Sales Ops Demystified: Recent Episodes
Tom Hunt
Sales Ops Demystified has one single goal...
To turn you into a Sales Ops Ninja. We find the biggest and best Sales Ops minds in the world and ruthlessly extract all their secrets with our 8 simple questions.
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. Brady Holcomb is the Fractional CRO at Matium, the supply chain network and commodity trading platform creating the most efficient commodity market infrastructure ever built. He has over twenty years experience as an Executive Growth-Focused Leader, and served as CRO for Stenson Tamaddon and Winmo.
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at Evolution IQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now leverages AI to transform the insurance sector. Rob Gupta is the Chief Revenue Officer at EvolutionIQ, who created the world's first fully AI-driven claims guidance platform for the most sophisticated insurance carriers in the world. He is also an LP and part of the Investment Committee at Triphammer Ventures, an Alumni Ventures' venture capital fund for alumni of Cornell that invests in companies with a Cornell connection. Before this, Ron was the Chief Revenue Officer at Ushur, and Vice President of Sales at Conga.
This week on the Revenue Insights Podcast, Adam Roberts, Sales Director at Ebsta, and Guy Rubin, Ebsta’s founder and CEO, explore key insights from analyzing billions of dollars of pipeline data, focusing on the challenges sales teams face, the importance of prioritizing the right opportunities, and how to handle objections. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.
This week on the Revenue Insights Podcast, we’re excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community. In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on your Ideal Customer Profile (ICP) and how doing so can streamline your sales process and boost conversion rates. As the leading voice in Revenue Operations, Guy brings invaluable insights into optimizing sales performance and leveraging data effectively.
This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend. In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors drive pipeline and revenue growth, and how to use AI to qualify deals. Louis is a senior executive and global digital transformation expert with over 25 years of experience accelerating growth in the software space. He currently acts as Vice President of Revenue Operations at Buildertrend, a leading project management software provider for the home building industry. Prior to this, he has held roles at big-name companies like PayPal, Google, and Amazon Web Services.
This week on the Revenue Insights Podcast, we are joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion. In this episode, Guy and Kathleen explore community-led marketing and its impact on pipeline growth, how data can be used to drive a community-led GTM strategy, and how to improve customer retention through cohort analysis. As Senior Vice President of Marketing and Growth at Pavilion, Kathleen leads both marketing and sales departments in their mission to grow topline revenue. She is also a GTMfund Member, as well as an advisor at SkillCat and SmallWorld.
This week on the Revenue Insights Podcast, we are joined by Michael Dalley, CRO at Aerial Vantage. In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can’t sell to someone who can’t buy. Michael is a seasoned sales leader who currently acts as Chief Revenue Officer for Aerial Vantage, leading AI and computer vision technology initiatives to transform aerial data into actionable insights. His previous roles include Chief Revenue Officer at Denim Social and Gainfully.
This week on the Revenue Insights Podcast, we are joined by Katharine Reagan, Chief Revenue Officer at Sago. In this episode, Guy and Katharine explore how Sago have pivoted from an exclusively Inbound-led to an Outbound sales motions, touching on the four ‘metrics that matter’, when to introduce qualification methodologies, and the four stages of the sales pipeline. Katharine is a revenue acceleration expert, currently serving as Chief Revenue Officer at Sago, a global market research organization bringing human answers to business questions through digitally-transformed solutions. Prior to this, she was at Gartner for nearly 20 years, most recently as VP of New Products Sales and Business Transformation in the Digital Markets division.
This week on the Revenue Insights Podcast, we are joined by JD Miller, Chief Revenue Officer at Kantata. In this episode, Guy and JD dive into the importance of leveraging data analysis in sales to become a top performer, as well as the impact of technology and data on sales teams. JD shares the attributes of top performers, the importance of personalization and active listening in sales messages, and how to successfully manage an annual sales plan. JD is a sales-oriented executive leader with vast experience guiding PE-backed and pre-IPO firms through their growth into large public companies. His expertise includes leading sales transformations, building high-performing sales teams, and implementing rapid growth strategies while ensuring operational efficiency for large enterprises. As a passionate "SMarketing" advocate, JD excels at bridging the gap between sales and marketing.
This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl. In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients. Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation.
This week on the Revenue Insights Podcast, we are joined by Leslie Venetz, Founder of The Sales-Led GTM Agency. In this episode, Lee and Leslie explore the impact of intent on win rates, including how to effectively use data and intent signals throughout the sales process, the role of events in sales, and the importance of active listening. Leslie is Founder of The Sales-Led GTM Agency, providing B2B Sales training and GTM consulting for organizations with 10+ reps or 10M+ revenue. She is also Founder of Revenue Revelry, Advisor & Evangelist at Regie.ai, and GTM Partner at Common Room and SetSail.
This week on the Revenue Insights Podcast we are joined by Kristen Habacht, Chief Revenue Officer at Typeform. In this episode, Lee and Kristen explore product-led growth (PLG) motions, touching on Typeform’s single funnel approach and where zero party data feeds into it. They further discuss why PLG salespeople need to avoid falling into the bad habits that come from taking a ‘toll booth’ approach to sales. Kristen is CRO at Typeform, an online form builder software company. She is further a Board Member at software and tech brands Refined, Passion.io, and GuideCX. She brings nearly twenty years of experience in sales, having held positions at companies such as Trello, Atlassian, and Shogun.
This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost. In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it’s important to focus on execution, and how partnerships can be an effective channel. Jarred is VP of Sales at Maropost, a global unified commerce platform that connects companies with their customers at every step of their journey. Prior to this, he held positions as VP of Sales at Terminus and Director of Sales at Formstack.
This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice. In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and how it is shifting towards being more similar to B2C sales. They also touch on how to become a thought leader and the impact of AI on both business and buyers. Chris is the current VP of Sales, EMEA at TechnologyAdvice, a full-service B2B media company delivering marketing and data for over 600 technology companies. Prior to this he was UK Managing Director at G+J iMD (International Media Sales) and Head of Title & Campaign Management at News UK.
This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn’s sales ops structure, quota setting philosophy, and strategies for driving performance improvement, as well as the characteristics of top performers and how LinkedIn optimizes their sales organization for success. Akira Mamizuka is the Vice President of Global Sales Operations, SaaS at LinkedIn. He has been at LinkedIn for over a decade. Akira currently represents 60% of total B2B revenue, and is responsible for Member & Customer Success teams, as well as Marketing Planning & Performance. Before LinkedIn, Akira was with McKinsey & Company for almost three years.
This week on the Revenue Insights Podcast we are joined by Willem Hendrickx, CRO at Vectra AI. In this episode, Lee and Willem explore Vectra AI’s sales function, including their approach to partnerships, combining quality and quantity for the 2024 pipeline, and Willem’s approach to leadership. Willem is CRO at Vectra AI, an AI-driven threat detection and response solution for hybrid and multi-cloud enterprises. He has been with Vectra for four years, and also acts as the SVP International. Prior to joining the company, Willem was Founder and Chairman of the Board at GIG Technology.
This week on the Revenue Insights Podcast we are joined by Paulo Veloso, CRO at Digibee. In this episode, Lee and Paulo discuss the importance of outcome-based selling, why finding the right fit is crucial to building a high-performing team, and how to think outside the box when selling. As CRO at Digibee, Paulo leads the global sales and business development strategy for a fast-growing and innovative platform. Prior to this position, Paulo was VP of Sales for the Americas at Torq and Security Sales Area Vice President at Splunk. He also acts as an Advisor for Byos and is on the Cyber Security Advisory Committee Board at the University of South Florida.
This week on the Revenue Insights Podcast we are joined by Fractional CRO John Hammond. In this episode, Lee and John explore the 2024 B2B Sales Benchmark Report findings and discuss their own experiences of top performers, the current state of sales coaching, and how to effectively lead high performance teams. As a fractional Chief Revenue Officer, John works with a number of companies to maximize and drive their revenue growth. Currently he acts as Non Executive Director at Routefusion, Commercial & GTM Business Advisor at Duel Tech, and CEO of JHKL.
This week on the Revenue Insights Podcast we are bringing you a very special episode all about what sets apart top performers. Featuring insights from our previous guests Sean Frazer, Chris Elliott, Jennie Drimmer, Adrian Davis, Bob Marsh, Collin Mitchell, and Aaron Hill, this is an episode you don’t want to miss out on.
In this exclusive episode of the Revenue Insights Podcast, Guy presents the key insights from the 2024 B2B Sales Benchmark Report and reveals how top sales performers are achieving success, delves into how technology can streamline the qualification process and improve sales team performance, and why effective objection handling, relationship building, and proactive opportunity management matters.
In this episode, Lee and Jennie explore sales kickoffs, discussing how to make them engaging and effective as well as how to communicate business impact during them. They further dig into why sellers need to slow down during discussions with clients.
In this episode, Lee and Chris explore the evolving sales landscape and how this is affecting BizLibrary’s go-to-market strategy, how self-sourcing sets top-performing salespeople apart, and how to make a balanced work environment that lets people thrive while still delivering results.
In this episode, Lee and Sean explore RevOps at Dental Intelligence, from the four data points critical to every sale to the time-saving capabilities and use cases of AI. They further touch on whether or not you should replicate your top performers as they might not always be using the best practices.
In this episode, Lee and Frédéric discuss the paramount importance of the discovery stage for managing QLM’s customers’ journeys, including how to align sales teams on the ICP, what sets apart the top performers, and how Frédéric helps his teams hit their targets.
In this episode, Lee and Stephen discuss the importance of authenticity, relationship building, and open communication with customers for sales and RevOps leaders.
This week on the Revenue Insights Podcast, we are joined by Srujan Joshi, Revenue Operations Lead at EventMobi.
This week on the Revenue Insights Podcast, we are joined by Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate, Inc.
In this exclusive episode of the Revenue Insights Podcast, we delve back into the vault to pick the most impactful insights from our expert guests of 2023. We'll spotlight key takeaways that slipped by, aiming to supercharge your go-to-market strategy, thought leadership, and beyond, propelling them to new heights.
This week on the Revenue Insights Podcast, we are joined by Adrian Davis, President and CEO at Whetstone
This week on the Revenue Insights Podcast, we are bringing you a special episode on understanding why you win and lose deals, and then leveraging that data to close more deals consistently. We’re revisiting four of our esteemed guests: Loren Brockhouse, Zach Gropper, Rouzbeh Rotabi, and Eddie Reynolds.
This week on the Revenue Insights Podcast, we are joined by Bob Marsh, Sales Keynote Speaker & CRO at Bluewater
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
This week on the Revenue Insights Podcast, we are joined by Justin Jay Johnson, CEO and Founder of Justin Jay Johnson Consulting and GTM Advisor at FitGrid.
This week on the Revenue Insights Podcast, we are joined by Lisa Trumbley, Director of Data and RevOps with 10+ years experience
This week on the Revenue Insights Podcast, we are joined by Collin Mitchell, Managing Partner at Leadium, an award-winning B2B lead generation agency.
This week on the Revenue Insights Podcast, we are joined by Thomas Boccard, SVP of Sales at GlobalData, a leading information services company on a mission to help clients decode the future and profit faster.
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
This week on the Revenue Insights Podcast, we are joined by Penina Shtauber, Marketing Director at ScaleOps, Israel’s leading HubSpot partner and Revenue Operations company. In this episode, Lee and Penina explore ScaleOps work providing both revenue operations and marketing operations as a service. They delve into the issues surrounding CRM adoption, how businesses can align marketing and sales, as well as the process of auditing the customer journey. As Marketing Director, Penina is responsible for leading all marketing efforts at ScaleOps, including company partnerships, brand development, live event and webinars, and content strategy. She has developed marketing operations at over 40 companies ranging from enterprises to SMEs across the HubSpot ecosystem. She is also a member of the HubSpot Partner Advisory Board representing the voice of the partner community when it comes to major decisions for the HubSpot program.
This week on the Revenue Insights Podcast, we are joined by Roy Schuhmacher, VP of Sales and Business Development at NAS Recruitment Innovation, a leader in recruitment marketing. In this episode, Lee and Roy discuss his journey from running his own business to starting at the bottom of the business food-chain. They further delve into identifying and replicating winning behaviors, the value of personalization and how to scale it, and the importance of enabling prospects, not just your team. Roy Schuhmacher is the Vice President of Sales and Business Development at NAS Recruitment Innovation where he is responsible for GTM Strategy and Direction, TAM Research and Analysis, Sales Enablement, Sequence Design and Optimization, and much more. Prior to joining NAS, he was a Mid-Enterprise Account Executive at Beamery where he worked to create more human experiences for talent, unlocking the skills and potential of the global workforce.
This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth. In this episode, Lee and Shannon dive into the importance of transitioning from founder-led to sales-led sales, building meaningful connections with customers, how stage gate processes ensure operational consistency, and how to use data to improve the effectiveness of enterprise sales. Shannon became a part of Terakeet in 2009, right after earning her bachelor's degree in communications and rhetorical studies from Syracuse University. Today, she leads a team dedicated to driving the growth and success of Terakeet's clients. Shannon's expertise in precise program success metrics, coupled with her understanding of high-impact, high-yield strategies, has fostered strong client retention and created win-win partnerships.
This week on the Revenue Insights Podcast, we’re joined by Kevin O’Connell, Vice President Global Sales at Seismic. In this episode, Kevin discusses his experience driving the sales team at Seismic. He talks us through the importance of preparation for all aspects of sales and how he operationalizes good preparation across his team. He further delves into the value of mutual action plans and how being candid with clients can turn around high risk customer accounts. Kevin O’Connell is an experienced sales leader with expertise across sales, operations, and marketing, with a consistent track record of hitting and exceeding revenue growth targets. He is the current Vice President of Global Sales at Seismic, the global leader in enablement, helping organizations engage customers, enable teams, and ignite revenue growth.
This week on the Revenue Insights Podcast, we’re joined by Aaron Hill, SVP Growth Strategy at The Arbinger Institute. In this episode, Aaron discusses his approaches to sales functions at The Arbinger Institute. He discusses the two key principles he has brought to his role: building meaningful relationships and delivering recurring impact to generate recurring revenue. He further delves into the Arbinger Institute’s Influence Pyramid philosophy and the current challenges he is facing across his sales team. Aaron Hill is an experienced Revenue Leader, Operator, and Consultant. As the Current SVP of Growth Strategy at The Arbinger Institute, he designs and executes all sales and growth strategies. He is further a part-time Advisor for jaxx.ai, where he provides product direction and strategic go-to-market guidance, and Co-Founder of Funnel House, a consultancy specializing in sound fundamentals to hit sales goals.
This week on the Revenue Insights Podcast we are bringing you a very special episode all about deal slippage. Featuring insights from our previous guests Sandeep Wagchoure, Jeremy Bono, Steven Birdsall, Joey Gilkey, and Jaime Konzelman, this is an episode you don’t want to miss out on. Sandeep Waghchoure is the Vice President of Sales Operations at insightsoftware. His career has primarily revolved around Dell, where he assumed several significant leadership positions, culminating in the role of Senior Director of Global Finance Operations. In 2022, he embarked on a new chapter, joining insightsoftware, where he is spearheading the development and expansion of operational capabilities aimed at achieving enhanced sales productivity and accelerated quote-to-cash velocity within a dynamic and rapidly growing environment. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc. Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts. Jaime Konzelman is the Vice President of Sales at Unisys. Jaime has also held the position of Vice President of Sales at Atos. Before that, she was a Marketing Manager at Acxiom, Luxor Hotel and Casino, and Posterscope. She also has vast knowledge and experience in business and people management and is constantly looking for ways to improve relationships that will foster business growth.
This week on the Revenue Insights Podcast, we’re joined by four-time CRO and six-time COO, Steven Birdsall In this episode, Steven delves into the core fundamentals of building a sales team; how both sales and operations can function together as a cohesive unit; how successful people think about life and business; and the most important, key qualities of a top performer. He also explains the true value of mentoring and how to use it to ensure your team’s success. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.
This week on the Revenue Insights Podcast, we are joined by Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware, a leading provider of reporting, analytics, and performance management solutions.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jeremy Bono, GM/VP Sales at Phenom, a purpose-driven organization delivering AI-powered talent experiences to global enterprises. In this episode, we discuss the importance of focussing on selling outcomes rather than software. Jeremy takes us through actionable advice to perfecting the discovery aspect of the sales process, teaches us how to multi-thread deals amid the landscape of increasing stakeholder numbers, and shares how Phenom have been increasing quota attainment across the sales team. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn.
This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta. In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.
This week on the Revenue Insights Podcast we head over to RevBrains’ online conference, ‘The RevOps Mastery’, to hear from Guy Rubin, CEO of Ebsta. In this episode, Guy discusses the outcomes of the Ebsta 2023 B2B Sales Benchmark Report, highlighting both the good news and the bad news. He highlights the secrets behind high-performing sales teams before delving into the seven steps for building your own high-performing team, beginning with capturing the right data, and ending with standardizing a data driven forecast cadence. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Guy Rubin on LinkedIn
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Joey Gilkey, CEO at Apex Revenue, a sales partner firm that helps established B2B companies ramp their sales outcomes by realigning four key sales processes, message market fit, sales strategy, hiring and training, and leading. In this episode, we focus on doing sales right by removing the chaff and looking at the real drivers of sales outcomes. Joey shares his insights on pivoting from product-market fit to message-market fit; aligning your sales strategy with client needs; turning the 80/20 sales team performance on its head; and why we need visionary leaders to drive sales outcomes. This is just the tip of the iceberg! Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts.
In this episode of the Revenue Insights Podcast, host Guy Rubin is joined by Jeff Marcoux, CMO at Bombora, a company that uses intent data services with a primary focus on assisting in understanding what businesses are actively researching, empowering them to take strategic actions in sales, marketing, and other related initiatives. In this episode, we tackle how to improve your team's efficiency in strategy, time, and energy across deals that are on track as a marketing or operations leader. We go over the significance of efficient metrics like conversion rates and pipeline velocity for optimizing marketing operations, the marketing approaches used by 29% of top performers who consistently meet their quotas, as well as predictive and actionable strategies that align with sales objectives, identifying successful deal patterns to inform your future strategies. Jeff is an expert in marketing and is dedicated to helping organizations achieve their revenue targets. Driven by a passion for challenging the status quo, he’s always at the forefront of innovation, actively seeking opportunities for collaboration and alignment with sales and product teams! Jeff's natural inclination as a builder enables him to architect solutions that fill the sales funnel, accelerate the pipeline, and increase win rates.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is a problem solver in the revenue operations space. You must listen to this episode if you’re forced to be hands-on with your teams. The touch points covered include redefining success metrics, achieving sales process consistency by defining entry and exit points in the funnel, and how to make accurate forecast calls. Brad also touches on using MEDDPICC to qualify deals and prevent deal slippage and spotting and removing friction points in your funnel. Brad McGinity is the CRO at Hone. Brad describes himself as someone who has spent his career in sales and marketing at early-stage software companies and a successful cofounder of Windsor Circle. He has participated in over $110M in fundraising across 10+ rounds as a cofounder, board member, VP Sales, and CRO. Brad is passionate about sales, marketing, fundraising, leadership, and strategic planning.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023. Additionally, Jaime shares valuable career guidance to leaders on navigating and prospering in times of economic downturn.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer retention, the interrelationship between various departments within a business, and the necessity for a seamless transition during a leadership change.
In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching teams to provide value to prospects and clients while building trust and reputation. Basil also touches on de-risking client churn and the importance of data in decision-making, demonstrating the ROI of products, and evaluating internal teams. Do the quotes below intrigue you? Make sure you listen to the full podcast. “If a prospect or a client gives you 15 minutes of their time, you have 14 minutes and 30 seconds to deliver value while building trust and reputation”. “It’s important for my salespersons to build relations with prospects, clients, and people in the industry to build their personal brand.”. “Feedback based on data helps build trust and credibility in teams”. Basil Murray is the VP of Enterprise Commercial Sales at DHI. He is a SaaS leader with a strong record in business development, sales management, and strategic planning. He has a proven track record of driving profitable growth. He is a market-driven, hands-on manager who can develop, motivate and lead teams to deliver outstanding results in highly competitive environments.
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Loren Brockhouse, CRO at BigHand. BigHand gives organizations the tools and data to enhance key productivity metrics and create value for the business, its employees, and clients. Loren shares insights into the four levers companies can use to drive deal velocity while optimizing expenses across sales and marketing. He also shares strategies for change management at sales-led organizations to pivot toward revenue management. Loren also touches on the importance of building relationships of depth and width with clients and shares strategies for doing more with less in the current challenging environment. Loren has over thirty years of experience in sales, marketing, and revenue operations. He mentions that his goal is to build the most respected consultative revenue team in the Legal Tech space by incorporating processes & strategies built around Empathy, Social Selling, Why Statements, and Strength Finders. Loren’s key skills pivot around building an exceptional culture that attracts & retains the best talent while motivating them to get better each day.
In this episode of the Revenue Insights Podcast, host Lee Bierton connects with Phillip C Aimé, Chief Revenue Officer at Drivonic, the automobile industry’s popular people-based digital platform. Phillip discusses the importance of client retention and how data can help you gather valuable business insights. Phillip also touches on the value of teamwork in achieving business goals, handling peaks and troughs of business performance, and the challenges facing the automotive industry today. Phillip has over twenty-five years of experience across different verticals in the automotive industry. He has specialized in Automotive Advertising, Marketing, and Digital Media. At Drivonic®, he sees phenomenal potential for dealers to solve digital problems, create increased sales opportunities, and make more money by utilizing the Drivonic® products.
In this episode of the Revenue Insights Podcast, host Lee Bierton picks key insights around different aspects of revenue operations from eight luminaries in this space. The highlights show pulls together twenty-one insights from last season’s episodes that touch upon all aspects of revenue operations, including hiring, training, planning and budgeting, execution, and monitoring. The highlights show is also liberally sprinkled with tips on industry best practices and leadership skills. This episode is about cutting the clutter and letting you focus on what really counts in the RevOps space.
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Jessica Wilkinson, CRO at Swish Fibre, a full-fiber broadband service in the U.K. She has built a robust multi-skilled toolkit over a seventeen-year journey that cuts across functions ranging from public relations to revenue operations. In her free-wheeling discussion with Lee, Jessica touches on a broad spectrum of topics linked to RevOps, including the difference between RevOps at legacy and tech companies, the three pillars of revenue operations, and her process of reimagining RevOps at her company. She also gives tips to upcoming revenue professionals and insights on measuring revenue teams' success. Jessica says that she has been and has done many things, including being a PR expert, an investor whisperer, a management consultant, an innovations strategist, and an integration & change sherpa.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Rusty von Waldburg, President and Founder at Spokes Group, a consultancy in the SaaS Revenue space. Rusty brings twenty-six years of product and revenue experience to the conversation as he discusses different revenue touchpoints, including GTM strategies, improving market fit by implementing feedback loops, and creating targeted buyer personas. He also shares tips on tracking AE productivity and leading revenue metrics you need to monitor. Rusty also builds the persona of a typical high performer for the listeners, something to keep in mind when you hire.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marketa and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape strategy. There’s a brilliant piece on leveraging revenue efficiently for sustainable growth, a paradigm shift from the growth at all-cost strategy—“Slow down to speed up.”
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Eddie Reynolds, CEO of Union Square Consulting, a consulting firm for B2B SaaS startups. They have a free-flowing discussion about focusing on revenue efficiency and plugging leaks in the sales funnel and revenue processes. Eddie shares his insights on how you can proactively spot leaks and simple ways to fix them. He also discusses how to drive more revenue from analyzing your sales process to spot where revenue is coming from. He also shares how to feed those insights back into the sales process to increase revenue through higher conversion without adding more at the top of the funnel.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, Chief Marketing Officer at Jotform, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the Chief Marketing Officer at Jotform, an online form builder service. Steve has substantial experience in building best-in-class brands and growing market share for emerging companies, including tech, B2B and B2C. His expertise includes marketing, creative development, messaging, brand positioning, marketing analytics and partnering with sales to drive growth.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Luke Trewin, Founder and Managing Director of Modern Visual, a consulting service focused on delivering strategic and revenue strategies to its clients. They discuss how to create a data foundation for scalability and how to use analytics to gather decision-making insights across the customer journey. Luke also shares insights on how to overcome analysis paralysis syndrome.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Bion Behdin, Chief Revenue Officer and Co-Founder of First AML, a Regulation Technology company providing end-to-end Customer Due Diligence solutions. Bion is passionate about building relations because relationships help to close deals. The episode is filled with insights on how to build relationships with the right personas. Bion also does a deep dive into the STRONGMAN strategy for managing the critical areas of the sales cycle.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Callum Henderson, CRO of EngageTech, a B2B sales development company. They identify the key traits common to all high-performing sales development teams: resilience, determination, and curiosity. Callum shares his insights on instilling them in your sales development reps in 2023 and the importance of unique and customized messaging for your ideal customer profiles. He also touches on the relevance of personalization in outbound prospecting.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Dan Waldschmidt, CRO at Panzura, an IT services and consulting company. They discuss sustaining growth in a turbulent economic environment and the key differentiators of high performers. Dan highlights how growth in the current economic scenario should be driven by focusing on leads that fit your ideal customer profile. He highlights a conversion focus, an eye for detail, and alignment with the company’s mission as key performance differentiators. Hence, these are traits to look for at the talent acquisition stage.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Christian DeMarais, Director of Revenue Operations and Strategy at Wix. Christian shares his insights on maintaining revenue growth during market uncertainty and downturn. His solution is to stay focused on the variables you can control while not getting distracted by the ones you don’t control. Christian also shares the Wix concept of multiple revenue teams working with clients at different points in the sales funnel.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ian Moyse, Head of Sales at ChAI. He shares valuable tips to enhance sales teams' performance, including why conversations trump communication and the importance of pivoting from building rapport to building relationships. Ian has valuable insights on the piggy bank principle that builds rapport and leads to building client relationships.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL. They discuss how she set up the RevOps team at JLL, the challenges of scaling it, and why RevOps must be aligned internally and with the customer journey.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Briana Yarborough, Co-founder at CModel. They discuss how C-Model combines big data at companies with AI models to deliver decision intelligence and sales revenue prediction. Along the way, Briana shares her insights of working with companies across the growth spectrum, from tech startups to enterprise-scale companies.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Stuart Dale, VP of Revenue at Screenloop. They discuss the roadmap for taking a SaaS startup from zero revenue to $1 million and from $1 million to $5 million and beyond. They also discuss the type of talent required at each milestone of scaling.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Kimberley Haley, VP of Revenue Operations at Talend. They discuss the concept of ABP (always be planning), zero-based budgeting, and internal change management to retain customers and stay ahead of the competition. They also discuss best practices to follow to succeed in a dynamic business environment.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Darren Fay, Director of Revenue Operations and Intelligence at Instructure. They discuss strategies to build world-class revenue operations teams. They further delve into the role of trust and transparency as important tools for workforce growth and development.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Carl Carell, Co-founder and Chief Revenue Officer at GetAccept. They discuss the importance of category creation in the SaaS space, how to scale a category-creating SaaS organization, and the tools, technology, and processes necessary for this upscaling. They further delve into the importance of data and how to work with sales reps to get the best results from them.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Emil Dyrvig, Chief Revenue Officer at Templafy. They discuss the go-to-market strategies that define Templafy’s growth advantage, practical suggestions for making the correct hiring decisions, and the uniqueness of Templafy’s content enablement process as a high-value driver.
In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack’s PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.
In this episode of the Revenue Insights Podcast, Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, talks about building relationships between operations, enablement and sales teams, Customer Relationship Management and digital selling.
In this episode of the Revenue Insights Podcast, Pilar Schenk, Cisco Global Security & Collaboration, shares her experiences at Dell, and talks about strengths, passions, customer relationships, and growth.
In this episode of the Revenue Insights Podcast, Evan Liang, CEO of LeanData shares his revenue operations experience and how people are going to need their data and processes to be more efficient in order for them to drive sales and marketing efficiencies.
In this episode of the Revenue Insights Podcast, Kirk Fackre, Vice President of Sales, iCorps Technologies shares how his journey evolves from operations to sales.
In this episode of the Revenue Insights Podcast, Sebastien van Heyningen, President - Revenue Operations Consultant at Central Metric shares topics about sales in one insightful discussion.
In this episode of the Revenue Insights Podcast, Leore Spira, Head of Revenue Operations at Buildots shares her strategies, journey and experiences all in one RevOps discussion.
In this episode of The Revenue Insights podcast, Robb Finkelstein, Head of Revenue Operations at Heyday, shares how he started off in sales operations and worked in the fintech sector before finally discovering his passion.
In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack’s PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.
In this episode of The Revenue Insights podcast, Mark Truman, Chief Revenue Officer at EdgePetrol, describes his experience building a highly-effective RevOps team, sales and marketing challenges in the oil and gas industry, and the advantages of the OKR goal-setting framework.
Jaclyn Balben, VP of Operations at Bamboo Health, joins us in the next episode of The Revenue Insights podcast to discuss how to manage operation teams effectively, the role of communication and engagement in doing that, and the importance of building solid relationships with your teammates.
In this episode of The Revenue Insights podcast, Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow, shares valuable insights on how to succeed as a RevOps professional and how to integrate business operations during an acquisition.
Kris Alspach, Director of Revenue Operations at UiPath, joins us in the latest of The Revenue Insights podcast to discuss how RevOps can manage business growth, why sales is a collaborative process between all teams, and how revenue operations and sales could work better together.
Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision, joins us in the next episode of The Revenue Insights podcast to discuss revenue operation challenges and opportunities and the impact of Product-Led Growth (PLG) on sales.
Mary Shea, VP of Global Innovation Evangelist at Outreach, joins us in the next episode of The Revenue Insights podcast to discuss how sales leaders can drive digital transformation and innovation, the B2B sales changes, and the importance of diversity, equity, and inclusion in the workplace.
Pouyan Salehi, CEO and Co-founder of Scratchpad joins us in the next episode of The Revenue Insights podcast to discuss some of the most challenging sales problems, the importance of increasing collaboration between teams, and the motivation behind building simple and flexible sales products and processes.
The process is the foundation of everything, and revenue operation leaders need to know all about operational processes. To understand the motivation behind this, Asia Corbett, Senior Revenue Operations Manager of Go-to-Market at Bread Financial, joins us in the next episode of The Revenue Insights podcast to discuss the role of the RevOps specialists, why do RevOps leaders need to be process-driven, and how can RevOps leaders develop go-to-market processes?
Michael Heilmann, VP of WW Sales Operations at Demandbase, joins us in the next episode of The Revenue Insights podcast to discuss the challenges sales operations leaders face when building and growing a business and how to manage them successfully.
Michael Boardman, Director of Revenue Operations at Castellan Solutions, joins us in the next episode of The Revenue Insights podcast to discuss the role of RevOps in setting up an efficient infrastructure for scaling and achieving the business goals.
Jason Reichl, CRO at TrustLayer, joins us in the next episode of The Revenue Insights podcast to discuss the role of CROs in elevating RevOps within their go-to-market team and why eliminating the silo model will make your business more efficient and successful.
In this very special and last episode of RevOps Demystified Podcast, Toni Heavy and Lee, the new co-hosts, are joined by former host Tom Hunt. They discuss insights, highlights, and takeaways from Tom’s favourite episodes, Tom’s top three guests and picks from the 200+ episodes, and a special announcement.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kathy Chou, Senior Vice President of Worldwide Sales Strategy and Operations at VMWare. They discuss the role of sales enablement in the digital world, how to measure its ROI, and uniting sales ops with marketing and customer success ops through sales enablement.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex. They discuss how Sales Ops roles are being thought of as “Sales Excellence” roles, how data helps build a baseline level of trust across entire organizations, and how to build standardized dashboards.
In this episode of RevOps Demystified, Tom Hunt and Alex Freeman are joined by Itay Maoz, Sr. Director of Revenue Operations at Electric. They discuss how automation has transformed manual processing in sales and RevOps, the benefits of strategic sales process mining, and the ways to scale RevOps.
In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Hannah Duncan, Director of Operations at Postscript. They talk about strategic sales funnels to optimise productivity, how to create evergreen content to streamline the onboarding process, and Hannah shares her tips to help BDRs perform at par.
In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Matthew Amadea, Head of Revenue Operations at Tigera. They discuss the significance and tips to improve inter-team communication, goal vs task-oriented RevOps processes, and tips on developing a result-oriented RevOps system.
In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Adam Wenhov, Sales Operations Manager at GetAccept. They discuss how the central leads machine is helping the sales team book more deals, the importance of activity monitoring, and tips to optimize SDRs (sales development reps) and AEs (account executives) performance.
In this episode of the RevOps Demystified Podcast, Tom Hunt is joined by Olga Traskova, VP of Revenue Operations at TigerConnect. They discuss how syncing marketing strategies can help streamline RevOps, how to simplify RevOps and the role of the revenue engine committee in RevOps success.
In this episode of RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Gabriel Hobbs, Head of Sales Operations at Tacton. They discuss the fundamentals of sales ops success, conventional and diverse sales ops modeling, and tips to manage existing customers and win new ones.
In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Danny Clune, Revenue Operations Manager at Newsela. They discuss the importance of constructing a deal desk, how to set up and run a deal desk function, and strategies to improve RevOps, and sales performance.
In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Brian Chin, Director of Strategy and Insights, Revenue Operations at Spring Health. They discuss the evolution of the sales ops velocity funnel, strategies to overcome sales and RevOps challenges, and tips to strategise descriptive and predictive analysis to scale RevOps.
In this episode of RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Saul Garcia, VP of Revenue Operations at Health Recovery Solutions (HRS). They discuss the core difference between sales and RevOps, creating a roadmap for success and revenue target planning.
In this very special episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Toni Heavey, the Head of RevOps at Ebsta, and Alex Freeman, Co-Host of Sales Ops Demystified Podcast. We are finally taking the leap and rebranding the Sales Ops Demystified Podcast to RevOps Demystified! In this noteworthy episode Toni and Alex discuss their highlights from the 198 existing episodes, transitioning from sales to RevOps, the future of RevOps and so much more.
In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Valerie Papa, Senior Manager of Revenue Operations at Andela. They discuss the technological evolution in rev ops, how CPQ solutions can help simplify and scale rev and sales operations, tips on creating a successful rev and sales ops strategy.
In this episode of the Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Silvia Buermann. They discuss the evolution of sales ops as a holistic function, how to boost sales productivity, and tips to simplify and scale sales ops.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gilles Meiers, VP of Revenue Operations at LumApps. They discuss sales enablement prerequisites, how to make revenue operations more effective in 2022, and how to analyze expected lead closing time.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Brian McTeague, VP of Revenue Operations at FastSpring. They discuss Brian’s journey from finance to sales and rev ops, FastSpring’s growth goals for 2022, and the role of support ops as the combination of sales and rev ops.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Sandy Robinson, Vice President of Revenue Operations at NYMBUS. They discuss Sandy’s journey into sales and rev ops, how to enhance sales rep's functional and performance efficiency, and how to keep it simple for sales reps.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Michael Hanna, Lead RevOps Function at Intuit, Shopify and Clio. They discuss the fundamentals of team building, how to motivate sales reps, and the benefits of eliminating sales-based incentives.
In this week’s episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Antoine Leprince, Revenue Operations Manager at EasyMovie. They discuss how to create a unified rev ops workflow, how to accelerate sales, CRM, and sales operations through video platforms, and Antoine’s growth objectives for 2022.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Hank Taylor, Vice President of Marketing and Revenue Operations at Vercel. They discuss Hank’s transition into marketing and rev ops, how data analysis increases productivity, and the benefits of transferring data in the Salesforce Service Cloud.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Aaron Le, Director of Revenue Ops at Rev.com. They discuss why it’s important to move from a fragmented sales ops structure into a unified Rev Ops team, what makes the biggest difference in throughput for Rev Ops teams, and the process of documenting your sales process as you grow.
In this episode of Sales Ops Demystified, Tom Hunt is joined by Cyndi Dozal, Sr. Director of Revenue Operations at ChowNow. They discuss the need for financial exposure early on in your sales/rev ops career, creating a strategic sales and customer service workflow for high-ticket leads, and how Cyndi’s Rev Ops team works across functions to support them as they pivot in the post-pandemic world.
In this episode of Sales Ops Demystified, Tom Hunt is joined by David O'Neill, Consulting Partner at RAIN Group. They discuss the evolution of Sales Ops over 25 years in the industry, major shifts in the industry, and how to have a positive and productive relationship with sales reps.
In this episode of Sales Ops Demystified, Tom Hunt is joined by Demar Amacker, Director of Revenue Ops at Zift Solutions. They discuss the value of frontline sales experience for a sales ops professional, how to help low-performing sales reps, and setting up Zift’s Revenue Ops function and supporting team.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Siva Rajamani, former Director and Head of Revenue Ops at Freshworks. He is currently the Co-founder and CEO of Everstage. They discuss the importance of making incentives visible and adding gamification for customer-facing teams, ways to improve the sales commissions process for entry-stage companies, and the process that guides expansion into a new market.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gabriel Rothman, VP of Revenue Operations (and former Senior Director of Revenue Ops) at Rescale. They discuss important behavioral factors to consider for accurate lead scoring, how to build an intent-based behavioral model to increase SDR efficiency, and how to minimize conflicts when scaling multiple partner channels.
In this episode of Sales Ops Demystified, Tom Hunt is joined by Susan Metz, Senior Manager, Sales Operations at Turnitin. They discuss why a salesperson might transition into a sales ops role, the lessons she learned during her career in sales ops, and the challenges in merging multiple instances of several tools.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn. They discuss the most impactful sales ops activity for LinkedIn in 2021, how LinkedIn works to improve the well-being of their employees, and how the sales ops planning process changes when a company expands to multiple geographies.
In this episode of Sales Ops Demystified, Tom Hunt is joined by Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software and Current Revenue Ops Consultant at Go Nimbly. They discuss transitioning into sales ops, how to enable sales reps to be more productive, and the importance of a dedicated sales coordinator role.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kenny Hsu, VP of Revenue Operations at AuditBoard. They discuss how sales leadership differs from the sales ops function, how sales reps can bring out the best value of their company through pricing flexibility, and how internal relationships can help secure investment in sales ops team expansion.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Neil Thomson, Global Director of Sales Operations, Corporate Solutions at JLL. They discuss how to tell a story through data, building data-driven storytelling skills in your team, the key focus of Sales Ops teams, and how Sales teams can make the best use of their data.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Dana Therrien, Senior Vice President, Worldwide Revenue Operations at Genesys. They discuss the biggest trend in Sales Ops, why a company should reflect on its sales ops culture, and what they can do to create a culture of enrichment in Sales Ops.
In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Carl-Johan Färnström, Head of Business Operations at Mynewsdesk. They discuss CJ’s journey from Sales Ops to Business Ops, cleaning up Mynewsdesk’s tech stack, and how they plan to overcome Salesforce CPQ implementation problems.
In this episode of Sales Ops Demystified, Tom Hunt is joined by Shiv Walia, Global Sales Operations Manager at Mindbody. They discuss the impact of the sales compensation structure on rep productivity and revenue, lessons from Shiv’s time in Kenya and India, and the core focus on Mindbody’s strategy in the second half of 2021.
Don Turner, Director of Sales Operations at Lark Technologies, joins us in the Sales Ops Demystified Podcast to share his journey from US Navy to sales ops. His starting small theory can lead to greatness and the key KPIs that he injects into his teams for performance.
Bradley Gehrig, Lead Commercial Operations at SWORD Health, jumped onto the Sales Ops Demystified Podcast to share his experience of excelling in sales operations for the medical niche, how to increase your conversion rates and his unique way of forecasting for 2021.
Stephanie Kaup, currently working as Head of EMEA Cloud Central Sales Operations at Big Tech Company. She jumped onto the Sales Ops Demystified Podcast to share how her martial arts expertise provides her an edge in her sales ops career, the significance of sales reps in the business puzzle, and how to balance operations and strategy for exponential growth.
Scott Hillier, Creator and leader of the Sales Ops department at Spotify, jumped onto the Sales Ops Demystified Podcast to share how sales ops development can bring growth into sales, the significance of resources sales ops, and tips on resource forecasting to double the revenue.
Don Otvos, VP Revenue Operations at LeanData, jumped onto the Sales Ops Demystified Podcast to share his unexpected journey into the sales ops, how to convert leads into customers, and how to integrate teams for accelerated growth.
Chris Fezza, Founder of AdminWithin, jumped onto the Sales Ops Demystified Podcast to share the significance of analytics in sales operations and planning from a psychologist's perspective, the growing need for technological implication and the opportunities sales operations hold for 2021.
Kirsty Charlton, VP revenue operations at Signal AI, and Kevin Raybon, Founder and President at SOPSA, jumped onto the Sales Ops Demystified Podcast to share the revolution of forecasting due to pandemic, what is the new normal of forecasting and top priorities for revenue operations in 2021.
Rob Stanger, VP Operations and GTM Strategy at XANT, jumps onto the Sales Ops Demystified Podcast to share his experience working at Yahoo, and eBay, how sales and operations integration results in growth, and how to forecast accurately for 2021 sales through regular pipeline reviews.
Robert Muñoz, the Principal Analyst of Sales Operations Strategies at Forrester Research, jumped onto the Sales Ops Demystified Podcast to share evolving sales ops trends, how can we make 2021 glorious with proper planning, and how clear communication and alignment play the key role in ensuring sales success.
Patrick Thorp, Head of Delivery at Sales for Startups, jumped onto the Sales Operations Demystified Podcast to share his immense knowledge and insight into sales strategy and operations, Patrick stresses the distinct functionality of sales and revenue operations and shares his secrets of developing a foolproof business structure.
Rachel Krug, Vice President of Growth Operations at business.com, jumped onto the Sales Operations Demystified Podcast to talk about her journey into sales and growth operations, how cross-functional roles can result in sales growth, and tips on operations quality assurance.
Rupert Dallas, head of sales operations at DWFritz Automation, jumped onto the Sales Ops Demystified podcast to share why he moved to sales ops, how to deal with the challenges of working remotely and tips to forecast more accurately.
Jeffrey Serlin of Intercom, our special guest for #SalesOps Demystified talked through his awesome experience in #SalesOperations. Talking through tackling data quality as well as the transition into Sales Operations.
Jeff has been a Sales and Revenue Operations leader for more than a decade now; with experience in building, scaling and managing teams for start-ups as well as public companies.
We had the pleasure of interviewing Brandon Bussey, Director of Revenue and Account Operations in Lucidchart. Learn more about Sales Operations and their processes.
In this episode you will be listening to Jay Khiroya as Tom Hunt & Henry Peacock interviews him and talks about the company he's been working on at, Doctify.
He will reveal some important pain points on how to strengthen your Sales Team and provides strategic ways of generating revenue.
Jay talks through how to measure success and ways of keeping your CRM clean.