Revops Therapy

What if we told you that it’s a good thing for your XDR to receive a negative response? Not an unsubscribe, but a negative response.

Most XDRs chase the positive response, quickly getting back to anyone interested in a meeting. But… the data shows that XDRs who quickly reply to objections are actually the most successful.

Don’t take our word for it; you can ask Pavel Dmitriev, VP of Data Science at Outreach, who spoke with RevOps Therapist Jordan Greaser, CEO of Greaser Consulting.

“My armchair opinion is that when everybody moved home you didn't have the fun office time, didn't have the shooting the breeze conversations in the hallways or B.S.ing before and after a meeting started; it was just like work all the time. And so you lost like the warm fuzzies.

“And then the focus comes to the tangible things, which is how fast am I going to get promoted? And how much are you going to pay me? Which are important parts of working?

“I think most people work because like, you know, we work to make a living and not because like I just love getting up at 5am every morning and working all day. I do like my job. But that's an important part of it. But I think when we all left and went home, it became easier to focus on that stuff.” - Brooke Bachesta, Revenue Enablement Manager for Global XDR Teams at Outreach

Today’s job market is unlike any we’ve seen. RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, and Bachesta discuss attracting and retaining talent, especially in regards to SDRs, in today’s market. Their discovery is no secret: being honest and listening go a long way.

… until it’s time to get serious, bring go-to-market and sales together, stop pointing the finger, find the gaps, and start focusing on giving customers a better experience.

This is easier said than done, but Jen Igartua, CEO of Go Nimbly and Game Maker with Pillbox Games, first leans on her expertise in game creation and rule development, relating those to setting teams up for success with revenue operations: “people want to know what lane they're in. And they want to know what winning and success is.”

RevOps Therapist, Erika Davis, and Igartua share their ideas and experiences as revenue operations consultants and how to set teams up to win in any organization.

Mental health awareness. Self-care. Burnout. Years ago, people shied away from these phrases; we didn’t talk about them. More recently, brave souls have started to shine a light on the importance of taking care of yourself. And even still more recently, discussions have begun to center around how, in doing so, the benefits spill into the workplace as well.

Two outspoken mental health advocates: RevOps Therapist Erika Davis, and Ryan Zadrazil, Co-founder of Pause, share their experiences with and in the mental health field and offer suggestions for avoiding burnout in business.

There’s no crying in baseball, and there’s no cannibalism in revenue operations. There tends to be some controversy, and even a little fear, around the term “RevOps,” as if one team will suddenly be dissolved into another.

To clear up the controversy and calm any fears, RevOps Therapist, Erika Davis, and Asia Corbett, Senior Revenue Operations Manager at Bread Financial, tackle the tough questions around defining revenue operations, important roles, and how to harmoniously bring all teams together.

When you hear the name Tony Robbins, you probably form a picture in your mind of massive groups of people who are jumping up and down, giving and receiving high-fives, breaking boards, and even walking on fire. High-energy, life-changing events. Togetherness.

When the COVID-19 pandemic shut down in-person events, Robbins Research quickly needed to pivot. An organization built on bringing people together suddenly couldn’t do that anymore.

On this episode, RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, interviews Debra Paul, Director of Operations at Robbins Research International, who shares how pivoting to in-person events, while difficult in those uncertain times, turned into a bit of a blessing for thousands of people across the globe.

The best trainers remember Yoda’s most important advice: A mentor, you are. Star of the show, you are not.

We swear he said that somewhere: maybe a deleted scene?

RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, admits he thought was a good trainer until he met Tiffany French, workshop facilitator at Duarte, who shares her best advice for creating memorable training sessions where participants remember more than a few funny jokes.

Striving to be like Yoda, embracing that mentor mindset, and not Luke Skywalker, star of the show, is the first step in engaging an audience where they are and giving them what they need. Tiffany shares how she does this, plus more tips, to become an even better trainer.

Sound familiar: you’re watching a television show; your friend asks, “what did that character just say?” and you have no idea? Sure, you heard the lines; you have a general idea of what’s going on in the episode. But, what was just said?

It’s mildly embarrassing when this happens during your favorite show, but it can be quite problematic when this happens on a cold call.

RevOps Therapists Erika Davis, VP of Go To Market Strategy, and Trish McCormick, Content Strategist, at Greaser Consulting, share how the skill of active listening, learned and practiced through their studies in psychotherapy and integrative nutrition respectively, can improve conversations, not only in sales, but life. (And it could even help when you’re binge-watching Netflix).

This episode begins years ago, on a high school basketball court, in central Pennsylvania. RevOps Therapist, Jordan Greaser, CEO of Greaser Consulting, and Alex Lynn, Senior Director of Global Sales Development Operations at CrowdStrike, started out as basketball players from rival schools.

While moving through the ranks (not the basketball ranks), starting as SDRs at Outreach, promoting to managers, and advancing their careers in different paths, the two have experienced many levels of a career in sales.

What should you be looking for when hiring SDRs? As a leader, what can you do to support your team and be the best you can be? There are many different opinions on this, and with these two very different leaders in the industry, you’re sure to pick some ideas and laugh a little along the way.

There’s the SDR to AE relationship There’s the AE to CSM relationship. There's the CSM to ProServ relationship. And who knows what in the world goes on with support in the rest of the organization?

This question is worth addressing. But first, it’s the Sales to CSM relationship and the friction points that can exist there that RevOps Therapist Jordan Greaser, CEO of Greaser Consulting, and Ruth Frantz, VP of Customer Success at Esper, tackle in this episode.

One thing is for sure: the answer doesn’t lie in ringing the bell and sending the two to their corners. It lies in building those relationships between human beings. Jordan and Ruth share ways to do just that, from paint and sips to COVID-testing, so everyone has a seat at the table. In reality, both roles embrace relationship-building anyway.

And what about where support professionals exist in the organization? Our therapists tackle that too.