Revops Therapy

Changing careers can be really scary. Changing careers later in life could be absolutely terrifying.

New Global Sales Enablement Program Manager at Redis, Philip Bokan, shares his experience moving from a 25-year career in sales into enablement with RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser.

From how to level up a team to doing that and working remotely, these two cover a variety of topics on the journey from sales to enablement.

From working on the National Catherdral and Washington Monument to running endless miles in the mountains of Colorado, Sonja Hinish, Senior Associate at BC&E, LLC knows a thing or two about career change; work/life balance; hustle; and most importantly, resilience.

This episode is a little different; it’s not about marketing, sales, or SEPs. It’s about life. And Hinish has a lot of insights to share with Jordan Greaser, RevOps Therapist and CEO of Greaser Consulting.

Her greatest lesson? Enjoy the journey. But there’s a little more to it. What do you do when you’re feeling uncomfortable?

“Man, those were some of the happiest days of my life. And I was making little to nothing; I wasn't able to actually afford my student loan debt. I wasn't able to, you know, save at all.

“But I was in such a zone of like, feeling peace, that it didn't even matter. I didn't I didn't even care about my debt or my income or any of that, because it was just like, I felt alive every day that work.”

When is the last time you felt alive at work? If this question has your mind hopping in a time machine, Jacob Turner, Founder/CEO of Xebra Consulting, has some advice for achieving work and life balance.

And no, it doesn’t include finding a job that pays little to nothing.

From becoming the second employee, who was pivotal in helping Outreach become the company it is today, to government work and then starting his own business, Turner shares the experiences he’s gained in his life with RevOps Therapist and Founder/CEO of Greaser Consulting, Jordan Greaser.

Grind. Hustle. Sam Nelson has it. Stephen Farnsworth has it.

Show up at the Outreach office at 6:00am. Five-minute run to grab a sandwich for lunch. Eat at the desk. These former roommates had two very similar days.

What was different was their approach, their workflows. Was that bad? No. Did both work? Yes.

RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Stephen Farnsworth, Segment Leader at Workato, analyze how differences in your team can be wonderful.

They take it one step further to discuss how to coach those differences, too, to take an underperforming team to greatness.

What do you do when it all goes wrong with your customer?

RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Deirdre O’Connor, North American Outreach Program Leader at SAP, share a story from their Outreach days when things didn’t go as planned.

Pro-tip: Don’t hit the “Clone” button 20 times; it won’t do you any favors when you’re about to meet the Outreach ProServe Team.

But, when you’re on a ProServe team, and you’re looking at a customer who told you they knew what they were doing, but they don’t, where do you go from there?

As it turns out, overcoming these challenges can lead to the best customer relationships down the road. Jordan and Deirdre will have you laughing along the way as they share their stories and tips.

Everyone’s in sales. Everyone.

Brian Court, Director of Global Sales at DHD, explains this concept best to Jordan Greaser, RevOps Therapist and CEO of Greaser Consulting:

“The easiest way to get to that is if I asked you, ‘tell me something you're passionate about,’ right? … It just naturally starts to come out. And you're not, you're not selling me, but you're selling me? Right?

“You're, you're showing me how this particular thing is worth a time investment or is meaningful, when before it wasn't to me. And we don't think of that as sales… And that's, in my mind, selling; that's what selling is.

“It's, it's encouraging people to move towards something for something that they truly believe is in their best interest and others' best interest. And so, that, to me, that's where you want to sit in a sales process.”

Court goes on to explain how this understanding can lead sellers to being more empathetic and more helpful, closing better deals.

Let’s be honest: this episode didn’t go in the direction we had expected or planned.

But that’s to your benefit: you’re getting a raw, insider’s look into the thought processes of RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Mark Turner, VP of Revenue Operations at Built In, when it comes to how to build your tech stack.

From Series A to Series B, and we didn’t make it much further past that, where do you start spending your money on tech? Is a CRM really the best first choice?

When talking about the buyer’s journey, do you picture an arrow that completes a circle? How about a funnel? Or, perhaps you follow Winning by Design; are you picturing a bowtie?

If you’re not sure what you should be picturing or how you should be thinking about the buyer’s journey, RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and Stacie Sussman, Revenue Growth Architect with SSR Digital Group are here to clear up any confusion.

Are you a smartphone or a flip phone kind of person? Before you glance at your smartphone and scoff at such a silly question, we’ve managed to find two leaders in the tech space who have made the switch back to flip phones.

Why should we care? Because whether someone uses a smartphone, that has everything anyone could want in one place, or whether someone uses a flip phone, carrying around simply the ability to call and text while keeping productivity apps on devices like work laptops, parallels the discussion of which is better: omnitools or stitching together parts of a tech stack?

RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser, and David Kübler, Sales Analyst at Project A Ventures debate these two concepts: not smartphones versus flip phones (although you’ll have to listen to determine who the real trendsetter is there), but whether it makes more sense to invest in one tool that can do it all or many that can do precisely what you need.

It’s not just a 30-day free trial. It’s not firing all of your salespeople.

Product-led growth is a shift in thinking, starting with and focusing on the question “how do we create value for the end user?”

As Jon Hill, VP of Global Revenue and Operations at Linode, puts it: “how do we start that way: thinking of the end-user, leading with value, removing friction, and then earning the rights to get them to convert into being a paying customer, or growing as a paying customer?”

Hill answers these questions and reveals how product-led growth can work in SaaS in his interview with RevOps Therapist and CEO of Greaser Consulting, Jordan Greaser.