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Ready to conquer the chaos and accelerate growth? This show is for business leaders and department heads looking to refocus on revenue growth and align efforts across Marketing, Sales, and Customer Service to maximize revenue potential. Listen in to weekly episodes that dive into the strategies, philosophies, tools, and tactics that will support your approach to organizational growth. Co-hosted by Frank Cowell and Joseph Freeman, co-founders of Digitopia, a RevOps (revenue operations) firm dedicated to supporting B2B organizations implement a consistent client acquisition and delight program called The Digital Utopia Methodology™ on the HubSpot platform.
45 Episodes
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As organizations grow, so do the number of unique functions within a Sales Department. Do you have a framework in place to support each function? Do you have insights into how each function is performing? In this episode, Frank Cowell and special guest Krystina Gillenwater explore the benefits of having separate sales pipelines in your business. Krystina talks about how using separate pipelines can help you better manage your team and forecast revenue. Topics covered in episode: Sales Pipelin...
Are you tracking all of the interactions a prospect has with your brand as they progress through your buyer’s journey? Do you know which interactions trigger action and which interactions don’t? In this episode, Frank and Joe talk through the in’s and out’s of marketing attribution. Understand what it is and its function. Explore when an organization should start looking into marketing attribution, how to get started, and several common pitfalls to avoid when utilizing attribution. For more ...
Do you know how likely your customer base is to refer your business to their peers? In this episode, Frank and Joe break down the net promoter score (NPS) function and why it's an insightful metric for your entire organization. Walkthrough how you calculate your NPS, who should be tracking the metric, along with what actions you can take with each group. Also, get answers to questions like, how often should you gather NPS scores? Or, what size should your organization be before you start util...
In this episode, Frank interviews Don Crow. Don previously ran his own agency and currently helps B2B organizations activate a RevOps approach on HubSpot so they can maximize their revenue potential. Don shares his experiences working with B2B organizations and talks through 3 common processes they often lack that limit their growth potential. No feedback loop between Customer Service and Marketing No sales nurturing No agreement on lifecycle stage definitions or ...
In this episode, Frank and Joe go back on forth on the function of RevOps in an SMB. Who is the right person to fill the RevOps leader role in an SMB? Additionally, what core skillsets should they have, and what background makes the best RevOps leader? The debate explores if the RevOps leader in an SMB should focus more on tech or business dev, and where the line should fall between the two skillsets. Podcast Brought to you by - Digitopia
In this episode, Frank and Joe talk about why hunting and closing should be separate functions in your sales team and how you hold each role accountable. They also dive into how you can separate your pipelines to gain better insights into your business performance and the overall customer experience. Access and download your copy of the Technical Lifecycle Journey Map, the episode's featured tool. This resource will help you outline your customers' macro experience as they move from one lifec...
Do you oversee the processes responsible for turning prospects into customers? In this episode, Frank and Joe talk through common hurdles organizations face that limit the flow of your contacts moving from one lifecycle stage to the next. One example in the episode dives into how the process responsible for managing contacts in the sales pipeline is actually built around the sales team in many organizations. As a result, the sales team ends up being the group with the frictionless experience...
Have you heard Growth Hacking and RevOps used interchangeably? It is understandable as there are a lot of similarities between the two approaches. In this episode, Frank and Joe talk through the difference, similarities, and use cases of Growth Hacking and RevOps. First, dive into the origin of each process to better understand the function and focus of each approach. Then learn what types of organizations and business models are best suited to implement each function. Podcast Brought...
See how you can uncover revenue optimization opportunities in your organization and address the hurdles limiting your growth with a proven method to manage bottlenecks. In this episode, Frank and Joe walk through the RevOps Triage Tree. A process to systematically work through bottlenecks. This method uses a series of questions to help you identify if the challenge is rooted in your technology, business processes, or the people. Podcast Brought to you by - Digitopia
Are people just renaming Inbound Marketing as RevOps? Sparked from a recent article titled, "I'm Afraid for our RevOps Community" Frank and Joe explore a potential fear for the future of RevOps. The RevOps community is losing sight of two big questions as it relates to the RevOps function: Why does RevOps exist within the organization?Where does the function live within the organization?In this episode, hear how Inbound Marketing talk tracks are working their way over to dilute the core...
B2B leaders, have you heard yourself say, “Our process isn't working!”. In this episode, Frank and Joe dive into process, and why process is the first problem you need to address in your organization. Without the right process in place, your people and technology are going to struggle to achieve their objectives. They also walk through steps to identify a process problem and discuss real-life examples of organizations that have overcome process issues. See what steps you can take to make sure...
Is your operations team currently stretched thin or are you looking into activating a RevOps position in your company? In this episode, Frank and Joe talk through the question, what is the difference between RevOps and Ops? Walkthrough mission and function of each role in the organization as well as who each role is responsible to report to in an organization. Podcast Brought to you by - Digitopia
How can RevOps help a B2B organization address, reduce, and recover from Tech Debt? In this episode, Joseph Freeman and guest, DJ Shirley explore the topic of Tech Debt from a revenue operations perspective. Walkthrough the origins of tech debt, what it is, and how it is defined in the RevOps world. Learn the impact of tech debt, its sources, and how it can be avoided when desired. Episode's Featured Resource: Technical Lifecycle Journey Map - A tool to help organizations create an ove...
The HubSpot platform is a regular mention on the show so in this episode Frank and Joe dive why HubSpot is the go-to platform for Digitopia. Listen to a walkthrough of the reasons the team encourages organizations to utilize HubSpot when they are looking for a platform that will support and enable the activation of RevOps in the company. Podcast Brought to you by - Digitopia
Does the technology in your company empower RevOps? In this episode, Frank Cowell and Joseph Freeman talk through the 5 technology categories your organization must have in place to support a RevOps strategy. The five categories of technology include: Service Software Sales Software Marketing Software Middleware Reporting/Dashboarding Software Only through the collection of these software applications can your company begin to create an accurate and actionable o...
Does the technology in your company empower RevOps? In this [Quick Hit] episode, Frank Cowell and Joseph Freeman provide a brief overview of the five technology categories you need active in your organization to support a RevOps strategy. The five categories of technology include: Service Software Sales Software Marketing Software Middleware Reporting/Dashboarding Software Only through the collection of these software applications can your company begin to creat...
Implementing a Revenue Operations growth strategy in your organization is a large undertaking and will require buy-in from your organization's leadership. In this episode, Frank Cowell and Joseph Freeman walkthrough the hurdles an organization can face when activating RevOps and what steps to take to support the adoption. Firstly, explain and drive home the WHY! Dispell any misconceptions about the impact the activation will have on your teams during the onboarding and ongoing process. Next, ...
Why is alignment such a difficult challenge for B2B organizations, and what are the common sources causing misalignment? In this episode, Frank and Joe explore 3 sources responsible for creating misalignment across an organization. Cause 1 - People are focused on their role's specific function, not how it impacts the company/customer experience as a whole. Cause 2 - Varying data between departments and across internal platforms. Cause 3 - Department KPIs don't compliment each o...
Are you looking into integrating RevOps (Revenue Operations) into your organization? In this episode, Frank and Joe talk through the needed commitments and expectations an organization needs to be aware of before activating the business function of RevOps. Walkthrough the focus and impact RevOps brings to an organization. Ensure your team can accommodate the time commitments and needed flexibility to adopt a new lens on how they view customers and coordinate with fellow departments. Books me...
Does your organization have a framework that fosters accountability, structure, and vision? Explore the value EOS (Entrepreneurial Operating System) can bring to an organization. Unpack the importance of running 90-day rhythms for your major initiatives and RevOps efforts. Align on the best practices and uses for company scorecards. Gain clarity around who should be on your leadership team and the responsibilities they carry. Lastly, review the impact of your people by utilizing the People An...
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