RevOps 500 RevOps 500

Joining us today is Briana Walgenbach, AI Strategic Lead and Content & Video Coach at IMPACT. Briana and our host Sajeel Qureshi discuss the integration of AI within B2B marketing and sales, assignment selling, and the importance of breaking down department silos for business growth. Brianna emphasizes the need for CEOs to be involved in the process and to nurture collaboration across the organization. The conversation also reveals various tactics to implement effective business strategies such as educational content creation, transparency in pricing, getting customer data through CRM, and nurturing repeat customers.

RevOps Myth:
“RevOps is just another marketing thing.”Briana is suggesting that instead of treating RevOps as just another marketing thing, business leaders, owners, and employees should collaborate to obsess over their customers. She believes that working together towards a common goal would make it easier to educate and qualify customers, leading to closing more deals with intention and at a faster pace.
Takeaways: 
"Collaborate to create effective sales strategies": Understand the importance of collaboration within the organization. Break down the silos between your marketing, sales, content, and operation teams. Communicate with one another to understand each department's needs and challenges. "Assign a content owner within your team": An essential role that needs to be fulfilled within your team is that of a 'content owner'. Someone needs to be responsible for generating and managing educational content that responds to commonly asked questions by potential customers. This content should educate the customers and be available before any sales conversation takes place."Practice assignment selling": This method allows your marketing and sales team to work together to educate your customers before a sales call, using educational content you provide upfront. "Use AI, but have a human oversee it": You can leverage AI for several tasks, from writing to data analysis. However, it is essential to have a human element involved, as someone needs to own the process to ensure the quality and relevance of the AI to your specific needs and goals."Fully integrate Teams": Don't just form different teams within your organization; instead, work towards making them fully integrated units that understand and appreciate the work of their fellow departments. For example, your sales team should be well-versed in the marketing content that your customers are consuming, and vice versa."Ensure CEO involvement": For a successful RevOps implementation, it is crucial to have absolute buy-in from the CEO. The CEO doesn’t have to be on the front lines doing the everyday work. Still, they need to be actively involved in the process, making themselves accessible, knowing what's going on, and showing genuine interest and backing for the initiatives."Nurture existing clients": Do not just focus on bringing new clients; ensure you also take care of the existing clients. Use content to keep them educated and engaged, and consider them partners in your business. Making the current customers satisfied could lead to more repeated business, which will increase the company's growth and profit.
Quote of the Show:
“​​If our buyers are changing, we need to change along with them.” - Briana Walgenbach
Links:
Briana Walgenbach’s LinkedIn: https://www.linkedin.com/in/briana-meisel IMPACT’s Website: https://www.impactplus.com 
Ways to Tune In:
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum  Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: h

Joining us today is Alaina Corsini, Marketing Director at Red Shark Digital. Alaina and Sajeel discuss the roots of RevOps and its application in different businesses, regardless of size. The conversation covers key RevOps components: the connection between marketing and sales, customer success, and the role of AI in RevOps. The discussion also sheds light on Alaina's experience in the hospitality industry and how it informed her approach to the RevOps field.

RevOps Myths:
RevOps is only for large enterprises and businesses. Alaina believes RevOps can benefit businesses of all sizes, improving efficiency, collaboration, and revenue generation.Takeaways: 
Align Marketing and Sales: Ensure that the marketing and sales departments are communicating well. Avoid running them as separate silos to ensure overall business growth.Utilize Available Tech Resources: Utilize platforms like HubSpot or Salesforce for seamless integration of your sales and marketing efforts. These platforms provide valuable data that can be used to measure the effectiveness of different marketing channels.Implement RevOps Regardless of Business Size: Understand that RevOps is not just meant for large businesses. Even small and medium-sized businesses can benefit from RevOps by improving efficiency and collaboration, leading to enhanced revenue generation.Consider the Human Element: Remember that despite the increasing role of AI and technology, there is still a need for the human element, especially in areas like customer service, where direct interaction and empathy matter.Invest in Continuous Learning and Improvements: The field of RevOps is constantly changing, so commit to ongoing education. Utilize free resources and training to keep your knowledge up-to-date and stay competitive in the field.Create Value Through Understanding Clients: Take the time to understand each client's specific needs and circumstances. Use that understanding to craft strategies that deliver the best value to the client and provide genuine solutions to their problems.Practice Efficient Communication: Effective communication across different departments of an organization is paramount to ensure that everyone is clear on their roles and responsibilities, which in turn leads to better revenue operations. 
Quote of the Show:
“There is so much opportunity to create such an amazing life for yourself.” - Alaina Corsini
Links:
Alaina Corsini’s LinkedIn: https://www.linkedin.com/in/alaina-corsini Red Shark Digital’s Website: https://www.redsharkdigital.com 
Ways to Tune In:
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum  Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/hNVTckvePsURevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Joining us today is Casey Peddicord, Senior Vice President Of Sales at Globalia. Casey shares his philosophy on optimizing RevOps, emphasizing the need for simplicity and reduction of complexities. He speaks to the misconception that growth demands complexity and argues that businesses, large and small, should focus on creating easy, streamlined processes for revenue growth. Casey draws from his own experiences and analogies to illustrate the importance of going back to basics, simplifying tech stacks, focusing on top priorities at each business step, and ensuring a unique customer experience for sustained business growth. Casey also discusses the recent acquisition of Globalia by SmartBug and the benefits of this partnership. Join Sajeel and Casey for a riveting conversation on the intricacies of RevOps and insights on furthering business growth whilst keeping processes simple.

RevOps Myths:
RevOps processes need to be complex and involve a large team. Casey Peddicord argues that businesses often make their processes unnecessarily complex and that the focus should be on simplifying and streamlining the process. The myth suggests that RevOps requires a complicated system with extensive workflows and automation, but Casey believes that it can be easy and straightforward.
Takeaways: 
Keep things Simple - The process of sales or any business strategy does not have to be complex. It can be simple and still provide a lot of value.Slow down to Speed Up - Taking the time to map out the business process thoroughly can help in identifying the top priorities which can ultimately lead to faster business growth.Leverage Technology but Don’t Overcomplicate - While technology is crucial in today’s business world, having too many software solutions in place can complicate the process.Continual Improvement - Always looking for the next level of improvement and growth will keep the business moving forward.Not Everything Needs ROI - Some actions, like the personal touch of a COO sending a video message to customers, may not have direct ROI but significantly contribute to creating a positive customer experience.Get Outside Help - It is beneficial to bring in a third party for a different perspective. This view helps you to identify blind spots and make your process smoother.
Quotes of the Show:
“Have the self-awareness to go: hey, we got to fix something” - Casey Peddicord“You're so in the details of making it perfect when it could have been 90% and you could have been down the road already” - Casey Peddicord
Links:
Casey Peddicord’s LinkedIn: https://www.linkedin.com/in/caseypeddicord Globalia’s Website: https://www.globaliadigital.com/en 
Ways to Tune In:
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum  Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/46UQdsWLiLERevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Today, we have the pleasure of having Chris Walker, the Founder and CEO of Refine Labs on the show. Join Chris and our host, Sajeel Qureshi, as they explore the significance of RevOps in Go-To-Market strategies. Chris sheds light on the common challenges companies face, such as understaffing and underfunding RevOps. 
Stay tuned for valuable insights where Chris underscores the importance of standardized data, leveraging science for strategic decisions, and advocating for a fresh approach centered around account activations, conversions, and a detailed analysis of buyer-centric data.

RevOps Myths:
RevOps is considered the most important function in Go-To-Market, but in practice, companies tend to understaff and underfund it, resulting in it primarily functioning as order takers with insufficient proactive work. The belief in its paramount importance aligns differently with the limited investment and prioritization it receives in many companies.
Takeaways: 
Companies should strategically split their RevOps function into tactical and strategic components. While many focus on tactical, operational tasks, there's a crucial need for a dedicated segment that utilizes standardized data and science to inform strategic decisions, including budget allocation and key performance indicators (KPIs) for marketing, sales, and SDRs. This shift can enhance overall productivity and ensure a more comprehensive approach to go-to-market strategies.Move beyond siloed functions labeled as RevOps. Instead, rethink and integrate the entire go-to-market strategy. Challenge traditional operating models like the Demand Waterfall and SQO, fostering collaboration across marketing, sales, and customer success. Break free from the assembly line approach to create a more interconnected and effective revenue process.Shift from traditional funnel metrics to a new operating model focused on account activations, conversions, hero pipeline, and close one revenue. Change KPIs to align with overall business outcomes, moving beyond the flawed demand waterfall. Adopt a granular approach, analyzing data from the buyer's perspective, not internal departments, to optimize for proven buyer journeys. Break away from the singular funnel view to identify program-specific win rates, enabling a more strategic and effective company strategy.​​Redefine qualified pipeline based on a dynamic metric like the hero definition, tied to a six-month rolling historical win rate greater than 25%. This shifts focus from arbitrary stage assessments to outcomes aligning with sales quotas and revenue attainment. By connecting marketing and sales through a win rate metric, companies can dynamically adjust their goals, fostering integrated and aligned operations between the teams.Companies should be concerned about the lack of standardization in revenue operations, as inconsistency in defining data leads to varied interpretations across teams. To overcome this, prioritize standardizing the data model for revenue, akin to how companies use GAAP principles for financial reporting. Strive for a shared, common data model that allows for customization but ensures a unified understanding of key metrics and informs strategic decisions across the executive and go-to-market teams.Mature companies often don't face a data collection problem but struggle with data structure and processing. Transform existing data into a standardized model, identifying gaps and best practices. Implementing these changes allows for real-time analysis, offering a significant advantage over the manual, time-consuming approach. Companies should focus not just on looking at data in real-time but ensuring they analyze the right aspects in the right ways for more meaningful insights.Rethink your approach to go-to-market strategy and data analysis beyond current best practices, which may be outdated. Acknowledge the dynamic changes in the business landscape since the last best practices update. Shift organizational thinkin

Today, we're thrilled to have Brian Stout, the Head of Marketing and Founder of Differ, as our guest. Join Brian and our host, Sajeel Qureshi, as they explore the depths of a holistic RevOps approach that extends beyond mere technology. Stay tuned in to glean valuable insights from Brian, shedding light on the hands-on approach integral to successful RevOps leadership.

RevOps Myths:
RevOps is simply an extension of Sales Operations
Takeaways: 
RevOps is more than an extension of SalesOps; it aligns sales, marketing, and customer success for seamless customer experiences, requiring a holistic approach beyond just technology.Successful RevOps leadership requires a hands-on approach, and an understanding of the daily challenges of marketing, sales, and customer success to achieve alignment and prevent disjointed technology solutions in organizations.Effective RevOps goes beyond technology; it requires a sound strategy and processes. Transitioning between tech vendors will only succeed with proper alignment and execution.Small companies face similar challenges as larger ones, emphasizing the importance of strategy, processes, and people in ensuring efficient operations and maximizing opportunities.Maintaining alignment during growth and acquisitions is crucial. The "Embrace and Enhance" strategy helps integrate diverse technologies seamlessly, but achieving alignment remains a persistent challenge, demanding careful planning.Seamless company integrations demand a dedicated leader overseeing alignment across diverse departments, business systems, and technologies. Despite the challenges, meticulous coordination is essential for success.Acquiring companies involves navigating challenges in leadership, integration, rebranding, and customer education across marketing, sales, and customer success. Success in these endeavors contributes to professional growth and market recognition.
Quote of the Show:
“They gave you a dollar because they expect to get 10 out of it. When you can do that for them more efficiently, That gets them on to do the thing they want to do, the impact they want to make in this world.” - Brian Stout
Links:
Brian Stout’s LinkedIn: https://www.linkedin.com/in/thinkstout Differ’s Website: https://www.differstudios.com Personal Website: https://thinkstout.com Brian Stout’s Twitter: https://twitter.com/thinkstout Cracking ALZ Website: ​​https://www.crackingalz.com 
Ways to Tune In:
Apple Podcast: https://podcasts.apple.com/us/podcast/revops-500-podcast/id1664472466?uo=4 Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy9jNTc1MjJlOC9wb2RjYXN0L3Jzcw== Spotify: ​​https://open.spotify.com/show/2QxBhbhRbiG5XBOdRDjWum  Stitcher: https://www.stitcher.com/show/1052213 Podcast Addict: https://podcastaddict.com/podcast/revops-500/4488882 Deezer: https://www.deezer.com/show/6101085 Player FM: https://player.fm/series/series-3480832 Podchaser: https://www.podchaser.com/podcasts/revops-500-5099575 Listen Notes: https://www.listennotes.com/c/286dcf154b674018ad35b986d14f664f/ YouTube: https://youtu.be/w5U97uRGLh8RevOps 500 Podcast is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/ and https://www.computan.com/ 

Joining us today is Dylan Wickliffe, the visionary VP of Growth at Media Junction. Embark on a journey where unconscious efforts transform into deliberate collaborations in the realm of RevOps. Tune in as Dylan, alongside our insightful host, Sajeel Qureshi, unravels the secrets of tailoring unique RevOps journeys for diverse companies. Discover the art of authentic connections and selling like a genuine human being. Don't miss out on the wisdom and creativity that await!

RevOps Myths:
The perception that RevOps is a recent innovation is a misconception. Dylan, however, proposes that the truth is that businesses, knowingly or unknowingly, have always engaged in aligning their marketing, sales, and customer service efforts with revenue. The true essence of the RevOps surge lies in recognizing this existing synergy and intentionally maximizing its potential. Rather than a revolution, it's a strategic evolution, urging businesses to delve deeper into their existing practices. The excitement stems not from adopting something entirely new, but from refining the familiar, making intentional what was once implicit. This realization serves as a catalyst, urging businesses to embrace change, optimize processes, and create a more cohesive, revenue-driven ecosystem.
Takeaways: 
From Unconscious to Intentional. Every business practices RevOps in some form. Embrace intentional collaboration between marketing, sales, and customer service. Regularly dissect data on referrals, lead quality, and client retention to boost revenue. RevOps isn't just theory; it's actionable synergy, starting with intentional collaboration and data-driven decisions.Goals without deadlines are mere wishes. By adopting short-term objectives and embracing change, businesses can refine processes, foster collaboration, and increase revenue intentionally. The key lies in accountability, direct feedback, and a shared commitment to growth, enabling businesses to evolve and succeed in their RevOps journeyGuided by Revenue, Fueled by Dedication. The ultimate goal is evident in revenue growth, a testament to the commitment to RevOps processes. Success isn't just a fuller bank account; it's about nurturing talent, enabling teams, and fostering client growth. The journey of RevOps is perpetual evolution, powered by continuous improvement and insightful data analysis.Understanding the Human Journey in marketing, it's not just about campaigns; it's about understanding the entire customer journey. From grabbing a brochure amidst daily chaos to walking into the store, every step matters. Tracking campaign metrics, POS data, and customer feedback creates a holistic view. Whether it's a pizza joint or a B2B enterprise, measuring every interaction transforms marketing from spam to meaningful engagement, shaping businesses' success.Every company, big or small, is on a unique RevOps path. Even those with advanced systems can find room for improvement. Recognizing customers as inputs, not outputs, reveals opportunities like cross-selling. Identifying low-hanging fruit and focusing on efficiency are key. Success lies in understanding each company's individual needs and knowing when and how to enhance their RevOps journey.Selling Like a Human: Genuine Connection Over Sales Tactics. Authenticity is key. Embracing quirks and kindness, establishing genuine rapport, and being transparent about budget discussions foster trust. The essence of 'Selling Like a Human' lies in real connections, not scripted sales techniques. Being true to oneself resonates more profoundly with clients, fostering meaningful and lasting relationships.RevOps Like a Human: Embrace Radical candor and genuine collaboration. Transparency, humility, and data-driven experimentation define successful RevOps strategies. Just as in authentic human connections, ego takes a back seat, and partnerships flourish through mutual respect and celebration of collective wins.Quote of the Show:
“Being willing to be bold and to try