In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices".
Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highest performing companies, including a very surprising 5th result. You'll learn about the significance of managing channel partner conflicts, the importance of setting revenue targets by lead source, the need for equitable sales territories, and the critical nature of sales and marketing alignment.
00:00 Introduction and Guest Introduction
01:04 Defining RevOps and Its Scope
04:50 Forecasting and Strategy in RevOps
08:52 The Study: Needles and Haystacks
12:30 Key Findings from the Study
13:40 The #1 GTM Practice Correlated with Top Performers
28:04 The Debate on Equitable Territories
29:02 Challenges with Account Distribution
30:56 Optimizing Territory Planning
34:00 #1 Sales Process, Mapping Stakeholders and Influencers
39:08 #2-4 Best Practices: Sales and Marketing Alignment
43:10 An Unexpected Result
49:31 Concluding Thoughts and Resources
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