BizOps Blog

The Sales Management Blog With A BizOps Spin

Read these books for account scoring

What 3 Great Books Tell Us About Account Scoring

GREGORY KESHIAN | Jul 02, 2018
If you are looking for some summer reading, I highly recommend these 3 books: "Moneyball" and "The Undoing Project", by Michael Lewis, and "Thinking, Fast and Slow" by Daniel Kahneman. All 3 are fascinating and enjoyable in their own right. But for those of us who like to apply lessons learned into the context of our marketing and selling lives, I've made some connections between topics described in the books, and how we can be more effective marketers and sellers.
5 W's for Successfully Ramping SDRs featuring John Dowling, Wilder Parks and Mimi Alperovich

The 5 W's for Successfully Ramping Your SDRs

ALEX LAATS | Jun 18, 2018
SDR performance is critical to the achievement of business goals.  To win, the SDRs must achieve and maintain the level of performance that the CFO or COO has built into the business model. The challenge is that business models happen on paper, and sales management happens on the sales floor, which is the real world. When it comes to ramping up your sales development reps (SDRs), there are 5 W's that will keep you on the right track.
5 Monster Spreadsheets You Can Automate With Rekener

5 Monster Spreadsheets You Can Automate With Rekener

ALEX LAATS | May 10, 2018
Spreadsheets are amazing tools for intellectual analysis, but they become monsters when they get so complex that they can't be maintained at the fast pace of your growth business. Rekener is a customer data platform that uses dynamic metrics and tables to automate the analytical applications that you need to run your business.
Scorecards for Inbound Sales Reps

Build and Automate Scorecards for Inbound BDRs

GREGORY KESHIAN | Apr 24, 2018
Sales Rep Scorecards are an awesome way to improve sales rep and team performance.  They let you isolate KPI's that drive your business, and track them by rep so you can make sure to coach reps to higher levels of performance. This post is about building a Sales Rep Scorecard for Inbound BDRs / SDRs that are handling leads generated by your marketing team.
EnterpriseDB gains unprecedented visibility into account growth with Rekener.

EnterpriseDB Gains End-to-End Visibility for their Business With Rekener

GREGORY KESHIAN | Apr 18, 2018
Learn how EDB is using Rekener to allocate sales and marketing resources in order to grow accounts more quickly and efficiently. At the same time, the EDB team is automating the SaaS metrics that are necessary to instrument the business for growth. Bottom line: EDB is gaining unprecedented visibility while winning back valuable time.

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