Frequently asked questions
You’ve got questions. We’ve got answers.
What do you do, in plain English?
RevOps for B2B services.
We install a weekly revenue operating rhythm and the minimum rules, assets, and CRM hygiene needed to make pipeline trustworthy and deals move without founder intervention.
We also work with marketing teams, helping enable sale’s teams with assets that add value to conversations and gives prospects a reason to respond.
Are you a content agency? Are you a sales coach?
Not quite.
We provide practical standards for sales and marketing to work together to close deals. Then, advise your team while reinforcing those expectations until they stick.
For example: We’ll review your sales activity via your CRM and flag weak messaging and missed opportunities. We’ll also share examples of what “good” looks like, and reinforce them. If we see repeated mistakes, we flag with leadership.
Or, we’ll review assets and tactics your team creates and uses. We’ll compare them against what we’ve seen work, and provide feedback that turns them into enablement assets teams rush to use.
What do we get from the Revenue Audit?
A review of what is broken, a prioritized 30-day plan, and a 90-day roadmap. Clear owners, clear sequence, and a go/no-go on whether an install sprint will work.
What happens during the Revenue Install?
We install the system:
- Stage definitions and exit criteria
- Deal hygiene rules
- A weekly deal rhythm
- Basic proof and enablement needed to progress deals
- Reporting that drives behavior
We also give your team the templates, rules, and cadence that fits the org, so they can build pipeline momentum quarter after quarter.
What happens during the Revenue Governance?
Revenue Governance makes the install stick. We apply the rules to your pipeline every week, enforce next steps, and stop the CRM from drifting back into noise.
What we do in governance:
Enforce stage definitions and exit criteria in real time
Enforce deal hygiene: required fields, owners, next steps, stale deal rules
Run the weekly deal rhythm so deals move without founder intervention
Calibrate proof requirements to common objections and rep behavior
Keep reporting tied to behavior, not vanity metrics
Tighten constraints and update rules when volume, reps, or the offer changes
How long does this take?
Revenue Audit takes 1 – 2 weeks.
Revenue Install takes 2 – 3 months (6 weeks to get the initial system in place and 6 weeks to adjust the fit to the team).
Revenue Governance is for as long as your team needs to adopt and run the systems internally without reverting.
The more the team and leadership is onboard, the faster (and more successful) the project is.
How much time do you need from our team?
Revenue Audit:
We need 60 minutes for each person we interview. And we’ll need 90 minutes to present our audit to your team with the next steps.
Revenue Install:
We need 8 – 12 weeks to customize our framework to your business, roll it out, and get your team used to the approach.
Revenue Governance:
We run recurring meetings with your team to enforce systems:
- Founder: 60 mins/mo to update on progress and make adjustments.
- Sales: 30 mins (weekly) to run pipeline, update next steps, and keep deals moving.
- Marketing: 60 mins (weekly) to tighten proof and sales enablement.
Do we need to change tools or rebuild our CRM?
No. We use what you have.
If you don’t have a CRM, we recommend HubSpot. It works well for most service firms.
Note: You will need a CRM for this to be effective.
What if cleaning up the pipeline makes it smaller?
Good.
A smaller real pipeline beats a big fake one. You don’t get bonus points lying to yourself about potential business. And you can’t pay your team with “hope”.
How do you make this stick?
Being an outsider lets us flag gaps and errors objectively. Weekly governance reinforces adoption.
And if the company refuses to inforce accountabilty, our engagement ends.
How do you measure progress early?
It’s really easy to see progress.
Most CRMs are a mess. After clearing up that data and reinforcing standards, you’ll see what’s happening with deals week over week.
What happens if the team does not follow the process?
We’ll continue to flag issues and gaps and share them with leadership. If there’s minimal progress after a quarter, we’ll discuss next steps.
That may involve restaffing or ending our engagement.
Can we skip the install and go straight to governance?
No. We only govern what we install.
What do you not do?
We’re advisors. We bring structure, frameworks, an understanding of what good looks like, and accountability to the engagement.
We’re not an agency. So there is no content strategy, asset creation, or web development. We’re not a positioning shop nor are we sales coaches.
We have parnters we can refer you to if you need any of that support. But our main goal is to get your team to a place where they run all this internally.
What determines pricing and scope?
Deal volume, complexity, number of stakeholders, and how broken the current system is. Install ranges are fixed once scoped.
When is this the wrong move?
We have a simple, practical system for running sales at services firms. It gets sales, services, and marketing working together to expand existing business and build pipeline.
With governance, that system becomes automatic. And over time, it grows to fit the business.
Where this fails:
- You don’t show up weekly, follow the process, or enforce standards.
- You won’t reinforce the system with your team.
- You keep sales and marketing siloed.
- You don’t have anyone who can enforce this internally.
- You think CRM is optional.
You expect results without saying no to old habits. - You want too much, too fast.