The Digital Utopia Podcast

As organizations grow, so do the number of unique functions within a Sales Department. Do you have a framework in place to support each function? Do you have insights into how each function is performing? In this episode, Frank Cowell and special guest Krystina Gillenwater explore the benefits of having separate sales pipelines in your business. Krystina talks about how using separate pipelines can help you better manage your team and forecast revenue.

Topics covered in episode:

• Sales Pipeline versus Sales Funnel
• Benefits of separate pipelines
• Key metrics you review in your pipelines
• Tips and recommendations around pipeline management

For more information about the podcast, visit BuildingYourDigitalUtopia.com

Podcast Brought to you by - Digitopia

Are you tracking all of the interactions a prospect has with your brand as they progress through your buyer’s journey? Do you know which interactions trigger action and which interactions don’t? In this episode, Frank and Joe talk through the in’s and out’s of marketing attribution. Understand what it is and its function. Explore when an organization should start looking into marketing attribution, how to get started, and several common pitfalls to avoid when utilizing attribution.

For more information about the podcast or Building Your Digital Utopia, visit BuildingYourDigitalUtopia.com

Podcast Brought to you by - Digitopia

Do you know how likely your customer base is to refer your business to their peers? In this episode, Frank and Joe break down the net promoter score (NPS) function and why it's an insightful metric for your entire organization. Walkthrough how you calculate your NPS, who should be tracking the metric, along with what actions you can take with each group. Also, get answers to questions like, how often should you gather NPS scores? Or, what size should your organization be before you start utilizing NPS?

Podcast Brought to you by - Digitopia

In this episode, Frank interviews Don Crow. Don previously ran his own agency and currently helps  B2B organizations activate a RevOps approach on HubSpot so they can maximize their revenue potential. 

Don shares his experiences working with B2B organizations and talks through 3 common processes they often lack that limit their growth potential. 

1. No feedback loop between Customer Service and Marketing 
2. No sales nurturing 
3. No agreement on lifecycle stage definitions or processes 

Frank and Don explore the impact of each process on the organization and what steps to take to activate the missing pieces with the overall goal to improve the customer experience and streamline the organization's revenue engine.

Connect with Don Crow:
https://www.linkedin.com/in/doncrow/
https://twitter.com/doncrow

Featured Resource: Technical Lifecycle Journey Map

For more information about the podcast or Building Your Digital Utopia, visit buildingyourdigitalutopia.com

In this episode, Frank and Joe go back on forth on the function of RevOps in an SMB. Who is the right person to fill the RevOps leader role in an SMB? Additionally, what core skillsets should they have, and what background makes the best RevOps leader? The debate explores if the RevOps leader in an SMB should focus more on tech or business dev, and where the line should fall between the two skillsets.

Podcast Brought to you by - Digitopia

In this episode, Frank and Joe talk about why hunting and closing should be separate functions in your sales team and how you hold each role accountable. They also dive into how you can separate your pipelines to gain better insights into your business performance and the overall customer experience.

Access and download your copy of the Technical Lifecycle Journey Map, the episode's featured tool. This resource will help you outline your customers' macro experience as they move from one lifecycle stage to the next and ensure your teams are aligned around the criteria and triggers the change.

Podcast Brought to you by - Digitopia

Do you oversee the processes responsible for turning prospects into customers? In this episode, Frank and Joe talk through common hurdles organizations face that limit the flow of your contacts moving from one lifecycle stage to the next.

One example in the episode dives into how the process responsible for managing contacts in the sales pipeline is actually built around the sales team in many organizations. As a result, the sales team ends up being the group with the frictionless experience instead of the prospect due to the sales team having the most input.

Podcast Brought to you by - Digitopia

Have you heard Growth Hacking and RevOps used interchangeably? It is understandable as there are a lot of similarities between the two approaches.

In this episode, Frank and Joe talk through the difference, similarities, and use cases of Growth Hacking and RevOps. First, dive into the origin of each process to better understand the function and focus of each approach. Then learn what types of organizations and business models are best suited to implement each function.

 
Podcast Brought to you by - Digitopia

See how you can uncover revenue optimization opportunities in your organization and address the hurdles limiting your growth with a proven method to manage bottlenecks.

In this episode, Frank and Joe walk through the RevOps Triage Tree. A process to systematically work through bottlenecks. This method uses a series of questions to help you identify if the challenge is rooted in your technology, business processes, or the people.

 
Podcast Brought to you by - Digitopia

Are people just renaming Inbound Marketing as RevOps?  Sparked from a recent article titled, "I'm Afraid for our RevOps Community" Frank and Joe explore a potential fear for the future of RevOps. The RevOps community is losing sight of two big questions as it relates to the RevOps function:

1. Why does RevOps exist within the organization?
2. Where does the function live within the organization?

In this episode, hear how Inbound Marketing talk tracks are working their way over to dilute the core functions of Revenue Operations in an organization and how these mislabels are falsely representing RevOps. The hosts also outline the core responsibility of your RevOps Champion (aka RevOps Leader) in an organization and where the RevOps role land in an organization structure.
 
Podcast Brought to you by - Digitopia