Podcast

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…

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…