Introducing “ROQLs”

RevOps-led Qualified Leads identify high quality pipeline that other efforts are missing

I believe that proactive RevOps leaders drive revenue, not just count it.

When powered with tools and data that “see around corners” and make connections that others are missing, RevOps leaders are generating highly qualified pipeline with higher win rates.

RevOps-led Qualified Leads (“ROQLs”) are in perfect harmony with your marketing-led, sales-led, CS-led and product-led efforts as they come from a strategic command of the data flows that happen across the revenue lifecycle.

ROQLs in action:

🎯 Generating a list from Closed Lost deals from 9 months that have since had changes in leadership and setting up reengagement sequence for their SDR / Sales team

🎉 Creating list of deals over past 12 months lost due to “couldn’t secure funding” (or similar), partner with Product and Marketing to create a value realization playbook, and launch campaign with AEs to re-engage them

🤯 Triangulating website traffic with open pipeline to identify related divisions also expressing interest, resulting in new pipeline or multi-threaded deals

👏 Tracking turnover at current customers to see where they land, assigning the CSM for the current customer to do a soft outreach asking if they can continue the relationship (and introducing to the assigned AE)

✨ Look at Closed Won deals, who the competitors were and teaming with Product for a battle-card, Marketing for key messaging support and providing SDRs with list of key accounts using that product to do target blitz

💥 Provide a “white space map” of the largest referenceable accounts to show account teams where all the expansion opportunities are

RevOps leaders have a ⚡superpower⚡ of leveraging systems and data to connect the dots that drive revenue generation. Time spent on needless dashboards or reports is taking away from more valuable time spent driving revenue through ROQLs

It’s time for RevOps to drive revenue and close your revenue leaks.