Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is as a problem solver in the revenue operations space. You must listen to this episode if you prefer to be hands-on with your teams. The...
Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023....
Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder and CEO at Insight Revenue
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer...
Global Revenue Operation Manager: Christopher Jacks of Optimove
Christopher Jacks 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:
Tools Mentioned
Key Takeaways
Chris’s route into sales operations
Despite the fact that Chris started off his career in sales, he always had an interest in the sales process and the use of data. After completing a data science course at General Assembly, Chris joined Optimove in a sales operations role to fulfill this interest.
Chris was then able to bring in skills developed during that course to the sales process. For example, Chris is able to create a Python script to scrape the details of speakers at an upcoming event, he can then import this data into their CRM and then for the sales team to commence their outreach.
Hands off from marketing to sales
Since Chris joined Optimove, his biggest impact has been at the intersection between marketing and sales. For example, post-event lead outreach previously sat with the marketing team, Chris handed this over to the sales team and this customized outreach led to better results.
Zoom “happy hours” and heavy Slack usage
Over the past few weeks, the Optimove team has shifted to remote work. However, as they have offices in New York, London, and Tel Aviv they were relatively remote before this shift. Furthermore, Chris’s team is heavy Slack users and hosts daily “happy hours” on Zoom that allow the team to maintain their ad hoc communication.
#1 metric: Emails responded to
If Chris could only track one single sales metric for the rest of his career, he would choose “emails responded too”. Similar to Ebsta’s engagement score, this is a leading metric that will tell you how much engagement a rep is generating. Chris currently tracks this using Apollo and shares this data with his sales reps.
Chris’s biggest influence:
Chris has one single sales operations influence:
- Michael Ingram – Founder at SalesOps.io
Subscribe To Sales Ops Demystified:
Quote:
