Podcast

When Enterprise Sales Ops Goes Remote with Matthew Mulhern, Sr. Manager, Customer Success Cross-Franchise Operations at VMWare

In this episode of Sales Ops Demystified, Tom Hunt is joined by Matthew Mulhern, Sr. Manager, Customer Success Cross-Franchise Operations at VMWare. They discuss VMWare’s tech stack, the impact of remote work on VMWare’s forecasting process, and the importance of qualitative data in sales ops. Matthew’s Linkedin VMWare’s website VMWare’s sales ops team structure  VMWare aligns their sales ops teams with the sales team for each product. There’s a sales team (and therefore a sales ops team) for the core product and specialist sales/sales ops teams for each of VMWare’s specialized products. VMWare’s tech stack VMWare uses: Salesforce as their…

Megan James on Sales Ops Demystified

Riding the Salesforce Wave with Megan James, Director of Sales Operations Lead at Knock

This week, we are talking to Megan James, currently serving as the Director of Sales Operations at Knock. We explore how Salesforce supports all sales ops functions, why Salesforce leads the way in sales ops, and how it can be beneficial to a career in sales ops. Megan’s Linkedin Knock’s website Transitioning to Sales Ops  Megan started as a lead generation specialist and then moved into Salesforce management by learning about it whenever the need arose in her work. Salesforce helps interface multiple departments in a company (including Supply Chain and Legal). Because of the multifaceted nature of the work,…

Sales Ops in a Remote World with Zane McCarthy, Sales Operations Lead at Fieldwire

This week, we are talking to Zane McCarthy, currently serving as Sales Operations Lead at Fieldwire. With a return to in-person office work on the horizon, many ops and sales leaders wonder what a mixed or fully remote sales ops team will look like. Zane’s Linkedin Fieldwire’s website Sales vs Ops  At Fieldwire, Zane works in Sales Ops in conjunction with sales reps, business ops, and marketing ops teams. The advantage of such collaborative working is being able to execute your ideas across the funnel and have tighter integration between Sales, Marketing, & Business teams. Fieldwire’s sales tech stack Fieldwire…

The Pros and Cons of Remote Forecasting with Bradley Strite, Revenue Operations Manager at Kobiton

This week we are talking to Bradley Strite, Revenue Operations Manager at Kobiton. Bradley shared the pros and cons of remote forecasting, challenges of remote operations, and his top-rated tech stack.  Bradley’s LinkedIn  Kobiton’s website Bradley’s journey into sales ops  Bradley is the first in his family to go to college. He started studying at RIT (Rochester Institute of Technology) and got a BS in accounting.  After completing his bachelor’s degree, Bradley joined MicroEdge as a Jr. Staff Accountant but soon got promoted to the position of Sales Operation Analyst.  During his seven years in sales operations, Bradley has worked…

Forecasting Strategies for Sales Ops with Michaela Downs, Head of Sales Operations at Benchling

This week we are talking to Michaela Downs, Head of Sales Operations at Benchling. Based on her seven-year expertise in sales operations, Michaela shares strategies to create an efficient sales ops team for the first time.  Listen to Michaela share her forecasting metrics, approach, and her top-rated tech stack for operational excellence.  Michaela Downs’ LinkedIn Benchling’s website  Michaela’s journey into sales ops  Michaela started her journey as an Accounts Manager at Polyvore and worked in the same position for one year. But soon she explored her passion for sales operations and started her journey as a Sales Operations Manager in…

Tracking & Accountability in Revenue Operations with Krystal Diel, Director of Revenue Operations at Capacity

This week we are talking to Krystal Diel, Director of Revenue Operations at Capacity. With a passion for learning and improvising the processes, Krystal shares how diverse life experiences can speed up learning, the evolution of sales operations, and the significance of tracking in streamlining your operation.  Krystal Diel’s Linkedin Capacity’s website  Diverse industrial experiences and sales enablement  Krystal started her career in 2008 at Lindenwood University as a Resident Directors’ Assistant, after which she joined Dynamic Fitness Management as a personal trainer and fitness professional.  After working in a few different industries, Krystal finally explored her passion for sales…

Lean Sales Leads with Lisa Smith, Head of Sales Operations at Hazel Health

This week, we are joined by Lisa Smith, Head of Sales Operations at Hazel Health. With a passion for sales and operations and a decade’s worth of experience, Lisa discusses the evolving trends in sales and operations, which focused sales activities can help drive growth, and the significance of pre-pipeline lead evaluation. Lisa Smith’s LinkedIn Hazel Health’s website  Sales ops leadership at its best  Lisa is a sales and operations enthusiast. At Hazel Health, she leads a large sales team of sales reps and creates strategies for refining sales operations. Lisa’s go-to tool to achieve sales and operations excellence is…

Making Sales Ops More Actionable with Ethan Trombley, Director of Revenue Operations at Keyfactor

This week, Ethan Trombley, Director of Revenue Operations at Keyfactor, joins us on the Sales Ops Demystified Podcast. Ethan shares intriguing differences between sales and revenue operations and how to shrink complex problems into smaller, more actionable variables. Ethan Trombley’s LinkedIn Keyfactor’s website The journey from finance to revenue ops  Ethan is passionate about exploring effective KPIs and objectives to enhance sales operations at Keyfactor. He guides his teams’ performance by encouraging cross-department interaction and equips them with the latest technology, resources, data, analysis, trends, and information. “The admirable quality in a sales ops resource is the ability to shrink…

From Sales to Revenue to Business Operations with Nicole Bradshaw, Sr. Director of Business Operations at Parsable

This week, Nicole Bradshaw, Senior Director of Business Operations at Parsable, joins us in the Sales Ops Demystified Podcast. Nicole shares the art of analyzing sales and market trends for growth and strategic business decisions.  In conclusion, Nicole reveals the key attributes to train your teams for performance growth.  Nicole’s LinkedIn Parsable’s website Learning from experience After graduating from the Georgia Institute of Technology, Nicole started her career as an intelligence analyst for the New Jersey office of Homeland Security. Nicole learned to find patterns through data analysis and create strategic plans during her experience as an intelligence analyst. After…

From Marketing to Rev Ops with Evan Luke, Director of Revenue Operations at VanillaSoft

This week, we are talking to Evan Luke, Director of Revenue Operations at VanillaSoft. Evan shares how his marketing acumen helps him deliver on his rev ops KPIs.   Evan shares how to transform a broken process into a seamless customer experience. Evan’s LinkedIn VanillaSoft’s website From marketing to rev ops  Evan started his marketing journey in 2016 as a marketing specialist at Expertfile, where he worked for almost two years and later moved to VanillaSoft as a manager for marketing campaigns and revenue operations.  With four years of well-rounded experience as a marketing specialist, Evan believes that  the three fundamentals…