Podcast

Breaking Down a Sales Ops Function with Zahra Bukhari, Senior Sales Operations Manager at Klaviyo

In this episode of Sales Ops Demystified and Tom Hunt are joined by Zahra Bukhari, Senior Sales Operations Manager at Klaviyo. They discuss Zahra’s organic growth in her sales ops career, how Klaviyo’s sales ops team is growing to support expansion, and how first-time managers can approach delegating work and detach from their previous roles. Zahra’s Linkedin Klaviyo’s website Zahra’s Sales Ops journey Zahra started her career in Asset Management in an operational role. She later transitioned into sales but soon realized that it wasn’t a good fit. You need to be a good listener and have thick skin to…

Sales Ops as Internal Consultants with Martin Levesque, Former Director of Sales Operations at FairWarning®

In this episode of Sales Ops Demystified, Tom Hunt is joined by Martin Levesque, Former Director of Sales Operations at FairWarning®. They discuss why Sales Ops as an internal consultancy team is a good idea, how sales ops teams can be better consultants to internal teams, and why industrial knowledge is important to sales processes. Martin’s Linkedin FairWarning’s website Martin’s journey into Sales Ops  Martin started by studying workflow automation and document management, which evolved into implementing automation tools for business processes. He eventually started leading a team and building a consultancy inside of the company called DocuPhase. Here, his…

Data Driven Sales Ops with Adam Ecevedo, Former Sales Operations Manager at Tableau Software

In this episode of Sales Ops Demystified, Tom Hunt is joined by Adam Ecevedo, Former Sales Operations Manager at Tableau Software. They discuss using data to enable sales reps to be more effective, how to be more data-driven, and handling data quality issues in sales ops. Adam’s Linkedin Tableau Software’s website Adam’s colourful journey through anthropology and army careers into Sales Ops  Every operation uses data, whether it’s choosing a Starbucks store location, learning about anthropology, or being in the army. The common theme in Adam’s career across all fields he ventured into was data. Throughout his career, his ability…

Burning Sales Calories with Will Brown, Director of Sales Operations at Loadsmart

In this episode of Sales Ops Demystified, Tom Hunt is joined by Will Brown, Director of Sales Operations at Loadsmart. They discuss an overview of Loadsmart’s sales ops strategy, how to weaponize your sales team, and drive efficiency in prospecting through “sales ops qualified” leads.  Will’s Linkedin Loadsmart’s website Will’s jump from journalism to sales to Sales Ops  As a journalist, Will learned to have a natural curiosity and ask many questions to dig deeper and construct a story. These skills help Will as a sales ops professional to better analyze and make sense of collected data and communicate a…

Sales Operations Strategy with Tim McGee, VP of Sales & Commercial Operations at Elsevier

In this episode of Sales Ops Demystified, Tom Hunt is joined by Tim McGee, VP of Sales & Commercial Operations at Elsevier. They discuss staples of the sales ops role, modernizing the sales operations strategy during and after the pandemic. and Elsevier’s highest impact sales ops tools.  Tim’s Linkedin Elsevier’s website Tim’s entry into Sales Ops  A firm belief in process efficiency, removing barriers, and challenging historical norms has been the backbone of Tim’s approach to work. At IMS Health, Tim got his foot in the door in sales ops through a grooming program.  Staples of the Sales Ops role …

Using Data to Empower Sales Reps with Max Stirling, Sales Operations Manager at Adarma Security

In this episode of Sales Ops Demystified, Tom Hunt is joined by Max Stirling, Sales Operations Manager at Adarma Security. They discuss how to keep processes simple and efficient, overcoming sales reps bias with data, and building productive relationships with them. Max’s Linkedin Adarma Security’s website Max’s journey into sales ops  A commitment to continuous improvement and a strong desire to improve processes can go a long way in your career. Throughout Max’s career, his drive for continuous improvement has helped him explore new areas in all his jobs and helped him transition from working with printed circuit boards (PCBs)…

Internal Reporting from Two Weeks to Three Hours with Branden Baldwin, Director of Revenue Operations at Balto

In this episode of Sales Ops Demystified, Tom Hunt is joined by Branden Baldwin, Director of Revenue Operations at Balto. They discuss simplifying rev ops, improving the efficiency of reporting processes, and the importance of having all teams aligned with rev ops as the single source of accountability. Branden’s Linkedin Balto’s website Branden’s journey into Rev Ops  Branden earned a degree in psychology. He loved the idea of bringing people together and helping them maximize their abilities and skills to improve project outcomes. His love for math and analytics deepened during his MBA and supportive mentors in his career helped…

Nimble Sales Training with Joe Booth, VP of Sales Operations & Business Development at SecureAuth

In this episode of Sales Ops Demystified, Tom Hunt is joined by Joe Booth, VP of Sales Operations & Business Development at SecureAuth Corporation. They discuss Joe’s journey into sales ops, the key to being an effective sales ops leader, and how his education in psychology helps him become more objective in his job.  Joe’s Linkedin SecureAuth Corporation’s website Joe’s journey into sales ops  While working at Apttus as an Account Executive, their SVP of Sales tapped Joe to help increase their win rate against a specific competitor through strategic advisory and sales training. Joe jumped at the chance because…

Supporting 1,000 Sales Reps with Shiv Walia, Global Sales Operations Manager at Mindbody

In this episode of Sales Ops Demystified, Tom Hunt is joined by Shiv Walia, Global Sales Operations Manager at Mindbody. They discuss the impact of the sales compensation structure on rep productivity and revenue, lessons from Shiv’s time in Kenya and India, and the core focus on Mindbody’s sales strategy in the second half of 2021.  Shiv’s Linkedin Mindbody’s website The sales team is the customer for sales ops Shiv finds supporting sales a fun yet challenging job. Shiv echoes the sentiment of other guests that for sales ops, the sales team is their customer.  Sales compensation structure is the…

Customer-focused Sales Ops with Samantha Jozwik, Market Product Strategist at Adobe

In this episode of Sales Ops Demystified, Tom Hunt is joined by Samantha Jozwik, Go To Market Product Strategist at Adobe. They discuss a customer-first focus for sales ops, using this approach for forecasting in 2021, and an empathetic approach to helping Sales reps improve their productivity.  Samantha’s Linkedin Adobe’s website Samantha’s definition of sales ops Samantha defines sales ops as a function where people and analytics, her two biggest interests, converge to drive business.  The joy of sales ops comes from being a strategic business partner who can use data to present it in a way that helps grow…