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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.
Nimble Sales Training with Joe Booth, VP of Sales Operations & Business Development at SecureAuth
In this episode of Sales Ops Demystified, Tom Hunt is joined by Joe Booth, VP of Sales Operations & Business Development at SecureAuth Corporation. They discuss Joe’s journey into sales ops, the key to being an effective sales ops leader, and how his education in psychology helps him become more objective in his job.
Joe’s journey into sales ops
While working at Apttus as an Account Executive, their SVP of Sales tapped Joe to help increase their win rate against a specific competitor through strategic advisory and sales training. Joe jumped at the chance because he saw it as a fantastic opportunity to exercise his servant leadership skills and grow his career by helping others be better at their jobs.
The key to being an effective sales ops leader
Sales managers with experience in sales bring in new managerial perspectives and empathy for sales reps. Those with a strong background in finance can coordinate information with their CFOs and speak in the financial language with the rest of the company.
The contribution of Joe’s psychology degrees in his sales ops roles
Critical thinking and objective analysis skills he gained as a psychology student help him go beyond the sales rep’s personality and superficial charm. It helps him become a more objective, data-oriented sales ops leader.
SecureAuth’s sales and ops team structure
SecureAuth’s sales team, comprising about 50 people, includes SDRs, account executives, technical sales team, channel account managers, and an inside sales team. Joe leads SecureAuth’s sales ops teams which includes an application engineer, a sales ops coordinator, and a sales enablement person.
Effective sales training is about being nimble
Covid showed that a sales training program is effective only if it’s adaptable to business needs. The need to combat zoom fatigue helped SecureAuth make important sales enablement sessions more relevant, bite-sized, and on-demand. They also identified topics to move out of calls into emails.
Joe’s sales ops focus at SecureAuth in 2021
At SecureAuth, Joe is helping re-optimize the workflow so sales reps can manage their opportunities with ease and help drive efficiency internally and externally through automation tools.
Joe’s inspiration in life
Joe would love to take his grandpa to lunch and talk about his unique career path through college because he’s the first college graduate in a family of military personnel.