Podcasts about revops

Leaderrs rarely talk about their own health even though it drives every decision. Toni and Raul share their own experiences and what they learned from interviews with 17 founders and C-level leaders about mental and physical habits.They dig into how stress, sleeplessness and company performance feed into each other, how common burnout and anxiety really are, and why so many leaders slip into drinking or other forms of self-medication without noticing.(00:00) - Introduction (06:45) - Mental sealth statistics among founders (09:33) - Physical Health and Company Performance (11:53) - Stress and sickness correlation (16:17) - Do we self medicate too much? (23:33) - Health routines of successful CEOs (28:20) - Exercise routines (30:32) - Challenges of maintaining health when you have kids (34:19) - Health as a job responsibility for founders (39:21) - Improving sleep quality (44:04) - Diet and nutrition (47:13) - Final thoughts (48:50) - Next week: JB from Evergrowth on sales and automation

Text us your thoughts on the episode or the show!In this episode of OpsCast, hosted by Michael Hartmann and powered by MarketingOps.com, we're joined by Pradeep Manivannan, Martech Consultant at Academy Sports & Outdoors. Pradeep brings extensive experience from roles at eBay, Salesforce, and Nordstrom, offering a unique perspective on connecting data, building journey-based experiences, and aligning marketing operations across channels.Pradeep explains how to map customer journeys effectively, leverage segmentation, and implement omnichannel strategies that work in both B2C and B2B environments. He shares lessons learned from consumer-focused marketing and how B2B teams can apply them to drive better engagement and measurable results.In this episode, you'll learnHow to design seamless customer journeys from scratchThe role of data integration across channels in marketing successSegmentation strategies that improve targeting and personalizationWhat B2B teams can learn from consumer-focused marketing approachesThis episode is perfect for marketing, RevOps, and growth professionals looking to improve customer experience and operational efficiency. Tune in to hear Pradeep's actionable insights on building journey-based marketing strategies.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Visit UTM.io and tell them the Ops Cast team sent you. Join us at MOps-Apalooza: https://mopsapalooza.com/Save 10% with code opscast10Support the show

In this power-packed episode, marketing expert and author Corey Quinn reveals the proven strategy that helped scale Scorpion from $20 million to over $150 million in revenue. Quinn shares his deep specialization methodology - a trademarked approach that transforms generalist professional services firms into industry-dominant specialists. Through compelling stories including a Tesla giveaway that generated 100+ franchise clients, Quinn demonstrates why saying "no" to everyone and "yes" to one vertical market creates the ultimate competitive advantage. This episode is essential for agency owners, consultants, and professional services leaders stuck in the generalist trap and ready to break through to exponential growth.What You'll Learn:The Generalist Trap: Why serving everyone leads to context switching, operational inefficiency, and commodity pricing that keeps you stuckDeep Specialization Framework: The 5-step methodology to escape founder-led sales and build a vertical market specialist businessThe Tesla Strategy: How a $100K+ marketing gamble at the IFA conference generated 100+ franchise clients and transformed Scorpion's businessLTV vs CAC Mastery: Why lifetime value (LTV) is the most critical metric and how specialization creates 10X+ advantages over generalist competitorsThe Specialization Flywheel: How focusing on one vertical creates operational leverage, authority, premium pricing, and sustainable competitive moatsScaling Through Verticals: The strategic approach to expanding from one specialized vertical to five while maintaining deep expertiseCorporate vs Entrepreneurial Dynamics: How to align with visionary leadership and speak their language to drive big initiativesResources Mentioned:Anyone Not Everyone: A Proven System to Escape Founder-Led Sales is Corey Quinn's bestselling book. Get started with the free audiobook and digital workbook with videos, templates, and worksheets. IFA Conference: International Franchise Association annual conference HubSpot: Early adoption story and evolution from 5-person to 500+ person sales teamsScorpion: Digital marketing agencyAbout Corey QuinnMarketing Expert, Author & Business Growth Strategist at Corey Quinn, Inc.Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizations A clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not) Let's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of CRO Spotlight, host Warren Zenna sits down with Andy Mowat, Founder of Whispered, to explore the challenges of landing the ideal Chief Revenue Officer role. Andy shares his journey from running revenue operations at multiple unicorns to building a platform that uncovers unposted executive opportunities. They discuss the ambiguities in CRO job descriptions and the importance of aligning personal strengths with company needs. Warren and Andy emphasize how aspiring and current CROs can evaluate roles by challenging perceptions and ensuring a strategic fit, drawing from real-world examples of successful transitions.Andy delves into the critical differences between CRO and CSO positions, highlighting how CEOs' understanding of these roles impacts hiring decisions. The conversation covers the value of pushing back during interviews to clarify responsibilities, such as owning marketing, sales, and customer success under one leader. They explore why CROs should avoid fragmented reporting structures and seek environments where they can drive unified revenue strategies. For CEOs building teams, the discussion offers insights on recognizing when a company is ready for a CRO, typically around significant operational complexity.The duo addresses common pitfalls, like accepting roles at mismatched company stages or overlooking red flags in CEO dynamics. Andy introduces practical tools, such as maintaining a personal user manual to foster better working relationships from day one. They stress the need for CROs to conduct thorough due diligence, including board conversations, to avoid short tenures that harm careers. This episode provides actionable advice for revenue leaders on positioning themselves effectively and building networks that open doors to high-potential opportunities.Finally, Warren and Andy highlight Whispered's role in empowering executives through insights, connections, and community support. They encourage CROs to gain clarity on their unique value propositions before pursuing roles, whether through shared databases or collaborative networks. For CEOs aiming to hire or support top revenue talent, the talk underscores the benefits of mature leadership that values alignment over quick fixes. Tune in for an enlightening dialogue that equips listeners with strategies to thrive in the evolving world of revenue leadership.

Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immediacy and trust are non-negotiable if you want comp plans to work.We also get into clawbacks, the mess of usage-based and outcome-based models, and what really happens when you ignore the value of your top reps. Antoine explains why accelerators, recognition, and clear career paths matter just as much as salary, and why forcing high performers into management usually blows up in your face.(00:00) - Introduction (00:54) - Antoine's Background and Qobra (07:01) - Challenges in Sales Compensation (10:49) - Simplicity in Compensation Plans (14:16) - Immediacy and Trust in Sales Compensation (18:57) - You're Underpaying Top Sales Reps (30:31) - How to Keep Your Best Reps Happy (39:26) - Commission on Renewing Customers (41:18) - Retention Strategies for Sales Reps (44:35) - Hiring New Reps: When and How (46:02) - AI and Usage-Based Pricing Challenges (01:00:39) - Differences in Commission Structures: US vs Europe (01:04:32) - Next Week: Health & Mental Health for Founders

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2's research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2's latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.Together, they dig into:Why most pipeline numbers are a lieThe myth of “fully automated” sales cyclesHow AI's most powerful use case might be coaching—not prospectingThe real reason RevOps should be at the table (not in the backroom)What reps need to learn now before AI makes them irrelevantThey also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you're trying to separate AI hype from real-world impact, this episode is your guide.Whether you're in sales, RevOps, or leadership, don't miss this insight-packed episode—and make sure to check out G2's full report for even more data-driven takeaways.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Blue Bowen on LinkedIn: https://www.linkedin.com/in/eugene-blue-bowen-42958713b/Check out the G2 Report Here: https://company.g2.com/news/ais-net-impact-on-sales Check out the G2 Website: https://www.g2.com/

Text us your thoughts on the episode or the show!In this episode of OpsCast, hosted by Michael Hartmann and powered by MarketingOps.com, we are joined by Evan Kubicek, founder of Grow Rogue. Evan brings 15 years of experience in marketing operations and shares insights on what he calls the foundational operations gap, a critical area that many early-stage companies overlook as they scale.Evan explains why addressing foundational processes and systems early on is essential to avoid building a house of cards. He discusses how tech debt, process inefficiencies, and the lack of clear documentation can derail growth and why speed should never come at the cost of solid infrastructure.In this episode, you will learnWhat the foundational operations gap really means and why it is often neglectedHow to avoid creating "automated chaos" and scale marketing operations effectivelyThe importance of establishing foundational processes, like segmentation and tech integrationsWhy getting the basics right is critical before layering on complex tech solutionsThis episode is perfect for professionals in marketing, RevOps, and growth teams looking to build a sustainable ops foundation. Tune in to hear Evan's advice on how to build strong marketing infrastructure before things break.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Visit UTM.io and tell them the Ops Cast team sent you. Join us at MOps-Apalooza: https://mopsapalooza.com/Save 10% with code opscast10Support the show

In this episode of RevOps Review, Jeff Ignacio sits down with Rich Archbold, SVP at HubSpot, for a deep dive into how one of the most iconic GTM platforms is using AI, not just to scale workflows, but to rethink them entirely.Rich shares how HubSpot is applying AI across the customer journey, from CRM hygiene to guided selling, to coaching reps via custom GPTs, and how frontline teams are quietly becoming GTM engineers themselves. They explore what happens when every employee uses AI, how this impacts org design (including middle management), and why building a “faster horse” just won't cut it anymore.If you're navigating AI in a RevOps or go-to-market leadership role, this one is a blueprint for what's coming next.

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIs LinkedIn really just a vanity channel? Brendan Hufford doesn't think so. In this episode of Move the Needle, Brendan – founder of Growth Sprints and SaaS growth advisor – shares how he uncovered a direct correlation between LinkedIn impressions and revenue.He breaks down how he ran the experiment, what tools he used, and why more GTM leaders should stop obsessing over perfect attribution and start looking for meaningful correlations across channels.What you'll learn in this episode:Why LinkedIn impressions can predict pipeline and revenueHow to think about correlation vs. causation in marketing metricsThe overlooked “marketing cycle” that outpaces your sales cycleWhy some traffic really is vanity — and how to know the differenceThe concept of “Content IP” and why it's powerful than pitching solutions

AI SDRs, pipeline starvation, and overhyped tools dominate today's revenue conversations. But how much of it actually works in practice?Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is breaking go-to-market strategy. Todd also shares the underestimated challenges of founding a company and where he sees real opportunities for growth.(00:00) - Introduction (01:11) - Todd's Journey to Founding Champify (06:48) - Challenges in Go-to-Market Strategies (10:44) - The Reality of AI SDRs (13:42) - Cost-Cutting with AI (18:11) - Jason Lemkin's AI Insights (21:14) - Overhyped Tools? (26:45) - The Short-Term Pressure in Go-to-Market (30:27) - Zombie Unicorns and Market Realities (32:05) - Trends in Cold Calling and Power Dialers (34:42) - The Rise of In-Person Events (36:50) - Navigating the Confusing Tooling Landscape (42:02) - The Challenges of Starting a Company (47:18) - The Pressure of Venture Capital (54:42) - Closing Thoughts (56:00) - Next Week: Antoine Fort, CEO of Qobra

Get the inside scoop on HubSpot's game-changing INBOUND 2025 releases! Denamico team members, Alise Kostick, RevOps Strategist, and Sophie Schaffran, Marketing Director, break down key updates through the lens of organizational roles.They focus on how HubSpot is unifying data and transforming how teams work together. This episode is for RevOps leaders, marketers, sales professionals, and service teams who want to understand how these updates will impact their daily workflows and strategic initiatives.What You'll Learn:Operations Hub to Data Hub transformation and what it means for RevOps professionals managing complex data workflowsMarketing Studio, the new visual campaign planning tool that combines whiteboarding, project management, and performance trackingSmart CRM updates including Kanban boards, timeline views, and a map view for territory planningAI-powered CPQ in Commerce Hub and who it's for today Breeze AI evolution including Breeze Studio, Assistants and new AgentsSelf-generating CRM data that pulls unstructured data from sources like email signatures, auto-responses, and call transcriptsReleases Mentioned:HubSpot INBOUND 2025 Fall Spotlight Denamico newsletter: 3 big shifts from INBOUND Data Hub: Data Studio, Data QualityCommerce Hub CPQ (in public beta)Smart CRM: Self-Generating CRM Data, Smart Insights, Flexible CRM ViewsBreeze Studio: Customer Agent, Prospecting Agent, Data Agent, Breeze Assistant Marketing Hub: Marketing Studio, AI-Powered Email, Segments and PersonalizationIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizations A clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not) Let's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Warren Zenna sits down with Amy Hsuan, Chief Customer & Revenue Officer at Mixpanel, to unpack what a truly unified revenue engine looks like. Amy shares how org design must follow strategy, why GTM is a core differentiator, and how aligning marketing, sales, success, and services creates consistent end‑to‑end customer experiences that actually win.Amy traces her path from journalism to BCG to Mixpanel, revealing how curiosity, cross‑functional leadership, and a customer‑first mindset shaped her Chief Customer & Revenue Officer role. She explains the shift from “hard” product differentiation to human‑driven trust, and how relationships, not features, become defensible moats in crowded markets.They dig into practical playbooks: orchestrating handoffs, clarifying tone across touchpoints, and reducing executive silos to move faster. Amy outlines a strategy‑to‑execution flywheel, her 80/20 time model for long‑ vs short‑term, and how consistent advisory through complex, multi‑stakeholder cycles sustains momentum and predictability.Amy also shares a grounded view on AI: use it to accelerate research, analysis, and context so leaders increase decision velocity—while humans own listening, rapport, creative adaptation, and navigating org dynamics. If you're a CRO, aspiring CRO, or CEO aiming to modernize revenue leadership, this conversation is a blueprint.

Most companies are flying blind at the most important stage in revenue creation. Decisions get made on gut feel, data lives in silos, and leaders can't answer the simplest question: what's really working, and what's not?On this episode of GTM Live, Carolyn and Trevor are joined by their new co-host Amber Williams, Head of Revenue Operations at Passetto, to unpack why GTM leaders need to treat revenue like a science – bringing structure, data, and predictability to the go-to-market engine.The hosts dive into why leaders often make decisions based on instinct instead of data, how poor data architecture creates hidden risks for growth, and why building visibility into every stage of the funnel is critical for confident decision-making.The team also tackles the cross-functional blame game—why marketing and sales point fingers over handoffs and lead quality when the real problem is a lack of shared visibility. Without a unified view of the pipeline, every GTM function is forced to defend itself in silos instead of solving the bigger issue together.Key moments in this episode:[03:15] Why “more tech” in 2025 doesn't mean more clarity[08:42] The pipeline black box and what RevOps needs to uncover[16:30] Why gut-driven GTM decisions break down at scale[22:05] The hidden cost of poor data architecture on growth and trust[31:47] How systematic revenue visibility transforms executive decision-makingThis episode is powered by Passetto, a GTM advisory and software company with a solution that eliminates the Pipeline Black Box™, the critical data hidden inside every GTM engine where leaders are flying blind when it matters most.

Sales and marketing alignment remains elusive despite decades of effort. Kelly Hopping, CMO of Demandbase, shares proven strategies for bridging the costly departmental divide. She outlines three critical alignment tactics: establishing shared pipeline metrics as the universal success measure, restructuring RevOps to report independently from both departments to eliminate territorial data disputes, and implementing AI-powered SDR tools like Reggie for automated follow-up and Nooks for increased outbound volume.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Sales and marketing alignment remains elusive despite decades of effort. Kelly Hopping, CMO of Demandbase, shares proven strategies for bridging the costly departmental divide. She outlines three critical alignment tactics: establishing shared pipeline metrics as the universal success measure, restructuring RevOps to report independently from both departments to eliminate territorial data disputes, and implementing AI-powered SDR tools like Reggie for automated follow-up and Nooks for increased outbound volume.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Patrick Spychalski, co-founder of The Kiln, joins to unpack the growing role of go-to-market engineering. From his early work creating content for Clay to founding one of the first GTM engineering agencies, Patrick explains how GTM engineering differs from RevOps, the core tools and workflows driving efficiency today, and why companies should focus on doing more with fewer - but smarter - systems.

Is your team chasing growth or just chasing KPIs? In this episode of Revenue Boost: A Marketing Podcast, titled “From Mission to Metrics: How to Build a Scalable Growth Engine,” CEO Ollie James shares the unfiltered truth: without a clear mission, your GTM strategy is just noise. You'll hear how Ollie went from RevOps and CRO roles to leading Attribution and how he rebuilt the company's growth engine from the ground up by anchoring around mission, vision, and values. His approach replaces the leaky funnel with a sieve model, turns onboarding into a revenue driver, and reframes trial periods into proof-of-value commitments that align marketing, sales, product, and finance around outcomes, not activity. This episode is a must-listen for leaders who are tired of misalignment, scattered growth, and pipeline that looks good on paper but leaks trust at every stage. What You'll Learn: Why chasing KPIs without clarity sabotages scale How to turn onboarding into your most powerful growth lever The “sieve model” that exposes your GTM blind spots Ollie's POV framework that filters out bad-fit leads and converts faster How to get buy-in from skeptical CFOs and unify your GTM team Who It's For: CEOs, CROs, CMOs, and RevOps leaders who want to scale smarter—not louder. In just 31 minutes, you'll gain a new blueprint for building a mission-aligned, revenue-resilient business. Stay to the end, where Ollie shares his narrative structure for winning executive buy-in and designing onboarding that creates trust from day one. Want growth that lasts? Tap play. Let's scale smart. Flat or slowing revenue? Let's fix that—fast. Revenue Boost: A Marketing Podcast gives you proven plays, sharp insights, and “steal-this-today” tactics to power your revenue engine.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a breadth of topics, including the transition to a consumption-based model, the challenges and strategies in aligning sales and client success teams, and best practices for selecting and consolidating sales tools. Megan emphasizes the necessity of detailed planning and communication, as well as the need to balance protecting the company with serving the sales organization effectively.ADDITIONAL RESOURCESConnect with Meghan Gill:https://www.linkedin.com/in/meghanpgill/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:41] Evolution of Sales Operations[00:03:58] Field Operations and Territory Planning[00:06:45] Rev Ops vs. Sales Ops[00:08:20] Effective Territory Management[00:18:08] Metrics and KPIs in Sales Ops[00:22:55] Building a Successful Sales Ops Team[00:33:54] Deep Dive into Sales Ops Challenges[00:34:22] Diagnosing Sales Problems[00:35:05] Trust but Verify: Ensuring Data Integrity[00:37:36] Balancing Protection and Service in Leadership[00:39:51] Choosing the Right Sales Tools[00:43:50] The Role of AI in Sales[00:51:21] Compensation Plans and Their Complexities[01:01:25] Lessons from Scaling MongoDBHIGHLIGHT QUOTES[00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data."[00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in."[01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast."[01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus."

Send us a textIn this episode we interview Ethan Prete, a seasoned marketer with a consulting background and a data-first mindset, known for transforming scattered marketing efforts into strategic systems that actually drive results.What you'll learn in this episode:Why most marketers waste time on broad targeting—and how to fix itHow to build a real ICP using actual closed-won data (not guesses)The “dating app” analogy that will reshape how you think about customer targetingWhy thinking like a private equity firm leads to better marketing decisionsTactics for getting internal access to valuable data—even without technical skillsHow to influence RevOps, sales, and C-suite teams through aligned metricsThe mindset shift marketers need to eliminate bad campaigns without ego

In this episode, Brendon Dennewill sits down with Kevin Davis, Founder of BoogieBoard, to explore how territory design can make—or break—sales performance. From his experiences at NetSuite and Google to launching BoogieBoard, Kevin shares how poor territory planning costs companies time, money, and morale. The conversation dives into sales strategy, AI's role in market intelligence, CRM integration, and how to overcome the hidden opportunity costs that stall growth. Whether you're a RevOps leader, sales strategist, or part of a seller-doer team, this episode is packed with insights on designing smarter systems that drive real revenue outcomes.What You'll LearnWhy territory design is a strategic lever, not just an operational taskHow poor territory planning erodes trust and increases sales rep turnoverThe role of AI in transforming market data into actionable territory insightsWhy RevOps leaders often identify problems but lack empowerment to solve themHow seller-doer models in professional services can benefit from territory optimizationThe importance of establishing a "North Star" for territory design processesResources & MentionsBoogieBoard: Territory design and planning platformRoger Federer's Commencement Speech: Referenced for the "53% winning" mindsetSalesforce & HubSpot: Primary CRM integrations mentionedSnowflake: Customer data platform integrationAI and Data Substacks: Kevin promises to share recommendations for data-driven sales strategiesEOS (Entrepreneurial Operating System): Business planning framework mentionedAbout Kevin DavisTitle: Co-Founder and CEO Company: BoogieBoardLet's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode of CRO Spotlight, Warren Zenna welcomes back Dana Therrien, Vice President at Anaplan and a leading expert in sales compensation strategies. Dana shares his insights on designing simple yet effective comp plans that motivate sales teams while aligning with company goals and customer success. He emphasizes the importance of balancing short-term wins with long-term growth.Dana dives into the pitfalls of overly complex compensation plans, explaining how they demotivate sales teams and create inefficiencies. He highlights the need for clear, straightforward incentives that salespeople can easily understand and act on. Dana also discusses how CROs can navigate the challenges of managing comp plans while ensuring alignment across finance, product, and customer success teams.The conversation explores how compensation plans impact customer experience, with Dana sharing innovative strategies like tying payouts to customer adoption and retention. He explains how this approach not only drives better outcomes for customers but also fosters sustainable growth for the business.Dana wraps up with actionable advice for CROs, including the importance of creating a compensation governance council, leveraging AI for smarter decision-making, and piloting changes before rolling them out. This episode is packed with practical tips for CROs and revenue leaders looking to optimize their comp plans and drive success.

Pipelines are drying up. AI hasn't delivered the growth it promised. And the old playbooks like SEO and outbound just don't work the way they used to. We call it the great pipeline starvation, and in this episode we break down what's really happening, what it means for sales and marketing teams, and how companies are trying to adapt. This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform. ZoomInfo gives you high-quality B2B data and sales intelligence on in-market buyers across companies of all sizes, powered by AI-driven automation with integrated outreach tools to help your GTM teams build pipeline and close deals faster. Check them out at zoominfo.com/revenue-formulaWant to work with us? Learn more: revformula.io(00:00) - Introduction (02:10) - Pipeline starvation (05:22) - Breakout companies are dominating (06:50) - The cost of lead gen (15:54) - The role of AI in cost reduction (20:18) - The future of sales and marketing automation (27:10) - The impact of AI on job roles (31:05) - The limitations of AI in growth (35:21) - The augment Bucket: Enhancing roles (39:36) - Zero waste GTM (46:35) - Final thoughts (47:27) - Next week: Todd Busler on the rev tech industry

Join Doug and Jess in this episode where they explore the shift from using a traditional static CRM as a mere logging tool to harnessing it as a performance management platform. They discuss the importance of aligning business processes with CRM capability, the significance of effective mapping, and how continuous improvement can drive better performance management.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps!

How do you introduce AI into your business without automating chaos? Melissa McCready—Practice Lead - Growth Operations at HLX—joins host Clark Newby to break down what it really takes to implement AI in growth-focused organizations.In this episode of Tomorrow's Best Practices Today, Melissa shares practical insights from the front lines of AI adoption and change management. Drawing on decades of experience across CRM, sales, and marketing ops, she walks through how AI is best used for automation, where businesses typically stumble, and why foundational data quality is non-negotiable. You'll also hear how Melissa defines “Growth Ops” as a natural evolution of RevOps, and why it requires a broader view of business orchestration.Whether you're a revenue leader exploring how to use AI for efficiency, or an operator wondering what's next for your career, Melissa delivers both frameworks and mindset shifts to guide the journey. From onboarding AI in small steps to understanding the root causes behind operational misalignment, this episode is packed with insights.-----CONNECT with us at:Website: https://leadtail.com/Leadtail TV: https://www.leadtailtv.com/LinkedIn: https://www.linkedin.com/company/lead...Twitter: https://twitter.com/leadtailFacebook: https://www.facebook.com/Leadtail/Instagram: https://www.instagram.com/leadtail/----00:00 – Teaching AI Like a PB&J: Why Instructions Matter01:09 – Meet HLX: Growth Ops for High-Velocity Companies02:34 – Where AI Fits in Go-to-Market Today03:55 – AI Readiness: Enhancement, Not Replacement05:23 – Start with Data: Structured, Unstructured, and Strategy06:38 – Feeding AI: Analogies, Prompts, and Planning10:32 – The Human Side of AI: Change Management and Trust13:11 – Crawl, Walk, Run: Where to Start with AI Automation16:37 – AI Metrics That Actually Matter to Business19:04 – The Problem with “Just Adding AI” to Broken Ops23:48 – What Is Growth Ops (and Why RevOps Isn't Enough)?28:16 – Career Advice for Future Growth Ops Leaders35:25 – The Vision: RevOps Leadership Course and Certification#b2bmarketing #b2b

In this compelling conversation, Kate Donovan, founder and CEO of CAMP Digital, shares how she transformed from a dyslexic social worker into a tech-savvy entrepreneur who revolutionized marketing for the home services industry. After being told by Google to "get out of auto" and enter the home services space - which was a "technological desert" in 2018 - Kate built a capacity-aligned marketing platform that has scaled to serve trades businesses across multiple verticals.The episode explores Kate's unique approach to scaling businesses through her four-pillar philosophy: people, process, data, and technology. She discusses the critical balance of leveraging AI without creating liability, the importance of slowing down to go faster, and why understanding your team's capacity is essential for sustainable growth. Kate's social work background shines through in her people-first leadership style and commitment to hiring diverse talent, including LGBTQIA+ individuals, veterans, and second-chance employees.This conversation is perfect for service business owners, marketing leaders, and entrepreneurs looking to understand how technology can solve real business problems while maintaining a human-centered approach to growth.What You'll Learn:The CAMP Framework: How Capacity Aligned Marketing Platform revolutionizes service business marketing by connecting capacity management with ad spendThe "Three Times Rule": Kate's philosophy that if you do something three times, you should automate it with technologyAI Implementation Strategy: How to leverage AI tools while avoiding data privacy pitfalls and regulatory compliance issuesPeople-First Scaling: Why hiring for diversity and creating inclusive culture drives business differentiationThe Spinning Plates Analogy: How to balance people, process, data, and technology for sustainable growthEOS Integration: How the Entrepreneurial Operating System supports scaling from startup to established businessResources Mentioned:Camp Digital: Home services marketing platform (capacity-aligned marketing)Capacity Pro: Dashboard that manages marketing spend based on technician capacityEOS (Entrepreneurial Operating System): Business framework both hosts implementHubSpot: CRM and marketing platform discussedGoogle My Business & Google Ads: Platforms referenced for home services marketingChatGPT: AI tool discussed with privacy considerationsDealer Teamwork: Sean Stapleton's company (Katie's brother) where she previously workedAbout:          Kate DonovanTitle:            C.E.O. Company:  CAMP DigitalLet's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Jaime Ruhl, CRO at Emergn, joins Warren Zenna to explore how a sales leader becomes a strategic revenue architect in a product‑centric consulting firm. She explains stepping into a broader remit that covers sales, go‑to‑market and marketing alignment across global teams. Jaime describes being a player‑coach who builds repeatable sales motion and champions measurable customer outcomes after delivery.Jaime digs into practical moves she led: shifting from sporadic lead chasing to a disciplined target account approach, tightening qualification at the funnel entrance, and leveraging intent signals, account reports and smarter prospecting tools. She describes building persona‑led outreach, thought leadership assets, and repeatable playbooks that scale account expansion and shorten cycles. Jaime also tightened lead handoff timing and aligned content cadence with selling motions.This episode contrasts consulting revenue with pure SaaS by unpacking stakeholder mapping, surrounding the customer with delivery, product and commercial teams, and balancing client intimacy with scalable processes. Jaime explains clearer handoffs, joint KPIs, role clarity and incentive design to reduce internal friction and drive sustainable expansion and retention. She stresses mapping buying centers and creating accountable cross‑functional teams.Jaime closes with tactical advice for new CROs: surround yourself with people who raise your game, ask why to learn the rationale behind decisions, pilot changes and lead by example, and cultivate mentors. She urges CROs to balance staying in the trenches to learn with delegating, define a focused go‑to‑market, test AI capabilities before broad rollout, and communicate early wins to build momentum.

What do video games have to do with business growth? More than you think.In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on, and what it takes to move forward the right way.Want to be a guest on the show? Learn more at revformula.io(00:00) - Introduction (06:53) - Levels Explained (11:53) - Hiring the Right People at the Right Time (16:41) - Strategic Roadmaps and Levels (19:12) - Situational Dependency in Business Advice (20:14) - CRM Implementation Challenges (25:28) - The Importance of Process Maturity (31:47) - Three Main Problems (35:13) - Our Solution (37:30) - Next Week: Zero Waste GTM

Too many frontline managers are promoted for hitting quota, then left to figure out leadership on their own. In this episode, Jeff Cummings, COO at LLC Attorney, shares a battle-tested coaching playbook built through 20+ years of leading high-growth teams. He challenges the “leadership lie” that there's no time for 1:1s and lays out a structured, repeatable framework that transforms one-on-ones from status updates into high-impact coaching sessions.Jeff walks through how to coach top performers without coddling them, how to use AI to scale personalized development, and why being a good manager has nothing to do with being in the deals. This episode is packed with practical guidance for CROs, RevOps, and enablement leaders looking to build durable revenue teams, starting with better coaching habits at the frontline.Key Takeaways1. The “Leadership Lie” is that there's no time for 1:1s.Jeff calls out the myth that leaders are too busy to coach; if you're too busy for your people, you're too busy to lead.2. One-on-ones should be structured, consistent, and focused on development, not deals.Effective 1:1s follow a repeatable process that goes beyond pipeline reviews to drive skill growth and accountability.3. Coaching should start with reflection by the rep.Asking “what went well?” first gives the rep ownership and builds a coaching culture grounded in self-awareness.4. Top performers need coaching, too, especially around behavior and professionalism.Being a high producer doesn't exempt someone from expectations; true leaders help reps round out their game.5. Managers must separate being in the action from building the team that drives the action.If you're still acting like a super rep, you're not creating leverage, and you're stunting team growth.6. Missed 1:1s should be rescheduled immediately, not skipped.Treat coaching like a customer meeting; canceling without rescheduling signals that people aren't the priority.7. AI can be used to scale coaching, not replace it.Jeff uses AI to track commitments, organize feedback, and personalize development, but the human connection stays central.8. Be fully present, no Slack, no inbox, no distractions.Undivided attention during coaching moments signals to reps that their development matters.9. Coaching isn't a task; it's a leadership mindset.Great leaders don't wait for permission to coach or train; they take ownership of their team's growth trajectory.10. Pay mentorship forward, build a legacy through people.Jeff credits his early mentors and reinforces that the best ROI in leadership comes from investing in others and teaching them to do the same.LinkedIn profile: https://www.linkedin.com/in/jeffcummings/

In this episode of the RevOps Hero Podcast, host Chris Strom is joined by ClearPivot teammate Andrew Chao Daongam to break down what companies need to know before, during, and after onboarding with HubSpot.With over 80 successful onboardings under his belt, Andrew shares practical insights on:✅ The 3 main types of HubSpot onboarding projects✅ Setting realistic expectations for guided onboarding✅ The most common goals—and common mistakes—for Sales, Marketing, and Service Hub onboardings✅ Why your internal process mapping must come before system configuration✅ How to avoid deliverability disasters in email marketing✅ What to plan before you buy HubSpot to get quicker winsWhether you're migrating from another CRM, building your first RevOps stack, or adding HubSpot into an existing system, this episode is full of tactical guidance to help your team succeed from day one.

#274 Growth | In this episode, Dave is joined by Sean Lane, Founding Partner at BeaconGTM and RevOps expert, to talk about scaling RevOps in B2B. With over a decade of experience at Drift and other B2B SaaS companies, Sean shares actionable tips for marketers looking to align operations with business goals.Dave and Sean cover:How to build alignment between sales, marketing, and opsWhy early-stage companies must align operational complexity with their growth maturityHow continuous planning helps marketing and ops teams stay agile as business challenges come upTimestamps(00:00) - - Intro to Sean (07:11) - - Going From Founder Led Sales to Having A Professional GTM (09:52) - - How Ops Bridges Business Goals (13:42) - - How To Align Sales, Marketing, and Operations (17:51) - - Why You Need A Clear Marketing Strategy (20:17) - - How To Build A Partnership Between Marketing and Operations (26:41) - - Guidelines for long term vs short term budgeting and planning (32:19) - - Marketing's Role At The Bottom Of The Funnel (37:14) - - How To Get “Hand-raisers” For Your Product In The Customer Journey (41:06) - - Do Engaged Accounts Measure The Success Of Marketing? (42:56) - - Sean's Podcast ROI (45:12) - - AI Use Cases In Ops (50:14) - - How To Hire A Good Ops Person (53:42) - - Closing Remarks Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Walnut.Why are we pouring all this effort into marketing just to push buyers to a “request a demo” or “contact sales” button?Come on, today's buyers don't want to talk to sales right away. They want to explore your product themselves, see how it works, and understand its value before booking a meeting.That's where Walnut comes in.Walnut empowers marketers and GTM teams to create interactive, self-guided product experiences in minutes. Embed these experiences on your site, in emails, or anywhere in your funnel to let buyers engage on their terms, from awareness to close and beyond. That's the beauty of Walnut - you're getting a platform that your sales and CS colleagues can use to showcase the product too.And the best part? You get real intent data—see which features prospects love, where they drop off, and what's actually driving pipeline. Demo Qualified Leads are the new MQL.Over 500 companies, like Adobe and NetApp, use Walnut to drive 2-3x higher website conversion rates and 7 figures in pipeline on a yearly basis. So do you want to drive more leads, shorten sales cycles, and actually show your product instead of hiding it behind another typical B2B CTA? Go check out Walnut.io. And if you tell them Dave from Exit 5 sent you, they'll build out your first demo for free!

Text us your thoughts on the episode or the show!In this episode of Ops Cast by MarketingOps.com (powered by The MO Pros), hosts Michael Hartmann, Mike Rizzo, and Naomi Liu delve into one of the most discussed shifts in B2B marketing and revenue operations: the evolving roles of Marketing Qualified Leads (MQLs) and Marketing Qualified Accounts (MQAs).In this episode, you'll learn:Why the traditional MQL model may be falling short and where MQAs step in.How to realign marketing and sales around shared intent signals.Common pitfalls when transitioning from MQLs to MQAs (and how to avoid them).Practical advice on shifting measurement frameworks to reflect real buyer behavior.To unpack this timely topic, they're joined by two accomplished leaders in RevOps and marketing strategy:Andrea Frazier, Senior Revenue Operations Technical Consultant, is known for her expertise in building scalable systems and aligning sales, marketing, and data. What makes her presence special on this podcast is that she will be a part of the Mopsapalooza as a speaker.Jessica Fewless, VP of Marketing and Partnerships, has deep experience in ABM, demand gen, and full-funnel program strategy.Together, they challenge long-standing definitions of buying intent and discuss how teams can evolve from lead-focused metrics to account-based signals that drive more aligned, strategic growth.Tune in now, because whether you're in Marketing Ops, RevOps, or Demand Gen, this episode offers an expert-led perspective on what it means to qualify, measure, and act on intent in today's B2B environment.Check out our complete toolkit for helping you move from MQLs to MQAs!Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Visit UTM.io and tell them the Ops Cast team sent you. Join us at MOps-Apalooza: https://mopsapalooza.com/Save 10% with code opscast10Support the show

In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies. Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes.TakeawaysKaran Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS.AI tools should enhance human connections rather than replace them in sales processes.Productivity is more important than leanness in sales organizations.The average tenure of a seller is around 18 months, highlighting the need for effective training.Investing in seller readiness early can lead to long-term success in sales organizations.Automation can help sellers focus on meaningful human interactions.Sales training should be consistent and comprehensive to ensure seller success.Understanding customer needs is crucial for effective sales conversations.Karan emphasizes the importance of developing B sellers into A sellers.The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement.Chapters02:26 Karan Singh's Journey in Go-to-Market Strategy07:15 The Role of AI in Sales and Human Connection10:36 Productivity vs. Leanness in Sales Organizations14:13 Challenges in Seller Training and Development18:53 Key Insights for New Rev Ops Hires

Enterprises are rethinking go-to-market from the ground up. And the foundation is clean, unified, orchestrated data. In this episode, Brian Aggerbeck shares how leading companies are using Data-as-a-Service (DaaS) to build centralised architectures that fuel GTM at scale, without adding more tools or noise. From composable systems to AI-readiness, this is a masterclass in what's next for RevOps, data leaders, and modern growth teams.

In this eye-opening conversation, Brendon Dennewill sits down with Kristen McGarr, Founder and Fractional CRO from Adroit Insights, to discuss why most CRM implementations fail and what businesses can do differently. They dive deep into the critical importance of prioritizing people and processes before technology, sharing real-world examples of how this approach transformed a 6-person company into a 21-person team in just six months.Kristen brings her unique perspective as both a CRO and CRM expert, explaining why adoption is the #1 metric for CRM success and how to think about your CRM as a valued team member rather than just another software expense. This episode is perfect for business leaders considering a CRM implementation, struggling with current adoption issues, or planning for growth.What You'll Learn:Why the "people, process, technology" framework is critical for CRM successThe real reasons CRM implementations fail (and how to avoid them)How to calculate the true cost of CRM ownership beyond software subscriptionsStrategies for maintaining data integrity as your business growsThe importance of having an internal CRM championResources Mentioned:HubSpot: Comprehensive CRM and marketing platformZoho: Business software suite and CRM platformUpwork: Platform for finding CRM support resourcesIDC Research: Total value of ecosystem studiesGoogle Sheets integrations: For bridging spreadsheet users to CRM adoptionAbout Kristen McGarrTitle: Founder & Fractional Chief Revenue OfficerCompany: Adroit InsightsExpertise: CRM implementation, revenue operations, business process optimization, and fractional leadership for solopreneurs and small businessesLinkedIn: Kristen McGarr Website: Adroit InsightsLet's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Remote work and AI promised to make us more productive. The data says otherwise.In this episode, we unpack new research showing remote workers put in about two and a half hours less each day than office teams, and studies suggesting AI tools can weaken critical thinking and slow skill growth. We explore what happens when these trends collide, how they impact career development, and why leaders need to address the issue now.Sources:U.S. Bureau of Labor Statistics 2024 study Measuring the Impact of Early-2025 AI on Experienced Open-Source Developer Productivity Your Brain on ChatGPT: Accumulation of Cognitive Debt when Using an AI Assistant for Essay Writing Task Never miss a new episode, join our newsletter on revenueformula.substack.com(00:00) - Introduction (03:25) - Research: Remote work is not working (09:31) - Parkinson's Law of Productivity (16:50) - Distractions in work environments (17:48) - Remote work and career development (24:01) - AI's impact on developers (28:41) - Study: AI making us dumber? (32:34) - The Future of Cognitive Functions (40:59) - Final thoughts (41:58) - Next week: What have we been working on?

Jeff Ignacio sits down with John Queally, Senior Director of RevOps at Clari, to explore how modern RevOps can go from support function to strategic command center. John shares how his team leverages product telemetry, AI-powered account health scores, and a unified cadence to drive real outcomes across the GTM funnel. They also dig into why RevOps must own data quality in the AI era, and why sometimes the best ops leaders step outside of ops to level up. If you're serious about scaling smarter, this one's for you.

We talk with Lennard Kooy, CEO of Lleverage, about why nobody actually cares about AI—they care about outcomes. Lennard drops hard truths on why most companies are moving too slow, how to accelerate adoption by assisting before replacing, and where agentic workflows are creating real ROI. He also demos a live “gladiator challenge” of building a cold outreach AI agent from scratch, and outlines what every GTM leader needs to do right now to stay relevant. Whether you're a RevOps pro, a BDR sick of cold calls, or a CMO trying not to get fired—this is your wake-up call.   04:43 Interview with Lennard Kooy 09:36 AI-Powered Recruitment and Sales Automation 14:29 Adopting AI in Business Processes 21:29 Practical AI Workflow Demonstration 23:40 Generating Company Lists and Lead Data 24:24 Simplifying Automation for Users 24:47 User Experience and Customer Support 25:39 Quick Wins for New Users 28:10 Potential of Agentic AI in Go-to-Market 30:59 Guardrails for Adopting AI 32:32 The Power of MCP in AI Integration 35:25 Mid-Market Focus and ROI 37:34 Future of AI in Professional Roles 39:41 Advice for Go-to-Market Leaders 42:29 Quick Hits: Practical AI Tips 44:57 Final Thoughts and Takeaways Key Topics Reality Check: Why most businesses don't care about AI—and what they do care about The Trust Layer: How “assist before replace” is the cheat code for adoption Recruiting Reinvented: How Lleverage AI automated 70% of their hiring pipeline Agentic GTM: Where agent workflows are replacing cold calls, research, and lead scoring Demo Time: Watch Lennard build an AI agent live, in under 5 minutes MCP Advantage: Why this new spec removes dev bottlenecks and boosts AI usability Speed > Perfection: Why going slow will kill your competitive edge Hard Truths for Leaders: You will get replaced if you don't move faster Future of Work: What GTM roles look like in a near-agentic future About our Guest: Lennard Kooy is a seasoned tech entrepreneur focused on how emerging technologies can transform business operations. As CEO of AI platform Lleverage, he helps companies automate complex processes without requiring technical expertise, drawing from his experience building and selling martech company Storyteq to ITG. Known for his pragmatic approach to AI adoption, Lennard regularly shares insights on making advanced automation accessible to everyday business teams. He's passionate about strengthening Europe's position in the global AI landscape and frequently writes about the practical realities of implementing AI in enterprise settings.

#271 GTM Engineering | In this episode, Dave is joined by John Short, CEO of Compound Growth Marketing, along with Cammy Keiler, Justin Johnson, and Dan Guenet. Together, they break down the rise of GTM engineering, what it is, how it differs from RevOps, and why B2B teams are investing in it.Dave and the crew cover:The core difference between RevOps and GTM engineering (and why the latter is more focused on building than just integrating)Real GTM engineering use cases, from AI-powered sales tools to mid-funnel campaigns that go way beyond ebooksHow GTM engineers are driving higher revenue per employee and why this role should be one of your first five marketing hiresWhether you're hiring or just GTM-curious, you'll leave this episode with a clear definition of the role, real-world examples, and tactical ways GTM engineers drive impact.Timestamps(00:00) - – Intro (03:33) - – Why this topic resonated with 1,200+ registrants (05:48) - – What even is **GTM engineering? (08:03) - – GTM engineering vs. RevOps vs. Marketing Ops (11:18) - – How AI is driving this role forward (14:28) - – Real examples: ABM campaigns, mid-funnel tools, sales call analysis (19:38) - – Tools GTM engineers are using today (Clay, Unify, GPTs) (23:03) - – Role of GTM engineering in revenue per employee (27:18) - – How GTM engineers enable sales + reduce headcount (31:33) - – What Dan actually does all day as a GTM engineer (36:23) - – Custom GPTs for sales and marketing teams (39:38) - – What MCP servers are (and why they matter) (44:08) - – Claude, Gamma, and AI-powered content systems (46:53) - – Why this isn't just PLG (or ABM, or RevOps) (50:43) - – When to hire a GTM engineer (53:23) - – Big feelings about the role (and why they exist) (55:33) - – Closing thoughts + what to take away Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Walnut.Why are we pouring all this effort into marketing just to push buyers to a “request a demo” or “contact sales” button?Come on, today's buyers don't want to talk to sales right away. They want to explore your product themselves, see how it works, and understand its value before booking a meeting.That's where Walnut comes in.Walnut empowers marketers and GTM teams to create interactive, self-guided product experiences in minutes. Embed these experiences on your site, in emails, or anywhere in your funnel to let buyers engage on their terms, from awareness to close and beyond. That's the beauty of Walnut - you're getting a platform that your sales and CS colleagues can use to showcase the product too.And the best part? You get real intent data—see which features prospects love, where they drop off, and what's actually driving pipeline. Demo Qualified Leads are the new MQL.Over 500 companies, like Adobe and NetApp, use Walnut to drive 2-3x higher website conversion rates and 7 figures in pipeline on a yearly basis. So do you want to drive more leads, shorten sales cycles, and actually show your product instead of hiding it behind another typical B2B CTA? Go check out Walnut.io. And if you tell them Dave from Exit 5 sent you, they'll build out your first demo for free!

Text us your thoughts on the episode or the show!On today's episode, we talk with Kyle Priest (former CMO, CRO, COO, and President at multiple SaaS firms and agencies) and returning guest Eric Hollebone (President & COO at Demand Lab) to discuss what it really takes for marketing to have a voice at the leadership table. Together, they explore how alignment between marketing, sales, and RevOps creates not only better stories but better business results—and how marketers can shift their mindset to lead strategic growth conversations at the board level.Whether you're in marketing ops, RevOps, or a revenue leader looking to elevate your impact, this conversation is packed with insight on how to connect tactical execution with executive influence.Tune in to hear:Marketing's Role in the Boardroom: Why marketing must go beyond tactics and brand to speak the language of revenue, margin, and predictable growth.Revenue-First Mindset: How aligning on goals, terminology, and KPIs across departments builds organizational momentum and earns trust at the top.The Power of Storytelling: Tips for telling clear, concise growth stories that resonate with CFOs, CEOs, and investors—starting with closed-won revenue and working backwards.Quality of Revenue Explained: Understanding why not all revenue is equal and how marketers can influence strategic customer acquisition that builds long-term value.Practical Advice for RevOps & Marketing Ops: From measuring contribution (not just attribution) to carving out time for strategic insights, learn what actions to take today to elevate your role tomorrow.

This week on GTM Live, Carolyn and Trevor sit down with Mark Turner, VP of Revenue Operations at Demandbase, to break down how RevOps leaders can build aligned systems, drive better GTM execution, and measure what actually matters.Mark shares how his early background in FP&A shaped his leadership approach, bringing a data-first, analytical mindset to RevOps that balances strategic planning with operational precision. He also unpacks what it really takes to build a unified data layer across the GTM org, and why consistent definitions and connected systems are key to moving fast and measuring effectively.Key topics in this episode:How FP&A experience gives RevOps leaders a strategic edgeHow to build a unified data layer across GTMWhy sourced attribution models fall shortWhat sales velocity tells you that pipeline doesn'tWhere AI and automation are most impactful in RevOps todayHow to enable expansion and cross-sell without clunky handoffsThis episode is powered by Passetto, a GTM advisory and software company helping B2B teams build Revenue Sciences™, a measurable system that uncovers bottlenecks and data gaps, transforming go-to-market into a closed-loop engine for confident, scalable growth.

Text us your thoughts on the episode or the show!On today's episode, we talk with seasoned B2B marketing leader Pratibha Jain, who has spent nearly two decades driving demand, growth, and operational excellence across multiple industries. From cloud computing to HR tech, she's seen—and measured—it all. Together, they unpack how to bridge gaps between marketing, sales, and operations to deliver measurable business impact.Tune in to hear: Why alignment between Marketing Ops, RevOps, and Sales is critical—and how to actually achieve it.Which metrics matter for executives versus your internal marketing team (and why “vanity metrics” still have a place).How to build a unified data and reporting framework to eliminate finger-pointing and drive decision-making.Lessons in event marketing: from planning and execution to post-event follow-up that truly delivers ROI.Practical ways marketing teams can partner with ops to make account-based strategies more effective.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Visit UTM.io and tell them the Ops Cast team sent you. Join us at MOps-Apalooza: https://mopsapalooza.com/Save 10% with code opscast10Support the show

In this episode of RevOps Champions, Brendon Dennewill sits down with Tom Lambotte, Founder of AI Simplifier, to explore how leaders can shift their mindset and simplify AI adoption within their organizations. Tom introduces his framework of eight AI mindsets, designed to help business leaders integrate AI practically and strategically—without getting overwhelmed. The conversation covers why foundational knowledge is essential, how to avoid overcomplicating tools, and the importance of A players in scaling effective teams.Key Takeaways:AI integration should be simple, purposeful, and aligned with strategic goals.Foundational understanding leads to more confident, effective use of AI tools.Leaders need to guide teams through mindset shifts, not just technology shifts.Productivity grows when you focus on fewer, higher-value tasks.AI enhances human capabilities—it doesn't replace them.Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreWhat would happen if Marketing stopped acting like a request factory and stepped up as the hub of revenue, enablement and strategy? In this episode of Move the Needle, Kyle Lacy (CMO at Docebo, ex-Seismic, ExactTarget, Salesforce) breaks down his "CREM" framework—Communication, Revenue, Enablement, Metrics—and shows how any SaaS team can use it to earn board-level credibility and hit the pipeline number. Along the way we tackle product-level pipeline ownership, building an AI “SWAT team,” and the right way to say “no” to random requests without losing goodwill.You'll learn: • Why saying "yes" to everything is killing marketing's credibility • How to get sales, finance, and marketing aligned on revenue • When product marketing can (and should) own a pipeline number • The metrics that really matter (and the brand metric he's still testing) • How to redefine "enablement" beyond sales decks and collateral

In this episode, we talk about the messy shift from founder-led sales to something more scalable. A lot of teams trip up here. It's not just about hiring the right people, it's about whether the company is actually ready for them.Early sales hires often fail because the structure, process, or timing is off. The conversation introduces the idea of level awareness, a way to figure out if your setup matches the stage you're in. The same problems tend to repeat, whether you're at $1M or $50M ARR.(00:00) - Introduction (02:12) - Challenges in Founder-Led Sales (05:36) - Diagnosing Founder-Led Sales Issues (08:36) - Hiring Challenges and Misconceptions (11:12) - Framework for Scaling Sales Teams (13:39) - Levels of Sales Maturity (19:20) - Defining Level One (23:27) - Hiring for Stage Level Fit (25:25) - Common Founder Regrets (27:13) - Hiring Sales Leaders with Level Awareness (34:53) - Challenges of Premature Scaling (36:31) - Conclusion (37:37) - Next Week: Is Remote Work & AI Making Us Less Productive?

On this week's episode, John Barrows hits the floor at Rev Fest—a one-of-a-kind event hosted by Go Nimbly's CEO, Jen, at the iconic House of Yes in Brooklyn. This isn't your typical sales conference. It's loud, unconventional, and hyper-focused on RevOps—the unsung heroes of modern GTM strategy.In a series of quick-hit, high-impact interviews with leaders from Snowflake, Clay, G2, StrongDM, and Figma, John asks each guest the same three questions:What should sales stop doing?What should sales do more of?And if you had a magic wand, what would you change about the sales & RevOps relationship?The answers? Candid, surprising, and exactly what sales pros and leaders need to hear.Whether you're a rep trying to work better with ops, or a leader looking to scale smarter, this episode delivers direct insights from the RevOps trenches.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter

Text us your thoughts on the episode or the show!On today's episode, we talk with seasoned B2B marketing leader Pratibha Jain, who has spent nearly two decades driving demand, growth, and operational excellence across multiple industries. From cloud computing to HR tech, she's seen—and measured—it all. Together, they unpack how to bridge gaps between marketing, sales, and operations to deliver measurable business impact.Tune in to hear: Why alignment between Marketing Ops, RevOps, and Sales is critical—and how to actually achieve it.Which metrics matter for executives versus your internal marketing team (and why “vanity metrics” still have a place).How to build a unified data and reporting framework to eliminate finger-pointing and drive decision-making.Lessons in event marketing: from planning and execution to post-event follow-up that truly delivers ROI.Practical ways marketing teams can partner with ops to make account-based strategies more effective.Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Visit UTM.io and tell them the Ops Cast team sent you. Join us at MOps-Apalooza: https://mopsapalooza.com/Save 10% with code opscast10Support the show

Welcome back to SmartBug on Tap, where we dig into smarter, more scalable HubSpot strategy for marketing, sales, and RevOps teams. In this episode, Casey Peddicord sits down with Sandy Moore, SmartBug's Senior Director of Account Strategy, to unpack one of the most complex—and misunderstood—topics in enterprise marketing: attribution. Whether you're battling siloed data, long sales cycles, or disconnected touchpoints, attribution reporting can feel impossible to get right. But it can work—and Sandy's here to show you how. From model selection to executive dashboards to AI's evolving impact on reporting, this is a must-listen for anyone working in enterprise RevOps or marketing operations.

Did AI actually kill SEO? Or are recent traffic drops for sites like HubSpot a sign of something else entirely? In this episode, we're joined by Sam Dunning, founder of Breaking B2B and a leading expert on search strategy, to unpack what's actually happening in the world of SEO. We talk about how AI overviews are changing the way people find information, and what it all means for marketers and revenue teams.Sam shares when SEO still makes sense, when it doesn't, and what to focus on if you want to drive real pipeline today. We also dive into AI-generated content, the role of brand in LLM-driven search, and how to build a practical keyword strategy that works in 2025.(00:00) - Introduction (01:58) - Did AI kill SEO? (06:17) - When SEO doesn't make sense (10:05) - Does SEO still take forever to build? (12:24) - Should we just generate AI content? (15:39) - Buidling a Money Keyword Matrix (22:20) - Who should own the matrix? (24:45) - Quicker vs longer strategies (29:07) - Old school SEO in a world of LLMs (34:08) - Brand builders have a step up (36:21) - Common LLM hacks (43:00) - Measuring SEO in a world of LLMs (48:24) - Nothing's changed. Everything's changed. (50:29) - Wrapping up

This week on GTM Live, Carolyn sits down with Sam Dunning, SEO leader and B2B growth expert, to unpack how SEO has dramatically evolved and what top-performing companies must do to adapt.They dive into why traditional SEO—focused on keywords, rankings, and traffic—is now too siloed, and how modern SEO needs to align with revenue, messaging, and the full customer journey.They also explore outdated SEO metrics, the pitfalls of last-touch attribution, and why shifting to a revenue-influence mindset is essential.You'll hear what modern SEO looks like in a revenue-led org, how category narrative (not keyword stuffing) is the new growth lever, and how AI is reshaping both content production and search behavior.Together, Carolyn and Sam challenge the idea that SEO can be a standalone marketing channel, it's a powerful GTM distribution engine when done right.Key topics in this episode:Why SEO can't be a silo anymoreHow to reframe SEO as a distribution strategy, not just a traffic engineWhy aligning SEO with your company's POV drives better outcomesHow AI is reshaping the content and SEO landscapeWhy B2B companies need to track influence, not just rankings or leadsThe biggest SEO measurement mistakes teams still makeWhat high-performing teams are doing differently with content

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreIn this episode of Move the Needle, we sit down with Amanda Natividad, VP of Marketing at SparkToro and the mind behind the now-mainstream concept of “zero-click content.” Amanda dives into why marketers must stop obsessing over clicks and start optimizing for impressions, reach, and value on investment (VOI). From redefining marketing metrics to helping stakeholders buy into new ways of measuring success, Amanda shares a practical, experience-backed approach to content that builds sustainable impact over time.What you'll learn:Why zero-click content actually drives long-term business growthHow to shift from ROI to VOI and what that looks like in practiceCreative ways to repurpose content to fuel multiple teams and channelsHow to build stakeholder alignment by supporting your colleagues' objectives