If 2020 is any indicator, 2021 will be filled with fresh challenges for revenue leaders.

At the center of these challenges is breaking down silos between revenue teams. Revenue team alignment has been a consistent topic for the last two decades, and there is still work to be done! Recent ringDNA research actually found that only 26% of revenue teams report having a "well aligned" revenue strategy.

During this Live Masterclass, our speakers, ringDNA's Jordan Henderson and Ryan Vaillancourt, discussed how new research has shed light on the state of revenue operations and concrete steps that businesses can take in 2021 to continue to break down these silos to power a more successful revenue engine.

THE 7 CHALLENGES
Revenue teams exist in silos

Revenue teams are often focused on different goals and metrics

Prioritizing the right account and leads

Sellers are acting like mini prospecting CEOs & it's not working

Failure to capitalize on "micro wins"

Managers are too busy to listen to conversations and nobody outside of sales bothers at all

Sales coaching is too reactive, too late

KEY TAKEAWAYS
Align revenue teams by orienting processes and technology around bi-directional feedback loops.

You can't move forward without sales and marketing agreeing on standard definitions of MQL, SAL, SQO, bookings, competitors, ICP, to name a few.

Since not all leads are created equal, you need to prioritize the right accounts and leads for reps in order to remove the guesswork from lead prioritization.

Sellers waste a lot of time trying to operationalize their own personal prospecting process, so this is something leadership should take responsibility over.