Podcasts about Sales operations

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Mark Roberge of Stage Two Capital to dissect the inflection points of scaling a go-to-market team. They explore common pitfalls founders face when hiring a revenue leader. Mark emphasizes aligning a candidate's background with the company's maturity stage rather than focusing strictly on brand-name resumes or simple industry experience to ensure a highly effective hire.The conversation shifts to defining the responsibilities of a Chief Revenue Officer. Warren and Mark distinguish between someone managing a traditional sales function and an executive capable of architecting a comprehensive revenue engine. They discuss why forcing a standard sales leader into a transformational role fails. True growth requires a leader who breaks down silos across marketing, sales, customer success, and revenue operations.Mark outlines his predictions regarding the impact of artificial intelligence on the broader go-to-market landscape. He describes a phased evolution where AI initially optimizes selling time and coaching, eventually transitioning to autonomous agents handling the buying and selling processes. This technological shift will force companies to rethink standard organizational boundaries to maximize system efficiency and maintain a competitive advantage.The episode concludes with a discussion regarding mental health in the executive space. Mark explains his decision to dedicate his recent book's proceeds to mental health initiatives, addressing the lingering stigma in professional environments. By discussing his experiences, he highlights the absolute necessity of humanizing leadership. Both agree that addressing these challenges directly creates stronger, more resilient corporate cultures.

In this episode of the CRO Spotlight podcast, Warren Zenna sits down with Neil Weitzman, Founder of weitzmanGTM, to tackle the fractional CRO debate head-on. They examine the friction between the theoretical appeal of fractional leadership and the gritty reality of executing it. The conversation highlights why early-stage companies often need foundational builders rather than traditional executives, and where the fractional model fits.A central point of contention is the issue of accountability. Warren and Neil debate whether a fractional leader can truly own a revenue target when they are not in the building full-time. Neil argues that while fractional CROs can build systems and drive pipeline, demanding full-time metrics from a part-time partner is a recipe for failure, emphasizing the need to align expectations with the actual scope of the engagement.The discussion shifts to the push and pull between what founders want and what they actually need. Founders often demand immediate sales traction, while a fractional CRO knows a sustainable go-to-market engine must be built first. Neil shares blunt insights on navigating these misalignments, avoiding toxic setups, and ensuring the fractional role serves as a bridge to eventual full-time leadership rather than a permanent crutch.Finally, they explore how the debate intersects with the evolving nature of the CRO role itself. Whether full-time or fractional, modern revenue leaders must adapt to an increasingly complex landscape driven by artificial intelligence. By integrating AI to automate repetitive tasks and refine outbound strategies, fractional leaders can punch above their weight, driving efficiency and leaving behind a scalable system for the next full-time hire.

Most Chief Revenue Officers fail not because they lack skill, but because they are placed in broken systems. In this episode of CRO Spotlight, Warren Zenna speaks with Jonathan M K., VP of Marketing at 1mind, about the "Panda Problem"—why top revenue leaders struggle in restrictive environments. They explore why companies must build optimal go-to-market systems rather than forcing bad fit processes.The conversation shifts to the intersection of revenue operations, enablement, and artificial intelligence. Jonathan details his journey from traditional sales into the forefront of AI orchestration, drawing on his experience at Momentum and 1Mind. He explains why treating AI simply as a tool for content generation is a massive missed opportunity for modern revenue organizations seeking true leverage.True revenue enablement is not about glorified training or making slide decks faster; it is about acting as an internal analyst to drive execution. Jonathan breaks down the structural flaws in how companies currently utilize enablement and RevOps. He argues that AI must be strictly tied to core business metrics like customer acquisition cost and win rates to generate asymmetric outcomes for the business.Finally, the discussion outlines the immediate future of autonomous AI agents in enterprise environments. From executing complex territory plans to managing dynamic buyer interactions, Jonathan reveals how AI is moving from a passive tool to an active go-to-market engine. For CEOs and CROs, mastering this shift is critical for designing scalable systems that allow human talent to focus on high-level strategy.

In this episode of the CRO Spotlight Podcast, Warren Zenna sits down with Dan Goodman, Founder and CEO of Dan Goodman Employee Advisory. Known for his candid advocacy for sales professionals and executives, Dan shares his transition from a corporate insider to a fierce defender of employee rights. He outlines the foundational issues that revenue leaders face when navigating complex employment agreements and one-sided compensation plans.A major part of the conversation focuses on the critical concept of leverage during the hiring process. Dan explains why newly appointed or transitioning Chief Revenue Officers must ask tough questions after receiving a written offer. By identifying their leverage, executives can proactively negotiate vital clauses that protect their scope of authority, safeguard their equity, and establish strong baseline career security from day one.The dialogue tackles the difficult reality of being managed out of an organization. Dan unpacks the subtle signs that a honeymoon phase is ending, such as sudden exclusion from meetings or unwarranted nitpicking. Rather than internalizing these shifts or reacting emotionally, he advises leaders to take a step back, document the overarching behavioral patterns, and use the employer's actions strategically to negotiate a fair separation agreement.Ultimately, this episode serves as a practical playbook for revenue leaders aiming to level the playing field in corporate environments. Warren and Dan emphasize the importance of pragmatic self-advocacy over blind loyalty, urging executives to recognize their value. Listeners will walk away with actionable strategies to handle restrictive clauses, manage unexpected role transitions, and ensure their professional exits are handled with respect.

In this episode of the CRO Spotlight Podcast, Warren sits down with three-time revenue leader Bridget Winston to unpack the realities of modern executive leadership. Currently driving growth in the vertical SaaS space, Bridget shares her career evolution from traditional sales into customer success. She explains why a true revenue officer must look far beyond initial acquisition and take ownership of the entire customer lifecycle.A major focus of the conversation is the dynamic nature of product market fit and how quickly your ideal customer profile can shift. Bridget details her firsthand experience navigating sudden market disruptions that erased her primary buyer base overnight. She breaks down the strategic process of using data enrichment and customer segmentation tools to pivot effectively without losing the core identity of the brand.The discussion also highlights the critical difference between a glorified sales manager and a true revenue executive. Bridget argues that compensation structures dictate company behavior, emphasizing the need to align cross-functional teams around metrics like lifetime value and acquisition cost. By tying marketing, sales, and onboarding incentives to retention, organizations can build a more sustainable growth engine.Finally, the episode explores the practical implementation of artificial intelligence within revenue operations and the convergence of enterprise and consumer marketing. Bridget outlines how she deploys automated coaching platforms and smart agents to streamline workflows and improve team capacity. She also shares a compelling perspective on why modern B2B strategies must adopt consumer-driven brand tactics to stay relevant.

JD Miller, Operating Advisor at Rothschild and Co, joins Warren Zenna to discuss his unconventional career transition into becoming a seasoned Chief Revenue Officer. JD shares how his early experiences in communication and social networks naturally translated into solving complex business problems, eventually leading him to scale multiple high-growth companies across the tech sector.A major challenge for modern revenue leaders is surviving the notoriously short average tenure. JD unpacks why this happens and how a lack of alignment between the board's thesis and the revenue leader's operational approach causes friction. He introduces his one-page plan framework, a critical tool for mapping out strategic assumptions, updating stakeholders, and securing long-term executive alignment.Winning is heavily celebrated in sales, but JD argues that true leverage comes from rigorously analyzing lost deals. He advocates for utilizing independent third parties to conduct post-loss interviews with prospects. This approach bypasses internal biases and uncovers the unfiltered truth about why a deal fell through, providing actionable data to immediately course-correct and refine the wider sales motion.Looking ahead, JD explores how artificial intelligence will reshape revenue generation. While AI excels at data processing and eliminating administrative drudgery, it cannot replicate empathy, trust, or persuasion. The next generation of successful leaders will be those who leverage technological tools for efficiency while doubling down on the distinctly human elements of building deep customer relationships.

The Chief Revenue Officer role has outgrown its origins as a glorified head of sales. In this episode, Warren Zenna sits down with Christopher Semain and Sean Ryan from the Alexander Group to dissect how the CRO position has fundamentally shifted. They explore why modern revenue leaders must move beyond a "growth at all costs" mindset to master cross-functional operations and true portfolio management across the customer lifecycle.A critical point of discussion centers on the shifting metrics of success. While acquiring new logos once dominated the conversation, the focus has now permanently pivoted toward revenue efficiency, customer acquisition costs, and net revenue retention. Christopher and Sean break down why a successful CRO today must be fluent in the language of finance, emphasizing the absolute necessity of a seamless alliance with the CFO.The conversation also addresses the systemic environment required for a CRO to thrive. It is not enough to hire a unicorn candidate; the organization itself must be primed for integration. The guests outline when a company should realistically bring a CRO on board, what founders need to understand about the role's scope, and how revenue operations functions as the crucial backbone connecting marketing, sales, and service.Finally, the episode tackles the immediate impact of AI on the revenue engine. The guests provide a grounded look at how artificial intelligence is moving past basic productivity hacks into agent-driven workflows that directly challenge traditional headcount scaling. Listeners will gain practical insights into how the most effective revenue leaders are utilizing data science to refine targeting and secure profitable growth.

In this episode of the Fitness + Technology Podcast, Bryan O'Rourke presents "Gamification That Pays: Inside the Referral + Loyalty Tactics Fueling Growth," a panel discussion recorded live at the HFA Show in San Diego. Bryan is joined by Heather Malstaff, Director of Sales & Operations at Extraordinary Brands; Martin Johns, Owner and General Manager of Raintree Athletic Club; and Amie Boring, Technical Solutions Consultant at Chuze Fitness. Together, they examine how referral programs, loyalty strategies, and gamified campaigns are being leveraged to shape member behavior and accelerate sustainable growth. Drawing on real-world case studies and industry experience, the panelists share key insights and practical frameworks that can be implemented immediately—whether you are launching your first incentive program or optimizing an existing strategy. One Powerful Quote: 14:43: "Technology is not a surrogate for the personal touch that inspires referrals."  4-10 Bullet Points (w/ timestamps) - Highlighting key topics discussed: 5:30: Bryan opens the discussion by asking Heather to outline the key elements of developing effective referral and reward programs. 10:30: Bryan asks Martin to discuss the systems and solutions required to successfully implement and scale referral and incentive initiatives. 15:15: Bryan asks Amy to share her perspective on critical considerations for deploying and integrating technology stacks that support these programs. 18:49: The panel explores the challenges associated with technology adoption and how organizations can effectively navigate implementation barriers. 21:13: The panel addresses the financial dimensions of these strategies, including return on investment and customer acquisition cost considerations. 28:22: Bryan and the panel examine the role of gamification in driving motivation and engagement within referral and rewards programs. 34:50: The panel highlights the importance of digital interactions and personalization in shaping the customer journey and improving attribution. Bullet List of Resources: https://info.perkville.com/ https://raintreeathleticclub.com/ www.extraordinarybrands.com https://chuzefitness.com/ Guest Contact Information: https://www.linkedin.com/in/martin-johns-b9ab2a24/ https://www.linkedin.com/in/heatherdarran/ https://www.linkedin.com/in/amie-boring/ https://www.bryankorourke.com/ https://www.linkedin.com/in/bryankorourke/ http://www.fittechcouncil.org/ https://www.youtube.com/user/bko61163

In this episode, Brian Cheney, Division SVP of Sales Operations and Commercial Markets Growth at Health Care Service Corporation, discusses the launch of Unity Health Hub and how it helps employers navigate the growing number of digital health solutions. He explains how the platform integrates vetted vendors, improves member engagement, and delivers clearer data on outcomes and impact.

In this episode, Brian Cheney, Division SVP of Sales Operations and Commercial Markets Growth at Health Care Service Corporation, discusses the launch of Unity Health Hub and how it helps employers navigate the growing number of digital health solutions. He explains how the platform integrates vetted vendors, improves member engagement, and delivers clearer data on outcomes and impact.

In this episode of the CRO Spotlight Podcast, Warren Zenna speaks with Susan Rothwell, Chief Revenue Officer at Simpli.fi. With a rare track record of longevity in the notoriously high-turnover CRO role, Susan unpacks her journey leading revenue organizations across multiple stages of evolution. She details how the CRO position has shifted from a glorified sales leader to a vital driver of operational excellence and corporate strategy.Susan breaks down the mechanics of transforming legacy businesses, sharing actionable steps from her experience transitioning print-heavy models into integrated digital strategies. She emphasizes the importance of data-driven restructuring, specifically highlighting her approach to unifying siloed Go-to-Market teams. By verticalizing sales efforts, she demonstrates how to align complex organizational structures to better serve customers.A core focus of this conversation is the critical alliance between the CEO and the CRO. Susan provides an honest look at her long-standing partnership with Simpli.fi CEO Cali Tran. She explains how initial friction evolved into a highly effective working relationship built on mutual trust, rigorous feedback, and complementary skill sets, offering a blueprint for revenue leaders seeking to establish strong alignment with their C-suite.Finally, the discussion shifts to the integration of artificial intelligence within revenue operations. Susan advocates for leaning into AI to enhance productivity, streamline CRM systems, and eliminate administrative bottlenecks, while maintaining the essential human element in sales. This episode delivers a strategic playbook for current and aspiring CROs looking to drive sustainable growth and navigate complex organizational change.

Warren Zenna is joined by Eric Steele, CRO at SIB, to pull back the curtain on the often-chaotic reality of stepping into your first Chief Revenue Officer role. Eric shares why these initial appointments are rarely "sexy" and often come with significant organizational challenges that others might avoid. They discuss the mental shift required to move from a sales leader to a true executive, treating the first role as a critical lab for learning.The conversation digs into the paramount relationship between the CRO and the CEO, which Eric describes as the ultimate unlock for success. He explains how to build a foundation of trust that allows for healthy disagreement and strategic alignment. By positioning yourself as an integrator of the CEO's vision rather than just a department head, you can secure the autonomy and resources necessary to navigate the high-pressure environment of private equity.Eric also highlights the strategic necessity of financial fluency, emphasizing that a CRO must speak the language of the CFO to be taken seriously. They discuss the common friction point of Revenue Operations and why this function must report to the revenue leader to drive growth rather than just board reporting. Eric argues that alignment on EBITDA and margins is just as important as hitting sales targets when you are operating at the C-suite level.The episode concludes with a look at how SIB uses AI-driven "spend ontologies" to help companies find hidden capital. Eric describes how their SpendBrain technology identifies deep errors in invoices—from waste hauling to logistics—allowing CEOs to fund new hires and technology through recovered savings. By combining human expertise with "kinetic cost control," Eric shows how modern CROs can impact the bottom line by turning the tables on a spend-more world.

In this episode of the CRO Spotlight, Warren Zenna sits down with Miya Mee-Lee Dias, Co-Founder of Beyond The Script, to discuss a transformative approach to sales training. Miya shares her unique background blending health science with performance arts, explaining how traditional methodologies often fail because they ignore the human element. She introduces the concept of the "sales gym," where reps practice role-plays like actors preparing for a scene, stripping away bad habits to build authentic character and confidence in their delivery.Warren and Miya dive deep into the parallels between professional acting and high-performance sales. They explore the idea that every salesperson brings personal "baggage" and history that influences their communication style. Miya explains that true proficiency isn't about memorizing lines but about internalizing the script to project a genuine persona. The conversation highlights the importance of adaptability, showing how top performers maintain a "beginner's mind" and remain open to molding their approach regardless of their experience level.A critical portion of the discussion centers on the elusive trait of coachability. Miya reveals her methods for identifying whether a rep is truly ready to learn, often spotting resistance through subtle cues like tone of voice and body language. The dialogue challenges Revenue Leaders to look beyond metrics and address the holistic human factors driving performance. They discuss the necessity of understanding a rep's intrinsic motivations and personal history to unlock their full potential and drive sustainable behavioral change.As technology automates more transactional aspects of business, Warren and Miya argue that human connection and emotional intelligence are becoming the ultimate competitive advantages. They emphasize that modern CROs must develop the "muscle" to have difficult, personal conversations with their teams to foster trust and growth. The episode concludes with a look at the intersection of creativity and business, encouraging leaders to embrace a coaching mindset that empowers their organizations through genuine human development.

Let us know how you're enjoying the show or ideas for any future topics!What happens after a catastrophic injury settlement, and how do we ensure injured individuals feel supported, informed, and empowered rather than overwhelmed? In this episode, hosts Shawn Deane and Allison Kelly welcome Krista Johnson, Vice President of Sales Operations at Ametros, for a thoughtful conversation on how empathy plays a critical role in supporting injured individuals after settlement. Krista shares her career journey and the inspiration behind building Ametros' Special Programs team, created to address the unique and often complex challenges individuals face during the transition to post‑settlement life. The discussion explores how Ametros has evolved to simplify healthcare management while maintaining a deeply human approach. Krista highlights the importance of leading with empathy, providing a direct point of contact, and ensuring injured individuals never feel alone as they move away from a complex system into something easier to navigate.Listeners will hear real member stories that demonstrate how the Special Programs team goes above and beyond, from personalized outreach and care coordination to thoughtful gestures like care packages. The episode also addresses the top concerns injured individuals and carriers face when settling catastrophic cases, including access to long‑term care, fear of navigating healthcare independently, and uncertainty about the future. As Ametros looks toward 2026, Krista shares how our team is continuing to lead with empathy while making healthcare easier, proving that meaningful support doesn't end at settlement, it begins there.Ametros is changing the way injured individuals navigate healthcare by providing them with post-settlement medical management tools for their settlement funds. Ametros helps drive more simplified, secured, and supported settlements and saves money by working closely with injured workers, insurers, employers, attorneys, and Medicare to create a seamless experience.Learn how Ametros can support you.

Join me on this episode of Snow Talk as we explore the vital connection between sales and operations at EMI, a leading snow management company. We'll discuss how EMI effectively aligns these departments to streamline processes, enhance communication, and ensure operational efficiency, especially during winter storms. I'm joined by Scott Shelton, the Business Development Manager, and Zach Kolasa, Operations Manager, who share insights on their comprehensive sales strategies, robust training programs, and the importance of educating clients on service expectations. As the conversation unfolds, we'll also examine tools and technologies that support seamless operations and improve customer experiences. Tune in for valuable lessons that can elevate your snow management business.

In this live episode of the CRO Spotlight Podcast, Warren sits down with Guy Rubin to discuss the recent acquisition of Ebsta by Fullcast and what it signals for the market. Guy explains the strategic reasoning behind the consolidation, highlighting how the current landscape of disparate point solutions is becoming unsustainable. He argues that the future belongs to unified revenue platforms that connect data across the entire lifecycle, moving from a fragmented tech stack to a cohesive "plan to pay" model that drives true efficiency.The conversation shifts to the broader Go-To-Market environment, where the cost of building tech is dropping while the cost of selling rises. Guy points out that while AI tools are exploding, they often create more noise than value when isolated. He predicts a massive consolidation where businesses move away from traditional CRMs requiring manual entry toward intelligent data lakes and AI agents. This shift requires leaders to learn how to ask the right questions of their data rather than simply managing administrative forms.Warren and Guy also explore the dramatic shift in buyer behavior, illustrated by how AI empowers customers to conduct deep research before ever speaking to a human. With buyers capable of building their own business cases, the role of the seller must evolve from a gatekeeper of information to a consultative partner. They discuss why this dynamic forces organizations to lean heavily into partner ecosystems and community validation, as buyers increasingly bypass traditional sales pitches to seek out trusted peer networks.Finally, they dig into strategies for CROs and Private Equity firms looking to audit their revenue engines. Guy introduces "Revenue Insights as a Service," a method of connecting to historical data to generate an immediate "X-ray" of the business before implementing new tech. This allows leaders to identify root causes of inefficiency—like bad data hygiene or territory imbalances—and present concrete, data-backed roadmaps to the C-suite for rapid improvement without waiting months for a new system implementation.

Data integration in healthcare is redefining AI in sales and how sales enablement teams create real customer value. In this episode of B2B Sales Trends, we explore how modern sales leaders cut through dashboard noise, align sales and operations, and use AI to strengthen focus and trust - not replace human judgment. Harry Kendlbacher sits down with Robert Brandt, Vice President of Sales Operations at Medline Industries, to unpack how healthcare buying behavior is evolving - and what it takes to keep sellers focused on value instead of fire drills. This is a grounded, real-world conversation about customer perception, data integration, and the future of AI in B2B sales.

Send us a textIn Episode 167 of Adventures in Learning, Dr. Diane Jackson Schnoor welcomes Ann Dye, Vice President of Sales Operations at HarperCollins, for a powerful conversation about books, belonging, and conservation.Ann shares her journey into publishing, how books help children (and adults) slow down in a noisy, screen-filled world, and why matching the right book to the right reader still matters. Diane and Ann also reflect on their life-changing trip to South Africa with the Children's Book Creators for Conservation, including volunteering at a rhino orphanage, learning from local conservation leaders, and witnessing the power of community-driven change.This episode explores how reading, empathy, creativity, and service connect us—to each other, to nature, and to hope.Topics include:children's books • literacy • publishing • conservation • empathy • community • play-based learning • hope

In this episode, Warren speaks with Dr. Grant Van Ulbrich, the world's first doctor of Sales Transformation. They discuss a critical gap in the modern revenue landscape: while other business functions have deep academic rigor, sales education has remained largely stagnant since the 1980s. Grant explains why traditional "tips and tricks" no longer work on informed buyers and why a shift from transactional interactions to genuine value alignment is necessary for business survival.The conversation dives into the psychology of change and Grant's "Scared So What" methodology. Most leaders manage operations, not emotions, yet sales is fundamentally an act of imposing change. Grant breaks down how understanding personal reactions to change allows revenue leaders to move from simply telling teams what to do to empowering them through transformational leadership. This approach helps teams navigate the fear of new strategies and structures.Grant shares insights from the global cruise industry, revealing how shifting focus from internal agendas to customer needs dramatically improved sales effectiveness. He highlights the dangers of "product dumping" and the importance of co-creation. By treating sales as a coaching opportunity rather than a coercion tactic, organizations can align internal culture with the external customer experience to ensure a consistent brand promise across all channels.Finally, the discussion offers actionable advice for CEOs and CROs on navigating organizational restructuring. They explore why high-performing individual contributors often struggle in leadership roles without the right psychological tools. This episode is essential for executives looking to modernize their go-to-market strategy, foster a culture of ownership among their teams, and utilize science-backed frameworks to drive sustainable revenue growth.

In this episode of the CRO Spotlight Podcast, Warren Zenna sits down with Amy Osmond Cook, Co-Founder and CMO at Fullcast, to tackle the pressing challenge of balancing AI innovation with authentic human connection. As revenue leaders race to adopt AI-native strategies, the risk of losing trust through impersonal automation grows. Amy shares her perspective on why technology should enhance, not replace, the creative human element in Go-To-Market motions, setting the stage for a discussion on modern leadership.Amy details the evolution of Fullcast into a comprehensive Revenue Operations platform through strategic acquisitions like Ebsta and Copy.ai. She explains how these moves allowed the company to build a fully AI-native sales performance management solution. By integrating territory planning, forecasting, and analytics, Fullcast aims to solve the fragmented tech stack issue. Amy outlines the vision behind merging these capabilities to support mid-market and enterprise revenue teams effectively.Integrating multiple companies is a complex operational challenge. Amy discusses the nuances of merging distinct cultures and leadership styles into one cohesive organization. She emphasizes the importance of clear communication, defined playbooks, and celebrating wins to align distributed teams. Her insights provide a practical blueprint for leaders managing growth through acquisition while striving to maintain a unified company identity and shared purpose across international borders.Finally, the dialogue covers the evolving landscape for revenue leaders. Warren and Amy examine the pressure on CROs to adopt AI strategies while relying on experience to guide decision-making. Amy explains how Fullcast meets customers where they are, offering flexible solutions for their specific needs. Listeners will gain a deeper understanding of the skills required to lead in the current market and how to navigate the intersection of data and intuition successfully.

Great sellers don't leave success to chance - they master sales operations planning long before a deal appears. In this episode, we break down how disciplined planning, stakeholder orchestration, and early executive engagement turn enterprise complexity into strategic clarity and predictable outcomes. Harry Kendlbacher sits down with Ludovic Neveu, SVP of Sales at Tricentis, to unpack the unseen systems behind consistent enterprise performance. From strategic selling to stakeholder management, sales process optimization, and cultural nuances in global engagement, Ludovic shares a blueprint for leaders who want to build teams that win with intention, not luck.

In this episode, Warren Zenna sits down with Mike Price, CRO at DTEX Systems, to explore the critical evolution from a functional salesperson to a holistic business leader. Mike shares his unique journey, influenced by an entrepreneurial upbringing, and discusses why successful CROs must view themselves as business executives first. He argues that while sales skills are foundational, the ability to understand the broader mechanics of an organization is what truly defines the modern revenue leader.A significant portion of the conversation is dedicated to the art of vetting a potential CRO opportunity. Mike provides actionable advice on how to interview the CEO, specifically regarding the company's readiness for a true Chief Revenue Officer. He warns against accepting roles that are merely "VP of Sales" with a different title and emphasizes the importance of asking why the organization believes it needs a CRO right now. This advice is vital for executives ensuring they enter an environment ready for strategic change.The discussion also delves into the paradox of ambition and control. Mike explains that true executive maturity involves the willingness to cede control to a specialized team rather than being the smartest person in the room. He draws a compelling parallel to professional sports, noting that one must love the entire "game"—including practice and preparation—not just the moments of individual glory. This mindset shift is essential for leaders who want to build autonomous, high-performing teams.Finally, the dialogue covers the necessity of experimentation and reframing failure as a necessary step toward innovation. Mike shares insights on creating an environment where strategic risks are encouraged to drive growth. To close, he outlines his current work at DTEX Systems, addressing the "last frontier" of cybersecurity: insider risk management. He explains how understanding human behavior within an organization is key to protecting intellectual property and ensuring long-term business resilience.

“This really levels the playing field for ITADs of all sizes.” — Doug Hughes, VP of Sales Operations, ReturnCenter In this special ASCDI edition of the Technology Reseller News podcast, Doug Green speaks with Doug Hughes of ReturnCenter about how the company's digital platform is helping ITADs modernize their return workflows and better serve enterprise customers. ReturnCenter is a digital platform that connects all stakeholders in IT asset returns, enabling ITADs to accept, track, and manage orders with full chain-of-custody visibility. The platform supports two primary customer paths: ServiceNow Platform® integration — Large enterprises using ServiceNow can install ReturnCenter's two certified apps in just hours. They can schedule pickups, track shipments, retrieve all documentation, and—through the optional Automate app—have asset records updated automatically throughout the disposal workflow, eliminating manual work and reducing compliance risk. Branded ITAD portal (custom URL) — For customers not using ServiceNow, ReturnCenter provides a fully branded, no-development portal that lets ITADs offer an enterprise-grade online experience. End users can place and track orders, view documentation, and manage returns of any scale, while ITADs maintain visibility from a single dashboard. Hughes notes that digital connectivity is becoming a “ticket to entry” for ITADs engaging large organizations. ReturnCenter enables even smaller providers to offer a modern, audit-ready customer experience—while preserving their personalized service. ITADs benefit from centralized visibility, streamlined documentation, improved SLA management, and a platform that supports growth into the enterprise segment. To learn more or request a demo, visit https://go.returncenter.com/podcast.

In this episode of CRO Spotlight, Warren Zenna sits down with Christian Gerron, Chief Revenue Officer at StackAdapt. They dive into the complexities of the programmatic ad tech space, a market saturated with thousands of players. Christian explains how StackAdapt differentiates itself by moving beyond a simple DSP to become a unified "operating system," helping marketers reduce friction and increase ROI by integrating first-party data, programmatic, and measurement tools in one platform.Christian shares his unconventional journey into the C-suite, starting his career in finance at Microsoft before transitioning to sales and operations. He defines the CRO role not as a "super seller" but as an operator responsible for building and tuning the entire revenue "machine." This connected ecosystem includes sales, client services, analytics, and RevOps, all working in unison. He discusses why the authority to execute and drive impact is the true motivator for top revenue leaders.How do you execute in such a cutthroat market? Christian details the GTM transformation at StackAdapt. He describes moving the team from a generalist approach—where everyone targeted the same high-value territories—to a specialized and segmented model. By implementing focused territories, specializing by vertical (like B2B or healthcare), and splitting teams into "hunters" (new business) and "farmers" (account growth), the revenue org achieved faster, more efficient growth.Christian emphasizes that talent and culture are the ultimate differentiators. At StackAdapt, the hiring process is designed to find functional competency while actively filtering out "politics players" to protect a culture of trust and speed. He concludes with powerful advice for both aspiring CROs (focus on operational rigor and talent) and the CEOs hiring them (find a true "business leader" who thinks in systems, and then give them the autonomy to build the machine).

In today's episode, Donna and Tom sit down with Bill Lyons, President and CEO of Mitsubishi Fuso Truck of America, to discuss his career journey and the company's role in the global trucking industry. Bill shares how his early commercial experience prepared him for leadership, the challenges and complexities of today's supply chains, and the importance of building resilience through people, processes, and technology. He also provides insight into the upcoming integration with Hino Motors, the future of sustainable and connected vehicle technology, and the value of mentorship in preparing the next generation of leaders. Takeaways:  Supply chain resiliency and its dependence on strong people, clear processes, and adaptive technology  The complexity of tariffs and skills needed to overcome the challenges  Integration with and advancement in sustainable vehicle technology  The meaning of leadership and the values Bill holds close  Stay connected with CSCR on LinkedIn (Center for Supply Chain Research) and Instagram (@pennstatesupplychain), and be sure to follow us on Spotify, Apple Podcasts, or wherever you are tuning into Unpacked: Insights hosted by the Penn State Smeal Center for Supply Chain Research™. Thank you for joining us!  Visit our website: https://www.smeal.psu.edu/cscr  Guest Bio:  Bill Lyons currently serves as President & CEO of Mitsubishi Fuso Truck of America, Inc. (MFTA). Bill has served two stints at MFTA over the course of his career. Bill began his career in 1983 in Parts Operations at Iveco Trucks of North America, then moved to Vehicle Distribution. He then joined MFTA in March 1986, as Truck Sales Supervisor. For the next twenty-two years, Bill worked in the growing company, and was promoted several times, eventually attaining the position of Director, Select Sales and Vehicle Distribution.  He left MFTA in June 2008, when the company moved its headquarters briefly to Detroit. For the next six years he worked for ARI/Holman Global Fleet Management in Fleet Management Client Services. He returned to MFTA in 2014 as Vice President, Sales Operations, and assumed his current position as President & CEO in January, 2022. In his current role, he is responsible for all aspects of the company's operations in the United Stated and Canada.  Bill has a B.S. in Marketing from Penn State University. He and his wife Susan reside in Sewell, New Jersey and have three children, Victoria, Lisa and Bill.    

In this CRO Spotlight episode, host Warren Zenna sits down with Steven Birdsall, CRO at Alteryx, to unpack a sweeping leadership transition and how a newly formed C‑suite aligned on product and go‑to‑market. Steven shares how a product‑centric CEO and a servant‑leader CRO combine to create clarity of mandate, performance culture, and human‑first execution across sales, CS, partners, and solutions engineering.The conversation dives deep into Alteryx's evolution from workflows feeding BI to becoming the governed “canvas” for AI and agent use cases. Steven explains how business users can blend structured and unstructured data, enforce governance and access controls, and then safely bring LLMs into the same environment—pushing compute down to cloud data platforms like BigQuery, Databricks, and Snowflake.For CROs, Steven details practical AI operationalization: SDR personalization at scale, three‑dimensional agents trained on company knowledge, and revenue insights built directly on internal data. He outlines how to raise sales efficiency without scaling opex linearly, and why fast experimentation with new AI tools is now core to modern GTM orchestration.Steven closes with hiring and leadership principles for today's CRO: prioritize grit, perseverance, and customer centricity over pedigree; remove roadblocks for the field; and mentor generously. He shares how to balance data‑driven rigor with empathy, build alignment with marketing regardless of reporting lines, and stay entrepreneurial—even inside a large, complex organization.

In this episode of the CRO Spotlight, Warren Zenna welcomes Mike Genstil, CEO at ValueCore, to discuss a critical inefficiency in modern sales: the "value gap." Mike explains that too often, sellers rush to provide a price quote while buyers remain fixated on features, rather than starting the conversation by aligning on the specific problems the organization faces and what those problems are costing them.Warren and Mike explore why "value engineering" isn't commonplace. Mike contrasts the role with the ubiquitous Sales Engineer. While organizations readily invest in Sales Engineers for technical validation, the Value Engineer—who handles the business validation—is often scarce and stretched thin. Mike argues this function is critical for justifying high-ticket solutions to a buying committee and proving impact beyond just features.The conversation shifts to the process of value engineering, which Mike describes as the most effective form of sales discovery. He outlines the four key buckets that Value Engineers analyze to build a business case that resonates with a CFO: hard cost savings, team productivity gains, revenue acceleration (such as customer acquisition or retention), and strategic risk mitigation. This diligence helps the buyer champion the solution internally.Finally, Mike discusses how technology platforms are making value engineering more scalable and integrated. He explains how AI can rapidly analyze public data, case studies, and even call recordings to build robust models. This technology allows pre-sales and post-sales teams to collaborate on value. They also cover how a strong value framework is essential for managing Proof of Concepts (POCs), preventing "tire-kickers" by agreeing on success metrics upfront.

Discover what it takes to design and deliver a President's Club program that truly moves the needle—for your people and for your business. In this exclusive interview, Jeremy Whiteman, senior director of Sales Operations and Commercial Excellence at Resideo, shares practical guidance on turning incentive events into strategic growth engines that reward, retain and inspire the best in your sales organization.​ Learn about: Building the business case: How to justify, budget and insulate President's Club programs for maximum impact Crafting simple, transparent and motivating eligibility criteria that reinforce company values and drive extraordinary performance  Engineering an inclusive, seamless attendee experience for winners and their guests Leveraging executive involvement, planning best practices and communications strategies that amplify engagement and keep momentum high post-event Listen to the discussion to gain actionable insights, avoid common pitfalls and spark lasting sales motivation—so your leaders and top talent never want to compete anywhere else.​

In this episode, Nicole Kehl sits down with Heather Spreduto, Vice President of Sales Operations at ADP, to explore the critical connection between employee engagement and firm profitability.  With over two decades of leadership experience, Heather shares what the data tells us about why people stay, how appreciation drives performance, and what small firms can do to compete with limited resources.  From practical tips on creating culture to the difference between managing and leading, this episode is full of real-world takeaways for firm owners and team leaders alike. Enjoyed this episode? Join a network of like-minded women at http://cpamoms.com/start and get the support you need to build the practice you want.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation plans can drive desired behaviors and increase sales productivity. The episode also touches on the challenges of transitioning to consumption-based models and the importance of clear, motivational, and actionable compensation plans for sales teams.ADDITIONAL RESOURCESConnect with Jose Fernandez.LinkedIn: https://www.linkedin.com/in/joseluisfernandez/Learn more about EasyComp: https://www.easycomp.ai/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:44] Understanding Sales Compensation Plans[00:01:59] Driving Sales Behavior with Compensation[00:06:43] Aligning Compensation with Company Strategy[00:08:50] Simplifying Compensation Plans[00:12:19] Planning and Implementing Effective Compensation Plans[00:20:31] Leveraging Technology in Compensation Planning[00:27:01] Incentivizing Overachievers and Managing Churn[00:32:42] Understanding Sales Performance Metrics[00:33:49] The Debate on Sales Compensation Caps[00:35:30] Challenges with Sales Compensation Plans[00:36:46] Coaching Technical Founders on Sales[00:38:07] Celebrating Big Wins in Sales[00:45:32] The Role of Technology in Sales Compensation[00:49:01] The Shift to Consumption-Based Models[01:00:16] The Importance of Collaboration in Sales[01:01:26] Introducing EZ Comp and Its MissionHIGHLIGHT QUOTES[00:02:04] "Incentives drive behavior, and it does it in a very strong way."[00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter."[00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work."[00:06:36] "The number one way to lose sellers: comp plans that don't represent things I have control over."[00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan."[00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption."[01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Warren Zenna sits down with Michael Maimone, CRO at LucidLink, to unpack his journey from BDR to enterprise sales leader to CRO. Michael shares how his time at IBM, Marketo, Adobe, and ZoomInfo shaped a systems mindset, enabling him to translate big-company rigor into agile, early-stage execution without stifling momentum.They dive into the first 30-60-90 days in the seat: observe, diagnose, implement. Michael explains how he sequenced quick wins—enablement, RevOps guardrails, hiring profiles, interview kits—before rolling out robust territory, account, and opportunity planning. He emphasizes credibility through results and the art of modulation when change-managing seasoned teams.Michael details LucidLink's category-defining approach to distributed cloud file access for massive media and design workflows, and how that expands into broader enterprise use cases. He outlines direct and channel motions, global team structure, and the zero-knowledge security model that unlocks collaboration without compromising control.The conversation closes with pragmatic AI adoption across Gong, ZoomInfo, dialers, website conversion, and Gemini-driven planning. Michael shares early signal lifts, how to beat tool fatigue, why human analysts still matter, and advice to aspiring CROs: lead cross-functionally, stay humble, build lieutenants, and align every motion to predictable, scalable revenue.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at various growth stages, and the cultural and operational shifts necessary for scaling. Schoenstein emphasizes the significance of data, training, and customer-centric approaches in driving successful sales teams. The discussion offers valuable insights for B2B sales leaders looking to understand and implement strategies for scalable and efficient growth.ADDITIONAL RESOURCESConnect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/Learn more about Customer.io: www.Customer.ioEmail John about joining the Customer.io team: john.schoenstein@customer.ioHow leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0Watch Force Management's C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:36] Scaling Companies: Insights from John Schoen Stein[00:03:41] The Importance of Talent in Sales[00:11:16] Pipeline Generation and Sales Leadership[00:16:50] Building a Winning Culture[00:18:28] Implementing Repeatable Revenue Systems[00:30:02] The Role of Data and Rev Ops in Scaling[00:32:58] Pipeline Focus and Sales Rep Productivity[00:34:09] Measuring Sales Rep Productivity[00:35:27] Regional Productivity and Investment Decisions[00:36:05] Analyzing Sales Data for Insights[00:38:35] Sales Productivity in Startups[00:40:00] Remote Work and Sales Productivity[00:41:42] Encouraging Creativity and Adaptability in Sales[00:45:52] AI in Sales and Revenue Leadership[00:49:05] Implementing AI in Sales Processes[01:02:06] Customer Engagement and AI at Customer.ioHIGHLIGHT QUOTES[00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.”[00:08:33] “You can't own your territory if you're depending completely on inbound leads.”[00:12:54] “Patriots go to battle with you when it's hard. Mercenaries leave when things get tough.”[00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.”[00:39:57] “If you're not looking at sales productivity, you're missing a precursor to whether people will make it.”[00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.”[00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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.

Sales is moving faster than ever—so how do leaders keep pace without losing the fundamentals that drive real results? In this Industry Spotlight, host Kortney Harmon sits down with sales leadership expert Shad Tidler to explore how AI is transforming strategy, team dynamics, and decision-making while amplifying—not replacing—the human touch. Drawing on more than a decade of experience with Lushin, Shad shares practical insights and “aha moments” from helping organizations rethink how they lead, train, and grow in an AI-driven world.Key insights you can't miss:How AI is reshaping sales leadership, from faster strategic planning to streamlined operationsWhy fundamentals like trust, consultative selling, and decision-making still matter more than everReal-world examples of using AI for role-play training, forecasting, and workflow redesignHow leaders can free up time for high-value work by letting AI handle repetitive tasksWhether you're a recruiting sales leader curious about AI's impact or a professional ready to amplify your results, this episode offers a clear roadmap for thriving in today's fast-changing sales landscape. Press play now to hear Shad's proven insights and discover how to combine human connection with AI-driven tools for long-term success.____________________Follow Shad Tidler on LinkedIn: LinkedIn | ShadFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Want to learn more about Crelate? Book a demo hereSubscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience 

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."

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice.ADDITIONAL RESOURCESLearn more about Andrew Robert Clark:https://www.linkedin.com/in/andrewrobertclark/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:26] Breaking into the Japanese Market[00:07:27] Expanding Across Asia Pacific[00:11:09] Challenges and Strategies in the Asia Pacific[00:19:32] Hiring and Leadership in Japan[00:32:50] Entering the Asia Pacific Market: A Strategic Approach[00:34:39] Exploring Japan's Business Landscape[00:35:29] Challenges of Joint Ventures in Japan[00:38:29] Strategies for Entering the Japanese Market[00:40:41] Building a Successful Team in Japan[00:45:47] Pricing and Market Dynamics in Japan[00:47:36] Expanding Beyond Japan: Korea and China[00:55:43] The Expat Experience: Opportunities and ChallengesHIGHLIGHT QUOTES[00:11:51] "The complexity of Asia Pacific is underestimated significantly."[00:17:59] "One of the worst things you can do in APJ is false start."[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."[00:31:26] "Be the same before you establish your difference."[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

I love systems - I'll say it! In this episode I share the 4 must-have systems for a Christian Business Coach: marketing, sales, operations, and client delivery. Hear how these rhythms helped me scale a Holy Spirit-led, 7-figure online business while homeschooling. If you're a Christian Life Coach asking how to build a coaching business without burnout, start here.What you'll learn—The daily/weekly/monthly checklist that ends chaos.—How 1 hour becomes a full marketing content system.—The repeatable sales funnel that enrolls dream clients.—Onboarding that upgrades client delivery and retention.—Why documenting systems = freedom for Kingdom business.GET STARTED TODAYReady to launch? Join The Selah Collective 12-Month Group Coaching Program.Ready to scale? Join Eden: The Mastermind (for women who have made $20k-100k+ in online business).Women of Valor 3-Part Mini-Course: Learn how to create a 6-7 figure offer and how to implement the Esther Upleveled sales system.For the Holy Spirit-led coaches who want to hit $100K in the next 12 months, get the 40+ page guide: 12-Months to $100k.Ready to get an all-in-one funnel builder? Sign up for Kartra today!Get FREE, ORGANIC email leads on Instagram using this DM flow template.READ THE BLOGEpisode 235: 4 Systems You Need ASAP In Your Online Business for Marketing, Sales, Operations & Client DeliveryOTHER EPISODES YOU MIGHT ENJOY ⁠Episode 3: Jesus Taught Us This Ultimate Marketing HackEpisode 230: Hacks to Consistent Online Business Growth – What Your Kingdom Marketing Strategy Needs to Thrive This Year

This is episode 780. Read the complete transcription on the Sales Game Changers Podcast website. This is an episode of the “AI and Selling Effectiveness Podcast.” Every other week, the IEPS posts a new show with IEPS Selling Essentials Marketplace partner Zeev Wexler from Viacry. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured more ideas on how organizations should be using AI. Zeev and Fred brought on Cvent VP of Sales Operations and Enablement Franci Hirsch to discuss how they are leading the way in AI for selling effectiveness application. Find Franci on LinkedIn. FRANCI'S TIP: “Before you invest in tools or declare that AI will transform your work, take time to educate yourself. Even a few foundational courses can give leaders the knowledge and confidence to inspire their teams to act.”  

Dean Roethemeier, Director of Sales Operations at Keeneland joins PTF to have a look at four two-year-old races on the Saratoga card on Saturday, including the Grade 2 Saratoga Special.Baby Talk is brought to you by Keeneland Sales. You can read more about their legendary fall sale over at keeneland.com.

In this episode of the Thread Podcast, host Justin Vandehey introduces his co-founders Jeremy Vandehey and Samuel Kenney as they discuss their journey in building Thread, a company focused on enhancing the go-to-market strategy for sales teams. The conversation explores the challenges of acquiring the first customer, aligning sales operations, and the importance of technology in sales. They delve into the future of sales technology, the role of AI in augmenting seller efficiency, and the competitive landscape of the sales industry. The episode concludes with insights on lessons learned from their experiences and the official launch of Thread.TakeawaysThe consistent challenge for founders is acquiring the first customer.Empathy for the seller's experience is crucial in product development.Sales is a critical function for every startup, not just a separate department.Technology is rapidly changing the sales landscape, making it essential to innovate.AI can significantly enhance seller efficiency and effectiveness.Understanding the competitive landscape is vital for product positioning.Building a product that meets the needs of sellers is key to success.The rate of technology adoption is increasing, requiring quick adaptation.Founders must navigate noise and chaos in the current market environment.Feedback from users is essential for continuous improvement of the product.Chapters00:00 Introduction to Thread Podcast and Founders' Journey05:36 The Importance of Sales Operations and Customer Understanding08:24 Innovating in the Go-to-Market Space11:07 Building a Product for Sellers14:00 Challenges and Rewards of Founding Thread16:47 The Future of Sales Technology and AI19:45 Augmenting Seller Efficiency with Technology22:41 Navigating the Competitive Landscape24:41 Lessons Learned from Building Thread27:15 Closing Thoughts and Call to Action35:51 Introduction and Excitement for the Journey36:48 Invitation to Join and Future Guests37:17 Gratitude and Encouragement for Listeners

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify's industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and customer satisfaction. He also reveals how aligning incentives within these pods reduces internal friction and creates scalable, enterprise-grade execution. This episode is packed with strategic insight for CROs, sales leaders, and go-to-market operators aiming to drive operational efficiency and growth.KEY TAKEAWAYS[00:00:28] Shopify's shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer.[00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome.[00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles.[00:03:00] Shopify's pod structure includes defined primary and secondary roles with centralized responsibility and incentives.[00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption.[00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction.[00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership.[00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments.QUOTES[00:01:00] "All aligned around a single outcome, which is helping our customers win."[00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective."[00:03:49] "Now the pods are incentivized off of the same customer cohort."[00:04:59] "We're very close to assigning at-risk targets to our marketing team."[00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrisonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.KEY TAKEAWAYS[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.[00:01:40] Remote Work's Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.QUOTES[00:01:14] “There's a sales process, but no one's really utilizing it… there's no discipline around it.”[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”[00:04:59] “Companies don't realize they're a walking audition for what it's going to be like to work for them.”[00:06:41] “That's how you burn cash in an organization—when internal readiness doesn't match external hiring urgency.”[00:07:27] “If the order isn't executed at the proper time, we can accidentally shut the customer off.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannamEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Startup CPG Podcast, Daniel Scharff is joined by Alicia Nelson, Sales and Customer Operations Manager at So Good So You, and Emily Curran of SPS Commerce to explore the essential role of Sales Operations in driving operational efficiency and scalability for growing CPG brands.Alicia provides a detailed look into how her team manages day-to-day execution—coordinating orders, logistics, and customer communications—and how cross-functional collaboration is critical to delivering products on time and in full. She also discusses the evolution of her role as the company scaled, the systems that support their operations (including Fishbowl and EDI solutions from SPS Commerce), and the strategic importance of effective communication across teams and partners.Emily shares additional perspective from her work with brands of all sizes, highlighting best practices in implementing EDI, the value of automation, and how to build scalable processes that adapt to increasing complexity.This episode offers valuable insights for founders, operators, and sales teams looking to establish or refine their sales operations infrastructure as they grow.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

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!

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.

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.

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)!