Unlocking Revenue Growth with Data

In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot. 

He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions. 

Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively. 

Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes. 

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