Keepin’ It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Alfie Marsh, VP of Sales at Spendesk.

“When you go into a manager role, it's that transition from individual contributor to now I'm not working as an individual within a machine, I am the machine operator. And you have to take a systems-thinking approach to management.”

Alfie warns against blindly following best practices and offers insights for figuring out the right approach for your situation.

The term Revenue Operations isn’t necessarily new, yet it’s not quite mainstream. Rosalyn Santa Elena, Revenue Operations Executive at Clari,  is building a brand around this function, defining the term and educating other practitioners.

As more brands embrace this function, what is Rosalyn’s cheat sheet for implementing a RevOps engine? Take a listen.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Brooke Bachesta, Senior SDR Manager at Outreach.io.

“Asking for help is not a bad thing. I used to think that if you did, it was because you hadn't figured it out and it's a sign of weakness. But that's not the case at all.”

Brooke tackled the biggest challenge in her new role, recruiting, and had to learn to ask the right questions in order to find the answers.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Jesse Osborne, Senior Director of Sales Development at Tipatli.

“Listen to your people and give them the platform to be heard. Not just through questions in a big conference call where anyone has questions at the end or an anonymous poll. Do it with them in person. It'll make them feel a lot more engaged. I guarantee it.”

From working at big box companies to mixed-bag startups to joining a rocket ship at Tipalti, Jesse shares the team exercise he does to gain alignment and start winning on day one.

Jesse Osborne, Senior Director of Sales Development at Tipalti, joins host Nelson Gilliat to share insights for newly-hired revenue leaders and those considering a transition.

When Jesse first started at Tipalti, he knew there were problems when he found out his CEO was reading SDR emails. In this episode, you’ll hear how Jesse took action and created a system to maximize SDR opportunities and caused his CEO to forget about SDR emails.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Michael Jabbara, Vice President of Strategy and Operations at Visa.

“It feels like the world around you is ending, and that tends to make one a little bit more withdrawn, a little bit more insular a little bit more detached, because that's our coping mechanism. But then every time you come back to the world that you've left behind to protect yourself, you learn something new about yourself. You learn the parts of you that don't burn away when it feels like everything around you is on fire.”

As we reminisce on our shared time at Northwestern, Michael offers encouragement to revenue practitioners headed into the new year.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Andrea Butcher, President at HRD Advisory Group.

“Most people set goals from a place of dislike. For example,  “I don't like this role. I don't like the work I'm doing, so I'm going to do something different.” I call that obstacle thinking and obstacle goal setting. How in the world are you going to get on a roll and build momentum going into goals like that?”

In our conversation, she shares insights and setting a vision and goals going into 2021 and beyond. To hear more encouraging messages from Andrea, check out her podcast, Being at Work, wherever you get your podcasts.

As a CEO and founder, Dr. Daniel Wallerstorfer isn’t the typical guest for the show, but his ability to take a tremendous risk and stay positive under intense pressure is something we can all learn.

Despite their success as a genetics lab, he pivoted when COVID hit and gained 60% market share as a COVID testing facility. In this episode, you’ll hear the challenges of entering a new market as perceived outcasts and how they became market leaders.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Nelson Gilliat, Sales Manager at UserGems.

“You always see sort of the tip of the iceberg, but never the bottom. That’s what I want to share to risk greatly and dare greatly and don't be afraid of getting knocked down or changing direction because eventually, as long as you are trying to learn from your mistakes, and just work hard, then you will get there in the end.

In our conversation, he shares his challenges while sharing his outlook on how to approach failure.

Keepin it 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Christian Kletzl and co-founder of UserGems. Even though he's an engineer by trade Christian wears multiple hats on a daily basis. 

In our conversation, he provides insight on how to view success and calculate how to say ‘yes’ while also handling the many ‘no’s’ we get in our line of work.