RevOps Podcast

And our Special Guest:

Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

*If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Ep. 90 - The Best Strategies for Putting Out RevOps Fires

Thu, 18 May 2023 10:00:00 -0000

Sometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, from firefighting to Director of Revenue Operations & Intelligence at Instructure. Together, they discuss the urgent need for data governance in the face of burgeoning AI technologies and the pivotal role of revenue operations in the management of this data. From Darren's insights into strategic approaches to RevOps to a deep dive into the role of dashboards and data in driving behavior change, this episode is a must-listen for anyone seeking to navigate the intersection of technology, data, and business.

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And our Special Guest:

Darren Fay (Dir. of Revenue Operations & Intelligence, Instructure)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 89 - Listener Q&A: Generative AI All Day

Thu, 11 May 2023 10:00:00 -0000

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair and Howard discuss the excitement and possibilities that generative AI offers in augmenting human intelligence and improving communication between sales teams and customers. They also emphasize the importance of open communication and transparency when approaching sales teams about using generative AI to help shape the future of their jobs and ultimately their success.

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Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 66 - Using AI to Become Even More Human

Thu, 04 May 2023 10:00:00 -0000

Don't miss this one folks. It's our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling.

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And our Special Guest:

Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 88 - Combining Human Intuition and AI for Sales Success

Thu, 27 Apr 2023 10:00:00 -0000

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead.

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And our Special Guest:

Tim Hudson (Chief Commercial Officer, TE Connectivity)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 87 - The Risks and Rewards of AI in Sales

Thu, 20 Apr 2023 10:00:00 -0000

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team.

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And our Special Guest:

Tim Hudson (Chief Commercial Officer, TE Connectivity)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 86 - The Oxymoron of Sales Forecasting

Thu, 13 Apr 2023 10:00:00 -0000

Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately forecast sales, the quality of CRM data and how to avoid margin compression.

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And our Special Guest:

Barry Trailer (Partner, Sales Mastery, LLC)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 85 - The Secret to Sales Excellence in the Face of Uncertainty

Thu, 06 Apr 2023 10:00:00 -0000

The highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Ideal Customer Profile (ICP) and relentless qualification throughout the sales funnel as well as the significance of expanding footprints within existing accounts to weather the storm during challenging times.

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And our Special Guest:

Barry Trailer (Partner, Sales Mastery, LLC)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 84 - How to Use AI to Revolutionize Your Business Today

Thu, 30 Mar 2023 10:00:00 -0000

How can organizations use AI today to improve their business processes and drive more revenue? On this episode of the RevOps Podcast, our hosts Howard Brown and Alastair Woolcock delve into the world of Artificial Intelligence. They discuss how businesses need to start thinking differently about AI, its role in augmenting human intelligence and how it can be used to empower sales and marketing teams. They also explore how AI can be used to generate content and provide real-time support to sales reps.

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Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 83 - Driving Results with ABM and Intent Data

Thu, 23 Mar 2023 10:00:00 -0000

How can you create an effective ABM motion that aligns different teams across the org? Alastair welcomes back Kamil Rextin (Founder & General Manager at 42 Agency) to discuss how to use intent data, attribution data, and ABM technologies throughout the lifecycle. They caution against relying too heavily on third-party intent data and recommend prioritizing first-party intent data whenever possible. They also discuss how to align various teams around ABM motions using low-tech approaches and other methods to personalize the customer experience.

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And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 82 - Is Technical Debt Killing Your Productivity?

Thu, 16 Mar 2023 10:00:00 -0000

Sales reps are more overwhelmed and overtooled than ever. Kamil Rextin (Founder & General Manager at 42 Agency) joins Alastair this week to share his insights on the current trend of platform consolidation and explains how to identify the right problems to solve in order to personalize your outreach. Tune in to also get Kamil's tips on how to avoid technical debt, segment your audience, and use the right tools for the job.

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And our Special Guest:

Kamil Rextin (Founder & General Manager, 42 Agency)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 81 - Using Data to Ask the Right Questions

Thu, 09 Mar 2023 11:00:00 -0000

The power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunications and managed services fields, and he shares his expert insights on using data to inform decision-making in a rapidly changing business landscape. Also, hear their advice on how to use data to track goals, ask questions, and make forward-looking decisions.

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And our Special Guest:

Todd Kane (President, Evolved Management Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 80 - The Future of Sales Enablement & AI

Thu, 02 Mar 2023 11:00:00 -0000

Everyone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of enablement and the implications of AI across the industry. We also talk about how AI can be used to simplify the data that sales reps have to deal with, and how AI can help change behavior and prioritize actions to make the most impactful change.

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And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 79 - Sales Enablement: Nice-to-have or Need-to-have?

Thu, 23 Feb 2023 11:00:00 -0000

Successful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/enablement partnership. They talk about how technology can help drive behavioral change on sales teams, as well as how to orchestrate content to align to different buyer stages.

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And our Special Guest:

Steve Hallowell (VP, Strategic Services, Highspot)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 78 - Is Messy Data Damaging your Business?

Thu, 16 Feb 2023 11:00:00 -0000

The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, metrics, and how context is key to making the data actionable. And don't miss the end of the episode where Alastair shares his tried and tested way to determine the health of any deal by answering four basic questions.

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And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 77 - Revving Up your Go-To-Market Engine

Thu, 09 Feb 2023 11:00:00 -0000

Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market models for growth stage B2B companies, the need for efficient growth, and how to identify and remove inefficiencies in the go-to-market process. They also provide insights on how to balance the funnel and equip sellers to generate more demand.

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And our Special Guest:

Scott Stouffer (Consultant/Advisor/Coach, scaleMatters)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 76 - Every Obstacle Presents an Opportunity

Thu, 02 Feb 2023 11:00:00 -0000

In these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insights on the changing landscape of sales and the strategies to help you stand out in the crowd. Alastair and Jeff also discuss the importance of alignment, proper segmentation, and how to personalize the selling experience for each customer.

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And our Special Guest:

Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 75 - Belief is Your Superpower

Thu, 26 Jan 2023 03:00:00 -0000

Confidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales, the importance of customer relationships, and how to achieve success without sacrificing creativity.

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And our Special Guest:

Jeff Bajorek (Consultant/Advisor/Coach, Parabola Consulting)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 74 - Manufacturing RevOps

Wed, 18 Jan 2023 11:00:00 -0000

In manufacturing, there are so many moving parts that your communication between departments has to be even more clear and organized. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) returns to break down the ways that manufacturing businesses can foster a RevOps mindset to most effectively to create a seamless experience for sellers and buyers.

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And our Special Guest:

Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 73 - How to Repair your Sales Operations

Wed, 11 Jan 2023 11:00:00 -0000

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) discusses how best to repair your ailing Sales Operations by creating an environment that is centered around people and process.

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And our Special Guest:

Tim Gerardi (Dir. Sales Operations, TPC Wire & Cable)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 72 - The Voice of Customer Insights

Thu, 05 Jan 2023 11:00:00 -0000

The voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to discuss how to use the voice of the customer data to align company results. This data can show you where your customers are experiencing pain so you can build solutions accordingly.

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And our Special Guest:

Mallory Lee (VP, Revenue Operations, Nylas)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 71 - The Right Way to RevOps

Wed, 28 Dec 2022 11:00:00 -0000

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows what it takes to create a successful RevOps function that does what it's supposed to do. She shares how RevOps can help tell an objective, data-driven story about the value of what different teams are working on.

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And our Special Guest:

Mallory Lee (VP, Revenue Operations, Nylas)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 70 - The First 100 Days of a RevOps Leader

Wed, 21 Dec 2022 11:00:00 -0000

How do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bush is 60 days into her new role as the Senior Director of Revenue Operations at Revenue.io, so she's perfectly positioned to share her checklist of how to tackle your first 100 days as a RevOps leader.

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And our Special Guest:

Sara Bush (Senior Director, Revenue Operations, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 69 - Measuring Success in RevOps

Wed, 14 Dec 2022 11:00:00 -0000

Running a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at Drift, returns to break down the best ways to surface insights and measure success within a RevOps framework.

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And our Special Guest:

Sean Lane (Vice President, Field Operations, Drift)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 68 - Meeting Customers Where They Are

Wed, 07 Dec 2022 11:00:00 -0000

In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. We sit down with Sean Lane, VP of Field Operations at Drift, to discuss the best ways to address those challenges and meet your customers where they are.

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And our Special Guest:

Sean Lane (Vice President, Field Operations, Drift)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 67 - The Machines Need to Work for Us

Wed, 23 Nov 2022 11:00:00 -0000

Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can help us really focus in on the human side of selling.

Follow the Hosts on LinkedIn:

And our Special Guest:

Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 66 - Using AI to Become Even More Human

Wed, 16 Nov 2022 11:00:00 -0000

Follow the Hosts on LinkedIn:

And our Special Guest:

Joy Rowan (Vice President, Remote Sales, AmerisourceBergen)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 65 - Never Leave a Soldier Behind

Wed, 09 Nov 2022 11:00:00 -0000

Nurturing talent, especially in this tumultuous recessionary period, is more important than ever. Dana Therrien, Vice President & CRO Practice at Anaplan, returns with Alastair and Howard to talk about the best ways to support your team and help them succeed with the right tools and training.

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And our Special Guest:

Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 64 - Running With the Data

Wed, 02 Nov 2022 10:00:00 -0000

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.

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And our Special Guest:

Dana Therrien (Vice President, Chief Revenue Officer Practice, Anaplan)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 63 - Using Data to Find the Whitespace

Wed, 26 Oct 2022 10:00:00 -0000

In this tough sales climate, seeking out the whitespace in your market is key. Sylvain Giuliani, Head of Growth and Operations at Census, is back with Howard and Alastair to explore how to remove the silos of data in RevOps and drive insights to reps and customers. For those who love data, you won't want to miss this episode!

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And our Special Guest:

Sylvain Giuliani (Head of Growth & Operations, Census)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 62 - To PLG, or Not to PLG, That is the Question

Thu, 20 Oct 2022 10:00:00 -0000

The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to execute it to precision.

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And our Special Guest:

Sylvain Giuliani (Head of Growth & Operations, Census)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 61 - Outside-In RevOps

Thu, 13 Oct 2022 10:00:00 -0000

Customer Experience in RevOps isn't just about how to improve retention rates and connect with customers, it's the alignment of buyer behavior and journeys across all channels. We talk again with Karen Steele, former CMO and executive from LeanData, VMware, and Marketo, to discuss how RevOps doesn't just enable the internal teams, but also enables buyers externally.

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And our Special Guest:

Karen Steele (Founder & Advisor, Alloy)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 60 - Listener Q&A #1

Thu, 06 Oct 2022 10:00:00 -0000

The message line is live! This week, Alastair answers listener questions submitted to our all-new message line. He talks building a RevOps team at different stages, hiring best-practices for RevOps-specific roles, and how to augment your tech stack to maximize efficiency across the entire team.

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Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 59 - In Customer Experience, Experience is Everything

Thu, 29 Sep 2022 10:00:00 -0000

Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'.

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And our Special Guest:

Karen Steele (Founder & Advisor, Alloy)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 58 - The Art of Story Across Millennia

Wed, 21 Sep 2022 10:00:00 -0000

This week, Alastair sits down with William Tyree, Revenue.io's CMO, to discuss how marketing has evolved since the beginning of time (almost literally) to now implementing the best practices within a RevOps framework.

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And our Special Guest:

William Tyree (CMO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 57 - The Boardroom to the Front Line

Wed, 14 Sep 2022 10:00:00 -0000

How do you create transparency and accountability from the boardroom to the front line? Common KPIs and a shared source of truth are key. Listen in as Howard and Alastair discuss the concept of total transparency, with practical steps to creating an open environment for sharing both good and bad news.

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Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 56 - Who Moved My Cheese with Natalie Furness (Part 2)

Wed, 07 Sep 2022 10:00:00 -0000

This week, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change.

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And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 55 - Who Moved My Cheese with Natalie Furness (Part 1)

Wed, 31 Aug 2022 10:00:00 -0000

The implementation of RevOps is a fast-growing trend among the most influential companies in the world. This week, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change.

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And our Special Guest:

Natalie Furness (CEO, RevOps Automated)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 54 - How to Slash your Stack with Marcela Piñeros

Wed, 24 Aug 2022 18:52:00 -0000

Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair once again to discuss the best ways to go about slashing your tech stack. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services.

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And our Special Guest:

Marcela Piñeros (Global Head of Sales Enablement, Stripe)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 53 - The Musicality of RevOps with Marcela Piñeros

Wed, 17 Aug 2022 17:35:00 -0000

Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services.

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And our Special Guest:

Marcela Piñeros (Global Head of Sales Enablement, Stripe)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 52 - Verbal Jiu-Jitsu and Other Selling Techniques

Wed, 10 Aug 2022 10:00:00 -0000

Nearly 2/3rds of sales are virtual in B2B, and conversations are hard to get with buyers. In this episode, Howard and Alastair impromptu role-play sales conversations and talk through ways to improve the effectiveness of reps on calls.

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Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 51 - Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 2)

Wed, 03 Aug 2022 10:00:00 -0000

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.

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And our Special Guest:

Ray Rike (Founder & CEO, RevOps Squared)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 50 - Metrics Every Revenue Leader has to Focus on Right Now with Ray Rike (Part 1)

Thu, 28 Jul 2022 10:00:00 -0000

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business.

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And our Special Guest:

Ray Rike (Founder & CEO, RevOps Squared)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 49 - How to Level Up your Sales Enablement with Maria Bross

Wed, 20 Jul 2022 10:00:00 -0000

90% of sales training is forgotten in just 30 days. With the majority of what we're taught escaping our grasp, enablement best practices are integral to reinforce the training and help sellers sell better. Alastair sits down with Maria Bross, Revenue.io's Director of Sales Development and enablement expert, to reveal how you can improve client engagement in a RevOps model.

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And our Special Guest:

Maria Bross (Director of Sales Development, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 48 - FOMO is Dead. What Now?? (Part 2)

Wed, 13 Jul 2022 10:00:00 -0000

Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".

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And our Special Guest:

Brent Adamson (Global Head of Research & Communities, Ecosystems)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

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Ep. 47 - FOMO is Dead. What Now?? (Part 1)

Thu, 30 Jun 2022 10:00:00 -0000

Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".

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And our Special Guest:

Brent Adamson (Global Head of Research & Communities, Ecosystems)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 46 - Selling in a Downturn

Fri, 24 Jun 2022 10:00:00 -0000

Selling in a downturn is about to be front of mind for most companies. This week, join Alastair and special guest Andrew Bentley to discuss real-world tactics that salespeople can use to sell in periods of recession and stagflation. Andrew brings 30yrs+ sales leadership from Microsoft, IBM, SAS, and AWS.

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And our Special Guest:

Andrew Bentley

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 45 - Giving Reps an Unfair Advantage Using Data at the Point of Decision

Fri, 03 Jun 2022 10:00:00 -0000

In this episode, Jordan, Alastair, and Howard talk about how daunting the job of an enterprise seller is and why most reps don't hit quota. It's a great discussion about how to utilize data during the critical moments that matter in deals to create augmented intelligence for reps.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations, The Riverside Company)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 44 - The Critical Moments that Make or Break RevOps Adoption

Thu, 26 May 2022 10:00:00 -0000

In this episode, Jordan, Alastair, and Howard talk about the critical moments that make or break RevOps adoption. Tune in for a passionate discussion - and some disagreements - about approach, frustrations, and how to fast-track wins.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations, The Riverside Company)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 43 - Hiring a Head of RevOps

Thu, 19 May 2022 10:00:00 -0000

After a little hiatus, we're back at it! There will be some changes coming to the RevOps Podcast, so today we wanted to introduce the new co-hosts. Howard Brown, CEO of Revenue.io, and Alastair Woolcock, CRO at Revenue.io, join Jordan for a lively conversation about hiring your head of Revenue Operations.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations, The Riverside Company)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 42 - From the Archive: AE Metrics Masterclass: Advanced Sales Metrics You Must Be Tracking

Wed, 20 Apr 2022 10:00:00 -0000

Today, we're back with another oldie but goodie. (Well, it's not that old, but I guess in podcast years, it might actually be.) Anyway, this was another top downloaded episode that we wanted to put in your feed again. It's from our "201 Metrics" series, where we break down performance and diagnostic metrics for different roles on a revenue team.

It should be no surprise that AE metrics was a highly popular topic. After all, AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great metrics to cover. Some you may know, while others may catch you off guard. This is a weird episode. We have a ton of fun. Jonathan-fish-tank-camera-level fun. Don’t miss it!

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Business operations: when you’ll need it and why, eventually, you won’t

Ep. 41 - From the Archive: How To Enter an Organization and Build Ops, with Rachel Nazhand

Wed, 13 Apr 2022 10:00:00 -0000

Today, we are digging into the archives and revisiting an early episode that is a favorite of ours and our listeners. We were lucky to have an awesome guest on the show with us, Rachel Nazhand (Head of Business Operations at Lunchbox). Jordan and Rachel had been bouncing ideas around for almost a year in the DMs before she finally joined us on the podcast. (He wouldn't admit it, but it's probably why he's so good at his job.) Rachel's POV provides a TON of value. She's been working with startups for a while. Lunchbox is her fourth. And they're growing fast, from 60 to 235 employees since the start of the year. So on this episode we focused on what happens when you enter an organization and need to build out ops.

Referenced articles:

What is BizOps? And why every founder should hire a BizOps pro, early

Guest:

Connect with Rachel Nazhand on Linkedin

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 40 - Role Specialization and Attribution Models with Greg Poirier

Wed, 06 Apr 2022 10:00:00 -0000

In this episode, we have another top-notch RevOps guest, Greg Poirier, CEO of CloudKettle, a consultancy that helps enterprises build and optimize their Revenue Operations.

He held back on the chess and Star Trek references, but didn't pull any punches when it came to all things RevOps. Greg has done it all, from working at small companies to large enterprises. He has even gone through multiple acquisitions, including one by Salesforce. After wearing many hats, Greg knew his passion lied in what we now call Revenue Operations, and thus CloudKettle was born, where he gets to handle RevOps for many enterprise organizations.

The gang chats with Greg about the limitations of doing RevOps internally, role specialization on your RevOps team, and his very HOT TAKE on attribution models (imagine that, a RevOps leader from Salesforce has strong opinions on how attribution should be done!).

Resources Mentioned:

How to Market to Customers Small, Medium, Large, Extra Large with Lauren Vaccarello, SaaStr Annual 2017

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

And our Special Guest:

Greg Poirier (CEO, CloudKettle)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 39 - Logic Game: You Just Had a Great Quarter, but Your Forecast for this Quarter is Bad

Wed, 30 Mar 2022 10:00:00 -0000

How do you know Jordan went to law school? He only brings it up EVERY. SINGLE. EPISODE! And this episode is no exception. Since the "Logic Game" episode was such a hit (where we drew inspiration from Jordan's days in law school), we decided to do it again. If you missed that episode, shame on you. But here's the quick rundown–we took a RevOps scenario, laid out the facts (i.e., the "fact pattern"), then gave recommendations as to how our fictional subject should handle the situation.

Jordan, once again, starts by laying out the "fact pattern" (which we've included below) and tries to stump Jonathan and Brandon. After plenty of banter–and some attempted mindreading by Jonathan and Brandon–the gang gets to work and has a lively discussion about how they would handle this RevOps scenario. Chances are, you may have found yourself in this situation in the past or will find yourself there in the future as a RevOps leader. So get your pencil and paper, and get ready to take notes.

Fact Pattern:

Helen Back is leading RevOps at a 450-person software company. Her sales team just had its biggest quarter ever in terms of closed-won new business.

Helen is doing her next quarter forecasting and is realizing that their pipeline is weak. The team is currently forecasted to hit about 50% of its quota capacity in the next quarter. Through digging into the pipeline generation metrics, Helen has discovered that the sales team is not self-generating any new logo business.

The pickup rate on marketing-generated leads is around 80%. Marketing-generated pipeline is down about 40%, quarter-over-quarter, and the average new pipeline deal size is down by about 60%, quarter-over-quarter. What are the major issues and how does Helen right the ship?

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 38 - How to Optimize Lead Response, Embrace RevOps & Maximize Revenue

Wed, 23 Mar 2022 10:00:00 -0000

Fast lead response has never been more important. But with leads and data constantly coming in from multiple sources, how can reps know where to focus in order to drive maximum revenue? This week, Brandon and Jordan sit down with Rob Simmons (VP of Sales Development at LeanData) to learn how top-performing companies are aligning sales, marketing, and operations to optimize lead response and maximize revenue.

You'll hear:

How top-performing companies are prioritizing leads in response to real-time insights
Major lead routing mistakes companies routinely make (and how to avoid them)
How to keep reps automatically focused on the next best actions
How to scale the success of your top performers

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

and Our Special Guest:

Rob Simmons (VP of Sales Development @ LeanData)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 37 - Logic Game: The First 30 Days of Being a VP of RevOps

Wed, 16 Mar 2022 10:00:00 -0000

We're doing something a little different on this episode. As many of our listeners probably know, Jordan is an attorney by education and we're taking a page from the good ol' law school textbook. What they'll do is lay out all of the facts of a case, then you have to go through it, analyze it and make recommendations based on the information.

And in the case for this episode, the facts are based on a question we got from a listener. Jordan starts by laying out the "fact pattern" (which we've included below), then the gang goes to work discussing the details and making recommendations for this listener. Many of you may be in this same situation, or will find yourself here soon, so we thought it would be a great episode that everyone would benefit from.

Fact Pattern:

• Polly Ester is a new VP of RevOps, and started 5 weeks ago at an Enterprise SaaS company with 250 employees. Polly has never held a true RevOps title but has spent the last 15 years working in data and business analytics at financial services companies in roles ranging from entry to VP.

• She took the role in RevOps as a new adventure/test with a leadership team that she personally knows. She’s leaning into the steep learning curve and is reaching out to RevOps leaders to pick their brains about her new venture.

• You are a RevOps leader, and she has reached out to pick your brain. She’s super organized and has provided you with a list of questions she’d like to discuss on your call.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 36 - Office Hours #3: Career Advice and Conversion Rate Optimization

Wed, 09 Mar 2022 11:00:00 -0000

The RevOps Professors are back for our third office hours episode. We get a whole bunch of questions via LinkedIn, email, and even text messages asking us about Revenue Operations. We love it, keep on submitting them! But sometimes, we get a backlog. So, today we plow through a handful of our favorite questions because if one of our listeners has a question, we know that many more of you will probably want to hear the answer as well. On this episode we cover career advice and conversion rate optimization, among other topics.

Resources Mentioned:

The Prof G Pod with Scott Galloway

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 35 - Sales Coaching with Ryan Vaillancourt

Wed, 02 Mar 2022 11:00:00 -0000

On this week's episode, we're talking about coaching with the VP of Sales at Revenue.io, Ryan Vaillancourt. More specifically, we are talking about key data that drives sales coaching, how to find that data, and how to use it to coach at the highest level.

Books mentioned:

The Talent Code by Daniel Coyle

Podcasts Mentioned:

Finding Mastery Podcast with Michael Gervais

How I Built This with Guy Raz

Lochhead on Marketing with Christopher Lochhead

Masters of Scale with Reid Hoffman

The Tim Ferris Show with Tim Ferris

The Prof G Pod with Scott Galloway

Metrics that Measure Up with Ray Rike

The Daily Stoic with Ryan Holiday

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

Ep. 34 - Aligning Your Business Around a LinkedIn Strategy, with Alec Paul

Wed, 23 Feb 2022 11:00:00 -0000

On this week's episode we're talking about LinkedIn. Today we have a bit of a change in format. Jonathan is out of office, so our trusty producer and resident LinkedIn expert Alec Paul joins us (with Jordan's permission) as a full guest. Alec has had a lot of recent LinkedIn success, at least at aggravating people, which we'll talk about. Plus, we'll get into why exactly you should post on LinkedIn (and how), the importance of aligning your business around a social strategy and Alec's favorite advanced LinkedIn tips.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

2022 Sales Pipeline and Revenue Benchmarks

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

Ep. 33 - 2022 Sales Pipeline and Revenue Benchmarks, with Ray Rike

Wed, 16 Feb 2022 11:00:00 -0000

Are your reps generating enough pipeline? It's a question that keeps every sales leader up at night. So Revenue.io, RevOps², TenBound and DemandBase decided to do some research. On today's episode, Ray Rike (Founder of RevOps²) joins us to discuss the results. In addition to getting pipeline and benchmark averages from over 200 companies, we found that there's a sweet spot for how much pipeline and revenue your sales reps should create (if you go past it you'll actually create less revenue). So if you want to start counting sheep instead of pipeline numbers, this is the episode you need to put all your sales worries to bed.

Books Mentioned:

Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore

Traversing the Traction Gap by Bruce Cleveland

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

Ep. 32 - Are Your Internal Stakeholders Your "Customer"? with Jen Igartua

Wed, 09 Feb 2022 11:00:00 -0000

By day, Jen Igartua is CEO at Go Nimbly, the first revenue operations consultancy, where she helps SaaS companies drive revenue by creating a frictionless, human buying experience. By night, she's creating sweet card games with her friends at Pillbox. In-between, she's listening to the RevOps Podcast. Yup! She's a fan AND an all around expert in marketing & sales alignment. Today Jordan (finally) comes prepared and the result is a wonderful, wide-ranging interview on RevOps. We get into what it takes to start a RevOps team at different business sizes, why our relationship with work is so broken, and why internal stakeholders are NOT your customers. Plus, Jen explains how focus just might be Go Nimbly's competitive advantage.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

Ep. 31 - A Buyer's Guide: Navigating the SalesTech Marketplace

Wed, 02 Feb 2022 11:00:00 -0000

There’s thousands of SalesTech solutions out there, and the number is only set to grow. On today's episode we tell you how to find the best of the best. Every spot in a sales tech stack is valuable. But with so many choices these days, it can be hard to figure out exactly which tools deserve a spot. Tune-in to hear the simple system that Jordan created to narrow down the search in this overwhelming SaaS marketplace, and ensure that you buy the right solutions for your needs.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Influence: The Psychology of Persuasion

Ep. 30 - Office Hours #2: Discounting, RevOps Career Advice, and Staying Organized

Wed, 26 Jan 2022 11:00:00 -0000

The RevOps Professors are back for our second ever office hours episode. We get a whole bunch of questions via LinkedIn, email and even text messages asking us about Revenue Operations. We love it, keep on sending them, but sometimes we get a backlog. Today we plow through a handful of our favorite questions because if one of our listeners has a question we know that many more of you have the same question. On this episode we talk discounting, RevOps career advice and how to stay organized.

Resources Mentioned:

Storytelling with Data

Never Split the Difference: Negotiating As If Your Life Depended On It

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Scrum: The Art of Doing Twice the Work in Half the Time

The Five Dysfunctions of a Team: A Leadership Fable

Made to Stick: Why Some Ideas Survive and Others Die

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 29 - The Value of Account Scoring

Wed, 19 Jan 2022 11:00:00 -0000

This week we are going to talk about Account Scoring. It's one of those subjects Jonathan has wanted to talk about for a long time. But Jordan always says it sounds kind of boring. Today he was (rightly) overruled. We once talked about lead scoring and only got into Account Scoring a bit with Jon Miller (check out that episode here). But we've never done a full episode on it. This is such a valuable topic and much different than lead scoring. Tune-in today for some classic RevOps razzle dazzle as we go deep on why.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 28 - Elevating Pipeline: Why Sales & Marketing Attribution Drive Revenue

Wed, 12 Jan 2022 11:00:00 -0000

This week we finally did it. The episode we have teased forever: sales and marketing attribution. The topic is dense, always exciting and important. We expect you to have strong feelings about this one and encourage you to send them all to Jordan directly. So tune-in today and let's talk about attribution.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 27 - How RevOps Helps Deliver Exceptional Buying Experiences, with Howard Brown

Wed, 05 Jan 2022 11:00:00 -0000

All right, everybody, buckle up. Welcome to this week's episode of the RevOps podcast. Today we have a special guest, Jordan's boss! That's right, Howard Brown (Founder and CEO of Revenue.io) stops by to answer the most important question of all: How the hell did Jordan get hired? Then we talk about the history of Revenue.io, the recent name change, and why RevOps is key to delivering exceptional buying experiences.

Resources:

The Emergence Of The Revenue Operations Platform (Forbes)

Cloudingo (The tool we use for data hygiene)

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 26 - Sales Enablement Metrics: Increasing Competitive Win Rates and Shortening Deal Cycles

Wed, 29 Dec 2021 11:00:00 -0000

We've talked about a lot of metrics aligning different pieces of the revenue organization. Marketing to sales, sales to CS, revenue operations in general, all the metrics that you could want to know about your business. This week we want to talk about one that we think is not top of mind for most people, but is incredibly important: sales enablement and sales enablement. Some of you may already be thinking, "Why the hell does revenue operations care about sales enablement?" Well, there's a ton of reasons! First and foremost, we have to be closely aligned with enablement because a lot of what we do in RevOps is implementing new ways to track data and that requires a lot of enablement on the sales team. Why? Because if they're not following those processes and using that tech appropriately, all of our work is for not.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 25 - How to Measure Your Intent-Based Strategy

Wed, 22 Dec 2021 11:00:00 -0000

This week we continue our 201 series on diagnostic metrics with intent-based marketing. This is a super exciting topic because intent-based data is relatively new and it's a HUGE piece of most ABX experiences. Businesses are really starting to lean into intent data. So, first we talk about what an intent-based marketing strategy is, as some listeners may not be familiar and we want to lay that framework for everybody. For those who love a formal definition: Intent-based marketing involves marketing a service, a product based on a customer's online actions or previous actions that you can use to indicate their intent to purchase or consume or use the products or services that you provide.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 24 - How to Manage RevOps Capacity and Scale Your Team, with Andy Mowat

Wed, 15 Dec 2021 11:00:00 -0000

Andy Mowat (Founder and CEO of Gated) is a serial entrepreneur, advisor, and investor with over 18 years of experience in growing technology companies, with a focus on Marketing and Revenue Operations. Andy has scaled three unicorns, including: Culture Amp (he drove a 10X growth in ARR in four years), Box (he ran all post-sale operations and marketing operations across 80,000 customers), and Upwork (built the initial marketing and sales systems). Today he joins us to talk about building RevOps from the ground up, how to manage capacity and scale your team.

Guest Resources:

Andy's RevOps Handbook

Gated Manifesto

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 23 - RevOps for RevOps: How to Track Your Own Performance

Wed, 08 Dec 2021 11:00:00 -0000

We are back on track this week. We know we've had some fun recently. We've had awesome guests. We've held our first office hours, But today we're back to RevOps 201, which loyal listeners will remember as our series on diagnostic metrics. In this episode we're talking about the metrics that you can use to diagnose problems across your entire revenue operation. We've talked about Marketing and Sales Alignment metrics. We've talked about CS and Sales Alignment metrics. And we would be remiss if we didn't spend some time talking about metrics to diagnose your RevOps team itself. We've gotten a lot of questions over the past months. Like, how do you measure your team's success? And how do you measure what RevOps is actually doing? So we're going to answer those questions and much more. Don't miss this one.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep 22. - Office Hours: Landing an Ops Job, Account Targeting, and Two Truths and a Lie

Wed, 01 Dec 2021 11:00:00 -0000

The Professors are in and their office door is wide open. Come on in! Today we air our inaugural episode of a new series called...Office Hours. Original, we know. We did not copy this format from another podcast. We made this up on our own. Don't look into it. As you know, our loyal listeners send the hosts a litany of questions every week. We usually have time to answer just one of them in our famous This Week on LinkedIn sement. But today, we answer much more than that! Don't miss it.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep. 21 - Marketing Metrics: CAC, LTV, and Many Other Acronyms

Wed, 24 Nov 2021 11:00:00 -0000

We've aired a few special episodes recently, but now we’re back to RevOps 201. Today we’re talking marketing metrics to align your revenue operation. Marketing metrics are super interesting. There's a ton of them and many don't even help you align. It's kind of like sales and CS. There's stuff that's good to know, but "how many phone calls your sellers make” is not necessarily helping you align your revenue operation. Tune-in for a deep dive on the ONE marketing metric to rule them all: CAC (customer acquisition cost). Plus, a deep-dive on LTV and many other fun acronyms.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Business operations: when you’ll need it and why, eventually, you won’t

Ep. 20 - How To Enter an Organization and Build Ops, with Rachel Nazhand

Wed, 17 Nov 2021 11:00:00 -0000

Today we are excited to have an awesome guest on the show with us, Rachel Nazhand (Head of Business Operations at Lunchbox). Jordan and Rachel have been bouncing ideas around for almost a year in the DMs. He wouldn't admit it, but it's probably why he's so good at his job. Rachel's POV provides a TON of value. She's been working with startups for a while. Lunchbox is her fourth. And they're growing fast, from 60 to 235 employees since the start of the year. So on this episode we're focusing on what happens when you enter an organization and need to build out ops.

Referenced articles:

What is BizOps? And why every founder should hire a BizOps pro, early

Guest:

Connect with Rachel Nazhand on Linkedin

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Follow Andy Paul on LinkedIn

Ep. 19 - Increasing Win Rates with RevOps and Andy Paul

Wed, 10 Nov 2021 11:00:00 -0000

The RevOps guys stop by Andy Paul's Sales Enablement Podcast to discuss Revops, Revenue and podcasting. This conversation was so valuable we just had to bring it to you here. Tue-in to learn how sales teams and individual contributors benefit from the work of RevOps. Plus, the importance of increasing win rates.

Guest:

Subscribe to the Sales Enablement Podcast

Learn more at AndyPaul.com

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Follow William Tyree on Linkedin

Ep. 18 - Special Episode: What's Next for RevOps? (ft. William Tyree)

Wed, 03 Nov 2021 10:00:00 -0000

Get ready for a wildly different episode. Brandon's producing. Jonathan's away on secret fish tank-related business. And we have a GIGANTIC announcement to make! Loyal listeners will know the name William. He's our boss. The man who pays Jordan's exorbitant appearance fees. Today William Tyree (CMO of Revenue.io) takes over as host and puts Jordan on the hot seat. Tune-in to learn why ringDNA is now Revenue.io and how we are thinking about what comes next for RevOps.

Guest:

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Ep 17. - AE Metrics Masterclass: Advanced Sales Metrics You Must Be Tracking

Wed, 27 Oct 2021 10:00:00 -0000

We probably should have talked about AE (account executive) metrics first. We've done SDR metrics, and we've done CS metrics, yet we haven't done AE metrics. That feels a bit off. But it's totally fine. We started where we started. "They can deal with it!" Jordan said. Obviously AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great metrics to go over today. Some you may know, while others may catch you off guard. This is a weird episode. We have a ton of fun. Jonathan-fish-tank-camera-level fun. Don’t miss it!

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Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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Ep. 16 - Increase Engagement and Conversions with Better Content Experiences, with Randy Frisch

Wed, 20 Oct 2021 10:00:00 -0000

Today we are super excited to have our second guest stop by the podcast. Randy Frisch is Co-Founder, CMO & President of Uberflip, and author of the excellent book F#ck Content Marketing: Focus on Content Experience to Drive Demand, Revenue & Relationships.

We all know what content creation is, but are you familiar with Content Experience? The role of most content marketers is not necessarily associated with the distribution of the content. They're great at creating content at scale, however what's the point in investing in all that content if you don't use it? That's where content experience comes in. Tune-in to this episode to learn how to ensure all that content you've created is consumed by thinking strategically about the environment, structure, and ways we get people to engage in our content.

About the Guest:

Connect with Randy on LinkedIn: https://www.linkedin.com/in/frischrandy

Follow Randy on Twitter: https://twitter.com/randyfrisch

Learn more about Uberflip: https://www.uberflip.com

Buy F#ck Content Marketing book: https://www.amazon.com/Content-Marketing-Experience-Revenue-Relationships-ebook/dp/B07NPDQR4F/

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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Ep. 15 - Avoid the Churn: Customer Success and Marketing Alignment Metrics

Wed, 13 Oct 2021 10:00:00 -0000

Today we continue our deep-dive into what Jordan calls RevOps 201. Last week we spoke about the key metrics to align SDR and marketing functions. On this episode we take it a step further by getting into how you keep customers happy (and reduce churn) with customer success and marketing alignment metrics. First and foremost we talk about adoption, but that’s just the tip of the iceberg. There’s so much more. Don’t miss this one.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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Ep. 14 - RevOps 201: Key Metrics to Align SDR & Marketing Functions

Wed, 06 Oct 2021 10:00:00 -0000

We're doing something a bit different today. Over the past few months, the conversations we've held are what Jordan calls "RevOps 101". Transactional, operational things that are (of course) very important, but it's time for us to shift focus. Welcome to RevOps 201, where we'll be talking (mainly) about metrics. Not like basic, boring metrics, but things that are transformational across your business. Today we're talking about diagnostic metrics, specifically those that can be used to align your SDR and marketing functions.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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Ep. 13 - Target Acquired: The Importance of Lead Scoring & Prioritization

Wed, 29 Sep 2021 10:00:00 -0000

It's a Jonathan episode! He and Jordan built an elaborate lead scoring system at ringDNA and we're going to walk you through the Why and How. First though, what is lead scoring? Here's how we (read: Jordan) define it: a methodology that helps sales and marketing determine the sales readiness of leads and the type of content and conversations they should be having with potential buyers. It can be complex, but that's why you hire a Jonathan.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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Ep. 12 - Priced to Win: How Pricing Can Make or Break Your SaaS Product

Wed, 22 Sep 2021 10:00:00 -0000

This week we are diving into a very interesting topic: pricing. Pricing is ubiquitous. Marketing, sales, customer success, your entire team, really, has a vested interest in pricing. Why? Because pricing can make or break your business. Simply put, pricing means what you're asking people to pay for your product. But there is one big caveat to this entire conversation. Not all industries price the same. We have listeners in real estate, consumer goods, and so forth. Today we are focusing on pricing in the software as a service (SaaS) business, which presents its own unique challenges and opportunities.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

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