Podcasts about global sales operations

In this episode of The Orange Chair Podcast, we discuss Hyland's newest addition to the platform, Hyland IDP, also known as Intelligent Document Processing. Join Tim Tallaksen, Senior Director of Global Sales Operations and Enablement at Hyland, Mark Enfinger, Senior Systems Engineer at KeyMark, and Brian Becker, Engagement Manager at KeyMark, as they delve into the value of IDP. This episode is part two of our three-part series that brings exclusive insights from our premier event that navigates the future of automation for businesses!

In this episode of The Orange Chair Podcast, Ben Vaughan, Director of Client Solutions, and Brian Becker from KeyMark's Professional Services team sit down with Tim Tallaksen, the Senior Director of Global Sales Operations and Enablement at Hyland, to dive into Intelligent Document Processing also known as IDP. Tune in to learn what IDP is and how it can benefit your company!

This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn's sales ops structure, quota setting philosophy, and strategies for driving performance improvement, as well as the characteristics of top performers and how LinkedIn optimizes their sales organization for success. Akira Mamizuka is the Vice President of Global Sales Operations, SaaS at LinkedIn. He has been at LinkedIn for over a decade. Akira currently represents 60% of total B2B revenue, and is responsible for Member & Customer Success teams, as well as Marketing Planning & Performance. Before LinkedIn, Akira was with McKinsey & Company for almost three years.

Episode Summary  In this episode of Sunny Side Up, Carolyn Najac interviews Christian DeMarais on crafting success and navigating landscapes in business. We discuss how engaging stakeholders successfully requires a blend of empathy, strategic narrative crafting, and in-depth understanding. He emphasises the power of understanding stakeholder perspectives and crafting a compelling narrative. Christian underscores the importance of empathy, especially towards internal stakeholders, viewing them as the real 'customers'. Finally, while discussing B2B and B2C dynamics, he emphasises the significance of listening to customers and efficiently leveraging resources across diverse teams.  About the Guest  Christian DeMarais is currently serving as Director of Revenue Operations and Strategy at Wix, where he has helped build and scale over 25 Sales and Account Management teams in 3 years. In addition to a career as a RevOps and Sales Strategy Pro, DeMarais is also an accomplished actor who recently had a recurring role in Maniac (Netflix), as well as guest roles on Mr. Robot (USA), The Equalizer (CBS) and Elementary (CBS). DeMarais holds an MFA in acting from NYU and a BA in Business Management and Theatre, with a Minor in Dance from Gustavus Adolphus College.  Connect with Christian DeMarais  Key Takeaways  When engaging with stakeholders, immerse yourself in their perspectives, understanding their needs, concerns, and objectives.  ● Avoid Direct Objectives – Don't always lead with your end goal. Let stakeholders understand your objectives through the information you provide and the narrative you weave. ● Craft a Narrative: Whether it's a presentation, a proposal, or a report, build a story that captivates your stakeholders and takes them on a journey.  ● It's crucial to know what drives your stakeholders. Identify their priorities, financial metrics, time-saving efficiencies, or other KPIs, and cater your strategy to these. ● Empathy is key. While clear goals and KPIs matter, other aspects like ease of use and time-saving can be equally crucial.  ● Never judge. Understand the perspectives and challenges of all team members. Your internal stakeholders, often acting as your 'customers', need that understanding the most. ● Ensure your services or products cater to a broad spectrum of your customers' needs, making it easier for them to choose you over competitors.  ● Continuously seek and incorporate customer feedback to refine and improve your offerings. Centre your strategies around customer needs. Listening to and acting on their input can lead to product innovations and sustained growth.  ● Balance Macro and Micro Perspectives. Keep an eye on the broader business strategy while attending to day-to-day operations.  Quote: “Understanding is such a huge part of what we do. And I think understanding your customer, but a lot of times for RebLabs specifically, your customers are also internal stakeholders in the company and the business.” – Christian DeMarais  Recommended Resource The Power of Habit" by Charles Duhigg  Shout-Outs  Melanie Terranova – Head of RevOps at Wix  Dhwani Dalal – Director, Sales Strategy & Operations at DocuSign Meg Goetsch – Vice President, Global Sales Operations and Strategy at Forter  ⁠Connect with Christian DeMarais⁠ ⁠⁠⁠ | ⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠

In this episode of Rise of RevOps, we talk with Mindy Fields, Vice President of Global Sales Operations and Enablement at LastPass. LastPass provides password and identity management solutions that are convenient, easy to manage and effortless to use, helping more than 33 million users organize and protect their online lives.Today, Mindy will share how rev ops and sales should work together, using your team as a resource, and using important context clues to get the right information from your data.Guest Quote“So much of what we do within rev operations or sales operations is absolutely just driving the strategy of the sales organization or of the company, and trying to align everyone across the organization.”Time Stamps01:47 Mindy's role at LastPass03:12 Defining RevOps05:03 Organizing a team08:16 Solving sales ops problems13:59 The tool shed21:06 Measuring blind spots26:14 Quick hitsLinks Connect with Mindy Fields on LinkedInConnect with Ian Faison on LinkedinCheck out the LastPass Website

In this captivating episode of Let's break up - Toxic workplace Stories, your hosts Gina and Nicola sit down with Stan C. Kimer, an expert in personal growth, business efficiency, and employee development. With a focus on toxic workplaces, this episode delves deep into the crucial topic of spotting good and bad leadership within organizations.Stan's impressive background includes serving as the Director of Global Sales Operations at IBM, where he played a pivotal role in building the company's highly successful Global Sales Operations unit. He spearheaded the consolidation of thousands of employees across various divisions and geographic units, resulting in substantial cost reductions and improved service levels. However, Stan's expertise extends beyond operations and efficiency; he is also recognized for his exceptional skills in employee development, LGBT diversity management, and organizational effectiveness.Join us as Stan shares his invaluable insights on identifying the characteristics of effective leadership and its positive impact on employee engagement and business success. With his passion for empowering individuals and teams, Stan firmly believes that providing the right tools to employees can drive their career growth and ultimately contribute to the overall success of the organization.Throughout the episode, Stan engages in a thought-provoking discussion about the telltale signs of both good and bad leadership, drawing from his extensive experience and deep understanding of organizational dynamics. From fostering employee morale and career mapping to maximizing the potential of diverse workforces, Stan's expertise shines through his practical advice and engaging anecdotes.https://www.totalengagementconsulting.com/about-stan.htmlSupport the showFind us in these places!InstagramLinkedinNewsletterYouTube___________________________________________________This podcast does not constitute professional advice (financial, legal or otherwise) and you should seek your own professional advice where required. By listening to and/or accessing this podcast , you acknowledge this, and you acknowledge that no warranty, guarantee or representation is made as to the accuracy of any information featured in this podcast. Any action you take based on the information contained in the Podcast is strictly at your own risk, and Hosts and guests will not be liable for any losses or damages in connection with the use of the Podcast.The views, thoughts, and opinions expressed are the speaker's own and do not represent the views, thoughts, and opinions of any organisation they are employed by. The material and information presented here is for general information and entertainment purposes only.

As you've seen, Season 3 is dedicated to my father, Mike Jacox, who passed away late in 2021. I Love and miss you, Dad. Our next guest, Rodrigo Alcaine, is the Sr Vice President of Global Sales Operations at Beeline.  I had the opportunity to meet Rodrigo earlier this year when speaking at Beeline's SKO.  Immediately, Rodrigo and I connected, and I knew he was someone I wanted to interview!    He is a transformative Executive Leader in the staffing and workforce management industry with more than ten years of experience developing and leading teams across North America.  Rodrigo is a passionate believer in people and his local communities, advancing the human experience through technology, and forever a student. Today, we talked to Rodrigo, the dad.  We learn about his upbringing in Germany, his speaking Spanish as his 1st language, and his adapting to life in the United States.   Rodrigo shares that more is "caught than taught."  Love this!  So often, our kids are watching us when we don't even realize it.    He shares the challenges of his parents going through a divorce when he was younger.   Rodrigo was blessed to have many mentors in his life, which he will share in this episode.   Rodrigo and his family are very active in their church and faith is very important to them.He ends this episode talking about how we can be present in small amounts, why being consistent is so vital, and lastly, make sure we as dads realize how we are showing up.To learn more about Rodrigo, you can visit him on LinkedIn.Catch Sitka Seafoods Use promo code TAKE15 at checkout for a 15% discount on the BEST FISH EVER!Established in 2006, Acme Homes WA One of the most value-based home builders in the state of Washington! Go Check them out!

Everyone wants to say that they have a Revenue Operations team these days. Companies that didn't have the function in recent years are suddenly scrambling to get on board this wave and staff up with the hot new thing that is RevOps. So where does that leave the market? What are the ripple effects on both hiring managers and the candidates for RevOps and SalesOps type roles? To answer these questions, we turned to someone who isn't new to this trendy movement, but rather someone who has worked in Operations for more than a decade: Anu Krishnakumar. Anu is the SVP of Global Sales Operations, Enablement & Development at SmartBear. Over the course of his 9 year tenure at Smartbear, Anu has risen through the ranks from AE to Customer Success to Biz Ops and beyond.In our conversation, we talk about the mistakes he sees companies making that are new to hiring for Ops, we break down the real ramp times of new Operations hires on your team, and we dip our toe in the water on a potential alternative to your staffing woes, hiring offshore.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

Donna Rhode spent her early years feeling like a misfit. Her teachers did not like that she had a mind of her own, her father struggled with bouts of depression, and she lacked strong role models to connect to. Combined with early and recurring trauma, Donna believes she may have ultimately dropped out of school if not for her second grade teacher, who saw her gifts, helped give her a voice, and became her first role model. Fast forward to college where another educator saw Donna's gift, this time in the form of a university dean who encouraged Donna to attend business school. Throughout her career, Donna had great mentors and has provided mentoring to others. But her ultimate guide has been her deep spirituality. Please listen in to Donna's perfectly imperfect journey as she explores the importance of guides in her own life, and how she now lends her expertise and guidance to others. Bio: Donna specializes in the marriage of strong business results and personal development. She's currently Community Relations Executive at Vaco Raleigh, a boutique provider of executive search, consultant, permanent placement, and strategic staffing services. She also provides coaching, leadership facilitation, and business consulting services. Donna spent over 25 years in the high-tech industry in various capacities. She was Vice President in Global Sales Operations for Cisco Systems where she led multiple teams to drive, design, and implement innovative global programs and processes. She held other leadership roles in Strategy, Sales Enablement, Product Management, Government Affairs, Systems Engineering, and Field Marketing. Before Cisco, Donna was with IBM in Systems Engineering, Sales, and Brand Management roles. She served as Program Director at the University of North Carolina-Chapel Hill Executive Development Program, where she designed, developed, and executed custom leadership programs for corporate clients. Certifications include EQ-I (emotional intelligence self-assessment & 360); Leadership Versatility Index (360); Insights Discovery Tool; Covey Leading at the Speed of Trust. Donna received her B.A. in Economics with Minor in Psychology, and M.B.A with concentration in Information Systems, from the University of Massachusetts, Amherst. She's been an active member of the community for several years. She is/has been affiliated with the following organizations: American Red Cross (former Board Chair, 15 years Board Member); Dress for Success Triangle (Board Vice Chair); Triangle CHRO Association (Co-Founder and Co-Chair); NC Symphony (Board of Trustees, Digital Committee Chair, Strategy Committee, Friends of Note: 2 years Chair); American Heart Association (Circle of Red); Raleigh Chamber of Commerce (Board of Advisors, former Executive Committee, Education Committee Chair)); BEST NC; Triangle Family Services (Advisory Board); Raleigh Professional Women's Forum (Past President); American Friends of the Château de Compiègne (Past Vice Chair); Athena Women in Tech (Advisory Board); Women's Giving Network; International Women's Forum (Comms Committee Vice President); Triangle Diversity Equity Inclusion Alliance. 

Mathieu Cognac is the VP of Global Sales Operations and Marketing Operations at MessageBird, an omnichannel communications platform for businesses to communicate with their customers, which includes household names like Facebook, Google, Uber, WhatsApp, and Airbnb. In this episode, Jeremey, Mathieu, and guest co-host Jenna Sacks discuss 2022 revenue planning, hiring challenges, and operating based on Amazon's principles. Visit Salesloft.com for show notes and insights from this episode.

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn. They discuss the most impactful sales ops activity for LinkedIn in 2021, how LinkedIn works to improve the well-being of their employees, and how the sales ops planning process changes when a company expands to multiple geographies.

In this episode of Pit Stops to Podium, “Crew Chief” Pablo Dominguez, expert in sales operations, shares key advice for when it is time to double your sales team in preparation for scale. Pablo is the Operating Partner for Sales and Customer Success at Insight Partners, one of the top Venture Capital Firms in the country that primarily invests in growth companies as they begin to scale. Prior to Insight, Pablo was the head of Global Sales Operations at ADP and then at AppNexus. These experiences combined lend to an expertise perfect for offering insight to business leaders and companies looking to grow and scale their sales teams. To navigate this inflection point smoothly, Pablo covers some of the core areas: Roles + Responsibilities; Hiring + Onboarding; Motivation + Incentives. Listen in and then back to the races!

In this episode of Sales Ops Demystified, Tom Hunt is joined by Shiv Walia, Global Sales Operations Manager at Mindbody. They discuss the impact of the sales compensation structure on rep productivity and revenue, lessons from Shiv's time in Kenya and India, and the core focus on Mindbody's strategy in the second half of 2021.

Nick Edwards, PhD is currently the Chief of Staff to the CSO at Resilience, a privately-held manufacturing and technology company devoted to building a sustainable and accessible biopharmaceutical supply chain. When we interviewed Nick, he was working in the Global Sales Operations division of Illumina, an American public biotech company that manufactures a wide array of next generation sequencing (NGS) technologies. He completed his PhD in neuroscience through a joint program at the NIH with Brown University, where he studied the neuronal circuitry underlying cocaine-induced behavior. Nick is also the creator and host of the Once a Scientist Podcast, where he interviews scientists from a broad range of backgrounds about their careers, to serve as a resource for researchers and young scientists. We discuss Nick’s background and PhD journey, highlighting important insights and lessons he learned along the way. We also discuss his path from academia to his role as a consultant for Boston Consulting Group, and how that prepared him for his career in industry. Nick also describes the motivation behind creating his podcast, and provides advice for early-career scientists about how to navigate their own unique career journey. Hosted by Roshan Chikarmane and Jenna Glatzer. 

Don't Do Sales Ops Alone with Global Sales Operations Association's Kevin Raybon Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what's working, what's not and where the industry is going. In this episode, Kevin Raybon joins the show to discuss his extensive background in Sales Operations. Kevin is the Founder of the Global Sales Operations Association, an organization that aims to grow the function of Sales Operations and the careers of those who serve in it. Kevin is extremely passionate about helping people grow their Sales Ops careers. He's a connector who loves to bring people together to start conversations and stir the pot so that people can do better in their jobs. Thom and Kevin talk about what exactly Sales Operations is, the three guiding principles for Sales Ops and the six practice areas to know. Kevin provides his thoughts on the emergence of sales technology, the impact he believes it will have and what the future holds for the Sales Operations industry. What We Covered: 00:41 – Thom introduces today's guest, Kevin Raybon who joins the show to discuss his background and the organization he recently founded, the Global Sales Operations Association 03:16 – Kevin defines Sales Operations 05:08 – The three guiding principles of Sales Operations 08:37 – Kevin speaks to the six practice areas of Sales Operations 15:53 – Kevin shares his thoughts on when organizations should bring on Sales Ops professionals 16:59 – Kevin comments on how Sales Ops teams can capitalize on the explosion of sales technology 19:48 – Kevin provides his perspective on some of the pitfalls of Sales Operations and what the future holds for sales tech as it pertains to Sales Ops 24:10 – Thom thanks Kevin for joining the show and let's listeners know what they can expect to learn from visiting Kevin's website Tweetables: “I founded the Sales Ops Association for the purpose of bringing together Sales Operations people into valuable community. I wanted to make sure there was a lot of resources for us and that we got to know each other on a personal level.” (01:22) “Sales Ops is the set of functions and processes that it takes to operate a sales team effectively.” (04:50) “Because selling is very much a human activity, we need to be looking out for the talent plan that we have.” (09:57) “For me, sales enablement is that SWAT Team of highly experienced individuals who I can give a new project to and they're gonna make sure that the buyer-seller journey is totally tied up as this new project is going through the business.” (12:28) “We need to be looking at our process in what we do today in the business and then look to automate.” (18:27) “We're gonna see more consolidation. We're gonna see suites of products. And, I think we're gonna look back in five to ten years and we're gonna see a couple of major players who have really emerged that came from a place we would have thought they would never come from.” (23:55) Links Mentioned: Kevin Raybon on LinkedIn Global Sales Operations Association Website Tableau

This week's episode featuring Crendal Kear is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Crendal is a highly-regarded business operations professional with over 20 years of experience in technology sales, support and services operations roles. She currently serves as the Vice President of Global Sales Operations at Exabeam. Prior to Exabeam, she was Vice President of Worldwide Sales Operations at Zscaler, where she built out the sales and support operations that ultimately led to a successful IPO for the company. Before Zscaler, Crendal held various operational roles at organizations including Hewlett Packard, NetApp, Aricent and ArrayComm where she supported organizations experiencing business transformation and hyper growth. Crendal has a B.A. from University of Findlay. Connect with Crendal Kear: https://www.linkedin.com/in/crendal/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/ Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/ --- Support this podcast: https://anchor.fm/uncharted1/support

Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. At Lynda.com, Hilary grew the support teams from 6 to 60 people and supported more than 60 net new reps in just 3 years. If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market.   In Today’s Episode We Discuss: How did Hilary make her way into the world of SaaS and come to be the sales leader she is today with the global communications leader, Zoom? When thinking about sales ops vs revenue ops, what are the 4 key points to consider for founders? How does lead management and onboarding alter the question of sales ops vs revenue ops? Where does Hilary see operational debt the most? How does she advise founders on removing it?     Given the broad scope of sales ops and engagement, is it not just rebalancing culture, comms and change? As a business scales does there not come a time where it unbundles and scales out of sales vs revenue ops? How do the roles change with time and scale? Where do the breakpoints occur?  Why does Hilary believe documentation is so important today? What is the toolset Hilary uses for documentation? How does Hilary train her team around the right strategy to document their processes? Where do many go wrong here? Where can you pick up small wins?    Hilary’s 60 Second SaaStr: What is the hardest element of Hilary’s role today with Zoom? What would Hilary most like to change in the world of SaaS today?  What does Hilary believe that most around him disbelieve?  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Blackstone to Acquire Ancestry, Leading Online Family History Business, for $4.7 Billion. Ancestry is the global leader in digital family history services, operating in more than 30 countries with more than 3 million paying subscribers across its Ancestry online properties and more than $1 billion in annual revenue. The company harnesses the information found in family trees and historical records to help people gain a new level of understanding about their lives. Ancestry also operates a market-leading consumer genomics business, which informs consumers about their heritage and key health characteristics. Prior to joining Ancestry, she served as CEO of Mattel, President of Americas, and Vice President of Global Sales Operations at Google. She has also held leadership roles as COO of Groupon, EVP of US Card Services and CMO of Discover Financial Services, and was a partner at McKinsey in London and Chicago. She has championed organizations that inspire girls to pursue education opportunities and careers in STEM and the next generation of women leaders. She is a recipient of the Forbes “Excellence Award in Innovation,” Chicago Innovation’s “Visionary Award”, and was named to Fortune’s “50 Most Powerful Women in Business” list. She serves on the Board of Directors of McDonald’s Corporation. She earned a BA in Economics and an MBA from Harvard. Join me on this episode of the Curve Benders podcast on Willing to See No Boundaries, with Margo Georgiadis, President, and CEO of Ancestry. Don't forget, I turn the show notes from these podcasts into more in-depth articles, so check them out in our Free, Member-Based community, Nour Forum. Join us at NourGroup.com/Forum. --- Send in a voice message: https://anchor.fm/david-nour/message

Meet Kimberly Appleton, SVP of Global Sales Operations & EMSI Sales for ON Semiconductor. Listen to WE Founder Jackie Mattox ’s interview with Kimberly, who details the importance of volunteering to participate in high-impact projects, possessing a well-rounded set of skills, and maintaining work-life balance. Kimberly encourages all of us to nurture both our personal and professional development and focus on data-driven insights to make informed business decisions.Support the show (http://www.womeninelectronics.com)

In this episode, Ross and John speak to Mark Rudden, Head of EMEA Sales & Global Sales Operations at Browserstack. Mark has undertaken a massive project to scale out Browserstack's EMEA presence out of their Dublin office. BrowserStack is seeing massive growth as organisations continue to move their web and app testing infrastructures to the cloud. With a Series A of $50m in funding from Accel Ventures the future is very bright. Mark also shares with us his career journey, moving into SaaS and his journey into sales and operational leadership. Career Growth: Why having a miscellaneous start to your career is a great way to figure out what you're actually good at. How Salesforce was his Bachelor's Degree in SaaS. Why he favours chaos over politics. The three P's he uses to evaluate each SaaS company worth working for (Product, People, Progression) Leadership and Company Growth: How to be a ‘Servant Leader' and have a people-first approach. How to plan effectively for hiring in Hyper-Growth organisations. How do you decide on strategy for your EMEA markets? How does data determine your decision making - fail to plan, plan to fail! How do you keep up the learning curve and balance lead flow to your reps. Sales Philosophy: What do sales professionals actually control in the sales process Why getting an early 'No' is key. How do you make a connection with new hires when training remotely. When to slow down and when to speed up. Why does he recommend competitors? Balancing a ‘land and expand' strategy for perpetual value. Browserstack - what do they do and what value do they offer to engineering teams. Brought to you by sf-talent.com. --- Send in a voice message: https://anchor.fm/gloabl-tech-leaders/message

In this episode of Regalix’s RTalks, we talk to Paul Ross, Vice President of Global Sales Operations at UiPath, about robotic process automation (RPA) and what makes a company’s sales team efficient.

Learn from an experienced Senior Director of Global Sales Operations to become successful in a sales ops role with our special guest, Kendall Grant of Fastly...

Learn from an experienced Director, Global Sales Operations & Enablement to become successful in a sales ops role with our special guest, Simon Gilks of GoCardless...

Learn from an experienced Chairman to become successful in a sales ops role with our special guest, Kevin Raybon of SOPSA.ORG...

Learn from an experienced Global Sales Operations Senior Manager to become successful in a sales ops role with our special guest, Sergio De Luca of WUBS...

Learn from an experienced Global Sales Operations Manager to become successful in a sales ops role with our special guest, Derek Dean of TTEC...

Learn from the expert Manager of Global Sales Operations & Salesforce Admin, become successful in a sales ops role with our special guests, Jorge Moto.

Learn from the Director of Sales Operations and the Head of Global Sales Operations to become successful in a sales ops role with our special guests, Catherine Mandungu and Nia Barnabie...

Learn from a great Global Sales Operations Manager, as well as becoming successful in a sales ops role with our special guests, Cornelia Klose...

This episode features Brian Frank, former VP of Global Sales Operations at LinkedIn and advisor for DocuSign, BlueJeans & Reali. Brian Frank has over 20 years of experience in helping build, scale and operate sales teams for leading companies around the world. He was the VP of Global Sales Operation at LinkedIn, where he made the organization more productive and successful. Brian shared his career transition from a lawyer to a tech sales leader and unique perspectives on how to develop leadership during this episode. Visit Robin.ly to view the full video interview and transcripts: http://bit.ly/2WCiacs

With over ten years of sales experience, Jason Moore leads Global Sales Operations at SalesLoft; a company that was just awarded the title of Atlanta's Best Place to Work. When it comes to managing sales operations, Jason has found that the quality of the data collected is critical to overall success. However, he has also found that creating a culture that incorporates feedback loops, continuous improvement, collaboration, and employee engagement is just as important. Find out how the sales culture at SalesLoft has provided the company with a competitive advantage over the competition in this episode of the Epic Company Culture Podcast.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeffrey Serlin, Head of Global Sales Operations at Intercom. Jeffrey is an experienced global sales operations leader. Chances are you’ve used (or are using!) products built by company’s Jeffrey has worked with – I mean, what marketing and customer success department hasn’t used Marketo or Intercom? Throughout the pod, Collin and Jeffrey do a deep dive – make that a very deep dive – into the world of effective, global sales operations. Highlights include: Jeff’s experience at Marketo  (3:07), scaling Marketo vs. Intercom (7:15), what is sales operations at a global company like? (10:06), how sales operations should approach a new team (14:02), organizing sales operations (20:46), Jeff’s six steps to building an effective sales ops roadmap (30:26), and the importance of effective “solutioning” (46:16).

2005 7th Round Draft Pick Brandon Roberts shares from his seven year minor league career and seven years in business full time on Episode 9. Brandon is currently a Sr. Director of Global Sales Operations at MINDBODY after being promoted six times since starting. Here's some of what you'll hear by tuning into this episode... ⚾ Brandon's pro ball story playing through AAA and how multiple injuries made him realize baseball is only a chapter of life ⚾ How Brandon finished his undergrad degree during the offseason and started an MBA program while playing pro ball ⚾ The story of landing a part-time sales job with MINDBODY during the 2011-12 offseason ⚾ The three success principles pro ball taught him to carry into business...These practical tips have been the foundation to how he has earned six promotions with a growing company that was just acquired for nearly $2 billion. Brandon's lowest career average at any level was .284 (AA) and had an overall career .293 average in pro ball. I know you are going to enjoy listening to how he's unlocked success in both baseball and business. To connect with Brandon, visit him on LinkedIn.

Are you looking to grow or start your two-sided marketplace? Well today's guest is talking about how the app, Tophatter, has grown to over $300M in sales. You will discover how they have gamified the buying process, how they get users back into their app and how to take calculated risks to help you scale a mid-size startup. Sree Menon is the Strategy & Global Sales Operations at Tophatter.

Building a global sales organization is no easy task but Gideon Fourie, VP of strategy and sales operations at First Data, knows how to do it. Gideon oversees operations in 34 countries with an extremely complex sales motion. In this episode, Gideon explains some of the challenges of managing a global sales operations function and explains his recipe for succeeding despite the complexities that are involved. Links and Resources Mentioned in This Episode: Time Management Article In This Episode You'll Learn: The challenges faced when building a global sales organization Thoughts and strategies on optimizing a sales structure Key strategies used to succeed supporting and enabling an organization across 34 countries

Channels have always been a critical part of most organizations' Go To Customer strategies.  They are critical to extending our coverage of the market, accessing markets with specialized expertise, and in helping provide our customers more complete solutions. Managing channels for optimum performance in the face of rapidly changing buying processes and cloud based solutions creates challenges neither suppliers nor channel players have faced in the past. For example, many of the IT centric products and services are seeing radically changing buying--shifting out of IT into end users.  This drives a change in the channel, helping them shift their approaches to the buyers or finding partners that have access to those buyers. Shifting from business models where products/services were sold outright, to today's models where products and services are frequently packaged as "As A Service" offering requires new business models, new skills, new capabilities both in the supplier and channels. Rapid digitization of our customers businesses provide yet another challenge and opportunity to both suppliers and channel participants. Managing these transitions, helping partners manage these transitions is a very complex process.  It requires new thinking, new relationships, new partner enablement programs, and in some cases new partners. Simon Minett, Head of Global Sales Operations for Unify, has been leading their transition from a primarily direct field sales orientation to a channel deployed orientation. The discussion Simon and I had, is one of the most fascinating and wide ranging conversations on this topic that I have had.  We cover everything from managing the transition to channel first, developing capability in the channel, shifting priorities and business model, rising complexity and managing that complexity, to critical elements in channel performance management and enablement. It's a longer discussion than normal, but this topic is so critical, it was important that we cover this topic in some greater depth. I hope you enjoy this podcast as much as I enjoyed the conversation with Simon Minett!

Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has been an instrumental part of the team the last six years. [p] Today’s topic is back office support, how to make your company so easy to buy from and sell for that you win more deals. To follow along download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and flip to the Back-Office Support phase on pages 326 – 327 of the PDF workbook.   Biju Baby is uniquely qualified to speak on this topic of back office support as the Vice President of Global Sales Operations for Equinix. A public company with revenue of $3.6 billion, Equinix builds and operate data centers for customers to connect with each other. Listen as Biju demonstrates how to be a company that's easy to buy from and a company that's easy to sell for.  Why this topic? Taking days to get a pricing decision frustrates customers. Delaying the closing of a deal because of lengthy legal reviews reduces win rates. Paying a sales rep incorrectly, and late, drives up turnover. It is hard enough to grow revenues faster than the industry and competitors. Try to not add to the level of difficulty by being hard to buy from and sell for.  We begin the podcast with Biju explaining the three things he recommends to evaluate how easy your company to buy from and sell for.  The straight-forward advice from Biju is the starting point for you to evaluate your own company’s needs in this area. Listen as Biju explains how as you gather feedback from the sales force, how to distinguish between the signal and the noise.  Listen as Biju provides a use case for how to make a company easy to buy from.  This involves pushing the pricing and approval process down into the field with identified thresholds and empowering the team to make those decisions in the field. Biju explains how to hold the field accountable to make sure that the thresholds are not broken. Most companies are not comfortable taking this approach and want to control everything at headquarters. The problem is that it becomes a bandwidth problem and things take too long. Listen as Biju explains how at Equinix they trust the field with such a critical decision, but also making sure that you're following up on a quarterly basis that the thresholds don't get broken. That's a great example of how to push the pricing and approval process out into the field.  Biju and I discuss the length of time it takes for an approval internally.  Equinix is a global document that spans across 21 countries and operates in a country manager model, yet Biju's team can turnaround most decisions in 24-hours.  Think of the advantage that would give your sales team.  Listen as Biju and I discuss the steps required to put this in place.   Time kills deals, yet we have all have experienced companies that make it difficult for you to award them business. If your company making it difficult to do business with you then it’s impacting your win rate.  Worse, ‘A’ Player sales candidates can sniff out companies that are difficult to buy from and sell for resulting in lost talent, and retention problems. Listen to this podcast to act on making your company easy to buy from and sell for.  If you would like to spend time with me on the topic of making your company easy to buy from, come see me at The Studio in Dallas. The Studio is SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. Sessions at The Studio are experiential and are designed around the principles of interactive exercises, hands-on innovation, and peer-to-peer collaboration. The Studio is a safe-haven for learning and after just a few days clients leave with confidence and clarity your revenue growth strategies and sales and marketing motions to make your number. 

Michael Argast, Director of Global Sales Operations, discusses the issues schools and universities face when protecting their computers and students against security threats.