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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
Eliminating Operational Silos and Increasing Business Efficiency Through RevOps with Jason Reichl, CRO at TrustLayer
Jason Reichl, CRO at TrustLayer, joins us in the next episode of The Revenue Insights podcast to discuss the role of CROs in elevating RevOps within their go-to-market team and why eliminating the silo model will make your business more efficient and successful.
Expanding the role of a CRO
Jason started his career as a product person at SaaS companies, where he developed many of his RevOps principles. He then co-founded Go Nimbly, the first revenue operations consultancy to help high-growth companies increase the revenue of every customer by eliminating operational silos. Through Go Nimbly, Jason helped large enterprise organizations design more efficient and holistic RevOps practices.
When COVID hit, Jason became obsessed with taking the principles he had developed for large enterprise organizations and applying them to smaller businesses. He first went to BreadcrumbsIO and, ultimately, moved to TrustLayer.
There are three reasons Jason had chosen to become a CRO:
- He wanted to put the principles he had learned into practice at the leadership level
- To demonstrate why a CRO should focus on sales, marketing, and customer success equally
- To understand where silos form
Future career trajectories for RevOps professionals
RevOps has developed in terms of skills and career directions; You can have technical RevOps or more business savvy RevOps. The four pillars of RevOps are tools, strategy, enablement, and insights. RevOps professionals might gravitate to one or two of these pillars throughout their careers. There could be a VP of RevOps, a RevOps analyst, an insights person, and other titles.
However, to make that happen today, CROs need to focus on elevating RevOps or operations within their go-to-market team to the same caliber as their sales and marketing teams. RevOps should be treated as a department with its own function, not a support service or an auxiliary service.
Top RevOps skills and traits
A successful RevOps professional should think strategically and analytically, possess a core skill in branding or strategy, and be customer-focused.
Grouping people in silos is a remnant of the industrial revolution when people worked on a factory line and had specific jobs. That’s how businesses were built for a hundred-plus years.
Now, businesses and technologies are more complex, and silos are less efficient. Businesses that de-silo get more dollars out of each customer, and internal teams are more aligned to the organization’s goals.
Breaking the silo model
If you want to de-silo your business, start by gathering all teams and talking about your business priorities and how to achieve them. You need to make people interact, communicate, and get to know each other better.
- The Six Pillars of Revenue Operations with Rhys Williams, VP Revenue Operations at Convercent
- How to Kick-Start Your RevOps Career with Cyndi Dozal
- Conventional vs. Diverse Sales Ops Modeling with Gabriel Hobbs, Head of Sales Operations at Tacton