This is special edition of the Sales Enablement Podcast. Today are airing Episode 2 of ringDNA's brand new podcast REVOPS. We are super excited to promote this important show and hope you will all tune-in and subscribe.

RevOps Podcast - Ep. 2 - How to Structure the SDR Function

At a high-level a sales development representative (SDR) is responsible for prospecting. They research and reach out to new clients who might be interested in the products that your company sells. And they introduce those clients to the company, which is really a nice way of saying they pester the hell out of somebody until they take a call with an account executive (AE). We kid! Of course, there’s so much more to it than that. Tune-in to find out how you structure your SDR team for sales success.

Follow the RevOps 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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com

Qualified | The #1 conversational sales & marketing platform for Salesforce | www.Qualified.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

John Tecce is a senior account executive at Alation.. John did a cold outreach to me about being a guest on this show. He doesn't have a book or a large following. He wasn't trying to promote anything. He wanted to talk about sales. For someone who has been in sales a short time, he is very thoughtful about sales. As you'll hear, he pays close attention to the sales environment. Sales is a family affair with John. His father, Michael, spent 30+ years in sales and sales leadership.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Juliet Funt is the founder/CEO of the Juliet Funt Group. She is also the author of a new book that is high on the list of my favorites, "A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work." In today's episode Juliet and I talk about the importance of giving yourself room to think and reclaiming "white space " in your day. White space is time with no assignment. I love that phrase. So, we dig into what white space is, how it benefits you (in terms of fighting cognitive fatigue and overload), and what white space isn't: meditation or mindfulness. As Juliet shares, white space it's a more purposeful use of time than that. 

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Justin Shriber is the Chief Marketing Officer at People.ai. He is also the host of Legends of Sales and Marketing podcast. In today's episode we talk about a playbook for sales leaders that their company came up with. We get into why sales leaders need to invest more in deepening their understanding of how each of their sellers is performing. And how it's only with that understanding that a leader can deliver effective coaching. We then dive into how sales leaders can better use data to truly analyze the potential of their sellers.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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 is Episode 1 of ringDNA's brand new podcast, REVOPS.

I'm very excited about this show. So, as a bonus, I'm going to be releasing the first 5 episodes on the SEP feed over the coming weeks!

Welcome to the RevOps Podcast:

In the debut episode the hosts discuss... you guessed it... RevOps! Today they set out to define RevOps, explain why you should have it, how to structure it, and when and why it’s important. Tune-in to find out why RevOps is the new GTM strategy being implemented by top companies. 

About the Show:

Today’s leading B2B companies are embracing Revenue Operations as the brilliant answer to misaligned processes, people and data that lead to catastrophic inefficiencies.

However, many people still have critical RevOps questions: What processes and tools do I need? How do I structure my team? How do I measure outcomes across sales, marketing and customer success? What are best practices?

From ringDNA, the company that transforms sales teams into high-performing revenue drivers, comes a podcast guaranteed to go beyond the surface-level conversations and dive deep into the world of RevOps. Your hosts deliver unfiltered, thought-provoking discussions and actionable takeaways on every episode about the ideas, processes and technology changing the B2B landscape.

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/andy

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Pouyan Salehi is the founder and CEO of Scratchpad. In this episode we talk about the struggles sellers were having keeping activity updated in Salesforce, which drove Pouyan to start Scratchpad. And in a fun bit of nostalgia, I surprise Pouyan by asking him the same 7 rapid fire questions I asked him when he was first on the show 5 years ago.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Feargall Kenny is the President of Glenborn Corporation, a recruiting firm based in NYC that focuses on top SaaS sales talent. He's also the founder of a new service called Verified Performers, which he believes has the potential to disrupt the landscape of sales recruiting. The way it works is that candidates have to agree to submit a form to the IRS requesting they provide tax returns to Verified Performer, then Verified Performers provides the verification of income to the prospective employer. 

In many states as an employer you can't ask about previous income. But if you're a seller, you can be completely transparent and provide it. Now you can do that securely. Of course, it's not entirely clear that W2 data by itself, without context, tells the hiring manager what they think it does. So Feargall and I dig into how to evaluate and use this information within the context of the hiring process. To me this is an important first step to injecting much needed transparency into the hiring process.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Jeff Goldstein is the founder of SalesLeadersOnly. com. And author of a new book titled. "Winning the Six-Figure Sale: A Sales Leaders Guide to WIN More Big Deals With My Proven 3-Step System." Winning big deals (consistently) is problematic for many organizations. In today's conversation Jeff shares that problems starts with sales leaders. They may have experience and instinct but very little training or structured planning around big deal management. In his research he found that 50% of sales leader's quarterly sales funnel were made up of less than 10–20 big deals. Yet 95% of them had no structured process or system to inspect, assess and coach their teams through the big deals in their funnels! So, we dive into Jeff's 3 step system for sales managers to use to improve their big deal forecast accuracy and win rates by helping their teams execute better.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Diane Helbig is a business advisor, podcast host and author of "Succeed Without Selling: The More You Think About Selling, the Less You Will Sell".

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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

Meghann Misiak is the founder of a sales consulting firm called, The Path to President's Club. In today's conversation Meghann and I talk coaching. In particular, what sellers want, but aren't getting from their managers. We dig into what effective coaching looks like to a seller. We also explore why Meghann believes it's harder than ever to be a Human in sales today. And we dig into why, when sellers have more (and more valuable) resources than ever before, are sellers reporting being so miserable? Finally, we get into why there need to be new ways of measuring performance in sales, and what some of those may be.

Follow Andy:

LinkedIn | https://bit.ly/Andy-LinkedIn

Sponsored by:

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

Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.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