The RevOps Revolution

In this episode, Jeff Serlin sits down with Mike Genstil, CEO of ValueCore, to unravel why value selling has become essential for winning deals in today’s tougher market. Mike draws on his experience founding New Relic’s value-selling team and shares compelling data: since 2023, ROI-related objections have surged by 127%. They dig into practical tactics—from arming sales reps to uncover a prospect's annual costs during discovery, to equipping them with simple scripts that flip pricing from a roadblock into a resonant business case. Mike explains why involving CFOs early and enabling your buyer to advocate internally can make or break a deal. This is a must-listen for any sales leader serious about transforming ROI conversations into revenue.

Evan Kubitschek, founder of Grow Rouge a Marketing Operations agency, joins the podcast to spotlight the often invisible but critical role of marketing operations. He and Jeff Serlin dive into how ops teams are too often seen as tactical "plumbers" rather than strategic partners and explore ways to shift that narrative—through transparency, process, and proactive communication. Evan shares techniques to bring visibility to ops work, the importance of defining clear roles within RevOps, and how AI and signal-based marketing are reshaping the future of go-to-market strategy.

Vince Beese joins the RevOps Revolution to share insights from his long sales career and his new book, Red Zone Selling. Drawing from robust experience, Vince breaks down why deals stall in the final stages and how elite sellers can push them across the finish line. He emphasizes the importance of process, situational awareness, and mastering the fundamentals—like multi-threading, qualification, and asking the right questions. Whether you're an up-and-coming rep or a seasoned enterprise seller, you'll walk away with actionable tactics to improve qualification, navigate setbacks, and execute when it matters most.

In this episode, Jeff Serlin sits down with Ashley Brucker Stepien, CMO at Hex. Drawing from her sales roots and deep operational experience, Ashley unpacks what it truly means to be a “modern marketer”—one who embraces complexity, owns revenue responsibility, and collaborates across functions. They dive into the importance of bottoms-up planning, cross-functional trust, and the need for RevOps to lead as a strategic driver rather than a service center. Listeners will come away with practical insights on aligning marketing and sales, planning for both short- and long-term growth, and how to build credibility as a marketing leader.

In this episode, Jeff Serlin sits down with Matt Volm, co-founder and CEO of the RevOps Co-Op, to explore the origin and growth story of one of the largest communities for RevOps professionals. Matt shares how perfect timing, and a clear gap in peer connection helped spark the community’s rapid growth to over 16,000 members. They dive into what makes RevOps critical in today’s evolving GTM landscape, how community engagement creates real-world opportunities, and what’s next—including a first-of-its-kind RevOps certification program. If you're in RevOps, this episode offers both inspiration and insight into building something that truly serves the people doing the work.

In this episode of the RevOps Revolution podcast, Jeff Serlin sits down with Jack Siney, CRO and co-founder of FrontRace, to explore the challenges and realities of building a company from the ground up while also owning go-to-market execution. He emphasizes that early success hinges on getting real customer feedback—prioritizing early users over perfecting the product in isolation—and avoiding the trap of building in a vacuum. He also stresses the importance of balancing founder responsibilities with sales leadership, noting how early-stage comp plans and hiring decisions must be aligned with long-term viability. They also discuss how and when to transition from founder-led sales to hiring a dedicated sales team, with Jack warning that most companies fail to truly understand and document what drives a sale.

In this episode of the RevOps Revolution podcast, Jeff Serlin talks with Sean Lane, co-founder of Beacon GTM and author of The Revenue Operations Manual, about building a scalable RevOps function. They discuss the importance of aligning on a common language for metrics, driving change through both top-down leadership and bottom-up execution, and shifting RevOps from reactive support to a proactive, strategic function. Sean outlines a durable framework focused on planning, execution, and insights, and stresses the need for measurable goals and transparent roadmaps.

In this episode of the RevOps Revolution podcast, Jeff Serlin is joined by Jalal Iftikhar, Head of Business Technology at Notion, for a deep dive into the evolving role of systems in enabling go-to-market success. Jalal emphasizes the importance of understanding the “why” behind every solution, developing trust with stakeholders, and building systems that prioritize user experience and business outcomes over flashy features. The conversation covers stakeholder management, team structure, tool evaluation, and roadmap prioritization, all grounded in the belief that successful technology implementation starts with strong relationships and a clear understanding of business goals.

In this episode, Jeff Serlin sits down with Dan Demas, SVP Revenue Operations at Grin, to discuss the evolving role of Revenue Operations in organizations. Dan shares insights from his years of experience highlighting how RevOps brings a holistic, unbiased perspective to business challenges. The conversation dives into the common pitfalls of solution-first thinking, the importance of diagnosing root problems, and strategies for overcoming leadership-driven pressure to implement quick fixes. Jeff and Dan also explore team structures, stakeholder management, and the balance between agility and long-term planning. Tune in for a deep dive into how RevOps can drive strategic impact while fostering creativity and innovation in problem-solving.  

The podcast features Shriya Ravikumar discussing the evolution of Revenue Operations (RevOps) as a critical function in modern organizations. Drawing on her experience at companies like Twitter, Intercom, and Spruce Health, she outlines how RevOps has expanded from basic sales operations to encompass diverse subfunctions,  Shriya emphasizes the importance of fostering a strong team culture, highlighting resilience, collaboration, and empathy as essential traits.  She explains that RevOps teams thrive on their ability to adapt to constant change, work across multiple disciplines, and maintain low ego while solving complex challenges.