Human beings make a lot of decisions—up to 35,000 each day. If you’re trying to influence a “decision-maker” at a B2B company, they may be making even more decisions than that. If we had to use our conscious mind for each one, we’d curl up into a fetal position, completely overwhelmed by the mental load of making choices.  That’s where the subconscious brain comes in. It handles 99 percent of decisions; it also does the groundwork on the remaining one percent before handing off the relay baton to the conscious brain ..read more

Sustainably growing a business is fucking hard. It will test the mental fortitude, resilience, personal relationships, and flat-out endurance of those who lead or drive meaningful contributions to the organization’s growth. Even when things are going well, it’s not easy. I often share with friends that I’m never sure I’ve got the tiger by its tail or if it actually has me. So far, luckily, there are no visible scars ..read more

In 2015, HubSpot launched a new CRM to complement its existing marketing automation and sales applications. Moreover, they announced with great fanfare that the CRM would be free.  It was a bold, disruptive move. One that I have cheered for almost nine years. Since that announcement, they often reinforced that the CRM would be free forever. As the great Inspector Jacques Clouseau would say, "Not anymore ..read more

Recent research shows that the average SaaS tech stack has 291 tools—and while there’s year-to-year fluctuation, the overall number continues to climb. That makes sense, given that the number of available tools increases exponentially each year ..read more

Houston, we have a problem. A recent Bain & Company survey revealed that 62% of B2B companies didn’t get the payoff they expected from a CRM implementation.  The survey revealed that a much lower percentage of employees at dissatisfied companies used the CRM in ways that supported existing customers and the sales process. In other words, these companies struggled with poor CRM utilization, which stands in the way of revenue growth, growth velocity, and higher margins. As this RevOps Show episode explained, lack of utilization can be linked back to an overly complicated CRM implementat ..read more

  If you’re making a list and checking it twice and don’t know what to get your RevOps team members — who are definitely on the nice list — you’re in luck! We polled our team to see what’s on their holiday wish lists — and they have thoughts. They compiled a list of things they’d like to receive this year, along with well-considered, thoughtful recommendations for a few things they already own and love. If you have a special RevOps person in your life, read on for recommendations for tech, subscriptions, workspace items, and some items that are just plain fun ..read more

When an employee joins Lift, we always send them on an “onboarding tour,” where they interview their new colleagues. Then, about 90 days after their start date, we ask them to create a presentation incorporating those interviews and their on-the-job experience. Their assignment is to contrast their perception of Lift when they accepted the job with their perception three months later. Obviously, this onboarding tour helps new employees because they can get to know their colleagues and learn more about every role.  But there’s another, less overt benefit: these presentations provide an out ..read more

One of the big dangers in the business world occurs when everyone jumps on the bandwagon of a “new” idea. New ideas are great, although I’d argue very few ideas are actually 100% novel. The problem occurs when people get all excited about the shiny new thing without—in most cases—actually changing anything they were doing. The danger is that too much hype—especially when paired with the wrong focus— can devalue very legitimate business practices ..read more

If your CRM isn’t being utilized, you’re falling short in terms of ROI. There’s nothing worse than investing in an expensive system that your employees don’t use or use half-heartedly.  That means that the CRM you expected to be your source of truth has incomplete data—which is sometimes worse than not having a source of truth at all ..read more

If you’ve read my blogs or listened to my podcast, you know what I consider to be the four most dangerous words in the English language: “All we need is…” That’s because there’s no magic wand. Growth is hard. It’s frustrating. Getting to the next level requires work on very unglamorous things like business processes and growth strategies. If you don’t have those things in place, a piece of tech or a new hire isn’t going to save you. Anyone who tells you otherwise is bullshitting you.  If you’re using HubSpot at the heart of your business and your business isn’t thriving, you’re not using ..read more