Revenue Development Roles Are Evolving: Expanded Competencies Required

Opportunity qualification teams, also known as revenue development teams, must evolve to remain effective in a fast-changing B2B world. The explosion of technology and the insights available requires this “middle” of the growth engine to adjust their team setup and processes, outreach programs, and qualification standards to compete. Some of the expected outcomes for this role are the same (e.g., meetings held), but how revenue development teams are expected to get to that desired outcome is changing (e.g., with the addition of buying groups). In this report, we discuss the changing world of revenue development and clarify the titles, roles, and responsibilities for this qualification function.