We asked Andrea Balducci, Head of Revenue Operations at Sortlist, for a sales operations best practice he’s implemented lately. He highlighted the importance of pricing and offered up tactical steps for an effective SaaS pricing strategy. Read on to get his tips –
As a Revenue Operations leader, I would recommend being obsessed with pricing and offering. And review it regularly, as it is the biggest (yet, the least considered) leverage you can have to drive revenue growth.
Take our pricing strategy at Sortlist as an example of flexible/modular pricing. We try to adapt to the different needs any potential customer could have on their marketing & sales funnel. Not only that, but they also have the option of creating a tailor-made solution on our website or by getting in touch with our team.
For my sales team composed of 30 Account Executives and Account Managers, my mission is to improve marketing, sales & account management team alignment, productivity, and impact across the globe. And, of course, enable data-backed decisions that drive growth.
I report to the CEO, and I work as the true right-hand to marketing, sales, and product leadership as they’re counted on to find answers to the hard questions. Leaders are constantly thinking about how revenue can be increased.
Therefore, as the Revenue Operations Manager, I need to know best where the opportunities for improvement are within the agency team.
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