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"I think the lesson that I'm only just learning...is how to say no with grace...and I've been the guy who has said yes more often that no. And it's gotten me into a rough position where I've over extended myself, my team, my resources...and that doesn't leave anybody where they need to be." Keith Jones

Keith is a SaaS veteran who has gone the full circle, from ops to sales and back to ops. A start-up warrior through and through, Keith is now at his fifth-venture backed company, running go-to-market systems at Mural.

Keith also runs a non-profit community called Ride and Raise, organizing virtual athletic events every month and raising money for some amazing causes.

Tune in to hear the lesson of saying no, and pick up many other great tips in this episode of The Revenue Architect.

Connect with Keith: https://www.linkedin.com/in/revenueoperations/ (https://www.linkedin.com/in/revenueoperations/) (we LOVE this LinkedIn public URL!)

Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/)

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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Ben Cohen, Head of Sales Excellence and Marketing at Hella, is responsible for attaining global sales goals of approx. 10B within the automotive supply market. Beginning with career in photography, Ben got his first taste of project management that would lead him to a very impressive role within the 120-year-old company.

In this episode, Ben leads us through a breakdown of how Hella markets and sells, how their teams are trained, and how the company has led the automotive supply industry for more than a century.

Time to plug in the earphones and get ready for a cracking episode of The Revenue Engine Podcast.

Connect with Ben: https://www.linkedin.com/in/ben-a-cohen/ (https://www.linkedin.com/in/ben-a-cohen/)

Connect with Jeff: https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/)

TIMESTAMPS

00:00 - Jeff introduces today’s podcast, featuring Ben Cohen!

01:10 - Ben explains his “atypical career path” into sales and marketing

03:57 - A top-down breakdown of how Hella markets and sells

07:50 - Ben spills the beans on his role within and the processes of the sales team at Hella

11:22 - How “Revenue Operations” is making an Impact

13:42 - Ben describes the enablement and training process of sellers at Hella

15:38 - What “USP” means

18:53 - Ben has a go at the “Rorschach Test”

19:19 - Connect with Ben Cohen

19:54 - Final Goodbyes

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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Director of Revenue Operations at Chief, Allye O'Brien is responsible for all things Salesforce, sales enablement, sales engagement and sales ops, Allye manages from lead to renewal and all the data points in between. With years of experience building sales teams in startups, Allye transitioned from Sales Director to Rev Ops, finding her sweet spot as an optimizer of Chief, where she not only feeds her data passion, she works in an oganization with a mission she's passionate about.

What an epiphany - we're loving Allye’s idea that we should start looking at our funnel not as linear "cake" with a definitive start and definitive end…but as a donut! A circular funnel that feeds itself and as she says, “when a lead doesn’t convert into an opportunity, you should always be revisiting it when an opportunity doesn't convert to a customer, you should always be revisiting it when a customer churns, you should always be revisiting that.”

Tune in as Allye and Jeff discuss the donut funnel and all things in between.

Connect with https://www.linkedin.com/in/alexandraglicker/ (Allye)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff)

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Warren Zenna wears many hats and works with many fast-growing companies in helping shape the role of the CRO. The role of the CRO is still a new concept for many organisations, and Warren helps CEO's build CRO-ready organizations and arms them to succeed.

Warren works with companies in aligning marketing and sales and having worked as both a seller and marketer, Warren understands the complexity that can occur between the marketing and sales teams. During this episode, Warren talks about the importance of the CRO role and how to untangle the structure to allow key roles to focus and become aligned to help drive revenue and customer success.

Connect with Warren https://www.linkedin.com/in/warrenz/ (https://www.linkedin.com/in/warrenz/)

Connect with Jeff https://www.linkedin.com/in/jeffbethechange/ (https://www.linkedin.com/in/jeffbethechange/)

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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Brad Smith is not your average founder. He has secret powers. Those powers have brought a community of Ops professionals together. The Wizard of Ops aka #WizOps is the best place for ops professionals to meet like-minded people.

And when Brad is not using his secret powers building the #WizOps community, Brad is leading an incredible team at Sonar, a platform that gives you x-ray vision for your Salesforce, exposing how your data is used, when it changes, and how it's working.

During this episode, Jeff and Brad discuss the importance of appreciating your customers and really understanding what is happening in their world. Brad also shares that no matter what role each person performs at Sonar...they are also selling.

Connect with https://www.linkedin.com/in/smithbradleyt/ (Brad)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff)

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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Joe Caprio, a career Sales Professional recently made the leap from the sales floor...to Founder! Described as a "people first" sales leader, Joe led sales teams across multiple fast-growing tech companies before founding Reprise. Joe built a tech platform providing sales and marketing teams the ability to bring their product to life, with customized demos, website product tours, and a product experience via email!

Get ready to shake up your product demos as Jeff and Joe discuss the product journey, and how sales professionals can present their solutions to really engage and cater to the prospects' needs. Joe talks through why the 'demo' stage needs a shake-up and gets down into the architecture of the sales process and how the buyers' journey has shifted.

Connect with https://www.linkedin.com/in/joecaprio/ (Joe Caprio) or here at https://www.getreprise.com (www.getreprise.com)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio)

Don't forget to https://revenue-architect.captivate.fm/listen (subscribe) for great content every week!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Head of Growth and RevOps at Census, Sylvain Giuliani is a revenue leader and mentor with a decade of experience building go-to-market strategies for developer tools. You can often find him geeking out about data stacks in many data communities.

From his early days hitting the phonebook to make a sale, Sylvain knew having data you can trust at your fingertips was a way to get a stronger narrative and target the right customers at the right time. Now helping fast growing companies make sense of their data and technology stack, Sylvain is the guy you want at your table, making sure RevOps is a big part of the conversation to create alignment between sales, marketing, support and customer service.

Where to find Sylvain:

Website: https://www.getcensus.com/ (https://www.getcensus.com/)

LinkedIn: https://www.linkedin.com/in/sylvaingiuliani/ (Sylvain Giuliani)

Twitter: https://twitter.com/copypastaa (https://twitter.com/copypastaa)

Email: [email protected]

Connect with Jeff:

LinkedIn: https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio)

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This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Tune in to this week's episode as Jeff sits down with Andrew Hahn, a 20 year SaaS veteran who built out the strategy, operations, and sales methodology as the Global VP of Content Sales and Operations at Cornerstone on Demand, through to their IPO in 2011, which at the time was the largest LA-based IPO.

Today, Andrew is the Chief Revenue Officer at FormAssembly, trusted by huge logos, such as Target, Amazon, and the University of Michigan.

Jeff first met Andrew through the LA Revenue Collective Chapter, and during this episode they dive deep in conversation about the associated risks when driving a sales strategy.

Connect with https://www.linkedin.com/in/andrewhahn1121/ (Andrew Hahn)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio)

Don't forget to https://revenue-architect.captivate.fm/listen (subscribe)!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Join us in the latest episode of The Revenue Architect Podcast as Jeff Ignacio and Jonathan Morgan, Director of Sales and Marketing Operations of Atlanta based SaaS company AchieveIt, discuss marketing, sales, and revenue operations.

Connect with https://www.linkedin.com/in/jonathan-d-morgan/ (Jonathan Morgan)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio)

Don't forget to subscribe!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Join us in the latest episode of The Revenue Architect Podcast, as Jeff Ignacio and Kevin Dorsey, VP of Inside Sales at PatientPop and Mentor at 500 Startups - discuss how playbook-led selling helps accelerate sales success.

Connect with https://www.linkedin.com/in/kddorsey3/ (Kevin Dorsey)

Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio)

Don't forget to subscribe!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30