Ebsta (now part of Fullcast)

Not every RevOps tool deserves a spot in your cart. From buying software to fix the wrong problem to piling AI onto messy data, these mistakes can get expensive fast. Before you add another tool to your stack, check out the 5 RevOps software buying mistakes teams keep making, plus a checklist to help you buy smarter. Read the full blog: https://lnkd.in/gmcmmZBZ #RevOps #RevenueOperations #GTM #SalesTech #AI

Nothing scarier than a tech stack held together by duct tape and good intentions. 🎃🧟 Our GTM Engineer Liam brought this Frankenstein tech stack to life. Too many tools, disconnected systems, and a GTM engine that’s more monster than machine. Fullcast brings it all together, from Plan to Pay, so your revenue engine can run without the chaos. Your tech stack called. It wants to stop haunting you. https://lnkd.in/g3QH4_GZ #Fullcast #RevOps #GTM #RevenueOperations #Halloween

Your sales forecast called… and it’s giving spooky predictions. 🎃 A rep says a deal feels good, the forecast gets updated, and suddenly optimism becomes a revenue projection. 👻 But confidence isn’t evidence. Buyer engagement, decision-maker involvement, and clear next steps tell a much better story. Don’t let your forecast become a horror story. Learn how to spot the warning signs before they haunt your quarter. Read the blog: https://lnkd.in/gEvpAF-H #SalesForecasting #RevOps #RevenueIntelligence #SalesLeadership #Halloween

Start a business + raise capital = growth. That’s the equation most of us have learned or thought of. Ray Smithson says it leaves out the most important variable: the exit. The moment you take venture or angel money, you’ve essentially signed a contract. Merger, acquisition, IPO. Some form of liquidity, or your investors don’t make money. And investors can tell fast when a founder has never thought about the endgame. They lose interest. A lifestyle company can be a great business. It’s just not what VCs are looking to fund. What they want: a revenue engine that’s already running, so they can add jet fuel. Ray, Venture Partner at Frazier VC and Omni Ventures, joined Amy on The Go-to-Market Podcast to talk about why traction is king, why proprietary data is the new moat, and why you should build investor relationships long before you need the check. Full podcast episode here: https://lnkd.in/gtf2dn9w #GoToMarket #Startups #VentureCapital #Fundraising #Founders

They say good things come in threes. That’s why the next three stops on the Revenue Roadshow matter so much. San Francisco and New York set the bar. Boston, Austin, and Chicago are where we raise it. 📍 Boston, October 27 📍 Austin, October 28 📍 Chicago, November 18 Three cities. Three curated dinners. One table of revenue leaders, RevOps pros, and GTM operators trading playbooks and getting honest about what’s working. Hosted by Fullcast, RevOps Co-op, Spright, CRO Collective, Cloudality, 1Mind, Von, and Centralize. Request your seat: https://lnkd.in/gk-t4C-E See you on the road. 🚐📈

At Pavilion’s GTM 2026 in New York, Guy Rubin took the CRO Circle stage with data from 316 companies, 361,000 opportunities and $78B in pipeline. The headline: pipeline is up 68%, but sales efficiency is down 28%. Teams are generating more and converting less. Since then, attendees have been sharing their own takeaways across LinkedIn. A few that keep coming up: → 78% of sellers missed quota, even after targets were lowered → 59% of deals skip qualification entirely → Teams that chased volume saw revenue per seller fall 26%. Teams that chased efficiency grew it 61%. Guy’s big idea: ownership is moving from owning people to owning systems and outcomes. Thank you to everyone who joined the session and kept the conversation going. Read the full benchmark report here: https://lnkd.in/gmThRDE4

How do you hold something accountable when it doesn’t physically exist? Short answer: you don’t. You hold the human behind it. That’s why Adam Wardel says we need to treat AI like our kids. Teach it. Guide it. Supervise it. You can’t turn it on and walk away to lunch. Adam joined Amy on the Go to Market podcast to break down the legal risks behind DIY AI, from IP ownership to global regulations, plus the five questions he asks before any build. Full podcast episode here: https://lnkd.in/gShPjrDp #AI #AIGovernance #RevOps #GoToMarket #Podcast

Something is haunting your CRM. 🎃 Meet the usual suspects: 👻 The Orphaned Lead: assigned to someone who’s no longer there ⏳ The Endless Queue: waiting while buyer interest fades 🔁 The Routing Poltergeist: an outdated automation overriding the assignment Each one looks like a small exception. Together, they quietly drain your pipeline. How to put them to rest: https://lnkd.in/grGjjnMh #RevOps #SalesOps #GTM

Something is haunting your CRM. 🎃 Meet the usual suspects: 👻 The Orphaned Lead: assigned to someone who’s no longer there ⏳ The Endless Queue: waiting while buyer interest fades 🔁 The Routing Poltergeist: an outdated automation overriding the assignment Each one looks like a small exception. Together, they quietly drain your pipeline. How to put them to rest: https://lnkd.in/gSD3uuTQ #RevOps #SalesOps #GTM

"You book the meeting. Everybody’s excited. Then the AE gets on the call and says, “So… what does your company do?” Which is fun. Because apparently the sales process has the memory of a goldfish. SDR-to-AE handoffs look simple on an org chart. In real life, they’re where qualified meetings disappear, context gets lost, and everyone quietly decides it’s somebody else’s problem. This article breaks down the five places the handoff actually fails and what Sales Ops can do about it. Because maybe we shouldn’t need a detective to figure out what happened between “meeting booked” and “opportunity created.” Read the full article here: https://lnkd.in/g5zvpnhJ