Founding editor, Revenue Operations
Dana Okafor
Dana built and ran a 40-person SDR org before moving into revenue operations leadership, and has negotiated agency retainers from both sides of the table. She started Pipeline Weekly after one too many budget meetings where nobody in the room could say what the sales stack actually cost. She still keeps a spreadsheet of every lead-scoring model she has ever tested, mostly to prove the bad ones wrong.
Covers Lead Scoring, Pipeline & Forecasting, Agencies & Outsourcing
Latest from Dana
When to hire an outbound agency, and what they chargeRetainers, setup fees, and contract terms from three outbound agencies, plus the questions that separate a good engagement from a bad one.
A lead-scoring model you can build in a spreadsheetFour inputs, a point scale, and ninety days of closed deals: a lead-scoring model you can test before you buy a tool for it.
The pipeline review meeting, fixedThe five-step format that turned our weekly pipeline review from a status-reading exercise into the most useful hour of the week.