RevOps Podcast: Recent Episodes
Revenue.io: Revenue Operations Platform
Are you curious about the future of sales and hyper-growth companies? Join hosts Howard Brown (Founder & CEO, Revenue.io) and Alastair Woolcock (Chief Strategy Officer, Revenue.io and Gartner Alumni) and the world’s top revenue leaders to explore the critical insights, technologies, strategies and psychology behind RevOps and revenue science. You will get in-the-moment, thought-provoking discussions that today’s leading CRO’s, CSO’s and CEO’s need to stay ahead in this economic environment. From Revenue.io, the company that optimizes high-performing teams with real-time guidance, comes a podcast guaranteed to deliver actionable takeaways and highly memorable stories about people who are eliminating silos between Marketing, Sales and Customer Success, while and creating a singular go-to-market model that delivers more revenue at lower cost.
Hey REVOPS PODCAST listeners! It may seem like we’ve been quiet for a bit, but we’ve actually been reworking the show and we’ve now gone ahead and consolidated our two great podcasts into one EVEN BETTER ONE! We took the best of the SALES ENABLEMENT PODCAST with Andy Paul and the REVOPS PODCAST and rolled it into the SALES STRATEGY & ENABLEMENT PODCAST. It’s still hosted by Alastair Woolcock, the Chief Strategy & Revenue officer at Revenue.io along with Howard Brown, CEO/Founder at Revenue.io and all-around thought leader & guru on AI, sales strategy and more. So come and check us out over at the SALES STRATEGY & ENABLEMENT PODCAST where you’ll find quite literally over a thousand classic episodes featuring leading minds from all corners of the sales world and new episodes every Thursday with the best in the business talking about AI and the future of sales. We even try to stump our guests with some fun trivia and other unexpected questions. Don’t forget to subscribe and even reach out to us with your questions and we’ll do our best to answer them on a future episode. Thanks so much for your continued support and we look forward to seeing you this Thursday for the next episode of the SALES STRATEGY & ENABLEMENT PODCAST.
Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can help us really focus in on the human side of selling.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
Don't miss this one folks. It's our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
Nurturing talent, especially in this tumultuous recessionary period, is more important than ever. Dana Therrien, Vice President & CRO Practice at Anaplan, returns with Alastair and Howard to talk about the best ways to support your team and help them succeed with the right tools and training.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
In this tough sales climate, seeking out the whitespace in your market is key. Sylvain Giuliani, Head of Growth and Operations at Census, is back with Howard and Alastair to explore how to remove the silos of data in RevOps and drive insights to reps and customers. For those who love data, you won't want to miss this episode!
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Sylvain Giuliani (Head of Growth & Operations, Census)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to execute it to precision.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Sylvain Giuliani (Head of Growth & Operations, Census)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
Customer Experience in RevOps isn't just about how to improve retention rates and connect with customers, it's the alignment of buyer behavior and journeys across all channels. We talk again with Karen Steele, former CMO and executive from LeanData, VMware, and Marketo, to discuss how RevOps doesn't just enable the internal teams, but also enables buyers externally.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Karen Steele (Founder & Advisor, Alloy)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
The message line is live! This week, Alastair answers listener questions submitted to our all-new message line. He talks building a RevOps team at different stages, hiring best-practices for RevOps-specific roles, and how to augment your tech stack to maximize efficiency across the entire team.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Karen Steele (Founder & Advisor, Alloy)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
This week, Alastair sits down with William Tyree, Revenue.io's CMO, to discuss how marketing has evolved since the beginning of time (almost literally) to now implementing the best practices within a RevOps framework.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: William Tyree (CMO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
How do you create transparency and accountability from the boardroom to the front line? Common KPIs and a shared source of truth are key. Listen in as Howard and Alastair discuss the concept of total transparency, with practical steps to creating an open environment for sharing both good and bad news.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
This week, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change.
Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Natalie Furness (CEO, RevOps Automated)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
The implementation of RevOps is a fast-growing trend among the most influential companies in the world. This week, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Natalie Furness (CEO, RevOps Automated)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair once again to discuss the best ways to go about slashing your tech stack. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Marcela Piñeros (Global Head of Sales Enablement, Stripe)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Nearly 2/3rds of sales are virtual in B2B, and conversations are hard to get with buyers. In this episode, Howard and Alastair impromptu role-play sales conversations and talk through ways to improve the effectiveness of reps on calls.
An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Ray Rike (Founder & CEO, RevOps Squared)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
90% of sales training is forgotten in just 30 days. With the majority of what we're taught escaping our grasp, enablement best practices are integral to reinforce the training and help sellers sell better. Alastair sits down with Maria Bross, Revenue.io's Director of Sales Development and enablement expert, to reveal how you can improve client engagement in a RevOps model.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Maria Bross (Director of Sales Development, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Brent Adamson (Global Head of Research & Communities, Ecosystems)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Selling in a downturn is about to be front of mind for most companies. This week, join Alastair and special guest Andrew Bentley to discuss real-world tactics that salespeople can use to sell in periods of recession and stagflation. Andrew brings 30yrs+ sales leadership from Microsoft, IBM, SAS, and AWS.
Follow the Hosts on LinkedIn: Alastair Woolcock (CSO, Revenue.io) Howard Brown (CEO, Revenue.io)
And our Special Guest: Andrew Bentley
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
In this episode, Jordan, Alastair, and Howard talk about how daunting the job of an enterprise seller is and why most reps don't hit quota. It's a great discussion about how to utilize data during the critical moments that matter in deals to create augmented intelligence for reps.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations, The Riverside Company) Howard Brown (CEO, Revenue.io) Alastair Woolcock (CSO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
In this episode, Jordan, Alastair, and Howard talk about the critical moments that make or break RevOps adoption. Tune in for a passionate discussion - and some disagreements - about approach, frustrations, and how to fast-track wins.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations, The Riverside Company) Howard Brown (CEO, Revenue.io) Alastair Woolcock (CSO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
After a little hiatus, we're back at it! There will be some changes coming to the RevOps Podcast, so today we wanted to introduce the new co-hosts. Howard Brown, CEO of Revenue.io, and Alastair Woolcock, CRO at Revenue.io, join Jordan for a lively conversation about hiring your head of Revenue Operations.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations, The Riverside Company) Howard Brown (CEO, Revenue.io) Alastair Woolcock (CSO, Revenue.io)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Today, we're back with another oldie but goodie. (Well, it's not that old, but I guess in podcast years, it might actually be.) Anyway, this was another top downloaded episode that we wanted to put in your feed again. It's from our "201 Metrics" series, where we break down performance and diagnostic metrics for different roles on a revenue team. It should be no surprise that AE metrics was a highly popular topic. After all, AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great metrics to cover. Some you may know, while others may catch you off guard. This is a weird episode. We have a ton of fun. Jonathan-fish-tank-camera-level fun. Don’t miss it!
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Today, we are digging into the archives and revisiting an early episode that is a favorite of ours and our listeners. We were lucky to have an awesome guest on the show with us, Rachel Nazhand (Head of Business Operations at Lunchbox). Jordan and Rachel had been bouncing ideas around for almost a year in the DMs before she finally joined us on the podcast. (He wouldn't admit it, but it's probably why he's so good at his job.) Rachel's POV provides a TON of value. She's been working with startups for a while. Lunchbox is her fourth. And they're growing fast, from 60 to 235 employees since the start of the year. So on this episode we focused on what happens when you enter an organization and need to build out ops.
Referenced articles: Business operations: when you’ll need it and why, eventually, you won’t What is BizOps? And why every founder should hire a BizOps pro, early
Guest: Connect with Rachel Nazhand on Linkedin
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
In this episode, we have another top-notch RevOps guest, Greg Poirier, CEO of CloudKettle, a consultancy that helps enterprises build and optimize their Revenue Operations. He held back on the chess and Star Trek references, but didn't pull any punches when it came to all things RevOps. Greg has done it all, from working at small companies to large enterprises. He has even gone through multiple acquisitions, including one by Salesforce. After wearing many hats, Greg knew his passion lied in what we now call Revenue Operations, and thus CloudKettle was born, where he gets to handle RevOps for many enterprise organizations. The gang chats with Greg about the limitations of doing RevOps internally, role specialization on your RevOps team, and his very HOT TAKE on attribution models (imagine that, a RevOps leader from Salesforce has strong opinions on how attribution should be done!).
Resources Mentioned: How to Market to Customers Small, Medium, Large, Extra Large with Lauren Vaccarello, SaaStr Annual 2017
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
And our Special Guest: Greg Poirier (CEO, CloudKettle)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
How do you know Jordan went to law school? He only brings it up EVERY. SINGLE. EPISODE! And this episode is no exception. Since the "Logic Game" episode was such a hit (where we drew inspiration from Jordan's days in law school), we decided to do it again. If you missed that episode, shame on you. But here's the quick rundown–we took a RevOps scenario, laid out the facts (i.e., the "fact pattern"), then gave recommendations as to how our fictional subject should handle the situation. Jordan, once again, starts by laying out the "fact pattern" (which we've included below) and tries to stump Jonathan and Brandon. After plenty of banter–and some attempted mindreading by Jonathan and Brandon–the gang gets to work and has a lively discussion about how they would handle this RevOps scenario. Chances are, you may have found yourself in this situation in the past or will find yourself there in the future as a RevOps leader. So get your pencil and paper, and get ready to take notes.
Fact Pattern: Helen Back is leading RevOps at a 450-person software company. Her sales team just had its biggest quarter ever in terms of closed-won new business. Helen is doing her next quarter forecasting and is realizing that their pipeline is weak. The team is currently forecasted to hit about 50% of its quota capacity in the next quarter. Through digging into the pipeline generation metrics, Helen has discovered that the sales team is not self-generating any new logo business. The pickup rate on marketing-generated leads is around 80%. Marketing-generated pipeline is down about 40%, quarter-over-quarter, and the average new pipeline deal size is down by about 60%, quarter-over-quarter. What are the major issues and how does Helen right the ship?
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Fast lead response has never been more important. But with leads and data constantly coming in from multiple sources, how can reps know where to focus in order to drive maximum revenue? This week, Brandon and Jordan sit down with Rob Simmons (VP of Sales Development at LeanData) to learn how top-performing companies are aligning sales, marketing, and operations to optimize lead response and maximize revenue. You'll hear:
How top-performing companies are prioritizing leads in response to real-time insights
Major lead routing mistakes companies routinely make (and how to avoid them)
How to keep reps automatically focused on the next best actions
How to scale the success of your top performers
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) and Our Special Guest: Rob Simmons (VP of Sales Development @ LeanData)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We're doing something a little different on this episode. As many of our listeners probably know, Jordan is an attorney by education and we're taking a page from the good ol' law school textbook. What they'll do is lay out all of the facts of a case, then you have to go through it, analyze it and make recommendations based on the information. And in the case for this episode, the facts are based on a question we got from a listener. Jordan starts by laying out the "fact pattern" (which we've included below), then the gang goes to work discussing the details and making recommendations for this listener. Many of you may be in this same situation, or will find yourself here soon, so we thought it would be a great episode that everyone would benefit from.
Fact Pattern: • Polly Ester is a new VP of RevOps, and started 5 weeks ago at an Enterprise SaaS company with 250 employees. Polly has never held a true RevOps title but has spent the last 15 years working in data and business analytics at financial services companies in roles ranging from entry to VP. • She took the role in RevOps as a new adventure/test with a leadership team that she personally knows. She’s leaning into the steep learning curve and is reaching out to RevOps leaders to pick their brains about her new venture. • You are a RevOps leader, and she has reached out to pick your brain. She’s super organized and has provided you with a list of questions she’d like to discuss on your call.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
The RevOps Professors are back for our third office hours episode. We get a whole bunch of questions via LinkedIn, email, and even text messages asking us about Revenue Operations. We love it, keep on submitting them! But sometimes, we get a backlog. So, today we plow through a handful of our favorite questions because if one of our listeners has a question, we know that many more of you will probably want to hear the answer as well. On this episode we cover career advice and conversion rate optimization, among other topics.
Resources Mentioned: The Prof G Pod with Scott Galloway
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
On this week's episode, we're talking about coaching with the VP of Sales at Revenue.io, Ryan Vaillancourt. More specifically, we are talking about key data that drives sales coaching, how to find that data, and how to use it to coach at the highest level.
Books mentioned: The Talent Code by Daniel Coyle
Podcasts Mentioned: Finding Mastery Podcast with Michael Gervais How I Built This with Guy Raz Lochhead on Marketing with Christopher Lochhead Masters of Scale with Reid Hoffman The Tim Ferris Show with Tim Ferris The Prof G Pod with Scott Galloway Metrics that Measure Up with Ray Rike The Daily Stoic with Ryan Holiday
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.
On this week's episode we're talking about LinkedIn. Today we have a bit of a change in format. Jonathan is out of office, so our trusty producer and resident LinkedIn expert Alec Paul joins us (with Jordan's permission) as a full guest. Alec has had a lot of recent LinkedIn success, at least at aggravating people, which we'll talk about. Plus, we'll get into why exactly you should post on LinkedIn (and how), the importance of aligning your business around a social strategy and Alec's favorite advanced LinkedIn tips.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.
Are your reps generating enough pipeline? It's a question that keeps every sales leader up at night. So Revenue.io, RevOps², TenBound and DemandBase decided to do some research. On today's episode, Ray Rike (Founder of RevOps²) joins us to discuss the results. In addition to getting pipeline and benchmark averages from over 200 companies, we found that there's a sweet spot for how much pipeline and revenue your sales reps should create (if you go past it you'll actually create less revenue). So if you want to start counting sheep instead of pipeline numbers, this is the episode you need to put all your sales worries to bed.
Books Mentioned: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Traversing the Traction Gap by Bruce Cleveland 2022 Sales Pipeline and Revenue Benchmarks
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.
By day, Jen Igartua is CEO at Go Nimbly, the first revenue operations consultancy, where she helps SaaS companies drive revenue by creating a frictionless, human buying experience. By night, she's creating sweet card games with her friends at Pillbox. In-between, she's listening to the RevOps Podcast. Yup! She's a fan AND an all around expert in marketing & sales alignment. Today Jordan (finally) comes prepared and the result is a wonderful, wide-ranging interview on RevOps. We get into what it takes to start a RevOps team at different business sizes, why our relationship with work is so broken, and why internal stakeholders are NOT your customers. Plus, Jen explains how focus just might be Go Nimbly's competitive advantage.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.
There’s thousands of SalesTech solutions out there, and the number is only set to grow. On today's episode we tell you how to find the best of the best. Every spot in a sales tech stack is valuable. But with so many choices these days, it can be hard to figure out exactly which tools deserve a spot. Tune-in to hear the simple system that Jordan created to narrow down the search in this overwhelming SaaS marketplace, and ensure that you buy the right solutions for your needs.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
The RevOps Professors are back for our second ever office hours episode. We get a whole bunch of questions via LinkedIn, email and even text messages asking us about Revenue Operations. We love it, keep on sending them, but sometimes we get a backlog. Today we plow through a handful of our favorite questions because if one of our listeners has a question we know that many more of you have the same question. On this episode we talk discounting, RevOps career advice and how to stay organized.
Resources Mentioned: Storytelling with Data Influence: The Psychology of Persuasion Never Split the Difference: Negotiating As If Your Life Depended On It The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Scrum: The Art of Doing Twice the Work in Half the Time The Five Dysfunctions of a Team: A Leadership Fable Made to Stick: Why Some Ideas Survive and Others Die
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
This week we are going to talk about Account Scoring. It's one of those subjects Jonathan has wanted to talk about for a long time. But Jordan always says it sounds kind of boring. Today he was (rightly) overruled. We once talked about lead scoring and only got into Account Scoring a bit with Jon Miller (check out that episode here). But we've never done a full episode on it. This is such a valuable topic and much different than lead scoring. Tune-in today for some classic RevOps razzle dazzle as we go deep on why.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
This week we finally did it. The episode we have teased forever: sales and marketing attribution. The topic is dense, always exciting and important. We expect you to have strong feelings about this one and encourage you to send them all to Jordan directly. So tune-in today and let's talk about attribution.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
All right, everybody, buckle up. Welcome to this week's episode of the RevOps podcast. Today we have a special guest, Jordan's boss! That's right, Howard Brown (Founder and CEO of Revenue.io) stops by to answer the most important question of all: How the hell did Jordan get hired? Then we talk about the history of Revenue.io, the recent name change, and why RevOps is key to delivering exceptional buying experiences.
Resources: The Emergence Of The Revenue Operations Platform (Forbes) Cloudingo (The tool we use for data hygiene)
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We've talked about a lot of metrics aligning different pieces of the revenue organization. Marketing to sales, sales to CS, revenue operations in general, all the metrics that you could want to know about your business. This week we want to talk about one that we think is not top of mind for most people, but is incredibly important: sales enablement and sales enablement. Some of you may already be thinking, "Why the hell does revenue operations care about sales enablement?" Well, there's a ton of reasons! First and foremost, we have to be closely aligned with enablement because a lot of what we do in RevOps is implementing new ways to track data and that requires a lot of enablement on the sales team. Why? Because if they're not following those processes and using that tech appropriately, all of our work is for not.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
This week we continue our 201 series on diagnostic metrics with intent-based marketing. This is a super exciting topic because intent-based data is relatively new and it's a HUGE piece of most ABX experiences. Businesses are really starting to lean into intent data. So, first we talk about what an intent-based marketing strategy is, as some listeners may not be familiar and we want to lay that framework for everybody. For those who love a formal definition: Intent-based marketing involves marketing a service, a product based on a customer's online actions or previous actions that you can use to indicate their intent to purchase or consume or use the products or services that you provide.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Andy Mowat (Founder and CEO of Gated) is a serial entrepreneur, advisor, and investor with over 18 years of experience in growing technology companies, with a focus on Marketing and Revenue Operations. Andy has scaled three unicorns, including: Culture Amp (he drove a 10X growth in ARR in four years), Box (he ran all post-sale operations and marketing operations across 80,000 customers), and Upwork (built the initial marketing and sales systems). Today he joins us to talk about building RevOps from the ground up, how to manage capacity and scale your team.
Guest Resources: Andy's RevOps Handbook Gated Manifesto
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We are back on track this week. We know we've had some fun recently. We've had awesome guests. We've held our first office hours, But today we're back to RevOps 201, which loyal listeners will remember as our series on diagnostic metrics. In this episode we're talking about the metrics that you can use to diagnose problems across your entire revenue operation. We've talked about Marketing and Sales Alignment metrics. We've talked about CS and Sales Alignment metrics. And we would be remiss if we didn't spend some time talking about metrics to diagnose your RevOps team itself. We've gotten a lot of questions over the past months. Like, how do you measure your team's success? And how do you measure what RevOps is actually doing? So we're going to answer those questions and much more. Don't miss this one.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
The Professors are in and their office door is wide open. Come on in! Today we air our inaugural episode of a new series called...Office Hours. Original, we know. We did not copy this format from another podcast. We made this up on our own. Don't look into it. As you know, our loyal listeners send the hosts a litany of questions every week. We usually have time to answer just one of them in our famous This Week on LinkedIn sement. But today, we answer much more than that! Don't miss it.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We've aired a few special episodes recently, but now we’re back to RevOps 201. Today we’re talking marketing metrics to align your revenue operation. Marketing metrics are super interesting. There's a ton of them and many don't even help you align. It's kind of like sales and CS. There's stuff that's good to know, but "how many phone calls your sellers make” is not necessarily helping you align your revenue operation. Tune-in for a deep dive on the ONE marketing metric to rule them all: CAC (customer acquisition cost). Plus, a deep-dive on LTV and many other fun acronyms.
Follow the Hosts on LinkedIn: Jordan Henderson (Sr. Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Revenue Operations Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Today we are excited to have an awesome guest on the show with us, Rachel Nazhand (Head of Business Operations at Lunchbox). Jordan and Rachel have been bouncing ideas around for almost a year in the DMs. He wouldn't admit it, but it's probably why he's so good at his job. Rachel's POV provides a TON of value. She's been working with startups for a while. Lunchbox is her fourth. And they're growing fast, from 60 to 235 employees since the start of the year. So on this episode we're focusing on what happens when you enter an organization and need to build out ops.
Referenced articles: Business operations: when you’ll need it and why, eventually, you won’t What is BizOps? And why every founder should hire a BizOps pro, early
Guest: Connect with Rachel Nazhand on Linkedin
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
The RevOps guys stop by Andy Paul's Sales Enablement Podcast to discuss Revops, Revenue and podcasting. This conversation was so valuable we just had to bring it to you here. Tue-in to learn how sales teams and individual contributors benefit from the work of RevOps. Plus, the importance of increasing win rates.
Guest: Follow Andy Paul on LinkedIn Subscribe to the Sales Enablement Podcast Learn more at AndyPaul.com
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Get ready for a wildly different episode. Brandon's producing. Jonathan's away on secret fish tank-related business. And we have a GIGANTIC announcement to make! Loyal listeners will know the name William. He's our boss. The man who pays Jordan's exorbitant appearance fees. Today William Tyree (CMO of Revenue.io) takes over as host and puts Jordan on the hot seat. Tune-in to learn why ringDNA is now Revenue.io and how we are thinking about what comes next for RevOps.
Guest: Follow William Tyree on Linkedin
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We probably should have talked about AE (account executive) metrics first. We've done SDR metrics, and we've done CS metrics, yet we haven't done AE metrics. That feels a bit off. But it's totally fine. We started where we started. "They can deal with it!" Jordan said. Obviously AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great metrics to go over today. Some you may know, while others may catch you off guard. This is a weird episode. We have a ton of fun. Jonathan-fish-tank-camera-level fun. Don’t miss it!
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Today we are super excited to have our second guest stop by the podcast. Randy Frisch is Co-Founder, CMO & President of Uberflip, and author of the excellent book F#ck Content Marketing: Focus on Content Experience to Drive Demand, Revenue & Relationships. We all know what content creation is, but are you familiar with Content Experience? The role of most content marketers is not necessarily associated with the distribution of the content. They're great at creating content at scale, however what's the point in investing in all that content if you don't use it? That's where content experience comes in. Tune-in to this episode to learn how to ensure all that content you've created is consumed by thinking strategically about the environment, structure, and ways we get people to engage in our content.
About the Guest: Connect with Randy on LinkedIn: https://www.linkedin.com/in/frischrandy Follow Randy on Twitter: https://twitter.com/randyfrisch Learn more about Uberflip: https://www.uberflip.com Buy F#ck Content Marketing book: https://www.amazon.com/Content-Marketing-Experience-Revenue-Relationships-ebook/dp/B07NPDQR4F/
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
Today we continue our deep-dive into what Jordan calls RevOps 201. Last week we spoke about the key metrics to align SDR and marketing functions. On this episode we take it a step further by getting into how you keep customers happy (and reduce churn) with customer success and marketing alignment metrics. First and foremost we talk about adoption, but that’s just the tip of the iceberg. There’s so much more. Don’t miss this one.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
We're doing something a bit different today. Over the past few months, the conversations we've held are what Jordan calls "RevOps 101". Transactional, operational things that are (of course) very important, but it's time for us to shift focus. Welcome to RevOps 201, where we'll be talking (mainly) about metrics. Not like basic, boring metrics, but things that are transformational across your business. Today we're talking about diagnostic metrics, specifically those that can be used to align your SDR and marketing functions.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
It's a Jonathan episode! He and Jordan built an elaborate lead scoring system at ringDNA and we're going to walk you through the Why and How. First though, what is lead scoring? Here's how we (read: Jordan) define it: a methodology that helps sales and marketing determine the sales readiness of leads and the type of content and conversations they should be having with potential buyers. It can be complex, but that's why you hire a Jonathan.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
This week we are diving into a very interesting topic: pricing. Pricing is ubiquitous. Marketing, sales, customer success, your entire team, really, has a vested interest in pricing. Why? Because pricing can make or break your business. Simply put, pricing means what you're asking people to pay for your product. But there is one big caveat to this entire conversation. Not all industries price the same. We have listeners in real estate, consumer goods, and so forth. Today we are focusing on pricing in the software as a service (SaaS) business, which presents its own unique challenges and opportunities.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) Brandon Redlinger (Sr. Director of Product Marketing) Jonathan Stevens (Sr. Marketing Operations & Automation Manager)
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast
What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. You do that in Salesforce or whatever your CRM is. It's probably Salesforce for 90% of you. If not, it should be. But we can talk about that another time. Tune-in today to learn pipeline management best practices, why it’s hard to automate, the importance of Ops, workflows, validation rules and so much more.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Today we talk about social selling. Real social selling. Not connecting with prospects on LinkedIn and pitching them. Not outbound automation. Not spam. Social Selling is relationship building. It's leveraging social channels (in this case, Linkedin) to connect with prospects, develop relationships and engage with potential leads. We get into best practices, the knock-on effect for Companies, and why LinkedIn presents a huge opportunity for salespeople (if used correctly). Plus, our extremely pro-Social Selling producer, Alec, speaks up for the first time and explains the importance of being "responsible for the dopamine hit."
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
What is sales forecasting? It sounds pretty self-explanatory and, well, it is. Forecasting your sales. But there’s much more to it than that. Here’s the proper definition for you sticklers: the process of estimating future revenue by predicting the amount of product or services your sales unit will sell in the next week, month, quarter, year, etc. Tune-in to this episode to learn the nuances of sales forecasting, why it’s central to a successful RevOps program, ringDNA’s best forecasting practices, and why negative forecasting may be the most important strategy of all.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Today we're going to be talking about cold outreach. Now this is near and dear to Jordan's heart, as somebody who managed sales teams for quite a long time. So, this is a very fun conversation. Cold outreach is the practice of contacting potential customers in your ICP (preferably) via phone, email, text, social media or carrier pigeon, to see if they have a problem that you can help them solve with your product. Twenty years ago no one would bat an eye at the efficacy of cold outreach, but today there are successful businesses bringing all their leads in through marketing, 100% inbound. So, why in 2021, when you can have 100 different marketing avenues, is cold outreach still so important? Tune-in for the answer and plenty of data-backed outbound tips and tricks.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
This week we have our first official guest on the podcast. Sure, we've had our producer Alec talk a few times, but that doesn’t count. We’re talking about a REAL guest. The OG of account-based… well, everything: Jon Miller (CMO of Demandbase). Not only did he co-found Marketo, where he helped transform marketing automation. But as founder of Engagio (which was later acquired by Demandbase), Jon drove the account-based marketing phenomenon. So, today we’re talking about, you guessed it, account-based everything, or what Jon now calls ABX (account-based experience).
About the Guest: Connect with Jon on LinkedIn: https://www.linkedin.com/in/jonmiller2 Follow Jon on Twitter: https://twitter.com/jonmiller Learn more about Demandbase: http://demandbase.com Demandbase TV: https://your.demandbase.com/dbtv/the-abxperience Get The Clear and Complete Guide to Account-Based Experience: https://demandbase.com/guide
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Most may not consider Customer Success Management (CSM) a significant piece of the revenue operations function, but we here at ringDNA fundamentally disagree. For people not in the tech or startup space, CSM is the business method of ensuring customers achieve their desired outcomes while using your product or service. Some businesses may call it an account manager or relationship manager, but it's ostensibly the same thing. Reduce churn, increase upsells, and improve the lifetime value of your customer. Today we discuss why it's an integral part of Revenue Operations and why it merits special attention.
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
On today’s episode, we talk about sales messaging, which can be a bit like the wild west. Sales messaging is different from marketing messaging and corporate messaging. The end goal, here, is to book a meeting or close business. By breaking things down into simpler terms and learning about sales messaging, you can improve your alignment between marketing sales, customer success, finance, and legal. Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Today we’re talking about implementation. Software or product implementation typically occurs in the post-sales process, and is essentially, deploying whatever the customer purchased. This typically involves making sure the product will operate properly and that users are trained and able to access said product. Tune-in to learn how to fulfill your contractual obligations and be a reliable sales force.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Today on the Rev Ops Podcast we delve into the importance of aligning sales, product marketing, demand gen, and customer success in something we call territory planning. In other words, a plan to ensure that your sales team is targeting the right prospects. Historically, most territories have been broken down by geography, but in today's world, modern territories are also divided by things like industry and company size. Tune-in to learn how to target and approach prospects and existing customers so that you can close more valuable deals for your company.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
At a high-level a sales development representative (SDR) is responsible for prospecting. They research and reach out to new clients who might be interested in the products that your company sells. And they introduce those clients to the company, which is really a nice way of saying they pester the hell out of somebody until they take a call with an account executive (AE). We kid! Of course, there’s so much more to it than that. Tune-in to find out how you structure your SDR team for sales success. Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Welcome to the RevOps Podcast! In our debut episode we discuss... you guessed it... RevOps! Today we set out to define RevOps, explain why you should have it, how to structure it, and when and why it’s important. Tune-in to find out why RevOps is the new GTM strategy being implemented by top companies.
Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin
Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com
Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP
Welcome to the RevOps Podcast. Join Jordan Henderson, Jonathan Stevens and Brandon Redlinger on a journey as they explore building a top-notch RevOps function at a sales tech company (and making a podcast while doing it).