revenue-generating functions.

This report will help you:

  • Identify common problem areas that need optimization from leads to loyalty
  • Recommend ways to diagnose and confirm if your organization needs to work on these areas
  • Suggest strategies for approaching your executive team and securing buy-in to prioritize impactful initiatives.

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Problem Area: Lead (Mis)Alignment

Top revenue operations consultants anecdotally report to us that one of the biggest challenges in aligning sales and marketing is the definition of a “qualified lead.” Any time there is an issue with lead definitions and routing, there will be plenty of signs in meetings, Slack channels, and around the water cooler if you’re in an office. These include:

  • Sales leadership complaining they don’t get enough leads
  • Open hostility between teams
  • Complaints about lead quality across the sales department

Learn how to investigate this common problem and fix it!

Problem Area: Pipeline (Mis)Management

Full cycle sellers are fantastic at focusing on what must be done to meet their current quarter’s number. Not all sellers are as diligent about building future pipeline to avoid a speed bump in coming quarters.

They’re also not known for keeping their pipeline clean.

You can do many things to help your sales team fix their pipeline problems, but the fixes only work if you gather proof and convince the sales management team they should care.

Problem Area: Invisible Customer Risks (And Opportunities!)

Churned customers rarely give your frontline support representatives any signs they plan to churn.

In fact, 96% of customers who churn never file any form of complaint.

On the other hand, not catching positive signals also means you’re losing out on expansion revenue. Solely relying on your support representatives to interpret account signals is a high-risk proposition.

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Includes a detailed summary of the survey questions and responses, as well as the analysis.

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