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Full Description
WINNER: Axiom Business Book Award 2025 - Bronze Medal, Sales
Growing a business is a team sport, and Revenue Operations - the number 1 fastest-growing job on LinkedIn - is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable and scalable revenue machine.
The Revenue Operations Manual takes you through every aspect of this evolving function, whether that's understanding what exactly it is, or how to effectively build your team, technology and partnerships to ensure your go-to-market strategies support business goals and revenue growth.
Using case studies, examples of best practices (and of what not to do), this book offers expertise and interviews from world-class operators and provides a blueprint on the mindset required to build and scale this critical business function. Understand the value that Revenue Operations can bring to your business, the right time to invest in it, and how to maximize the outcomes this team can drive.
Contents
Chapter - 00: Introduction: The Revenue Operations Mindset
Section - ONE: Build Your Knowledge
Chapter - 01: When is it Time to Invest in RevOps?
Chapter - 02: Know Your Numbers
Chapter - 03: Know What Your Company Sells
Section - TWO: Build Your Business
Chapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers
Chapter - 05: Designing and Instrumenting the Customer Journey
Chapter - 06: The Building Blocks of the Modern Tech Stack
Chapter - 07: How to Make Internal Changes that Actually Stick
Chapter - 08: The Art and Science of Forecasting
Chapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"
Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right Behavior
Chapter - 11: Goal Setting in RevOps
Chapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction
Chapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes
Section - THREE: Build Your Partnerships
Chapter - 14: Strategic Partner vs. Support Function: The Choice is Yours
Chapter - 15: Go Beyond Sales: The Importance of Cross-Functional Relationships
Chapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"
Chapter - 17: Designing Your Processes with the End User in Mind
Chapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?
Section - FOUR: Build Your Team
Chapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?
Chapter - 20: Choosing the Right Organizational Structure
Chapter - 21: Management Philosophies: It's all about the People, Silly
Chapter - 22: Speed Isn't Always the Answer: Slow is Smooth, Smooth is Fast
Chapter - 23: Managing Expectations and Priorities: How to Say No
Chapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role Models
Chapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality
