In this guest episode of No Nonsense Sales with Tom Boston, CEO of USC Eddie Reynolds discusses the best way to harness data in order to drive revenue and retain customers.

In this episode of The RevOps Corner, our host Eddie Reynolds explores the relationship between the CRO and Revenue Operations with guests Tim Strickland and Scott Sutton. Tim, former CRO at ZoomInfo and now an advisory partner at Summit Partners, and Scott, former VP of RevOps at Zoominfo and now CEO at Later, discuss their collaborative experience at ZoomInfo. They discuss the structure and roles within their teams, detailing the split between strategic analytics and operational execution.

The discussion extends to the importance of data-driven decision-making, holding sales teams accountable, and the role of RevOps in creating an efficient revenue-generating "machine." They also touch on the challenges and strategies of scaling these operations in smaller companies.

00:00 Introduction

00:17 Meet the Guests: Tim Strickland and Scott Sutton

00:52 How Zoominfo Restructured RevOps

02:32 The Importance of Analytics and Strategy

05:40 RevOps as the Engine of Revenue Efficiency

17:03 Testing and Validating Hypotheses

27:45 Scaling RevOps in Smaller Organizations

32:33 Who Should RevOps Report To?

37:22 Leadership and Accountability in RevOps

42:41 Conclusion and How to Reach Tim and Scott

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STRATEGIC REVENUE OPERATIONS AS A SERVICE

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In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices".

Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highest performing companies, including a very surprising 5th result. You'll learn about the significance of managing channel partner conflicts, the importance of setting revenue targets by lead source, the need for equitable sales territories, and the critical nature of sales and marketing alignment.

00:00 Introduction and Guest Introduction

01:04 Defining RevOps and Its Scope

04:50 Forecasting and Strategy in RevOps

08:52 The Study: Needles and Haystacks

12:30 Key Findings from the Study

13:40 The #1 GTM Practice Correlated with Top Performers

28:04 The Debate on Equitable Territories

29:02 Challenges with Account Distribution

30:56 Optimizing Territory Planning

34:00 #1 Sales Process, Mapping Stakeholders and Influencers

39:08 #2-4 Best Practices: Sales and Marketing Alignment

43:10 An Unexpected Result

49:31 Concluding Thoughts and Resources

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STRATEGIC REVENUE OPERATIONS AS A SERVICE

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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Megan Bowen, CEO at Refine Labs – one of the top marketing agencies for B2B SaaS scale ups.

Refine Labs has some exciting content updates coming soon with their product, The Vault, where you can get access to everything you need to know to implement their strategies at your own company. Be sure to check it out!

00:00 Introduction

01:03 Megan Bowen's Journey to CEO at Refine Labs

06:47 The Power of Hybrid Attribution in Marketing

17:49 Challenges and Insights on MQL Targets

22:45 Multi-Channel Attribution and Pipeline Sources

25:48 Exploring Marketing Attribution Models

26:41 Challenges in Measuring Marketing Impact

27:15 Sophisticated Attribution and Pipeline Models

29:03 Gathering Qualitative Feedback from Sales

31:31 Setting Effective Measurement Frameworks

38:59 Optimizing Response Times and Lead Quality

39:25 Strategies for Handling High-Volume Inbound Leads

41:00 Qualifying Leads and Enhancing Sales Processes

44:39 Evaluating and Adjusting Marketing Strategies

48:50 Closing Thoughts

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STRATEGIC REVENUE OPERATIONS AS A SERVICE

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● TikTok

In this episode of the RevOps Corner, our host Eddie Reynolds interviews Andrej Zinkevich, co-founder of Fullfunnel.io, on defining ABM, launching it efficiently with minimal resources, and avoiding common pitfalls. The discussion covers the importance of understanding the buying process, focusing on accounts likely to convert, and the role of marketing and sales collaboration in identifying and engaging target accounts.

You'll learn about detailed strategies for building and prioritizing an account list, conducting market research, and executing targeted marketing efforts. Additionally, the conversation highlights the feasibility of running ABM with lean teams, underscoring the necessity of a cohesive, holistic approach towards sales and marketing efforts.

00:00 Introduction

00:48 Defining ABM in 2024

04:47 Building Effective ABM Lists

12:57 Integrating ABM with Sales and Marketing

17:58 Pilot Programs: Starting Small with ABM

21:37 Creating Awareness Without Big Budgets

28:10 The Power of Account Research in Sales

29:55 The Art of Cold Calling

30:48 Inbound vs. Outbound

34:49 Account Selection and Prioritization Strategies

46:03 Executing Targeted Marketing with Limited Resources

50:30 The Dynamic Nature of Account-Based Marketing

53:04 Concluding Thoughts and How to Connect

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STRATEGIC REVENUE OPERATIONS AS A SERVICE

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● TikTok

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Renee Cohen, Vice President of Marketing and Operating Partner at Norwest Venture Partners, to discuss the evolution of lead generation strategies in B2B SaaS companies and the death of the MQL.

The conversation covers topics such as the integration of inbound and outbound strategies, the importance of account-based marketing, and the role of intent data in identifying potential clients.

Key insights include the critical analysis of current lead scoring practices, the debate on routing high-intent leads, and strategies for creating effective target account lists for cold calling.

00:00 Introduction

02:50 The Importance of Benchmarking

03:49 Investment Trends Post-B2B SaaS Industry Shift

06:45 Redefining MQLs

10:53 The Challenge of Efficient Lead Scoring

15:30 Rethinking Lead Generation Strategies

21:31 Optimizing Lead Management and Routing

22:52 Strategic Approach to MQLs and Outbound

28:02 Exploring Growth Strategies and Benchmarks

28:31 The Cost of Customer Acquisition

32:15 Leveraging Owned Intent Data

41:05 The Art of Routing Inbound Leads Effectively

44:19 The Importance of AE and SDR Collaboration

50:26 Closing Thoughts and Resources

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STRATEGIC REVENUE OPERATIONS AS A SERVICE

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● TikTok

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with none other than John Barrows, CEO of JB Sales and professional sales trainer to some of the biggest B2B brands in the world. John shares his methods for successful outbound, focusing on how to operationalize the outbound process for B2B SaaS companies in 2024.

This episode is filled with practical advice for sales operations professionals on building a process that targets the right prospects, at the right time, with well-structured messaging and personalization.

00:00 Introduction

00:56 How Outbound is Changing

07:08 Importance of the Learning Process

10:50 It Starts with the ICP

17:07 Segmenting Your Prospects

25:17 The Holy Grail of Prospecting

29:55 What Are Sales Triggers

38:27 The Optimal Outbound Process

41:43 Tailored,Targeted, and Templated Messaging

47:44 RevOps Role in Optimizing Outbound

In this crossover episode with RevOps Lab, hosts Philip and Janis interview USC Founder Eddie Reynolds on the intricacies of executing a successful customer success motion. You'll learn about the importance of customer success and how RevOps can assist this key department – from implementing processes for onboarding to expansion and renewal.

00:00 Introduction

02:39 How do you define RevOps and what strategy does this mean for you?

04:46 What are the problems in customer success right now?

08:37 What are best practices in the onboarding-process?

14:18 What were the biggest changes in customer success in the last 12-18 months?

18:13 Is there a playbook to stay on track the whole year in the usage-process?

23:35 How do you do pipeline management for expansion of renewal-opportunities?

28:13 What else is important when thinking about customer success?

31:57 What does growth look like in the next couple of years?

In this crossover episode with The RevOps Review, host Jeff Ignacio interviews Union Square Consulting founder and CEO, Eddie Reynolds, about his journey from starting his first business at a young age to finding his passion in revenue operations. Eddie discusses his unique approach to B2B SaaS sales and highlights the importance of building a repeatable process. Eddie also shines a light on the current issues faced by companies that haven't yet developed a solid RevOps strategy.

In this episode of The RevOps Corner, our host Eddie Reynolds welcomes Tony Rodoni, Operating Partner at Bessemer Venture Partners and former Executive Vice President at Salesforce, to lay bare the nuances of building a sales team from when you're $10M in revenue to $100M.

Tony discusses what he looks for when recruiting top-tier sales leaders and crafting revenue operations primed for explosive expansion, drawing from his tenure at Salesforce to the dynamic realm of Venture Capital.

03:38 How Sales Leaders Can Be Successful on Day One

13:00 Tony's Hope for Sales Managers

14:40 Operational Planning and Infrastructure

19:27 When Sales has Ineffective Leadership

24:48 Balancing Sales Skills and Operational Acumen

33:58 Adapting Strategies from Large Corps to Startups

50:49 The Kind of Sales Leadership Scale-Ups Need to Hire

53:59 Closing Thoughts