Turn Insights Into Action With Automation and AI
RevOps: The Team Player You Need: RevOps bridges gaps between sales, marketing, and customer success, creating alignment around shared goals, technologies, and processes to enhance organizational effectiveness.
Bye-Bye Manual Tasks, Hello Automation: With automation and AI in revenue intelligence software, teams can focus on high-value tasks instead of tedious data entry, boosting productivity and enabling timely, data-driven decisions for better sales outcomes.
Clean Data, Clear Vision: Maintaining good data hygiene is crucial for accurate forecasting and pipeline visibility, reducing lost opportunities and guiding RevOps in making proactive, informed decisions.
Insights on Tap: AI-powered revenue signals deliver actionable insights to teams, enhancing communication and collaboration, and helping to advance deals while improving overall sales performance.
Accelerate Revenue Growth: Leveraging revenue intelligence helps streamline operations and enhance visibility across departments, ultimately enabling companies to accelerate growth while maximizing sales focus.
Scattered data. Disjointed communication. Sales, marketing, and customer success all chase slightly different objectives. Sound familiar? This is where RevOps can make a big impact, uniting your teams around shared processes, technologies, and goals.
But alignment is just the first step. To scale quickly and sustainably, you need automation and AI to uncover hidden insights in your data. With the right systems in place, RevOps can automate routine processes, enabling your teams to focus on high-value tasks and make data-driven decisions in real-time.
Let’s dive into how to help close the gap between insight and action—and the roadblocks getting in the way of your RevOps team.
What’s Holding Your RevOps Team Back
Ultimately, it’s RevOps’ job to shorten sales cycles while increasing the capacity of revenue-generating teams. However, RevOps leaders and their teams face challenges that can hinder their own performance and impact the organization’s success and growth. Such challenges include:
Challenge #1: Dealing with poor data hygiene
Sales reps are notoriously bad at keeping CRM records updated. Poor CRM record-keeping leads to bad data hygiene, causing deficient pipeline visibility and inaccurate forecasting.
Challenge #2: Getting stuck in a reactivity loop
RevOps leaders constantly fix what’s broken and adjust as new systems and tools are implemented—a regular occurrence as companies evolve and grow. This hinders their ability to take proactive measures.
Challenge #3: Using outdated methods
Because of manual sales processes and a lack of good data, RevOps teams face limitations in optimizing sales processes and enabling real-time, data-driven decisions.
Each of these challenges can lead to lost opportunities and missed revenue targets. Combined, they can have an exponential impact on sales success. Fortunately, there is a solution that’s gaining prominence: revenue intelligence.
What is Revenue Intelligence?
Revenue intelligence technology is being leveraged by RevOps teams to streamline processes and improve sales efficiencies and performance.
For example, through automated sales activity data capture that integrates with CRM, sales teams are relieved of the burden of manual data entry and sales activity updates.
Let’s take a look under the revenue intelligence hood to understand the features and functionality that are driving growth in today’s leading organizations.
Automated Data Capture Speeds Up Revenue Velocity
What if it were possible to rely on technology to capture every interaction with every customer in the pipeline and automatically update each CRM record accordingly?
Imagine sales team members would get 10 more hours of selling each week by removing the hours of manual data entry and updating they perform – or, because reps often avoid this time-consuming work, imagine always having accurate, up-to-date information no matter what.
With revenue intelligence, automation of this arduous task is possible, allowing sales teams to focus on generating revenue while RevOps gains assurance that data is automatically updated, consistent, and accessible to anyone who needs it.
As a result, sales leaders gain clearer pipeline visibility and can make accurate sales forecasts and strategic decisions.
Case In Point
A business consultancy’s RevOps team wanted to create processes to automate and advance deals through the pipeline more quickly and increase the sales team’s close rate.
The team learned about the capabilities provided by revenue intelligence platforms and implemented an automated activity data capture solution.
This resulted in faster sales cycles and the accessibility of accurate, up-to-date customer data by team members and leaders.
AI Revenue Signals Improve Performance
Now, imagine if it were possible to gain actionable insights that identify at-risk deals, deliver recommended steps sales reps can take to get them on track, and also recommend ways to improve workflows throughout the sales cycle.
Revenue intelligence enables this, with AI-powered revenue signals. An essential technological capability, AI revenue signals are interactive, contextual alerts that help sales and customer success teams take the right action at the right time to keep deals moving forward.
Such signals foster better communication, faster response times, improved collaboration–and ultimately, higher win rates.
Going back to the business consultancy example, when looking at the data generated by automated activity capture and leveraging AI insights, the RevOps team realized that sales reps were not consistently sending pre- and post-meeting emails, which kept some deals from advancing. They also determined that involving product and industry experts in opportunity planning could increase the likelihood of deals closing.
The team leveraged AI revenue signals to digitize sales coaching, and sales email automation software to create consistent workflows. This guided the team through the right actions to keep prospects advancing through the pipeline.
As a result, they saw a one percent increase in the number of meetings booked. While that number may seem small, that slight increase generated an additional $30 million in sales. Additionally, their conversion rate grew, resulting in a $60 million sales increase.
A Smart, Efficient Way to Generate Revenue
Revenue intelligence that leverages automation and AI can be a powerful tool in helping RevOps teams enable collaboration and alignment across sales, marketing, and CRM owners to streamline processes and workflows and improve productivity.
With complete data integrity and visibility across systems, full pipeline visibility, data-driven decision-making, and accurate sales forecasts, companies can accelerate revenue growth while giving sales teams more time to focus on what they do best: sell.
