Today we're joined by Amy Langer, co-founder of Salo, a professional services firm. Salo was established in 2002 ("before the gig economy was cool") to create a supportive environment for project-based workers.

Amy shares experiences from Salo's rapid growth and subsequent decline during the '08 financial recession, and the adjustments she and her business partner made to stabilize the organization.

She reflects on the highs and lows of running a company, the lessons she learned on her leadership journey, and the importance of developing a strategic plan based on mission, vision, and values.

Amy is now a Board Member for Health Partners and Executive Chair of Avio Medtech Consulting. She is excited to be part of another entrepreneurial company that values workplace culture and building relationships.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

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• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In today's episode, we interview Chris Baribeau, Senior Director of Customer Success at HubSpot. 

He believes that Revenue Operations (RevOps) can shape the success of professional service organizations. RevOps plays a pivotal role in delivering actionable insights to frontline teams, allowing them to make informed revenue-driving decisions. 

Chris stresses the value of continuous employee training on both software and processes to maximize adoption and efficiency. This is essential for ensuring that the changes brought about by organizational growth - such as updates to the CRM or technology stack - are managed effectively. 

Chris points out the common challenge of most professional service firms in accessing and organizing their project and client data to support business development efforts. Implementing a new CRM or optimizing the existing one can help increase visibility across teams, but establishing KPIs (Key Performance Indicators) and metrics should happen before making those changes. 

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
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• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.

Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes. 

Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
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• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Today our guest is Allen Cobb, a Certified EOS Implementer. He encourages business leaders to utilize some type of operating system, regardless of whether it's EOS or another framework.

Having a framework plus establishing and documenting processes can help companies overcome the challenges that arise when scaling.

Allen also shares advice about adopting new technologies, stressing the need for buy-in from key stakeholders and a willingness to embrace change. He suggests leading with "the why" when implementing new systems or processes.

The episode concludes with the importance of "doing the work," rather than expecting instant results without effort. For leaders, this work includes delegation, empowering team members, and focusing on high-value activities.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Today's guest Aurora Toth, Partner & CMO at Chief Outsiders, advises marketers to align their strategy and tactics with broader business goals to drive revenue growth. Scaling quickly also requires cross-functional onboarding and training.

She describes marketing as both an art and a science, with the data and measurement aspects becoming increasingly important. While many marketers find it challenging to track sales from traditional marketing efforts, they should still attempt to quantify these activities, because failing to do so could result in budget cuts. 

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

In this conversation, Colleen O'Sullivan, former VP of Customer Success at HubSpot, discusses the importance of aligning teams and creating a customer-centric culture for business growth. 

Colleen emphasizes creating supportive employee experiences and continuously collecting feedback to ensure teams can provide a great customer experience. She also highlights the importance of weaving the company's mission and customer success stories into everyday work to motivate and inspire employees.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Today's episode features Greg Brown, RVP of Commercial Sales at impact.com. He urges companies to strive for simplicity over complexity when it comes to modifying their tech stack. 

Like several of our other guests, Greg suggests using pilot teams and a phased rollout when adopting new technology.  By incorporating feedback early on from these pilot groups, companies can identify process gaps or roadblocks before the full-scale implementation. This iterative approach enhances the effectiveness of new systems, boosts productivity for users, and fosters a culture of continuous improvement across the organization.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Today's episode features Aaron Rickard, Denamico's VP of Operations. Aaron discusses the increasingly important role of ops professionals ('tech wizards and witches') in maintaining system efficiency, troubleshooting, and preventing small issues from compounding over time.

He shares several specific use cases for process automation with HubSpot's Operations Hub, including supplementing free integrations with custom field mapping and running JavaScript and Python in workflows for data enrichment and deduplication checks. 

He also touches on the benefits of using HubSpot’s AI tools for anomaly detection and data forecasting.

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Today's guest, John Marcus III, describes RevOps as "an internal service organization" that supports the executives, leaders, and individual reps in a company's go-to-market teams. He emphasizes the importance of cross-functional alignment and trust between sales, marketing, and customer success. The role of RevOps is to provide a shared resource that helps these departments adapt to the changes that come with each growth stage of the company.

While technology is a key component of revenue operations, John encourages leaders to remain focused on the specific needs and goals of the organization, rather than get caught up in the latest trends.  

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Our conversation with Stephanie Schafer, President and Chief Growth Officer at The Social Lights, covers a range of topics including: 

• the impact of social media and AI on human behavior
• the benefits of using a phased approach to technology implementation
• the importance of using organizational frameworks or operating systems
• the evolving dynamics of company culture with remote workforces

Is your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you’ll see:

• Benchmark data showing how you stack up to other organizations
• A clear view of your operational maturity
• Whether your business is ready to scale (and what to do next if it’s not)

Let's Connect

• Subscribe to the RevOps Champions Newsletter
• LinkedIn
• YouTube
• Explore the show at revopschampions.com.

Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!