Only 36% of Deals Qualified: Can AI Fix Your 12.7% Efficiency Slide?

Hi friend,

Join us for our upcoming must-attend webinar, The Great Go-to-Market Reset, on November 13th, at 10:00 am PST. 

RevOps is at the epicenter of the current GTM challenges. You're often tasked with fixing major execution gaps while feeling misunderstood and under-resourced. This session will provide the framework and data-driven strategies you need to lead the charge, turning operational discipline into predictable revenue. 

Don't miss this opportunity to solidify your role as the architect of efficient growth.

Why GTM Efficiency Is Slipping

The pressure on RevOps is immense, with the global Revenue Operations market projected to reach $3.95 billion by 2033 with a 12.1% CAGR. But, the primary challenges you face (declining sales performance and efficiency) stem from core execution problems revealed in our research.

Our Benchmarks Report highlights the core of the problem: a crippling lack of discipline in Ideal Customer Profile (ICP) and Deal Qualification.

• The ICP Crisis: A survey of CROs revealed that 63% have little confidence in their ICP definition, and 56% base it on gut feel rather than data.
  

• The Qualification Breakdown: There is a significant lack of rigor in the sales process: Only 36% of deals pass the discovery stage with any form of written qualification. This directly contributes to 20-30% errors in forecasting.
  

• The Efficiency Slide: The lack of GTM discipline has caused sales efficiency to slip by 12.7% due to falling win rates and longer sales cycles, despite the fact that sales productivity increases by up to 21% in companies with RevOps.

Related Content & Actionable Insights

• Elevate Your Expertise: Formalize your knowledge with the "RevOps" Foundation Certification. Learn the strategy that leads to 36% more revenue growth for aligned companies. You can now register by clicking here.
  

• Podcast Insight: Listen to the Make it Happen Mondays podcast featuring Ebsta's Cofounder Guy Rubin. Dive deep into the importance of qualification and the undeniable data that shows 17% of top performers produce over 80% of revenue.
  

• Action Plan: Enforce Rigorous Qualification. Implementing a methodology like MEDDPICC ensures well-qualified deals win 6.3x more often and close 21.6% faster. Download our Benchmarks Report to learn more!

Podcast of the Week

Emme Thacher: RevOps Isn’t What You Think: That’s the Point

What does it really take to build and scale Revenue Operations? Beyond the buzzwords, the dashboards, and the endless “alignment” meetings, of course.

On this episode, Amy Cook goes straight to the source: Emme Thacher, VP of Revenue Operations at Beam Benefits. Together, they dig into the messy, powerful, and often misunderstood role of RevOps in rewriting GTM strategy, fueling sales enablement, and tearing down the walls between sales, marketing, and customer success.

Did you hear? Fullcast published a book! 

The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven. 

Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.