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Sales Ops Demystified is EVOLVING…with Toni Heavey, Head of RevOps at Ebsta, and Alex Freeman, Host at Sales Ops Demystified

In this very special episode of the Sales Ops Demystified Podcast, Tom Hunt is joined by Toni Heavey, the Head of RevOps at Ebsta, and Alex Freeman, Co-Host of Sales Ops Demystified Podcast. 

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200 episodes legacy of Sales Ops Demystifies Podcast 

Toni: Toni discusses why this podcast has stood out to her. Each episode deep-dives into a specific use-case which has been incredibly useful in developing her understanding of sales and RevOps. Each use-case offers new strategies and different metrics which has changed her outlook on the RevOps world. 

Alex:  Alex shares his favourite episode of the demystified podcast. We were joined by Dana Therrien from Genesys who discussed the biggest trends in Sales Ops alongside designing the ideal RevOps experience. This episode was valuable to Alex as he had not considered what an ideal rep experience looked like.  

Both Toni and Alex said that their biggest takeaway from all of the previous episodes was that salespeople should also be viewed as a customer and RevOps is all about making the customer happy and satisfied. 

140,593 Downloads: The love for Sales Ops Demystified Podcast 

Toni and Alex both took a guess at the total number of downloads recorded for the Sales Ops Demystified and set a benchmark of more than 50,000. While, actually the 198 episodes of the Sales Ops series had 140,593 downloads, with the most downloaded episode at a number of 4,128 downloads. 

Throughout all 198 episodes one thing has remained the same. The hosts and audience have been blown away by every single guest who has imparted an immense amount of knowledge. 

Transitioning into RevOps from Sales Ops

Toni: The major difference between Sales and RevOps is that the latter takes a more strategic approach that involves alignment across several departments. The best way to get your foot in the door is by spending more time with the commercial leaders in your business. 

Alex: You are already in a job where you are enabling others to shine. There is no-one who is in a better position to transition into this role. Your existing knowledge of Sales Ops can be leveraged.

Do you need prior sales experience to transition to RevOps? 

Toni: RevOps is all about the alignment of sales, marketing and customer success. So, the more exposure you have with each department, the easier it is to transition into a RevOps role. Becoming familiar with the goals and motivations of these departments gives you a complete picture of existing processes and allows you to evolve accordingly. 

Alex: Prior experience can be a plus but it is not a necessity. The key is to lean on the people around you and absorb as much information as possible. 

Future of RevOps : Challenges that hinder the transition into RevOps 

Toni: As a RevOps person you need to be acting as a consultant. If you have the ability to understand the why and the objectives then you will easily be able to translate what you want to achieve. Exposing yourself to different areas is essential. You want to read the rules before you break them. 

Alex: We are moving away from working as individuals to a more collaborative approach.  

The future of RevOps

Toni: RevOps is going to get bigger, wider, and deeper into the business model. All businesses look different so you can create your own hybrid model of what RevOps looks like for you. RevOps just makes sense. It is a natural evolution of SaaS. 

Alex: The technology we are currently using is more siloed. Some simplicity is needed to create a seamless journey, ensuring everyone’s systems are talking to each other and ultimately moving towards that single source of truth. We have not really seen what is to come. 

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