RevOps Podcast

In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. We sit down with Sean Lane, VP of Field Operations at Drift, to discuss the best ways to address those challenges and meet your customers where they are. Follow the Hosts on LinkedIn: Alastair Wo...

Data and real-time insights are crucial to getting the most out of our conversations in today's world of remote sales. But we need to make sure that we're using it all in the right ways. We're back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today's best AI tools can h...

Don't miss this one folks. It's our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today's best AI tools can help us really focus in on the human side of selling. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Br...

Nurturing talent, especially in this tumultuous recessionary period, is more important than ever. Dana Therrien, Vice President & CRO Practice at Anaplan, returns with Alastair and Howard to talk about the best ways to support your team and help them succeed with the right tools and training. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our S...

Data is great, but understanding how to use the data is even more important. Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Dan...

In this tough sales climate, seeking out the whitespace in your market is key. Sylvain Giuliani, Head of Growth and Operations at Census, is back with Howard and Alastair to explore how to remove the silos of data in RevOps and drive insights to reps and customers. For those who love data, you won't want to miss this episode! Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard...

The concept of Product-led Growth, or PLG, is a hot trend these days that can allow SaaS companies to grow users fast and keep them on the platform through excellent user experience. Sylvain Giuliani, Head of Growth and Operations at Census, joins Howard and Alastair on a dive deep into the world of Product-led Growth and Product-led Sales to help break down when it's the right strategy and how to...

Customer Experience in RevOps isn't just about how to improve retention rates and connect with customers, it's the alignment of buyer behavior and journeys across all channels. We talk again with Karen Steele, former CMO and executive from LeanData, VMware, and Marketo, to discuss how RevOps doesn't just enable the internal teams, but also enables buyers externally.  Follow the Hosts on LinkedIn:...

The message line is live! This week, Alastair answers listener questions submitted to our all-new message line. He talks building a RevOps team at different stages, hiring best-practices for RevOps-specific roles, and how to augment your tech stack to maximize efficiency across the entire team. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) Sponsor...

Customer Experience and the Buyer's Journey are essential aspects to understand when building a RevOps org. Karen Steele, former CMO and executive from companies like LeanData, VMware and Marketo, joins Howard and Alastair to discuss the importance of 'experience'. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Karen Steele (...

This week, Alastair sits down with William Tyree, Revenue.io's CMO, to discuss how marketing has evolved since the beginning of time (almost literally) to now implementing the best practices within a RevOps framework. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: William Tyree (CMO, Revenue.io) Sponsored by: Revenue.io | Pow...

How do you create transparency and accountability from the boardroom to the front line? Common KPIs and a shared source of truth are key. Listen in as Howard and Alastair discuss the concept of total transparency, with practical steps to creating an open environment for sharing both good and bad news. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io)...

This week, Natalie Furness, Founder and CEO at RevOps Automated, returns from England to finish the discussion around how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Natalie Furness (CEO, RevOps Automated) Sponsor...

The implementation of RevOps is a fast-growing trend among the most influential companies in the world. This week, Natalie Furness, Founder and CEO at RevOps Automated, joins us from England to discuss how improving your technology stack and helping to align siloed departments can create real and meaningful change. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO...

Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair once again to discuss the best ways to go about slashing your tech stack. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services. Follow the Hosts on LinkedIn: Alastair Woo...

Stripe is one of the fastest growing payment platforms worldwide. Marcela Piñeros, the Global Head of Sales Enablement, joins Howard and Alastair to discuss the musicality of making RevOps work. She also details how they use a 9-box method to maximize reps' performance and stay ahead in the competitive world of financial services. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) H...

Nearly 2/3rds of sales are virtual in B2B, and conversations are hard to get with buyers. In this episode, Howard and Alastair impromptu role-play sales conversations and talk through ways to improve the effectiveness of reps on calls. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) Sponsored by: Revenue.io | Powering high-performing revenue teams w...

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In the second of a two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follo...

An average company uses between 12-35 metrics and dozens of KPIs. But do they all work? In this two-part series, Ray Rike, Founder and CEO of RevOps Squared, along with Howard and Alastair, lean into the modern metrics and KPIs that matter most in times of economic stress. We'll address vanity metrics vs. items that actually help us understand the growth potential of any business. Follow the Hosts...

90% of sales training is forgotten in just 30 days. With the majority of what we're taught escaping our grasp, enablement best practices are integral to reinforce the training and help sellers sell better. Alastair sits down with Maria Bross, Revenue.io's Director of Sales Development and enablement expert, to reveal how you can improve client engagement in a RevOps model. Follow the Hosts on Link...

Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global H...

Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers". Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Brent Adamson (Global He...

Selling in a downturn is about to be front of mind for most companies. This week, join Alastair and special guest Andrew Bentley to discuss real-world tactics that salespeople can use to sell in periods of recession and stagflation. Andrew brings 30yrs+ sales leadership from Microsoft, IBM, SAS, and AWS. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.i...

In this episode, Jordan, Alastair, and Howard talk about how daunting the job of an enterprise seller is and why most reps don't hit quota. It's a great discussion about how to utilize data during the critical moments that matter in deals to create augmented intelligence for reps. Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations, The Riverside Company) Howard Brown (C...

In this episode, Jordan, Alastair, and Howard talk about the critical moments that make or break RevOps adoption. Tune in for a passionate discussion - and some disagreements - about approach, frustrations, and how to fast-track wins. Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations, The Riverside Company) Howard Brown (CEO, Revenue.io) Alastair Woolcock (CRO, Revenue...