Create a High-Performing Revenue Operation Focused on ICP Pipeline.
In this guide, learn how to build a high-performing revenue operation by aligning your sales pipeline with your Ideal Customer Profile (ICP). Discover actionable strategies to drive sustained growth through better ICP alignment.
Systems & Processes are the Foundation to Sustainable Growth
Higher ICP Pipeline Coverage Increase Sales Velocity by 3.4x.
A thin Low ICP pipeline suggests a critical misalignment between sales strategies and market needs, risking revenue and disrupting sales performance.
To achieve sustainable revenue growth, establishing robust systems and processes is essential. These foundational elements form the base of a strong revenue operation model, with technology and people built upon them.
Many sales reps often fall into the pattern of building more pipeline coverage when win rates are down. Traditionally, sales teams needed 3-4x pipeline coverage to hit targets. Today, this figure has jumped to 5-7x. Instead of merely increasing pipeline coverage, you need to delve into the underlying issues revealed by pipeline coverage.
In this guide, we cover:
Defining and Building Your ICP
Gain practical insights on accurately identifying and constructing your Ideal Customer Profile using firmographic and technographic data. This section offers step-by-step instructions for gathering and analyzing the right data to find your best-fit accounts.
Integrating ICP into Your Sales Strategy
Learn how to effectively incorporate your ICP into your marketing and sales efforts. This includes setting up lead scoring systems in HubSpot and prioritising high-fit leads to boost conversion rates and optimise resource allocation.
Optimising Sales Performance
Discover how to address inefficiencies and enhance sales performance. The guide covers methodologies like MEDDPICC for improved lead qualification and strategies for data-driven pipeline reviews that enrich decision-making and sales outcomes.
Our Approach to High-Performing RevOps with ICP Pipeline
In this guide, we share the systems and processes we implement with our clients to build a higher-performing revenue engine:
Build Your ICP: Focus on metrics like Lifetime Value (LTV) and Average Contract Value (ACV) to create a robust ICP.
Optimise Your GTM Strategy: Ensure your efforts are directed at high-fit prospects, maximising your resource efficiency and conversion rates.
Enhance Lead Scoring: Utilise a multi-faceted approach by combining ICP Fit, Engagement, and Relationship Scores to identify and prioritise the most promising leads.
Improve Sales Processes and Performance: Implement the systems that address poor sales processes, enhance operational cadence, and optimise demand generation and retention.
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What does a RevOps agency do?
Six & Flow provides true RevOps expertise based on years of cross-discipline delivery for large B2B organisations.
As a multi-region strategic agency, we're at the heart of the HubSpot ecosystem and have been guiding revenue growth for 9 years. Since 2021, we've been the top independent HubSpot partner.
We help you create a strong CRM and operations setup to consistently meet sales targets, keep clients longer, and boost your revenue.
