Blog

5 Strategies for Effective Coverage and Capacity Management

Explore 5 essential RevOps strategies for effective coverage and capacity planning. Enhance your annual planning with practical, proven tactics.

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Roles, Coverage & Capacity

Tracking Hiring Plan & Capacity

Get Balanced Geo-Based Territories in Just 7 Clicks

Discover SmartPlan Maps: Streamline sales territory planning with Fullcast's unparalleled mapping capabilities.

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Segmentation & Territories

Is Your Territory Plan Truly Customer-Centric?

Explore territory planning pitfalls and the power of a customer-centric approach. Adopt practices that benefit your customers and business.

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Segmentation & Territories

Mastering Annual Planning: A Comprehensive Overview of Smart Territory Planning

The annual planning process is a great time to refresh your understanding of what your customer journey is and then build territories centered on that.

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Integrated Go-to-Market Planning

Creating an Effective Sales Territory Plan: A Comprehensive Guide

A sales territory plan facilitates alignment between an organization's GTM strategy and seller's tactical plan of attack. This blog provides a template.

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Segmentation & Territories

Skills Development & Best Practices

Enablement

Sales Continuity: A RevOps Checklist for Rep Leave Management

When a sales rep goes on leave, it can throw an entire team off track. For that reason, it is essential to have a playbook that allows field managers and RevOps

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Integrated Go-to-Market Planning

L2R Automation & Policies

Top 5 Reasons to Choose Fullcast over Anaplan for Territory Planning

Fullcast was made for tailor-made RevOps. Anaplan was made for FP&A. Here are the top 5 reasons to choose Fullcast over Anaplan for Territory Planning.

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Integrated Go-to-Market Planning

Best Practices for Making Mid-Year Changes to Your Go-to-Market Plan

Markets move fast. Change cycles are shorter than ever. Your Go-to-Market needs to continually adapt if you want to stay on target. Here's some tips.

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Integrated Go-to-Market Planning

Top Territory Management Trends for the 2024 Territory Planning Season

As we head into the 2024 territory planning season, new territory management trends promise to make planning more efficient and sales more successful.

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Integrated Go-to-Market Planning

Alignment to Plan

L2R Automation & Policies

Salesforce Territory Management Alternatives

Although Salesforce offers a basic territory management tool, there are other more robust alternatives available.

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Integrated Go-to-Market Planning

How Territory-Based Lead Routing Drives RevOps Efficiency and Growth

Territory-based routing is the most accurate and efficient way to route your leads. Integrate territories and routing with Territory Management software.

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L2R Automation & Policies

RevOps Leadership Styles that Win

What does it take for a RevOps leader to become a strategic partner to the CRO and CFO? Check out this blog to see which leadership style brings the most value.

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Integrated Go-to-Market Planning

Skills Development & Best Practices

Choosing the Best Territory Management Software

As you grow it's impossible to plan territories with spreadsheets. Efficient RevOps teams are turning to Territory Management Software to up their GTM game.

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Integrated Go-to-Market Planning

Alignment to Plan

L2R Automation & Policies

How the Wartime RevOps Leader Demonstrates Strategic Value

Many companies fail to realize the immense value that RevOps provides during difficult times. Here’s how RevOps leaders can reposition their strategic value.

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Integrated Go-to-Market Planning

Alignment to Plan

8 Ways to Accelerate Rep Ramp Time and Drive Seller Productivity

RevOps actually plays a big role in decreasing ramp time. Here are 8 ways to help sellers get productive faster!

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Skills Development & Best Practices

Increasing Customer Retention and Growth with Efficient Customer Success Operations

Customer Success is on the front lines when it comes to customer retention and upsells. Here's how CSOps can help drive efficient growth.

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Integrated Go-to-Market Planning

Alignment to Plan

7 Best Sales Territory Mapping Software Tools for 2023

Sales territory mapping software can have a dramatic impact on sales productivity. Here are 7 territory mapping tools to consider.

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Integrated Go-to-Market Planning

Three Must-Have Sales Coverage Policies That RevOps Needs to Automate NOW

Discover three coverage policies to help RevOps teams manage headcount and increase profitability. Learn how these strategies can automate daily tasks and save

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Integrated Go-to-Market Planning

L2R Automation & Policies

The Three Stages of GTM Automation

Don’t let Salesforce workflows slow down Sales execution. Here’s how to automate RevOps policies for operational excellence.

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L2R Automation & Policies

Advanced Sales Territory Mapping with Fullcast

Territory management software includes advanced sales territory mapping capabilities that drive revenue efficiency and sales productivity.

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Integrated Go-to-Market Planning

Choosing the Best Sales Territory Planning Software

There are numerous sales territory mapping and planning software tools on the market today. Here's how to choose what works best for your organization.

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Alignment to Plan

Integrated Go-to-Market Planning

Automated GTM Policies: The Secret to Revenue Efficiency

RevOps policies are the rules of the road for your GTM plan. Automated GTM policies ensures that your revenue team operates with a high level of efficiency.

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Alignment to Plan

How to Create a Sales Territory Plan: The Ultimate Guide

Good sales territory planning is essential for go-to-market (GTM) success. Here are some tips and tricks to boost your sales today.

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Alignment to Plan

Integrated Go-to-Market Planning

Why It's Time to Go All In On RevOps

Is RevOps viewed as a cost center in your business? On the contrary, RevOps efficiency is gold to revenue teams. Now is the time to invest.

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Alignment to Plan

Integrated Go-to-Market Planning

L2R Automation & Policies

How to Implement Continuous GTM Planning for Operational Excellence

Continuous GTM Planning eliminates the operational inefficiencies that burden RevOps teams. Here's how to make planning agile.

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Alignment to Plan

Integrated Go-to-Market Planning

L2R Automation & Policies

Consolidate Your Tech Stack for RevOps Efficiency

If your team is bogged down updating systems, consolidating your RevOps tech stack creates efficiencies that will benefit your organization and your customers.

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Alignment to Plan

L2R Automation & Policies

Integrated Go-to-Market Planning

How to Stop Overpaying Commissions to the Wrong People

Sales disputes lead to commission payment inaccuracies and crediting issues. Here's how to solve this thorny problem.

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Compensation Design

Segmentation & Territories

RevOps Trends to Watch in 2023

As RevOps adoption continues to expand in 2023, we expect these trends to shape the RevOps software industry as a whole.

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Alignment to Plan

Integrated Go-to-Market Planning

Roles, Coverage & Capacity

L2R Automation & Policies

Workforce Design

Design More Effective Territories to Win More Deals

Are you being asked to do more with less? Don't overlook territory design to improve sales performance.

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Integrated Go-to-Market Planning

Key Takeaways From Forrester’s 2022 Sales Performance Management Landscape Report

Forrester's Sales Performance Management Landscape provides useful guidance for choosing your tech stack. Here are some key takeaways.

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Compensation Design

Segmentation & Territories

Quotas & Target Setting

Integrated Go-to-Market Planning

Alignment to Plan

The Secret Weapon for Customer Retention and Growth: Account Routing

Lead Routing gets all the attention. But if you really want to focus on a customer retention strategy, Account Routing is an excellent tool.

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L2R Automation & Policies

Integrated Go-to-Market Planning

Best Practices for Lead Routing

Lead routing is all about providing a great customer experience. Follow these tips to get any object to the right person at the right time.

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L2R Automation & Policies

Build Your B2B RevOps Tech Stack for Efficiency and Agility

Choosing tools for your RevOps tech stack can be overwhelming. Here's our view on the critical enabling tools for RevOps efficiency and agility.

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Data Hygiene

Alignment to Plan

Enablement

Integrated Go-to-Market Planning

L2R Automation & Policies

The Business Case for Territory Management Software

Do you need a Territory Management solution? If you want to design effective territories, you can’t live without one. Here’s why.

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Alignment to Plan

Segmentation & Territories

Beyond Geographic Territory Planning with SmartPlan

SmartPlan makes it possible to create balanced territory plans in minutes, no matter the complexity, reducing territory planning time by 10-20x.

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Alignment to Plan

Segmentation & Territories

What is Territory Management?

Territory Management is an agile approach to territory planning. It relies on automated workflows so that runtime change can be implemented immediately.

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Segmentation & Territories

Integrated Go-to-Market Planning

Alignment to Plan

What is RevOps?

RevOps aligns Sales, Marketing, and Customer Success functions by integrating all of their systems and tools into one streamlined, coherent system.

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Integrated Go-to-Market Planning

L2R Automation & Policies

Why Corporate Planning Tools Fail at Territory Management

Many companies try to use corporate planning tools like Anaplan for sales territory planning. Here's why you need a territory management solution instead.

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Alignment to Plan

Segmentation & Territories

Turn Territory Agility into a Competitive Advantage

Territory management is a core capability needed for sales force agility, enabling organizations to effectively navigate unpredictability and strategy changes.

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Alignment to Plan

Segmentation & Territories

Recession-Proof Your GTM and Territory Plans

Territory management is the heart and soul of sales and has emerged as a critical enabler for maximizing efficiency and productivity during a recession.

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Alignment to Plan

Segmentation & Territories

Best Practices for Creating Highly Productive Sales Territories

Master the two phases of territory management - territory carving and runtime management - for efficiency, optimization, and revenue success.

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Alignment to Plan

Segmentation & Territories

Managing Account Hierarchies for Go-to-Market Planning

Fullcast's Account Family Hierarchy feature gives you a clear and customizable view of corporate structure that simplifies GTM Planning.

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L2R Automation & Policies

Pipeline Management

Segmentation & Territories

The Tale of Jake: Improving Sales Rep Retention with Good Territory Management

Territory management agility can help companies reduce uncertainty for sales reps, boosting top line growth by reducing costs associated with turnover.

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Integrated Go-to-Market Planning

Segmentation & Territories

Why Agile Territory Management Outperforms Static Territory Planning

Instead of creating static GTM plans using obsolete methods, organizations can address change more seamlessly and effectively with agile Territory Management.

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Integrated Go-to-Market Planning

Segmentation & Territories

Become an SLA-Driven RevOps Organization with Fullcast

Developing and tracking service-level agreements (SLAs), aka speed-to-lead, can be one of the most effective ways to improve your revenue operations.

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Compliance

L2R Automation & Policies

Empower Sales Managers with Self-Service Territory Management

Self-service RevOps workflows streamline territory management, improve collaboration, and make your team more agile.

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Segmentation & Territories

Ebook: RevOps Execution Policies - The Secret to GTM Success

Discover the hidden secret to turning GTM design into GTM success.

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Integrated Go-to-Market Planning

L2R Automation & Policies

Building a Stronger RevOps Foundation

How Integrating GTM Planning and Execution Enables RevOps Agility

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Integrated Go-to-Market Planning

The Secret to Unlocking the Power of RevOps

Unsure where to start with RevOps? Hint - start where it matters - with your customer journey!

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Integrated Go-to-Market Planning

5 RevOps Roadblocks

What keeps teams from truly implementing a RevOps approach? Often it's these challenges.

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Integrated Go-to-Market Planning

7 Business Challenges and their RevOps Solutions 

What does "REVOPS" actually look like in practice? Check out this article for 7 examples of a RevOps approach.

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Integrated Go-to-Market Planning

Channel Performance

Alignment to Plan

Don't Sabotage Your GTM!

Want to make your sales Go-to-Market (GTM) plan bullet proof? Check out these tips.

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Enablement

Integrated Go-to-Market Planning

Skills Development & Best Practices

Quotas & Target Setting

Why Your Team Needs to Say Goodbye to Its Yearly Sales Plan

Considering moving to continuous planning? Read this article for reasons on why you should and hints on how you can.

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Alignment to Plan

Integrated Go-to-Market Planning

Tracking Performance to Plan

10 Steps to Sales GTM Planning

Need some simple guidelines for sales GTM planning? This article outlines the basics that you should focus on.

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Integrated Go-to-Market Planning

Quotas & Target Setting

Workforce Design

The RevOps Expert’s Guide to Sales Territory Mapping

Territory mapping is the foundation of your customer segmentation strategy. Here's the why and how of territory mapping.

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Segmentation & Territories

Integrated Go-to-Market Planning

5 Reasons to Migrate to a Territory Mapping Software

Wondering whether it's time for you to migrate to a mapping software? Here are 5 reasons why you should!

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Segmentation & Territories

How to Optimize Your Sales Territory Planning

Before you start carving territories on a map, take a step back to look at your goals and process for creating the territory plan.

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Segmentation & Territories

Roles, Coverage & Capacity

Lessons From the Trenches: Navigating GTM Planning in the COVID-19 Era

How has COVID-19 impacted go-to-market (GTM) planning? And how will those changes impact RevOps in the future?

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Alignment to Plan

Set Your Team Up for Success: Thinking Through the Quota Setting Process

Accurate quota setting can make or break sales team productivity. Read this best practice guide for quota setting success.

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Tracking Performance to Plan

Tracking Targets

Automate Revenue Operations

Fullcast.io - The Platform for Revenue Operations

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Capacity Planning & Solving Account Ownership issues: What Every Organization Needs to Know

What is sales capacity planning? How do you address sales coverage gaps and continuously update your GTM plan?

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Integrated Go-to-Market Planning

Tracking Performance to Plan

Tracking Hiring Plan & Capacity

Roles, Coverage & Capacity

Building a Data Governance Strategy

Why does every organization need a data governance strategy? Because if you want usable data, this will save you time and $$.

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Alignment to Plan

Operationalizing Your Account Scoring Model with Fullcast

What is account scoring? Read to learn what, why, and how of account scoring for your sales strategy

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Alignment to Plan

Finding the Common Ground: Why Sales and IT Need to Learn to Work Together

Sales and IT may feel like they are worlds apart, but these two critical teams need to be able to work together for RevOps success.

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Channel Design

Facebook leak, GDPR & why should we care?

We asked a few of our customers in Feb 2018, “Are you ready for GDPR?”. The most common response was, “what is it?”...

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Data Hygiene

Compliance

Alignment to Plan

fullcast.io Product Release December 2019

Introducing: Plans fullcast.io's latest product release allows users to manage multiple sales plans in a single instance...

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Alignment to Plan

Data Governance: Salesforce Objects

This article was posted by Sales Hacker on October 10, 2019. You can view the original article here. Reliable data is ev...

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Alignment to Plan

Maximizing Q1

You’ve spent Q4 meticulously working through your sales plan. You’ve defined territories, segmented accounts, set targets...

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Alignment to Plan

It's 2019, Still Segmenting and Planning in Excel

This article was originally published on the Smart Selling Tools blog on August 27, 2019. You can read the original vers...

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Alignment to Plan

Introducing a Balanced Scorecard for Aligning Toward Growth

This post was originally published by Forbes on August 27th. You can view the original article here. Recently, I came ac...

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Alignment to Plan

fullcast.io Product Release September 2019

Introducing: Automated Workflows for Territory Assignments, Quota Management, and Compensation fullcast.io's latest prod...

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Alignment to Plan

Data Policies: Don't Fix Your Bad Data

It’s estimated that bad data costs companies between 15 and 25 percent of their total revenue. With clean data, companies...

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Alignment to Plan

Data Hygiene

L2R Automation & Policies

5 Considerations For Buying Sales Planning Tools

How do you choose sales software that supports end-to-end go-to-market (GTM) planning? Follow these tips.

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Alignment to Plan

fullcast for Microsoft Dynamics

Sales Operations Platform for Microsoft Dynamics 365 Complement your investment in Dynamics 365 CRM with fullcast.io...

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Channel Design

fullcast for Freshworks

Sales Operations Platform for Freshworks Complement your investment in Freshworks CRM with fullcast.io. This platform...

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Alignment to Plan

fullcast for Salesforce

Sales Operations Platform for Salesforce Complement your investment in Salesforce with fullcast.io. This platform inte...

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Alignment to Plan

What's Next for Sales Ops?

This is a condensed discussion about the future of Sales Ops originally aired on May 22, 2019 as a webinar discussion bet...

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Alignment to Plan

Sales Ops Leaders: Interview with Matt Haller

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, company sizes, an...

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Alignment to Plan

Rethinking Sales' Go-to-Market Strategy

This article was originally published by Forbes on June 25th. You can view the original article here. Building a compa...

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Alignment to Plan

Sales Ops Leaders: Interview with Matt Cameron

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, featuring Matt Cameron.

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Alignment to Plan

Sales Ops Leaders: Interview with Bill Dillmeier

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, featuring Allie Marconi.

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Alignment to Plan

Sales Ops Leaders: Interview with Ganka Bobeva-Rosevear

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, featuring Ganka Bobeva Rosevear.

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Data Hygiene

Sales Ops Leaders: Interview with Allie Marconi

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, featuring Bill Dillmeier.

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Channel Design

Sales Ops Leaders: Interview with Brian McTeague

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, here is the Interview with Brian McTeague.

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Alignment to Plan

Sales Ops Leaders: Interview with Lilian Mitchell

Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, here is the Interview with Lilian Mitchell.

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Alignment to Plan

Software-Defined Ops

Aligning sales plan strategy to operational execution agility is key to driving sales growth. Teams that do this well will win the next business cycle.

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Alignment to Plan

Three Priorities of Focus For Sales Transformation

Nancy Nardin of Smart Selling Tools interviewed fullcast.io Founder and CEO Dharmesh Singh for her series on Transforming...

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Roles, Coverage & Capacity

Why You Should Stop Trying to Set “Accurate” Quota

The start of a new fiscal year brings excitement about the possibility of achieving the next scale of your organization...

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Quotas & Target Setting

Alignment to Plan

Growth Ops Summit: Data Governance - The Foundation of Everything

The sooner a data governance policy is established for your sales operations, the more reliable and valuable your prospec...

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Data Hygiene

Alignment to Plan

Policies: What They Are and How They Function Within A Software-Defined Ops Framework

The definition of a policy from Wikipedia states: A policy is a deliberate system of principles to guide decisions and ac...

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Alignment to Plan

L2R Automation & Policies

Data Is The New Oil – Only If You Can Capitalize On It

I was thinking about data and an Economist article I read a while back that had compared a new data center to the oil wel...

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Data Hygiene

Alignment to Plan

fullcast.io GrowthOps Podcast

The world of Sales GrowthOps is ripe with innovation and ever-changing best practices. With your host, @Tyler Simons...

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Enablement

Welcome to GrowthOps

What is Growth Ops? It’s a question that we have encountered in almost all our engagements and this post defines GrowthOp...

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Alignment to Plan

Keep Your Room Clean

As a father of two teenage kids, I could not help but compare the average teenager to a fast-growing company’s CRM...

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Data Hygiene

How to Optimize Your Go-to-market plan

Whether you call it your sales business plan or your go-to-market plan - you can't just set it and forget it.

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Data Hygiene

Enablement

L2R Automation & Policies

Integrated Go-to-Market Planning

Reflecting on TOPO Summit 2018

I am thinking about sales ops policy as I writing this post on my way back from the annual TOPO Summit in San Francisco...

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Alignment to Plan

Is your RevOps team using Salesforce to its fullest potential?

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