Podcasts about sales ops

In this episode, we're joined by Søren Schønnemann, CEO, Factbird, the SaaS provider that helps manufacturers maximize their performance through manufacturing intelligence from Operator to Process Engineer to Plant Manager,  We talk to Søren about the hiring strategy and organizational evolution that he's taken the company on to support their rapid growth, from 8 to 90 people while going from startup to breaking 10m Euro in ARR in less than 4 years. Here are some of the key questions we address: - Why was his first 2 hires a Talent Aqcuistion specialist and a Sales Ops way before they had a commerial and GTM team in place? - How has his hiring philosphy evolved as the company needs evolved? - How do you balance the need for personal growth of staff vs the need of organization growth? - What have been some of the most tricky challenges through this growth spurt and how did they handle them? - Which are his biggest lessons learned from growing the organization at this pace, and what would he do differently next time? Tune in to learn how Søren and his team have supported the need of the organization with a unique look at who to hire at what point in time, spoiler alert it is not sales people to start with, to get to the 10m Euro mark.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave and Joe O'Callaghan, co-founders of Vation, about their journey and experiences as a father-son duo in the tech industry. They discuss the importance of go-to-market strategies and what leaders can learn from the innovation ecosystem. Sponsored by Sandler, a sales training provider, the discussion delves into the significance of sales training, especially for first-line managers, and explores the evolving roles of technology leaders. Joe and Dave share insights on the challenges emerging tech companies face, the importance of execution and humility, and the growing role of AI and data security. They also highlight the importance of cold calling, the shift in sales training needs, and the evolving skill sets required in the tech industry.KEY TAKEAWAYSFirst Father-Son Duo: Episode features Dave and Joe O'Callaghan, co-founders of Vation Ventures, discussing their father-son dynamic. Business Focus: Highlight on go-to-market strategies from the innovation ecosystem. Importance of Sales Training: Emphasized by Sandler, focusing on training necessity due to promotions during COVID. AI and Security: Special focus on AI trends and the importance of secure AI. Channels and Relationships: The enduring importance of trusting relationships in the channel for effective advice and sales. Cold Calling: Seeing a resurgence, combined with high-quality, AI-supported research. Mentorship and Humility: The fundamental value of being humble, inquisitive, and learning from great mentors. Innovation and Execution: Balancing innovation with execution in today's rapidly evolving technology landscape.QUOTES"Innovation is hard. Innovation at scale is really, really hard." "Humility and inquisitiveness are key in driving innovation and leading teams." "The only person that likes to hear you talk about yourself is your mom." "Distributors can lean into orchestrating everything from Dataiku to Cisco Meraki for a comprehensive solution."Find out more about Dave & Joe O'Callaghan through the link/s below:Dave O'Callaghan's LinkedIn: https://www.linkedin.com/in/daveo4/Joe O'Callaghan's LinkedIn: https://www.linkedin.com/in/joeyocallaghan/This 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.

What's up everyone, today we have the pleasure of sitting down with Moni Oloyede, Founder at MO Martech. Summary: Your buyers can't remember why they bought from you, our brains physically can't store that information correctly. But we've built elaborate attribution systems pretending otherwise. Moni helps us understand why we need to stop crediting random touchpoints and start measuring how effectively each content piece performs its specific job in moving people through your funnel. We also cover why not all marketing activities need to drive revenue, why you shouldn't ditch ideas just because you can't track them and why GTM engineering is just job title inflation. About MoniMoni started her career at Sourcefire, a cybersecurity company where she dabbled in everything from Eloqua, Salesforce and AdwordsShe shifted to the agency world and joined a revenue marketing agency and later a growth consultancyShe went back in house in cybersecurity where she would spend the better part of 5 years becoming a Director of Marketing InfrastructureToday Moni (moo-nee) is the founder of MO Martech where she teaches and runs workshops to help business that struggle with marketingMost Tech Stacks Are Stitched With Duct TapeBorn in the prehistoric age of marketing automation, Moni witnessed marketing technology evolve from early concept to tablestakes. Her first employer, a cybersecurity company, maintained such intimate ties with Eloqua that they earned a literal place in the vendor's office. "I cut my teeth in the early days of lead scoring and nurturing, like all those concepts were new," she recalls. While most marketers today inherit established systems, Moni helped build the prototype.Those early days bristled with raw technological potential. Her CMO burst back from a conference, wide-eyed about "this new thing called the Cloud." Marketing teams fumbled through uncharted territory, concocting solutions with no rulebook. Moni found herself repeatedly cast as the test subject for nascent concepts:* Early lead scoring algorithms that barely understood buyer intent* Rudimentary nurture campaigns that seem prehistoric by today's standards* Primitive ABM approaches before the category even existed* First-generation dynamic content that barely qualified as "dynamic"Her technical immersion might have continued indefinitely, but a pattern emerged across agencies and client engagements. The technology consistently underdelivered on its promise. "We seem to get to a point and then we can't ever get to the promise," she explains. The gap between vendor slideware and actual results remained stubbornly unbridgeable regardless of budget size, team composition, or technical architecture.This revelation propelled Moni toward the marketing roots beneath the technology. She uncovered the industry's dirty little secret: nobody has their marketing technology working smoothly. Not even close.> "Everybody always thinks that other people's tech stacks are perfect. You attend webinars and listen to podcasts and think, 'oh my gosh, that brand has it all figured out. Why don't I have it figured out?'"Pull back the curtain on these supposedly perfect marketing technology implementations and you'll discover chaos. That Fortune 500 company presenting their "integrated customer journey orchestration"? They can't even track basic lead conversion properly. That unicorn startup showcasing their "AI-powered personalization engine"? Most of their segments contain default content. The larger the company, the more chaotic the implementation. "The bigger the company, the more mess it is," Moni confirms. "It's more duct tape and glue and just hobbled together things."Marketing technology works as an amplifier, not a miracle cure. "Technology is not automagical," Moni states bluntly. "It can only do so much, and if the marketing's bad, the technology is not going to fix that." Her journey from tech specialist to marketing strategist stems directly from this understanding: fix the foundation first.Key takeaway: Stop comparing your messy marketing stack to the sanitized versions presented at conferences. Even the most sophisticated enterprises run on cobbled-together systems and manual workarounds. Focus first on creating marketing that resonates with real humans, then apply technology selectively to amplify what already works. You'll save yourself the frustration of trying to automate broken processes while building something sustainable that actually delivers results.The Marketing Ops Identity ParadoxMarketing operations professionals inhabit a peculiar career limbo. You build the systems that power modern marketing, yet find yourself trapped by your own expertise. Moni, a 16-year marketing veteran, captures this frustration perfectly: "For at least 10 years I've been doing my damnedest to try to run away from marketing ops, and it won't let me go."> "No matter what I do, I can't get away from it even though I've tried forever."This career quicksand pulls you back each time you attempt to climb out. Your specialized knowledge becomes both your superpower and your career ceiling. While executives strategize future campaigns in boardrooms, you transform their whiteboard sketches into measurable reality. The truth? Marketing strategy without operational execution amounts to wishful thinking on a slide deck.The operational brain works differently. You see systems where others see individual campaigns. You spot integration failures where others blame the platform. Your value comes from this unique perspective—connecting dots across the marketing ecosystem that others don't even know exist. Moni describes this experience viscerally: "There's so much nuance into making it work that they don't get or understand unless you're in it or have that historical knowledge."Marketing ops professionals often bear the weight of accountability without corresponding authority. When campaigns fail, executives look to you for answers. As Moni explains, "Since you're responsible for the results and the analytics, you feel like it's on you. When it doesn't happen, they come to you." This creates immense pressure: "You feel that pressure and it's like, 'but you gave me a crappy campaign that doesn't have good messaging and doesn't make sense to anybody. I'm not a magician.'"Rather than fighting this identity, Moni transformed it into something bigger. She embraced her role as a "marketing educator" focused on teaching fundamentals to a generation that reduces marketing to:* Getting attention* Creating content * Generating leads"That's the result," she argues. "That's not what marketing is." This educational perspective allows her to leverage her operational expertise while addressing systemic issues in marketing practice.Key takeaway: Your marketing operations expertise gives you unique system-level insights nobody else possesses. Stop trying to escape this identity. Instead, use your operational knowledge to command respect by translating technical realities into business language executives understand. Create clear boundaries around what technology can and cannot solve. When handed unrealistic expectations, respond with specific prerequisites for success. Your value comes from connecting strategy with execution; making you the bridge that transforms marketing from theory into measurable results.Stop Crediting Random Marketing Assets For ConversionsThat gnawing feeling you get when reviewing complex attribution reports should be trusted.. Your instincts know something your dashboards don't. Moni cuts through years of marketing dogma with a refreshingly brutal assessment: "I thi...

In this special return episode, Alex Quin welcomes back Josh Troy, Founder and CEO of WFS Group – "Wires From Strangers." Since his first appearance on Hustle Inspires Hustle back in 2021, Josh has continued to make major moves in the sales space. Now a leading figure in high-ticket offer scaling, Josh breaks down how to build performance-based sales teams, the true difference between validation and scale, and the frameworks behind a strong sales call structure. Whether you're just breaking into high-ticket or ready to optimize your sales systems, this is one to take notes on.Episode Outline[00:00:00] Welcome back: Josh Troy returns to the podcast[00:02:30] Growth and milestones since the 2021 episode[00:06:15] WFS Group's edge in outsourced sales[00:09:40] Ideal client profile and red flags to avoid[00:15:10] What makes an offer scale-ready[00:20:00] Founder-led sales and product-market fit[00:27:00] Choosing between one call and two call models[00:36:45] How to create urgency without sleazy tactics[00:42:30] Team structure, metrics, and scaling strategies[00:48:00] Follow-ups, no-show protocol, and nurturing leads[00:53:00] Using application questions to pre-qualify prospects[01:02:00] Flipping the “we tried this before” objection[01:07:30] Josh's 10-step sales call framework[01:12:00] What Josh wants to be known for in the industry[00:48:40] Where to watch Taking the Fight and follow StuartWisdom NuggetsValidate Before You Scale: Your sales team can't fix an unvalidated offer. Make sure your funnel, product-market fit, and fulfillment are locked before adding reps.Simplicity Scales Better: Too many funnels and offers slow down scale. Josh advises sticking with 1–2 high-performing funnels for million-dollar months.Sales Ops > Just Salespeople : Success isn't about throwing bodies on the phone. It's about having systems, frameworks, and processes to support consistent performance.Internal Urgency Beats Discounts : While incentives can push fence-sitters, real urgency comes from helping clients see the cost of inaction through a strong discovery.Metrics That Matter Most : Gross and collected revenue per booked call are the truest measures of sales team efficiency—not just close rate or show rate.Power Quotes:“We're a scale team, not a validation team.” - Josh Troy“Lead flow times sales performance equals revenue.” - Josh Troy“Urgency comes from solving pain, not just fast-action discounts.” - Josh Troy“Someone's life can change almost overnight with the right offer.” - Alex Quin“Warm traffic converts very different than cold traffic.” - Alex QuinMeet the Guest : Josh TroyInstagram: (https://www.instagram.com/troy.joshua)WFS Group Website : (https://thewfsgroup.com/)Connect With the Podcast Host Alex Quin:Instagram: (https://www.instagram.com/alexquin)Twitter: (https://twitter.com/mralexquin)LinkedIn: (https://www.linkedin.com/in/mralexquin)Website: (https://alexquin.com)TikTok: (https://www.tiktok.com/@mralexquin)Our CommunityInstagram:(https://www.instagram.com/hustleinspireshustle)Twitter: (https://twitter.com/HustleInspires)LinkedIn: (https://www.linkedin.com/company/hustle-inspires-hustle)Website: (https://hustleinspireshustle.com)*This page may contain affiliate links or sponsored content. When you click on these links or engage with the sponsored content and make a purchase or take some other action, we may receive a commission or compensation at no additional cost to you. We only promote products or services that we genuinely believe will add value to our readers & listeners.*See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Charlene Thompson, a powerhouse in sales operations, joins us on the Sales Lead Dog podcast to share her unique perspective on transforming sales teams. With over 15 years of experience, Charlene brings a fresh, dynamic approach to how businesses can rethink efficiency and performance. She treats business challenges like a sport, using her creativity and strategic mindset to drive innovative problem-solving. Her approach sheds light on the importance of deeply understanding the interplay of people, processes, and technology to truly elevate sales operations.  Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success.  In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success. Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She's worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth.    Quotes: "I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost." "The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues." "Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."   Links: Charlene's LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/ The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ 

Text us your thoughts on the episode or the show!In a dynamic exploration of the intersection between sales and marketing operations, we dive deep into the journey of Kanwal Ibrahim, a seasoned Marketing Operations Manager at OffSec. Her background in sales armed her with unique insights that many marketing professionals may overlook. Kanwal shares pivotal lessons she learned as she transitioned into operations, emphasizing the importance of understanding the sales funnel and the customer journey.Listeners will discover how data transparency informs better strategic decisions, highlighting the vital connection between sales and marketing. With her experience, Kanwal illustrates the necessity of fostering collaborative relationships across teams, ensuring effective communication that leads to aligned objectives. By unpacking her approach to process optimization and structure, Kanwal offers a roadmap for those aiming to enhance their marketing efforts.Moreover, she illustrates the significance of being open to feedback, a lesson that transcends the boundaries of sales and marketing. Whether navigating through CRM systems or understanding metrics, her perspective serves as a guide to help listeners refine their operations strategy. This episode is a must-listen for professionals at all levels looking to bridge the gap between sales and marketing operations. Share your thoughts with us on social media or subscribe for more insider insights!Connect with Kanwal Ibrahim on LinkedIn hereEpisode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Connect Scattered Data with AI AgentsExplore how easy AI can be with Forwrd.ai for Marketing OpsBuild AI agents that can predict, forecast, segment, and automate the entire data processing workflow -- integrating, prepping, cleaning, normalizing, analyzing, and even building and operating your models. With Forward, you can get it done 100 times faster. Support the show

On this episode of RevOps Unboxed, Sandy sits down with Olga Traskova, VP of Revenue Operations at Birdeye.They discuss why attribution can't be used to make life-or-death decisions, navigating Sales Ops challenges, RevOps reporting structure, and more!

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environmentsKEY TAKEAWAYSImportance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.Mentorship: Value of having mentors and learning from experienced professionals in the field.Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.QUOTES"The thing that separates the good from the great is just continuing to go that little extra mile.""You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have.""When you can go at the high range and people still spark their interest, that's when you know you start to got something."Find out more about Dave Greenberger through the link/s below:https://www.linkedin.com/in/davidgreenberger/This 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.

Colin Zima, former Looker exec turned Omni CEO, reveals how he runs a 65-person Series B startup with no HR or G&A team. Learn why he believes in minimal bureaucracy, why founders should do the "dirty work," and what really breaks after a Google acquisition.*Email us your questions or topics for Kelli & Nolan: hrheretics@turpentine.coFor coaching and advising inquire at https://kellidragovich.com/HR Heretics is a podcast from Turpentine.—

Text us your thoughts on the episode or the show!What if you could transform your business into a predictable revenue engine? Join us as we chat with Sean Lane and Laura Adint, the brilliant minds behind "The Revenue Operations Manual." Sean and Laura, who first teamed up during their days at Drift, share the incredible journey of crafting their comprehensive 80,000-word guide, meticulously organized using the operation professionals' favorite tool—spreadsheets! They discuss how their collaboration grew into an official partnership with a publisher, emphasizing the value of diverse perspectives in crafting a resourceful handbook for revenue operations professionals.Uncover the true nature of Revenue Operations (RevOps) as we redefine a concept often confused with Sales Ops. This episode highlights how RevOps unites marketing, sales, and customer success operations to create scalable business outcomes. Sean and Laura provide insights from their book on how RevOps professionals can enhance specialization and clarity within teams. They reveal strategies for planning, execution, and deriving insights that are essential for marketing and sales ops professionals to contribute effectively to their organizations.Explore the evolving landscape of operations roles and the mindset required to excel. Sean and Laura delve into the importance of creating more value than one's salary and the role of leadership in recognizing the unique contributions of operations professionals. Discover practical strategies for skill development and cross-functional collaboration, with tips on avoiding a victim mentality and embracing proactive learning. Connect with Sean and Laura on LinkedIn for further engagement and insights into the dynamic world of Revenue Operations.As mentioned in the episode: - the color coding exercise can be found here- 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)!  Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Kevin McIntyre is the CRO of Dealfront. In this episode he joins the Sales Players to share insights from his career journey to CRO. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb - SP fans use this link for an extended, 21-day free trial EPISODE LINKS: • Connect with Kevin: https://www.linkedin.com/in/kfmcintyre/ • Get Dealfront/Leadfeeder: https://leadfeeder.partnerlinks.io/rsscjriylqgb CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • LinkedIn: https://www.linkedin.com/in/chase-barmore • Website: https://chasebarmore.com HELP US GROW SP: • Join Sales Players Community: https://www.launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap © Sales Players LLC

When Mark Partin first became CFO at BlackLine nearly a decade ago, the concept of Sales Ops was still rather new within the company, and he was tasked with building it from scratch. Over time, Sales Ops evolved into Revenue Ops, integrating finance, sales, and customer success functions to support BlackLine's rapid growth. In this discussion, Partin shares critical milestones, including consolidating over 100 systems to achieve a "single source of truth," aligning departments around the customer journey, and leveraging data to drive productivity and efficiency—a transformative journey that enabled sustainable growth.

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.

In this episode of The Strategy Gap, Jonathan Morgan and Joe Krause sit down with Isha Dhar, a talented leader currently heading Global Sales Strategy and Operations for Netflix's new ads platform. With over 15 years of experience in sales operations, business development, and analytics at big names like Meta Platforms and Dell Technologies, Isha offers a treasure trove of insights. She's got an MBA from UNC and an engineering degree from India, and she's now based in Austin, Texas.The conversation kicks off with Isha sharing why sales operations is so vital. She highlights its close connection to business metrics and customer needs. Isha's passion for her field shines through—she got into sales operations almost by chance, and those experiences have been incredibly rewarding. She underscores the importance of data-driven insights for making strategic decisions and aligning sales strategies with the broader business goals.Another big topic of discussion is how to handle failure with a “fail fast” mindset. Isha emphasizes learning from mistakes to continually improve processes. She also talks about the importance of cross-functional collaboration, urging listeners to break down silos within organizations so strategies can be executed effectively across departments. Drawing from her diverse experiences, she notes how approaches can vary depending on corporate culture and the growth stage of an organization.Before wrapping up, Isha shares some great leadership tips: trust your instincts, build solid relationships, and prioritize data-driven decisions. These principles have been key to her success and are sure to resonate with anyone looking to grow in their career.In this episode:00:00 Passionate About Understanding and Influencing Business Success05:45 Variations in Sales Operations: Revenue, Planning, Execution Strategies07:02 Key to Success: Right Jobs, Data-Driven Insights11:39 Turning Failure into a Learning Opportunity in Leadership16:20 Evaluating Data to Set Precedents for Business Interests19:21 The Importance of Building Relationships and Effective Communication22:31 Embracing Good Intentions in Every Conversation24:29 Impact of Organizational Structure on Decision-Making and Collaboration27:58 Trusting the Process: Embracing Growth and Learning

Ever wonder how internal operations can actually support and supercharge your sales efforts rather than hinder them? Join us on Get Amplified with special guest Dr. Mark Baker, visiting fellow at Cranfield University. With a rich background in engineering, finance, and risk management, Mark shares compelling stories from his time at Unilever and his pivotal role in the London 2012 Speedo project! Discover the untapped potential of effective teaming and learn how bridging the gap between front office and back office can create a formidable competitive edge.Reflecting on the 2003 Rugby World Cup and England's T-C-U-P (Think Clearly Under Pressure) strategy, we explore how preparation and resilience can turn high-pressure situations into opportunities for success. By integrating systematic approaches and digitalization, we uncover strategies that enhance decision-making processes and client outcomes, emphasising the importance of continuous improvement.In our discussions on strategic leadership and vision planning, we tackle the necessity of stepping back from daily operations to focus on long-term goals. Learn valuable insights into effective delegation, the dangers of "organisational constipation," and the benefits of pre-mortem analyses. A big thank you to Dr. Mark Baker for his insights on effective teaming and strategic leadership.We would love you to follow us on LinkedIn! https://www.linkedin.com/company/amplified-group/

In this adventure, we are joined by Krystina Gillenwater - Director of New Business for Digitopia.Video Summary:Introduction.Interview: Krystina Gillenwater - Director of New Business, Digitopia.Question of the Day: If you are using HubSpot Snippets - what is your best snippet?Video Takeaways:A few key takeaways from this episode:RevOps is more than a "flavor-of-the-week" industry buzzword.RevOps is a business practice that aims to align an organization's revenue engine. Sales leaders are problem solvers, not pushy influencers. Teaching your customer service people sales techniques can open up more opportunities for your business - it worked at Digitopia. Running after every opportunity by trying to be "all-things-to-everyone" is counterproductive. Get really good at a few things - they you will be known for it. Smarketing Meetings are good - RevOp meeting with your Marketing, Sales AND Service leaders are even better. 

In this adventure, we are joined by Doug Brown, CEO - Business Success Factors.Video Summary:Introduction.Interview: Doug Brown, CEO - Business Success Factors.Question of the Day: Name the #1 Webinar you attended in 2020 that delivered the most value. What was the topic?Who was the presenter?What made it so valuable?Video Takeaways:A few key takeaways from this episode:People who intentionally work on themselves also see growth in their business.Average performers can succeed when working within an excellent process.Resolving objections is always better than overcoming objections. Ask "questions that care" to further discover needs in a sales context. Getting truthful is the first step. For a copy of Doug's book "Win-Win Selling" go to: https://www.winwinsellingbook.com/

In this adventure, we are joined by Bruce R. Dorey - Executive Coach and Consultant. Video Summary:Word of the Week: HubSpot SnippetsInterview: Bruce R. Dorey - Executive Coach and Consultant. Power Play: Learn to Type fasterQuestion of the Day: If you are using HubSpot Snippets - what is your best snippet?Video Takeaways:A few key takeaways from this episode:Data and science are vital parts of executive coaching. Effective coaches are experts in their field as well as human pattern recognition. The key to successful coaching is finding someone who has "been there, done that". Experienced corporate executives bring tremendous value to coaching the next generation of leaders. Leadership is earned.Cadences and rhythms are important parts of success. For more information on Bruce R. Dorey's coaching and consulting services, please visit his website: https://www.brucerdorey.com/

In this adventure, we are joined by Bridget Conley, Business Growth Consultant with ManoByte. Video Summary:Word of the Week: Lead ScoringInterview: Bridget Conley, Business Growth Consultant with ManoByte. Power Play: HubSpot Academy Quick Course: Understanding HubSpot Lead Scoring.Question of the Day: How are you scoring leads?Video Takeaways:A few key takeaways from this episode:Throwing technology at a problem isn't always the answer. How can we get to the root of the problem and solve it with what we already have?Do your research! Don't assume you know the answer because you think you've been there before. Marketing Professionals need to go on sales calls with the sales team to help improve their marketing. 

In this adventure, we are joined by Jason Azocar, Founder and CEO of HubSearch. Video Summary:Word of the Week: MTA - Multi Touch AttributionInterview: Jason Azocar, Founder and CEO of HubSearch. Power Play: Block Yourself From AnalyticsQuestion of the Day: Do you employ Multi-Touch Attribution (MTA) in your marketing?Video Takeaways:A few key takeaways from this episode:How to apply the Inbound Methodology to recruiting.Why you should hire quickly.Without a plan to scale your team - you could be missing out on lucrative opportunities.Helping both sides (agency & applicant) often leads to amazing results. Recruiting doesn't just happen when you need to make an immediate hire. 

In this adventure, our own Sammie Bennett, Business Growth Advisor from ManoByte joins us in the shark tank. Video Summary:Word of the Week: ERP (Enterprise Resource Planning. Interview: Sammie Bennett, Business Growth Advisor, ManoByte.Power Play: www.draw.ioQuestion of the Day: How do you "work out" a process? Digitally? Pen & Paper? Solo? Collaborate with a group?Video Takeaways:A few key takeaways from this episode:Be prepared to shift if, over time, you current system has stopped working. Goals are good, but complete focus on achieving numbers can be detrimental. Being true self is the best way to connect with other humans. Learn to adapt quickly to stay relevant. 

In this adventure, we are joined by Rachel Haley, Co-Founder and CEO for Clarus Designs. Video Summary:Word of the Week: Marketing AttributionInterview: Rachel Haley, Co-Founders and CEO at Clarus Designs.Power Play: ZubtitleQuestion of the Day: Does your team effectively use marketing attribution?Video Takeaways:A few key takeaways from this episode:Stop trying to do everything.In the beginning, start by doing more with less.Hire operations as early as possible - right after you have Sales Representatives. If there are more than 3 emails responses back and forth, set up a 30-minute meeting for the sake of clear communication. 

In this adventure, Alex Moran, Marketing Director for Applied Imaging joins us in the shark tank. Alex tells us about how she grew her TikTok account following from 0 to 15,000 in just 2 weeks. Video Summary:Word of the Week: SmarketingInterview: Alex Moran, Marketing Director, Applied Imaging.Power Play: HubSpot Make My PersonaQuestion of the Day: Is your sales team aligned with your marketing team?Video Takeaways:A few key takeaways from this episode:Good company culture makes for a better work experience - which translates to employees who are inspired to solve for the customer.Brand personality is important to help potential customers decide if they want to spend time with you by become your customer. Taking risks can often lead to greater results. Authenticity in marketing (and in many aspects in life) can yield to better results, and is easier to pull off. Sales and marketing are fundamentally the same. 

In this adventure, Kyle Jepson from the HubSpot Academy joins us in the shark tank. Video Summary:Kyle gives us a unique front-row seat to how HubSpot responded to the global pandemic as a company. Kyle reveals that he has begun researching and preparing content for a new Sales Operations HubSot Academy Certification.After a negative Academy Certification review, Kyle reached out and made a valuable connection with the reviewer. Video Takeaways:A few key takeaways from this episode:Sales isn't always about extremes, even though it often seems like it. All reviews are valuable - even negative reviews can turn into positive experiences. Learning from the craziness of 2020 and adapting to your needs is the best way to prepare for 2021. Sales Operations is a difficult role to define for many companies. There isn't a standard template for the role of Sales Operations. This can vary greatly between organizations. 

In this adventure, we talk with René de Jong, Managing Director of PSOhub. PSOhub was featured in HubSpot's INBOUND2020 integration presentation. PSOhub has seen incredible, and quick growth. The founders saw a specific need and address it with their solution. Watch the episode as René explains how they were able to grow better. Video Summary:When to set up the proper systems to grow your business. Why company owners should stop working IN their company. Why company owners should START working ON their company. How to keeping your business simple is better for everyone. Why playing "Angry Birds" is a valuable lesson for learning and growing. Video Takeaways:A few key takeaways from this episode:What a simple, one-page business plan can do for you and your customers. Clarity is key.Growing too fast, without proper systems in place, can harm your future success. Customer appreciate simplicity - it is easy to understand. Learning quickly is your most valuable asset. 

In this adventure, we talk with Colleen Conneran, one of ManoByte's newest Business Growth Consultants. Today's episode happens on the first day of INBOUND2020. This is significant because it is one of the largest sales and marketing conferences that, due to the pandemic, has gone 100% digital. Colleen discusses her initial reactions to the all-digital format and her first experiences with the INBOUND conference.Video Summary:In this episode, we talk with Colleen Conneran, Business Growth Consultant with ManoByte about:How INBOUND2020 is living up to all the hype. The interactive nature of INBOUND2020.What makes INBOUND2020 better (in some ways) than the usual live conference. What she misses from being live at INBOUND in Boston.Our favorite new features from HubSpot.Our favorite sessions from INBOUND2020.Video Takeaways:A few key takeaways from this episode:HubSpot is "paving-the-way" for virtual events.Digital events can offer more speakers, breakout sessions, and live Q&As.Re-visiting and re-watching content from INBOUND2020 ensures you are getting the most value for your ticket price. Viewing recorded breakout sessions that you couldn't attend on the live dates add even more value to the price of admission. 

In this adventure, we talk with Greg Accardo, Director of the LSU Professional Sales Institute. Greg explains to us how the program at the LSU Professional Sales Institute is training the next generation of sales leaders. Video Summary:In this episode, we talk with Greg Accardo, Director of the LSU Professional Sales Institute about:How to start and enhance a good business relationship.How "Spray and Pray Sales" is detrimental to the profession.His distaste for poor templates.How LSU used the HubSpot Academy to create an award of distinction for collegiate sales leaders. Two of his favorite tools: BombBomb and Chorus.ai. Video Takeaways:A few key takeaways from this episode:Video selling isn't going away post-pandemic. Video can help you stand out from a very noisy crowd. Do your research and give your prospect a personalized reason to meet with you.Poor templates can be smelled a mile away. 

ManoByte has launched a weekly live show, "Swimming with Sharks." Each week, host Will Smith brings in a guest and speaks with them about their experiences, expertise, and advice around Sales Operations. Tune in live every Tuesday at 2:00 pm EST via ManoByte's Facebook, LinkedIn, or YouTube page!In this adventure, we talk with Amy Post, National Marketing Manager for ODL Inc. Amy explains to us how the building industry has sped ahead almost 5 years in the past 6 months and how the industry is working hard to adjust quickly. Video Summary:In this episode, we talk with Amy Post, National Marketing Manager for ODL, Inc about:How your website could be causing friction for your current and potential customers.Even if someone is working on your website, you still need to be able to make changes quickly and easily. How marketing can better support sales.Letting data tell you the story of what's good, what's not-so-good and what needs to be improved.  Video Takeaways:A few key takeaways from this episode:If you don't have control of your website - get control of it immediately. Figure out what works, then put some fire under it. If "outdated marketing methods" are still working, why change them?Measure as much as possible. 

ManoByte has launched a weekly live show, "Swimming with Sharks." Each week, host Will Smith brings in a guest and speaks with them about their experiences, expertise, and advice around Sales Operations. Tune in live every Tuesday at 2:00 pm EST via ManoByte's Facebook, LinkedIn, or YouTube page!This week Will has ManoByte's CEO, Kevin Dean, on to discuss what "Swimming with Sharks" means, his experiences in the sales and marketing industry, ManoByte's culture, and more.Video Summary:In this episode, we talk with Kevin Dean, CEO of ManoByte about:What it means to be a S.H.A.R.K.Why companies need to stop hiring outside salespeople.How businesses can support their sales team.The importance of hiring the right people for culture fit.What has been a game-changer for ManoByte in 2020. Video Takeaways:A few key takeaways from this episode:There are more similarities than differences. Most companies have similar challenges, pains, and solutions.Companies need to STOP hiring outside salespeople. Support your salespeople to make sure they have as many "at bats" as possible. Create the processes you need to scale...NOW. 

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

This week we are joined by Elio Narciso, founder of ScaleStack, who discusses his journey as an entrepreneur and the challenges of building and selling companies.He shares insights from his time at AWS and the lessons he learned about go-to-market strategies. Elio explains the creation of ScaleStack AI and the importance of problem-solving before incorporating AI. He emphasizes the significance of founder-led sales and building trust with customers. Finally, Elio introduces the Revenue Engine Masters podcast and its focus on revenue operations and sales operations professionals.About Elio Narciso:Elio Narciso, the Co-Founder and CEO of Scalestack, leads a team focused on innovating sales operations. Before founding Scalestack, Elio worked at AWS as a Principal BD and Program Manager, developing a GTM program that helped startups like Notion, Webflow, and Zapier.His operator background includes starting and selling two mobile internet companies and taking on advisory and investment roles in startups such as Bitbrand and Instal.Elio earned his MBA from MIT Sloan, concentrating on entrepreneurship and finance, and is fluent in three languages.In this episode, we discuss:(01:25) Elio recounts his journey from Italy to the U.S. for an MBA at MIT, where his entrepreneurial aspirations took root.(06:19) His experiences building Mobave, learning from its acquisition, and the importance of co-founders(13:19) The creation and legacy of the AWS Global Startup Program(23:11) Why his startup Measure It's failed due to a focus on technology over market needs(25:07) The thrill of seeing users engage with and love a product, underscoring the importance of creating valuable solutions.(26:32) Why founder-led sales in early-stage startups is critical for direct learning and ensuring product-market fit(33:43) The importance of personal communication, like texting, in building deeper customer relationships.(37:57) ScaleStack's approach to automating sales processes, emphasizing efficiency and the use of AI(41:18) Elio's podcast targets rev ops and sales ops professionals, focusing on efficiency and innovation in sales.Fast Favorites:*

Collaboration between Sales and Ops is crucial to your business. This week we take ideas and insights from Taft Love, Founder and Principal Strategist at Iceberg RevOps about the importance of sales leadership, processes, as well as aligning incentives.  And, if you are having difficulty determining your path to operational excellence, it might be time to give Hamish a call.  What you'll learn: When is the right time to invest in operations? What to look in people for your operations team? What, exactly, is Sales Ops? Why documentation is crutial to your success What can't Sales Ops do for you? Who's the wrong person to go into Sales Ops? Pros/Cons of hiring in vs. outsourcing Sales Ops -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- AI is here.  Is your sales team ready? Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals. Download this guide to learn how to use technology as a weapon. Not only the words and topics of conversations, but the nuance of how to tailor communications, both written and spoken to match the desires of the buyer. This guide will discuss: Using AI to Profile the buyer Identify Behavioral Data Target Buyers and Influencers Get your free whitepaper at Fullfunnelfreedom.com/ai -=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=--=+=- Resources: Iceberg Revops - Website A Startup's First Operation Hire: Why it really is that hard and how to get it right - Free Whitepaper by Iceberg Revops The Little Red Book of Selling: 12.5 Principles of Sales Greatness - by Jeffrey Gitomer Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com

Tom Hannigan is the President of the Americas at ServiceNow. He has over 30 years of experience in the tech industry, with a focus on sales and leadership. Tom has held various roles at EMC and ServiceNow, and he is known for his collaborative and empathetic leadership style.In this episode of Tech Sales Insights, Tom discusses leadership development and selling into multiple markets. He emphasizes the importance of staying hungry and humble, and he shares his philosophy on people, winning as a team, and operational command. Tom also highlights the significance of value selling and the role of sales ops in driving success.KEY TAKEAWAYSStaying hungry and humble is crucial for success in sales and leadership.Building a strong team and fostering collaboration is essential for winning as a team.Operational command, including effective time management and accountability, is key to achieving sales goals.Value selling is critical in today's market, where customers are focused on productivity and profit.Sales ops plays a vital role in supporting sales teams and driving revenue growth.QUOTES"The team with the best people wins every single time.""If you don't understand the business problems, you're not going to be able to solve any of their problems.""Every interaction is a sales call.""Being in front of the customer is the most important thing we need to do.""The best channel folks understand salespeople and how they attack the territory."Find out more about Tom Hannigan through the links below:LinkedIn Profile: https://www.linkedin.com/in/tomghannigan/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

Why do many business leaders expect other people to just "understand" their value in the marketplace?You created an LLC. You bought a domain. You built a website. You posted on LinkedIn, Instagram, and TikTok.And you're just expecting folk to come running to you after you announced you exist as a business or provide a new service?I'm sorry to bring you back to reality, but that's a dream that typically won't come to pass out of the gate.Profitable businesses become profitable businesses from great leaders who can provide a clear understanding to others about the value of the business, the impact of the service, the why behind your existence, and where you can take others.Whether you're a solopreneur, a co-founder, an executive leader, a director, a manager, or somewhere in between, a business doesn't grow, survive, thrive, scale, and expand without high-quality leadership across the board to drive revenue, leverage effective marketing, produce concrete sales tactics, and cultivate great company culture.The question becomes, are you that leader? Can you be that leader? How do you be that leader? And what does that look like?This episode will expand on questions you must answer to know what type of leader you are and where you fit into your business. We will also explore the honest truth behind the key metrics to pursue to scale your business and the myths we debunk behind what many leaders need to stop focusing on because it's a waste of time, money, and resources.This episode is full of heart, energy, and a barrage of reality checks served with a side of truth. iDigress Exclusive: This is the first iDigress episode with a video recording counterpart on YouTube. If you watch the video on YouTube and guess one of the random pop-culture phrases throughout the episode correctly and share in the comments, you will have a chance to win a free virtual copy of my book, Strategize Up! I will also give the person or business that provides the best comment summarizing the episode on YouTube an exclusive 1:1 with me for an "Ask Me Anything" experience.Note: There will only be five winners awarded a virtual copy of my book and one winner for an exclusive 1:1. You must be subscribed to my YouTube channel and leave the appropriate comment for a chance to win.Beyond The Episode Gems:Discover All of the Podcats on the HubSpot Podcast NetworkGet Free HubSpot Marketing Tools To Help You Grow Your Business Get Two Free Months of Agorapulse on me: Social.Agorapulse.com/FindTroyGrow Your Business Faster Using HubSpot's CRM Platform#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews• Get Strategy Solutions & Services: FindTroy.com•  Buy Troy's Book, Strategize Up: StrategizeUpBook.com•  Follow Troy's Instagram @FindTroy 

In this episode you learn a little more about regulatory requirements that impact CPQ Solutions. For example you hear about Scope 1-3 emissions, California Senate Bill 261, Cap & Trade Systems, the difficult environment for current solutions because regulations are available on federal, state and city level, sourcing requirements, CSRE, CSRDDD and much more. If you need to learn more about these regulations checkout "Reuters Events" paper called "Legislation Directory: Insights on all major sustainabililty legislations (2023 Edition)" which was authored by Simran Kaur Chana, David Odhiambo and Oliver Pike. 

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

Growing up playing golf Collin knew his competitive spirit went deeper than just the game. Collin quickly found he could translate his sports skills into sales skills and use them on the phone. In golf and in sales Collin loves the ability to control his own destiny and determine how successful he can be by the work he puts in.  In this episode of Tech Sales is for Hustlers, Collin Nuschy, a system & tools transformation associate at LinkedIn, discusses the independent nature of sales, the rigor required to succeed, and the value in learning sales as an SDR before moving up into sales operation roles.  

Not every leader is created equally. A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand.  In this week's CRO Confidential episode, Blond talks to one of the best revenue operations leaders on the planet, Cherishma Shah, where she shares insights into the Rev Ops role, why your startup might need one, and how to maximize impact with this powerhouse position.  Shah is the Senior Vice President of Go-To-Market Strategy, Operations, and Enablement at Guild Education and formerly held the same role at Brex, working alongside Blond.    1:40 Intro  2:57 How Rev Ops fills critical gaps in the sales org   4:35 Cherishma's background, how that led to Rev Ops, and what a great Rev Ops candidate looks like  8:45 How to define Rev Ops  12:43 When is the right time to hire dedicated Rev Ops  20:47 More on the ideal candidate profile  24:11 Mistakes Cherisma has seen startups make as they make the first Rev Ops hires or build out the function  28:26 Where should Rev Ops sit within the org  35:07 Biggest opportunities for impact on the business for first hires  38:33 Scaling the Rev Ops org  40:35 How to structure the Rev Ops team and how to measure impact  47:00 Tactical examples of success Cherishma and Sam have seen    Video: https://youtu.be/S5JpOvgNtSY   Want to join the SaaStr community? We're the

Sean Lane, VP of Field Operations at Drift, joins us to share how operations can play an instrumental role in designing and ensuring a great customer experience.

In this episode you hear from Alexander Franck, CPQ Practice Lead at Fluido. Alexander has 10+ years of business experience with CPQ Solutions and lives with his family in Helsinki, Finland. Here he talks about Salesforce Revenue Cloud, Salesforce Industries, Epicor CPQ, Logik.io and Tacton, top CPQ customer requirements, expectations on modern CPQ Solutions from manufacturers, headless CPQ architecture and much more web www.fluidogroup.com email alexander.franck@fluidogroup.com LinkedIn https://www.linkedin.com/in/afranck/ 

Adaptability = Survivability = Sustainability.The numbers have always reinforced that the longer you are able to stay in business during certain milestones, the higher the percentage you will be successful in business. No surprise that the longevity of a business's existence runs parallel with the growth and success of that business. But most emerging businesses need to think long-term and work backwards to reengineer their approach for the short-term.Passion. Obsession. Immediate Action. All great and necessary intangibles to get off the ground and liftoff. But certainly, charting out a path to the moon and beyond even before the rocketship is funded and built is part of the process if you want to break through the atmosphere in a mighty way. With the rise of AI/ML, as shown through the fast-adopting movement with Chat-GPT as well as this constantly changing and ever-evolving business/marketing landscape that is impacting both legacy and emerging brands, it is getting more difficult to know which way to go, how to fortify, and how to scale your business long-term.The secret to the longevity of a business, from brand allegiance and authority to maintaining high-level demand upstream and downstream to even being recession-proof, is all dependent on this one X Factor most business leaders easily forget. This episode dives in and talks about it!Beyond The Episode Gems:Grow Your Business Faster Using HubSpot's CRM PlatformBuy my book Strategize Up to maximize the growth and profitability of your business.Click Here For Free HubSpot Marketing ToolsSee all of the podcasts on the HubSpot Podcast NetworkGet Two Free Months of Agorapulse on me: Social.Agorapulse.com/FindTroyRead my article on HubSpot's Marketing Blog : 3 Reasons So Many Business Strategies Fail (And How To Succeed)#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews• Get Strategy Solutions & Services: FindTroy.com•  Buy Troy's Book, Strategize Up: FindTroy.com/Strategize-Up•  Follow Troy on Twitter: Twitter.com/FindTroy

In this episode you hear from Mitchell Lee, VP or Product Marketing at Vendavo. Mitch has 30+ years of business experience with companies like BASF and Orica and lives in Norfolk, Virgina. Here he talks about Vendavo's Revenue Optimization Platform (Pricing+CPQ) for manufacturers and distributors, the Market Medium acquisition in 2022, Gartner's MQ Report, managed services, omni-channel usage, ChatGPT and much more web www.vendavo.com email mdlee@vendavo.com LinkedIn https://www.linkedin.com/in/mitchelldlee/ 

In this episode you hear from Sudhakar Jukanti, Director Business Systems (GTM) at Confluent. Sudhakar has 20+ years of business experience with companies like Oracle, Conga/Apttus and Deloitte. He lives with his family in the Bay Area. Here he talks about his experience with different CPQ Solutions, how Confluent uses their solution, his role as a customer advisory board member, important CPQ KPI's and much more LinkedIn https://www.linkedin.com/in/sudhakar-jukanti-b109201/ email sjukanti@gmail.com

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function that does what it's supposed to do. She shares how RevOps can help tell an objective, data-driven story about the value of what different teams are working on. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Mallory Lee (VP, Revenue Operations, Nylas) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

To celebrate 200 episodes of the podcast, we created the EX Takes Mixtape - 12 top employee experience moments from episodes 101-199. Hear EX-themed highlights with these guests of The Customer Experience Podcast:Stacy Sherman, VP of Agent and Customer Experience at LiveopsBrittany Hodak, Keynote Speaker, Author, and Superfan StrategistElizabeth Dixon, Speaker on Strategy, Innovation, and CX; Principal Lead of Strategy, Hospitality, & Service Design at Chick-fil-AMark Schaefer, Speaker and Author of Marketing RebellionSue Woodard, Speaker and Mortgage and FinTech EvangelistShep Hyken, Customer Service and Customer Experience ExpertLisa Earle McLeod, Speaker and Author of Selling with Noble PurposeAndrea Morter, VP of Sales Ops at Get BeyondJohn Belizaire, CEO at Soluna Computing; Founder and Managing Editor at CEO PlaybookKristie Ornelas, VP of Customer Experience Marketing and Communications at CiscoErnest Owusu, Senior Director of Sales Development at 6senseJacco van der Kooij, Founder at Winning by DesignSubscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function that does what it's supposed to do. She shares how RevOps can help tell an objective, data-driven story about the value of what different teams are working on. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Mallory Lee (VP, Revenue Operations, Nylas) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

DESCRIPTIONHeidi Barber, Sr. Director of Marketing & Sales Ops with Parker Technology, discusses personal branding. SPONSORSThis episode is brought to you by Parker Technology, the customer experience solution of choice in the parking industry. Parker's solution puts a virtual ambassador in every lane, to help parking guests pay and get on their way in under a minute. Parker helps capture revenue, provides better customer service, enables your staff to focus on other on-site tasks, and keeps traffic moving, according to your business rules. With the Parker solution, you'll also enjoy access to real-time call data and recordings. Learn more at helpmeparker.com/parkingpodcast.This episode is brought to you by the International Parking & Mobility Institute, the world's largest association of professionals in parking, transportation, and mobility. Learn more at parking-mobility.org.This episode is brought to you by TEZ Technology. Since 1993, TEZ has developed innovative, text-based mobile solutions designed to streamline operations, increase efficiency, and improve overall customer experiences. My favorite is the ability to pay for parking without having to download an app. TEZ solutions include SMS Valet, Text2Park, Permit2Park, and much more. Every organization should add TEZ to their payment options arsenal. Learn more about TEZ at https://tezhq.com.WEBSITES AND RESOURCEShttps://www.helpmeparker.com/parkingpodcast/https://www.parkingcast.com/https://www.parking-mobility.org/https://tezhq.comhttps://www.linkedin.com/company/parker-technology-llc/SURVEYCould you give us 2 minutes of your time? We would be so grateful if you could fill out this quick 2 minute survey to help us learn more about our listeners: https://www.surveymonkey.com/r/TV68NB9

In this episode, we have the SVP of Sales and Partnerships at Wedge, Sean Paulseth, on the show. Sean shares how he's been leveraging roundtables, conferences, webinars, etc in order to maximize lead generation as well as leveraging those for content during sales cycles and his personal brand. Connect with Sean on LinkedIn here, Ethan on LinkedIn here, and Outbound Squad here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Revenue Operations - the buzz has continued in 2022 but how to introduce and then maximize the return on investment is still a work in process.Cliff Simon, the Chief Revenue Officer at Carabiner Group, an early leader in Revenue Operations stopped by to share his insights into how to maximize the return on RevOps.First, we discussed if Revenue Operations is viewed and delivering as a Strategic function or being relegated to tactical activities such as data management, revenue technology administration, integration, and report development. Cliff shared that Revenue Operations MUST be a strategic, data-driven organization that surfaces and highlights opportunities for increased revenue growth in partnership with the C-Suite.One large risk, despite the best intentions, RevOps often gets so overwhelmed with daily, reactive activities that they forget to take the time to step back and take a more holistic, strategic approach to the insights they are gaining from the data, metrics and process improvement opportunities they see every day. One reality is that RevOps as a profession has grown so quickly, as highlighted by the increase from 5,600 to 17,000 RevOps titles on LinkedIn today, and the 30K+ open positions being promoted online today. This increase in demand for RevOps professionals has led to the current lack of experienced Revenue Operations leaders who understand the strategic impact of Revenue Operations.How is a strategic Revenue Operations function be measured to show the return on investment? Though it is hard to benchmark the impact RevOps has on financial performance metrics, RevOps should be responsible to surface the insights, metrics, and benchmarks for internal revenue performance metrics to the executive team, including highlighting the opportunities for increasing revenue growth and revenue efficiency. One recent research program highlighted that companies with a centralized Revenue Operations function grow 30% faster than those without the function.Today's reality is that the majority of Revenue Operations departments are still primarily focused on tactical activities, and only at $50M ARR and above do companies have the resources and capacity to have a Revenue Operations leader is truly strategic. However, companies should invest early in a RevOps function, and that includes having Sales Ops and Marketing Ops as roles that report into a broader Revenue Operations organization.Another topic Cliff highlighted is that RevOps owns the process to "document" the processes that underly and support the entire Revenue lifecycle. This supports the growth of the company, and as new leaders and resources enter the organization, they can quickly under the "current state" of revenue-generating processes and the associated performance (in the form of metrics) to better inform their decisions on how to evolve the organization and accelerate revenue performance.What metrics should RevOps be measuring: 1) Revenue Growth; 2) Sales Cycle Time; 3) Win Rate; 4) Pipeline Generation Metrics; 5) Net Dollar Retention (including churn)If you are a SaaS CEO, CFO, CRO, or Revenue Operations leader, this conversation with Cliff Simon provides some great knowledge nuggets on increasing the impact that Revenue Operations can make in your company.