Revenue Architect

In this double-header episode of the Revenue Architect, Jeff takes a dive into two passions of his: tech stacks and RevOps. In a power-packed 10 minute episode he covers how their powers combine, specifically: The 51 apps he's used in his career Why avoiding tech can be a false economy The temp-checks you need to take before investing in any tech Why RevOps is so special What you're missing out on if you don't use RevOps And three tips from across his career to manage tech in the RevOps space

Automation can seem like a big, buzzy, maybe scary, topic. But the benefits it can deliver are legitimate, and far greater than simple removing mundane tasks to #FreeTheSalesRep. In this episode of the Revenue Architect podcast, Jeff explores four key benefits of adding automation to your tech stack, and some essential considerations to make before you dive in.

On this episode Jeff dives deep into the nine steps of a successful Annual Plan. 1. Setting the topline (new or renewal) 2. Defining your universe of accounts 3. Segmentation 4. Coverage 5. Capacity 6. Capability 7. Quota 8. Comp Plans 9. Kickoff Tune in to Season 2!

It's survival of the fittest and only those who adapt will come out on top! Find out what top sales teams are doing to not only survive natural selection but thrive and scale growth in the evolving world of Sales Operations

Hypergrowth companies differentiate themselves with world class alignment between sales and marketing. Instead of a linear handoff from marketing to sales, a virtuous cycle between both groups improves the company's overall ability to deliver value to prospects and customers alike. Tune in to this episode of The Revenue Architect, with Jeff, Jordan Henderson of RingDNA, and Sarah Harkness of Cattledog Digital where you will learn: The importance of speed-to-lead Contextualized positioning for your customer's pain points Qualification to identify your strike zone Why using a playbook, sequence and cadence works Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Connect with Sarah https://www.linkedin.com/in/sarahkateharkness/ (https://www.linkedin.com/in/sarahkateharkness/ ) Connect with Jordan https://www.linkedin.com/in/jordanmichaelhenderson/ (https://www.linkedin.com/in/jordanmichaelhenderson/) Thanks to https://www.salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast!

Kristina Jaramillo, president of Personal ABM creates revenue engines for mid-market firms that want enterprize sized deals. Her team creates wins with accounts that were previously unresponsive to sales and marketing for the last five years. Reversing "no" to a yes, protecting at risk accounts, and driving expansion with others. Under Kristina's leadership, her team impacts stage progression, sales cycle, win rates with tier one accounts, deal sizes, ARR and customer lifetime value! These are all Kristina's favorite topics - so grab your earphones and prepare to dive into building the revenue engine partnership! Connect with Kristina https://www.linkedin.com/in/kristinajaramillo/ (https://www.linkedin.com/in/kristinajaramillo/ ) Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/)

Kyle Himmelwright is an experienced revenue growth and enablement leader with a focus on strategic planning, organizational scaling, and business operations and a passion for tackling complex challenges in B2B technology. MBA from the Villanova University and BA from Valparaiso University. Kyle is currently the Director of Revenue Operations at Yelp and this episode Kyle and Jeff break down the go to market model and discuss why process is essential for any business looking to scale and grow. Connect with Kyle https://www.linkedin.com/in/kylehimmelwright/ (https://www.linkedin.com/in/kylehimmelwright/) Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/)

Tune in to this weeks episode to hear Jeff and Mark Rogers, Senior Vice President of Channels & Strategic Alliances at Impartner Software talk indirect sales and channel partnerships. Connect with Mark: https://www.linkedin.com/in/marksrogers01/ Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ Thanks to https://salesiqglobal.com (Sales IQ Global) for powering The Revenue Architect Podcast

"So from my perspective, account-based advertising is a super efficient way to spend your marketing budget. You're essentially choosing to show ads to just the companies that mean the most to you." Mallory Lee Mallory, a marketing automation junkie, runs Rev Ops at Terminus. Mallory comes from the world of marketing and performed many of the operational tasks around it. As Jeff says, her only hobby is work - she lives and breathes it and has an awesome view on current trends and a great take on ABM and what it takes to make it work. Tune in to hear how Mallory is nailing it at Terminus with the right language, and surrounding their prospets with love in this awesome episode of The Revenue Architect. Connect with Mallory: https://www.linkedin.com/in/mallorylee/ (https://www.linkedin.com/in/mallorylee/) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast

"I think the lesson that I'm only just learning...is how to say no with grace...and I've been the guy who has said yes more often that no. And it's gotten me into a rough position where i've over extended myself, my team, my resources...and that doesn't leave anybody where they need to be." Keith Jones Keith is a SaaS veteran who has gone the full circle, from ops to sales and back to ops. A start up warrior through and through, Keith is now at his fifth-venture backed company, running go-to-market systems at Mural. Keith also runs a non-profit community called Ride and Raise, organizing virtual athletic events every month and raising money for some amazing causes. Tune in to hear the lesson of saying no, and pick up many other great tips in this episode of The Revenue Architect. Connect with Keith: https://www.linkedin.com/in/revenueoperations/ (https://www.linkedin.com/in/revenueoperations/) (we LOVE this LinkedIn public URL!) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast

Ben Cohen, Head of Sales Excellence and Marketing at Hella, is responsible for attaining global sales goals of approx. 10B within the automotive supply market. Beginning with career in photography, Ben got his first taste of project management that would lead him to a very impressive role within the 120-year-old company. In this episode, Ben leads us through a breakdown of how Hella markets and sells, how their teams are trained, and how the company has led the automotive supply industry for more than a century. Time to plug in the earphones and get ready for a cracking episode of The Revenue Engine Podcast. Connect with Ben: https://www.linkedin.com/in/ben-a-cohen/ (https://www.linkedin.com/in/ben-a-cohen/) Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast TIMESTAMPS 00:00 - Jeff introduces today's podcast, featuring Ben Cohen! 01:10 - Ben explains his “atypical career path” into sales and marketing 03:57 - A top-down breakdown of how Hella markets and sells 07:50 - Ben spills the beans on his role within and the processes of the sales team at Hella 11:22 - How “Revenue Operations” is making an Impact 13:42 - Ben describes the enablement and training process of sellers at Hella 15:38 - What “USP” means 18:53 - Ben has a go at the “Rorschach Test” 19:19 - Connect with Ben Cohen 19:54 - Final Goodbyes

Director of Revenue Operations at Chief, Allye O'Brien is responsible for all things Salesforce, sales enablement, sales engagement and sales ops, Allye manages from lead to renewal and all the data points in between. With years of experience building sales teams in startups, Allye transitioned from Sales Director to Rev Ops, finding her sweet spot as an optimizer of Chief, where she not only feeds her data passion, she works in an oganization with a mission she's passionate about. What an epiphany - we're loving Allye's idea that we should start looking at our funnel not as linear "cake" with a definitive start and definitive end…but as a donut! A circular funnel that feeds itself and as she says, “when a lead doesn't convert into an opportunity, you should always be revisiting it when an opportunity doesn't convert to a customer, you should always be revisiting it when a customer churns, you should always be revisiting that.” Tune in as Allye and Jeff discuss the donut funnel and all things in between. Connect with https://www.linkedin.com/in/alexandraglicker/ (Allye)  Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff)  Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Architect Podcast

Warren Zenna wears many hats and works with many fast growing companies in helping shape the role of the CRO. The role of the CRO is still a new concept for many organisations and Warren helps CEO's build CRO ready organizations and arms them to succeed. Warren works with companies in aligning marketing and sales and having worked as both a seller and marketer, Warren understands the complexity that can occur between the marketing and sales teams. During this episode Warren talks about the importance of the CRO role and how to untangle the structure to allow key roles to focus and become aligned to help drive revenue and customer success. Connect with Warren https://www.linkedin.com/in/warrenz/ (https://www.linkedin.com/in/warrenz/) Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Architect Podcast

Brad Smith is not your average founder. He has secret powers. Those powers have brought a community of Ops professionals together. The Wizard of Ops aka #WizOps is the best place for ops professionals to meet like-minded people. And when Brad is not using his secret powers building the #WizOps community, Brad is leading an incredible team at Sonar, a platform that gives you x-ray vision for your Salesforce, exposing how your data is used, when it changes, and how it's working. During this episode, Jeff and Brad discuss the importance of appreciating your customers and really understanding what is happening in their world. Brad also shares that no matter what role each person performs at Sonar...they are also selling. Connect with https://www.linkedin.com/in/smithbradleyt/ (Brad) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast.

Joe Caprio, a career Sales Professional recently made the leap from the sales floor...to Founder! Described as a "people first" sales leader, Joe led sales teams across multiple fast-growing tech companies before founding Reprise. Joe built a tech platform providing sales and marketing teams the ability to bring their product to life, with customized demos, website product tours, and a product experience via email! Get ready to shake up your product demos as Jeff and Joe discuss the product journey, and how sales professionals can present their solutions to really engage and cater to the prospects' needs. Joe talks through why the 'demo' stage needs a shake-up and gets down into the architecture of the sales process and how the buyers' journey has shifted. Connect with https://www.linkedin.com/in/joecaprio/ (Joe Caprio) or here at https://www.getreprise.com (www.getreprise.com) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) And thanks to https://salesiqglobal.com (Sales IQ Global) for powering https://salesiqglobal.com/revenue-architect-podcast (The Revenue Architect Podcast)! Don't forget to https://revenue-architect.captivate.fm/listen (subscribe) for great content every week!

Head of Growth and RevOps at Census, Sylvain Giuliani is a revenue leader and mentor with a decade of experience building go-to-market strategies for developer tools. You can often find him geeking out about data stacks in many data communities.  From his early days hitting the phonebook to make a sale, Sylvain knew having data you can trust at your fingertips was a way to get a stronger narrative and target the right customers at the right time. Now helping fast growing companies make sense of their data and technology stack, Sylvain is the guy you want at your table, making sure RevOps is a big part of the conversation to create alignment between sales, marketing, support and customer service. Where to find Sylvain: Website: https://www.getcensus.com/ (https://www.getcensus.com/) LinkedIn: https://www.linkedin.com/in/sylvaingiuliani/ (Sylvain Giuliani) Twitter: https://twitter.com/copypastaa (https://twitter.com/copypastaa) Email: sylvain@getcensus.com Connect with Jeff: LinkedIn: https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) And thanks to https://salesiqglobal.com (Sales IQ Global) for powering https://revenue-architect.captivate.fm/listen (The Revenue Architect Podcast)!

Tune in to this week's episode as Jeff sits down with Andrew Hahn, a 20 year SaaS veteran who built out the strategy, operations, and sales methodology as the Global VP of Content Sales & Operations at Cornerstone on Demand, through to their IPO in 2011, which at the time was the largest LA-based IPO. Today, Andrew is the Chief Revenue Officer at FormAssembly, trusted by huge logos, such as Target, Amazon, and the University of Michigan. Jeff first met Andrew through the LA Revenue Collective Chapter, and during this episode they dive deep in conversation about the associated risks when driving a sales strategy. Connect with https://www.linkedin.com/in/andrewhahn1121/ (Andrew Hahn) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to  https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast. Don't forget to https://revenue-architect.captivate.fm/listen (subscribe)!

Join us in the latest episode of The Revenue Architect Podcast as Jeff Ignacio and Jonathan Morgan, Director of Sales and Marketing Operations of Atlanta based SaaS company AchieveIt, discuss marketing, sales, and revenue operations. Connect with https://www.linkedin.com/in/jonathan-d-morgan/ (Jonathan Morgan) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to  https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Architect Podcast. Don't forget to subscribe!

Join us in the latest episode of The Revenue Architect Podcast, as Jeff Ignacio and Kevin Dorsey, VP of Inside Sales at PatientPop and Mentor at 500 Startups - discuss how playbook-led selling helps accelerate sales success.  Connect with https://www.linkedin.com/in/kddorsey3/ (Kevin Dorsey) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to subscribe!

Welcome to the very first episode of The Revenue Architect Podcast with Jeff Ignacio, powered by https://www.salesiqglobal.com/ (Sales IQ Global.) In this amazing episode, Jeff speaks with Peter Kazanjy, the founder of Modern Sales Pro and Author of Founding Sales - The Startup Sales Handbook. Connect with them here: Peter: https://www.linkedin.com/in/kazanjy/ Jeff: https://www.linkedin.com/in/jeffbethechange/ Sales IQ Global: https://www.linkedin.com/company/sales-iq-group/