Joining us this week is a sales expert with over 25 years of experience in sales, marketing, and revenue operations.She is on a mission to build the foundation for sustainable growth through clean data, simple processes, and an optimized tech stack. As an expert in Cajun cuisine, she uses her recipes as a metaphor to add some spice to the sales process. Please welcome to the show, VP of RevOps at Health Catalyst, Ali Rastiello!

Soup’s on as Ali and Tim dive into the insights Ali has to share as a RevOps leader. Ali shares how RevOps can better interpret what your teams are saying, how to get your buyer’s attention, and the importance of understanding what sets your company apart.

Takeaways:

• As a RevOps leader, you need to treat your internal stakeholders as if you were their consultants. This commonly means carefully listening and interpreting what they say, as these teams know their issue, but may not know how to properly express it.
• The core of any sale is disrupting your buyer’s status quo and convincing them to select you as a vendor. Instead of solely focusing on the product, you need to focus on how you are solving their pain points.
• Gathering info is crucial in sales, but it needs to be the right info. Instead of asking questions to check them off, focus on learning about their business objectives, the things they are struggling with, and how you can be of service.
• At Health Catalyst, BDRs play a slightly different role. Prospecting is left to sales teams that feel more comfortable handling high profile leads. BDRs now solely interact with marketing to better qualify leads from that channel.
• A strategy is only as good as its execution. Understand what sets you apart, understand your buyer, and ensure your data and processes are ready for action when the first lead hits you.
• It’s tempting to lead with the flashy features of your product, but that won’t get your buyer’s attention. What buyers really want is a solution that will simplify their work, help them do multiple things with one option, and a strong relationship with their vendor.
• To pull off a successful sale, you need to fully understand who you are selling to. An often overlooked group is the financial department. In many companies finance has a large sway on deals, without a budget, there is no sale.

Quote of the Show:

• “You're not talking about the product, you're talking about the pain point the person has and how we solve it.” - Ali Rastiello

Links:

• Twitter: https://twitter.com/Diva_Ali
• LinkedIn: https://www.linkedin.com/in/alirastiello/
• Website: https://www.healthcatalyst.com/
• Personal Website: https://www.alirastiello.com/#about-me

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M