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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.
Internal Reporting from Two Weeks to Three Hours with Branden Baldwin, Director of Revenue Operations at Balto
In this episode of Sales Ops Demystified, Tom Hunt is joined by Branden Baldwin, Director of Revenue Operations at Balto. They discuss simplifying rev ops, improving the efficiency of reporting processes, and the importance of having all teams aligned with rev ops as the single source of accountability.
Branden’s journey into Rev Ops
Branden earned a degree in psychology. He loved the idea of bringing people together and helping them maximize their abilities and skills to improve project outcomes. His love for math and analytics deepened during his MBA and supportive mentors in his career helped develop his curiosity of going beyond analytics into sales and marketing. His multifaceted work at Degreed also helped him gain a variety of skills on the job.
Making the best of acquisitions
For acquisitions to succeed, it’s critical to have executive sponsors aligned on the same revenue strategy with a single source of truth. To simplify rev ops, consider creating an independent CX ops role so marketing ops and sales ops can work with rev ops without losing focus.
Optimizing internal reporting from 2 weeks to 3 hours
To implement this, start by refining specific data points based on the customer life cycle. Once that is achieved, understand the complete high-level funnel strategy. Aim to create a centralized account scoring system. It helps avoid “death by PowerPoint or spreadsheet”.
Birdeye’s revenue ops focus
At Birdeye, they off-loaded communications to a new hire for the CCO (Chief Communications Officer) role. Branden’s focus in the first 90 days is to refine and reorganize the fundamentals of their process. They’re also reviewing their tech stack. All of this will help find scaling opportunities and get the company ready for an IPO.
Role of revenue ops
Revenue ops help achieve complete alignment and faster processes which collectively help optimize marketing and sales ops for full, simplified accountability.
Branden’s most helpful books on rev ops
- Extreme Ownership by Jocko Willink and Leif Babin
- Data-driven by Jenny Dearborn
- Why Simple Wins by Lisa Bodell