Podcast

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…

What motivates sales people? with Demar Amacker, Director of Revenue Ops at Zift Solutions

In this episode of Sales Ops Demystified, Tom Hunt is joined by Demar Amacker, Director of Revenue Ops at Zift Solutions. They discuss the value of frontline sales experience for a sales ops professional, how to help low-performing sales reps, and setting up Zift’s Revenue Ops function and supporting team. Demar’s Linkedin Zift Solutions Website Transition into Sales Ops  With no background in finance or math, Demar’s experience in inside sales for the Arizona Diamondbacks baseball team helped him refine his work preferences. His proactive approach to making processes efficient made his passion and his work visible to higher management…

Automating Commission Calculations with Siva Rajamani, Former Director and Head of Revenue Ops at Freshworks

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Siva Rajamani, former Director and Head of Revenue Ops at Freshworks. He is currently the Co-founder and CEO of Everstage. They discuss the importance of making incentives visible and adding gamification for customer-facing teams, ways to improve the sales commissions process for entry-stage companies, and the process that guides expansion into a new market. Siva’s Linkedin Everstage Website Rev Ops structure in Freshworks  When Freshworks began its Rev Ops journey, they had a team of around twenty-five people with dedicated sub-teams for direct sales, indirect…

Build an Intent-based Lead Scoring Model with Gabriel Rothman, VP of Revenue Operations at Rescale

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Gabriel Rothman, VP of Revenue Operations (and former Senior Director of Revenue Ops) at Rescale. They discuss important behavioral factors to consider for accurate lead scoring, how to build an intent-based behavioral model to increase SDR efficiency, and how to minimize conflicts when scaling multiple partner channels. Gabriel’s Linkedin Rescale Website Transitioning into Sales Ops  When Gabe transitioned from being a Lawyer to a Consultant, it exposed him to sales, marketing, and customer success. He went on to work in various roles that were concentrated…

Progression in a Sales Ops Role with Susan Metz, Senior Manager, Sales Operations at Turnitin

In this episode of Sales Ops Demystified, Tom Hunt is joined by Susan Metz, Senior Manager, Sales Operations at Turnitin. They discuss why a salesperson might transition into a sales ops role, the lessons she learned during her career in sales ops, and how TurnItIn handles acquisitions from a Sales Ops perspective. Susan’s Linkedin Turnitin Website Transition into a Sales Ops role A Salesforce Admin certification is a great way for busy salespeople to transition to a less hectic and more peaceful lifestyle in sales ops. This is particularly useful for those who wish to work remotely and want to…

How LinkedIn Maximised Impact on Sales Operations Activity with Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn. They discuss the most impactful sales ops activity for LinkedIn in 2021, how LinkedIn works to improve the well-being of their employees, and how the sales ops planning process changes when a company expands to multiple geographies. Akira’s Linkedin LinkedIn Website Transition into Sales Ops Diagnostics, solution engineering, and planning are the key functions in management consulting. In sales ops, you get to implement these solutions in the real world.  Akira spent quite a…

The Power of the Sales Coordinator Role with Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software

In this episode of Sales Ops Demystified, Tom Hunt is joined by Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software and Current Revenue Ops Consultant at Go Nimbly. They discuss transitioning into sales ops, how to enable sales reps to be more productive, and the importance of a dedicated sales coordinator role. Cameron’s Linkedin BigTime Software Website Transitioning into Sales Ops  While in the thick of his job on the Sales team, Cameron realized he preferred the theory of sales over physically conducting activities that lead to a sale. As he sought out a sales ops role, he…