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Learn from the brightest minds how to predictably and efficiently grow revenue.
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...
Sales Ops in a Remote World with Zane McCarthy, Sales Operations Lead at Fieldwire
This week, we are talking to Zane McCarthy, currently serving as Sales Operations Lead at Fieldwire. With a return to in-person office work on the horizon, many ops and sales leaders wonder what a mixed or fully remote sales ops team will look like.
Sales vs Ops
At Fieldwire, Zane works in Sales Ops in conjunction with sales reps, business ops, and marketing ops teams. The advantage of such collaborative working is being able to execute your ideas across the funnel and have tighter integration between Sales, Marketing, & Business teams.
Fieldwire’s sales tech stack
Fieldwire uses Salesforce with integrations for cadencing, click-to-call dialling, and other supporting tools.
Adapting to a remote sales approach
The creation and regular updating of documentation becomes all the more important when working remotely with clients and your team.
Human connection in a remote team
Getting to know your remote team members on a personal level helps improve motivation and morale. Switching between video and audio calls also helps that team operate smoothly in a remote environment.
The return to normal
Zane considers sales forecasting and pipeline review “in-person events”. However, certain people can be incredibly productive with remote sales ops. It’d be wise to find a customized mix between the two modes of working in the future.
Old data points may not be as reliable as they once were. Leaders will rely on the reps’ personal communication with the clients and their gut feeling about the deal in this remote atmosphere.
Highest value sales KPI’s
A robust qualified pipeline helps the team identify what worked and make accurately predictable forecasts. Even in a pandemic period, this metric helps test conversion hypotheses and promotes measurable growth.
Do organizations need a salesforce admin?
Smaller organizations might not need someone to operate in a Salesforce administration role, but they do need a person with robust Salesforce skills to navigate the system. As the organization grows and includes several sales reps with Salesforce licenses, it becomes imperative to separate the Salesforce administration responsibilities into a new role. Salesforce Trailhead allows the Ops team to learn the backend and create an abstraction so the sales reps could don’t have to worry about the admin side of things.
Zane’s biggest inspiration
Zane credits Dave Morel as his biggest inspiration. He would like to have lunch with Matt Bertuzzi whose book “Lightning Sales Ops” inspired him to excel in sales ops with a healthy attitude.