RevOps Lab #86 Towards a buyer-centric RevOps - with Lauren Silvers Director GTM at Ironclad
Jul 14, 2025
Lauren Silvers, GTM Programs Lead at Ironclad, shares her visionary insights into buyer-centric revenue operations. She discusses the evolving buyer behavior and the frustrations of traditional sales processes. Lauren advocates for signal-based selling and the role of AI in managing CRM hygiene. She highlights the need to reduce tool overload for reps and how operationalizing customer-verifiable outcomes can lead to remarkable pipeline increases. A masterclass on reshaping GTM strategies awaits!
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Buyer-Centric RevOps Simplifies Workflows
- Current sales tools create context switching and friction for reps, reducing productivity.
- Buyer-centric RevOps aims to simplify workflows, reducing rep burden drastically.
Modern Buyers Use AI to Educate
- Buyers are more educated and use AI to self-educate before sales interaction.
- Traditional sales processes frustrate modern buyers and may slow deal velocity.
Automate CRM Data Capture
- Use AI to automate CRM data capture and reduce administrative burden on reps.
- Increasing time reps spend on actual selling from 30% to 50-60% can boost productivity.
