How Can Sales Operations Leaders Leverage Growth Opportunities with Michael Heilmann, VP of WW Sales Operations at Demandbase

Michael Heilmann, VP of WW Sales Operations at Demandbase, joins us in the next episode of The Revenue Insights podcast to discuss the challenges sales operations leaders face when building and growing a business and how to manage them successfully.

• Michael’s Linkedin
• Demandbase Website

Build Versus Growth

All three stages represent different sizes of companies and have specific challenges. When you are at the build stage, there is the need to close the deal that would push the business forward. The growth stage is more about scaling, maturing, and creating more. 

Building the Machine

When Michael joined Demandbase his main goal was to build the business machine and develop an organized and effective sales and marketing processes.

Helping Sales Leaders Reach Their Goals

Positive collaboration between operation specialists and sales leaders requires the latter to understand the business numbers and drivers behind them.

Planning a Successful Acquisition

Acquiring a new business pushes ops professionals beyond their limits. It’s essential to meet up early with your counterparts on the sales ops team and start planning everything in detail. You also have to adopt a new CRM, which usually is the acquiring company’s.

Recommended Episodes

• Conventional vs. Diverse Sales Ops Modeling with Gabriel Hobbs, Head of Sales Operations at Tacton
• The Steak Problem in Sales Ops with Don Turner, Director of Sales Operations at Lark Technologies
• SVP, Revenue Operations, Strategy, and Enablement: Carolyn Mellor of Procore Technologies

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