Jess Pingrey

A revenue operations (RevOps) team involves a department or business function composed of team members responsible for driving revenue into one group. Rather than treating each function as separate, a RevOps team combines resources, data, processes, and strategies into a single team structure to maximize profits. In this article, we explore what a revenue operations…

Business-to-business (B2B) selling involves selling a product or service to another business. B2B selling often requires a lengthier sales process and a distinct set of consultative sales skills for reps engaged in this type of role. We’ll explain what B2B sales is in greater depth, provide common examples of B2B businesses, and explain some of…

Sales enablement helps empower sales teams with the right tools, knowledge, and processes to engage with leads and customers effectively. This keeps their sales pipeline full, improves efficiency, closes more deals, and ultimately increases revenue. In this article, we define what is sales enablement, explore how to use the sales enablement process, and provide examples…

Account managers and account executives are both essential to a sales operation for generating revenue. While their roles are different in scope with one handling current clients and the other new business, they can both be excellent careers with growth opportunities and high earning potential. In this article, we explore the difference between an account…

Cross-selling is a sales tactic used to obtain more value from a deal or sales transaction. While commonly used for retail businesses, it can be applied to many industries in both the B2C and B2B markets. In this article, we explore cross-selling more in-depth and provide examples, tips, and script templates you can use to…

Sales performance management (SPM) is the combination of processes and practices used to improve sales performance in order to increase revenues. Typically, it includes hitting individual sales quotas, organizational sales goals, and maximizing efficiency throughout the sales process. This article explores the best practices, helpful software tools, and provides an SPM example to maximize your…