When it comes to growing a young company, a RevOps team has their work cut out for them. With a background in VC, this week’s guest is here to help. She’s a visionary, results-driven GTM exec who excels at building multichannel teams. Please welcome to the show, Partner at Stage 2 Capital, Mandy Cole! Mandy joins David and Jarin to share her tips for RevOps teams. Mandy goes in depth on the importance of prioritizing quality over quantity, why sellers need to focus on buyer driven signals, and what the future holds for BDRs. 

Takeaways:

• RevOps teams in a portfolio should focus on prioritizing quality over quantity in their outbound strategies. Utilizing new AI tools and personalized messaging can significantly improve pipeline building and enhance ABM strategies.
• The role of BDRs is evolving as companies leverage AI to improve outreach and achieve better success. While there may be a decrease in the number of BDRs needed, their focus will be on following up more effectively with targeted accounts.
• A successful RevOps team should prioritize both growth and retention, focusing on leading indicators of retention and product usage. By taking a data-driven approach to measuring pipeline, finger-pointing can be eliminated and shared goals can be achieved.
• Leveraging your CRM and incorporating a buyer-driven process ensures accurate pipeline reports and qualified leads, removing uncertainties and improving sales forecasting.
• It is important to consider red flags in RevOps due diligence, such as the lack of retention data, focus on inefficient growth, and absence of thoughtful processes implemented by the RevOps team.
• Companies should evaluate their tech stack and streamline their tools to avoid duplication and improve data integration. Additionally, they should explore new technologies, such as AI, to drive better outcomes and maximize ROI.
• It is crucial for companies to focus on one target market, such as mid-market, before expanding to enterprise. Attempting to cater to multiple market tiers simultaneously can strain resources and hinder success.

Quote of the Show:

• “It starts with really understanding your ICP and your buyer journey.” - Mandy Cole

Shoutouts:

• Andrew Bennett: https://www.linkedin.com/in/andrewleebennett/ 
• Greg Kokino: https://www.linkedin.com/in/gregkokino/ 
• Modern Sales Pros: https://modernsaleshq.com/ 

Links:

• Twitter: https://twitter.com/MandyHCole 
• LinkedIn: https://www.linkedin.com/in/mandyhcole/ 
• Website: https://www.stage2.capital/ 

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars 
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702 
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh