Podcasts about Sales operations

Billy and Michelle chat with Keeneland Director of Sales Operations, Cormac Breathnach, about this week's boutique Select Racing Age sale!

Billy and Michelle chat with Keeneland Director of Sales Operations, Cormac Breathnach, about this week's boutique Select Racing Age sale!

On this engaging episode of CRO Spotlight, host Warren Zenna sits down with Guy Rubin, Founder and CEO at Ebsta, to dissect the evolving CRO role. They explore the challenges companies face when hiring for growth—from misaligned expectations to premature role adoption. Their conversation sparks innovative ideas on how to recalibrate commercial strategies for lasting success.Guy delves deep into the pitfalls of early CRO hires and the impact of a 17-month turnover trend. He shares insights on how misaligned sales processes can stunt growth and emphasizes the benefits of a 360 sales strategy. Backed by research, his analysis offers practical ways to realign roles within organizations for improved revenue consistency.Throughout the discussion, Warren and Guy uncover the secret of achieving execution consistency that turns modest outcomes into breakthrough performance. They explore how synchronized teams, bolstered customer engagement, and the smart use of AI can drive revenue intelligence. Their dialogue provides a roadmap for leveraging data to transform commercial operations.Wrapping up the episode, the conversation shifts to practical solutions that de-risk CRO hiring and capture emerging growth opportunities. Guy explains how Ebsta's relationship intelligence platform offers clear insights on sales cycles, stakeholder engagement, and actionable benchmarks. Listeners leave with powerful strategies to accelerate revenue growth and secure long-term results.

In this special episode of FP&A Tomorrow, host Paul Barnhurst (aka The FP&A Guy) welcomes Karan Sood, a global pricing expert with over a decade of experience in revenue management and pricing strategies. Karan shares his knowledge on the impact of tariffs on global trade and pricing models. He talks about the complexities of tariffs, offering advice on how businesses can effectively manage the financial implications and adapt their pricing strategies during these uncertain times. Karan discusses the importance of collaboration across departments and creating flexible models that can quickly adjust to changing market conditions.Karan Sood is a global pricing expert and the Director of Sales Operations with a wealth of experience overseeing revenue management for over $6 billion across a wide range of industries. He is passionate about using pricing as a powerful tool to drive profitability and improve business performance. Karan has worked across industries including automotive, digital marketing, consumer goods, and more, developing pricing strategies that create real business value.Expect to Learn:How tariffs impact different industries and pricing strategies.Why a one-size-fits-all approach to tariffs is flawed and the importance of tailored strategies.The role of cross-functional collaboration in managing tariff impacts.How to create flexible pricing models that can quickly adjust to shifting market conditions.The importance of transparency with customers when adjusting prices due to tariffs.Here are a few quotes from the episode:"Every industry is different; you can't use the same assumptions for all goods under tariffs." - Karan Sood"Stay calm, don't make decisions too quickly. Information is constantly changing." - Karan Sood"The key to managing tariffs is creating a flexible pricing model that can adapt quickly to new developments." - Karan SoodKaran Sood shared meaningful strategies for managing the complexities of tariffs in today's global trade environment. His advice to stay calm, work collaboratively, and prioritize flexibility in pricing models is invaluable for finance professionals looking to navigate the challenges posed by tariffs. By emphasizing the importance of cross-departmental communication and transparency with customers, Karan offers actionable steps that can help businesses succeed in a volatile market.FP&A Community Hub: Tired of searching for answers and sifting through sales pitches? The FP&A Hub is your go-to online community where finance professionals connect, learn, and grow without the distractions of sales pitches or generic LinkedIn content. Engage in real conversations, attend exclusive events, and gain insights from over 100 FP&A experts.Be a part of the future of FP&A networking. Join for free at https://bit.ly/3DQWLrJFollow FP&A Tomorrow:Newsletter - Subscribe on LinkedIn - https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6957679529595162624 Follow Karan:LinkedIn - https://www.linkedin.com/in/soodkaran/?originalSubdomain=caWebsite - https://substack.com/@karansoodFollow Paul: Website -

In this episode of Future Finance, host Paul Barnhurst (aka The FP&A Guy) welcomes Karan Sood, a global pricing expert with over a decade of experience in revenue management and pricing strategies. Karan shares his knowledge on the impact of tariffs on global trade and pricing models. He talks about the complexities of tariffs, offering advice on how businesses can effectively manage the financial implications and adapt their pricing strategies during these uncertain times. Karan discusses the importance of collaboration across departments and creating flexible models that can quickly adjust to changing market conditions.Karan Sood is a global pricing expert and the Director of Sales Operations with a wealth of experience overseeing revenue management for over $6 billion across a wide range of industries. He is passionate about using pricing as a powerful tool to drive profitability and improve business performance. Karan has worked across industries including automotive, digital marketing, consumer goods, and more, developing pricing strategies that create real business value.Expect to Learn:How tariffs impact different industries and pricing strategies.Why a one-size-fits-all approach to tariffs is flawed and the importance of tailored strategies.The role of cross-functional collaboration in managing tariff impacts.How to create flexible pricing models that can quickly adjust to shifting market conditions.The importance of transparency with customers when adjusting prices due to tariffs.Karan Sood shared meaningful strategies for managing the complexities of tariffs in today's global trade environment. His advice to stay calm, work collaboratively, and prioritize flexibility in pricing models is invaluable for finance professionals looking to navigate the challenges posed by tariffs. By emphasizing the importance of cross-departmental communication and transparency with customers, Karan offers actionable steps that can help businesses succeed in a volatile market.Follow Karan:LinkedIn - https://www.linkedin.com/in/soodkaran/?originalSubdomain=caWebsite - https://substack.com/@karansoodFollow Paul:LinkedIn - https://www.linkedin.com/in/thefpandaguyFollow QFlow.AI:Website - https://bit.ly/4i1EkjgFuture Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai. Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.In Today's Episode:[02:08] - Introduction of Episode[03:05] - Karan's Journey into Pricing[06:45] - The Global Impact of Tariffs[12:05] - Why One-Size-Fits-All Doesn't Work[16:00] - Managing the Impact of Tariffs[20:04] - Building Flexible Pricing Models[23:09] - Transparency with Consumers[28:46] - Short-Term vs. Long-Term Strategy[34:34] - Cross-Department Collaboration[39:06] - Book recommended by Karan

Warren Zenna welcomes Elio Narciso on CRO Spotlight as they dive deep into the challenges of data overload in today's sales environments. They explore how manual tasks and disjointed CRM systems drag down productivity while innovative integrations and AI-driven agents set the stage for a transformative approach that empowers CROs and their teams to focus on high-impact activities.The conversation shifts to the impact of agent technology and automated research on routine tasks. Warren and Elio discuss how advanced integration and workflow systems can eliminate tedious data entry, enabling sales teams to spend more time building relationships and closing deals. This vision resonates strongly with CROs seeking actionable improvements across revenue operations.In a candid exchange, the duo recounts their journey from traditional sales challenges to embracing disruptive data automation. They share firsthand experiences of overcoming manual inefficiencies that hindered performance and detail how clear, reliable data transforms decision-making for mid-market and larger companies, sparking optimism among revenue leaders.Wrapping up their discussion, Warren and Elio highlight the urgency for CROs, aspiring leaders, and CEOs to adopt innovative solutions today. They emphasize that achieving streamlined revenue operations through precise, automated analytics is not just an upgrade—it's a vital shift in competitive sales strategy that can unlock predictable and profitable growth.

In this episode of the CRO Spotlight podcast host Warren Zenna connects with Janis Zech, Co-Founder and CEO at Weflow. They explore the rising significance of the Chief Revenue Officer role amid evolving market challenges. The discussion sets the stage by addressing operational inefficiencies and the need for precise revenue intelligence in today's competitive environment.The conversation dives deep into aligning sales, marketing, and customer success for a unified revenue strategy. Janis shares insights from his extensive experience, emphasizing the impact of early CRO integration on business performance. Key topics include data automation, pipeline management, and the value of cross-functional collaboration.Listeners gain real-world examples and actionable advice on overcoming common pain points. The dialogue reveals how strategic hiring and the smart use of technology boost efficiency and reduce non-selling activities. Janis and Warren discuss building a cohesive leadership architecture that minimizes silos and drives sustained growth.As the episode unfolds, the focus shifts to the future of revenue operations and the transformative potential of AI-driven insights. Both experts challenge traditional models and inspire CROs, aspiring leaders, and CEOs to embrace innovation. Tune in to discover how targeted strategies and precise revenue intelligence can elevate your organization to new heights.

Jay Karen (CEO, NGCOA) and Don Rea, PGA (President, PGA of America) cover the top stories and emerging headlines across the golf industry with special guest Paul Sullivan, an author, former New York Times columnist, and current Golf Digest contributor. Listen in as they dive into his recent article detailing where forthcoming policies from our country's new administration will intersect with the golf industry and, more importantly, your golf business. Then Golf Business LIVE with Michael Williams - powered by Tagmarshal returns with a House Chat featuring Marc Williams, Head of Sales Operations, Toptracer, North America, and Clark Burckle, Owner and Managing Partner of Reimagine Golf. Learn how their successful forms of gamification improve the driving range experience for golfers of all skill levels.  

What does it really take to make go-to-market teams more efficient? Our guest on this episode, Jen Igartua, works on answering this question every day. Jen is the CEO of Go Nimbly, a 60-person RevOps agency for Mid-Market & Enterprise SaaS companies. With an amazing roster of clients that includes Zendesk, Twilio, Snowflake, Intercom, and others, she and her team help companies solve what's getting in the way of growth.When you spend your days advising companies on how to operate more effectively, it's easy to think you've seen it all. But not Jen. She's a relentless learner. In our conversation, we demystify what GTM efficiency actually looks like behind the scenes, how her team is implementing AI in practical ways for clients, and why, despite all of Go Nimbly's success, she doesn't really focus on innovating internally within their business.Be sure to check out Go Nimbly's first conference, RevFest, on June 10 in Brooklyn: https://revfest.gonimbly.com/Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.

In this episode of CRO Spotlight, host Warren Zenna welcomes Rich Sutton, Co-Founder at DM&RS Advisory, for a deep dive into the evolving CRO role. Rich shares his unconventional journey from rock and roll DJ to strategic revenue leader, setting the stage for a conversation that challenges traditional sales-focused perspectives in today's dynamic market.Rich explains how the fractional CRO role can transform startups by integrating sales, marketing, and customer success. He highlights that a CRO isn't just about closing deals but also about aligning cross-functional teams to build a cohesive revenue engine that adapts swiftly to shifting market conditions.The dialogue explores the differences in CRO role perspectives. While some see the position solely as a sales driver, Rich argues that modern CROs must balance direct sales execution with broader revenue strategy. This distinction becomes vital when companies scale, as revenue leaders must foster innovation while ensuring operational discipline.Warren and Rich also discuss how leadership mindset influences these roles. They share insights on harnessing data, embracing change, and inspiring teams to evolve. The conversation bridges personal anecdotes from music to boardroom strategies, offering a fresh perspective on how diverse experiences can redefine the CRO function in an ever-changing business landscape.

Partnerships teams often feel like the forgotten child of the go-to-market org—under-resourced, misunderstood, and held to different standards than their direct sales counterparts. Greg Portnoy is out to change that.Greg is the co-founder and CEO of Euler, the Home Base For Partnerships Teams. Drawing from his experience leading Partnerships teams at 4 different companies, Greg knows the difference between what works and what doesn't, and he's making the case for treating partnerships as a strategic business function—not just a side hustle for GTM.In our conversation, we talk about why Partner teams don't get any love from RevOps, why measuring “Partner influence” isn't the silver bullet most teams think it is, and how Partner teams and Partner Ops can tag-team to run experiments together. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

In this episode of CRO Spotlight, host Warren Zenna welcomes Alex Asianov and Jonathan Blessing of DOOR3 for a deep dive into their company's 22-year journey through the ever-changing world of technology services. Alex shares how his early passion for programming led to the founding of DOOR3 and how that foundation evolved into a product-focused mindset serving real business outcomes.Jonathan joins the conversation with reflections on his parallel path in the tech world and eventual return to DOOR3 as CEO. The two share candid stories of how their complementary skills, shared values, and a strong cultural foundation shaped a resilient and adaptable company structure. They open up about pivotal moments in DOOR3's history and what it took to move from scrappy beginnings to operational excellence.Warren guides the conversation into the challenges of differentiation in a crowded dev space. Alex and Jonathan discuss their strategy of embedding product thinking into service delivery and maintaining a disciplined focus on client business outcomes. They unpack how cultural alignment, internal evolution, and hiring for shared values have been key to DOOR3's long-term success.The episode wraps with a forward-looking discussion on emerging tech trends, particularly the impact of AI on the services landscape. Alex and Jonathan share insights into how DOOR3 is both adopting and advising on new technologies—balancing innovation with practicality—while staying true to their mission of delivering lasting business value.

AI may be having a moment, but for Jana Eggers, it's been a career. Jana is the CEO of Nara Logics, an AI Advisor software company, and she's been building in AI long before it became a buzzword. In this episode live from Startup Boston Week, we talk about separating AI hype from utility, why AI should be built for subject matter experts (not just technical ones), and why she believes AI augments human intelligence, but doesn't mimic it. Also, stick around for one of the best lightning rounds we've ever done.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

TakeawaysUnified commerce connects backend systems with front-facing channels.Consumers expect a seamless shopping experience across all channels.Mobile apps are essential for loyalty and customer engagement.Unified commerce helps retailers meet customers wherever they are.Data integration is crucial for personalized customer experiences.Retailers must unify their channels to remain competitive.A clear strategy and roadmap are essential for successful unified commerce execution.Data quality and management are foundational to unified commerce success.Customer-centric approaches are vital for enhancing the shopping experience.Retailers must adapt to changing consumer expectations and preferences.Unified commerce is not optional; it is essential for retail survival. Chapters00:00 This Week in Research: New Reports and Data02:05 Understanding Unified Commerce04:58 Consumer Behavior and Channel Integration05:30 The Role of Mobile Apps and Social Commerce06:32 Commerce Infrastructure Solutions12:15 Customer Experience and Engagement Solutions18:05 Shopper Data Integration Solutions25:12 Sales and Operations Solutions27:09 Unified Commerce: The Backbone of Retail Operations29:51 Supply Chain and Inventory Management: Ensuring Availability36:47 Challenges in Implementing Unified Commerce47:06 Strategies for Executing Unified Commerce53:43 The Future of Unified Commerce: Adapting to Change Discover technology companies globally that provide unified commerce solutions with the Retail-Tech Landscape: Unified Commerce from Coresight Research.

In this engaging episode of CRO Spotlight, host Warren Zenna sits down with seasoned executive Steve Kost to explore the intricate world of revenue leadership. Their conversation delves into the often-overlooked intangibles that drive success, drawing on experiences from Fortune 500 giants to nimble startups. The discussion sets a thoughtful tone for tackling today's complex business challenges.Warren and Steve share candid insights on how empathy and transparency redefine leadership. They examine the power of open communication with CEOs, executive teams, and board members, while discussing real-life scenarios that reveal the impact of active listening and honest feedback. Their dialogue provides listeners with practical advice for fostering trust and clarity in high-stakes environments.The conversation highlights essential strategies for navigating the unique challenges of the CRO role. Steve outlines the importance of thorough due diligence, from the interview process to effective onboarding practices, while emphasizing the need to build credibility quickly. He shares personal experiences that illustrate how reflective leadership and strategic communication can drive revenue growth.Listeners gain a fresh perspective on aligning with company culture and inspiring organizational change through servant leadership. The episode offers a roadmap for emerging revenue leaders by focusing on self-reflection, proactive problem-solving, and continuous communication. It is a must-listen for anyone looking to elevate their leadership approach and make a lasting impact.

In this episode of CRO Spotlight, host Warren Zenna welcomes Justin Shriber, CEO of BoostUp.ai, for a deep dive into the evolution of sales technology and enterprise revenue strategies. Justin recounts his journey from early days at Siebel to his leadership roles at Oracle and BoostUp.ai, sharing insights on how traditional models are being reimagined for today's dynamic market.Justin explains how shifting customer expectations and new revenue models demand more than legacy CRM systems. He outlines how AI agents can analyze critical signals, automate follow-up actions, and streamline the sales process. This discussion emphasizes the importance of focusing on a singular customer value to drive sustainable, long-term growth.The conversation also examines the evolving role of marketing and the challenges of revenue attribution. Justin describes how integrating automated systems with human expertise not only reduces non-actionable tasks but also enhances overall productivity. The dialogue reveals how a refined focus on customer outcomes can transform both sales and marketing strategies.Throughout the interview, Warren and Justin debate the balance between short-term targets and strategic, sustainable growth. They discuss how modern AI tools can dissolve inefficiencies in sales operations, align investor expectations, and create a frictionless process that empowers teams. Listeners gain a nuanced perspective on using innovative technology to drive efficient growth in a competitive landscape.

This episode explores: Lenovo's strategic investments in future-proofing its supply chain operations. (1:26)How Lenovo delivers its supply chain strategy centered on “global reach with local excellence.” (2:47) Challenges that Lenovo faces in executing its supply chain strategy. (6:46)The role of digital transformation and AI in future-proofing Lenovo's supply chain. (13:09)Recommendations for CSCOs planning to future-proof their own supply chains. (15:19)In this episode of the Supply Chain Podcast, host Thomas O'Connor discusses Lenovo's attempts to future-proof its operations with Che Min (Jammi) Tu, senior vice president and group operations officer at Lenovo. The pair explore the benefits and challenges associated with Lenovo's “global-local” approach to managing its supply chain's global footprint: They dive into how this strategy enables Lenovo to future-proof its operations, as well as how the organization's long-standing use of AI and other digital transformation tools contributes to this effort. Thomas and Jammi close the show with actionable advice for CSCOs embarking on similar efforts to future-proof their supply chains.Che Min (Jammi) Tu is Senior Vice President and Group Operations Officer of Lenovo, which consists of teams spanning Global Supply Chain, Digital Transformation, Total Experience, Sales Operations, and Strategic Alliances. This diverse organization serves a global group of internal and external stakeholders with the mission of driving Lenovo's operational excellence, the companywide digital transformation and harmonizing end-to-end business processes and tools across all Lenovo operations to deliver the best end-to-end customer experience. He is also a member of Lenovo's Executive Committee. Jammi joined Lenovo in 2012 as chief financial officer for the EMEA region. Most recently, he led the finance team as the CFO for the Personal Computing & Smart Devices (PCSD) Group, e-commerce, and Global Accounts organizations and was the chief operating officer of Lenovo's Intelligent Devices Group (IDG), playing a crucial role in leading that organization to record performance.   

In this episode, Warren Zenna dives deep into the often-overlooked challenges of leadership, particularly for Chief Revenue Officers (CROs). He explores the immense complexity of the role, which requires managing relationships with CEOs, cross-functional teams, boards, and other stakeholders—all while making critical decisions that impact the organization. Warren emphasizes the importance of leadership skills that go beyond operational processes, such as psychological and cultural management, decision-making, and navigating political dynamics. These "intangibles," as he calls them, are essential for CROs to thrive in their roles and lead effectively.Warren also discusses the unique pressures CROs face, from the moment they are hired to the ongoing challenges of navigating organizational structures and interpersonal dynamics. He highlights how the role often disrupts existing systems, creating resistance from colleagues who may feel threatened or displaced. This resistance, combined with the lack of proper leadership development tailored to the CRO position, can leave many feeling overwhelmed and underutilized. Warren argues that leadership development needs to focus on role-specific skills, particularly the "soft skills" that are critical for building credibility, managing conflict, and influencing others.The conversation takes a fascinating turn as Warren reflects on the role of AI in leadership and business. He shares his experience experimenting with AI abilities to create effective cold emails and ad copy, noting how the process of interacting with AI can provoke deeper thinking and innovation. However, he also raises concerns about over-reliance on AI, cautioning against sounding smarter than you are and the potential disconnect this could create in real-life interactions. Warren's insights highlight the balance between leveraging technology and maintaining authenticity in communication and leadership.Finally, Warren delves into the importance of self-awareness in leadership, using the analogy of being a "thermostat" versus a "thermometer." Are you someone who controls the temperature in the room, or do you simply measure it? He challenges listeners to reflect on their ability to create structure, influence outcomes, and take ownership of their roles. Whether you're a CRO, an entrepreneur, or a leader in any capacity, this episode offers valuable insights into the skills and mindset needed to navigate complexity, build influence, and drive meaningful change.

Hey distributors. Are you selling emergency lighting? If not, this episode with Heather McCune might change your mind. Barron has seen ROI of under a year with their Exitronix Guardian G3 on all their retrofit jobs. This system reduces maintenance, labor hours, and interruptions to building power during testing. It can even self-test and back up the data so you'll have proof of testing for those surprise safety inspections. Heather McCune is a dynamic and experienced leader in the lighting industry. With twenty years of expertise, she brings knowledge and creativity to her role as Vice President, Sales Operations at Barron Lighting Group. Her dedication and commitment are evident as she works closely with the Marketing, Brand and Engineering teams to ensure success in today's sales landscape. As Vice President, Sales Operations, Heather oversees sales productivity and effectiveness for Barron. This includes strategic planning, reporting, quota setting, management, sales process optimization, and training programs. She also plays a vital role in recruiting top talent. Heather's leadership and strong partnerships have led to Barron's continued sales success. Heather has shaped Barron Lighting Group into a company known for integrity, innovation, and quality products. With her drive and track record, it's no wonder she excels as Vice President, Sales Operations at a leading lighting company. 

AI is revolutionizing every part of go-to-market strategy, and Nvidia's Kelly Goles is at the forefront of that transformation. As the Manager of Revenue Marketing Operations at Nvidia (and winner of LeanData's 2024 Ops Star of the Year award), Kelly has been tasked with using AI to accelerate commercial performance. In our conversation, Kelly shares how her team saved 1,500 sales hours per week and quadrupled the number of leads their reps can work, she walks us through Nvidia's AI-powered GTM framework, and explains how her team balances AI experimentation with real-world operational impact.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Synch. Synch isn't just a tool; it's your revenue co-pilot. To learn more about them, schedule a personalized demo at withsynch.com and tell them Sean sent you!

For a long time, post-sale teams haven't received the attention they deserve. Companies have historically prioritized revenue growth over revenue protection, relying on human-intensive Customer Success models to keep customers happy. But the landscape is shifting—companies are rethinking how they structure their Customer Success teams, when and how to introduce Account Managers, and whether automation and scaled CS models can truly replace the human touch.In this episode, we sit down with Mike Lemire, a seasoned Customer Success executive with experience at Toast, HubSpot, and Overjet, who now runs his own executive coaching firm, Harmonic Leadership. In our conversation, Mike shares his insights on how to build the right post-sale team for your business, what CS leaders can learn from marketing, and why customer success is all about aligning trigger points with action items.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

Our guest for Episode 68 isAbe Smith, Chief of Global Field Sales Operations at Freshworks. Abe built his 30+ sales career working for high-growth B2B SaaS companies.  In this episode, Ross and Abe discuss how to balance the craft, passion, and professionalism of sales execution excellence with a tech-driven future. 

I sat down with Glenn Sandifer, who went from being a self-proclaimed "introverted only child" to a corporate leader with some fascinating stops along the way – including a stint at Samsung back when they were the "Dynex of their day" (his words, and if you're too young to get that reference, count yourself lucky). We dove into how growing up ping-ponging between family members and entertaining himself with video games and comics inadvertently prepared him for leadership. Glenn had me chuckling with his story of becoming a tech expert by practically living in libraries, learning the difference between plasma and LCD displays when most of us were just hoping our TVs would turn on. But what really got me was his take on modern masculinity and leadership – turns out there's a world of difference between being a manager who just keeps the ship afloat and a leader who actually steers it somewhere worthwhile. His insights on male friendship and community hit especially hard in our age of LinkedIn connections but real-world disconnection. Between his corporate wisdom and spiritual groundedness, Glenn makes a compelling case for measuring success not by the size of your PowerPoint deck (he's down to two slides now), but by how many people you help climb the ladder with you.About Glenn: Founder Glenn Sandifer has the current privilege of leading the world class Inside Sales and Client Sucess group at the second largest Global Security provider.  His strategic leadership and client-centric approach, lead to consistent conversion of inbound and outbound contacts, envied by the competition.  Glenn provides strategic support within the Global Marketing Team with a heavy focus on North American Markets. Whether it is supporting the Sales Operations components of the business or providing support to the Operations group, Glenn ensures value for the organization stays top of mind.  In 2018, Glenn Founded Glenn Sandifer Consulting with the aim of supporting SME and Local Enterprise Organizations in their efforts around Demand Generation, Lead Qualification, Lead Nurture and Client Success practices. Most clients were in the Home Service Verticals and enjoyed unprecedented growth during this time.  He is currenlty a member of Emblaze (formerly AA-ISP)  Wilson County and Nashville Black Chambers of Commerce. Glenn is also a proud member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children. WebsiteLinkedInFaceBookInstagram

Is there anything more terrifying for a marketer than having to work on the pricing page? How do you handle packaging, listing out features, and deciding whether to put the actual price, or “contact sales”?In this session from our Ultimate Roast of B2B Pricing Pages, Emily Kramer (Co-Founder & Advisor of MKT1), Bill Wilson (CEO & Founder of Pace Pricing), and Karan Sood (Director Sales Operations at Rakuten Kobo) share their secrets to a killer B2B pricing page. Then, they do a live teardown of real pricing pages that you can learn from.Emily, Bill, and Karan also cover:How to make your pricing page clear and transparentThe most common mistakes SaaS companies make with pricingHow to structure pricing tiers and communicate value effectivelyTimestamps(00:00) - - Introduction to Bill, Emily, and Karan (02:40) - - Why pricing pages are critical to conversions (04:53) - - The FAST framework (06:51) - - The four key functions of a pricing page (10:44) - - Common mistakes companies make with pricing page clarity (13:59) - - The role of social proof and risk reversal in building trust (16:12) - - Should B2B companies display pricing on their website? (18:46) - - How to structure pricing tiers for clarity and conversion (21:03) - - Live pricing page roast: Mention (33:53) - - Live pricing page roast: Flagsmith (42:06) - - Live pricing page roast: Contact Monkey (45:20) - - Why request pricing forms create unnecessary friction (47:41) - - Should you display pricing if your competitors don't? (49:43) - - The importance of value-based pricing in B2B (54:09) - - Final takeaways and recommendations 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 brought to you by Navattic.B2B websites are filled with too much story, too much narrative these days. You visit a website and you have no idea what the product does and how it works. This is why Navattic has become a popular product for B2B Marketers. They help you build interactive demos so you can give buyers a real look at the product before they ever talk to sales.And guess what - it works. They found that companies using interactive demos with Navattic have seen up to a 25% lift in website conversion rates and a 10-20% increase in inbound leads. They just released their 2025 State of the Interactive Product Demo report, and it proves just how much more control B2B buyers want over the buying process. Buyers have more access to information than ever, and companies are finally catching up by making their product front and center.Their report breaks down the top-performing demos, why ungated demos drive higher engagement and the best use cases and strategies for making them work.So if you want to learn more about using product demos on your site, go check out Navattic's State of the Interactive Product Demo report now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

In this special episode recorded live at Startup Boston Week, we sit down with Dr. Shari Worthington, Associate Professor and Associate Director of the Center for Entrepreneurship at Suffolk University. Shari brings a unique perspective as both a serial entrepreneur and an academic, sharing insights from her research on founder identities. In our conversation, we explore the different types of entrepreneurs, how she brings practical, real-world examples into a theoretical academic environment, and why embracing serendipity might be the key to success.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

This week we chat to Glenn Sandifer.  Glenn has the current privilege of leading the world class Inside Sales and Client Sucess group at the second largest Global Security provider.  Glenn provides strategic support within the Global Marketing Team with a heavy focus on North American Markets. Whether it is supporting the Sales Operations components of the business or providing support to the Operations group, Glenn ensures value for the organization stays top of mind.   Tune in now!

In this episode of Operations, Sean dives into the world of community-building with Matt Volm, CEO and Co-Founder of RevOps Co-op —a vibrant network of over 14,000 RevOps professionals. Matt shares how he transitioned from running a software startup to creating a thriving community, the lessons he's learned about driving vs. moderating engagement, and why RevOps is attracting members from outside the tech industry. Tune in to discover how Matt and his team keep their content practical, their community engaged, and their mission alive in an ever-evolving landscape.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of Canva's go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift.In our conversation, Aarti shares the strategy behind transitioning Canva's Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don't miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

In this weeks' Scale Your Sales Podcast episode, my guest is Celeste Bayles.   Celeste is a dynamic sales operations leader known for transforming revenue organizations and expertly integrating sales team's post-acquisition. With expertise in CRM and AI-powered sales optimization, she enhances seller efficiency and focuses teams on high-value opportunities, driving seamless transitions and sustainable growth across complex, multi-platform environments.   In today's episode of Scale Your Sales podcast, Celeste shares valuable insights into building strong cross-departmental relationships and crafting tailored sales messages for specific roles. She emphasizes the importance of active listening, understanding client challenges, and simplifying the buying process to drive success. Drawing from her experience with company acquisitions, Celeste offers practical advice on integrating technology and maintaining a positive outlook during periods of change.   Welcome to Scale Your Sales Podcast, Celeste Bayles.     Timestamps: 00:00 Navigating Company Acquisitions 05:57 Employers using STAR method improves interview clarity. 09:07 Assessing adaptability and problem-solving in sales candidates. 11:11 Ask questions, listen, be authentic in sales. 15:42 Guide inexperienced buyers to achieve goals collaboratively. 17:40 Employee experiences excitement and uncertainty post-acquisition. 23:12 Continuously evaluate and adapt to sales needs. 24:30 Sales enablement: training, RFP assistance, data-driven insights. 29:28 Evaluate company strengths; avoid unnecessary technology debt. 31:49 Encourages self-belief and celebrates everyday heroism.   https://www.linkedin.com/in/celesteyarbrough/ https://www.instagram.com/celestebayles/ https://x.com/celesteyarbro     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the episode also touches upon sales strategies, leadership, and the importance of building strong relationships and delivering consistent value. Additionally, personal anecdotes and career advice underscore the importance of perseverance, focus, and ethical leadership in the tech sales industry.KEY TAKEAWAYSImportance of Relentless Customer Focus: Dave emphasized the critical need for maintaining strong customer relationships and how showing up consistently can make a significant difference.Value of Simplifying Sales Processes: Having straightforward and achievable comp plans can drive better sales performance.Impact of Organizational Changes: Dave's experience shows the importance of focusing on fewer accounts for deeper engagement and better results. Consistency and pushing through initial resistance are crucial.Leveraging Analytics: The role of sales ops and tools like Clary to provide actionable insights and guide decision-making was stressed.Career Growth Tips: Delivering consistent results in your current role is the gateway to more significant opportunities. Self-assessment and honesty about one's performance are key.Power of Long-term Relationships: Building and maintaining relationships over the years is invaluable both personally and professionally.QUOTES"Do an incredibly good job at the job you have. That gives you the right to the next job.""If you execute well all the time, then you free up all these selling hours because one of the customers is happy with what you've done, which gives you the right to then sell them the next thing.""Focus always wins in the end.""Your best performing reps, the really smart ones, figure it out early and they go do it. And everybody else literally, it takes at least six months, half a year is a long time, sometimes nine months."Find out more about Dave Donatelli through the link/s below:https://www.linkedin.com/in/david-donatelli-29854825b/This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

What separates the best CROs from up-and-coming sales leaders? In this episode of Operations, we dive deep with Chris Orlob, CEO at pclub.io, to uncover the skills and traits that distinguish world-class revenue leaders. After nearly 1,000 conversations with CROs and VPs of Sales, Chris has identified the key differences between those who succeed at the highest levels and those on the rise.In our conversation, we talk about the spectrum of CROs that are out there, the importance of thinking in systems rather than deals, and why the traditional sales career path might leave some leaders unprepared for the top seat.(Here's the LinkedIn post that prompted this whole conversation)Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

Dean Roethemeier, Director of Sales Operations at Keeneland joins Mike Pribozie to look at the 2 Year old Stakes at Aqueduct Saturday 12/7. The G2 Remsen and G2 Demoiselle Stakes both at 9 Furlongs on the Main Track are discussed along with two maiden races; one from Aqueduct and one from Gulfstream on Saturday. The next sale at Keeneland is the Horses of All ages Sale from January 13-15. Baby Talk is brought to you by Keeneland Sales.

In this episode of the CRO Spotlight Podcast, host Warren Zenna is joined by LinkedIn expert Brynne Tillman to explore how AI and LinkedIn Sales Navigator are revolutionizing the sales process. Brynne shares insights into using these tools to foster trust-based conversations, create tailored outreach, and enhance relationship-building strategies for CROs and revenue-driven professionals. Together, they discuss how modern technology can accelerate first connections while maintaining the authenticity required to build lasting professional relationships.The conversation delves into the balance between AI and human interaction, emphasizing the importance of using AI as a tool to support—not replace—genuine engagement. Brynne explains how Sales Navigator's advanced features, like Account IQ and Lead IQ, have streamlined pre-call planning, saving valuable time while delivering targeted insights. The duo also tackles the potential downsides of automation tools, offering actionable advice for CROs and their teams to avoid coming across as impersonal or spammy in their outreach.Brynne also introduces her eight-step framework for implementing scalable and repeatable social selling strategies. From defining KPIs to integrating AI into daily workflows, she outlines a roadmap for achieving measurable success. Tune in to learn how to slow down your outreach to speed up outcomes, and discover the tools and techniques that can help you stay ahead in today's fast-paced sales environment.

What happens when a former operations leader takes the leap into the role of Chief Revenue Officer? We had an insightful discussion with Karen Gallantry. Her story illuminates the power of balancing operational demands with understanding human dynamics. Karen shares her unique perspective on how diverse experiences across technology and operations can pave the way for leadership success. The episode uncovers the intricacies of maintaining a well-aligned sales organisation in the throes of business scaling. Karen helps us explore the evolving responsibilities of a CRO, especially within subscription models that prioritise long-term success and customer loyalty as much as immediate sales.We debate different organisational structures, making a compelling case for integrating sales, pre-sales, and customer success under unified strategy and execution. Our conversation takes a deeper dive into the psychological aspects of team performance and operations scaling. We discuss the importance of transparency and feedback loops in building trust and ensuring psychological safety within teams. We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/

Our host, Jeff Ignacio, sits down with Sam Lau, Senior Director, Global GTM Enablement at Anomali. They discuss maximising training impact, crucial Sales Operations and Enablement partnership tips and the differences between technical and business wins.

This fall, my new book, The Revenue Operations Manual, a blueprint for running a world-class RevOps org, was released. The book includes interviews with 50+ world-class Operators (many of which came from this show!), success stories from real world role models, and cautionary tales from when things didn't go according to plan. Our guest on this episode is Laura Adint, my co-author for the book (and my former boss). It's been a whirlwind since the book came out, so it was time to sit down with Laura and reflect not only on the process of writing a book like this, but what we hope Operators get out of it.In our conversation, we chat about how the idea for the book came to be, which section of the book is like getting your Masters in Operations, and why learning about cake mixes in the 1950s will make you a better Operator.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!

The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality. Meghan started in Marketing at MongoDB as employee number 8 as the first non engineering hire, and then seven years later took over Sales Operations in preparation for their IPO.CAC and Growth discuss the evolution of Sales Ops with Meghan and discuss several key topics including:The career journey from Marketing to Sales OperationsThe evolution of Sales Operations post IPOSales Operations vs Revenue OperationsGTM changes required when converting to Usage-Based PricingCentralized planning to decentralized global planning - an operations perspectiveHearing how the role of Sales Operations evolves from pre IPO to post IPO and continuing to $2B+ directly from a person who has been in the middle of making that journey possible makes for a highly informative conversation and a unique guest centric SaaS Talk with the Metrics Brothers episode!!!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Change is hard, but the truth is—when you resist it, you're making a choice.An even harsher truth? Staying in your comfort zone is the reason your business isn't growing. You're stuck because you keep doing the same things, expecting different results. That's the definition of insanity—and it's killing your growth.And keep in mind, "staying in your comfort zone" can manifest in ways you might not even realize. Micromanaging. Refusing to delegate. Needing total control. Waiting for perfection before taking action. Even creating chaos to sabotage your own progress. Believe it or not, you could be your own biggest obstacle.Here's the reality: Over 50% of businesses fail because they refuse to adapt, change, or face the hard truths about their strategies. Are you ready to stop blaming the market, the economy, or your competition? The real obstacle is you.It's time to ditch the excuses, make the changes, and start taking action. Growth isn't easy, but neither is staying stagnant. If you're serious about scaling your business, this is your wake-up call. Step out of the comfort zone. Embrace the chaos. Make bold moves. Growth doesn't happen where it's safe, it happens when you face the uncomfortable truth and take action.In this episode of iDigress, we dive deep into the uncomfortable reality of why many entrepreneurs, leaders, and creatives stay stuck. We'll explore the powerful concept of "what you're not changing, you're choosing" and unpack how resistance to change often stems from fear, comfort, or denial.• Why clarity is the first step to escaping chaos.• The dangers of staying in your comfort zone.• How to recognize when it's time to pivot.•  Why embracing change (quickly) is necessary for business success.• How to stop being a "control freak" and get out of the way of growth.• Why successful execution requires humility and adaptability. Beyond The Episode Gems:• Grow Your Business Faster Using HubSpot's CRM Platform• Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Buy Troy's Book, Strategize Up That Is Referenced In This Episode: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

** Originally published on February 15, 2023 **Here's a star replay episode, another one of my favorites! Apparently, it's one of yours too - as one of the most downloaded episodes so far. Michelle does an amazing job walking through all things Operations for GTM. What should we cover next on the show? DM me, comment, or write a review to share feedback. I appreciate you! - Jane--In this episode of "Women in B2B Marketing," host Jane Serra sits down with Michelle Kim, former Director of Sales Operations at Zendesk (now Senior Director, Sales & Customer Success Operations at Culture Amp). Michelle shares her career journey from sales to customer success operations and her current role in sales ops. The discussion highlights the distinctions between sales operations and revenue operations (rev ops), emphasizing the importance of communication and collaboration among sales, marketing, and customer success teams. Michelle also discusses challenges in forecasting, the balance between data and human elements, and offers advice for those new to operations. The episode provides valuable insights for marketing professionals aiming to enhance operational efficiency.Michelle talks us through:Her professional journey from sales to customer success operations and sales operations.The distinction between sales operations and revenue operations (rev ops).The importance of communication and collaboration among sales, marketing, and customer success teams.Responsibilities and strategies involved in sales operations, including territory management and forecasting.The debate between centralized and decentralized operations models.Challenges in achieving accurate forecasting in a fluctuating economy.The significance of research and understanding existing processes in operations roles.Balancing data-driven decision-making with the human element in operations.Motivating team members by understanding individual motivations and aligning them with business objectives.Advice for individuals new to operations on self-management and identifying operationally inclined team members.Key Links:Guest: Michelle Kim: https://www.linkedin.com/in/michellejykim/Host: Jane Serra: https://www.linkedin.com/in/janeserra/ Mentioned in this episode:Women in Revenue community: https://womeninrevenue.org/The amazing Sydney Sloan (future WIB2BM guest!): https://www.linkedin.com/in/sydsloan/Dimitri Tamparopoulos: https://www.linkedin.com/in/dimitri-tamparopoulos/[Book Reco] How Women Rise: https://www.howwomenrise.com/Michelle's Podcast Recommendations:The Revenue Engine: https://podcasts.apple.com/us/podcast/the-revenue-engine/id1554168319UnapologeTECH: https://podcasts.apple.com/us/podcast/unapologetech/id1526386752Permission to Speak:

In this episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins Don Otvos to explore MongoDB's transition from a license-based model to a consumption-based go-to-market strategy. They discuss the challenges and opportunities in implementing this new model, its impact on forecasting, sales processes, and the overall organizational structure.

In This Episode: Ryan Taft engages with industry veterans Cliff Stahl from Meritage Homes and Nick Boniakowski from Opendoor. They discuss the evolving landscape of home building and real estate, focusing on the strategic shift at Meritage to enhance relationships with realtors and compete with resale homes. The conversation highlights the importance of collaboration, fair compensation for agents, and the role of technology in facilitating these partnerships.  Timestamps: 00:00 Why would you not want to work with us? 05:29 Home Buyer Trivia 06:20 Interview with Cliff Stahl and Nick Boniakowski 09:05 Meritage Homes' Strategic Shift 14:42 Sales Operations and Realtor Relationships 17:28 Attracting and Compensating Agents 20:19 Opendoor's Role in the Market 25:54 Navigating the NAR Settlement 30:57 Personal Reflections and Concert Memories   About Cliff: Cliff Stahl brings over 14 years of experience in the homebuilding industry, where he has played a pivotal role in shaping sales strategies that have driven Meritage Homes to become one of the top five builders in the U.S.   About Nick: Nick Boniakowski, head of agent partnerships, has been instrumental in driving Opendoor's innovation and growth over the past year. Boniakowski oversees Opendoor's collaborations with agents and the company's partnerships with online real estate platforms, expanding Opendoor's reach to thousands of new customers, partners and industry stakeholders across 50 markets.   Acknowledgement: Builder365 is powered by Opendoor for Builders. For easy sales and smooth moves, visit www.opendoor.com/builder365   

In this episode, I sit down with Frederik Taleman, founder and CEO of Hive CPQ, and Vera Vingerhoets, their Sales and Marketing Director. Join us to hear their insights on:   Growth Strategies: Frederik shares how Hive is scaling rapidly by building a powerful reseller and system implementer network. Low-Code/No-Code Approach: Vera highlights the impact of this approach that empowers users to build configurators. Microsoft Dynamics Success: Hive is now integrated with the Microsoft Dynamics 365 stack, offering streamlined sales processes. Omni-Channel Excellence: Hear how Hive supports businesses with partners, enabling efficient sales processes across multiple channels. Future Goals: Frederik and Vera explain their ambitious five-year plan and how they're setting the stage for future growth. Whether you're a tech enthusiast or a business leader, this conversation offers insights into Hive CPQ. Connect with Frederik and Vera on LinkedIn or via email. Connect with Frederik and Vera:  Frederik Taleman  LinkedIn https://www.linkedin.com/in/frederik-taleman-a0176928/ email: frederik@hivecpq.com  Vera Vingerhoets  LinkedIn https://www.linkedin.com/in/veravingerhoets/ email:vera@hivecpq.com Website: http://hivecpq.com

In this episode of Not Your Mommas Podcast, we sit down with Adair Vilella, a seasoned Sales Operations professional with over 15 years of experience driving revenue growth for both large corporations and startups. Adair shares her insights on a topic many women face—deciding the right time to focus on their career or step into motherhood. She provides valuable advice on how women can successfully balance these two important roles without compromising on their goals. Adair also delves into the power of mindset, sharing how setting your mind to something helps you attract the outcomes you desire. Whether you're seeking growth in your career or looking to harmonize your professional and personal life, this episode offers practical tips and inspiration to help you thrive. Don't miss her expert guidance on leadership, executive coaching, and how to stay grounded while pursuing your dreams. Tune in for an empowering conversation filled with wisdom and motivation! Adair emphasizes that you attract what you focus on and offers actionable advice for setting your mind to success, whether in the boardroom or at home. Tune in to learn from Adair's wealth of experience in executive coaching, leadership development, and organizational effectiveness, as she provides guidance on how to empower yourself to achieve both professional and personal fulfillment. TimeStamps: 00:45 How can women effectively balance their professional careers and deciding when motherhood is right for them? 3:10 In your experience, what are some unique challenges that women face in the corporate world, and how can they overcome them? 6:20 Could you share some practical tips for mothers looking to start their own businesses? 10:00 What are some key elements to consider when preparing a startup to scale or for investment? Questions for PowerMom Chronicles Segment: 14:40 What's a game-changing lesson life has taught you? 15:30 Reflecting on your journey, what practical lesson or insight can our listeners apply to improve their lives? 17:05 Offer a piece of wisdom for moms striving to find their strength and voice. 18:00 Best advice you've ever received? --- Support this podcast: https://podcasters.spotify.com/pod/show/thefrancylife/support

In this episode, host Jen Du Plessis talks with Armando Villa, an expert in sales operations and creator of The Evolved Sales Method. They discuss strategies for building a sustainable sales department, the importance of mindset, sales operations, and the integration of marketing and sales. ____________________ Joining me today is Armando Villa, a renowned sales coach with over 15 years of experience. Armando specializes in sales operations, helping business owners and team leaders create customized sales strategies. He is the creator of the Evolved Sales Method, which introduces five new pillars to sales success. Armando is passionate about bridging the gap between sales and operations, ensuring a seamless and effective sales process. His mission is to shift the stigma around sales and empower entrepreneurs to achieve their goals. Welcome to the show, Armando! ____________________ Join the Success to Significance Community Today: YouTube: https://www.youtube.com/channel/UCIz6-AkN3rMajV8OHfbJ_zw?view_as=subscriber       Facebook: https://www.facebook.com/JenDuPlessis22   Instagram: https://www.instagram.com/jenduplessis/      Website: www.JenDuPlessis.com    LinkedIn: https://www.linkedin.com/in/jenduplessis/    LinkedTree: https://linktr.ee/jenduplessis Book a Strategy Call with Jen TODAY: www.ChatwithJen.com _________________________ About Armando Villa Setting himself apart from traditional sales coaches and trainers, Armando specializes in Sales Operations. With over 15 years of experience, he offers fresh solutions to sales challenges, drawing from successes across various sectors. He is the creator of “The Evolved Sales Method” This innovative approach introduces the 5 NEW Pillars to sales success, giving business owners the power to create a customized sales strategy that fits their specific needs and challenges. By bridging gaps in their sales approach, it tackles issues like sales anxiety, inconsistent results, and purchasing ineffective sales and marketing programs that only offer an illusion of solving the problem. His mission is to shift the stigma around sales into a positive light, empowering entrepreneurs to achieve their mission through mastering sales and leveraging their expertise to make a global impact Connect with Armando Website: https://strategicsales.io/ Facebook: https://www.facebook.com/SalesWithArmando/ LinkedIn: https://www.linkedin.com/in/armandovilla11/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making.KEY TAKEAWAYSTransformational Leadership: Under Greg's tenure, Motorola has made significant transformations including over 40 acquisitions and a 1400% total shareholder return.Sales and Customer Engagement: Emphasis on real, unfiltered feedback from customers and the importance of CEOs engaging directly with sales calls.Decision-Making Philosophy: Effective managers should listen and make data-driven decisions but also rely on gut feelings when necessary.Team Dynamics: Encourages a culture of candid feedback, adaptability, and resilience; mentorship and nurturing talent within the team are crucial.Leadership Style: Combining knowledge and wisdom, balancing fact and intuition, and continuously learning and challenging conventional thinking.Values and Culture: Family-oriented, values-driven leadership with a focus on integrity, energy, and positivity.Lessons from Experience: Reflecting on mistakes made early in his career, Greg highlights the importance of transparency, communication, and appreciating company culture.QUOTES- "Wisdom is experience." - Greg Brown- "Don't read the label. You'll never have it." - Greg Brown- "At the end of the day, there's always an intuition." - Randy Seidl- "It doesn't matter where we're from. It matters where we're going." - Greg Brown- "When you're the senior person in the room, speak less, speak last." - Greg Brown - "You learn by your mistakes." - Greg Brown- "It's not the cards you're dealt. It's how you play the hand." - Greg Brown- "People say Oh, you're a very good communicator. You're good on your feet. That has nothing to do with it." - Greg BrownFind out more about Greg Brown through the links below:https://www.motorolasolutions.com/newsroom/leadership/greg-brown.htmlThis episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Have you ever had a conversation that just sticks with you for days? It challenges everything you previously thought to be true. You sit up at night re-running parts of it in your head. I had one of those recently with Brett Queener, Managing Director at Bonfire Ventures.Brett's recent writings on The Implications of the AI Age on the Application Software Market caught my attention, and ultimately led to this conversation that has caused me to question everything I thought I knew about SaaS businesses. In our conversation, Brett breaks down the 3 ages of applications software, we dive head-first into an agentic future, and why all of us need to question what we think it means to do our job.You can read the Substack articles that inspired our conversation here:The Three Ages of Applications SoftwareThe Implications of the AI Age for the Application Software MarketLike this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in pre-ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!

If you spend most of your career in a particular business model, it might be difficult to translate some of the things you believe to be foundational into a completely different model. A great example of this is for Operators who are used to the typical SaaS subscription bookings model, but find themselves working in a consumption, or usage-based business.Consumption-based software businesses are definitely on the rise, so I wanted to talk with someone who understand the nuances and complexities that are required to run Operations for a consumption-based business. I found that person in Lauren Davis, Director of Revenue Operations at Checkr, where their business model is based on the number of those background checks their customers use.In our conversation, Lauren and I talk about all of the system plumbing complexities of a consumption based business, whether her 6 years of institutional knowledge are an asset or a burden to her work, and she reveals the single biggest compensation mistake she made in comp design at the company. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.This episode is brought to you by TigerEye. GTM is faster and smarter with TigerEye. To learn more about them, visit tigereye.com and tell them Sean sent you!

Colin Mitchell chats with Chris Parker about his journey from technical marketing to sales leadership at Customer IO. They discuss the challenges of growing a global sales team while operating lean and the importance of meeting customers where they are. Chris shares insights on building a strong culture in a fully distributed team and the strategies that have helped Customer IO triple its revenue.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Chris Parker (VP of Global Sales, Customer.io)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!