Practical RevOps Analytics: Are You Discounting Your Profits for No Reason?
By Rob Kall, CEO & Co-Founder, Cien.ai “Discounting is the only way we can win most deals. But I think we’re selling ourselves short.” – PE-Backed B2B Mid-Market CRO The Problem: When Discounting Becomes a Reflex Discounting is often seen as a necessary evil in B2B sales — especially in mid-market and enterprise deals. It […]
Practical RevOps Analytics Series: Data Quality Across Multiple CRM Systems
By Rob Kall, CEO & Co-Founder, Cien.ai “Every system has its own quirks. But they are all solvable using the same methods.” – Gosia Wiejacha, Lead Data Scientist, Cien.ai We Analyze a Lot of CRM Data. Here is What We Have Learned At Cien, we analyze CRM data across hundreds of companies and three dominant […]
Practical RevOps Analytics Series: Can AI Make Your Sales Team’s Lead Distribution More Fair?
By Rob Kall, CEO & Co-Founder, Cien.ai “When analyzing a sales team, I have found it helpful to use the analogy of a workshop that creates revenue. “ – Rob Kall, CEO & Co-Founder, Cien.ai ESG and AI? ESG stands for Environmental, Social & Governance, and is an increasingly important topic in corporate board rooms. […]
Practical RevOps Analytics Series: Lead Source Analysis – Don’t Get Tricked by Dirty Data
By Rob Kall, CEO & Co-Founder, Cien.ai “If you have one lead source that converts at 5% and another one that converts at 15%, the difference in success rate is 300%.” – Rob Kall, CEO & Co-Founder, Cien.ai Lead Source Analysis – Propensity to Convert? Prospecting for a New Logo business is hard for SDRs […]
Practical RevOps Analysis: Analytics Resources for RevOps Professionals
By Rob Kall, CEO & Co-Founder, Cien.ai What is the Difference Between Sales Ops and RevOps? If you ask 10 RevOps professionals, you will most likely get slightly different answers from each. What is RevOps? Only the Hottest thing Since [🍞] !!! Isn’t it funny how the business world is full of catchphrases and jargon that […]
