RevOps Podcast

It's a Jonathan episode! He and Jordan built an elaborate lead scoring system at ringDNA and we're going to walk you through the Why and How. First though, what is lead scoring? Here's how we (read: Jordan) define it: a methodology that helps sales and marketing determine the sales readiness of leads and the type of content and conversations they should be having with potential buyers. It can be complex, but that's why you hire a Jonathan.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

This week we are diving into a very interesting topic: pricing. Pricing is ubiquitous. Marketing, sales, customer success, your entire team, really, has a vested interest in pricing. Why? Because pricing can make or break your business. Simply put, pricing means what you're asking people to pay for your product. But there is one big caveat to this entire conversation. Not all industries price the same. We have listeners in real estate, consumer goods, and so forth. Today we are focusing on pricing in the software as a service (SaaS) business, which presents its own unique challenges and opportunities.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. You do that in Salesforce or whatever your CRM is. It's probably Salesforce for 90% of you. If not, it should be. But we can talk about that another time. Tune-in today to learn pipeline management best practices, why it’s hard to automate, the importance of Ops, workflows, validation rules and so much more.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Today we talk about social selling. Real social selling. Not connecting with prospects on LinkedIn and pitching them. Not outbound automation. Not spam. Social Selling is relationship building. It's leveraging social channels (in this case, Linkedin) to connect with prospects, develop relationships and engage with potential leads. We get into best practices, the knock-on effect for Companies, and why LinkedIn presents a huge opportunity for salespeople (if used correctly). Plus, our extremely pro-Social Selling producer, Alec, speaks up for the first time and explains the importance of being "responsible for the dopamine hit."

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

What is sales forecasting? It sounds pretty self-explanatory and, well, it is. Forecasting your sales. But there’s much more to it than that. Here’s the proper definition for you sticklers: the process of estimating future revenue by predicting the amount of product or services your sales unit will sell in the next week, month, quarter, year, etc. Tune-in to this episode to learn the nuances of sales forecasting, why it’s central to a successful RevOps program, ringDNA’s best forecasting practices, and why negative forecasting may be the most important strategy of all.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Today we're going to be talking about cold outreach. Now this is near and dear to Jordan's heart, as somebody who managed sales teams for quite a long time. So, this is a very fun conversation. Cold outreach is the practice of contacting potential customers in your ICP (preferably) via phone, email, text, social media or carrier pigeon, to see if they have a problem that you can help them solve with your product. Twenty years ago no one would bat an eye at the efficacy of cold outreach, but today there are successful businesses bringing all their leads in through marketing, 100% inbound. So, why in 2021, when you can have 100 different marketing avenues, is cold outreach still so important? Tune-in for the answer and plenty of data-backed outbound tips and tricks.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

This week we have our first official guest on the podcast. Sure, we've had our producer Alec talk a few times, but that doesn’t count. We’re talking about a REAL guest. The OG of account-based… well, everything: Jon Miller (CMO of Demandbase). Not only did he co-found Marketo, where he helped transform marketing automation. But as founder of Engagio (which was later acquired by Demandbase), Jon drove the account-based marketing phenomenon. So, today we’re talking about, you guessed it, account-based everything, or what Jon now calls ABX (account-based experience).

About the Guest:

Connect with Jon on LinkedIn: https://www.linkedin.com/in/jonmiller2 

Follow Jon on Twitter: https://twitter.com/jonmiller 

Learn more about Demandbase: http://demandbase.com 

Demandbase TV: https://your.demandbase.com/dbtv/the-abxperience 

Get The Clear and Complete Guide to Account-Based Experience: https://demandbase.com/guide

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations) | https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing) | https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager) | https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Most may not consider Customer Success Management (CSM) a significant piece of the revenue operations function, but we here at ringDNA fundamentally disagree. For people not in the tech or startup space, CSM is the business method of ensuring customers achieve their desired outcomes while using your product or service. Some businesses may call it an account manager or relationship manager, but it's ostensibly the same thing. Reduce churn, increase upsells, and improve the lifetime value of your customer. Today we discuss why it's an integral part of Revenue Operations and why it merits special attention.

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

On today’s episode, we talk about sales messaging, which can be a bit like the wild west. Sales messaging is different from marketing messaging and corporate messaging. The end goal, here, is to book a meeting or close business. By breaking things down into simpler terms and learning about sales messaging, you can improve your alignment between marketing sales, customer success, finance, and legal. 

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP

Today we’re talking about implementation. Software or product implementation typically occurs in the post-sales process, and is essentially, deploying whatever the customer purchased. This typically involves making sure the product will operate properly and that users are trained and able to access said product. Tune-in to learn how to fulfill your contractual obligations and be a reliable sales force. 

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations): https://bit.ly/JH-Linkedin

Brandon Redlinger (Sr. Director of Product Marketing): https://bit.ly/BR-Linkedin

Jonathan Stevens (Sr. Marketing Operations & Automation Manager): https://bit.ly/JS-Linkedin

Sponsored by:

ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com

Explore the ringDNA Podcast Universe:

Sales Enablement Podcast | https://bit.ly/SEP-LP

Selling with Purpose Podcast | https://bit.ly/SWP-LP

RevOps Podcast | https://bit.ly/RP-LP