Excellence in Execution with Jarred Young, VP of Sales at Maropost

April 25, 2024 • 41 MIN

This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost. In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it’s important to focus on execution, and how partnerships can be an effective channel. Jarred is VP of Sales at Maropost, a global unified commerce platform that connects companies with their customers at every step of their journey. Prior to this, he held positions as VP of Sales at Terminus and Director of Sales at Formstack.

Adapting to B2C Trends in the B2B Market with Chris Turner-Green of TechnologyAdvice

April 18, 2024 • 36 MIN

This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice. In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and how it is shifting towards being more similar to B2C sales. They also touch on how to become a thought leader and the impact of AI on both business and buyers. Chris is the current VP of Sales, EMEA at TechnologyAdvice, a full-service B2B media company delivering marketing and data for over 600 technology companies. Prior to this he was UK Managing Director at G+J iMD (International Media Sales) and Head of Title & Campaign Management at News UK.

Optimizing Sales Operations Success with Akira Mamizuka of LinkedIn

April 11, 2024 • 29 MIN

This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn’s sales ops structure, quota setting philosophy, and strategies for driving performance improvement, as well as the characteristics of top performers and how LinkedIn optimizes their sales organization for success. Akira Mamizuka is the Vice President of Global Sales Operations, SaaS at LinkedIn. He has been at LinkedIn for over a decade. Akira currently represents 60% of total B2B revenue, and is responsible for Member & Customer Success teams, as well as Marketing Planning & Performance. Before LinkedIn, Akira was with McKinsey & Company for almost three years.

The Power of Partnerships with Willem Hendrickx, CRO of Vectra AI

March 28, 2024 • 35 MIN

This week on the Revenue Insights Podcast we are joined by Willem Hendrickx, CRO at Vectra AI. In this episode, Lee and Willem explore Vectra AI’s sales function, including their approach to partnerships, combining quality and quantity for the 2024 pipeline, and Willem’s approach to leadership. Willem is CRO at Vectra AI, an AI-driven threat detection and response solution for hybrid and multi-cloud enterprises. He has been with Vectra for four years, and also acts as the SVP International. Prior to joining the company, Willem was Founder and Chairman of the Board at GIG Technology.

How to Close 7+ Figure Deals with Paulo Veloso, CRO at Digibee

March 21, 2024 • 44 MIN

This week on the Revenue Insights Podcast we are joined by Paulo Veloso, CRO at Digibee. In this episode, Lee and Paulo discuss the importance of outcome-based selling, why finding the right fit is crucial to building a high-performing team, and how to think outside the box when selling. As CRO at Digibee, Paulo leads the global sales and business development strategy for a fast-growing and innovative platform. Prior to this position, Paulo was VP of Sales for the Americas at Torq and Security Sales Area Vice President at Splunk. He also acts as an Advisor for Byos and is on the Cyber Security Advisory Committee Board at the University of South Florida.

Closing the Sales Performance Gap with Fractional CRO John Hammond

March 14, 2024 • 48 MIN

This week on the Revenue Insights Podcast we are joined by Fractional CRO John Hammond. In this episode, Lee and John explore the 2024 B2B Sales Benchmark Report findings and discuss their own experiences of top performers, the current state of sales coaching, and how to effectively lead high performance teams. As a fractional Chief Revenue Officer, John works with a number of companies to maximize and drive their revenue growth. Currently he acts as Non Executive Director at Routefusion, Commercial & GTM Business Advisor at Duel Tech, and CEO of JHKL.

The Attributes of Top-Performing Reps according to 7 Revenue Experts

March 7, 2024 • 21 MIN

This week on the Revenue Insights Podcast we are bringing you a very special episode all about what sets apart top performers. Featuring insights from our previous guests Sean Frazer, Chris Elliott, Jennie Drimmer, Adrian Davis, Bob Marsh, Collin Mitchell, and Aaron Hill, this is an episode you don’t want to miss out on.

Analysis of $54 billion in revenue: Insights from the 2024 B2B Sales Benchmark Report

February 29, 2024 • 21 MIN

In this exclusive episode of the Revenue Insights Podcast, Guy presents the key insights from the 2024 B2B Sales Benchmark Report and reveals how top sales performers are achieving success, delves into how technology can streamline the qualification process and improve sales team performance, and why effective objection handling, relationship building, and proactive opportunity management matters.

Crafting an Effective Sales Kickoff with Jennie Drimmer, CRO of Thomas International

February 22, 2024 • 30 MIN

In this episode, Lee and Jennie explore sales kickoffs, discussing how to make them engaging and effective as well as how to communicate business impact during them. They further dig into why sellers need to slow down during discussions with clients.

Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary

February 15, 2024 • 38 MIN

In this episode, Lee and Chris explore the evolving sales landscape and how this is affecting BizLibrary’s go-to-market strategy, how self-sourcing sets top-performing salespeople apart, and how to make a balanced work environment that lets people thrive while still delivering results.

Should You Replicate Your Top Performers? With Sean Frazer, VP of Revenue Operations at Dental Intelligence

February 8, 2024 • 45 MIN

In this episode, Lee and Sean explore RevOps at Dental Intelligence, from the four data points critical to every sale to the time-saving capabilities and use cases of AI. They further touch on whether or not you should replicate your top performers as they might not always be using the best practices.

Don’t Neglect the Discovery Stage with Frédéric Guitton of QLM

February 1, 2024 • 31 MIN

In this episode, Lee and Frédéric discuss the paramount importance of the discovery stage for managing QLM’s customers’ journeys, including how to align sales teams on the ICP, what sets apart the top performers, and how Frédéric helps his teams hit their targets.

Bringing Authenticity Back Into Sales with Stephen Thomas, CRO of Asigra

January 25, 2024 • 36 MIN

In this episode, Lee and Stephen discuss the importance of authenticity, relationship building, and open communication with customers for sales and RevOps leaders.

A People-First Approach to RevOps with Srujan Joshi of EventMobi

January 18, 2024 • 32 MIN

This week on the Revenue Insights Podcast, we are joined by Srujan Joshi, Revenue Operations Lead at EventMobi.

The State of B2B Sales in 2024 with Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate, Inc

January 11, 2024 • 38 MIN

This week on the Revenue Insights Podcast, we are joined by Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate, Inc.

Selling in 2023 & Beyond: What the Top 1% Have Figured Out

January 8, 2024 • 26 MIN

In this exclusive episode of the Revenue Insights Podcast, we delve back into the vault to pick the most impactful insights from our expert guests of 2023. We'll spotlight key takeaways that slipped by, aiming to supercharge your go-to-market strategy, thought leadership, and beyond, propelling them to new heights.

Navigating Sales Chaos and Clarifying Opportunities for Revenue Teams with Adrian Davis, President and CEO at Whetstone

December 28, 2023 • 37 MIN

This week on the Revenue Insights Podcast, we are joined by Adrian Davis, President and CEO at Whetstone

Why Do You Win and Lose Deals? Find Out from Four Revenue Experts

December 22, 2023 • 23 MIN

This week on the Revenue Insights Podcast, we are bringing you a special episode on understanding why you win and lose deals, and then leveraging that data to close more deals consistently. We’re revisiting four of our esteemed guests: Loren Brockhouse, Zach Gropper, Rouzbeh Rotabi, and Eddie Reynolds.

Selling with Simplicity: Helping Customers Make Decisions with Bob Marsh, Sales Keynote Speaker & CRO at Bluewater

December 14, 2023 • 37 MIN

This week on the Revenue Insights Podcast, we are joined by Bob Marsh, Sales Keynote Speaker & CRO at Bluewater

The Art and Science of Selling with Andy Paul, Author, Podcaster, and Speaker

November 23, 2023 • 51 MIN

In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.

Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023

November 16, 2023 • 19 MIN

This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.

A 5-Step Framework For Efficient Coaching with Consultant Justin Jay Johnson

November 9, 2023 • 35 MIN

This week on the Revenue Insights Podcast, we are joined by Justin Jay Johnson, CEO and Founder of Justin Jay Johnson Consulting and GTM Advisor at FitGrid.

Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience

November 2, 2023 • 44 MIN

This week on the Revenue Insights Podcast, we are joined by Lisa Trumbley, Director of Data and RevOps with 10+ years experience

Disqualifying Early: Leadium’s Key to Success with Managing Partner Collin Mitchell

October 26, 2023 • 27 MIN

This week on the Revenue Insights Podcast, we are joined by Collin Mitchell, Managing Partner at Leadium, an award-winning B2B lead generation agency.

The Path to Sales Success: How to Create a High Performance Sales Team

October 19, 2023 • 36 MIN

This week on the Revenue Insights Podcast, we are joined by Thomas Boccard, SVP of Sales at GlobalData, a leading information services company on a mission to help clients decode the future and profit faster.

B2B Sales Benchmarks: INBOUND ‘23 Special with Guy Rubin, CEO of Ebsta

October 12, 2023 • 22 MIN

This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.

Auditing the Customer Journey with Penina Shtauber, Marketing Director at ScaleOps

September 21, 2023 • 29 MIN

This week on the Revenue Insights Podcast, we are joined by Penina Shtauber, Marketing Director at ScaleOps, Israel’s leading HubSpot partner and Revenue Operations company. In this episode, Lee and Penina explore ScaleOps work providing both revenue operations and marketing operations as a service. They delve into the issues surrounding CRM adoption, how businesses can align marketing and sales, as well as the process of auditing the customer journey. As Marketing Director, Penina is responsible for leading all marketing efforts at ScaleOps, including company partnerships, brand development, live event and webinars, and content strategy. She has developed marketing operations at over 40 companies ranging from enterprises to SMEs across the HubSpot ecosystem. She is also a member of the HubSpot Partner Advisory Board representing the voice of the partner community when it comes to major decisions for the HubSpot program.

Enable Your Prospects, Not Just Your Team with Roy Schuhmacher, VP, Sales and Business Development at NAS

September 7, 2023 • 39 MIN

This week on the Revenue Insights Podcast, we are joined by Roy Schuhmacher, VP of Sales and Business Development at NAS Recruitment Innovation, a leader in recruitment marketing. In this episode, Lee and Roy discuss his journey from running his own business to starting at the bottom of the business food-chain. They further delve into identifying and replicating winning behaviors, the value of personalization and how to scale it, and the importance of enabling prospects, not just your team. Roy Schuhmacher is the Vice President of Sales and Business Development at NAS Recruitment Innovation where he is responsible for GTM Strategy and Direction, TAM Research and Analysis, Sales Enablement, Sequence Design and Optimization, and much more. Prior to joining NAS, he was a Mid-Enterprise Account Executive at Beamery where he worked to create more human experiences for talent, unlocking the skills and potential of the global workforce.

Unlocking the Full Potential of Enterprise Sales with Shannon Reedy, Chief Revenue Officer at Terakeet

August 31, 2023 • 35 MIN

This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth. In this episode, Lee and Shannon dive into the importance of transitioning from founder-led to sales-led sales, building meaningful connections with customers, how stage gate processes ensure operational consistency, and how to use data to improve the effectiveness of enterprise sales. Shannon became a part of Terakeet in 2009, right after earning her bachelor's degree in communications and rhetorical studies from Syracuse University. Today, she leads a team dedicated to driving the growth and success of Terakeet's clients. Shannon's expertise in precise program success metrics, coupled with her understanding of high-impact, high-yield strategies, has fostered strong client retention and created win-win partnerships.

Reverse Engineering Your Sales Meetings with Kevin O’Connell, Vice President Global Sales at Seismic

August 24, 2023 • 29 MIN

This week on the Revenue Insights Podcast, we’re joined by Kevin O’Connell, Vice President Global Sales at Seismic. In this episode, Kevin discusses his experience driving the sales team at Seismic. He talks us through the importance of preparation for all aspects of sales and how he operationalizes good preparation across his team. He further delves into the value of mutual action plans and how being candid with clients can turn around high risk customer accounts. Kevin O’Connell is an experienced sales leader with expertise across sales, operations, and marketing, with a consistent track record of hitting and exceeding revenue growth targets. He is the current Vice President of Global Sales at Seismic, the global leader in enablement, helping organizations engage customers, enable teams, and ignite revenue growth.

Building Meaningful Relationships and Delivering Recurring Impact: Aaron Hill’s Guiding Principles

August 17, 2023 • 39 MIN

This week on the Revenue Insights Podcast, we’re joined by Aaron Hill, SVP Growth Strategy at The Arbinger Institute. In this episode, Aaron discusses his approaches to sales functions at The Arbinger Institute. He discusses the two key principles he has brought to his role: building meaningful relationships and delivering recurring impact to generate recurring revenue. He further delves into the Arbinger Institute’s Influence Pyramid philosophy and the current challenges he is facing across his sales team. Aaron Hill is an experienced Revenue Leader, Operator, and Consultant. As the Current SVP of Growth Strategy at The Arbinger Institute, he designs and executes all sales and growth strategies. He is further a part-time Advisor for jaxx.ai, where he provides product direction and strategic go-to-market guidance, and Co-Founder of Funnel House, a consultancy specializing in sound fundamentals to hit sales goals.

Relationship Building, Revenue Indicators, and Quota Attainment: Deal Slippage Insights from Six Experts

August 11, 2023 • 35 MIN

This week on the Revenue Insights Podcast we are bringing you a very special episode all about deal slippage. Featuring insights from our previous guests Sandeep Wagchoure, Jeremy Bono, Steven Birdsall, Joey Gilkey, and Jaime Konzelman, this is an episode you don’t want to miss out on. Sandeep Waghchoure is the Vice President of Sales Operations at insightsoftware. His career has primarily revolved around Dell, where he assumed several significant leadership positions, culminating in the role of Senior Director of Global Finance Operations. In 2022, he embarked on a new chapter, joining insightsoftware, where he is spearheading the development and expansion of operational capabilities aimed at achieving enhanced sales productivity and accelerated quote-to-cash velocity within a dynamic and rapidly growing environment. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc. Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts. Jaime Konzelman is the Vice President of Sales at Unisys. Jaime has also held the position of Vice President of Sales at Atos. Before that, she was a Marketing Manager at Acxiom, Luxor Hotel and Casino, and Posterscope. She also has vast knowledge and experience in business and people management and is constantly looking for ways to improve relationships that will foster business growth.

How to Develop Top-Performing Salespeople with Four-time CRO & Six-time COO, Steven Birdsall

August 3, 2023 • 53 MIN

This week on the Revenue Insights Podcast, we’re joined by four-time CRO and six-time COO, Steven Birdsall In this episode, Steven delves into the core fundamentals of building a sales team; how both sales and operations can function together as a cohesive unit; how successful people think about life and business; and the most important, key qualities of a top performer. He also explains the true value of mentoring and how to use it to ensure your team’s success. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.

Actionable Ways to Improve Revenue Velocity with Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware

July 27, 2023 • 42 MIN

This week on the Revenue Insights Podcast, we are joined by Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware, a leading provider of reporting, analytics, and performance management solutions.

How to Sell Outcomes, Not Software with Jeremy Bono, GM/VP Sales at Phenom

July 20, 2023 • 40 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jeremy Bono, GM/VP Sales at Phenom, a purpose-driven organization delivering AI-powered talent experiences to global enterprises. In this episode, we discuss the importance of focussing on selling outcomes rather than software. Jeremy takes us through actionable advice to perfecting the discovery aspect of the sales process, teaches us how to multi-thread deals amid the landscape of increasing stakeholder numbers, and shares how Phenom have been increasing quota attainment across the sales team. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn.

Efficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and Guy Rubin, CEO of Ebsta

July 14, 2023 • 38 MIN

This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta. In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.

7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of Ebsta

June 29, 2023 • 25 MIN

This week on the Revenue Insights Podcast we head over to RevBrains’ online conference, ‘The RevOps Mastery’, to hear from Guy Rubin, CEO of Ebsta. In this episode, Guy discusses the outcomes of the Ebsta 2023 B2B Sales Benchmark Report, highlighting both the good news and the bad news. He highlights the secrets behind high-performing sales teams before delving into the seven steps for building your own high-performing team, beginning with capturing the right data, and ending with standardizing a data driven forecast cadence. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Guy Rubin on LinkedIn

The 6 Key Principles of Sales with Joey Gilkey, CEO of Apex Revenue

June 22, 2023 • 42 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Joey Gilkey, CEO at Apex Revenue, a sales partner firm that helps established B2B companies ramp their sales outcomes by realigning four key sales processes, message market fit, sales strategy, hiring and training, and leading. In this episode, we focus on doing sales right by removing the chaff and looking at the real drivers of sales outcomes. Joey shares his insights on pivoting from product-market fit to message-market fit; aligning your sales strategy with client needs; turning the 80/20 sales team performance on its head; and why we need visionary leaders to drive sales outcomes. This is just the tip of the iceberg! Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts.

A New Focus For CMOs: Achieve More with Less with Jeff Marcoux of Bombora

June 15, 2023 • 53 MIN

In this episode of the Revenue Insights Podcast, host Guy Rubin is joined by Jeff Marcoux, CMO at Bombora, a company that uses intent data services with a primary focus on assisting in understanding what businesses are actively researching, empowering them to take strategic actions in sales, marketing, and other related initiatives. In this episode, we tackle how to improve your team's efficiency in strategy, time, and energy across deals that are on track as a marketing or operations leader. We go over the significance of efficient metrics like conversion rates and pipeline velocity for optimizing marketing operations, the marketing approaches used by 29% of top performers who consistently meet their quotas, as well as predictive and actionable strategies that align with sales objectives, identifying successful deal patterns to inform your future strategies. Jeff is an expert in marketing and is dedicated to helping organizations achieve their revenue targets. Driven by a passion for challenging the status quo, he’s always at the forefront of innovation, actively seeking opportunities for collaboration and alignment with sales and product teams! Jeff's natural inclination as a builder enables him to architect solutions that fill the sales funnel, accelerate the pipeline, and increase win rates.

How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone

June 1, 2023 • 36 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is a problem solver in the revenue operations space. You must listen to this episode if you’re forced to be hands-on with your teams. The touch points covered include redefining success metrics, achieving sales process consistency by defining entry and exit points in the funnel, and how to make accurate forecast calls. Brad also touches on using MEDDPICC to qualify deals and prevent deal slippage and spotting and removing friction points in your funnel. Brad McGinity is the CRO at Hone. Brad describes himself as someone who has spent his career in sales and marketing at early-stage software companies and a successful cofounder of Windsor Circle. He has participated in over $110M in fundraising across 10+ rounds as a cofounder, board member, VP Sales, and CRO. Brad is passionate about sales, marketing, fundraising, leadership, and strategic planning.

Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys

May 26, 2023 • 68 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023. Additionally, Jaime shares valuable career guidance to leaders on navigating and prospering in times of economic downturn.

Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder and CEO at Insight Revenue

May 22, 2023 • 51 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer retention, the interrelationship between various departments within a business, and the necessity for a seamless transition during a leadership change.

Building Trust and Credibility Through Data-Based Feedback with Basil Murray, VP of Enterprise Commercial Sales at DHI

May 11, 2023 • 30 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching teams to provide value to prospects and clients while building trust and reputation. Basil also touches on de-risking client churn and the importance of data in decision-making, demonstrating the ROI of products, and evaluating internal teams. Do the quotes below intrigue you? Make sure you listen to the full podcast. “If a prospect or a client gives you 15 minutes of their time, you have 14 minutes and 30 seconds to deliver value while building trust and reputation”. “It’s important for my salespersons to build relations with prospects, clients, and people in the industry to build their personal brand.”. “Feedback based on data helps build trust and credibility in teams”. Basil Murray is the VP of Enterprise Commercial Sales at DHI. He is a SaaS leader with a strong record in business development, sales management, and strategic planning. He has a proven track record of driving profitable growth. He is a market-driven, hands-on manager who can develop, motivate and lead teams to deliver outstanding results in highly competitive environments.

The Four Levers to Accelerate Deal Velocity with Loren Brockhouse, CRO at BigHand

April 27, 2023 • 37 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Loren Brockhouse, CRO at BigHand. BigHand gives organizations the tools and data to enhance key productivity metrics and create value for the business, its employees, and clients. Loren shares insights into the four levers companies can use to drive deal velocity while optimizing expenses across sales and marketing. He also shares strategies for change management at sales-led organizations to pivot toward revenue management. Loren also touches on the importance of building relationships of depth and width with clients and shares strategies for doing more with less in the current challenging environment. Loren has over thirty years of experience in sales, marketing, and revenue operations. He mentions that his goal is to build the most respected consultative revenue team in the Legal Tech space by incorporating processes & strategies built around Empathy, Social Selling, Why Statements, and Strength Finders. Loren’s key skills pivot around building an exceptional culture that attracts & retains the best talent while motivating them to get better each day.

How to Build Your Go-To-Market Strategy Around Partnerships with Phillip C Aimé, Chief Revenue Officer at Drivonic

April 20, 2023 • 29 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton connects with Phillip C Aimé, Chief Revenue Officer at Drivonic, the automobile industry’s popular people-based digital platform. Phillip discusses the importance of client retention and how data can help you gather valuable business insights. Phillip also touches on the value of teamwork in achieving business goals, handling peaks and troughs of business performance, and the challenges facing the automotive industry today. Phillip has over twenty-five years of experience across different verticals in the automotive industry. He has specialized in Automotive Advertising, Marketing, and Digital Media. At Drivonic®, he sees phenomenal potential for dealers to solve digital problems, create increased sales opportunities, and make more money by utilizing the Drivonic® products.

Eight Luminaries Share Revenue Operations Insights - The Highlights Show

April 13, 2023 • 25 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton picks key insights around different aspects of revenue operations from eight luminaries in this space. The highlights show pulls together twenty-one insights from last season’s episodes that touch upon all aspects of revenue operations, including hiring, training, planning and budgeting, execution, and monitoring. The highlights show is also liberally sprinkled with tips on industry best practices and leadership skills. This episode is about cutting the clutter and letting you focus on what really counts in the RevOps space.

Building Scalable GTM Teams in a Legacy Industry: A Discussion with Jessica Wilkinson, CRO at Swish Fibre

April 6, 2023 • 43 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Jessica Wilkinson, CRO at Swish Fibre, a full-fiber broadband service in the U.K. She has built a robust multi-skilled toolkit over a seventeen-year journey that cuts across functions ranging from public relations to revenue operations. In her free-wheeling discussion with Lee, Jessica touches on a broad spectrum of topics linked to RevOps, including the difference between RevOps at legacy and tech companies, the three pillars of revenue operations, and her process of reimagining RevOps at her company. She also gives tips to upcoming revenue professionals and insights on measuring revenue teams' success. Jessica says that she has been and has done many things, including being a PR expert, an investor whisperer, a management consultant, an innovations strategist, and an integration & change sherpa.

Using Feedback Loops to Drive Revenue Growth with Rusty von Waldburg, President and Founder at Spokes Group

March 23, 2023 • 38 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Rusty von Waldburg, President and Founder at Spokes Group, a consultancy in the SaaS Revenue space. Rusty brings twenty-six years of product and revenue experience to the conversation as he discusses different revenue touchpoints, including GTM strategies, improving market fit by implementing feedback loops, and creating targeted buyer personas. He also shares tips on tracking AE productivity and leading revenue metrics you need to monitor. Rusty also builds the persona of a typical high performer for the listeners, something to keep in mind when you hire.

The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful

March 16, 2023 • 60 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.

How to Deliver Better Lifetime Value from Customer Insights with Rouzbeh Rotabi, Chief Revenue Officer

March 9, 2023 • 44 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marqeta and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape strategy. There’s a brilliant piece on leveraging revenue efficiently for sustainable growth, a paradigm shift from the growth at all-cost strategy—“Slow down to speed up.”

How to Improve Revenue Efficiency During a Bear Market with Eddie Reynolds, CEO of Union Square Consulting

March 2, 2023 • 45 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Eddie Reynolds, CEO of Union Square Consulting, a consulting firm for B2B SaaS startups. They have a free-flowing discussion about focusing on revenue efficiency and plugging leaks in the sales funnel and revenue processes. Eddie shares his insights on how you can proactively spot leaks and simple ways to fix them. He also discusses how to drive more revenue from analyzing your sales process to spot where revenue is coming from. He also shares how to feed those insights back into the sales process to increase revenue through higher conversion without adding more at the top of the funnel.

An Insider’s View of a Hyper-Growth Company with Steve Hartert, Chief Marketing Officer at Jotform

February 16, 2023 • 41 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, Chief Marketing Officer at Jotform, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the Chief Marketing Officer at Jotform, an online form builder service. Steve has substantial experience in building best-in-class brands and growing market share for emerging companies, including tech, B2B and B2C. His expertise includes marketing, creative development, messaging, brand positioning, marketing analytics and partnering with sales to drive growth.

Making Data-Driven Decisions Across the Customer Journey with Luke Trewin, Founder and Managing Director of Modern Visual

February 9, 2023 • 33 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Luke Trewin, Founder and Managing Director of Modern Visual, a consulting service focused on delivering strategic and revenue strategies to its clients. They discuss how to create a data foundation for scalability and how to use analytics to gather decision-making insights across the customer journey. Luke also shares insights on how to overcome analysis paralysis syndrome.

Building Relationships and Using STRONGMAN Strategy to Close Sales Cycles with Bion Behdin, CRO and Co-Founder of First AML

February 2, 2023 • 31 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Bion Behdin, Chief Revenue Officer and Co-Founder of First AML, a Regulation Technology company providing end-to-end Customer Due Diligence solutions. Bion is passionate about building relations because relationships help to close deals. The episode is filled with insights on how to build relationships with the right personas. Bion also does a deep dive into the STRONGMAN strategy for managing the critical areas of the sales cycle.

How to Demonstrate ROI of Revenue Operations with Julian Hannabuss, Director of Revenue Operations at Procurify

January 26, 2023 • 29 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.

How to Build Your Pipeline Through Social Selling with Tim Hughes, CEO of DLA Ignite

January 19, 2023 • 38 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.

The Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions

January 12, 2023 • 43 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.

How to Make Your Sales Development Teams Excel in 2023 with Callum Henderson, CRO of EngageTech

January 5, 2023 • 35 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Callum Henderson, CRO of EngageTech, a B2B sales development company. They identify the key traits common to all high-performing sales development teams: resilience, determination, and curiosity. Callum shares his insights on instilling them in your sales development reps in 2023 and the importance of unique and customized messaging for your ideal customer profiles. He also touches on the relevance of personalization in outbound prospecting.

How to build a resilient foundation for your go-to-market teams with Dan Waldschmidt, Chief Revenue Officer at Panzura

December 29, 2022 • 39 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Dan Waldschmidt, CRO at Panzura, an IT services and consulting company. They discuss sustaining growth in a turbulent economic environment and the key differentiators of high performers. Dan highlights how growth in the current economic scenario should be driven by focusing on leads that fit your ideal customer profile. He highlights a conversion focus, an eye for detail, and alignment with the company’s mission as key performance differentiators. Hence, these are traits to look for at the talent acquisition stage.

Focus on Controllables to Drive Revenue Growth with Christian DeMarais, Director of Revenue Operations and Strategy at Wix

December 22, 2022 • 42 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Christian DeMarais, Director of Revenue Operations and Strategy at Wix. Christian shares his insights on maintaining revenue growth during market uncertainty and downturn. His solution is to stay focused on the variables you can control while not getting distracted by the ones you don’t control. Christian also shares the Wix concept of multiple revenue teams working with clients at different points in the sales funnel.

Why Relationships Drive More Revenue Than Rapport With Ian Moyse, Head of Sales at ChAI

December 15, 2022 • 40 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ian Moyse, Head of Sales at ChAI. He shares valuable tips to enhance sales teams' performance, including why conversations trump communication and the importance of pivoting from building rapport to building relationships. Ian has valuable insights on the piggy bank principle that builds rapport and leads to building client relationships.

Doing More with Less and Aligning GTM Teams to the Customer Journey with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL

December 8, 2022 • 39 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL. They discuss how she set up the RevOps team at JLL, the challenges of scaling it, and why RevOps must be aligned internally and with the customer journey.

How to Build a Single Source of Truth to Make Better Decisions With Briana Yarborough, Co-Founder at C-Model

December 1, 2022 • 34 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Briana Yarborough, Co-founder at CModel. They discuss how C-Model combines big data at companies with AI models to deliver decision intelligence and sales revenue prediction. Along the way, Briana shares her insights of working with companies across the growth spectrum, from tech startups to enterprise-scale companies.

The Scaling Journey from 0 to $5 Million at a SaaS Startup With Stuart Dale, VP of Revenue, at Screenloop

November 24, 2022 • 45 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Stuart Dale, VP of Revenue at Screenloop. They discuss the roadmap for taking a SaaS startup from zero revenue to $1 million and from $1 million to $5 million and beyond. They also discuss the type of talent required at each milestone of scaling.

Always Be Planning - A Look at Zero-Based Budgeting and Change Management with Kimberley Haley, VP of Revenue Operations at Talend

November 16, 2022 • 40 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Kimberley Haley, VP of Revenue Operations at Talend. They discuss the concept of ABP (always be planning), zero-based budgeting, and internal change management to retain customers and stay ahead of the competition. They also discuss best practices to follow to succeed in a dynamic business environment.

Fundamental Pillars for Developing a Best-In-Class Revenue Operations (RevOps) Team with Darren Fay, Director of Revenue Operations and Intelligence at Instructure

November 10, 2022 • 37 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Darren Fay, Director of Revenue Operations and Intelligence at Instructure. They discuss strategies to build world-class revenue operations teams. They further delve into the role of trust and transparency as important tools for workforce growth and development.

How to Scale a Category-creating SaaS Organization with Carl Carell, Co-founder and Chief Revenue Officer at GetAccept

November 3, 2022 • 45 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Carl Carell, Co-founder and Chief Revenue Officer at GetAccept. They discuss the importance of category creation in the SaaS space, how to scale a category-creating SaaS organization, and the tools, technology, and processes necessary for this upscaling. They further delve into the importance of data and how to work with sales reps to get the best results from them.

How to use Mental Models to Close More Deals, with Sunne Kumaar, Global Vice President of Sales at ServiceNow

October 28, 2022 • 46 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.

The Role of Content, People and Processes in Driving Predictable Revenue Growth, with Emil Dyrvig, Chief Revenue Officer at Templafy

October 20, 2022 • 37 MIN

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Emil Dyrvig, Chief Revenue Officer at Templafy. They discuss the go-to-market strategies that define Templafy’s growth advantage, practical suggestions for making the correct hiring decisions, and the uniqueness of Templafy’s content enablement process as a high-value driver.

[Greatest Hits] Unifying your Go-to-Market Tech Stack with Namrata Ram, VP of Sales Strategy and Operations at Slack

October 6, 2022 • 35 MIN

In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack’s PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.

Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion

September 29, 2022 • 38 MIN

In this episode of the Revenue Insights Podcast, Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, talks about building relationships between operations, enablement and sales teams, Customer Relationship Management and digital selling.

How to embrace change in your revenue function with Pilar Schenk, COO at Cisco Global Security & Collaboration

September 22, 2022 • 32 MIN

In this episode of the Revenue Insights Podcast, Pilar Schenk, Cisco Global Security & Collaboration, shares her experiences at Dell, and talks about strengths, passions, customer relationships, and growth.

Why a customer-first approach is a key to growth with Evan Liang, CEO of LeanData

September 15, 2022 • 45 MIN

In this episode of the Revenue Insights Podcast, Evan Liang, CEO of LeanData shares his revenue operations experience and how people are going to need their data and processes to be more efficient in order for them to drive sales and marketing efficiencies.

Why revenue teams need to adapt to meet the needs of their ICP with Kirk Fackre, Vice President of Sales, iCorps Technologies

September 8, 2022 • 32 MIN

In this episode of the Revenue Insights Podcast, Kirk Fackre, Vice President of Sales, iCorps Technologies shares how his journey evolves from operations to sales.

Social selling, empathy in sales, and diagnosing problems with your sales process with Sebastian van Heyningen, President - Revenue Operations Consultant at Central Metric

September 1, 2022 • 39 MIN

In this episode of the Revenue Insights Podcast, Sebastien van Heyningen, President - Revenue Operations Consultant at Central Metric shares topics about sales in one insightful discussion.

The digital transformation of sales teams in action with Leore Spira, Head of Revenue Operations at Buildots

August 25, 2022 • 39 MIN

In this episode of the Revenue Insights Podcast, Leore Spira, Head of Revenue Operations at Buildots shares her strategies, journey and experiences all in one RevOps discussion.

How to create a culture of accountability as a RevOps team of one with Robb Finkelstein, Head of Revenue Operations at Heyday

August 18, 2022 • 29 MIN

In this episode of The Revenue Insights podcast, Robb Finkelstein, Head of Revenue Operations at Heyday, shares how he started off in sales operations and worked in the fintech sector before finally discovering his passion.

Unifying your Go-to-Market Tech Stack with Namrata Ram, VP of Sales Strategy and Operations at Slack

August 10, 2022 • 35 MIN

In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack’s PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.

The Secret To Aligning Your GTM Function with Mark Truman, Chief Revenue Officer at EdgePetrol

July 28, 2022 • 47 MIN

In this episode of The Revenue Insights podcast, Mark Truman, Chief Revenue Officer at EdgePetrol, describes his experience building a highly-effective RevOps team, sales and marketing challenges in the oil and gas industry, and the advantages of the OKR goal-setting framework.

What You Need to Become a Successful Operations Leader with Jaclyn Balben, VP of Operations at Bamboo Health

July 21, 2022 • 35 MIN

Jaclyn Balben, VP of Operations at Bamboo Health, joins us in the next episode of The Revenue Insights podcast to discuss how to manage operation teams effectively, the role of communication and engagement in doing that, and the importance of building solid relationships with your teammates.

Leading Business Integration After an Acquisition with Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow

July 14, 2022 • 31 MIN

In this episode of The Revenue Insights podcast, Camron Shahmirzadi, Head of Revenue Operations of the Lightstep Business Unit at ServiceNow, shares valuable insights on how to succeed as a RevOps professional and how to integrate business operations during an acquisition.

How Can RevOps Manage and Leverage Business Growth Opportunities with Kris Alspach, Director of Revenue Operations at UiPath

July 7, 2022 • 37 MIN

Kris Alspach, Director of Revenue Operations at UiPath, joins us in the latest of The Revenue Insights podcast to discuss how RevOps can manage business growth, why sales is a collaborative process between all teams, and how revenue operations and sales could work better together.

Building a Successful PLG Revenue Strategy with Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision

June 30, 2022 • 40 MIN

Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision, joins us in the next episode of The Revenue Insights podcast to discuss revenue operation challenges and opportunities and the impact of Product-Led Growth (PLG) on sales.

Driving Digital Transformation and Innovation in Sales with Mary Shea, VP of Global Innovation Evangelist at Outreach

June 23, 2022 • 33 MIN

Mary Shea, VP of Global Innovation Evangelist at Outreach, joins us in the next episode of The Revenue Insights podcast to discuss how sales leaders can drive digital transformation and innovation, the B2B sales changes, and the importance of diversity, equity, and inclusion in the workplace.

Simplicity: The Foundation for Building Efficient Sales Products and Processes with Pouyan Salehi, CEO and Co-founder of Scratchpad

June 16, 2022 • 35 MIN

Pouyan Salehi, CEO and Co-founder of Scratchpad joins us in the next episode of The Revenue Insights podcast to discuss some of the most challenging sales problems, the importance of increasing collaboration between teams, and the motivation behind building simple and flexible sales products and processes.

How Can RevOps Leaders Successfully Build and Manage Go-to-Market Processes with Asia Corbett, Senior Revenue Operations Manager of Go-to-Market at Bread Financial

June 9, 2022 • 32 MIN

The process is the foundation of everything, and revenue operation leaders need to know all about operational processes. To understand the motivation behind this, Asia Corbett, Senior Revenue Operations Manager of Go-to-Market at Bread Financial, joins us in the next episode of The Revenue Insights podcast to discuss the role of the RevOps specialists, why do RevOps leaders need to be process-driven, and how can RevOps leaders develop go-to-market processes?

How Can Sales Operations Leaders Leverage Growth Opportunities with Michael Heilmann, VP of WW Sales Operations at Demandbase

June 2, 2022 • 36 MIN

Michael Heilmann, VP of WW Sales Operations at Demandbase, joins us in the next episode of The Revenue Insights podcast to discuss the challenges sales operations leaders face when building and growing a business and how to manage them successfully.

Building Revenue Operations Infrastructure with Michael Boardman, Director of Revenue Operations at Castellan Solutions

May 26, 2022 • 31 MIN

Michael Boardman, Director of Revenue Operations at Castellan Solutions, joins us in the next episode of The Revenue Insights podcast to discuss the role of RevOps in setting up an efficient infrastructure for scaling and achieving the business goals.

Eliminating Operational Silos and Increasing Business Efficiency Through RevOps with Jason Reichl, CRO at TrustLayer

May 19, 2022 • 44 MIN

Jason Reichl, CRO at TrustLayer, joins us in the next episode of The Revenue Insights podcast to discuss the role of CROs in elevating RevOps within their go-to-market team and why eliminating the silo model will make your business more efficient and successful.

The Transition from RevOps Demystified to Revenue Insights Podcast with Tom Hunt, Founder of Fame and RevOps Demystified Podcast Host

May 12, 2022 • 26 MIN

In this very special and last episode of RevOps Demystified Podcast, Toni Heavy and Lee, the new co-hosts, are joined by former host Tom Hunt. They discuss insights, highlights, and takeaways from Tom’s favourite episodes, Tom’s top three guests and picks from the 200+ episodes, and a special announcement.

[Greatest Hits] Sales Enablement in the Digital Age with Kathy Chou, SVP of Worldwide Sales Strategy and Operations at VMWare

April 21, 2022 • 29 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kathy Chou, Senior Vice President of Worldwide Sales Strategy and Operations at VMWare. They discuss the role of sales enablement in the digital world, how to measure its ROI, and uniting sales ops with marketing and customer success ops through sales enablement.

[Greatest Hits] The Secret To Increasing Salesforce Usage with Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex

April 14, 2022 • 24 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex. They discuss how Sales Ops roles are being thought of as “Sales Excellence” roles, how data helps build a baseline level of trust across entire organizations, and how to build standardized dashboards.

Strategic Process Mining to Scale Revenue Operations with Itay Maoz, Sr. Director of Revenue Operations at Electric

April 7, 2022 • 23 MIN

In this episode of RevOps Demystified, Tom Hunt and Alex Freeman are joined by Itay Maoz, Sr. Director of Revenue Operations at Electric. They discuss how automation has transformed manual processing in sales and RevOps, the benefits of strategic sales process mining, and the ways to scale RevOps.

Strategic Sales Funnels to Optimise Productivity with Hannah Duncan, Director of Operations at Postscript

March 31, 2022 • 19 MIN

In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Hannah Duncan, Director of Operations at Postscript. They talk about strategic sales funnels to optimise productivity, how to create evergreen content to streamline the onboarding process, and Hannah shares her tips to help BDRs perform at par.

Goal vs Task-Oriented RevOps Processes with Matthew Amadea, Head of Revenue Operations at Tigera

March 24, 2022 • 27 MIN

In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Matthew Amadea, Head of Revenue Operations at Tigera. They discuss the significance and tips to improve inter-team communication, goal vs task-oriented RevOps processes, and tips on developing a result-oriented RevOps system.

The Power of Monitoring Sales Activity with Adam Wenhov, Sales Operations Manager at GetAccept

March 17, 2022 • 27 MIN

In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Adam Wenhov, Sales Operations Manager at GetAccept. They discuss how the central leads machine is helping the sales team book more deals, the importance of activity monitoring, and tips to optimize SDRs (sales development reps) and AEs (account executives) performance.

‘Let Sellers Sell and Buyers Buy’: Simplifying Revenue Operations with Olga Traskova, VP of Revenue Operations at TigerConnect

March 10, 2022 • 22 MIN

In this episode of the RevOps Demystified Podcast, Tom Hunt is joined by Olga Traskova, VP of Revenue Operations at TigerConnect. They discuss how syncing marketing strategies can help streamline RevOps, how to simplify RevOps and the role of the revenue engine committee in RevOps success.

Conventional vs. Diverse Sales Ops Modeling with Gabriel Hobbs, Head of Sales Operations at Tacton

March 3, 2022 • 26 MIN

In this episode of RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Gabriel Hobbs, Head of Sales Operations at Tacton. They discuss the fundamentals of sales ops success, conventional and diverse sales ops modeling, and tips to manage existing customers and win new ones.

Constructing A Deal Desk with Danny Clune, Revenue Operations Manager at Newsela

February 24, 2022 • 24 MIN

In this episode of the RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Danny Clune, Revenue Operations Manager at Newsela. They discuss the importance of constructing a deal desk, how to set up and run a deal desk function, and strategies to improve RevOps, and sales performance.

A New Sales Ops Team Structure with Brian Chin, Director of Revenue Operations at Spring Health

February 17, 2022 • 26 MIN

In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Brian Chin, Director of Strategy and Insights, Revenue Operations at Spring Health. They discuss the evolution of the sales ops velocity funnel, strategies to overcome sales and RevOps challenges, and tips to strategise descriptive and predictive analysis to scale RevOps.

Creating a Roadmap towards RevOps Success with Saul Garcia, VP of Revenue Operations at Health Recovery Solutions

February 3, 2022 • 28 MIN

In this episode of RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Saul Garcia, VP of Revenue Operations at Health Recovery Solutions (HRS). They discuss the core difference between sales and RevOps, creating a roadmap for success and revenue target planning.

Sales Ops Demystified is EVOLVING… with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops Demystified

January 27, 2022 • 34 MIN

In this very special episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Toni Heavey, the Head of RevOps at Ebsta, and Alex Freeman, Co-Host of Sales Ops Demystified Podcast. We are finally taking the leap and rebranding the Sales Ops Demystified Podcast to RevOps Demystified! In this noteworthy episode Toni and Alex discuss their highlights from the 198 existing episodes, transitioning from sales to RevOps, the future of RevOps and so much more.

CPQ Solutions for Simplifying and Scaling Sales & Revenues Operations with Valerie Papa, Senior Manager, Revenue Operations at Andela

January 20, 2022 • 25 MIN

In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Valerie Papa, Senior Manager of Revenue Operations at Andela. They discuss the technological evolution in rev ops, how CPQ solutions can help simplify and scale rev and sales operations, tips on creating a successful rev and sales ops strategy.

Simplify and Scale Sales Ops with Silvia Buermann

January 13, 2022 • 19 MIN

In this episode of the Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Silvia Buermann. They discuss the evolution of sales ops as a holistic function, how to boost sales productivity, and tips to simplify and scale sales ops.

Effective Rev Ops and Analyzing Lead Closing Time with Gilles Meiers, VP of Revenue Operations at LumApps

January 6, 2022 • 22 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gilles Meiers, VP of Revenue Operations at LumApps. They discuss sales enablement prerequisites, how to make revenue operations more effective in 2022, and how to analyze expected lead closing time.

Utilizing Support Ops With Brian McTeague, VP of Revenue Operations at FastSpring

December 30, 2021 • 24 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Brian McTeague, VP of Revenue Operations at FastSpring. They discuss Brian’s journey from finance to sales and rev ops, FastSpring’s growth goals for 2022, and the role of support ops as the combination of sales and rev ops.

Keeping It Simple for Sales Reps With Sandy Robinson, Vice President of Revenue Operations at Nymbus

December 23, 2021 • 29 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Sandy Robinson, Vice President of Revenue Operations at NYMBUS. They discuss Sandy’s journey into sales and rev ops, how to enhance sales rep's functional and performance efficiency, and how to keep it simple for sales reps.

Sales Reps Are Not Coin Operated With Michael Hanna, Lead RevOps Function at Intuit, Shopify & Clio

December 16, 2021 • 24 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Michael Hanna, Lead RevOps Function at Intuit, Shopify and Clio. They discuss the fundamentals of team building, how to motivate sales reps, and the benefits of eliminating sales-based incentives.

Accelerate Sales and Rev Ops Efficiency Through Engaging Video Platform With Antoine Leprince, Revenue Operations Manager at EasyMovie

December 9, 2021 • 21 MIN

In this week’s episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Antoine Leprince, Revenue Operations Manager at EasyMovie. They discuss how to create a unified rev ops workflow, how to accelerate sales, CRM, and sales operations through video platforms, and Antoine’s growth objectives for 2022.

Democratizing Sales Excellence with Hank Taylor, Vice President of Marketing and Revenue Operations at Vercel

December 2, 2021 • 21 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Hank Taylor, Vice President of Marketing and Revenue Operations at Vercel. They discuss Hank’s transition into marketing and rev ops, how data analysis increases productivity, and the benefits of transferring data in the Salesforce Service Cloud.

A Shared Sales Reality with Aaron Le, Director of Revenue Ops at Rev.com

November 25, 2021 • 19 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Aaron Le, Director of Revenue Ops at Rev.com. They discuss why it’s important to move from a fragmented sales ops structure into a unified Rev Ops team, what makes the biggest difference in throughput for Rev Ops teams, and the process of documenting your sales process as you grow.

How to Kick-Start Your RevOps Career with Cyndi Dozal, Expert in Revenue Operations

November 18, 2021 • 19 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Cyndi Dozal, Sr. Director of Revenue Operations at ChowNow. They discuss the need for financial exposure early on in your sales/rev ops career, creating a strategic sales and customer service workflow for high-ticket leads, and how Cyndi’s Rev Ops team works across functions to support them as they pivot in the post-pandemic world.

25 Years of Sales Ops with David O'Neill, Consulting Partner at RAIN Group

November 11, 2021 • 22 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by David O'Neill, Consulting Partner at RAIN Group. They discuss the evolution of Sales Ops over 25 years in the industry, major shifts in the industry, and how to have a positive and productive relationship with sales reps.

What do Sales People Want? with Demar Amacker, Director of Revenue Ops at Zift Solutions

November 4, 2021 • 18 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Demar Amacker, Director of Revenue Ops at Zift Solutions. They discuss the value of frontline sales experience for a sales ops professional, how to help low-performing sales reps, and setting up Zift’s Revenue Ops function and supporting team.

Automating Commission Calculations with Siva Rajamani, Former Director and Head of Revenue Ops at Freshworks

October 28, 2021 • 27 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Siva Rajamani, former Director and Head of Revenue Ops at Freshworks. He is currently the Co-founder and CEO of Everstage. They discuss the importance of making incentives visible and adding gamification for customer-facing teams, ways to improve the sales commissions process for entry-stage companies, and the process that guides expansion into a new market.

Build an Intent-based Lead Scoring Model with Gabriel Rothman, VP of Revenue Operations at Rescale

October 21, 2021 • 25 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gabriel Rothman, VP of Revenue Operations (and former Senior Director of Revenue Ops) at Rescale. They discuss important behavioral factors to consider for accurate lead scoring, how to build an intent-based behavioral model to increase SDR efficiency, and how to minimize conflicts when scaling multiple partner channels.

Progression in a Sales Ops Role with Susan Metz, Senior Manager, Sales Operations at Turnitin

October 14, 2021 • 19 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Susan Metz, Senior Manager, Sales Operations at Turnitin. They discuss why a salesperson might transition into a sales ops role, the lessons she learned during her career in sales ops, and the challenges in merging multiple instances of several tools.

How LinkedIn Does Sales Ops with Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn

October 7, 2021 • 24 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn. They discuss the most impactful sales ops activity for LinkedIn in 2021, how LinkedIn works to improve the well-being of their employees, and how the sales ops planning process changes when a company expands to multiple geographies.

The Power of the Sales Coordinator Role with Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software

September 30, 2021 • 17 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software and Current Revenue Ops Consultant at Go Nimbly. They discuss transitioning into sales ops, how to enable sales reps to be more productive, and the importance of a dedicated sales coordinator role.

Combining Ops, HR, and Finance with Kenny Hsu, VP of Revenue Operations at AuditBoard

September 23, 2021 • 29 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kenny Hsu, VP of Revenue Operations at AuditBoard. They discuss how sales leadership differs from the sales ops function, how sales reps can bring out the best value of their company through pricing flexibility, and how internal relationships can help secure investment in sales ops team expansion.

The Next Evolution of Sales Ops with Neil Thomson, Global Director of Sales Operations, Corporate Solutions at JLL

September 16, 2021 • 31 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Neil Thomson, Global Director of Sales Operations, Corporate Solutions at JLL. They discuss how to tell a story through data, building data-driven storytelling skills in your team, the key focus of Sales Ops teams, and how Sales teams can make the best use of their data.

Designing The Ideal Rep Experience with Dana Therrien, Senior Vice President, Worldwide Revenue Operations at Genesys

September 9, 2021 • 28 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Dana Therrien, Senior Vice President, Worldwide Revenue Operations at Genesys. They discuss the biggest trend in Sales Ops, why a company should reflect on its sales ops culture, and what they can do to create a culture of enrichment in Sales Ops.

The Secret To Increasing Salesforce Usage with Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex

September 2, 2021 • 24 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex. They discuss how Sales Ops roles are being thought of as “Sales Excellence” roles, how data helps build a baseline level of trust across entire organizations, and how to build standardized dashboards.

Do Not Overload Your Sales Team with Jani Levӓnen, Director of Sales Effectiveness at Iron Mountain

August 26, 2021 • 25 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Jani Levӓnen, Director of Sales Operations at Iron Mountain. They discuss how sales ops should be positioned in relation to the sales team, how to get started on creating a globalized sales ops function, and how to bring simplicity to your sales process so that you don’t overload the sales team.

The Most Difficult Job in the World with Carl-Johan Färnström, Head of Business Operations at Mynewsdesk

August 19, 2021 • 22 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Carl-Johan Färnström, Head of Business Operations at Mynewsdesk. They discuss CJ’s journey from Sales Ops to Business Ops, cleaning up Mynewsdesk’s tech stack, and how they plan to overcome Salesforce CPQ implementation problems.

Sales Enablement in the Digital Age with Kathy Chou, SVP of Worldwide Sales Strategy and Operations at VMWare

August 12, 2021 • 30 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kathy Chou, Senior Vice President of Worldwide Sales Strategy and Operations at VMWare. They discuss the role of sales enablement in the digital world, how to measure its ROI, and uniting sales ops with marketing and customer success ops through sales enablement.

Breaking Down a Sales Ops Function with Zahra Bukhari, Senior Sales Operations Manager at Klaviyo

August 5, 2021 • 35 MIN

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Zahra Bukhari, Senior Sales Operations Manager at Klaviyo. They discuss Zahra’s organic growth in her sales ops career, how Klaviyo’s sales ops team is growing to support their expansion, and how first-time managers can approach delegating work and detach from their previous roles.

Sales Ops as Internal Consultants with Martin Levesque, Former Director of Sales Operations at FairWarning®

July 29, 2021 • 30 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Martin Levesque, Former Director of Sales Operations at FairWarning®. They discuss why Sales Ops as an internal consultancy team is a good idea, how sales ops teams can be better consultants to internal teams, and why industrial knowledge is so important to sales processes.

Data Driven Sales Ops with Adam Ecevedo, Former Sales Operations Manager at Tableau Software

July 22, 2021 • 29 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Adam Ecevedo, Former Sales Operations Manager at Tableau Software. They discuss using data to enable sales reps to be more effective, how to be more data-driven, and handling data quality issues in sales ops.

Burning Sales Calories with Will Brown, Director of Sales Operations at Loadsmart

July 15, 2021 • 22 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Will Brown, Director of Sales Operations at Loadsmart. They discuss an overview of Loadsmart’s sales ops strategy, how to weaponize your sales team, and drive efficiency in prospecting through “sales ops qualified” leads.

Sales Operations Strategy with Tim McGee, VP of Sales & Commercial Operations at Elsevier

July 8, 2021 • 23 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Tim McGee, VP of Sales & Commercial Operations at Elsevier. They discuss staples of the sales ops role, modernizing the sales operations strategy during and after the pandemic. and Elsevier’s highest impact sales ops tools.

Using Data to Empower Sales Reps with Max Stirling, Sales Operations Manager at Adarma Security

July 1, 2021 • 21 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Max Stirling, Sales Operations Manager at Adarma Security. They discuss how to keep processes simple and efficient, overcoming sales reps bias with data, and building productive relationships with them.

Internal Reporting from Two Weeks to Three Hours with Branden Baldwin, Senior Director of Revenue Operations at Birdeye

June 24, 2021 • 21 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Branden Baldwin, Sr. Director of Revenue Operations at Birdeye. They discuss simplifying rev ops, improving the efficiency of reporting processes, and the importance of having all teams aligned with rev ops as the single source of accountability.

Nimble Sales Training with Joe Booth, VP of Sales Operations & Business Development at SecureAuth

June 17, 2021 • 20 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Joe Booth, VP of Sales Operations & Business Development at SecureAuth Corporation. They discuss Joe’s journey into sales ops, the key to being an effective sales ops leader, and how his education in psychology helps him become more objective in his job.

Supporting 1,000 Sales Reps with Shiv Walia, Global Sales Operations Manager at Mindbody

June 10, 2021 • 20 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Shiv Walia, Global Sales Operations Manager at Mindbody. They discuss the impact of the sales compensation structure on rep productivity and revenue, lessons from Shiv’s time in Kenya and India, and the core focus on Mindbody’s strategy in the second half of 2021.

Customer-focused Sales Ops with Samantha Jozwik, Market Product Strategist at Adobe

June 3, 2021 • 19 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Samantha Jozwik, Market Product Strategistat Adobe. They discuss a customer-first focus for sales ops, using this approach for forecasting in 2021, and an empathetic approach to helping Sales reps improve their productivity.

When Enterprise Sales Ops Goes Remote with Matthew Mulhern, Sr. Manager, Customer Success Cross-Franchise Operations at VMWare

May 27, 2021 • 23 MIN

In this episode of Sales Ops Demystified, Tom Hunt is joined by Matthew Mulhern, Sr. Manager, Customer Success Cross-Franchise Operations at VMWare. They discuss VMWare’s tech stack, the impact of remote work on VMWare’s forecasting process, and the importance of qualitative data in sales ops.

Riding the Salesforce Wave with Megan James, Director of Sales Operations at Knock

May 20, 2021 • 22 MIN

In this week’s episode of the Sales Ops Demystified, Tom Hunt is joined by Megan James, Director of Sales Operations at Knock. They discuss how powerful Salesforce is for companies that use it and for the career progression of those who manage it. She also talks about her favourite KPIs, how remote working has helped her work at Knock, and how it changed the forecasting process for Knock.

Sales Ops in a Remote World with Zane McCarthy, Sales Operations Lead at Fieldwire

May 12, 2021 • 20 MIN

In this week’s episode of the Sales Ops Demystified, Tom Hunt is joined by Zane McCarthy, Sales Operations Lead at Fieldwire. They discuss the lessons he learned from moving from in-person sales ops to remote sales ops. He also talks about the most valuable KPI in sales ops and the effect of remote work on the future of Sales Ops teams.

The Pros and Cons of Remote Forecasting with Bradley Strite, Revenue Operations Manager at Kobiton

May 5, 2021 • 27 MIN

In this week’s episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Bradley Strite, Revenue Operations Manager at Kobiton. They discuss the pros and cons of remote operations and forecasting, challenges of remote ops, and Bradley's top-rated tech stack.

Forecasting Strategies for Sales Ops with Michaela Downs, Head of Sales Operations at Benchling

April 29, 2021 • 23 MIN

In this week’s episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Michaela Downs, Head of Sales Operations at Benchling. They discuss the strategies to create an efficient sales ops system in new setups, Michaela's forecasting metrics and approach, and her top-rated tech stack for operational excellence.

“Tracking and Accountability” for Streamlining Sales and Revenue Operations with Krystal Diel, Director Revenue Operations at Capacity

April 22, 2021 • 21 MIN

In this week’s episode of the Sales Ops Demystified, Tom Hunt is joined by Krystal Diel, Director of Revenue Operations at Capacity. They discuss how diverse life experiences can serve as a learning curve, the evolution of sales operations, and the significance of tracking in streamlining operations.

The Lean Process of Generating and Evaluating the Sales Leads with Lisa Smith, Head of Sales Operations at Hazel Health

April 15, 2021 • 21 MIN

In this week’s episode of Sales Ops Demystified, Tom Hunt is joined by Lisa Smith, Head of Sales Operations at Hazel Health. They discuss the evolving trends in sales and operations, how focused sales activities can help in sales growth, and the significance of pre-pipeline leads evaluation.

Making Sales Ops More Actionable with Ethan Trombley, Director of Revenue Operations at Keyfactor

April 8, 2021 • 23 MIN

In this episode of the Sales Ops Demystified, Tom Hunt is joined by Ethan Trombley, Director of Revenue Operations at Keyfactor. They discuss Ethan's journey from finance to rev ops, how effective teams can build successful companies, and Ethan's no.1 metric for employees’ evaluation.

From Sales to Revenue to Business Operations with Nicole Bradshaw, Sr. Director of Business Operations at Parsable

April 1, 2021 • 20 MIN

In this episode of Sales Ops Demystified Podcast, Tom Hunt is joined by Nicole Bradshaw, Sr. Director of Business Operations at Parsable. They discuss Nicole’s journey from sales to revenue to business operations, tips on training sales teams to achieve maximum results and plans for 2021.

From Marketing to Rev Ops with Evan Luke, Director of Revenue Operations at VanillaSoft

March 25, 2021 • 22 MIN

Evan Luke, Director of Revenue Operations at VanillasSoft, joins the Sales Ops Demystified Podcast to share his journey from marketing to revenue operations, how marketing acumen helps your rev ops career and tips for the operations personnel.

The Six Pillars of Revenue Operations with Rhys Williams, VP Revenue Operations at Convercent

March 18, 2021 • 28 MIN

Rhys Williams, VP Revenue Operations at Convercent, joins us in the Sales Ops Demystified Podcast to share the fundamental difference between sales operations and revenue operations, six pillars of revenue operations and tips for forecasting in 2021.

Technical Sales Operations with Lance Thompson, Technical Sales Operation Manager at SeekOut

March 11, 2021 • 23 MIN

Lance Thompson, Sales Operations Manager at SeekOut, joins the Sales Ops Demystified Podcast to share the skillset he gained through working in different roles, how to use correlated factors to forecast accurately and his priority tech stack to streamline operations.

The Steak Problem in Sales Ops with Don Turner, Director Sales Operations at Lark Technologies

March 4, 2021 • 27 MIN

Don Turner, Director of Sales Operations at Lark Technologies, joins us in the Sales Ops Demystified Podcast to share his journey from US Navy to sales ops. His starting small theory can lead to greatness and the key KPIs that he injects into his teams for performance.

How Shipwell Operates Sales with Kara Gillilan Murphy, Head of Sales Operations

February 25, 2021 • 20 MIN

Kara Murphy, head of sales operations at Shipwell, joins the Sales Ops Demystified podcast to share her journey from tech development into sales ops, the perks of having a small team, and future operations post-pandemic.

A 321% Increase in Sales Conversion Rate with Bradley Gehrig, Lead Commercial Operations at SWORD Health

February 18, 2021 • 21 MIN

Bradley Gehrig, Lead Commercial Operations at SWORD Health, jumped onto the Sales Ops Demystified Podcast to share his experience of excelling in sales operations for the medical niche, how to increase your conversion rates and his unique way of forecasting for 2021.

How to Balance Sales Strategy and Operations with Stephanie Kaup, Head of EMEA Cloud Central Sales Operations at Big Tech Company

February 11, 2021 • 22 MIN

Stephanie Kaup, currently working as Head of EMEA Cloud Central Sales Operations at Big Tech Company. She jumped onto the Sales Ops Demystified Podcast to share how her martial arts expertise provides her an edge in her sales ops career, the significance of sales reps in the business puzzle, and how to balance operations and strategy for exponential growth.

How to Start a Sales Ops Function with Scott Hillier, Head of Sales Operations - Music Promotion at Spotify

February 4, 2021 • 23 MIN

Scott Hillier, Creator and leader of the Sales Ops department at Spotify, jumped onto the Sales Ops Demystified Podcast to share how sales ops development can bring growth into sales, the significance of resources sales ops, and tips on resource forecasting to double the revenue.

This Sales Ops Legend Was Acquired Three Times (SAP, Microsoft, Salesforce) with Don Otvos, VP Revenue Operations at LeanData

January 28, 2021 • 26 MIN

Don Otvos, VP Revenue Operations at LeanData, jumped onto the Sales Ops Demystified Podcast to share his unexpected journey into the sales ops, how to convert leads into customers, and how to integrate teams for accelerated growth.

The Role of Sales Ops in Acquisitions with Chris Fezza of AdminWithin

January 20, 2021 • 22 MIN

Chris Fezza, Founder of AdminWithin, jumped onto the Sales Ops Demystified Podcast to share the significance of analytics in sales operations and planning from a psychologist's perspective, the growing need for technological implication and the opportunities sales operations hold for 2021.

How to Build Your 2021 Sales Forecast with Kirsty Charlton, VP Revenue Operations at Signal AI, and Kevin Raybon, Founder & President at SOPSA

January 14, 2021 • 35 MIN

Kirsty Charlton, VP revenue operations at Signal AI, and Kevin Raybon, Founder and President at SOPSA, jumped onto the Sales Ops Demystified Podcast to share the revolution of forecasting due to pandemic, what is the new normal of forecasting and top priorities for revenue operations in 2021.

Building A Lean, Mean Sales Operations Machine with Rob Stanger of XANT

January 7, 2021 • 23 MIN

Rob Stanger, VP Operations and GTM Strategy at XANT, jumps onto the Sales Ops Demystified Podcast to share his experience working at Yahoo, and eBay, how sales and operations integration results in growth, and how to forecast accurately for 2021 sales through regular pipeline reviews.

The Importance of Soft Skills in Sales Ops with Robert Muñoz of Forrester Research

December 22, 2020 • 26 MIN

Robert Muñoz, the Principal Analyst of Sales Operations Strategies at Forrester Research, jumped onto the Sales Ops Demystified Podcast to share evolving sales ops trends, how can we make 2021 glorious with proper planning, and how clear communication and alignment play the key role in ensuring sales success.

Scaling from $10m to $50m ARR with Jeff Ignacio of UpKeep

December 17, 2020 • 24 MIN

Jeff Ignacio, Head of Revenue and Growth Operations at UpKeep, jumped onto the Sales Operations Demystified podcast to share his diverse experience in sales operations and planning, how financial acumen can add value to sales strategies and significance of learning technical skills in sales ops.

How To Scale Startup Sales Teams with Patrick Thorp of Sales For Startups

December 10, 2020 • 28 MIN

Patrick Thorp, Head of Delivery at Sales for Startups, jumped onto the Sales Operations Demystified Podcast to share his immense knowledge and insight into sales strategy and operations, Patrick stresses the distinct functionality of sales and revenue operations and shares his secrets of developing a foolproof business structure.

Monty Fowler, Senior Manager, Revenue Operations @ Lob

December 4, 2020 • 24 MIN

Monty Fowler, Senior Manager Revenue Operations at LOB, jumped onto the Sales Operations Demystified podcast to share his transition from army to initiating seven startups, the importance of sales engineers in a company and how to plan sales and operations for the coming year (2021).

Vera Skulteti, Head of Sales Operations @ Vitesse PSP

November 25, 2020 • 26 MIN

Vera Skulteti, Head of Sales Operations at Vitesse PSP, jumped onto the Sales Operations Demystified Podcast to share a new approach of data analysis in sales ops, the financial standpoint of sales ops and sorting out databases, consumer prospecting, and sequencing.

Rachel Krug, Vice President of Growth Operations @ Business.com

November 18, 2020 • 22 MIN

Rachel Krug, Vice President of Growth Operations at business.com, jumped onto the Sales Operations Demystified Podcast to talk about her journey into sales and growth operations, how cross-functional roles can result in sales growth, and tips on operations quality assurance.

Rupert Dallas, Head of Sales Operations @ DWFritz Automation

November 13, 2020 • 23 MIN

Rupert Dallas, head of sales operations at DWFritz Automation, jumped onto the Sales Ops Demystified podcast to share why he moved to sales ops, how to deal with the challenges of working remotely and tips to forecast more accurately.

Rachel Haley, Co-Founder and CEO @ Clarus Designs

November 10, 2020 • 24 MIN

Rachel Haley, Co-founder and CEO at Clarus Designs, jumped onto the Sales Ops Demystified Podcast to share her journey into sales operations, how she started her outsourcing sales ops consulting company, the current challenges of sales operations, and how she plans to overcome them.

Shola Jegede, EMEA Sales Operations Manager @ Adobe

October 27, 2020 • 21 MIN

Shola Jegede, Sales Operations Manager at Adobe, jumped onto the Sales Ops Demystified podcast to share her sales journey, the challenges when working from home, and how to forecast with accuracy.

Chuck Marcouiller, Senior Director Revenue Enablement @ Jobvite

October 13, 2020 • 22 MIN

Chuck Marcouiller jumped onto the Sales Ops Demystified Podcast to share insights on sales enablement, how customer satisfaction serves as the core to sales success and how sales operations and enablement work together to create a successful sales cycle.

David Gauld, Sales Operations Lead @ Cloudreach

October 6, 2020 • 30 MIN

David C, Principal at Cloudreach, jumped onto the Sales Operation Demystified Podcast and shared his journey into Sales Operations, his favorite tech stack for operational excellence, and how he improvised his forecasting process during the pandemic.

Matthew Vallortigara, Sales Operations Manager @ Hireology

September 29, 2020 • 22 MIN

Matthew Vallortigara, sales operations manager at Hireology, jumped onto the Sales Ops Demystified podcast to share his sales operations journey, how he adjusts to difficulties in the market, and how choosing better targets can help accurate forecasts.

Austin Bankhead, Founder and CEO @ Unicorn Revenue Ops Advisors

September 22, 2020 • 25 MIN

Austin Bankhead, Founder and CEO at Unicorn Revenue Ops Advisors, jumped onto the Sales Ops Demystified podcast to share his transition from marketing to sales operational leadership, his data-driven and growth-oriented tech stack, and the tips on improving existing and ongoing data.

Carolyn Mellor, SVP, Revenue Operations, Strategy, and Enablement @ Procore Technologies

September 8, 2020 • 21 MIN

Carolyn Mellor, SVP, Revenue Operations, Strategy, and Enablement at Procore Technologies, jumped onto the Sales Operations Demystified podcast to share her insights and knowledge about the new practices in sales operations, how she has maintained the core strategy of the company while going remote due to the pandemic and how her forecasting process has changed in the past few months.

Drew Elston, Sales Enablement Manager @ 6Sense Insights

September 8, 2020 • 22 MIN

Drew Elston, Sales Enablement Manager at 6Sense Insights, jumped onto the Sales Operations Demystified Podcast to share his journey into sales operations, his experience dealing with the COVID-19 pandemic and the perks of remote work.

Marta Kotwis, Head of Sales Operations @ Avira Insights

September 1, 2020 • 18 MIN

Marta Kotwis, Head of Sales Operations at Avira Insights, jumped onto the Sales Ops Demystified Podcast to share her journey into sales ops, her tech stack, and how to work remotely while maintaining trust amongst critical stakeholders.

David McIntyre, Sales Operations & Strategy @ Brex

August 25, 2020 • 29 MIN

David McIntyre, Sales Operations & Strategy Analyst at Brex, jumped onto the Sales Ops Demystified Podcast to share his journey into sales operations,as well as the challenges when working during the pandemic, and how to improve efficiency when working remotely.

Jim Gallic, Senior Vice President @ Welltok, Inc.

August 18, 2020 • 23 MIN

Jim Gallic, Senior Vice President at Welltok, jumped onto the Sales Ops Demystified Podcast to share his experience in sales and operations, how leadership roles have transformed during the pandemic and how things would be for sales operations in terms of teams and business management post-pandemic.

Jeff Wadholm, Vice President, Revenue Operations @ MINDBODY

August 11, 2020 • 20 MIN

Jeff Wadholm, VP revenue operations jumped onto the Sales Ops Demystified podcast to share his journey in sales and rev ops, the challenges he is facing amidst COVID-19, and how he manages goals and targets during the pandemic.

James Hayes, Vice President, Revenue Operations @ Businessolver

August 6, 2020 • 21 MIN

James Hayes, VP Revenue Operations jumped onto the Sales Ops Demystified podcast and shared his journey to revenue ops and his experience in dealing with the pandemic and his sales forecasting methods.

James Bladich, Sales Operations and Enablement Professional @ Software AG Government Solutions

August 4, 2020 • 22 MIN

James Bladich, Sales Operations and Enablement Professional at Tere Performance jumped onto the Sales Operation Demystified Podcast to share his journey into the sales operations, how he is dealing with COVID-19 challenges and what he learned about his team during the pandemic.

Chris Van’t Hof, Director, Sales Operations @ Honor

July 30, 2020 • 21 MIN

Chris Van’t Hof, Director, Sales Operations at Honor jumped onto the Sales Demystified Podcast to share his knowledge and experience in finance and sales operations, how building trust and rapport with partners is his brand positioning approach and significance of reassessment and tracking in successful sales.

Enzo DiMichele, VP, Chief Sales Strategist @ Neural Impact

July 28, 2020 • 26 MIN

Enzo DiMichele, Chief Sales Strategist, jumped onto Sales Operation Demystified podcast and talks about his expertise in sales strategy, how he increases sales reps productivity, and tips on how to increase sales whilst working remotely.

Sales Ops Experts - Daniel Manfrim Antonio and Mayara Ferre @ PhoneTrack

July 22, 2020 • 19 MIN

Daniel Manfrim Antonio, Sales Ops Sr and Mayara Ferre, Sales Ops ABM & Tech Partners jumped onto Sales Operation Demystified Podcast and shares their experience in the sales operations, the measures they have taken to increase remote sales during the pandemic and the importance of communication for productivity in sales operations.

Julian Harris, Senior Sales Operations Manager @ ServiceNow

July 16, 2020 • 15 MIN

Julian Harris jumped onto Sales Operations Demystified podcast to discuss his forecasting approach, how he uses win rate to tweak strategy, and how remote working is a challenge turned into an opportunity.

Tracy Turner, VP, Global Revenue Operations @ Trintech

July 14, 2020 • 21 MIN

Tracy Turner, VP Global Revenue Operations jumped onto the Sales Ops Demystified podcast to share her expertise in sales and operations, how she ensures sales rep productivity, and an in-depth insight into the difference between sales ops and rev ops.

David Kohn, Director of Revenue Operations @ Built In

July 9, 2020 • 18 MIN

David Kohn jumped into the Sales Operations Demystified podcast and shared his journey into sales & revenue operations, shared his sales forecasting secret, and how is he moving reps across focused industries during this time of crisis.

VP, Sales Operations: Meghan Gill @ MongoDB

July 7, 2020 • 17 MIN

Meghan Gill jumped onto the Sales Operations Demystified podcast and shared how she increased sales reps productivity, her approach to operations during COVID-19, and how qualified pipeline and productivity per rep is her go-to sales metrics.

Seth Marrs, Research Director @ Forrester

July 2, 2020 • 23 MIN

Seth Mars jumped into the Sales Operations Demystified podcast and shared his insights on sales and revenues operations, how COVID-19 aided inside and outside sales, and how AI will impact sales and operations.

Tim Hurst, Sales Operations Manager @ Funnel.io

June 30, 2020 • 18 MIN

Tim Hurst, Sales Operations Manager of Funnel jumped onto Sales Operations Demystified to share his journey into sales operations and tells a bit of a background of his role and about Funnel.io, their current tech stack, and their process of improving the team's productivity.

Marvin Varnphruk, Head of Business Operations @ StreamSets

June 25, 2020 • 15 MIN

Marvin Varnphruk, Head of Business Operations at StreamSets jumped onto Sales Operations Demystified to share his journey into sales operations and why he chose sales ops. He further discusses the importance of building connectivity and their process of forecasting...

Dale Reineke, Former Vice President, NA Sales Operational Excellence @ Emerson Automation Solutions

June 23, 2020 • 21 MIN

Dale Reineke, Former Vice President, NA Sales Operational Excellence of Emerson Automation Solutions jumped onto Sales Operations Demystified to share his journey into sales operations in building up his career. He shares more about their sales methodology, solution selling, and their process of forecasting.

Marc Cote, Senior Director Of Operations @ Dosh

June 18, 2020 • 19 MIN

Marc Cote, Senior Director Of Operations of Dosh jumped onto Sales Operations Demystified to share his journey into sales operations. Marc shares Dosh's sales resources and other processes as well as effective ways to influence sales rep and productivity...

Bushan Ekbote, Sales Strategy & Planning @ Dell

June 16, 2020 • 26 MIN

Bushan Ekbote, Sales Strategy & Planning of Dell jumped onto Sales Operations Demystified to share his interesting journey to the demand side of the business where he presently works and brilliantly shared their processes, as well as the strategy that goes behind handling a big organization...

Don Poe, CEO & President @ People Productions Media Services Inc.

June 11, 2020 • 23 MIN

Don Poe, CEO & President of People Productions Media Services Inc. jumped onto Sales Operations Demystified to share his 26 years of experience at his present company. Don explains sales ops versus sales enablement, as well as discussing the strategy in taking sales enablement to the next level and the best utilization of platforms.

Frieda Maher, Principal Consultant @ SalesPOD

June 9, 2020 • 20 MIN

Frieda Maher, Principal Consultant of SalesPOD jumped onto Sales Operations Demystified to share her journey into sales operations as well as her experience, she discusses why poor territory design is a major culprit of productivity, and her favourite sales metric to track...

Jeremy Donovan, SVP Sales Strategy and Sales Operations @ SalesLoft

June 4, 2020 • 23 MIN

Jeremy Donovan jumped onto Sales Operations Demystified to share his commercial journey and experience into sales operations, he also explains Salesloft's performance strategy to increase reps productivity and furthermore sharing his #1 favourite sales metric to track...

Bryan Grobstein, Director, Sales & Revenue Enablement @ Instawork

June 2, 2020 • 23 MIN

Bryan Grobstein jumped onto Sales Operations Demystified to share his exciting journey into sales operations, he imparts his wisdom about the importance of solidifying peer-driven sales playbooks to increase reps productivity, as well as revealing how communication is very important when it comes to working with sales teams...

Puven Sangaran, Sales Operations Manager @ REA

May 28, 2020 • 21 MIN

Puven Sangaran jumped onto Sales Operations Demystified to share his journey into sales operations and his great passion for it. He also discussed the three core concepts of their strategy and why working from home has no negative impact on their business in this current norm.

Fabien Meunier, Head Of Sales Operations @ MarketFinance

May 26, 2020 • 24 MIN

Fabien Meunier jumped onto Sales Operations Demystified to share his journey into sales operations, talks about their strategy on how they increased reps productivity, also revealing what challenges they have had during self-isolation.

Patrick Hogan, Director of Sales Operations @ Multivista

May 21, 2020 • 23 MIN

Patrick Hogan jumped onto Sales Operations Demystified to share his journey into sales operations, he discusses his current role in Multivista and their strategy for increasing their franchisee sales reps productivity, as well as talking about his #1 sales metric...

Carol Chen, VP of Sales Operations @ CarGurus

May 19, 2020 • 21 MIN

Carol Chen jumped onto Sales Operations Demystified to share how she started her journey into sales operations, learn how she increased CarGurus sales reps productivity to a whole new level & discover Carols #1 Sales metric to measure on...

Aldona Ogrodnik, Director of Sales Operations & Strategy EMEA @ RingCentral

May 14, 2020 • 21 MIN

Aldona Ogrodnik jumped onto Sales Operations Demystified to share her journey into sales operations, learn her most important learnings over the past 10 years, and Aldona's #1 sales metrics...

Yuri Dekiba, Sr. Director of Sales Operations & Planning @ Akamai Technologies

May 12, 2020 • 29 MIN

Yuri Dekiba jumped onto Sales Operations Demystified to share her journey into sales operations, discover her views about the core trends over the next few years within sales operations, and how she has increased sales reps productivity...

Russ Walker, SVP Sales Operations & Enablement @ Datasite

May 7, 2020 • 17 MIN

Russ Walker jumped onto Sales Operations Demystified to share his journey into Datasite, discussing more about giving actionable analytics back to your sales leaders, and the adoptions they made to counter these challenging times.

David Zwerin, Head Of Sales Operations @ TripActions

May 5, 2020 • 25 MIN

David Zwerin jumped onto Sales Operations Demystified to share his journey into sales operations, he also revealed TripAction's Sales Rep ratio has decreased as they scale and discussing remote work in this new norm.

Christopher Jacks, Global Revenue Operation Manager @ Optimove

April 30, 2020 • 18 MIN

Christopher Jacks jumped onto Sales Operations Demystified to share his journey into sales operations, he also shares the shift from remote work and how they are heavily using slack and zoom to have "Happy Hours".

Taimoor Tariq, Head of Revenue Operations @ Sellics

April 28, 2020 • 17 MIN

Taimoor Tariq jumped onto Sales Operations Demystified to share his exposure to sales operations from an entry-level part-time sales rep journeying and honing up his career in becoming the director of revenue operations of Sellics. He also revealed important tactics for bringing order to chaos, he also provided insights into what teams are doing whilst working remotely during these challenging times.

Kali Berry, Director Of Sales Operations @ Remesh

April 23, 2020 • 20 MIN

Kali Berry jumped onto Sales Operations Demystified to share her journey where she started from and how she moved into an operational role. She also revealed an important tool that helped to drive their reps productivity. Additionally, Kali shared some important insights to increase sales productivity while working remotely.

Alicia Balance, Sr. Sales Operations Manager @ InfluxData

April 21, 2020 • 20 MIN

Alicia Balance jumped onto Sales Operations Demystified to share her journey transitioning from support ops into sales ops, and how she came to join Influxdata . You will hear more about Influxdata, and how they had to shift their sales team into remote work during these challenging times.

Michelle Tuzman, Sales Operations Manager @ Electric

April 16, 2020 • 27 MIN

Michelle Tuzman jumped onto Sales Operations Demystified to share a bit about her background from studying finance to transitioning into sales operations. She revealed their team's sales ops to reps ratio within the organization. Michelle sheds light on their challenges and solutions to the cross-referencing of industries during an ICP analysis.

Jason Muehring, Sales Operations Manager @ Cisco Capital

April 14, 2020 • 24 MIN

Jason Muehring jumped onto Sales Operations Demystified to share his journey into sales operations, he talks about the benefits why his team are intensely focussed on ensuring that they keep Salesforce as the "single source of truth".

Ella Pebbles, Director of Revenue Operations @ Aircall

April 9, 2020 • 18 MIN

Ella Pebbles jumped onto Sales Operations Demystified to share her amazing journey. How she became a part of Sales Operations and sharing what she did first when joining a new sales team. She also rehearsed the importance of understanding internal dynamics.

Dan Grossberg, Director, Sales Operations @ SEVENROOMS

April 8, 2020 • 18 MIN

Dan Grossberg jumped onto Sales Operations Demystified to discuss his mantra within their organization; "I break and make things." He also revealed some important processes they do with their onboarding process and talks about how they alleviated their contract processing for closed deals.

Todd Egan, Senior Manager Sales Operations EMEA @ Secureworks

April 2, 2020 • 27 MIN

Todd Egan jumped onto Sales Operations Demystified to share his knowledge about the importance of getting to know the individual rep, learning whilst onboarding, simplifying forecasting criteria, and understanding the close process.

Guy Weigert, VP Sales Solutions @ SimilarWeb

March 31, 2020 • 21 MIN

Guy Weigert jumped onto Sales Operations Demystified to share his knowledge of why he moved from the sales side to the sales & business size, how is he working with his reps, and the needs to have some exposure to the sales process.

Cailin Radcliffe, Director Revenue Operations @ Loopio

March 26, 2020 • 18 MIN

Cailin Radcliffe jumped onto Sales Operations Demystified to share a few of her revenue operations strategies, how reducing "time to first deal" plays a vital role in the development of Loopio's reps and what sales forecasting really tells you...

Erin Bush, Senior Director of Revenue Operations @ Pendo.io

March 24, 2020 • 21 MIN

Erin Bush jumped onto Sales Operations Demystified to share her career advancement from Sales Development to Sales Operations, how their team of nine is supporting a revenue operation of 150 and why the key to sales operations success is simplicity.

Brent Silberman, Analytics Manager @ Narrative Science

March 19, 2020 • 19 MIN

Brent Silberman jumped onto Sales Operations Demystified to share his knowledge about the importance of getting to know the individual reps, learning whilst onboarding, simplifying forecasting criteria, and understanding the close process.

Arup Chakravarti, Head of Sales Enablement and Commercial Analytics @ Elavon Merchant Services

March 17, 2020 • 30 MIN

Arup Chakravarti jumped onto Sales Operations Demystified to share his knowledge about the difference between sales operations and sales enablement, splits his team into two different categories, discusses their application of AI in the sales process, and explained more about leading vs. lagging indicators.

Scott Haney, Revenue Operations @ Chili Piper

March 12, 2020 • 22 MIN

Scott Haney jumped onto Sales Operations Demystified to share his knowledge that sales/revenue ops at a smaller business can be broad, collecting rep confidence during the forecasting process.

Sofiya Ulyak, Director Commercial Operations @ Star

March 10, 2020 • 23 MIN

Sofiya Ulyak jumped onto Sales Operations Demystified to share her thoughts about their three-step onboarding flow, what is in it for the sales team, and their value selling methodology.

Mohamed Kerbek, Revenue Operations Director @ Acerta

March 5, 2020 • 23 MIN

Mohamed Kerbek jumped onto Sales Operations Demystified to share his three-pronged approach to working with sales reps, keeping reps accountable and facilitating competition with specific dashboards.

Kevin Mulrane, VP of Mid Market Sales and Customer Experience @ GlobalWebIndex

March 3, 2020 • 23 MIN

Kevin Mulrane jumped onto Sales Operations Demystified to share his thoughts on the blurring of sales leadership and sales operations, why sales reps need to become the CEO of their own business and why you should "Win what is winnable".

Curtis Hommes, VP Of Sales Operations @ Workfront

February 25, 2020 • 24 MIN

Curtis Hommes jumped onto Sales Operations Demystified to share his simplification methodology, Workfront's intense focus on data quality and the sales metrics that really matter.

Jason Hanks, Director of Sales Development and Sales Operations @ Filevine

February 18, 2020 • 24 MIN

Jason Hanks jumped onto Sales Operations Demystified to share his prediction around support ops, his insights from analyzing close rate by deal size and peer to peer grading.

Mike Greibnow, Director Of Revenue Operations @ Blendtek Ingredients

February 18, 2020 • 21 MIN

Mike Griebenow jumped onto Sales Operations Demystified to share how the data that reps provide can be valuable to other teams, the blurring between marketing and sales ops and tracking response times through the funnel.

Steven Wellman, Director Of Operations @ FreshLime

February 6, 2020 • 24 MIN

Steven Wellman jumped onto Sales Operations Demystified to share his views on the trend towards more wholistic operations, how to generate social pressure by sharing data and his favorite sales metric: contact rate by dial attempt.

Zachary Cummings, Director Of Sales Operations @ Artemis Health

January 30, 2020 • 23 MIN

Zachary Cummings jumped onto Sales Operations Demystified to share how he empowers his reps with structure, simplifies sales forecasting and focuses on both effort and result metrics

Marissa White, Director of Revenue Operations @ Perkbox

January 9, 2020 • 26 MIN

Learn from an experienced Director of Revenue Operations to become successful in a sales ops role with our special guest, Marissa White, of Perkbox...

Zach Thigpen, Head of Operations @ Augment CXM

December 23, 2019 • 27 MIN

Learn from an experienced Head of Operations to become successful in a sales ops role with our special guest, Zach Thigpen of Augment CXM...

Jeff Davis, Sales Operations Manager @ Baker Hill

December 18, 2019 • 25 MIN

Learn from an experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Jeff Davis of Baker Hill...

Kim Brown, Executive Director of Sales Operations @ Hexagon AB

December 12, 2019 • 25 MIN

Learn from an experienced Executive Director of Divisional Sales and Sales Operations to become successful in a sales ops role with our special guest, Kim Brown of Hexagon AB...

Zoe Jong, Director of Revenue Operations @ Tasktop

December 11, 2019 • 25 MIN

Learn from an experienced Director of Revenue Operations to become successful in a sales ops role with our special guest, Zoe Jong of Tasktop...

Saad Shaikh, Head of Revenue Operations @ BigPanda

November 8, 2019 • 36 MIN

Learn from an experienced Head of Revenue Operations to become successful in a sales ops role with our special guest, Saad Shaikh of BigPanda...

Jennifer Laurie, Director, Business Operations @ Bonfire Interactive

November 5, 2019 • 24 MIN

Learn from an experienced Director, Business Operations to become successful in a sales ops role with our special guest, Jennifer Laurie of Bonfire Interactive...

Eamonn Filinski, Senior Manager, Sales Operations @ Achievers

November 1, 2019 • 24 MIN

Learn from an experienced Senior Manager, Sales Operations to become successful in a sales ops role with our special guest, Eamonn Filinski of Achievers...

Kendall Grant, Senior Director of Global Sales Operations @ Fastly

October 29, 2019 • 22 MIN

Learn from an experienced Senior Director of Global Sales Operations to become successful in a sales ops role with our special guest, Kendall Grant of Fastly...

Priya Vin, Revenue Operations Manager @ DomainTools

October 23, 2019 • 26 MIN

Learn from an experienced Revenue Operations Manager to become successful in a sales ops role with our special guest, Priya Vin of DomainTools...

Robert Smith, Director of Sales Operations @ Botify

October 18, 2019 • 29 MIN

Learn from an experienced Director of Sales Operations to become successful in a sales ops role with our special guest, Robert Smith of Botify...

Morgan Miller, Director of Sales Operations @ SimpleNexus

October 17, 2019 • 27 MIN

Learn from an experienced Director of Sales Operations to become successful in a sales ops role with our special guest, Morgan Miller of SimpleNexus...

Brandon Roberts, Senior Director, Sales Operations @ MINDBODY Inc.

October 14, 2019 • 22 MIN

Learn from an experienced Senior Director, Sales Operations to become successful in a sales ops role with our special guest, Brandon Roberts of MINDBODY Inc...

Ondrej Bosak, Revenue Operations Manager @ Exponea

October 7, 2019 • 28 MIN

Learn from an experienced Revenue Operations Manager to become successful in a sales ops role with our special guest, Ondrej Bosak of Exponea...

Simon Gilks, Director, Global Sales Operations & Enablement @ GoCardless

September 26, 2019 • 29 MIN

Learn from an experienced Director, Global Sales Operations & Enablement to become successful in a sales ops role with our special guest, Simon Gilks of GoCardless...

Mark Feldman, Head of Revenue Operations of Localytics

September 25, 2019 • 28 MIN

Learn from an experienced Head of Revenue Operations to become successful in a sales ops role with our special guest, Mark Feldman of Localytics...

Randall Fees, Director of Sales Operations & Research @ Viral Launch

September 23, 2019 • 23 MIN

Learn from an experienced Director of Sales Operations & Research to become successful in a sales ops role with our special guest, Randall Fees of Viral Launch...

Rose Penhasi, Founder & Sales Operations Consultant @ ScalesOps

September 19, 2019 • 25 MIN

Learn from an experienced Founder & Sales Operations Consultant to become successful in a sales ops role with our special guest, Rose Penhasi of ScalesOps...

Marc Runyan, Sr. Director Revenue Operations & Enablement @ Nitro

September 12, 2019 • 23 MIN

Learn from an experienced Sr. Director Revenue Operations & Enablement to become successful in a sales ops role with our special guest, Marc Runyan of Nitro...

Morgan Rosseel, Sales Operations Manager @ Pegasystems

September 11, 2019 • 31 MIN

Learn from an experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Morgan Rosseel of Pegasystems...

Stefanie Tial, Director, Commercial Operations @ The Rainmaker Group

September 6, 2019 • 25 MIN

Learn from an experienced Director and Commercial Operations to become successful in a sales ops role with our special guest, Stefanie Tial of The Rainmaker Group...

Joe Gelata, Director Of Business OS @ OTTO Motors and Growth Coach @ Communitech

September 5, 2019 • 28 MIN

Learn from an experienced Director Of Business OS and Growth Coach to become successful in a sales ops role with our special guest, Joe Gelata of OTTO Motors and Communitech

Kory Geyer, Director of Revenue Operations @ 6sense

September 5, 2019 • 23 MIN

Learn from an experienced Director of Revenue Operations to become successful in a sales ops role with our special guest, Kory Geyer of 6sense...

Greg Larsen, Sales And Revenue Operations Leader @ Lingotek

August 29, 2019 • 33 MIN

Learn from an experienced Sales and Revenue Operations Leader to become successful in a sales ops role with our special guest, Greg Larsen of Lingotek..

Ian Matthews, Leading Teradata’s EMEA Revenue and Sales Operations execution @ Teradata

August 29, 2019 • 36 MIN

Learn from an experienced Leading Teradata’s EMEA Revenue and Sales Operations execution Partner to become successful in a sales ops role with our special guest, Ian Matthews of Teradata..

Andrew Smidmore, Senior Sales Operations Business Partner @ Confluent

August 28, 2019 • 31 MIN

Learn from an experienced Senior Sales Operations Business Partner to become successful in a sales ops role with our special guest, Andrew Smidmore of Confluent...

Simon Owens, Sales Operations Manager @ Redgate Software

August 28, 2019 • 24 MIN

Learn from an experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Simon Owens of Redgate Software...

Rowan Bailey, Head of Revenue Operations @ Peakon

August 27, 2019 • 33 MIN

Learn from an experienced Head of Revenue Operations to become successful in a sales ops role with our special guest, Rowan Bailey of Peakon...

Tyler Holmes, Director of Sales and Revenue Operations @ Beamery

August 23, 2019 • 28 MIN

Learn from an experienced Director of Sales and Revenue Operations to become successful in a sales ops role with our special guest, Tyler Holmes of Beamery...

Nicholas Gollop, Head of Sales Operations & Salesforce Lead @ DueDil

August 23, 2019 • 31 MIN

Learn from an experienced Head of Sales Operations & Salesforce Lead to become successful in a sales ops role with our special guest, Nicholas Gollop of DueDil...

Philip Kelvin, Head of Customer Operations @ Trussle

August 22, 2019 • 31 MIN

Learn from an experienced Head of Customer Operations to become successful in a sales ops role with our special guest, Philip Kelvin of Trussle...

Kevin Raybon, Chairman @ Global Sales Operations Association (SOPSA.ORG)

August 21, 2019 • 34 MIN

Learn from an experienced Chairman to become successful in a sales ops role with our special guest, Kevin Raybon of SOPSA.ORG...

Ed Staten, Former Director Sales Operations @ 3M

August 20, 2019 • 34 MIN

Learn from an experienced and former Director Sales Operations to become successful in a sales ops role with our special guest, Ed Staten...

Heather Bruder, MBA, Revenue & Sales Ops Champion

August 19, 2019 • 24 MIN

Learn from an experienced MBA, Revenue & Sales Ops Champion to become successful in a sales ops role with our special guest, Heather Bruder...

Chris Flores, Founder @ C-Flo Consulting, LLC

August 8, 2019 • 28 MIN

Learn from an experienced founder to become successful in a sales ops role with our special guest, Chris Flores of C-Flo Consulting, LLC...

Sergio De Luca, Global Sales Operations Senior Manager @ WUBS

August 8, 2019 • 25 MIN

Learn from an experienced Global Sales Operations Senior Manager to become successful in a sales ops role with our special guest, Sergio De Luca of WUBS...

Anthony McPartlin, Research Director @ Forrester

August 8, 2019 • 33 MIN

Learn from an experienced Research Director to become successful in a sales ops role with our special guest, Anthony McPartlin of Forrester...

Derek Dean, Global Sales Operations Manager @ TTEC

August 8, 2019 • 24 MIN

Learn from an experienced Global Sales Operations Manager to become successful in a sales ops role with our special guest, Derek Dean of TTEC...

Jag Cheema, VP EMEA Sales Operations @ Hitatchi Vantara

August 1, 2019 • 29 MIN

Learn from the experienced VP EMEA Sales Operations to become successful in a sales ops role with our special guest, Jag Cheema...

Tom Andrews, Sales Operations Manager @ Signal Al

July 30, 2019 • 36 MIN

Learn from the experienced Sales Operations Manager to become successful in a sales ops role with our special guest, Tom Andrews...

Jeanette Appiah, Sales Operations Analyst @ Merkle

July 15, 2019 • 29 MIN

Learn from the best Sales Operations Analyst, become successful in a sales ops role with our special guests, Jeanette Appiah...

Jorge Moto, Manager of Global Sales Operations & Salesforce Admin @ Ooyala

July 12, 2019 • 28 MIN

Learn from the expert Manager of Global Sales Operations & Salesforce Admin, become successful in a sales ops role with our special guests, Jorge Moto.

Jonathan Bunford, Director of Sales Operations @ Ada

July 9, 2019 • 31 MIN

Learn from the great 6x Salesforce Certified & Director of Sales Operations, become successful in a sales ops role with our special guests, Jonathan Bunford...

Nicholas Zorrilla, Senior Sales Operations Analyst @ Flashpoint

July 3, 2019 • 23 MIN

Learn from a certified Salesforce Administrator & Senior Sales Operations Analyst, become successful in a sales ops role with our special guests, Nicholas Zorrilla...

Catherine Mandungu, Director of Sales Operations @ Ometria and Nia Barnabie, Head of Global Sales Operations @ Jumio

July 2, 2019 • 36 MIN

Learn from the Director of Sales Operations and the Head of Global Sales Operations to become successful in a sales ops role with our special guests, Catherine Mandungu and Nia Barnabie...

Melinda Forest, Sales Operations Manager @Decibel

July 2, 2019 • 28 MIN

Learn from a Sales Operations Manager, become successful in a sales ops role with our special guests, Melinda Forest...

Alan Kingsley-Perkins, Sales Operations Improvement Consultant @ Kingsley-Perkins LTD

June 28, 2019 • 34 MIN

Learn from a master Sales Operations Improvement Consultant, and become successful in a sales ops role with our special guests, Alan Kingsley-Perkins...

Cornelia Klose, Global Sales Operations Manager @ Mailjet

June 27, 2019 • 37 MIN

Learn from a great Global Sales Operations Manager, as well as becoming successful in a sales ops role with our special guests, Cornelia Klose...

Natasha Neller and Kimberley Warman, Sales Operations Managers @ Austin Fraser

June 20, 2019 • 36 MIN

Learn from a great Sales Operations Managers, as well as becoming successful in a sales ops role with our special guests, Natasha Neller and Kimberley Warman...

Anthony Conrad, Director of Sales Operations @ Tapclicks

June 18, 2019 • 43 MIN

Learn from the great Director of Sales Operations, become successful in a sales ops role with our special guests, Anthony Conrad...

Katyusca Barth, Sales Operations Manager @ Intralinks

June 14, 2019 • 30 MIN

Learn from a great Sales Operations Manager, as well as becoming successful in a sales ops role with our special guest, Katy Barth...

Cris Santos, Head of Revenue Strategy and Operations @ Pluralsight

June 13, 2019 • 43 MIN

Learn from a great Head of Revenue Strategy and Operations, as well as becoming successful in a sales ops role with our special guest, Cris Santos...

Claire Maisonnave-Couterou, EMEA Sales Operation Manager @ Kyriba

June 7, 2019 • 23 MIN

Learn from a great EMEA Sales Operation Manager, as well as becoming successful in a sales ops role with our special guest, Claire Maisonnave-Couterou...

Jonny Day, Head of Sales Operations @ CrowdCube

June 6, 2019 • 50 MIN

Learn from a great Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest, Jonny Day...

Sandeep Sachdeva, Global Head of Sales Operations @ Unity Technologies

May 31, 2019 • 30 MIN

Learn from a great Global Head of Sales Operations, as well as becoming successful in a sales ops role with our special guest Sandeep Sachdeva...

Dante Hawkins, Director of Sales Operations @ Springbot

May 28, 2019 • 35 MIN

Learn from a great Director of Sales Operations, as well as becoming successful in a sales ops role with our special guest Dante Hawkins...

Mohit Bhargava, Sales Planning & Operations Manager @ Big Tech Company

May 18, 2019 • 35 MIN

Learn from a great sales planning & operations manager, as well as becoming successful in a sales ops role with our special guest Mohit Bhargava...

Joe Gates, Sales Operations Manager @ Spendesk

May 17, 2019 • 25 MIN

Learn about sales operations, Spendesk sales tech stack as well as becoming successful in a sales ops role with our special guest Joe Gates....

Jeffrey Serlin, VP Sales Operations @ Intercom

May 10, 2019 • 40 MIN

Jeffrey Serlin of Intercom, our special guest for #SalesOps Demystified talked through his awesome experience in #SalesOperations. Talking through tackling data quality as well as the transition into Sales Operations. Jeff has been a Sales and Revenue Operations leader for more than a decade now; with experience in building, scaling and managing teams for start-ups as well as public companies.

Brandon Bussey, Director of Revenue and Account Operations @ LucidChart

April 26, 2019 • 41 MIN

We had the pleasure of interviewing Brandon Bussey, Director of Revenue and Account Operations in Lucidchart. Learn more about Sales Operations and their processes.

Jay Khiroya, Head Of Operations @ Doctify

April 15, 2019 • 39 MIN

In this episode you will be listening to Jay Khiroya as Tom Hunt & Henry Peacock interview him about his extensive Sales Operations experience. He will reveal some important points on how to strengthen your Sales Team and provides strategic ways of helping them increase revenue. Jay talks through how to measure sales team success and methods of keeping your CRM clean.

Matt Cerra, Head Of Sales @ Cube19

April 5, 2019 • 39 MIN

Tom interviews Matt Cerra, Head Of Sales @Cube19.

Kelsi Hansen, Sales Operations Manager @ Workfront

March 25, 2019 • 33 MIN

Tom interviews Kelsi Hansen, Sales Operations Manager @Workfront.

Kirsty Charlton, Head of Sales Operations @ Signal AI

March 18, 2019 • 42 MIN

Tom Hunt & Henry Peacock interview Kirsty Charlton about Signal AI and their process within the sales team and her experiences. Kirsty talks through metrics, Sales Ops Tech Stack and her journey in Signal AI. 

Alex Williams, Head of Corporate Strategy & Development @ Roxhill Media

March 7, 2019 • 44 MIN

Tom Hunt & Henry Peacock interview Alex Williams about Roxhill Media and their training and process within the sales team. Alex talks through overseeing sales & marketing, who Sales Ops report to and is sales experience necessary For Sales Ops?

Rory Brown, Co Founder & CCO @ Kluster Intelligence

February 28, 2019 • 42 MIN

Tom Hunt & Henry Peacock interview Rory Brown about Kluster Intelligence and how to build credibility with the team. Rory talks through how to measure success and keep sales professionals engaged. #3

Justin Kersey, Director of Operations & Enablement, EMEA & APAC @ Datasite

February 21, 2019 • 41 MIN

We had the pleasure of interviewing Justin Kersey, Director of Operations and Enablement, EMEA & APAC at Datasite to help us gain more insights into some of the tools they use and a well-debated topic of whether Sales experience is needed in a Sales Operations role. Justin has over 15 years of sales & project management experience and is currently VP Of Sales of Merrill Corp, a B2B SAAS provider to the M&A Industry.

Tom Hunt and Henry Peacock @ Ebsta

February 14, 2019 • 36 MIN

Behind The Scenes: Henry & Tom Reveal Ebsta’s Complete Sales Process Henry Peacock has 6 years experience spanning sales and operations in the B2B space. He currently manages Ebsta Sales team and is responsible for Ebsta's sales operation. Tom Hunt is an experienced operator and marketing, with 6 years experience of growing B2B online businesses. Tom currently runs Ebsta's marketing team and is responsible for generating leads for the sales team.