Podcast

Simplify and Scale Sales Ops with Silvia Buermann

In this episode of the Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Silvia Buermann. They discuss the evolution of sales ops as a holistic function, how to boost sales productivity, and tips to simplify and scale sales ops.  Silvia’s LinkedIn Silvia’s sales ops journey  Silvia holds over twenty years of experience in sales management, marketing, and finance. She started her sales journey in 1990 as a Sales Assistant.  Silvia’s proactive approach to simplify sales ops and related functions led her to work in several key positions at industry-leading companies. She was previously a Senior Manager…

Effective Rev Ops and Analyzing Lead Closing Time with Gilles Meiers, VP of Revenue Operations at LumApps

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gilles Meiers, VP of Revenue Operations at LumApps. They discuss sales enablement prerequisites, how to make revenue operations more effective in 2022, and how to analyze expected lead closing time.  Gilles’s LinkedIn LumApps website From project management to sales ops to the rev ops  After completing his Bachelors in Engineering Physics, and during his Masters of Engineering in Computer Science and Internet Management, Gilles started his sales journey in 2007 from Cifap – Pixmania as a Project Management Teacher.  This was where he developed his…

Utilizing Support Ops With Brian McTeague, VP of Revenue Operations at FastSpring

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Brian McTeague, VP of Revenue Operations at FastSpring. They discuss Brian’s journey from finance to sales and rev ops, FastSpring’s growth goals for 2022, and the role of support ops as the combination of sales and rev ops.  Brian’s LinkedIn FastSpring Website A journey from finance to sales and rev ops Brian started his professional journey in 2001 at HSBC as Senior Manager (Finance Strategy and Analysis). After HSBC, Brain joined Websense (now Forcepoint) in 2008 as a Finance Manager. This is where his transition…

Keeping It Simple for Sales Reps With Sandy Robinson, Vice President of Revenue Operations at Nymbus

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Sandy Robinson, Vice President of Revenue Operations at NYMBUS. They discuss Sandy’s journey into sales and rev ops, how to enhance sales rep’s functional and performance efficiency, and how to keep it simple for sales reps.  Sandy’s LinkedIn NYMBUS website Sandy’s journey into sales and rev ops  Sandy started her sales journey in 1997 as an Area Sales Manager at DISH Network (EchoStar Corporation). In 2004, she joined PennySaverUSA as a Senior Sales Manager, where she led a sales team of fourteen people.  Sandy had…

Sales Reps Are Not Coin Operated With Michael Hanna, Lead RevOps Function at Intuit, Shopify & Clio

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Michael Hanna, Lead RevOps Function at Intuit, Shopify and Clio. They discuss the fundamentals of team building, how to motivate sales reps, and the benefits of eliminating sales-based incentives. Michael’s LinkedIn Michael’s journey into sales and rev ops  Michael started his sales ops journey in 2003 at UPS as a Sales Planning and Performance Supervisor, where his core KPIs included creating sales compensation plans.  Michael’s experience at UPS developed his learning and skills, which opened doors for several opportunities that further developed his skill set.  …

Accelerate Sales and Rev Ops Efficiency Through Engaging Video Platform With Antoine Leprince, Revenue Operations Manager at EasyMovie

In this week’s episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Antoine Leprince, Revenue Operations Manager at EasyMovie. They discuss how to create a unified rev ops workflow, how to accelerate sales, CRM, and sales operations through video platforms, and Antoine’s growth objectives for 2022. Antoine’s LinkedIn EasyMovie website The journey from finance ops to rev ops Antoine has a diverse investment background. His profound interest in tech companies led him to work as a Venture Capital Analyst at Ring Capital. During this role, he screened over thirty fast-growing digital start-ups per week to assist…

Democratizing Sales Excellence with Hank Taylor, Vice President of Marketing and Revenue Operations at Vercel

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Hank Taylor, Vice President of Marketing and Revenue Operations at Vercel. They discuss Hank’s transition into marketing and rev ops, how data analysis increases productivity, and the benefits of transferring data in the Salesforce Service Cloud.  Hank’s LinkedIn Vercel website Transition to Marketing and Rev Ops Hank interned at MySQL as a lead generator. His first professional role in 2011 was as a BDS (Business Development Specialist) at Pentaho, which required him to transform the lead qualification process. Hank’s lead transformation strategy resulted in a…

A Shared Sales Reality with Aaron Le, Director of Revenue Ops at Rev.com

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Aaron Le, Director of Revenue Ops at Rev.com. They discuss why it’s important to move from a fragmented sales ops structure into a unified Rev Ops team, what makes the biggest difference in throughput for Rev Ops teams, and the process of documenting your sales process as you grow.  Aaron’s Linkedin Rev.com’s Website Transition to Sales/Rev Ops Aaron moved from Corporate FP&A and his first new role was Sales Ops. He enjoyed doing Sales Ops because he finds generating revenue much more exciting than financial…

How to Kick-Start Your RevOps Career with Cyndi Dozal

In this episode of Sales Ops Demystified, Tom Hunt is joined by Cyndi Dozal, an expert in Revenue Operations. They discuss the need for financial exposure early on in your sales/rev ops career, creating a strategic sales and customer service workflow for high-ticket leads, and how Cyndi’s Rev Ops team works across functions to support them as they pivot in the post-pandemic world. Cyndi’s Linkedin Inspiration for a Sales Ops career Cyndi’s love for corporate finance and analysis took root in her undergrad years. After graduation, she joined a tech company in Silicon Valley, where she worked her way up…

25 Years of Sales Ops with David O’Neill, Consulting Partner at RAIN Group

In this episode of Sales Ops Demystified, Tom Hunt is joined by David O’Neill, Consulting Partner at RAIN Group. They discuss the evolution of Sales Ops over 25 years in the industry, major shifts in the industry, and how to have a positive and productive relationship with sales reps. David’s Linkedin RAIN Group’s Website Evolution of Sales Ops over 25 years In the earliest days of sales ops, the core of the sales ops function was separated from the Sales Manager’s role and it didn’t provide any feedback to the sales rep rather it only focused on finding faults in…