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As director of revenue operations and intelligence, he has helped scale the revenue operations unit at Instructure. He’s helped the company execute its sales and marketing goals.. He was previously Sr. Manager, Sales and Marketing Operations at Instructure. He was the manager of revenue operations and strategic business development at Claravine. He’s also held other sales and marketing roles in his career. Darren’s LinkedIn
- Darren’s LinkedIn
- Instructure’s Website
- Crucial Conversations by Kerry Patterson et al
Show Notes
00:23-01:29 – Darren’s story and how he got into Instructure
02:20 – 04:02 – Structure of RevOps at Instructure and Darren’s hierarchy
04:10 – 04:40 – How do the different teams of the Revenue operations work together, and how they blend with the company
04:50 – 05:45 – Alignment as an essential factor in developing a best-in-class Revenue ops team structure
07:04 – 07:45 – How to develop the best decisions/solutions in rev ops
09:30 – 10:52 – Foundational pillars for developing a best-in-class ops team
15;52 – 17:28 – How to ensure all teams and units across the company are aligned
18:00 – 19:45 – Secrets for coaching sales reps to help them constantly provide value
20:23 – 21:44 – How to prioritize the most important goals of the team and organization
23:52 – 25:32 – Key lessons from last year
26:26 – 28:50 – How to develop your team members to handle greater responsibilities
31:59 – 33:00 – Importance of workforce growth and development
36:34 – 36:45 – Darren’s book recommendation – Kerry Patterson’s Crucial Conversations
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