In this conversation, Sajeel Qureshi interviews Jen Bergren, an operations trainer and HubSpot RevOps certification professor, about the myths and challenges of RevOps. They discuss the misconception that RevOps is solely about software administration and the importance of teaching strategic skills in addition to technical ones. Jen shares that in her RevOps bootcamp, she focuses on teaching prioritization, project management, goal setting, overcoming objections, and process mapping. They also discuss the prerequisites for becoming a RevOps professional and the need for generalists with a wide range of experience. Jen talks about the challenges of fending off requests from different departments and the importance of making your work visible and proving your success. They touch on common problems in RevOps, such as dealing with bad data and articulating the value of RevOps work. Jen shares her journey into RevOps and her upcoming book, 'What is RevOps?' which aims to provide clarity and create career paths in the field. Jen Bergren discusses the importance of documentation in various aspects of her career, including training new hires, seeking promotions, and improving team efficiency. She emphasizes the need for clear and user-focused documentation, incorporating multiple formats to cater to different learning styles. Jen also shares her insights on the future of documentation and the role of AI in note-taking. Additionally, she talks about her weekly newsletter, where she shares interesting and diverse content with her audience.TakeawaysRevOps is often misunderstood as solely being about software administration, but it is a strategic role that requires a wide range of skills.In addition to technical skills, RevOps professionals need to be proficient in prioritization, project management, goal setting, overcoming objections, and process mapping.There are no strict prerequisites for becoming a RevOps professional, but a background in various functions across the business can be beneficial.One of the challenges in RevOps is fending off requests from different departments and proving the value of RevOps work.Common problems in RevOps include dealing with bad data and articulating the value of RevOps work.Jen Bergren is writing a book titled 'What is RevOps?' to provide clarity and create career paths in the field. Documentation plays a crucial role in various aspects of a career, such as training new hires, seeking promotions, and improving team efficiency.Good documentation is clear, user-focused, and incorporates multiple formats to cater to different learning styles.The future of documentation is not threatened by AI, as robots cannot extract the context and history behind the information like humans can.Jen's weekly newsletter is a curated collection of diverse and interesting content that aims to save people time and share valuable resources.The act of taking notes and documenting processes helps individuals understand and learn more about the subject matter.Sound Bites"RevOps people are just software admins or tool people, that revops is not strategic.""It's all about frameworks and project management and goal setting and prioritizing and overcoming objections and big picture things that lead people to success that usually aren't taught.""We teach prioritizing, like how to prioritize projects, how to make a roadmap of your projects and how to present that information so that everyone can agree on like this is what you're doing.""I also used documentation to try to get a promotion because at one corporate job I had, like my manager changed five times in one year. Nobody knew what I was doing.""I would say that it is clear that it's written for the user and not for yourself unless you are the only user.""Building that culture of document using documentation of communication of when you're answering someone's question also including the documentation as a reminder."Chapters00:00 Dispelling the Myth: RevOps is More Than Software Administration03:01 Teaching Strategic Skills in RevOps Bootcamps05:24 The Importance of Making Your Work Visible in RevOps08:47 Dealing with Common Problems in RevOps11:46 Jen Bergren's Journey into RevOps and Her Upcoming Book24:58 The Importance of Documentation in Career Development26:33 Creating User-Focused and Multi-Format Documentation34:06 The Future of Documentation and AI43:46 Jen's Weekly Newsletter: Sharing Valuable Resources48:48 The Learning Power of Taking Notes and Documenting ProcessesLinksJen Bergren's LinkedInSajeel's LinkedInComputan's LinkedIn
In this episode of RepOps 500, Sajeel Qureshi interviews Pete Caputa, the CEO of DataBox. They discuss the misconceptions of the linear buyer's journey in RevOps, the importance of collaboration and networking, and the evolution of customer support and success.Pete shares his observations on the changing market dynamics and the need for businesses to differentiate themselves. He also explains the various support channels and resources available to DataBox customers.The conversation highlights the significance of customer-centric strategies in driving growth and retention. DataBox is a product that helps professional services firms, particularly marketing agencies, better guide their clients using data. It offers goal-setting, benchmarking, forecasting, and correlation capabilities to help companies understand their performance and make informed decisions.The focus is empowering teams to own certain parts of the business and holding them accountable for results. Data is a critical management tool that allows companies to measure and track their performance, identify opportunities for improvement, and diagnose problems. Marketing should focus more on creating a unique and differentiated business informed by qualitative research and feedback.TakeawaysThe buyer's journey is not a straight line from prospect to customer; it is a complex and non-linear process.Collaboration and networking with industry peers and potential partners can lead to indirect sales and referrals.Businesses need to differentiate themselves in a crowded market to stand out and attract customers.Customer support and success are crucial for driving growth and retention.DataBox offers a range of support channels, including chat, help docs, account management, and technical services. DataBox helps professional services firms better guide their clients using data.DataBox offers goal-setting, benchmarking, forecasting, and correlation capabilities.Data is a critical management tool for measuring and tracking performanceMarketing should focus on creating a unique and differentiated businessQualitative research and feedback are important for making informed decisionsSound Bites"Buyers take a crazy circuitous start-stop journey from going from unaware of a problem and unaware of a solution to becoming aware and then to the point where they ultimately make a decision to change something and buy a product.""The problem I see with most marketing and sales org is like, they spend money on paid ads, they put people to landing pages, they capture lead. Then the sales team goes crazy trying to pitch them, pitch them, pitch them. And then if they don't buy in 30 days or don't respond to 16 emails, they give up. And so it's so one track.""Most people basically launch a commodified business and then they wonder why their cold outreach doesn't go to get answered. They wonder why they're constantly dropping in search rankings for stuff that they used to rank for just a month ago. They wonder why their following isn't growing, why they aren't getting engagement on their LinkedIn.""Our core focus is helping companies get a handle on their performance so that they can better achieve what they want.""Goal tracking is important for any well-run company.""Businesses will operate in the future with software that pulls everything together and a few smart people paying attention to everything."Chapters00:00 Introduction and Background01:36 Demystifying the Linear Buyer's Journey in RevOps07:45 Differentiation: Standing Out in a Crowded Market13:20 The Evolution of Customer Support and Success19:32 Support Channels and Resources for DataBox Customers27:19 The Complexity of DataBox's Product and Challenges28:23 The Challenges of Managing Multiple Markets30:08 Helping Companies Get a Handle on Performance35:03 The Future of Business Operations41:41 The Critical Role of Data in Management48:57 Creating a Unique and Differentiated Business53:04 The Importance of Qualitative Research in MarketingLinksPete Caputa's LinkedInDatabox' LinkedInDatabox WebsiteSajeel's LinkedInComputan's LinkedInComputan website
In this episode of Revops 500, Sajeel Qureshi interviews Christopher Nault, founder of Growth, a HubSpot partner agency. They discuss the role of RevOps and its importance in businesses of all sizes. Christopher emphasizes that RevOps is about putting systems in place to track and adjust variables, and it requires business acumen and experience. They also discuss the challenges of implementing RevOps in smaller organizations with limited resources. Christopher highlights the value of technology, particularly tools like HubSpot, in helping smaller organizations automate processes. They also touch on the importance of transparency and communication in managing teams and the future of RevOps. In this conversation, Christopher Nault and Sajeel Qureshi discuss managing remote teams and building company culture. They also touch on finding the right talent for a team and creating a successful rev ops operation. The conversation is light-hearted and humorous, with Sajeel using sock puppets to add a playful element.TakeawaysRevOps is about putting systems in place to track and adjust variablesBusiness acumen and experience are essential for success in RevOpsImplementing RevOps in smaller organizations can be challenging due to limited resourcesTechnology, such as HubSpot, can help automate processes for smaller organizationsTransparency and communication are vital in managing teamsThe future of RevOps involves reducing manual work and focusing on forward-thinking strategies. Managing remote teams requires more than just sharing documents; it involves effective communication and understanding cultural differences.Finding the right talent involves a combination of HR support, interviews, and evaluating problem-solving skills.Creating a company culture that allows for intercommunication and growth requires understanding the team's vibe and selecting team members accordingly.A successful rev ops operation focuses on the intersection of sales, marketing, and customer service and keeps the flywheel spinning.Humor and playfulness can be valuable in building relationships and creating a positive work environment.Sound Bites"RevOps is really just putting the systems and identifying and putting in the systems in place to see the work that you're doing and give you the ability to adjust variables.""Implementing RevOps in smaller organizations is harder due to knowledge, expectation, and resource allocation.""With tools like HubSpot, smaller organizations can do a lot with automation and pay practically nothing.""That's good to while.""The soft skills to be successful.""It's like cookies and cream, it kind of works."Chapters00:00 Introduction and Background03:34 Challenges of Implementing RevOps in Smaller Organizations07:09 Transparency and Communication in Managing Teams14:24 The Future of RevOps: Reduction of Manual Work and Forward-Thinking Strategies19:53 Personalization in RevOps24:22 Choosing the Right Tools for RevOps26:27 Managing Remote Teams and Building Company Culture33:05 The Importance of Humor in the WorkplaceLinksChris Nault LinkedInGrowth Operations Firm's LinkedInGrowth Operations Firm websiteSajeel Qureshi's LinkedInComputan's WebsiteComputan's LinkedIn
Gill Bates interviews Rick Roberge, a sales expert, about effective sales strategies in this conversation. They discuss the importance of having meaningful conversations with prospects, the problem with spam messages, the value of introductions, and the need to focus on solving customers' problems. Roberge emphasizes the importance of listening and understanding the needs of potential customers. He also highlights the need for salespeople to ask the right questions and dig deeper to uncover the obstacles preventing prospects from achieving their goals. In this conversation, Rick Roberge and Gill Bates discuss self-limiting beliefs, cold calling, and finding creative ways to attract customers. They also play a role-playing game to explore different customer acquisition strategies. Rick shares his insights on the importance of building relationships and being authentic in sales. The conversation concludes with a discussion of work-life balance and the importance of enjoying what you do.TakeawaysEffective sales involves having meaningful conversations and understanding the needs of potential customers.Spam messages are not an effective sales strategy and can be counterproductive.Introductions from trusted sources can help establish credibility and build relationships with prospects.Salespeople should focus on solving customers' problems rather than pushing their products or services.Asking the right questions and digging deeper can uncover the obstacles preventing prospects from purchasing. Self-limiting beliefs can also prevent people from taking necessary actions in sales.Cold calling may not be effective in today's world, so finding alternative ways to attract customers is essential.Building relationships and finding common ground are essential to successful sales conversations.Work-life balance is about integrating work and personal life rather than separating them.Enjoying what you do is essential for long-term success in sales.Quote from the episode: "If I want to meet somebody that I don't know, I get somebody to introduce me that does know them."00:00 Introduction and Excitement01:00 Rev Ops Myths and Spam Messages06:30 Solving Customers' Problems10:10 Asking the Right Questions28:00 Finding Creative Ways to Attract Customers29:13 Role-Playing and Exploring Strategies33:20 The Importance of Building Relationships36:31 Exploring Work-Life Balance in SalesLinks:Rick Roberge's LinkedIn164thFloor's LinkedinComputan's WebsiteComputan's LinkedIn
In the second season's first episode, we have Caleb King, a HubSpot superstar and account executive at Superd on RevOps 500. RevOps Myth: I know what RevOps is.Quote of the Show: Motivation or excitement is a luxuryCaleb King discusses RevOps, its definition, and its application in a startup environment. He shares that RevOps is still in the hype phase and has no singular one-line definition.He explains that RevOps is about finding more people to talk to, translating that into the system, and setting up processes to achieve sales goals. They also discuss the importance of customer success and the alignment between a startup's sales, marketing, and service teams.Caleb emphasizes the need for speed and the willingness to iterate processes as the company grows. They touch on the technical challenges of building a RevOps system in a startup and the importance of increasing top-line revenue.In this conversation, Caleb King, Director of Partnerships at Superd, discusses the challenges that HubSpot partners face in adopting new systems and processes. He emphasizes the importance of focusing on business problems and finding the right tools to solve them.Caleb also shares his sales and account management journey, highlighting the value of critical thinking and human-driven innovation. He envisions a future where technology supports human decision-making and problem-solving. Superd software acts as a floating Chrome extension, guiding users through their daily tasks and helping businesses create a better client experience.Links:Caleb King's LinkedIn: https://www.linkedin.com/in/caleb-king-/Supered’s Website: https://www.supered.io/Sajeel Qureshi's LinkedIn: https://www.linkedin.com/in/sajeelqureshi/Computan's Website: https://www.computan.com/Computan's LinkedIn: https://www.linkedin.com/company/computanLinks of this episodeSpotify Link: https://open.spotify.com/episode/7DLgPZvs41PAP72ykWl27g?si=FQ7ciuHlTjSlqwHpt8pD8gApple Podcasts: https://podcasts.apple.com/us/podcast/startups-strategy-and-success-caleb-king-revops-500/id1664472466?i=1000657642642Amazon Music: https://music.amazon.com/podcasts/b00fc3f0-6831-499b-b670-ee5a81b750a3/episodes/1cf36e2a-7e0c-4ef4-8897-4537bbfafb33/revops-500-startups-strategy-and-success---caleb-king---revops-500-podcast---s02e01Podcast Addict: https://chrt.fm/track/61E794/media.transistor.fm/19cec17f/7b37a0b1.mp3Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575/episodes/startups-strategy-and-success-212897829Listen Notes: https://lnns.co/SJfmXdtaMbO
Joining us today is Briana Walgenbach, AI Strategic Lead and Content & Video Coach at IMPACT. Briana and our host Sajeel Qureshi discuss the integration of AI within B2B marketing and sales, assignment selling, and the importance of breaking down department silos for business growth. Brianna emphasizes the need for CEOs to be involved in the process and to nurture collaboration across the organization. The conversation also reveals various tactics to implement effective business strategies such as educational content creation, transparency in pricing, getting customer data through CRM, and nurturing repeat customers.RevOps Myth:“RevOps is just another marketing thing.”Briana is suggesting that instead of treating RevOps as just another marketing thing, business leaders, owners, and employees should collaborate to obsess over their customers. She believes that working together towards a common goal would make it easier to educate and qualify customers, leading to closing more deals with intention and at a faster pace.Takeaways: "Collaborate to create effective sales strategies": Understand the importance of collaboration within the organization. Break down the silos between your marketing, sales, content, and operation teams. Communicate with one another to understand each department's needs and challenges. "Assign a content owner within your team": An essential role that needs to be fulfilled within your team is that of a 'content owner'. Someone needs to be responsible for generating and managing educational content that responds to commonly asked questions by potential customers. This content should educate the customers and be available before any sales conversation takes place."Practice assignment selling": This method allows your marketing and sales team to work together to educate your customers before a sales call, using educational content you provide upfront. "Use AI, but have a human oversee it": You can leverage AI for several tasks, from writing to data analysis. However, it is essential to have a human element involved, as someone needs to own the process to ensure the quality and relevance of the AI to your specific needs and goals."Fully integrate Teams": Don't just form different teams within your organization; instead, work towards making them fully integrated units that understand and appreciate the work of their fellow departments. For example, your sales team should be well-versed in the marketing content that your customers are consuming, and vice versa."Ensure CEO involvement": For a successful RevOps implementation, it is crucial to have absolute buy-in from the CEO. The CEO doesn’t have to be on the front lines doing the everyday work. Still, they need to be actively involved in the process, making themselves accessible, knowing what's going on, and showing genuine interest and backing for the initiatives."Nurture existing clients": Do not just focus on bringing new clients; ensure you also take care of the existing clients. Use content to keep them educated and engaged, and consider them partners in your business. Making the current customers satisfied could lead to more repeated business, which will increase the company's growth and profit.Quote of the Show:“If our buyers are changing, we need to change along with them.” - Briana WalgenbachLinks:Briana Walgenbach’s LinkedIn: https://www.linkedin.com/in/briana-meisel IMPACT’s Website: https://www.impactplus.com Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/XnuYCHkshskRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Alaina Corsini, Marketing Director at Red Shark Digital. Alaina and Sajeel discuss the roots of RevOps and its application in different businesses, regardless of size. The conversation covers key RevOps components: the connection between marketing and sales, customer success, and the role of AI in RevOps. The discussion also sheds light on Alaina's experience in the hospitality industry and how it informed her approach to the RevOps field.RevOps Myths:RevOps is only for large enterprises and businesses. Alaina believes RevOps can benefit businesses of all sizes, improving efficiency, collaboration, and revenue generation.Takeaways: Align Marketing and Sales: Ensure that the marketing and sales departments are communicating well. Avoid running them as separate silos to ensure overall business growth.Utilize Available Tech Resources: Utilize platforms like HubSpot or Salesforce for seamless integration of your sales and marketing efforts. These platforms provide valuable data that can be used to measure the effectiveness of different marketing channels.Implement RevOps Regardless of Business Size: Understand that RevOps is not just meant for large businesses. Even small and medium-sized businesses can benefit from RevOps by improving efficiency and collaboration, leading to enhanced revenue generation.Consider the Human Element: Remember that despite the increasing role of AI and technology, there is still a need for the human element, especially in areas like customer service, where direct interaction and empathy matter.Invest in Continuous Learning and Improvements: The field of RevOps is constantly changing, so commit to ongoing education. Utilize free resources and training to keep your knowledge up-to-date and stay competitive in the field.Create Value Through Understanding Clients: Take the time to understand each client's specific needs and circumstances. Use that understanding to craft strategies that deliver the best value to the client and provide genuine solutions to their problems.Practice Efficient Communication: Effective communication across different departments of an organization is paramount to ensure that everyone is clear on their roles and responsibilities, which in turn leads to better revenue operations. Quote of the Show:“There is so much opportunity to create such an amazing life for yourself.” - Alaina CorsiniLinks:Alaina Corsini’s LinkedIn: https://www.linkedin.com/in/alaina-corsini Red Shark Digital’s Website: https://www.redsharkdigital.com Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/hNVTckvePsURevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Casey Peddicord, Senior Vice President Of Sales at Globalia. Casey shares his philosophy on optimizing RevOps, emphasizing the need for simplicity and reduction of complexities. He speaks to the misconception that growth demands complexity and argues that businesses, large and small, should focus on creating easy, streamlined processes for revenue growth. Casey draws from his own experiences and analogies to illustrate the importance of going back to basics, simplifying tech stacks, focusing on top priorities at each business step, and ensuring a unique customer experience for sustained business growth. Casey also discusses the recent acquisition of Globalia by SmartBug and the benefits of this partnership. Join Sajeel and Casey for a riveting conversation on the intricacies of RevOps and insights on furthering business growth whilst keeping processes simple.RevOps Myths:RevOps processes need to be complex and involve a large team. Casey Peddicord argues that businesses often make their processes unnecessarily complex and that the focus should be on simplifying and streamlining the process. The myth suggests that RevOps requires a complicated system with extensive workflows and automation, but Casey believes that it can be easy and straightforward.Takeaways: Keep things Simple - The process of sales or any business strategy does not have to be complex. It can be simple and still provide a lot of value.Slow down to Speed Up - Taking the time to map out the business process thoroughly can help in identifying the top priorities which can ultimately lead to faster business growth.Leverage Technology but Don’t Overcomplicate - While technology is crucial in today’s business world, having too many software solutions in place can complicate the process.Continual Improvement - Always looking for the next level of improvement and growth will keep the business moving forward.Not Everything Needs ROI - Some actions, like the personal touch of a COO sending a video message to customers, may not have direct ROI but significantly contribute to creating a positive customer experience.Get Outside Help - It is beneficial to bring in a third party for a different perspective. This view helps you to identify blind spots and make your process smoother.Quotes of the Show:“Have the self-awareness to go: hey, we got to fix something” - Casey Peddicord“You're so in the details of making it perfect when it could have been 90% and you could have been down the road already” - Casey PeddicordLinks:Casey Peddicord’s LinkedIn: https://www.linkedin.com/in/caseypeddicord Globalia’s Website: https://www.globaliadigital.com/en Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/46UQdsWLiLERevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Today, we have the pleasure of having Chris Walker, the Founder and CEO of Refine Labs on the show. Join Chris and our host, Sajeel Qureshi, as they explore the significance of RevOps in Go-To-Market strategies. Chris sheds light on the common challenges companies face, such as understaffing and underfunding RevOps. Stay tuned for valuable insights where Chris underscores the importance of standardized data, leveraging science for strategic decisions, and advocating for a fresh approach centered around account activations, conversions, and a detailed analysis of buyer-centric data.RevOps Myths:RevOps is considered the most important function in Go-To-Market, but in practice, companies tend to understaff and underfund it, resulting in it primarily functioning as order takers with insufficient proactive work. The belief in its paramount importance aligns differently with the limited investment and prioritization it receives in many companies.Takeaways: Companies should strategically split their RevOps function into tactical and strategic components. While many focus on tactical, operational tasks, there's a crucial need for a dedicated segment that utilizes standardized data and science to inform strategic decisions, including budget allocation and key performance indicators (KPIs) for marketing, sales, and SDRs. This shift can enhance overall productivity and ensure a more comprehensive approach to go-to-market strategies.Move beyond siloed functions labeled as RevOps. Instead, rethink and integrate the entire go-to-market strategy. Challenge traditional operating models like the Demand Waterfall and SQO, fostering collaboration across marketing, sales, and customer success. Break free from the assembly line approach to create a more interconnected and effective revenue process.Shift from traditional funnel metrics to a new operating model focused on account activations, conversions, hero pipeline, and close one revenue. Change KPIs to align with overall business outcomes, moving beyond the flawed demand waterfall. Adopt a granular approach, analyzing data from the buyer's perspective, not internal departments, to optimize for proven buyer journeys. Break away from the singular funnel view to identify program-specific win rates, enabling a more strategic and effective company strategy.Redefine qualified pipeline based on a dynamic metric like the hero definition, tied to a six-month rolling historical win rate greater than 25%. This shifts focus from arbitrary stage assessments to outcomes aligning with sales quotas and revenue attainment. By connecting marketing and sales through a win rate metric, companies can dynamically adjust their goals, fostering integrated and aligned operations between the teams.Companies should be concerned about the lack of standardization in revenue operations, as inconsistency in defining data leads to varied interpretations across teams. To overcome this, prioritize standardizing the data model for revenue, akin to how companies use GAAP principles for financial reporting. Strive for a shared, common data model that allows for customization but ensures a unified understanding of key metrics and informs strategic decisions across the executive and go-to-market teams.Mature companies often don't face a data collection problem but struggle with data structure and processing. Transform existing data into a standardized model, identifying gaps and best practices. Implementing these changes allows for real-time analysis, offering a significant advantage over the manual, time-consuming approach. Companies should focus not just on looking at data in real-time but ensuring they analyze the right aspects in the right ways for more meaningful insights.Rethink your approach to go-to-market strategy and data analysis beyond current best practices, which may be outdated. Acknowledge the dynamic changes in the business landscape since the last best practices update. Shift organizational thinking towards a holistic strategy rather than adhering to assembly-line models that prioritize metrics like MQLs or stage one pipeline. Align goals and teams for more meaningful outcomes and improved conversions to hero pipeline or revenue.Quote of the Show:“So much has changed. It's not just about looking at the data in a different view, it's shifting your organizational thinking around an entirely new way of going to market and a new way of collecting and looking at the data around a holistic go-to-market strategy.” - Chris WalkerLinks:Chris Walker’s LinkedIn: https://www.linkedin.com/in/chriswalker171 Refine Labs Website: https://www.refinelabs.com B2B Revenue Vitals Podcast: https://podcasts.apple.com/us/podcast/b2b-revenue-vitals/id1511588213 Refine Labs TikTok: https://www.tiktok.com/@refinelabs Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/JeZqYGeck18RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Today, we're thrilled to have Brian Stout, the Head of Marketing and Founder of Differ, as our guest. Join Brian and our host, Sajeel Qureshi, as they explore the depths of a holistic RevOps approach that extends beyond mere technology. Stay tuned in to glean valuable insights from Brian, shedding light on the hands-on approach integral to successful RevOps leadership.RevOps Myths:RevOps is simply an extension of Sales OperationsTakeaways: RevOps is more than an extension of SalesOps; it aligns sales, marketing, and customer success for seamless customer experiences, requiring a holistic approach beyond just technology.Successful RevOps leadership requires a hands-on approach, and an understanding of the daily challenges of marketing, sales, and customer success to achieve alignment and prevent disjointed technology solutions in organizations.Effective RevOps goes beyond technology; it requires a sound strategy and processes. Transitioning between tech vendors will only succeed with proper alignment and execution.Small companies face similar challenges as larger ones, emphasizing the importance of strategy, processes, and people in ensuring efficient operations and maximizing opportunities.Maintaining alignment during growth and acquisitions is crucial. The "Embrace and Enhance" strategy helps integrate diverse technologies seamlessly, but achieving alignment remains a persistent challenge, demanding careful planning.Seamless company integrations demand a dedicated leader overseeing alignment across diverse departments, business systems, and technologies. Despite the challenges, meticulous coordination is essential for success.Acquiring companies involves navigating challenges in leadership, integration, rebranding, and customer education across marketing, sales, and customer success. Success in these endeavors contributes to professional growth and market recognition.Quote of the Show:“They gave you a dollar because they expect to get 10 out of it. When you can do that for them more efficiently, That gets them on to do the thing they want to do, the impact they want to make in this world.” - Brian StoutLinks:Brian Stout’s LinkedIn: https://www.linkedin.com/in/thinkstout Differ’s Website: https://www.differstudios.com Personal Website: https://thinkstout.com Brian Stout’s Twitter: https://twitter.com/thinkstout Cracking ALZ Website: https://www.crackingalz.com Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/w5U97uRGLh8RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Dylan Wickliffe, the visionary VP of Growth at Media Junction. Embark on a journey where unconscious efforts transform into deliberate collaborations in the realm of RevOps. Tune in as Dylan, alongside our insightful host, Sajeel Qureshi, unravels the secrets of tailoring unique RevOps journeys for diverse companies. Discover the art of authentic connections and selling like a genuine human being. Don't miss out on the wisdom and creativity that await!RevOps Myths:The perception that RevOps is a recent innovation is a misconception. Dylan, however, proposes that the truth is that businesses, knowingly or unknowingly, have always engaged in aligning their marketing, sales, and customer service efforts with revenue. The true essence of the RevOps surge lies in recognizing this existing synergy and intentionally maximizing its potential. Rather than a revolution, it's a strategic evolution, urging businesses to delve deeper into their existing practices. The excitement stems not from adopting something entirely new, but from refining the familiar, making intentional what was once implicit. This realization serves as a catalyst, urging businesses to embrace change, optimize processes, and create a more cohesive, revenue-driven ecosystem.Takeaways: From Unconscious to Intentional. Every business practices RevOps in some form. Embrace intentional collaboration between marketing, sales, and customer service. Regularly dissect data on referrals, lead quality, and client retention to boost revenue. RevOps isn't just theory; it's actionable synergy, starting with intentional collaboration and data-driven decisions.Goals without deadlines are mere wishes. By adopting short-term objectives and embracing change, businesses can refine processes, foster collaboration, and increase revenue intentionally. The key lies in accountability, direct feedback, and a shared commitment to growth, enabling businesses to evolve and succeed in their RevOps journeyGuided by Revenue, Fueled by Dedication. The ultimate goal is evident in revenue growth, a testament to the commitment to RevOps processes. Success isn't just a fuller bank account; it's about nurturing talent, enabling teams, and fostering client growth. The journey of RevOps is perpetual evolution, powered by continuous improvement and insightful data analysis.Understanding the Human Journey in marketing, it's not just about campaigns; it's about understanding the entire customer journey. From grabbing a brochure amidst daily chaos to walking into the store, every step matters. Tracking campaign metrics, POS data, and customer feedback creates a holistic view. Whether it's a pizza joint or a B2B enterprise, measuring every interaction transforms marketing from spam to meaningful engagement, shaping businesses' success.Every company, big or small, is on a unique RevOps path. Even those with advanced systems can find room for improvement. Recognizing customers as inputs, not outputs, reveals opportunities like cross-selling. Identifying low-hanging fruit and focusing on efficiency are key. Success lies in understanding each company's individual needs and knowing when and how to enhance their RevOps journey.Selling Like a Human: Genuine Connection Over Sales Tactics. Authenticity is key. Embracing quirks and kindness, establishing genuine rapport, and being transparent about budget discussions foster trust. The essence of 'Selling Like a Human' lies in real connections, not scripted sales techniques. Being true to oneself resonates more profoundly with clients, fostering meaningful and lasting relationships.RevOps Like a Human: Embrace Radical candor and genuine collaboration. Transparency, humility, and data-driven experimentation define successful RevOps strategies. Just as in authentic human connections, ego takes a back seat, and partnerships flourish through mutual respect and celebration of collective wins.Quote of the Show:“Being willing to be bold and to try things and not be afraid of failure is a resounding story of both my career path, but also how we help clients do really well.” - Dylan Wickliffe“Your email is spam until it's not. No matter how great your email is, no matter how hard you worked on it, it is spam until it converts.” - Dylan WickliffeLinks:Dylan Wickliffe’s LinkedIn: https://www.linkedin.com/in/dylanwickliffe Media Junction’s Website: https://www.mediajunction.com Dylan Wickliffe’s Twitter: https://twitter.com/dylandoubleyou Dylan Wickliffe’s Personal Website: https://dylanwickliffe.com Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/UmD9dyZYeDwTransistor: https://share.transistor.fm/s/746eb62fRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Step into the insightful realm of RevOps with our special guest, Nicole Pereira, the innovative mind behind Remotish and the Founder/Co-Owner of CULTURISH. In this engaging conversation led by our host, Sajeel Qureshi, Nicole delves deep into the vital aspects of RevOps—exploring the essence of fundamentals and core processes. Prepare to uncover valuable insights as Nicole sheds light on the fusion of technology and business in the world of marketing! Stay tuned for a journey into the heart of effective operational strategies.RevOps Myth:Nicole Highlights the misconception that complexity and overengineering are necessary components of successful RevOps. She emphasizes the importance of simplicity in RevOps, highlighting that the true purpose of RevOps is to make processes easier, simpler, and more profitable, rather than complicating things with unnecessary complexity and wild ideas.Takeaways: In RevOps, it's crucial to focus on mastering the fundamentals and creating a solid foundation, such as defining common terms and processes, before delving into complex technical implementations. Simply having a strong starting layer enables effective experimentation and innovation in the RevOps world.Understanding how a company makes money and optimizing the buyer's journey is crucial in RevOps. It's not just technical implementation; it's improving efficiency, identifying losses, and accelerating revenue generation. Tools can help, but the essence of RevOps lies in core processes, not just technology.RevOps, rooted in principles like Lean and Six Sigma, focus on efficiency and maximizing output. While tech-enabled tools enhance these efforts, understanding the core processes independently of technology is crucial. Start with the process, then leverage tools to support it effectively, instead of shaping processes around available technology.In the current economic climate, simplicity is key in RevOps. Before overengineering processes with complex tools and automation, start with basic mapping and understanding. Many organizations can use simple systems, especially when resources are limited. Simplify processes, avoid unnecessary automation, and build for manageable scale.Nicole highlights the importance of understanding technology and processes in digital marketing and business operations. Starting out by mastering SEO and e-commerce, she demonstrated the power of tech in improving business processes. Her success was driven by her ability to bridge technical expertise with marketing, eventually finding her niche in the emerging field of technical marketing, highlighting the pivotal role of understanding underlying technologies in modern marketing strategies.RevOps involves being a business strategist, aligning resources to overcome obstacles and enhance profitability. The challenge lies in distinguishing true RevOps strategists from those merely deploying technology. Many lack exposure or interest in the comprehensive approach required for effective problem-solving within RevOps.RevOps strategy involves deep analysis, understanding options, testing improvements, and analyzing results. It's a complex skill that takes time to develop, making it an elevated and valuable role. Many mistake their work for RevOps strategy, but the depth of understanding and strategic insight are often missing.Quote of the Show:“We've lost our way and gotten so tech-enabled. We don't really actually know what RevOps is, people are still arguing over the definition.” - Nicole PereiraLinks:Nicole Pereira’s LinkedIn: https://www.linkedin.com/in/nicolepereira Remotish Website: https://www.remotish.agency CULTURISH Website: https://www.culturish.agency NuFund Venture Group Website: https://nufund.com HubSpot Website: https://www.hubspot.com Nicole Pereira’s Twitter: https://twitter.com/ianthropologish Remotish Twitter: https://twitter.com/RemotishAgency Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/ApuN6SeFDIETransistor: https://share.transistor.fm/s/deaccc09RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
We have a special guest with us today, Charlie Riley, who serves as the VP of Marketing at Send. In this episode, Charlie engages in a discussion with our host, Sajeel Qureshi, to explore the evolving role of RevOps. Over time, RevOps has transitioned from not being an early hire to becoming a pivotal position in the realms of sales and marketing. Be sure to stay tuned as Charlie shares his valuable insights on the significance of authentic curiosity and collaboration. These attributes are deemed crucial in bridging the divide between sales and marketing, ultimately leading to alignment and enhanced results in revenue generation.RevOps Myths:A RevOps role should not be one of the first hires in either sales or marketing or in a joint revenue capacity. Charlie argues that this has changed over time, and nowadays, a RevOps role is critical and should be considered one of the first hires because it ensures clean data, trustworthy systems, and accurate reporting, which are essential for effective marketing and revenue operations.Takeaways: In today's business landscape, specialization in roles like RevOps is critical for data accuracy and making informed decisions, even for smaller companies. Wearing multiple hats as a generalist may not suffice to ensure data cleanliness and accuracy.Having a hybrid role that bridges marketing and sales, focusing on data analysis and decision-making, is crucial for success. RevOps should be considered early on to nurture the right customers and improve overall marketing and sales efforts.In a small, tech-driven startup, the challenge lies in maintaining data accuracy, efficiently automating marketing processes, and ensuring qualified leads. Finding individuals with expertise in multiple functions is challenging, so specialization is key to success.Collaboration between marketing and sales teams focused on understanding each other's challenges and perspectives, leads to better decision-making and improved outcomes in areas like email campaigns and deal progression within platforms like HubSpot.Bridging the gap between sales and marketing starts with genuine curiosity and a willingness to collaborate. Regular interaction, sharing insights, and celebrating successes together can lead to improved alignment and better results in revenue generation.Effective communication in both sales and marketing involves understanding the diverse learning styles and preferences of your audience, adapting your message accordingly, and focusing on what they need rather than your own communication style.Effective leadership and communication require adapting to the diverse needs and preferences of individuals, both in professional and personal settings. Being self-aware and proactive in understanding others' styles can lead to better outcomes and relationships.Quote of the Show:“It's a lack of not being interested and sometimes someone just has to step up.” - Charlie RileyLinks:Charlie Riley’s LinkedIn: https://www.linkedin.com/in/charlieriley Send’s Website: https://send.technology Charlie Riley’s Twitter: https://twitter.com/Charlieriley Personal website: https://charlieriley.com Shoutout:Amy Volas on LinkedIn: https://www.linkedin.com/in/amyvolas Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/H-mZCzaJalkTransistor: https://share.transistor.fm/s/15d96bc0RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Kelly Hopping, Chief Marketing Officer at HYCU. Join Kelly and our host, Sajeel Qureshi as they delve into the role of attribution in tracking marketing effectiveness, AI's impact on transforming marketing roles and strategies and much more. Stay tuned to gain valuable insights from Kelly about demonstrating the value of marketing through momentum and conversion, and the Importance of marketing expertise and product-market fit in order to make data-driven decisions!RevOps Myths:Attribution numbers offer a definitive answer when measuring the impact of your marketing channels and touchpoints, because of the various tools that are available, such as single-touch, first-touch, multi-touch, and last-touch attribution models.Takeaways: Attribution provides insights into touchpoints and data visibility within the funnel, but it can't precisely quantify the full influence due to the existence of an anonymous, pre-interaction phase. Instead, it helps track trends and compare the relative effectiveness of different marketing efforts for better decision-making.Growth rates offer a consistent measure for assessing marketing effectiveness and making data-driven decisions.Additionally, they help prove marketing's value by showcasing momentum, lead volume growth, and identifying top-performing conversion activities through down-funnel analysis.When considering non-attributable factors like brand perception and strategic partnerships. CMOs often face high turnover rates due to the difficulty of quantifying marketing's influence on revenue.AI is transforming marketing by automating data analysis, intent generation, and even program execution. Marketers' roles are shifting towards strategy, messaging, optimization, and addressing nuances that AI may not detect.CMOs excel in marketing expertise. The key is a strong product-market fit. Effective marketing follows, addressing the right audience, crafting relevant messages, and being present in relevant conversations.Fixing business-level issues is essential for marketing success.Quote of the Show:“We can't be everything to everyone. We have to be the best at something in one segment, in one region, and with one persona.” - Kelly Hopping Links:Kelly Hopping’s LinkedIn: https://www.linkedin.com/in/kellyhoppingKelly Hopping’s Twitter: https://twitter.com/KelHopps HYCU’s Website: https://www.hycu.comThe CMO Club’s LinkedIn: https://www.linkedin.com/company/the-cmo-club Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/sNCiowdtwZc Transistor: https://share.transistor.fm/s/54376ce8RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Glen Swyers, Director of Marketing Integration at Imagine. Gather around as Glen engages with our host, Sajeel Qureshi about the modern marketing mix that emphasizes catering to communication preferences. Stay tuned to gain valuable insights from Glen about how substantial evidence highlights the environmental superiority of receiving physical mail over digital copies!RevOps Myths:The significance of direct mail varies according to your age demographic.Takeaways: Glen has observed discussions surrounding digital marketing, direct mail marketing, and email marketing campaigns. What intrigues him about these emerging conversations is that they aren't just focusing on conventional marketing campaigns that incidentally utilize email, direct mail, and digital mediums. Glen perceives this approach as a potential recipe for long-term failure. The modern marketing mix emphasizes catering to communication preferences, acknowledging the strong inclination towards tactile marketing among a significant portion of the population. This entails incorporating physical elements like direct mail or brochures into the marketing mix. The recommended approach involves initially selecting the communication channel, then tailoring the message to resonate with the audience and aligning it with their preferred communication mode.When striving to enhance revenue generation, refining your client approach takes paramount significance. Delve into understanding your customer's communication preferences and linguistic style. Comprehend their preferred modes of interaction and be attuned to potential language nuances to steer clear of. Recognize that each conversation is contextual, necessitating thorough analysis and adaptation.An intriguing aspect that has captured Glen's attention in the realm of direct mail is its enhanced transparency. He observed a few years back the introduction of barcodes at the base of mail items, imbuing them with a wealth of information regarding their delivery status. This innovation starkly contrasts with the prior scenario where mailed items would be left in uncertainty, with no indication of whether they successfully reached the intended recipients.Glen holds the belief that substantial evidence highlights the environmental superiority of receiving physical mail over digital copies. Sustaining online servers demands a perpetual consumption of electricity, raising ecological concerns. This dual challenge, encompassing both financial considerations and societal pressures, presents a complex landscape for Glen.Quote of the Show:“There's nothing so unequal is treating unequals equally.” - Glen Swyers Links:Glen Swyers’s LinkedIn: https://www.linkedin.com/in/swyers/ Imagine’s Website: https://www.theimaginegroup.com/ Glen Swyers’s Personal Website: http://www.swyers.com/ Glen Swyers’s Twitter: https://twitter.com/gmswyers Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/iGTvvZLbHRk Transistor: https://share.transistor.fm/s/678fa265 RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Joining us today is Samara Donald, Head of Pan & Cross Industry Marketing at Amazon Web Services (AWS) and Songwriter, Producer, & Publisher at Mirror House Music Group. Gather around as Samara engages with our host, Sajeel Qureshi about the intricacies of organizational structure and operating models. Stay tuned to gain valuable insights from Samara about her remarkable perspectives on prioritizing a human-centered approach with clients!RevOps Myths:RevOps is primarily a technological solution, encompassing tools, and systems, and gives less importance to people and processes in its approach.Takeaways: For Samara, the significance lies in recognizing that individuals engaged in processes are intertwined with technology. Technology holds greater importance than merely being a solution in itself. While a tool can't be a universal fix, its efficacy hinges on the concurrent development of the people, processes, and technology working together. Samara emphasizes the importance of comprehending an organization's structure and functioning. Staying informed about its organizing model, structure, team communication, and perspectives is important. Samara considers a drawback when people focus on their tool-related goals rather than addressing deeper organizational issues.Samara recognizes that building an organizational solution for complex companies is hard to achieve. Companies tend to adopt diverse structured operating models where there's no universal approach. The key is for everyone to share an understanding of the organization's workings, facilitating smoother transitions.Samara’s passion is organizational design, development, and sociology. Her experience has taught her that individuals facing sales challenges often overlook their motivations and shared goals. She encourages to develop a human-centered approach with an understanding of how people collaborate and their perspectives, emphasizing the importance of shared fundamentals.Samara is enthusiastic about the increase in adoption of RevOps in companies. However, it remains more of a concept. Many companies still operate with separate departments like marketing, operations, sales, and services, each using different tools, leading to poor communication. RevOps serves as a parallel to engineering different product teams and bridging the gaps within an organization.Quote of the Show:“There's never the right answer. It's what is THE answer that we are going to have to choose to organize ourselves against.” - Samara Donald Links:Samara Donald’s LinkedIn: https://www.linkedin.com/in/samaradonald/ Amazon Web Services (AWS)’s Website: https://aws.amazon.com/?nc2=h_lg Mirror House Music Group’s Website: https://mirrorhousemg.com/ Mara Sol’s Website: https://open.spotify.com/artist/0UDswthm0YlfCrzJ488cJG?si=ouICNio4RUa-tHhGhjShoA Samara Donald’s Twitter: https://twitter.com/samarajdonald2 Ways to Tune In:Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/zpT64XPUxhQ Transistor: https://share.transistor.fm/s/e46746f0 RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Please welcome to the show Scott Schneider, Chief Revenue Officer at TrueFort. Scott joins host Sajeel Qureshi to talk about the advantages of having a revenue officer who seamlessly integrates data-driven insights with creative strategies, thereby making a substantial contribution to the overall growth of the company. Tune in to Scott’s amazing insights on infusing a personalized dimension into every sales call, thereby fostering the cultivation of robust and enduring company relationships!RevOps Myths:While there's a prevailing notion that RevOps professionals primarily encompass mathematicians and data analysts, it's important to recognize that their role isn't confined to these specific designations.Takeaways: Scott firmly advocates for the presence of an experience-focused RevOp leader within every company. He ardently believes in the advantages of having a revenue officer who seamlessly integrates data-driven insights with creative strategies, thereby making a substantial contribution to the overall growth of the company.TrueFort's mission statement for Scott's revenue team is unequivocal: to cultivate dependable revenue streams that unequivocally enhance shareholder value. This commitment is not merely a lofty ideal; it is a daily practice deeply ingrained within the company's culture. The realm of shareholders extends beyond the company's internal team, encompassing our esteemed investors and esteemed board of directors.During interactions with prospects, Scott occasionally encounters instances where a full comprehension of micro-segmentation eludes them. In such scenarios, Scott adeptly ensures that these prospects derive substantial value from the concept by skillfully deconstructing it into easily digestible terms tailored to their level of understanding.Scott firmly upholds the significance of intent within the fabric of any thriving company. When dealing with a diverse array of target accounts, meticulous research becomes paramount to ensure a seamless alignment with your ideal customer profile. Delving deep into comprehending the purpose behind your customers' purchasing decisions, or discerning the intent surrounding the challenges you can adeptly address, stands as a critical undertaking.Quote of the Show:“You can be right without being righteous.” - Scott Schneider Links:Scott Schneider’s LinkedInTrueFort’s WebsiteScott Schneider’s TwitterWays to Tune In:Apple PodcastGoogle PodcastSpotifyStitcherPodcast AddictDeezer Player FMPodchaserListen NotesYouTubeTransistorRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Please welcome to the show Mitja-Alexander Linss, Head of Marketing at Karger Publishers and Founder & Senior Advisor at Global Marketing Ventures. Mitja joins host Sajeel Qureshi to talk about how customer centricity is not about growth, lead generation, lead capture, and demand generation. It is all about the sustainable growth of your organization. Tune in to Mitja’s amazing advice about focusing on the customer and taking their needs seriously!Two RevOps Myths:Renaming departments and workflows alone may not effectively break down silos.While RevOps plays a vital role, it may not be the sole driver of customer-centricity.Takeaways: In sales and marketing, Mitja has observed that each department and group often operate independently, which can lead to communication issues when interacting with customers. To enhance seamless communication, prioritize customer-centricity, and maintain utmost transparency throughout the process. By placing the customer at the core of all actions, any potential gaps in communication can be avoided.In RevOps, transparency and communication are important. Placing your customer at the forefront becomes paramount, with an unwavering commitment to delivering customer value and exceeding their expectations. Create a profound positive experience for your clients, fostering stronger relationships and unlocking new levels of success in your endeavors.Customer centricity lies in a compelling message and a captivating story. Achieving this ensures alignment with the narrative. By establishing this, create a fresh and engaging tale that resonates with all key stakeholders, bringing them together in a shared vision. This not only reinforces your commitment to the customer but also unlocks new possibilities for growth by forging stronger connections.Mitja places a strong emphasis on the voice of his customers. His company's impactful initiative centers on empowering customers to share their stories firsthand. Create a powerful avenue for customers to express themselves across various channels, developing a deeper understanding of their needs and desires.Salesforce plays a pivotal role in Mitja's company, serving as an all-encompassing CRM system. By functioning as the single source of truth, CRM empowers Mitja and his team with access to valuable data, enabling them to make well-informed decisions based on the understanding of customer behavior. This insight fuels actions as a guiding light for future strategies, fostering an environment of continuous improvement and customer-focused excellence.Quote of the Show:“If you want to have an impact in your environment, you need to break down silence and create a cross-functional team.” - Mitja-Alexander Linss Links:Mitja-Alexander Linss’s LinkedInGlobal Marketing Ventures’s WebsiteKarger Publishers’s WebsiteMitja-Alexander Linss’s TwitterWays to Tune In:Apple PodcastGoogle PodcastSpotifyStitcherPodcast AddictDeezerPlayer FMPodchaserListen NotesYouTubeTransistorRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Today’s guest is a multifaceted marketer with various backgrounds in computer science, AI, business administration, and software engineering. Please welcome to the show Scott Horn, Chief Marketing Officer at EnterpriseDB. Scott joins host Sajeel Qureshi to talk about how to integrate new technology into your company to improve RevOps. Tune in to Scott’s amazing advice about accepting and embracing technological changes!RevOps Myth:RevOps is not a template, every company needs to adapt to different circumstances.Takeaways: Marketing has a certain commonality that allows you to find patterns and apply certain tactics. It's important to remember that what works for one company may not work for another. Create a unique plan and be willing to adapt it as needed.Scott advises not to become too attached to one's own creations. If a campaign is not producing the desired results, analyze the data and be open to making changes or pivoting. Achieving improvement requires the collaboration of your team in marketing, sales, and technology.To distinguish between companies, it is essential to ask questions about factors such as SDRs, pipeline sources, conversion rates to sales, and revenue goals. This information can provide valuable insights, into whether a company is focusing on targeting new clients or developing existing ones.Two key examples of investing in the right technology that can greatly improve the efficiency of your company's operations are through implementing effective lead-scoring models and re-platforming your website to enhance the ease of blogging and overall functionality. By incorporating these solutions, your company can streamline its processes and better serve its customers, ultimately resulting in improved performance and growth.To ensure a successful re-platforming process, it is essential to explicitly define what falls within the scope of the project and what does not. Having a diverse team with a multitude of perspectives can be highly beneficial, as it allows for more comprehensive feedback from various departments within the company.Customers take charge of the sales process by conducting online research before speaking to a salesperson. Your company's website is the key to highlighting your solution or product, so it must be accessible, easy to understand, and regularly updated.Scott's career tip is to embrace a non-linear career path, fearlessly taking on opportunities and learning from them. Each experience adds a unique skill set that can surprisingly interconnect with others, culminating in one-of-a-kind expertise. Quote of the Show:“Learn through everything, even if something doesn’t go the way you want.” - Scott Horn Links:Scott Horn’s LinkedInEnterpriseDB’s WebsiteScott Horn’s TwitterWays to Tune In:Apple PodcastGoogle PodcastSpotifyStitcherPodcast AddictDeezerPlayer FMPodchaserListen NotesYouTubeTransistorRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/
Today’s guest is a marketing professional, a team leader, a mentor, a writer, and a Member of the American Marketing Association. Please welcome to the show Samantha Rideout, Director of Product Marketing at Cohere Health and Professor of Public Relations at Mount Saint Vincent University. Samantha joins host Sajeel Qureshi to talk about creating a strong team rather than a roster of strong individuals. Tune in to Samamtha’s amazing advice about where to invest your extra time and effort to get the best return!RevOps Myth:Problems are not solved by hiring a professional, everyone works better as a team. Takeaways:Samantha believes that Connective Tissue needs to exist between each member and role in the company. Having someone who is active in each part of the organization like sales, solutions, product, and marketing is a valuable asset to your company. Samantha encourages listeners to utilize your community via Slack and propose your problem, solutions, and suggestions by discussing them amongst your team. This allows people to give their input on each solution. Having time to brainstorm and workshop through problems creates a strong relationship with everyone. Having a team that improves the way everyone communicates can show great leadership in your company.When seeking advice and input, it can be hard to meet with the top executives since they are often occupied. Samantha suggests going to people further down in the hierarchy who have more time and a strong knowledge of their field. These employees will become a great resource to consult with. It is important to make sure that you make your work environment a safe place to communicate their ideas in an approachable manner. A RevOps Gem is someone who is easy to work with and overall a friendly person. Samantha believes that everyone should become a RevOps Gem to be a leader for great solutions. Despite the development of AI and Chat GPT; RevOps, marketing, and sales are always going to have a human element. In complex business models, you need complex solutions and ambitious strategic goals, which AI can’t implement without people. Mentors give advice but sponsors advocate for you as a professional and stay connected over time. When deciding where to spend your time and extra effort at work, choose a place that will be a career or life-long connection that supports your growth. Quote of the Show:“It takes a community to achieve anything if you wanna achieve it in the best way possible.” - Samantha RideoutLinks:Samantha Rideout’s LinkedIn: https://www.linkedin.com/in/samantharideout/ Cohere Health’s Website: https://coherehealth.com/ American Marketing Association’s Website: https://www.ama.org/ Samantha Rideout’s Twitter: https://twitter.com/SamanthaRideout Ways to Tune In:Apple PodcastGoogle PodcastSpotifyStitcherPodcast AddictDeezerPlayer FMPodchaserListen NotesYouTubeTransistorRevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/