Your revenue team is constantly changing and Expecting your go-to-market motion to stay the same through all that change is a recipe for revenue leak, silently draining away potential growth and leaving your business vulnerable. So what should you do to ensure you’re keeping up? Kiva has all the answers you need.
On this episode of Run Revenue Show, we are joined by Kiva Kolstein. Kolstein gives us an inside look at AlphaSense's rigorous revenue operations team and how they help create a predictable business by providing data on pipeline, forecast, and the market they're going after. We learn about the company's specialization strategy and the importance of sales enablement in scaling a global sales organization, their go-to-market strategy for new industries and the importance of balancing live and asynchronous sales training, and all about AlphaSense's successful acquisitions and their team dedicated to incubating and launching new ideas. Kiva Kolstein is the President and Chief Revenue Officer at AlphaSense, Inc. - a leading artificial intelligence-powered search engine for financial professionals. With a strong background in technology and finance, Kolstein brings a wealth of expertise to his role, empowering financial professionals with actionable insights and transforming the way they conduct research and make informed decisions.
Here’s what’s inside:
1. Develop a specialized value proposition: To achieve growth, organizations must develop a targeted go-to-market strategy that speaks to specific personas, verticals, and industries. By purpose-building products and services for buyers and sectors, companies can achieve greater differentiation and higher levels of customer satisfaction.
2. Take a data-driven approach to decision-making: Companies should measure every aspect of the business, from top of the funnel to renewal and upsell, to inform every decision made. With the right data, companies can create a predictable business that enables accurate forecasting and continued investment in new growth opportunities.
3. Implement a robust revenue operations process: Revenue operations is crucial to running a successful business. Rev Ops teams should track data daily and share relevant information with decision-makers, which can help inform key hiring, compensation, and incentive decisions. By creating a predictable business with the help of Rev Ops, executives can set themselves up for continued growth.
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