RevOps is a field that is hard to pin down, and selling to RevOps leaders presents a heightened challenge. Fortunately, we have the pleasure of being joined by a world class RevOps leader to help provide some clarity. She’s a household name in the RevOps community. Welcome to the show, Host of the Revenue Engine podcast, Founder and Chief Revenue Operations Officer at The RevOps Collective, Rosalyn Santa Elena!

Rosalyn joins Host Tim Harris to shed light on the world of RevOps. Rosalyn outlines the many hats Ops leaders wear, the challenges they face, and how that knowledge can help sellers better speak to Ops leaders.

Takeaways:

• When a lot of people think of RevOps, they default to someone who manages technology. While tech management is a core function, RevOps leaders will often also select vendors, manage implementation, and help negotiate contracts.
• There’s a lot of great tech out there, and it can be hard to fend off shiny object syndrome. To reduce tech debt, it’s crucial to have your RevOps leader involved in the buying process to ensure you buy the right tech for the right reasons.
• Buying a good piece of tech isn’t enough for success, you also need an effective plan. RevOps leaders are also responsible for creating a technology roadmap, and overseeing the rollout and implementation of new software.
• One of the most important factors for a buyer is the relationship with the vendor. As attributes like price and product offering are fairly equivalent, what a buyer really wants is a partner who will truly work with them to provide ongoing assistance.
• While RevOps leaders aren’t selling externally, they are selling internally. They need to combine empathy and communication to understand the problems other teams are facing, and communicate how the solutions will help.
• When selling to RevOps leaders, you need to know where they sit and what their priorities are. System administrators want solutions that drive adoption and save time. Senior leaders want solutions that better position them as an internal thought leader
• One of the most valuable insights for sales reps to have are the motivations of buyers from stage to stage. By understanding why someone booked an interview or filled out a form, you can make incremental changes that increase conversion rates.

Quote of the Show:

• “More than ever before, relationship selling is so critical.” - Rosalyn Santa Elena

Links:

• LinkedIn: https://www.linkedin.com/in/rosalyn-santa-elena/
• Website: https://therevopscollective.com/
• Podcast: https://podcasts.apple.com/us/podcast/the-revenue-engine/id1554168319

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