RevOps Champions Denamico

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts. Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to bett...

Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" ...

Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training.She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find it challenging to track sales from traditional marketing efforts, they should still attempt to quantify...

In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth. Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the company's mission and customer success stories into everyday work to motivate and inspire employees....

Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack. Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology. By incorporating feedback early on from these pilot groups, companies can identify process gaps or roadblocks before the full-scale implementation. This iterative approach enhances the eff...

Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time.He shares several specific use cases for process automation with HubSpot's Operations Hub, including supplementing free integrations with custom field mapping and running JavaScript and Python in workflows for data enrichmen...