The #1 Sales Operations Podcast

Sales Ops Demystified exists to turn you into a Sales Ops Ninja. We find the biggest and best sales operations leaders in the world and ruthlessly extract all their secrets with our 8 simple questions.

21 years experience in Sales Operations

Jeff Serlin of Intercom

Jeff Serlin jumped onto Sales Ops Demystified to give some sales operations training from his 21 years of experience.

We discussed:

  • How Intercom train their sales team
  • How Jeff got into sales ops
  • How Intercom use Intercom in the sales process

“There are no easy answers in Sales Operations but having the ability to live with ambiguity helps!”

Full episode here.

Revenue Operations

Jay Khiroya of Doctify

Jay Khiroya jumped onto Sales Ops Demystified to share his knowledge and benefits of sales operations.

We discussed:

  • Jay’s current tech stack
  • Doctify’s sales KPI’s
  • How Jay got started in sales operations

“Data quality should always be managed early on, the impact on the sales team can be huge”

Full episode here.

Quantcast, Docusign...

Cris Santos of Pluralsight

Cris Santos jumped onto Sales Operations Demystified to share her knowledge and experience in Sales Operations.

We discussed:

  • What it was like running Sales Operations at Docusign during rapid growth
  • How Cris’s Navy experience helps her with sales ops
  • How to be strategic in sales operations

“Sales reps need to act as the CEO of their business”

Full episode here.

Director of Sales Operations

Brandon Bussey of Lucid

Brandon Bussey Of Lucid jumped onto Sales Ops Demystified to share his sales operations 101, he has extensive experience in sales ops.

We discussed:

  • How to sell more effectively
  • Brandon’s current sales tech stack
  • How Brandon and Lucid deal with data quality in Salesforce

“Sales operations should act as a link between the sales reps and product team to increase feedback”

Full episode here.

A brand new Sales Operations team...

Natasha & Kimberly of Austin Fraser

Natasha and Kimberly came over to the Ebsta office to share their insights from forming a brand new Sales Operations team.

We discussed:

  • Sales Operations in recruitment
  • How Natasha and Kimberly influence their sales reps
  • Austin Fraser’s current sales operations tech stack

“Enable your sales reps to be the best they can be – don’t limit potential”

Full episode here.

Sales Operations Managers, Cross Paths...

Catherine Mandungu of Ometria & Nia Barnabie of Jumio Corp.

Catherine Mandungu from Ometria and Nia Barnabie of Jumio Corporation hopped into Ebsta and shared their individual experiences onto Sales Ops Demystified.

We discussed:

  • How they started their journey working in Sales Ops.
  • Catherine and Nia’s sales tech stack to their respective companies.
  • How Catherine and Nia emphasize the importance of collaboration and educating everyone in the business about data quality and integrity.  

“Tools in your tech stack that can provide in a holistic view and provide additional data that is relevant is ideal.”

Full episode here.

Being Director of Sales Operations

Anthony Conrad of TapClicks

Anthony had this re-recorded episode in Sales Ops Demystified as the recent episode had technical issues that was unpublished. And in this topic. he’s gonna be sharing his path on how he became the Director of Sales Operations  and what he does at TapClicks.

We discussed:

  • How he’d actually got into Sales Operations from his extensive career in sales, marketing, and entrepreneurship.
  • TapClicks current sales operations tech stack
  • How the Director of Sales Operations briefly shared his tactics in building and handling his team with their key performance and metrics.

“Every Architect thinks they are building a Colosseum.

Full episode here

Senior Sales Operations Analyst

Nicholas Zorrilla of Flashpoint

Nick Zorrilla Of Flashpoint provided some great insights about his experiences as a Certified Salesforce Admin and an InsightSquared Certified, Senior Sales Operations Analyst.

We discussed:

  • How he started his career in journeying toward Sales Operations
  • Flashpoint’s current sales tech stack
  • How Flashpoint’s Sales Ops handles and delivers their simplified methods and processes to their salespeople.

“Boost Productivity through removing tools/ fields that aren’t providing value”

Full episode here.

Sales Operations Manager and Revenue Strategist

Melinda Forest of Decibel

Melinda Forest had a great flexibility in adjusting her schedule, joined and dialed in to Ebsta to share her insights and as a Sales Ops Manager and a revenue strategist of Decibel.

We discussed:

  • How she started her journey from studying in School of Nursing and later became one of the best known leaders in Decibel as Sales Ops Manager.
  • Decibel’s current sales operations tech stack
  • How Mel works in and on Decibel with data quality and transparency, correlating with other Departments.

“Enable your sales reps to understand that logging certain pieces of information can lead to greater commission.”

Full episode here.

6x Salesforce Certified & Director of Sales Operations

Jonathan Bunford of Ada

From Marketing Operation to Sales Operation, Jonathan Bunford shares very insightful information about his major role as as the Director of Sales Ops at Ada.

We discussed:

  • How he started his journey of becoming the Director of Sales Ops.
  • Ada’s current sales tech stack in Sales Ops
  • How Jonathan and Ada deal’s with data quality and sales operations processes. 

“Compressing a sales cycle can reduce deal size.”

Full episode here.

A Salesforce Admin & Manager Of Global Sales Operations

Jorge Moto Of Ooyala

With an Entrepreneurial History, an Engineer by Profession, a Salesforce Admin. Jorge Moto reveals many insightful information about his  journey and experiences how he became the Manager of Global Sales Operations of Ooyala.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the people who became an important part of his role.
  • Ooyala’s current sales tech stack.
  • How Jorge and Ooyala deal’s with challenges in data quality, migrations, and sales operations processes. 

“Aim to make the CRM as simple as possible for Sales Reps, this will increase Productivity.”

Full episode here.

Sales Operations Analyst

Jeanette Appiah of Merkle

An English and Writing graduate. Jeanette shared many insightful information about her journey and experiences how she became the Sales Operations Analyst of Merkle.

We discussed:

  • How she started and acquired her experience working as Sales Operations Analyst in Merkle. 
  • Merkle’s current sales tech stack.
  • How Jeanette deals with challenges in data quality and communications in sales operations and their processes. 

“Provide visual data to Sales Reps., this will have more impact.”

Full episode here.

Sales Operations Manager

Tom Andrews of Signal AI

With an excellent background in Computer Science as his undergrad degree and post graduated in Marketing and Management, Tom Andrews shares valuable lessons in his  journey of becoming a Sales Operations Manager and now becoming a part of Signal AI.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Signal AI’s current sales tech stack.
  • How Tom and  Signal AI deal’s with challenges in data quality and their onboarding processes.

“Aim to Streamline Sales Productivity through process Automation.”

Full episode here.

VP EMEA Sales Operations

Jag Cheema of Hitatchi Vantara

A coed in Computer Science and a post-grad in Marketing and Management. Jag shared many insightful information about his journey and experiences how he became the VP EMEA Sales Operations of Hitatchi Vantara. We discussed:
  • How he started and acquired his experience working as VP EMEA Sales Operations in Hitatchi Vantara. 
  • Hitatchi Vantara’s current sales tech stack.
  • How Jag deals with challenges in data quality and communications in sales operations and their processes. 

“Roll Out Performance Reviews with Subjective and Objective Data”

Full episode here.

Sales Operations Improvement Consultant

Alan Kingsley-Perkins of Kingsley-Perkins LTD

With over 30 years experience in sales operations at companies such as IBM and City Group, Alan Kingsley-Perkins shares valuable lessons in his  journey of becoming a Sales Operations Improvement and now becoming a part of Kingsley-Perkins LTD.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Kingsley-Perkins LTD.’s current sales tech stack.
  • How Alan and  Kingsley-Perkins LTD. deal’s with challenges in data quality and their onboarding processes.

“Make Your Reps Have Training So That They Know The Importance of Data Quality”

Full episode here.

Global Sales Operations Manager

Cornelia Klose of Mailjet

A Master in International Business and being fluent in 3 European languages (German, English, French) are qualities that brought Cornelia into sales operations. Cornelia, shared many insightful information about her journey and experiences how she became the Global Sales Operations Manager of Mailjet. We discussed:
  • How she started and acquired her experience working as Global Sales Operations Manager in Mailjet. 
  • Mailjets’s current sales tech stack.
  • How Cornelia deals with challenges in data quality and communications in sales operations and their processes. 

“If You Want Sales Reps to Succeed… Sell them the Vision for Growth and Instead of Giving them the Tasks to Complete”

Full episode here.

Sales Operations Manager

Katyusca Barth of Intralinks

Her exposure to sales at a very young age, her love for spreadsheets and experience helped her moved into the role in sales operations, Katyusca Barth shares valuable lessons in her  journey of becoming a Sales Operations Manager and now becoming a part of IntraLinks.

We discussed:

  • How she started her journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams she’s been working with.
  • IntraLinks’s current sales tech stack.
  • How Katyusca and IntraLinks deal’s with challenges in data quality and their onboarding processes.

“Sales Ops Leaders Need to Balance an Analytical and Strategic Mindset in Order to Succeed”

Full episode here 

EMEA Sales Operations Manager

Claire Maisonnave-Couterou of Kyriba

She spent a total of 18 years in sales operations in large corporations and smaller companies. Let’s learn from Claire, as she shared many insightful information about her journey and experiences on how she became the EMEA Sales Operation Manager of Kyriba.

We discussed:

  • How she started and acquired her experience working as EMEA Sales Operation Manager in Kyriba. 
  • Kyriba’s current sales tech stack.
  • How Claire deals with challenges in data quality and communications in sales operations and their processes. 

“It’s in your interest to help finance so that finance can then in turn help you out in the future”

Full episode here.

Head Of Sales Operations

Jonny Day of Crowdcube

A highly technical growth sales-marketer deploying data science, Jonny day shares valuable lessons in his  journey of becoming a Head Of Sales Operations and now becoming a part of Crowbcube.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Crowdcube’s current sales tech stack.
  • How Jonny and  Crowdcube deal’s with challenges in data quality and their onboarding processes.

“Sales Operations need to understand the heartbeat/rhythm of the company”

Full episode here.

Sales Operations Analyst

Joe Gates of Spendesk

Joe has a Bachelor’s Degree in Modern Languages and Business from University of Nottingham. A very experienced professional with a demonstrated history of working in the information technology and services industry. Skilled in Salesforce.com, Microsoft and Google suites, Communication including Spanish, French and English. Now, let’s listen as he shared many insightful information about his journey and experiences on how he became the Sales Operations Analyst of Spendesk

We discussed:

  • How he started and acquired his experience working as Sales Operations Analyst in Spendesk 
  • Spendesk’s current sales tech stack.
  • How Joe deals with challenges in data quality and communications in sales operations and their processes. 

“Sales operations is the metronome of the revenue function”

Full episode here.

Director of Sales Operations

Dante Hawkins of Springbot

Dante is a graduate in Business Administration which enhanced his leadership skills through numerous group projects that ended with high results Worked and engineered a complete business plan for entrepreneurship course. Now. Jonny will share valuable lessons in his  journey of becoming a Director of Sales Operations and now becoming a part of Springbot.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Springbot’s current sales tech stack.
  • How Dante and Springbot deal’s with challenges in data quality and their onboarding processes.

“Sales Operations need to understand the heartbeat/rhythm of the company”

Full episode here.

Business Planning & Operations

Mohit Bhargava of Big Tech Company

Mohit has been part of sales operations for eight years, related to revenue planning and strategic planning for the sales team. He will be sharing many insightful information about his journey and experiences on how he became the Business Planning & Operations of Facebook

We discussed:

  • How he started and acquired his experience working as Business Planning & Operations in Facebook
  • Facebook’s current sales tech stack.
  • How Mohit deals with challenges in data quality and communications in sales operations and their processes. 

“Sales operations can drive the business through the help of sales leadership”

Full episode here.

Head of Sales

Matthew Cerra at Cube19

Matthew holds a Bachelor Degree in Marketing and in this podcast he will be sharing valuable lessons in his  journey of becoming a Head of Sales and now becoming a part of Cube19.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Cube19’s current sales tech stack.
  • How Matthew and  Cube19 deal’s with challenges in data quality and their onboarding processes.

“Sales/BDR should be engaging their accounts once a week, drip feeding, information through campaigns in the sales cycle. Setting up a pick list to send them the right campaign emails, videos or content”

Full episode here.

Sales Operations Manager

Kelsi Hansen of Workfront

Kelsi holds a bachelor degree in Exercise Science and Outdoor Recreation. She will be sharing many insightful information about her journey and experiences on how she became the Sales Operations Manager of Workfront We discussed:
  • How she started and acquired her experience working as Sales Operations Manager in Workfront
  • Workfront’s current sales tech stack.
  • How Kelsi deals with challenges in data quality and communications in sales operations and their processes. 

“Provide the tools data and support necessary to hit their target”

Full episode here.

Global Sales Operations Manager

Derek Dean of TTEC

Derek is a Master of Business Administration and a graduate of Industrial & Systems Engineering. Derek will be sharing valuable lessons in his  journey of becoming a Global Sales Operations Manager and now becoming a part of TTEC.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • TTEC’s current sales tech stack.
  • How Derek and  TTEC deal’s with challenges in data quality and their onboarding processes.

“Prove/influence early on that you can add value to the sales reps life, videos or content”

Full episode here.

Research Director

Anthony McPartlin of Forrester

Throughout his career Anthony has demonstrated a detailed track record of solving complex challenges across a range of areas including planning, compensation, analytics, technology and pricing for global and regional sales leaders. He will be sharing many insightful information about his journey and experiences on how he became the Research Director of Forester We discussed:
  • How he started and acquired his experience working as Research Director of Forrester
  • Forrester’s current sales tech stack.
  • How Anthony deals with challenges in data quality and communications in sales operations and their processes. 

“It’s Easy to Visualize the Data, but Explaining the Story is Harder”

Full episode here.

Global Sales Operations Senior Manager

Sergio De Luca of WUBS

Sergio De Luca has 10 years experience in Sales Operations. He contributed in identifying and implementing solutions to find efficiency in supporting the delivery of consistently strong sales results. Sergio will be sharing valuable lessons in his  journey of becoming a Global Sales Operations Manager and now becoming a part of WUBS.

We discussed:

  • How he started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • WUBS’s current sales tech stack.
  • How Sergio and  WUBS deal’s with challenges in data quality and their onboarding processes.

“Sales Operations Leaders Should stay Focused on Sales Enablement and Execution”

Full episode here.

Founder

Chris Flores of C-Flor Consulting, LLC

Chris Flores graduated with Bachelor’s Degree in Economics from Boston College. He will be sharing many insightful information about his journey and experiences on how he became the Founder of C-Flo Consulting, LLC

We discussed:

  • How he started and acquired his experience working as Founder of C-Flo Consulting, LLC
  • C-Flo Consulting, LLC’s current sales tech stack.
  • How Chris deals with challenges in data quality and communications in sales operations and their processes. 

“Reps Will Go To War, With A Leader  That Goes To War For Them”

Full episode here.

MBA | Revenue & Sales Ops Champion

Heather Bruder

Heather is a Master of Business Administration (MBA) in Management of Technology and gained a pre-med course in Psychology from Georgia University. Heather will be sharing valuable lessons in her  journey of becoming an MBA | Revenue & Sales Ops Champion

We discussed:

  • How she started his journey of becoming a big part of Sales Operations and the recent Companies and Sales Teams he’s been working with.
  • Her company’s current sales tech stack.
  • How Heather deal’s with challenges in data quality and their on-boarding processes.

“Provide Sales Manager with the Right Data and Structure to Forecast Accurately”

Full episode here.

Consultant - Sales Operations and Sales Enablement | Former Director of Sales Operations - 3M

Ed Staten

Ed Staten has been a strategic, data-driven sales and marketing executive with over 15+ years. In this episode of sales ops demystified, he will be sharing many insightful information about his journey and experiences on how he became the Consultant – Sales Operations and Sales Enablement

We discussed:

  • How he started and acquired his experience working as Consultant – Sales Operations and Sales Enablement
  • 3M’s current sales tech stack.
  • How Ed deals with challenges in data quality and communications in sales operations and their processes. 

“Let Sales Rep Know What the Tool Can Do for Them as Well as Working with C Level/Higher Stakeholders to Tweak Performance Metrics”

Full episode here.

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