Podcast

The Steak Problem in Sales Ops with Don Turner, Director of Sales Operations at Lark Technologies

This week, we are joined by talking to Don Turner, Director of Sales Operations at Lark Technologies. Don shares the sales KPIs which he uses to train reps for high performance.  In conclusion, Don shares how communication and lead rationalization can help grow sales. Don Turner’s LinkedIn Business leadership at its best  Don is an active business leader who delivers thoughtful and productive sales enablement plans and strategies to refine sales operations. He grooms his sales teams by training them on KPIs and equipping them with the most desirable attributes like accountability, communication with the customers, resources management, and technology…

How Shipwell Operates Sales with Kara Gillilan Murphy, Head of Sales Operations

Kara Murphy, head of sales operations at Shipwell, joins the Sales Operations Demystified podcast to share her journey from software development to sales ops, the perks of having a small ops team, and their plan for operations post-pandemic. Check out all the other episodes of Sales Operation Demystified here. Kara Murphy Shipwell The trio of technology, sales, and customer service Kara started her career as a developer at eLoyalty (a tele tech company), before moving to process improvement and change management.  Kara believes that customer satisfaction creates loyalty. Her initial experience in customer satisfaction has helped her in sales operations. …

Sales Ops Demystified interviews Bradley Gehrig from Sword Health

A 321% Increase in Sales Conversion Rate with Bradley Gehrig, Lead Commercial Operations at SWORD Health

This week, we talk to Bradley Gehrig, Commercial Operations Lead at SWORD Health. Bradley shares his definition of commercial operations, how he sees this to be different from sales operations and the activities he completed that led to a significant increase in sales conversion rate. Bradley Gehrig’s LinkedIn SWORD Health Website Syncing up sales operations and marketing Commercial operations are the “planned measure and execution of the right sales and marketing strategies throughout the buyer’s journey.” As a sales ops resource, one should sync marketing and operations together to steer the entire customer journey from initiation to sign off. With…

How to Balance Sales Strategy and Operations with Stephanie Kaup, Head of EMEA Cloud Central Sales Operations at a Big Tech Company

This week, we talk to Stephanie Kaup, currently working as Head of EMEA Cloud Central Sales Operations at a Big Tech Company. Excelling in sales ops with a martial artist’s patience and perseverance, Stephanie shares a holistic approach to sales strategy and operations success. Stephanie Kaup’s LinkedIn How Stephanie translates sporting into sales ops excellence Stephanie has experienced a thrilling twenty-seven-year journey through the world of martial arts that has provided her with a winning edge. She credits this experience to allow her to stay calm, persevere, and be on top of her sales ops game for the past eight…

How to Start a Sales Ops Function with Scott Hillier, Head of Sales Operations – Music Promotion at Spotify

This week, we are talking to Scott Hillier, who is currently constructing a sales operations function at Spotify. Scott Hillier’s Linkedin  Spotify Website  How Scott got his start in sales ops  Starting as a Practice Management Analyst at Axiom Law in 2011, Scott has a history of working with reputed organizations such as Google, as an operations specialist. This journey eventually brought Scott to Spotify, which will be the fourth time Scott has been tasked with creating a sales ops function.  Post Google, Scott, with his vision to build and strengthen sales ops functions joined Oscar Health, an insurance company,…

This Sales Ops Legend Was Acquired Three Times (SAP, Microsoft, Salesforce) with Don Otvos, VP Revenue Operations at LeanData

This week, we are talking to Don Otvos, VP Revenue Operations at LeanData. Reflecting upon his journey through sales operations, Don shares insights on different revenues and sales operations roles.  In conclusion, Don shares how LeanData converts leads into customers. Don Otvos LinkedIn LeanData website  An unexpected journey into sales ops In 2008, while working at MuleSoft, the market went through an economic downturn, and Don got laid off in the process while being a quota-carrying sales rep. The VP of sales at MuleSoft, Phil Bradley, advised pursuing sales operations. He connected Don with Mark Gentry, who is specialized in…

The Role of Sales Ops in Acquisitions with Chris Fezza of AdminWithin

This week, we are talking to Chris Fezza, currently serving as the Founder at AdminWithin.  Chris shares insights into the significance of analytics in sales operations and planning and the growing need for technology implication from a psychologists’ paradox with a clinical psychology background.  In conclusion, Chris shares the opportunities the sales ops world hold and the best sales forecasting metrics for 2021. Chris Fezza’s LinkedIn AdminWithin website Integration of psychology and sales ops Although Chris studied psychology in college with a major in clinical psychology, he never planned to pursue it as a career. An interest in the analytic…

How to Build Your 2021 Sales Forecast with Kirsty Charlton, VP Revenue Operations at Signal AI, and Kevin Raybon, Founder & President at SOPSA

This week, for the second time in Sales Ops Demystified, multiple guests join us. Listen to Kirtsy Charlton, VP revenue operations at Signal AI, and Kevin Raybon, Founder and President at SOPSA, get into a conversation about the revolution in forecasting for 2021, the new normal of forecasting, and granularized forecast audience. In conclusion, Kirsty and Kevin share top priorities for sales & ops planning and forecasting in 2021 Kirsty Charlton’s LinkedIn Signal AI website Kevin Raybon’s LinkedIn SOPSA website Working with an updated, accurate, and consistent pipeline COVID-19 and the year 2020 have bought forward a revolution in forecasting…

Building A Lean, Mean Sales Operations Machine with Rob Stanger of XANT

This week, we are talking to Rob Stanger, currently serving as VP operations and GTM Strategy at XANT. Having worked in Silicon Valley with huge names such as Yahoo and eBay, Stanger shares how you can build a lean, mean sales operations machine. In conclusion, Stanger shares how regular pipeline reviews help drive growth. Robert Stanger’s LinkedIn XANT’s website A legendary journey from Silicon Valley to sales operations Upon graduating from the University of Pennsylvania, Rob joined eBay as a program manager, catering to business development and growth requirements.  Rob spent his time in product management at Yahoo and, similar…

The Importance of Soft Skills in Sales Ops with Robert Muñoz of Forrester Research

In this episode, we are joined by Robert Muñoz, the Principal Analyst for Sales Operations Strategies at Forrester Research. With almost a decade of experience in sales operations, Robert discusses the key fundamentals and sales operations best practices that lead to optimization of sales for a company. In the end, Robert discusses the trends affecting sales operations as we enter 2021. Robert Muñoz LinkedIn  Forrester Research’s website The evolving passion from technical sales to sales operations  When Robert joined Hewlett Packard in 2010, he had a dual role which began from the application sales, leading an application consultant team. Then…