Sales Operations Transformation & Tech Stack Integration

We helped Marketscale unify their sales tools and transform operations into a high-performance, insight-driven revenue engine.

Media Optimization

Marketing Attribution

Data Audit

General Info

Client

Marketscale

Role

Senior Consultant – RevOps Strategy

Duration

Aug 2024 – Jan 2025

Services

Sales Operations Design, CRM Integration, Reporting Strategy

Project Overview

Marketscale, a B2B SaaS content marketing platform, partnered with Mountainise Consulting to overhaul its sales operations during a period of rapid growth. The sales tech stack was siloed, workflows were fragmented, and leadership lacked real-time visibility into pipeline performance.

As the lead consultant, I redesigned their sales operations architecture and integrated key platforms—Salesforce, Salesloft, Gong, ZoomInfo, and Zoom—into a unified ecosystem. The transformation aligned systems, enhanced visibility, and empowered a performance-driven sales culture.

Business Objectives

Centralize and unify sales data architecture
Enable real-time coaching, pipeline visibility, and diagnostics
Deliver executive-ready, revenue-focused reporting
Boost sales effectiveness through tech integration and attribution alignment

Key Initiatives

🔗 Sales Tech Stack Unification
Integrated core sales platforms to eliminate silos and drive automation:

Synced Salesforce and Salesloft for seamless lead-to-close flow
Connected Gong call recordings to CRM for real-time coaching
Integrated ZoomInfo enrichment to boost lead quality and routing logic

📈 C-Level Reporting Infrastructure
Designed and launched strategic dashboards for:

Revenue tracking by cohort, segment, and source
Sales ROI and campaign productivity
Pipeline health, conversion trends, and deal diagnostics

🎯 Performance-Driven Sales Enablement
Used Gong analytics + CRM insights to shape coaching and feedback:

Built rep performance scorecards and call-based triggers
Automated learning prompts based on objection handling and behavior
Equipped leadership with visibility for promotions and hiring decisions

Conclusion

This project turned a fragmented sales setup into a data-informed, scalable RevOps engine. By integrating tools and aligning workflows, Marketscale now operates with strategic clarity, real-time insight, and a culture of continuous performance improvement.