Level Up RevOps in 2023

Let’s be real, the world is more digitally dependent than ever before. Our businesses are no different. In fact, adopting automation and AI is becoming increasingly important, especially for Revenue Operations professionals. B2B companies that embrace these technologies can streamline their processes, reduce costs, and drive revenue growth. In this blog, we will break down three ways that B2B companies can use automation and AI to systematize and streamline their RevOps motion to drive more efficiency and productivity.

Lead prioritization and scoring

One of the most important aspects of RevOps is lead generation and management. However, not all leads are created equal. (Ever heard of the great MQL debate?) Some leads are more likely to convert than others, and it's important for sales teams to focus their efforts on those high-value leads. This is where automation and AI can be a game changer.

B analyzing a range of data points such as website activity, email engagement, and demographic information (or whatever inputs feel important to you), AI-powered lead scoring models can assign a score to each lead, indicating their level of interest and potential value to the business. This allows sales teams to focus their efforts on high-value leads, which can lead to faster conversion times and increased revenue.

Moreover, AI-powered lead prioritization and scoring can also help companies to identify patterns and trends in lead behavior. This provides valuable insights into what types of content and messaging resonate best with potential customers, allowing companies to optimize their sales and marketing strategies.

Sales forecasting

Sales forecasting is another mission-critical aspect of RevOps. Accurate sales forecasts enable companies to plan and allocate resources more effectively, and make informed decisions about their sales and marketing strategies. Ever mess up when capacity planning? No? Cool. Us either…

AI-powered forecasting models can provide accurate predictions of future revenue by analyzing historical sales data, market trends, and other variables. By identifying patterns and trends in sales data, these models can provide valuable insights into what's driving revenue growth, as well as identify areas for improvement.

For example, if the forecasting model predicts a downturn in revenue in a particular region, the revenue operations team can investigate the root cause and develop strategies to address the issue. By proactively addressing these challenges, companies can maintain revenue growth and avoid potential losses.

Contract management

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Effective contract management is critical to RevOps, as it can impact the time it takes to close deals, as well as compliance and legal risks. However, managing contracts manually can be time-consuming, error-prone, and inefficient. It’s just kind of a pain, you know?

Automation can help to streamline the contract management process by automating tasks such as contract creation, approval workflows, and signature collection. This can reduce errors, improve compliance, and accelerate the time it takes to close deals.

Moreover, AI-powered contract management systems can help to identify potential risks or inconsistencies in contracts, alerting revenue operations teams to potential issues before they become a problem. This can help to mitigate legal and financial risks, as well as improve customer satisfaction by ensuring that contracts are accurate and consistent.

*Side Bar*

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All of this hinges on having solid data to pull from. If you want to jump on the automation and AI train you need a solid foundation and single source of truth. Be it Salesforce, Hubspot or some other CRM making sure your infrastructure is set up for scalability is absolutely critical. No matter what layers of automation you decide to place on top of your tools, a house built on sand will crumble. Consider a CRM audit (or reach out to our team for an evaluation of your CRM set up) so you can hit the ground running with AI and automation tooling.

TL;DR

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In short, automation and AI can play a critical role in streamlining revenue operations for B2B companies. By leveraging these technologies for lead prioritization and scoring, sales forecasting, and contract management, companies can improve efficiency, reduce costs, and drive revenue growth. As the use of automation and AI becomes more widespread in revenue operations, companies that embrace these technologies will have a competitive advantage in the marketplace. Don’t get left behind.

And if you’re not sure if your business is ready for things like AI and automation, we’d be happy to chat with you and offer some recommendations (for free).

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