Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne on Scaling Cybersecurity Sales. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. Dean Hickman-Smith…

Building High-Converting Teams with Sean Murray of LeadIQ

This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today’s sales landscape Sean Murray is Senior…

Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore.  In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching.  Mike Perrone is Chief…

 

CEO & President: Don Poe of People Productions Media Services Inc.

Don Poe jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Key Takeaways

Extensive collaboration with People Productions Media Services Inc. 

Don Poe has been part of People Productions Media Services Inc. for more than 26 years. He started his journey with the company as an editor and gradually moved up the ladder. Don is currently the CEO and President of the People Production Media Services Inc. that is awarded as The Sales and Enablement Agency of the year 2019 by Showpad (Sales Enablement and Marketing Platform Leader) 

Sales ops VS sales enablement explained…

Don explains sales ops and the sales enablements’ difference in two-dimensional ways i.e philosophical and tactical. Putting more light into the sales enablement process towards its broader perspective. 

Don explains the Philosophical side as a coherence between marketing and sales functions, which provides the company with an eye to each step of a customer journey through the sales funnel, where customers are measured from the beginning till the end. This provides the company with more insights into customer reaction towards your sales funnel. 

Whereas the tactical side can be easily portrayed as the need to empower sales reps with the finest material. 

Taking sales enablement to the next level

During the year 2009-2010, Don and his team launched a sales enablement platform to enable the sales rep to assess analytics via mobile devices watching videos. In fact, their product was one of the earliest versions of sales tracking software that was endorsed by some of the leading companies of that time. 

Recently, his media services have partnered with other platforms to develop similar apps, services, and software to facilitate the sales team – while keeping their focus on the marketing side of the business. 

Best utilization of the platform:

The content may have been worked out by the companies; however, Don and his team, particularly look for the gaps in content strategy, throughout the sales funnel. With their points of focus being platforms (like Linkedin and other marketing mediums) digging deep on how do they allow the customers to be a part of it? How to tag things, how to organize things for the funnels to work properly, and so on.

Don here mentions using different strategies to bring the best out of these platforms, for the ultimate impact on sales.

Best sales strategies (content audits and bringing consensus)

Don describes the content audit process as bringing all stakeholders in one place through conducting big workshops, where they generate and grasp ideas from key stakeholders and derive the best ones towards implementation or as he calls it “Cherry picking the best”

Don’s prime focus remains on reviewing the content strategy throughout the sales funnel. They look for the sales and engagement gaps in the funnel and existing content strategy, which then results in them providing a platform that serves the best content and reaps into effective sales. 

Don Poe’s biggest influence:

Subscribe To Sales Ops Demystified

Quote