37 episodes

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

Operations With Sean Lane Drift

    • Marketing
    • 4.9, 44 Ratings

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

    How Clari Runs Effective QBRs With Rosalyn Santa Elena

    How Clari Runs Effective QBRs With Rosalyn Santa Elena

    A pretty common exercise within Sales organizations is the Quarterly Business Review. This is a time to both look back at the previous quarter’s performance as well as look ahead to the quarter ahead. It’s usually a mix of both qualitative and quantitative, of learnings and reflection, and of course, forecasting.

    But what makes a Quarterly Business Review, or QBR, a good one? What makes it worth the time and effort invested to run one of these for every single rep on your team? And how do you make sure you are spending time on the stuff that matters.

    We’re going to answer all of those questions with our guest, Rosalyn Santa Elena, the Head of Revenue Operations at Clari. In our conversation, we outline how to run QBRs at your organization, the role of Operations in those QBRs, and we’ll get some insight into how Clari forecasts their own business.

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

    • 38 min
    The 3 Ways To Level Up Every Interaction With Go-To-Market Leaders

    The 3 Ways To Level Up Every Interaction With Go-To-Market Leaders

    We have talked a lot on this show with guests about their routines and cadences -- who they meet with regularly, what they meet about, even the structure of these meetings.

    Just as important as the content of these meetings, though, is how you present and articulate that content. The words you use and the energy you bring to the conversations you have with Go-To-Market leaders matter.

    In this episode, Sean outlines three ways you can level up your interactions with Go-To-Market leaders. Whether it’s a one-time presentation or a standing weekly meeting, we’re going to take you through ways you can improve how you present and articulate your work to others.

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

    • 11 min
    How To Maximize The Partnership With Your CMO And Accelerate Revenue with Karen Steele

    How To Maximize The Partnership With Your CMO And Accelerate Revenue with Karen Steele

    The relationship you build with a Go-To-Market leader is one of the most important components of an Operations role. The data you present, the way you frame your position, and the empathy you bring to your interactions are all foundational to building a strong partnership with any team.

    Today, we’re going inside the relationship between Ops and one of the most important C-level leaders in hypergrowth: the CMO.

    Our guest is former LeanData CMO Karen Steele, and she's the perfect person to give us the perspective from the CMO's side of the relationship. A 30-year Marketing veteran, Karen got her professional start at Apple and has since led Marketing at B2B organizations like Informatica, Xactly, VM Ware, Marketo, and most recently, LeanData.

    In our conversation, Karen is going to take us through the evolution she’s seen in the role of Operations, the best way to communicate with a CMO like her, and what it took to build highly-engaged communities for Operators like Marketing Nation at Marketo and OpsStars at Lean Data.

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Karen on Twitter @Seany_Biz @karenmsteele @HYPERGROWTH_pod

    • 32 min
    How This Nonprofit Built A $3.7M Book Business That is Surviving and Thriving During A Pandemic

    How This Nonprofit Built A $3.7M Book Business That is Surviving and Thriving During A Pandemic

    In this episode, we’re not looking under the hood of another tech company that just got a splashy round of funding or delving into the finer nuances of SaaS metrics. Instead, we're going inside Boston-based nonprofit More Than Words.

    More Than Words is a nonprofit social enterprise that empowers young adults who are in the foster care system, court-involved, homeless, or out of school to take charge of their lives by taking charge of a business, specifically a book business.

    Our guests, Leanne Goff and Shaun Newell, are going to take us inside their $3.7M book business. We’ll break down how the journey of a single donated book eventually leads to 2,000 books being shipped out of their warehouse every day, and why, despite a global pandemic, More Than Words is still on pace to hit its revenue targets this year and keep 100% of its staff employed.

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and More Than Words on Twitter @Seany_Biz @mtwyouth @HYPERGROWTH_pod.

    • 39 min
    How Gong Uses Gong with Brandy Ringler

    How Gong Uses Gong with Brandy Ringler

    A pretty common question we get is, “How does Drift use Drift?”

    On today's episode, we're turning the tables on someone else who also uses their own company's product: Gong. Gong is a revenue intelligence platform that gives you visibility into customer interactions, and our guest is Brandy Ringler, their Global Sales Enablement Manager.

    Brandy is going to help us answer the question, "How does Gong use Gong?"

    In our conversation, we chat about how to instrument Gong in the first place, how to leverage the tool for specific events like product launches or messaging changes, and what ongoing sales enablement looks like at the ultimate enablement company.

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

    • 39 min
    The Go-To-Market Maturity Model Part II With Highspot's Stephen Hallowell

    The Go-To-Market Maturity Model Part II With Highspot's Stephen Hallowell

    We're back for Part 2!

    The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't.

    Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in revenue to hundreds of millions, and luckily, Stephen has written the whole playbook down for the rest of us to follow.

    That playbook is what he calls the Go-To-Market Maturity model, and he published 4 pillars to that model in a series of LinkedIn articles. On our previous episode, we covered Pillars 1 and 2. On today’s episode, we’re going to cover Pillar 3, The Sales Process, and Pillar 4, Accountability.

    Stephen's GTM Maturity Model: https://www.linkedin.com/pulse/introducing-gtm-maturity-model-stephen-hallowell/

    Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

    • 27 min

Customer Reviews

4.9 out of 5
44 Ratings

44 Ratings

Caribbeangirlsf1234 ,

Fantastic Podcast!

I genuinely look forward to every episode of Operations! I recently started listening and I've been going back and binging earlier episodes too. I get SO much valuable insights and takeaways from this podcast. Highly recommend!

Dwamianm ,

Incredible Content, Great Guests, Perfect Delivery

First and foremost…. 100% 6 star rating!!! ⭐️⭐️⭐️⭐️⭐️⭐️

I started listening to the show just a few weeks ago as part of my research journey as my partner and I build a startup. The first show I listened to was with Sylvia Kainz about how to build a RevOps team…. Mind blowing! Sean’s asked all the question I would want to ask and Sylvia delivered a home run on her content.

I have since listened to almost all past episodes and have been converted to a huge fan of the show.

I love the guests, I love the content, I love the format and I love how eloquently delivered it is…

If there is any criticism I agree with it’s with Sean’s mom… maybe the background music could be better … meh.

Excellent show ⭐️⭐️⭐️⭐️⭐️⭐️ - 6 Stars

k15_jku ,

Great podcast!

Brings the operations of a business into perspective.

Supports the three R’s of business:
Everyone doing the Right things and doing them Right at the Right time.

Thanks again!
⭐️⭐️⭐️⭐️⭐️⭐️

@k15hd_jku

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