The Digital Utopia Podcast

What changes have RevOps (Revenue Operations) brought to the organizations in recent years? In this episode, Frank and Joe dive into "The State of RevOps Report",  a joint effort published by HubSpot and ProfitWell. Unpack the 5 key shifts RevOps has triggered in strategies and processes carried out by business organizations. 

1. Multi Move Thinking
2. Focus on the lifetime value (LTV) of bookings
3. Product led growth and consultive sales
4. Customer service and success are profit centers 
5. Sales and marketing work as one

State of RevOps Report Link - https://offers.hubspot.com/rev-ops-report

Podcast Brought to you by - Digitopia

Is revenue operations (RevOps) a dedicated responsibility within your company? Is responsibility dedicated to a single role or shared among several team members? Today Frank and Joe talk through the question, Who Owns RevOps in your company? Explore the typical roles that take on the responsibility of leading and overseeing RevOps in the business.

Podcast Brought to you by - Digitopia

Do you meet and review established KPIs regularly to make sure your organization is on track or making adjustments to stay on target? In this episode, Frank and Joe dive into common KPIs and metrics a revenue operations team should be tracking across the varying customer lifecycle stages within the customer journey.

Podcast Brought to you by - Digitopia

Is your sales team spending more time sifting through incoming leads versus actually talking with them? If you don't have processes to help manage your lead flow, you will waste time connecting with unqualified leads and neglect the individuals who are ready to talk. In this episode, Frank and Joe dive into Lead Scoring. A process marketing and sales departments use to rate incoming leads based on known information and behavior. Explore the basics of lead scoring, its function, and when you should look into activating the process in your business? Lastly, review the essential criteria needed in your calculations and what information and behavior you should consider incorporating based on your specific industry and business model.

Read a collaborative article by the team breaking down the question What is Lead Scoring for additional details and insights into the practice.

Podcast Brought to you by - Digitopia

Is your organization utilizing automation in your sales and service departments so you can optimize your team’s time and prevent routine tasks from falling through the cracks? In this episode, Frank and Joe talk through when and where you can be using automation across your organization.

Podcast Brought to you by - Digitopia

Are you empowering your website traffic with enough value to inspire them to take the next action? In this episode, Frank and Joe outline the processes and best practices needed to generate traffic to your website. Learn the benefits of empowering your visitors through education and value to inspire them to take action. And lastly, once you have your funnels to convert strangers into leads, explore what activities you should be doing to test and optimize the experiences to yield maximum impact.

Podcast Brought to you by - Digitopia

Do you have a proven process to mature qualified contacts to opportunities and beyond? In this episode, Frank and Joe continue to detail the various processes, activities, and tracking metrics you can put in place to foster a healthy and consistent customer journey through the qualified and opportunity lifecycle stages. You can avoid wasting time and effort reinventing the wheel on methods to mature your prospects by capitalizing on an already proven framework outlined in the customer growth matrix.

Podcast Brought to you by - Digitopia

Have you established a tried-and-true process for how you turn your sales opportunities into customers? In this episode, Frank and Joe talk through strategies you can implement within your organization to help turn the right sales opportunities into customers. How to identify common bottlenecks or issues that may be converting the wrong type of customer. And, ways you can make sure they are delivering a great handoff between your Sales and Customer Service departments. As a bonus, Frank and Joe also explore how to best utilize case studies: When are the best times to present a case study to a prospect and which formats work best at the different phases of the buyer's journey.

Podcast Brought to you by - Digitopia

Does your organization have a dedicated system in place to turn your customers into raving fans? Discover why fan creation is the number one place you start when you are focused on growing your organization's revenue. In this episode, Frank and Joe talk through their framework for converting customers into fans. Learn the 8 different categories of activities to practice when breaking down fan creation and what you are striving for with the outlined activities.

Podcast Brought to you by - Digitopia

Does every department in your organization focus on maximizing the revenue potential of your company? In this episode, Frank and Joe breakdown RevOps (revenue operations) and explore the factors responsible for the creation of RevOps? What was the need in the marketplace that catalyzed the need for RevOps? And how RevOps can integrate into your organization?

For additional information on the topic visit the What is RevOps resource page on the Digitopia website. Learn the 3 foundational pillars that makeup RevOps: Process, Platform, and People. 

 Podcast Brought to you by - Digitopia