Revops Therapy: Recent Episodes
Greaser Consulting
We don't want to see your clean spreadsheets. We want to see the raw data.
Let's face it, if you're in revenue operations, your job is filled with experiments, failures (exhem, pivots), and things you'll do differently in your next role. That's why experience is so valuable.
This podcast focuses on the people behind the processes that are revenue operations.
Pandora’s box has been opened. Generative AI is all the buzz among salespeople, marketers, content creators, students, teachers, and many more.
Will it replace jobs? Is it considered cheating? What about copywriting laws?
In this episode, Tomer Zuker, VP of Marketing at D-ID, and RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser, sit down to tackle the philosophical and ethical implications of generative AI.
And one thing is for sure, as Zuker, an executive in the AI space, shares: as the technology advances, those who learn to work with it are one step ahead of those who try to work against it.
In a world of SEPs, automated emails, and now AI, it’s more difficult than ever for SDRs to stand out.
Personalization at scale doesn’t seem realistic if you’re working at a large company and reaching out to hundreds of prospects.
Jerry Pharr, Senior Director of Global Sales Enablement at Redis, shares his ideas on standing out with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
Persona-lization, not personalization. What’s persona-lization?
“Persona-lization or, you know, just relevance based on their role, and industry, and that kind of thing.”
To learn more and hear the rest of his insights, check out this week’s episode!
Yael Kahn, Senior ISV Partner Development Manager at Amazon Web Services, is passionate about mentoring the younger generation of girls, helping them find their voice and have the courage to share, then act on their big ideas.
She furthers this quest through the AWS GetIT program, which focuses on 12- to 14-year-olds with visions to problem solve.
Yael and RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser talk about the importance of women breaking into tech and shattering outdated ideas about their limitations and ingenuity.
Finally, your SEP solution is here! Trevor lays out the simple plan you’ve been waiting for to successfully maximize your sales engagement platforms and user adoption.
In five no-brainer steps, Trevor goes into depth discussing the necessity of: having a good user interface to keep things closet-like organized, relying on data to drive decisions, the importance of communicating your changes, the absolute baller recommendation to build Help Desk functions to keep what would-be-bumps rolling efficiently so it’s easier on your people, and why your best adoption strategy needs to be to build up your current platforms before you build wide (don’t overwhelm - understand and engage in what you have before adding in more crossover/duplicate role programs). These solutions will maximize your current SEPs, keep your users plugged in and cruising, and allow you to evaluate future needs as your sales ops flourish.
So dig in for a listen and take his tips back to your own drawing board for some wins!
Trevor Wellen, Principal at MavenForce, dives into how to maximize engagements through key adoption strategies, while RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser, picks his brain on how to choose tech tool systems that are individually good and meet certain needs, vs a very good tool with a wider scope.
It’s all alphabet soup: AE, AM, CSM, SDR, PS, and more.
Roles and responsibilities tend to morph and shift between each of these titles, depending on the company.
So what is customer success’ role versus account managers or professional services?
Stephen Sunshine, VP of Sales at AlertMedia, says it doesn’t matter what the title is as long as we’re all working together to get customers from point A to point B and then layering on C and D when they’re ready.
He shares his ideas on this, plus how comp plans could work and the future of sales with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
“Regardless of the generation, you need to feel that you are rewarded.”
Really, are millennials, Gen X, and even Gen Z all that different?
Alicja Arts, Head of Sales Operations at sennder, would argue that each generation has its quirks, and when it comes to Gen Z, she’s learned that she has to approach enablement a little differently.
Alicja shares suggestions for enablement with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
And keeping Gen Z engaged? Now that could be a whole other discussion, but it’s covered a little in this episode as well.
Generalists do all things good. They have their hands in everything. They enjoy the pace and the race of the next project and big idea. But as a Generalist and a family man, Matt discovered the importance of finding balance, and taking his hands off roles, delegating them to those who specialize, so he could focus on the big picture and let the experts help take it to the next level.
In doing so, it allowed Matt to discover who his key people were in business, being a conduit for their growth. The hope is to lead others to think outside the box of their current role, seeking opportunities to serve and find diversity to achieve satisfaction and cause change - at work and at home.
Matt Garber, Vice President and Corporate Counsel at The Fairness Center and RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser talk about opportunities to find your mission in family and in the workplace.
“There's really two tracks within revenue operations: you can really deep dive and become a very strong IC, or you can grow and become a strong leader.”
Hannah Duncan, now Head of Revenue Operations at Logixboard, has done both. She’s been a strong individual contributor and she’s led a lean team in various roles.
She shares what strategies to implement when you are the lone wolf and what she thinks makes a good RevOps leader with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
For a deep dive into what it takes to support and run a RevOps motion, listen in.
Of the 32 people Sean Gabrus, Director of Professional Services at Outreach, has had work under him, 31 are still there.
This stat is rather unheard-of in a hyper-growth company.
Sean shares what he looks for when hiring and three specific principles he uses to guide his team with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
Whether you’re managing a team or identifying the type of team worth being part of, this is the episode for you.
Support can be a pretty thankless job.
Whenever customers are unhappy about a product, Support teams are always on the frontlines to put out fires as they come up.
It might seem like Support is just there to fix problems post-sale, but can they play a more strategic role in RevOps as well?
On today’s episode, Jordan Greaser, RevOps Therapist and CEO and founder of Greaser Consulting interviews Andrew Kealoha, Senior Technical Support Engineer at Spekit to discuss how Support can be a versatile role in any organization.
Have you ever been fully immersed in a new culture fundamentally different from your own?
Yael Kahn, Senior ISV Partner Development Manager at AWS, joins Jordan Greaser, RevOps Therapist and CEO and founder of Greaser Consulting, to talk about the nuances of working in cross-cultural business environments.
On today’s episode, they’ll exchange stories that show the importance of embracing a new perspective when working with people in different countries.
“The best partner people are actually awesome sellers.”
Morgan Harris debunks the myth that AEs who can’t sell get into partnerships by sharing his journey to his current role as North American Sr. Partnerships Manager at ClickUp.
He also shares how channel selling and partnerships are different, as well as the philosophies behind what makes a good partner and the future of these kinds of relationships.
RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser, got an education in this episode, and you will too.
“I'm definitely one of those folks on the one side of the sales org going ‘Who are these Channels Salespeople anyway?’ Not saying I'm against you. Not saying I'm for you, just saying like, ‘I don't know who you are, right?”
Thankfully, Kyle Warren, now CEO of PartnerStart - a SaaS Partnership/Eco Consultancy company, joins the podcast to school Jordan Greaser, RevOps Therapist and founder and CEO of Greaser Consulting, on what exactly Channel Selling is and how it works.
He also shares his thoughts on how someone might get into a Channel Selling role and how the approach to selling is different from what SDRs and AEs do.
“What kind of freak are you that you just keep doing the beginning again, and again, and again, because you got to be a glutton for punishment if that's the case?”
Samuel Sunderaraj, now VP/Head of GTM at Pebble, loves startups. He’s passionate about getting startups from seed to series A and series A to series B.
RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, discovers where this passion comes from and how Samuel’s career has evolved.
How does one even get into a ProServe role?
There doesn’t seem to be one direct path that everyone is able to follow.
RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, interviews Nicole Ambion, now Practice Director for NORAM Field Services Team on the Outreach Professional Services Team, about her journey.
From Toronto to the US, from support engineers to running ProServe teams, Nicole has an interesting story to share, as well as ideas on how to lead one of these teams.
In honor of our 50th episode, RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, connects with one of his mentors, the man who hired him at Outreach and started his career in the trajectory that led to him to where he is today:
Mark Kosoglow, former Senior Vice President of Global Sales at Outreach, now CRO at Catalyst Software had a “1 in 10 billion” chance, coming from a small town in central Pennsylvania, to become employee #1 at Outreach.
He shares his journey and the attributes that he looks for when hiring and what makes someone successful, regardless of where they’re from.
Listen in to hear Mark’s story as he shares insights that led him to success.
We’d also like to extend our sincerest thanks to Mark for the impact that he’s had on our fearless leader, Jordan. None of us would be here without him.
In January of 2018, Cari Olson was put on a PIP.
Jordan Greaser, RevOps Therapist and now founder and CEO of Greaser Consulting, was the one who put her there.
How does Cari feel about it now?
Thankful. Because being placed on a PIP changed the course of her career forever.
Now Senior Manager of Sales Development at Workato, Cari sometimes has to place others on a PIP. Having experienced both ends of the PIP, she has advice to share for SDRs who need to overcome what many consider to be the “kiss of death”.
Toni Hohlbein, CEO and co-founder of Growblocks, is leading the RevOps charge in Europe. And he didn’t even know it at the time. He and his Growblocks partner thought they were coming up with a new idea: commercial operations.
In fact, he shares with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, that he thought “revenue operations” would never catch on.
Now, Toni is on a mission to transform ops across companies in Europe. He shares his thoughts on what makes a good CRO and how to get sales, marketing, and CS aligned.
“Probably 30% of the guests that hop on here have some story about how they didn't like me at first, and then they kind of did, and then they weren't sure.”
Molly Grossman, Sales Manager at Upp Technologies, was prepared to hate Jordan Greaser, RevOps Therapist, founder, and CEO of Greaser Consulting when their paths crossed at Outreach.
With mutual love and respect for each other now, Molly couldn’t wait to join RevOps Therapy and share her thoughts on the latest social media sensation: quiet quitting.
According to Molly, it’s the saddest thing in the world. Why? Listen in to find out.
Think of a time when you struggled, when life was hard, when going to work seemed almost impossible because your mind was somewhere else.
Did you ask for help? Did you even know how?
Ronnie Ashline, Technical Business Developer – Enablement at AWS, shares personal stories of times when she struggled.
She shares lessons that she’s learned from these hard times with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser.
They talk about identity, community, help, being social together, drawing boundaries, and what goes into setting yourself up to be okay.
Odds are, if you work in sales or marketing, you’re ready to square up on one side of the ring to defend your opinion. Who should write sales copy: sales or marketing?
Sales knows the voice: one human reaching out to another. Marketing knows the brand and wants to protect it. It’s a never-ending tension.
RevOps Therapist, founder and CEO of Greaser Consulting, and sales guy at heart, Jordan Greaser, and Kathleen Niemann, Outreach Program Lead - North America Marketing, duke it out.
Who will win?
Health. It looks different for everyone. It feels different for everyone.
Coming out of a pandemic, it’s something that has been on people’s minds.
Whether you’re sitting in the office, at a desk, or you’re sitting at home all day, how can you make sure you’re doing what’s best for your body so your body, in turn, can do its best for you?
RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser asks Catlyn Leavengood, Senior Account Executive at PandaDoc and Certified Health Coach, for her advice on getting healthier, having more energy, and building habits for a happier life.
It seems as though, every time you log into LinkedIn, another company has laid off hundreds of employees.
With so many people now endlessly scrolling Indeed for work, or more specifically, their dream job, how do you keep your spirits up and stand out from the crowd?
Bob Gardner, career coach founder of CareerPioneer, shares his experience and expertise with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser.
His first piece of advice? Stop endlessly scrolling through Indeed and put on your sales hat.
It’s a cliché. But for some reason, it seems that many people in SaaS believe it.
Chris Leon, now Senior Sales Execution Consultant at Greaser Consulting and “old dog,” has proven time and again that he can learn new tricks.
That’s why RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, called Chris and recruited him to be the first employee here.
Chris shares his experiences, starting with being fired by Jordan at Outreach, in his 40s, to learning and sharing as much as he can with all of his clients, even into his 50s, and he has a lesson to teach anyone who thinks they “can’t,” no matter your age.
David Breshears was a graduate student and assistant professor. Now, he’s in sales, the self-proclaimed Chief Revenue Mechanic of Silicon Hills Revenue Lab.
RevOps Therapist, founder, and CEO of Greaser Consulting, Jordan Greaser, started in sales and is currently working toward his PhD.
What do academics have to do with generating revenue? More than you’d think.
Breshears thinks about sales differently; he analyzes more and is here to get you to shift the way you think about how to approach the process, from starting up to selling to enterprise clients.
Have salespeople become lazy?
Today’s reliance on Sales Engagement Platforms and an inherent fear of making phone calls have changed the way XDRs do their jobs.
Is it laziness? Is it generational differences? Is it because of the change in today’s economy?
This controversial topic is tackled by RevOps Therapist, owner, and CEO of Greaser Consulting, Jordan Greaser, and Senior Director of Sales Program Strategy at SAP, Eddie Ham.
Listen in, and let us know your thoughts!
How do you know if you’re working with the right company, the place that fits YOU the best?
RevOps Therapist and owner and CEO of Greaser Consulting, Jordan Greaser, and AE, Mark Williams, talk about Mark’s journey to find the right company and what qualifications make Gorilla Logic that perfect fit for him.
It took an early start in a tech company, a few years of skiing, and a few years of just getting by to figure it out.
Having a content strategy is more than just writing a few sequences or cadences and uploading them to your SEP.
Just ask owner and CEO of Greaser Consulting, Jordan Greaser, and TJ Macke, SVP of Strategy at Sapper Consulting.
These two frenemies, with years of experience in the field, talk domain, deliverability, number of touches, testing and iteration, and what should go into creating a complete content strategy.
Some people are planners, preferring to have everything laid out; the future is clear. And some people are like bungee cords, preferring to be stretched, wanting to grow and learn, not sure where they’re going to end up, but enjoying the journey there.
Brooke Threewitt doesn’t have a 10-year plan. The career journey that has brought her to Manager of Learning and Enablement at People Data Labs is not one that she was always prepared for.
She shares her journey and insights with RevOps Therapist (and self-proclaimed planner) and owner and CEO of Greaser Consulting, Jordan Greaser.
Kerri Smith, Senior Sales Development Executive at Postclick, is the queen of efficiency.
Seriously, her kitchen is set up so she doesn’t have to move when she bakes. Why waste steps?
This need for efficiency opens her day up for time to be creative in her sales messaging.
And the numbers don’t lie: Kerri hits 160-180% of her quota.
She shares some of her secrets with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser.
One of the biggest? Humanization, rather than personalization.
One of Rich Surprise’s earlier memories is standing in line, at the height of Communism, hoping there would be a loaf of bread waiting for him when his family got to the front.
After living in places like Senegal and Moscow thanks to a father who worked or the US State Department, he attended Virginia Tech, found a passion for cooking and hospitality, then pursued sales, and eventually landed a few other positions at some big-name companies.
And then COVID happened. Layoffs happened. Perspectives changed.
Rich, now the Director of Global Sales Development at Cloudbeds shares his journey, as well as changes he’s seen in sales since then, with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser.
It failed once. It failed twice. But really, the third time was actually the charm.
You might be surprised to learn that Outreach’s AEs prospect. But it wasn’t an easy road to get that started. That is until they implemented a structured plan: dedicated, respected time blocks to add prospects to sequence and to call.
But there’s more to it… is there anything better than getting an inside look into how Outreach does outreach?
VP of SMB Sales at Outreach, Nathan Broome shares what finally worked to get AEs to prospect alongside their SDRs successfully, and how it’s structured, with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser.
VP Growth at Consentio, Francois Eppinger has lived/worked in Singapore, Milan, London, Paris, Berlin, and now Barcelona.
Is there anyone better for RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser, to interview about differences between the Unites States and European countries when it comes to tech stack adoption?
“Frank the Tank” shares what some of those differences are and his ideas behind why they exist.
If you’re looking to break into other markets, this episode has a wealth of knowledge for you.
It might seem like Mission: Impossible when it comes to getting buy-in from all stakeholders in your organization.
If you’re feeling the odds aren’t in your favor, Senior Director of Revenue Operations at DISQO, Suriel Lopez, who has 12 years of experience in Sales and Revenue Operations in SaaS, has some advice.
It starts with using the data, no matter how bad it is, to show that a solution is needed; no need to hide it.
He explains this tip, as well as a few others with RevOps Therapist and CEO and founder of Greaser Consulting, Jordan Greaser to help you get to Mission: Complete.
Post-pandemic, it seems one of the biggest debates throughout the country is: work in office or work from home?
There are many pros and cons of each option that RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Philip Yi, SDR Manager at Confluent, discuss, as well as ways to better connect in a virtual world.
This episode starts with a bonus discussion of what it’s like to work in the UK versus the United States.
How does each country handle PTO? What does work and life balance look like in each country?
No matter your industry, this is an episode for everyone.
How much automation is too much automation? Is too much automation possible?
What if automation replaces jobs? There’s an interesting story about candlemakers and the sun that might impact your opinion on this one.
Founder and CEO of Greaser Consulting, Jordan Greaser, and Nate Roybal, Senior Account Executive at Syncari, tackle these subjects, as well as whether it’s better to individually solve small problems in an org or buy broad solutions to solve broad problems.
Do you believe some of the myths surrounding the go-to-market funnel?
If you’re wondering whether or not what you believe IS actually a myth, Amy Kohl, CEO and founder of AK Operations, is here to clear those up for you and for CEO and founder of Greaser Consulting, Jordan Greaser.
She also shares her expertise on when to hire, when to slow down, when to keep running lean and the achieving alignment between marketing and sales.
Ali Adler, VP of Marketing, and Jan Chmura, CRM Project Manager, both from Sealed, broke Microsoft Excel.
Seriously. They maxed out the formula input tab with too many characters for the formula they needed.
At 15 people, their Excel sheet did the job. But when it came time to scale, it just wasn’t enough.
That’s where RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser came in.
Together, these three discuss what it takes to scale, setting up the world’s most complicated trigger map, and when to automate parts of a workflow.
VP of Marketing at EnGen, Penny Williams, believes her role as a mom, among other things, is to prepare her nine-year-old daughter for the workforce.
How does she do that? She has one definitive rule: participate in a team sport each year.
She explains the reason why to dad, coach, and founder and CEO of Greaser Consulting, Jordan Greaser.
Sure, it’s healthy. Sure, it promotes resilience. But Williams has another reason. Listen in as these two parents relate raising kids to managing a team.
Hugo Song, Product Manager at Google, wants to talk to customers. He’s not the product developer with his head down, staring at white boards all day.
The best way to create a product that solves customers’ problems? Simply talk to them.
He shares the benefits, and how to listen the right way (yes, even to your spouse), with RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser.
Changing careers can be really scary. Changing careers later in life could be absolutely terrifying.
New Global Sales Enablement Program Manager at Redis, Philip Bokan, shares his experience moving from a 25-year career in sales into enablement with RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser.
From how to level up a team to doing that and working remotely, these two cover a variety of topics on the journey from sales to enablement.
From working on the National Catherdral and Washington Monument to running endless miles in the mountains of Colorado, Sonja Hinish, Senior Associate at BC&E, LLC knows a thing or two about career change; work/life balance; hustle; and most importantly, resilience.
This episode is a little different; it’s not about marketing, sales, or SEPs. It’s about life. And Hinish has a lot of insights to share with Jordan Greaser, RevOps Therapist and CEO of Greaser Consulting.
Her greatest lesson? Enjoy the journey. But there’s a little more to it. What do you do when you’re feeling uncomfortable?
“Man, those were some of the happiest days of my life. And I was making little to nothing; I wasn't able to actually afford my student loan debt. I wasn't able to, you know, save at all.
“But I was in such a zone of like, feeling peace, that it didn't even matter. I didn't I didn't even care about my debt or my income or any of that, because it was just like, I felt alive every day that work.”
When is the last time you felt alive at work? If this question has your mind hopping in a time machine, Jacob Turner, Founder/CEO of Xebra Consulting, has some advice for achieving work and life balance.
And no, it doesn’t include finding a job that pays little to nothing.
From becoming the second employee, who was pivotal in helping Outreach become the company it is today, to government work and then starting his own business, Turner shares the experiences he’s gained in his life with RevOps Therapist and Founder/CEO of Greaser Consulting, Jordan Greaser.
Grind. Hustle. Sam Nelson has it. Stephen Farnsworth has it.
Show up at the Outreach office at 6:00am. Five-minute run to grab a sandwich for lunch. Eat at the desk. These former roommates had two very similar days.
What was different was their approach, their workflows. Was that bad? No. Did both work? Yes.
RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Stephen Farnsworth, Segment Leader at Workato, analyze how differences in your team can be wonderful.
They take it one step further to discuss how to coach those differences, too, to take an underperforming team to greatness.
What do you do when it all goes wrong with your customer?
RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Deirdre O’Connor, North American Outreach Program Leader at SAP, share a story from their Outreach days when things didn’t go as planned.
Pro-tip: Don’t hit the “Clone” button 20 times; it won’t do you any favors when you’re about to meet the Outreach ProServe Team.
But, when you’re on a ProServe team, and you’re looking at a customer who told you they knew what they were doing, but they don’t, where do you go from there?
As it turns out, overcoming these challenges can lead to the best customer relationships down the road. Jordan and Deirdre will have you laughing along the way as they share their stories and tips.
Everyone’s in sales. Everyone.
Brian Court, Director of Global Sales at DHD, explains this concept best to Jordan Greaser, RevOps Therapist and CEO of Greaser Consulting:
“The easiest way to get to that is if I asked you, ‘tell me something you're passionate about,’ right? … It just naturally starts to come out. And you're not, you're not selling me, but you're selling me? Right?
“You're, you're showing me how this particular thing is worth a time investment or is meaningful, when before it wasn't to me. And we don't think of that as sales… And that's, in my mind, selling; that's what selling is.
“It's, it's encouraging people to move towards something for something that they truly believe is in their best interest and others' best interest. And so, that, to me, that's where you want to sit in a sales process.”
Court goes on to explain how this understanding can lead sellers to being more empathetic and more helpful, closing better deals.
Let’s be honest: this episode didn’t go in the direction we had expected or planned.
But that’s to your benefit: you’re getting a raw, insider’s look into the thought processes of RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Mark Turner, VP of Revenue Operations at Built In, when it comes to how to build your tech stack.
From Series A to Series B, and we didn’t make it much further past that, where do you start spending your money on tech? Is a CRM really the best first choice?
When talking about the buyer’s journey, do you picture an arrow that completes a circle? How about a funnel? Or, perhaps you follow Winning by Design; are you picturing a bowtie?
If you’re not sure what you should be picturing or how you should be thinking about the buyer’s journey, RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Stacie Sussman, Revenue Growth Architect with SSR Digital Group are here to clear up any confusion.
Are you a smartphone or a flip phone kind of person? Before you glance at your smartphone and scoff at such a silly question, we’ve managed to find two leaders in the tech space who have made the switch back to flip phones.
Why should we care? Because whether someone uses a smartphone, that has everything anyone could want in one place, or whether someone uses a flip phone, carrying around simply the ability to call and text while keeping productivity apps on devices like work laptops, parallels the discussion of which is better: omnitools or stitching together parts of a tech stack?
RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and David Kübler, Sales Analyst at Project A Ventures debate these two concepts: not smartphones versus flip phones (although you’ll have to listen to determine who the real trendsetter is there), but whether it makes more sense to invest in one tool that can do it all or many that can do precisely what you need.
It’s not just a 30-day free trial. It’s not firing all of your salespeople.
Product-led growth is a shift in thinking, starting with and focusing on the question “how do we create value for the end user?”
As Jon Hill, VP of Global Revenue and Operations at Linode, puts it: “how do we start that way: thinking of the end-user, leading with value, removing friction, and then earning the rights to get them to convert into being a paying customer, or growing as a paying customer?”
Hill answers these questions and reveals how product-led growth can work in SaaS in his interview with RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser.
What if we told you that it’s a good thing for your XDR to receive a negative response? Not an unsubscribe, but a negative response.
Most XDRs chase the positive response, quickly getting back to anyone interested in a meeting. But… the data shows that XDRs who quickly reply to objections are actually the most successful.
Don’t take our word for it; you can ask Pavel Dmitriev, VP of Data Science at Outreach, who spoke with RevOps Therapist Jordan Greaser, CEO of Greaser Consulting.
“My armchair opinion is that when everybody moved home you didn't have the fun office time, didn't have the shooting the breeze conversations in the hallways or B.S.ing before and after a meeting started; it was just like work all the time. And so you lost like the warm fuzzies.
“And then the focus comes to the tangible things, which is how fast am I going to get promoted? And how much are you going to pay me? Which are important parts of working?
“I think most people work because like, you know, we work to make a living and not because like I just love getting up at 5am every morning and working all day. I do like my job. But that's an important part of it. But I think when we all left and went home, it became easier to focus on that stuff.” - Brooke Bachesta, Revenue Enablement Manager for Global XDR Teams at Outreach
Today’s job market is unlike any we’ve seen. RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, and Bachesta discuss attracting and retaining talent, especially in regards to SDRs, in today’s market. Their discovery is no secret: being honest and listening go a long way.
… until it’s time to get serious, bring go-to-market and sales together, stop pointing the finger, find the gaps, and start focusing on giving customers a better experience.
This is easier said than done, but Jen Igartua, CEO of Go Nimbly and Game Maker with Pillbox Games, first leans on her expertise in game creation and rule development, relating those to setting teams up for success with revenue operations: “people want to know what lane they're in. And they want to know what winning and success is.”
RevOps Therapist, Erika Davis, and Igartua share their ideas and experiences as revenue operations consultants and how to set teams up to win in any organization.
Mental health awareness. Self-care. Burnout. Years ago, people shied away from these phrases; we didn’t talk about them. More recently, brave souls have started to shine a light on the importance of taking care of yourself. And even still more recently, discussions have begun to center around how, in doing so, the benefits spill into the workplace as well.
Two outspoken mental health advocates: RevOps Therapist Erika Davis, and Ryan Zadrazil, Co-founder of Pause, share their experiences with and in the mental health field and offer suggestions for avoiding burnout in business.
There’s no crying in baseball, and there’s no cannibalism in revenue operations. There tends to be some controversy, and even a little fear, around the term “RevOps,” as if one team will suddenly be dissolved into another.
To clear up the controversy and calm any fears, RevOps Therapist, Erika Davis, and Asia Corbett, Senior Revenue Operations Manager at Bread Financial, tackle the tough questions around defining revenue operations, important roles, and how to harmoniously bring all teams together.
When you hear the name Tony Robbins, you probably form a picture in your mind of massive groups of people who are jumping up and down, giving and receiving high-fives, breaking boards, and even walking on fire. High-energy, life-changing events. Togetherness.
When the COVID-19 pandemic shut down in-person events, Robbins Research quickly needed to pivot. An organization built on bringing people together suddenly couldn’t do that anymore.
On this episode, RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, interviews Debra Paul, Director of Operations at Robbins Research International, who shares how pivoting to in-person events, while difficult in those uncertain times, turned into a bit of a blessing for thousands of people across the globe.
The best trainers remember Yoda’s most important advice: A mentor, you are. Star of the show, you are not.
We swear he said that somewhere: maybe a deleted scene?
RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, admits he thought was a good trainer until he met Tiffany French, workshop facilitator at Duarte, who shares her best advice for creating memorable training sessions where participants remember more than a few funny jokes.
Striving to be like Yoda, embracing that mentor mindset, and not Luke Skywalker, star of the show, is the first step in engaging an audience where they are and giving them what they need. Tiffany shares how she does this, plus more tips, to become an even better trainer.
Sound familiar: you’re watching a television show; your friend asks, “what did that character just say?” and you have no idea? Sure, you heard the lines; you have a general idea of what’s going on in the episode. But, what was just said?
It’s mildly embarrassing when this happens during your favorite show, but it can be quite problematic when this happens on a cold call.
RevOps Therapists Erika Davis, VP of Go To Market Strategy, and Trish McCormick, Content Strategist, at Greaser Consulting, share how the skill of active listening, learned and practiced through their studies in psychotherapy and integrative nutrition respectively, can improve conversations, not only in sales, but life. (And it could even help when you’re binge-watching Netflix).
This episode begins years ago, on a high school basketball court, in central Pennsylvania. RevOps Therapist, Jordan Greaser, CEO of Greaser Consulting, and Alex Lynn, Senior Director of Global Sales Development Operations at CrowdStrike, started out as basketball players from rival schools.
While moving through the ranks (not the basketball ranks), starting as SDRs at Outreach, promoting to managers, and advancing their careers in different paths, the two have experienced many levels of a career in sales.
What should you be looking for when hiring SDRs? As a leader, what can you do to support your team and be the best you can be? There are many different opinions on this, and with these two very different leaders in the industry, you’re sure to pick some ideas and laugh a little along the way.
There’s the SDR to AE relationship There’s the AE to CSM relationship. There's the CSM to ProServ relationship. And who knows what in the world goes on with support in the rest of the organization?
This question is worth addressing. But first, it’s the Sales to CSM relationship and the friction points that can exist there that RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, and Ruth Frantz, VP of Customer Success at Esper, tackle in this episode.
One thing is for sure: the answer doesn’t lie in ringing the bell and sending the two to their corners. It lies in building those relationships between human beings. Jordan and Ruth share ways to do just that, from paint and sips to COVID-testing, so everyone has a seat at the table. In reality, both roles embrace relationship-building anyway.
And what about where support professionals exist in the organization? Our therapists tackle that too.
Without a two-way feedback loop between your sales and marketing teams, odds are, both feel a sense of dread (and probably a little annoyance) when an email comes through from “those people who just don’t get it.”
RevOps therapist and Greaser Consulting’s VP of Go To Market Strategy, Erika Davis, and Bethany Davis, a marketing and sales liaison extrordinairre, discuss the importance of and how to create a sense of trust and open communication between marketing and sales.
The truth is: both have expertise to share and are equally important. Sales can’t do what they do without marketing, and marketing can’t do what they do without sales. Once the two can share open and honest feedback, you’re on your way to RevOps adoption.
Bonus: How’s your open rate? Click rate? What about your reply rate? Even if your reply rate is good, have you looked at the replies themselves? If most of those replies are “Unsubscribe,” “STOP,” or “Please take me off of all of your lists NOW,” suddenly that “good” number isn’t so appetizing. For that reason, Sales Engagement Platforms are introducing intent data. Bethany shares how she and her team worked together to determine if this data is the real deal and if it can prove useful for your business.
The term “RevOps” has been one of those popular buzz words floating around in the past few years. Heck, we even created a podcast about it! It’s one of those things that sounds great, in theory; the problem is that it’s rarely implemented well, frustrating sales and marketing teams.
If there’s tension between your teams, and your org is in need of some RevOps Therapy, pull up a chair. Erika Davis, VP of Go To Market Strategy at Greaser Consulting, and Jeff Marcoux, Founder and CEO of Sphere Strategy, both of whom have spent time in sales and in marketing, dismantle this complex buzz word.
While alignment between teams sounds simple enough, unfortunately, it can’t be achieved by walking in the office, snapping your fingers, and proclaiming that you’re following a RevOps model. It’s a process that involves building roadmaps and communication.
For more information on how to get started, check out our blog.
Since the start of COVID, the number of emails that people are getting has more than doubled, but the number of replies has almost halved. How do you overcome such a staggering statistic?
RevOps therapist Erika Davis, VP of Go To Market Strategy at Greaser Consulting, and Will Allred, co-founder and COO of Lavender, discuss the difference between templates and frameworks and how to help your reps personalize at scale.
We can all agree that personalization is key when sending emails. But if your reps are just sprinkling a random line about something they found on LinkedIn into an otherwise form email, written by someone else, all they have is a disjointed message that won’t get a response.
Giving them a framework, though, that teaches them what is working in the messaging, and why, will help you, and your reps, get the reply rate you’re looking for.
We get it. Cold calling can really suck. And it can be really hard to motivate your team to do it, especially when your SDRs are working remotely.
How do you overcome the challenges of motivating a team to dial when they’re not together on the sales floor? How do you coach your team when you, yourself, don’t feel confident making cold calls?
Our RevOps therapists: Jordan Greaser, CEO of Greaser Consulting, and Amanda Jones, Strategic Management Consultant and Call Coach, discuss tips to help you:
- find and analyze the data on your reps’ calls
- coach and motivate a team of diverse individuals
- “put your money where your mouth is” (don’t worry; it just involves being a human being)
Need more cold calling support? Download our eBook: Launching a cold calling program that doesn’t totally suck.
You can find it on www.greaserconsulting.com
You never know when it’s coming: that cold call that goes wrong. Just completely wrong. And when it happens, your rep’s first instinct is to turn to their neighbor or poke their head in your door and exclaim, “You’ll never believe what just happened!”
Are you missing that camaraderie of the sales floor now that so much cold calling is happening at home? Are you feeling a little out-of-the-loop now that you’re not in the trenches with your team, sharing stories, being able to coach right there, in the moment?
In an effort to restore some of that missing camaraderie, RevOps therapist, Erika Davis, chats with four sales reps who share their best (or worst) cold calling horror stories.
From stories we all share, like drawing a blank when someone actually picks up and handling a rude prospect, to stories so bizarre that they’re hard to believe, we’ll have you laughing and cringing right along and ready to coach your reps, should they find themselves in similar situations.