Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversations with RevOps leaders and a viral LinkedIn post that sparked a flood of feedback, this episode breaks down the real-world challenges of maintaining clean CRM data—and what to do about it.

We cover:

• The 8 most common Salesforce data hygiene challenges

• Why bad data is worse than no data at all

• How to approach activity capture (and why Einstein Activity Capture isn’t it)

• Tools and workflows to clean, enrich, and maintain your CRM

• How AI summaries and automated field updates can drive data accuracy

• Validation rules, stage criteria, and building hygiene dashboards

• Quick wins that create trust in your CRM without overwhelming reps

Salesforce Data Hygiene Cheat Sheet : https://www.getweflow.com/content/salesforce-data-hygiene-cheat-sheet

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  

Chapters:

(00:00:00) Introduction

(00:03:26) The Big Challenges in Salesforce Data Hygiene

(00:10:22) Quick Win #1: Advanced Activity Capture

(00:15:05) Quick Win #2: Conversation Intelligence + AI Summaries

(00:21:16) Quick Win #3: Field Updates from AI Prompts

(00:23:57) Quick Win #4: Stage Criteria and Validation Rules

(00:28:15) Quick Win #5: Monthly Data Review & Cleanup

(00:29:25) Quick Win #6: Hygiene Dashboards and Transparency

(00:30:52) Book Rec & Final Thoughts

Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound. From tracking product usage to de-anonymizing GitHub activity, Soham shares how he built a smarter, more precise outbound motion—one that prioritizes timing, intent, and efficiency over brute force volume. This episode is packed with practical insights for RevOps leaders looking to modernize their go-to-market strategy.

We cover:

• What signal-based outbound really means (and why it matters now)

• How to identify the signals that indicate buying intent

• The importance of signal “stacking” and account-level density

• Tools and tactics for orchestrating cross-channel outbound

• Common mistakes and how to avoid signal noise and vendor bloat

• How to operationalize scoring, prioritization, and automation

  
  

Soham Maniar on LinkedIn: https://www.linkedin.com/in/sohammaniar/

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  

Chapters:

• (00:00:00) Introduction

• (00:01:02) Soham’s Role at Weaviate and RevOps Journey

• (00:03:05) Defining Signal-Based Outbound

• (00:06:02) Universal Signals: Website and Product Usage

• (00:08:59) Channels, Signals, and Stacking at Weaviate

• (00:14:33) Prioritization, Awareness Curves, and Buyer Density

• (00:22:50) From Fit to Behavior: Rethinking ICP

• (00:24:07) Orchestration: Enrichment, Automation & Activation

• (00:28:39) Real-Life Automation Examples

• (00:29:45) Top Mistakes and Lessons Learned in Signal Ops

• (00:33:01) Book and Blog Recommendations

Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and driving measurable impact. Whether you're tackling process bottlenecks or trying to rally teams around shared metrics, Hans explains how slowing down with a structured discovery process can actually help you move faster and make smarter decisions in RevOps.

We cover:

• Why discovery isn’t just for sales — and how RevOps can adopt the mindset

• Hans’s 4-step RevOps Discovery Framework: Strategy, Metric, Stakeholders, Pain Types

• How to use data to tell compelling stories and align your org

• Tips for building trust through listening and stakeholder interviews

• The role of process, data, systems, and people — and how to categorize pain properly

  
  

Hans Lees on LinkedIn: https://www.linkedin.com/in/hannah-lees-269b8668/ 

https://growth-ops-studio.beehiiv.com/p/mastering-discovery-a-smarter-path-to-impact

https://growth-ops-studio.beehiiv.com/

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer 

Chapters:

• (00:00:00) Introduction

• (00:01:38) Hans Role at DroneDeploy

• (00:02:25) Why Discovery is a Missing Skill in RevOps

• (00:05:34) The RevOps Discovery Framework Explained

• (00:14:01) Aligning Metrics with Strategic Goals

• (00:19:49) Data Storytelling for Buy-in and Alignment

• (00:29:10) Engaging Stakeholders and Building Trust

• (00:39:19) Categorizing Pain: People, Process, Data, Systems

• (00:44:00) Book Recommendations and Final Thoughts

Disclaimer:

Due to technical issues with Janis' video file, we were unable to use the original footage. As a result, a placeholder was inserted for his track.

Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks.

Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.

We cover:

• How RevOps operates in a 100,000-person company

• Why she started in marketing ops instead of sales ops

• The challenges of aligning revenue data across multiple business units

• How to identify and fix revenue leakage in a large organization

• The skills needed to thrive in RevOps at an enterprise company

• The role of technology in RevOps – and why the biggest challenge isn’t tools

  
  

Lorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ 

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer 

Chapters:

(00:00:00) Introduction

(00:02:06) How Lorena Ended Up in RevOps at JLL

(00:06:45) Structuring RevOps in a 100,000-Person Company

(00:12:10) Identifying and Fixing Revenue Leakage

(00:18:36) The Challenges of Aligning Data Across Multiple Business Units

(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change

(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge

(00:37:02) The Skills You Need to Succeed in Enterprise RevOps

(00:41:05) Final Thoughts and Book Recommendations

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce.

If you’ve ever struggled with tracking sales activities, mapping emails to opportunities, or dealing with unreliable data in your CRM, this episode is a must-listen. Janis and Philipp break down the pitfalls of common activity capture methods, how to avoid data black holes, and how to build a setup that provides real revenue insights.

We cover:

• The different ways teams capture activities in Salesforce (and why most don’t work)

• Why Einstein Activity Capture is a black hole for your data

• The problems with relying on manual logging and sales engagement tools

• How activity data impacts forecasting, pipeline health, and rep productivity

• Best practices for building an effective activity tracking strategy

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer    

Weflow: https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:02:16) Why We’re Talking About Activity Capture

(00:06:45) What is Activity Capture and Why Does It Matter?

(00:12:30) The Pitfalls of Manual Logging and Einstein Activity Capture

(00:18:42) How Poor Activity Tracking Kills Forecasting & RevOps Insights

(00:24:50) Best Practices for Capturing Email and Meeting Data in Salesforce

(00:30:15) The Role of Automation in Activity Capture

(00:37:02) Common Myths About Activity Data & How to Fix Them

(00:41:05) Final Thoughts and Resources

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest.

If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for better forecasting, this episode is packed with tactical insights you won’t want to miss.

We cover:

• Why pipeline management is the foundation of great forecasting

• The 3x pipeline coverage rule—truth or myth?

• How to structure effective pipeline reviews that actually move the needle

• Best practices for building operating cadences that scale

• The role of RevOps in helping sales teams drive predictability

• The biggest mistakes revenue teams make when inspecting pipeline health

  
  

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

Free RevOps resources: https://www.getweflow.com/revops 

Janis on LinkedIn: https://www.linkedin.com/in/janiszech  

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer   

Weflow: https://www.getweflow.com

Further Reading from Jeff Ignacio:

Advanced Pipeline Management: https://revengine.substack.com/p/advanced-pipeline-management 

What Sales Leaders Should Know About Pipeline Coverage: https://revengine.substack.com/p/what-sales-leaders-should-know-about

Chapters:

(00:00:00) Introduction

(00:02:04) Jeff’s Background and RevOps Journey

(00:06:45) The Core Pillars of Pipeline Management

(00:12:10) Forecasting vs. Pipeline Management – What’s the Difference?

(00:18:36) Operating Cadences: How to Run Pipeline Reviews Effectively

(00:24:50) The 3x Pipeline Coverage Rule: A Dangerous Heuristic?

(00:30:15) How to Improve Forecast Accuracy Through Pipeline Discipline

(00:37:02) Common Pipeline Inspection Mistakes and How to Avoid Them

(00:41:05) Final Thoughts and Jeff’s Recommended Reads

Tiffany Gonzalez, a seasoned RevOps leader with experience at AWS, Coupang, and other high-growth companies, joins the podcast to discuss how businesses can identify and leverage revenue moments that matter. These key moments act as leading indicators of retention and long-term growth, helping organizations align their go-to-market strategy, sales process, and customer success efforts to maximize revenue impact.

We cover:

• What revenue moments that matter are and why they are critical to retention

• How to identify and validate these moments using qualitative and quantitative methods

• Real-world examples of companies successfully leveraging key moments for growth

• The role of RevOps in operationalizing revenue moments across sales, marketing, and CS

• Best practices for using these insights to drive predictable, scalable revenue growth

  
  

Tiffany Gonzalez on LinkedIn: https://www.linkedin.com/in/tiffanygonzalez42/ 

Free RevOps resources: https://www.getweflow.com/revops 

Janis on LinkedIn: https://www.linkedin.com/in/janiszech  

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer   

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:22) Tiffany’s Background and RevOps Journey

(00:06:45) Defining Revenue Moments That Matter

(00:12:10) How to Identify Leading Indicators of Retention

(00:18:36) Real-World Examples of Successful Revenue Moments

(00:24:50) The Role of RevOps in Operationalizing Growth Triggers

(00:30:15) Aligning Sales, Marketing, and CS Around Key Metrics

(00:37:02) Best Practices for Scaling Revenue Impact

(00:41:05) Final Thoughts and Book Recommendations

Danny Schonfeld, VP of Revenue Operations at GLIA, joins the podcast to break down how RevOps leaders can turn raw data into strategic narratives that drive executive decision-making. From QBRs to long-term planning, Danny shares his insights on making analytics actionable, building a strong data-driven culture, and ensuring that RevOps is seen as a strategic function rather than just a reporting team.

We cover:

• Why data storytelling is the key to making analytics actionable

• How RevOps teams can balance operational and strategic analytics

• Best practices for preparing and running effective QBRs

• How to communicate insights to executives in a meaningful way

• The role of AI in analytics—what works and what doesn’t (yet)

• How to build demand for RevOps analytics by showcasing impact

  
  

Danny Schonfeld on LinkedIn: https://www.linkedin.com/in/dannyschonfeld/

Free RevOps resources: https://www.getweflow.com/revops 

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer   

Phillip on LinkedIn: https://www.linkedin.com/in/janiszech   

Weflow: https://www.getweflow.com 

Chapters:

• (00:00:00) Introduction

• (00:02:04) Danny’s Background and Role at GLIA

• (00:06:49) Why Data Storytelling is Critical in RevOps

• (00:12:10) The Strategic vs. Operational Balance in Analytics

• (00:18:36) Running Effective QBRs: Best Practices & Common Mistakes

• (00:24:50) Communicating Insights to Executives

• (00:30:15) AI in RevOps Analytics: Reality vs. Hype

• (00:37:02) Building a Data-Driven Culture in RevOps

• (00:41:05) Final Thoughts and Recommended Reading

Nik Garza, Director of Revenue Operations at Kleer, joins the podcast to share how he’s leveraging automation and AI to maximize the impact of a lean RevOps team. Coming off the back of a major CRM merger, Nik is now focused on scaling efficiency, reducing manual tasks, and freeing up time for strategic initiatives. If you’re in RevOps and constantly battling with time-consuming admin work, this episode is packed with actionable ideas to automate your workflow.

We cover:

• Lessons learned from merging two CRMs post-acquisition

• How to scale impact with a small RevOps team

• Using automation tools like Coefficient to streamline reporting

• Applying AI to reduce admin workload and free up strategic time

• Creating proactive QBR insights with AI-driven analysis

• The future of RevOps automation and AI-powered assistants

  
  

Nik Garza on LinkedIn:https://www.linkedin.com/in/nicholasagarza/ 

Free RevOps resources:https://www.getweflow.com/revops 

Janis on LinkedIn:https://www.linkedin.com/in/philippstelzer   

Phillip on LinkedIn:https://www.linkedin.com/in/janiszech   

Weflow:https://www.getweflow.com 

Chapters:

(00:00:00) Introduction

(00:02:04) Merging Two CRMs: Lessons from a RevOps Challenge

(00:06:49) Enabling a Lean RevOps Team

(00:12:10) The Power of Automating Data and Reporting

(00:18:36) AI for Admin Tasks: Saving Time and Effort

(00:24:50) Automating QBR Insights with AI

(00:30:15) Creating a Knowledge Base for Internal Support

(00:37:02) The Future of AI in RevOps and Operational Efficiency

(00:41:05) Final Thoughts and Recommended Resources

RevOps in 2025 Report: https://revenuewizards.com/reports/revops-in-2025

Haris Odobasic, the Co-Founder of the Revenue Wizards, returns to the podcast to discuss the findings from his global RevOps survey, which gathered insights from over 180 professionals across 28 countries. From the perception of RevOps as an operational vs. strategic function to the biggest challenges in data quality and technology adoption, Haris shares the key takeaways that every RevOps leader should know.

We cover:

The surprising disconnect between RevOps ambition and reality

Why 67% of RevOps professionals spend less than 10 hours per year improving soft skills

The operational vs. strategic debate: why RevOps is still seen as "system admins"

The shift towards custom-built tools vs. off-the-shelf solutions

Why data quality remains a top challenge – and how companies are solving it

The future of AI in RevOps: realistic use cases vs. hype

Haris on LinkedIn: https://www.linkedin.com/in/harisodobasic/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Phillip on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:04) The Global RevOps Survey

(00:06:49) Skills Gap in RevOps

(00:12:10) Why RevOps Is Perceived as Operational

(00:18:36) Why 45% of Teams Focus on Sales

(00:24:50) Build vs. Buy

(00:30:15) The Data Quality Struggle

(00:37:02) AI in RevOps

(00:41:05) Final Thoughts and Book Recommendation