Every RevOps leader is fighting the same battle right now: The inbox is broken. Prospects are drowning in noise with endless cold calls, pitch-slaps on LinkedIn and marketing emails that vanish into spam filters.

As Tanner Lacey, head of revenue at Sendoso, put it bluntly during a recent GTM Live discussion, “I counted 11 pitches in one day. It’s not clever anymore. It’s just loud.” That’s digital fatigue, and it’s killing pipeline efficiency.

But here’s the twist: What if the path to revenue growth isn’t more automation, more AI or more touches? What if the answer is actually less, with fewer, smarter plays designed to create moments that matter?

Lacey’s team has found that doubling down on human connection through strategies like gifting, account mapping and warm intros creates measurable financial impact while cutting through the noise.

And yes, in-person strategies are leading the charge. “We spent 60% of our budget on events and dinners this quarter. It’s our single highest-performing channel,” Lacey shared.

Forget the tired “events are dead” narrative. The new GTM reality reaffirms that when RevOps teams rebalance budgets toward real-world connection, ROI follows. Because at the end of the day, revenue growth isn’t about sending more emails or logging more dials. It’s about building trust, connection and financial efficiency into every stage of the customer journey.

Here are four ways to make those connections:

1. Invest in in-person events: Your highest-growth channel

First, forget the “events are dead” narrative. In-person experiences are back, and they’re outperforming digital tactics by a long shot. At Sendoso, Lacey says 60% of the marketing budget went into in-person dinners and events. And those events delivered the company’s highest-producing pipeline channel.

For RevOps teams, this means doing the following:

• Budgeting for small, targeted gatherings that create authentic human connections.
• Tracking ROI down to the deal level (cost per dinner vs. average contract value).
• Doubling down on high-performing event types (e.g., intimate executive dinners vs. large trade shows).

What teams can learn from this advice is that dollars spent on real-world connections often convert faster than ad spend. For instance, if 20 dinners in a quarter produce more pipeline than your last $100K digital campaign, it’s time to rebalance the budget.

2. Gifting works — when it’s thoughtful

Gifting isn’t about sending swag for its own sake. Done strategically, it can be a pipeline multiplier. For instance, when Reachdesk incorporated gifting into their RevOps strategies, the results showed:

• 20% more meetings per sales rep.
• 21% more discovery and demo call attendance.
• 212% increase in response rates from cold contacts.

For RevOps, this means building gifting into your playbook. Don’t let the cupcakes or personalized water bottles fool you — this strategy is not a gimmick. Instead, it’s a structured, trackable action.

Even a thoughtful $50 gift that accelerates a six-figure deal is a no-brainer. Gifting should be measured in pipeline generated per dollar spent. When tracked, it often outperforms ads and paid campaigns.

3. Make multithreading nonnegotiable

Read my lips: The days of single-threaded deals are over. Enterprise sellers have long known this, but now even mid-market and SMB deals involve up to eight stakeholders.

During this live presentation, Lacey rolled out strict account mapping rules, consisting of three contacts, two departments and one champion per opportunity. As a result of this formula, his RevOps team saw the following:

• +7% win rates.
• +6% increase in average contract value.

What teams can learn from this is that every missed stakeholder increases deal risk. For RevOps, multithreading blends both sales advice and risk management. Map accounts early and enforce deal hygiene, and you’ll protect pipeline value.

4. Leverage warm intros early, not at the end

Referrals and warm introductions aren’t new, but, according to Lacey, most teams misuse them (e.g., waiting until late in the deal cycle to bring them in). Instead, leading teams use executive networks, investors and advisors to secure warm intros at the beginning of the sales motion. The result? Faster trust-building, shorter sales cycles and higher conversion rates.

The key lesson we learned from Lacey is that a single warm intro can mean the difference between a stalled deal and a closed-won. For RevOps, it’s about enabling systems to surface potential connections early, then training reps to leverage them systematically.

Like they say, relevance beats reach. The strategies above — in-person events, thoughtful gifting, structured multithreading and warm introductions — are standing out from the digital noise, and they are maximizing ROI on every dollar spent and every action taken.

See the complete GTM Live presentation here.

J’Nel Wright is the content director and social media manager at Fullcast, a Silicon Slopes-based, end-to-end RevOps platform that allows companies to design, manage and track the performance of their revenue-generating teams.