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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.
What You Need to Become a Successful Operations Leader with Jaclyn Balben, VP of Operations at Bamboo Health
Jaclyn Balben, VP of Operations at Bamboo Health, joins us in the next episode of The Revenue Insights podcast to discuss how to manage operation teams effectively, the role of communication and engagement in doing that, and the importance of building solid relationships with your teammates.
Managing the teams effectively
Managing large teams starts with communicating the goal and mission clearly. Operations teams should understand what types of outcomes you want to be delivered and keep your data as clean and usable as possible.
Get the leaders on board
If RevOps is not aligned with leadership, it might be that the team is not working effectively. Most revenue operations insights should directly and materially contribute to the sales leadership team goals. Then, leaders should be helping RevOps to ensure the last is translating that effectively.
Aligning the teams vertically and horizontally
It all starts with effective and constant communication by driving proactive collaboration between teams and having them share insights and work on the same goals. To do that, you could invest in formalized enablement functions to take some of the burdens of the teams and ensure that people know where to get the information and the resources they need.
Anyone that is in a revenue operations role has to love being a problem solver to everyone. You should understand that your primary job is to help the revenue team deliver its goals. If you collaborate with your peers and teammates, you will be much more successful than doing it yourself. So building solid relationships is critical, especially when you ask people to trust you.
- Sales and Revenue Operations Leader: Greg Larsen of Lingotek
- How Can RevOps Leaders Successfully Build and Manage Go-to-Market Processes with Asia Corbett, Senior Revenue Operations Manager of Go-to-Market at Bread Financial
- Chairman and Sales Operations Leader: Kevin Raybon of SOPSA
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