SaasHoles "Rev Ops with an edge"

#revopswithanedge #revops #revopspodcast Bill Mahoney the Chief Customer Officer at Comply joins the SAASholes Revenue Operations Podcast with Jason Ferrara and Pete Jansons. In the opening clip Bill Mahoney talks about one of the things to watch out for in 2023 is Customers wanting to down grade our break their contracts Other Topics discussed: When Did Customer Service turn into Customer Success What Does a Chief Customer Officer do? How do you compensate a Customer Success Team? Customer Trouble Tickets are the foundation Voice of the Customer Evolution of Customer Success ever the last 20 years Success People are Teachers and helpers Customers are looking for cost certainty in uncertain times Who speaks 2nd in the Board Room? How does marketing and success work together? https://www.comply.com/ https://www.comply.com/leadership

#sales #revopswithanedge #revops  Marcus Cauchi, Jason Ferrara and Pete Jansons from the SAASholes Revenue Operations discuss how prospects are being interrupted in their journey with a demonstration of a product that they dont know that the need Other Topics: Larger Company Layoffs, Surveys, Net Promoter Scores, Marketing in Q1 2023, How to Understand a customer, Buyers make time for Sellers when they realize they have a problem, Customer Success Teams, Why do managers make things more difficult for sellers,  40% of Survey respondants said that they do not expect to receive their quota by Feb 1, Best Marketing for Prospects is Information without Call to Action, Jobs to be done theory, Bob Masters Buyers Journey Model, Demo is the last step of the journey not the first, $92 is spent acquiring a customer but $1 is spent keeping them

#revopswithanedge #revenueoperations #sales #quota  Jamie Carney and Pete Jansons from the SAASholes Revenue Operations Podcast wind down 2022 and discuss what you should be watching out for in January and February of 2023 Other Topics: Will people quit after they get their 2022 Year End Bonus on Jan 31? Update Your Linkedin Profile each month, Will you have your quota by Jan 31? How often can you hop around to different companies before you labled negatively? Start Up vs Grown Up Companies in 2023, What's your story time story for 2023?

#malort #revopswithanedge #revenueoperations  Brad Smith Co-Founder and Ceo of Sonar Software (Change intelligence platform for operations team) joins the SAASholes Revenue Operations Podcast with Jason Ferrara, Jamie Carney and Pete Jansons to discuss how Sonar can make a CRO's/Ops team more efficient. Don't Pull that plug till you sign up with Brad Smith and Sonar! Other Topics Discussed: Chief Cadence Officer? Chief Hoodie Officer? Sales Force CRM, Marc Benioff, Should the Board Room and the Sales Floor have the same Revenue Number?, Notre Dame sucks, Sales Compensation, OKR, Operations should be binary just get shit done, Intentionality, People are less effective in the office than at there home office, Kickoffs do them or not? Everyone should know what the board number is so there is integrity,  What are the KPI's to determine if someone can work from home?, What headcount do you need to have a Chief Revenue Officer?, WTF is a Chief Revenue Officer?, Buy don't build? Steiner Math Problem,  Intuit and Mail Chimp WTF is that?

#revopswithanedge #revenueoperations #culture  Aaron Schmookler Co-Founder of The Yes Works joins the SAASholes Revenue Operations Podcast with Jason Ferrara, Pete Jansons and Marcus Cauchi to discuss Culture and how headcount can affect it. Other Topics Discussed: What Is culture? What is a Culture Engineer? Managers Create Culture? Leaders East Last Simon Sinek, Need to Condition People to Challenge Authority, Low Challenge High Support? High Challenge Low Support?, Galloping Gertie, Microclimate, your next headcount hire can affect culture, When do you bring in HR, HR is not responsible for culture but they can ruin it, values mission statement, Culture is Visceral, Differntiation and Jack Welch 20-70-10, How to give feedback and what time frame, Bicycle Principal, Specific Feedback, Managers should be spending 80% of their time with their people, Dan Pink, Alfie Kohn, Compensation Sales and Non Sales, High Challenge High Support, Companies that dont have systems for managing people, How Do You manage People? Adam Grant Give and take, https://www.theyesworks.com/the-blog/  https://www.theyesworks.com/podcast/  https://twitter.com/theyesworks https://www.instagram.com/the_yes_works/?hl=en  Aaron Schmookler,the yes works,pete jansons,marcus cauchi,jason ferrera,culture,how does headcount affect company culture,how can you measure company culture,company culture,revenue operations podcast,sales operations podcast,saasholes podcast,organizational culture,corporate culture,revenue operations,sales operations,human resources,organisational culture,what is organizational culture,organizational culture model,organizational culture theory

#quota #revopswithanedge #revenueoperations   Pete Jansons and Marcus Cauchi from the SAASholes Revenue Operations Podcast discuss their Survey of its Watchers and Listeners regarding whether Over Assignment of Quota should be done at Sales Organizations.

#quota #sales #revopswithanedge  The SAASholes Revenue Operations Podcast featuring Marcus Cauchi, Jamie Carney and Pete Jansons discuss why the Sales Team can't share the same Sales Target as the CEO Other Topics Discussed: Pay at Risk, Sales Bonus, People Don't fear change they fear uncertainty, What is the latest you should be giving out an annual quota? 50% of managers suffering from mental health issues, how many hours should a sales person work each week? Sales leaders should fight back on accepting a sales target unreachable, FOMO Fear of missing out, relationship selling, price is law, Sales Mid Wife Story Time, Recruiting, It's not training its learning, sales enablement, Job to be done theory, sales force for good, Diverse teams are good, What to do in order to get to quota with time running out, Flocking and Sales Training

#revopswithanedge #CRO #ChiefRevenueOfficer #AliceHeiman Alice Heiman host of the popular podcast, Sales Talk for CEOs and the sister of Liz Heiman joins Pete Jansons to talk about where Did CRO's (Chief Revenue Officers) Come From? as well as other topics like: Miller Heiman Story, Why do buyers buy?, Founder led companies, Advice on how to scale, Company Culture, Follow Through, What are the best KPI Key Performance Indicators to follow?, How long do you give someone to adopt to a new culture?, Graceful Exit, Frankenstack, DO NOT USE ACRONYMS, Time Management, Pay at Risk vs Salary, How many people should make Quota?, The New Breed of Sales People, We don't know what a CRO is supposed to do, What are the first problems to fix? Julie Hansen, Never going back to old travel As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. She’s the host of the popular podcast, Sales Talk for CEOs. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor which she helped inspire. Alice also serves on the board of several growing companies to energize and elevate their sales. When she is not guiding CEOs to elevate their sales, she can be found hanging out with her family, walking, snow skiing, sailing in Lake Tahoe, volunteering in the community, or reading a book in her backyard. https://aliceheiman.com/ https://www.linkedin.com/in/aliceheiman/ https://www.linkedin.com/company/alice-heiman-llc/ https://twitter.com/aliceheiman https://www.instagram.com/aliceheiman/?hl=en https://www.facebook.com/aliceheiman

#revopswithanedge #revops #saleshacks #notaboutme Carole Mahoney joins the SAASholes Revenue Operations Podcast with Pete Jansons to discuss Sales and Leadership Hacks. In the opening scene Carole talks about what it means to be a buyer first seller. Other Topics discussed on the revops with an edge podcast. Using the mind to help people lead and sell better, neuroscience in sales, sales therapist, mindsets that get in the way of success, supportive beliefs, DNA, Managing Emotions, Emotionally Involved, How you buy, How you Sell, Sales is a Mind Game, Self Concept,  Can you teach Motivation or do you have to recruit it?, It's not about me and the tshirt carole mahoney is wearing, Robin Dreeke Book, what is the first thing Carole fixes when she is hired to help a company? What are the top 3 processes to implement at a company that doesnt have any?, Buyer Journey Process, Selling Process, Coaching Process, Budget Cuts,  What makes a good rep? Smart Sizing Tool, Feedback Scenario, #gallup First Break all the rules #q12, Net Promoter Score, How often should you give feedback? Dunning and Kruger effect, New Leaders, How long do you let a non believer stay on in a turn around situation?, Communication Plan, PIPS performance improvement Plan, When should you give a PIP? How do you get Manager Buy in? Carole Mahoney Author of the upcoming book Buyer First, Carole has been called the “Sales Therapist” by a Harvard Business School professor where she coaches on sales for their Entrepreneurial MBA program. She is also the President of the AA-ISP Boston Chapter, been named as a top sales influencer by LinkedIn and Sales Hacker, and voted a top sales coach by Ambition. As the founder of Unbound Growth, she uses sales specific data gathered from over 2.2 million sales professionals to determine what it takes to be a great seller or leader, and combines that with the behavioral research of how we change behaviors.

Todd Caponi

#revopswithanedge #revops #strategicplanning  2 months left in 2022 and its been a rough year. Jamie Carney from the SAASholes Revenue Operations Podcast says that 2022 has been the worst year hes seen in financial planning ever. Jason Ferrara from the SAASholes revops podcast represents the Marketing side of things and we get to watch his budget getting cut Again. Pete Jansons represents Sales and just witnesses the Show and figures how he can sell his troops on from what comes out of the board room strategic planning for 2023

#strategicplan #revopswithanedge #saas #solutionsellingLiz Heiman joins Pete Jansons on the SAASholes Revenue Operations Podcast to discuss Strategic Plans and things founders of companies tend to miss on them. Other Topics are Miller Heiman Korn Ferry Steve Heiman What its like selling in Eurasia and Asia Caling Sales Teams Excel versus Sales Force #jonmiller #marketo Differentiation What is in a Kick Ass Strategy Plan #zigziglar #michaeltbosworth Solutionselling #gapselling BDR and SDR Business Development Reps and Sales Development Reps Sales Training Leadership Training   https://www.regardingsales.com/ Liz Heiman is the structural thinker behind Regarding Sales LLC; a company focused on building B2B sales organizations that deliver extraordinary growth. Liz and her team meticulously create a roadmap of the step-by-step process for achievable results.  Sales Methodology Rooted in Science With a master’s degree from the University of California, Santa Barbara, and a bachelors degree from the University of California, Davis, Liz is an experienced international political economist, well-schooled in digging through the data to interpret results.  Her unique background delivers clients concrete solutions for complex sales problems.

#saas #SaaStr #revopswithanedge #revops #sales   Bryan Elsesser VP Sales at SaaStr joins Pete Jansons on the Revenue Operations Podcast SAASholes to talk Revenue Operations and Sales Operations. SaaStr just had their "SAASTR ANNUAL 2022: THE WORLD’S #1 CLOUD GATHERING SEPTEMBER 13TH-15TH | SF BAY AREA" and it was a success  Bryan Elsesser gives us a hint of what to expect in SAASTR EUROPA 2022.  saastr 2022 software as a service jason lemkin micro saas

#SeriesA #sales #businessdevelopment #bizdev Max Altschuler joined the SAASholes RevOps Podcast to talk about what a Pitch Deck Should look Like if your going to sell your company, or try to sell your product. Max Joins Pete Jansons, Jason Ferrara and Jamie Carney on the SAASholes Revenue Operations podcast and the show is fo sho Informational

Leigh was closing regularly and hitting targets with ease. Life was good, and She had worked extremely hard to get there. Then She was promoted to Sales Manager and EVERYTHING changed… It didn’t matter how good She was at selling (and She was good), that didn’t help her when it came to leading her sales team. She struggled. And they struggled. Even when She told them exactly what to do and how to do it. It didn’t work. She tried showing them, coaching them and even created checklists to make it easier. No matter how hard She tried her team was inconsistent…some months great and other months way off their targets. Nothing seemed to work. And it was SO FRUSTRATING!!! Her reputation was on the line…and if it continued, She knew She would be sitting in front of my boss defending herself on why they were underperforming. Me? Defending myself for underperformance…I couldn’t believe it. After years of trial and error, practice and rigorous testing…I finally figured it out. I discovered exactly why some sales teams succeed and others don’t. And why some leaders flourish whilst others stagnate. I uncovered what really holds people back – and what to do about it. Since then I’ve helped thousands of sales teams consistently hit and beat their targets…and become happier in the process. I’ve helped hundreds of sales leaders fix the very same sales leadership challenges I’d overcome early on in my own journey.

#alexlow #pitchslap #revopswithanedge #sales #linkedin  Alex Low comes on the SAASholes RevOps Podcast to Join Pete Jansons and Jamie Carney to talk Revenue Operations, Sales Operations, offer Linkedin learning and linked in tips. In the opening salvo Alex Low tells Pete Jansons what a Linkedin Pitch Slap is.  What is a Pitch Slap?  Alex Low is the Host of the Podcast "Death of a Salesman" Other topics discussed on the SAASholes Revenue Operations Podcast: Tom Goodwin, Brent Adamson, Jeff Lowe, Unified Commercial Engine, Marcus Cauchi, Linkedin Sales Navigator, Salesforce, The Top 3 Tips how to use Linkedin Properly, Jerry Hill Connect and Sell, Pay At Risk should sales people be paid just a salary, The value of Podcasting SAASholes not only has an industry recognized RevOps podcast but they also have a "Corporate Rock" Cover band to play your next company event!

Tommy Yionoulis Founder of OptsAnalyitica joins Pete Jansons on the SAASholes to talk Revenue Operations in the Restaurant Biz starting with Checklists. "Why don't Managers like checklists?"   OptsAnalyitica helps clients manage their daily operations and identify issues in their business so they can be addressed before they effect sales, profits, and customer satisfaction. In every business, whether you are running hotels and restaurant, or managing patient care at a hospital. You have teams of people who are executing repeatable processes. These processes are your business, these processes enable service delivery and revenue. The OpsAnalitica Platform helps you manage these process, holding your teams accountable, guiding them through the identification and remediation of the issues, and ultimately ensuring your success through efficiency.

Kendra Lee Founder of KLA Group discusses what the top 3 attributes of a New Logos Sales Person are After starting her sales career in accounting with IBM, Kendra Lee founded KLA Group on the philosophy that sales is not an art; it can be learned. Early in her career, Kendra beat the odds in a territory set up to fail, then went on to do it again and again. She and the experts at KLA Group bring this perseverance and tenacity to their work with clients.

#JobBoardDoctor #JeffDickey-Chasins #indeed.com #revopswithanedge  The Job Board Doctor is Jeff Dickey-Chasins and he joins the SAASholes Revenue Operations Podcast with Pete Jansons and Jamie Carney to discuss who will knock off Indeed.com as the #1 Job Board The Job Board Doctor is Jeff Dickey-Chasins, a job board consultant and veteran of the job board, publishing, and e-learning industries. The consulting services he provides will help your job board increase sales, profitability, and customers.Jeff Dickey-Chasins, job board consultant Jeff was the original marketing director for Dice.com, growing it from $7 million to $65+ million in three years. He has worked with over 650 job boards and HR-related sites over the past 20 years, in almost every sector, including finance, technology, education, health care, sales and marketing, energy, and specific geographic regions. He has published research, e-books, and blog posts on almost every aspect of the industry. He also speaks at industry conferences on key topics in the online recruiting industry

#chiefrevenueofficer #fractionalCRO #CRO #revenueoperations #revopswithanedge  Marcus Cauchi joins Pete Jansons and Jamie Carney on the SaaSholes Revenue Operations Podcast to detail what the expectations and outcomes are for a Fractional CRO Other Topics: Sales Operations, Chief Sales Officer vs Chief Revenue Officer Rev Ops Podcast and  Marcus Cauchi bio here:  According to his Accountant "Marcus met the Devil at the crossroads on Route 66 and he sold him a short-term lease on very favourable terms" - Marcus doesnt scale mountains but he sure scales businesses Marcus mentors, coaches and traisn sales organisations from their salespeople through to CEOs, VPs of Sales & Marketing & Channel Chiefs of technology vendors. They recognise that success is not a function of having hundreds of salespeople or dozens of channel partners who occasionally uncover a piece of business, but rather it’s a function of having a handful of select salespeople & partners who share a common vision, have common goals, and can be counted on to work collaboratively to effectively, efficiently, and consistently uncover new opportunities. Marcus provides those leaders with the framework, strategy, and tools to build, develop, and sustain those productive sales, marketing & customer success teams and build long term, mutually-beneficial partnerships  How would you characterise your sales team or channel partner relationships. If you wouldn’t use the terms “cooperative”, “productive” and “mutually beneficial,” it might make sense for us to have a brief conversation. Feel free to call Marcus 07515 937221.  #TheInquisitor podcast can be found at:  Podbean: https://lnkd.in/dEpJ76v  Apple: https://lnkd.in/gMXwNtP Spotify: https://lnkd.in/dVBytnY The #ScaleupsAndHypergrowthPodcast can be found at  Podbean: https://lnkd.in/dMWUAvr Apple: https://lnkd.in/gsNRuev Spotify: https://lnkd.in/gTD_b-v