RevOps Podcast

Get ready for a wildly different episode. Brandon's producing. Jonathan's away on secret fish tank-related business. And we have a GIGANTIC announcement to make! Loyal listeners will know the name William. He's our boss. The man who pays Jordan's exorbitant appearance fees. Today William Tyree (CMO of Revenue.io) takes over as host and puts Jordan on the hot seat. Tune-in to learn why ringDNA is n...

We probably should have talked about AE (account executive) metrics first. We've done SDR metrics, and we've done CS metrics, yet we haven't done AE metrics. That feels a bit off. But it's totally fine. We started where we started. "They can deal with it!" Jordan said. Obviously AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great...

Today we are super excited to have our second guest stop by the podcast. Randy Frisch is Co-Founder, CMO & President of Uberflip, and author of the excellent book F#ck Content Marketing: Focus on Content Experience to Drive Demand, Revenue & Relationships.  We all know what content creation is, but are you familiar with Content Experience? The role of most content marketers is not necessarily asso...

Today we continue our deep-dive into what Jordan calls RevOps 201. Last week we spoke about the key metrics to align SDR and marketing functions. On this episode we take it a step further by getting into how you keep customers happy (and reduce churn) with customer success and marketing alignment metrics. First and foremost we talk about adoption, but that’s just the tip of the iceberg. There’s so...

We're doing something a bit different today. Over the past few months, the conversations we've held are what Jordan calls "RevOps 101". Transactional, operational things that are (of course) very important, but it's time for us to shift focus. Welcome to RevOps 201, where we'll be talking (mainly) about metrics. Not like basic, boring metrics, but things that are transformational across your busin...

It's a Jonathan episode! He and Jordan built an elaborate lead scoring system at ringDNA and we're going to walk you through the Why and How. First though, what is lead scoring? Here's how we (read: Jordan) define it: a methodology that helps sales and marketing determine the sales readiness of leads and the type of content and conversations they should be having with potential buyers. It can be c...

This week we are diving into a very interesting topic: pricing. Pricing is ubiquitous. Marketing, sales, customer success, your entire team, really, has a vested interest in pricing. Why? Because pricing can make or break your business. Simply put, pricing means what you're asking people to pay for your product. But there is one big caveat to this entire conversation. Not all industries price the...

What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. You do that in Salesforce or whatever y...

Today we talk about social selling. Real social selling. Not connecting with prospects on LinkedIn and pitching them. Not outbound automation. Not spam. Social Selling is relationship building. It's leveraging social channels (in this case, Linkedin) to connect with prospects, develop relationships and engage with potential leads. We get into best practices, the knock-on effect for Companies, and...

What is sales forecasting? It sounds pretty self-explanatory and, well, it is. Forecasting your sales. But there’s much more to it than that. Here’s the proper definition for you sticklers: the process of estimating future revenue by predicting the amount of product or services your sales unit will sell in the next week, month, quarter, year, etc. Tune-in to this episode to learn the nuances of sa...

Today we're going to be talking about cold outreach. Now this is near and dear to Jordan's heart, as somebody who managed sales teams for quite a long time. So, this is a very fun conversation. Cold outreach is the practice of contacting potential customers in your ICP (preferably) via phone, email, text, social media or carrier pigeon, to see if they have a problem that you can help them solve wi...

This week we have our first official guest on the podcast. Sure, we've had our producer Alec talk a few times, but that doesn’t count. We’re talking about a REAL guest. The OG of account-based… well, everything: Jon Miller (CMO of Demandbase). Not only did he co-found Marketo, where he helped transform marketing automation. But as founder of Engagio (which was later acquired by Demandbase), Jon dr...

Most may not consider Customer Success Management (CSM) a significant piece of the revenue operations function, but we here at ringDNA fundamentally disagree. For people not in the tech or startup space, CSM is the business method of ensuring customers achieve their desired outcomes while using your product or service. Some businesses may call it an account manager or relationship manager, but it'...

On today’s episode, we talk about sales messaging, which can be a bit like the wild west. Sales messaging is different from marketing messaging and corporate messaging. The end goal, here, is to book a meeting or close business. By breaking things down into simpler terms and learning about sales messaging, you can improve your alignment between marketing sales, customer success, finance, and legal...

Today we’re talking about implementation. Software or product implementation typically occurs in the post-sales process, and is essentially, deploying whatever the customer purchased. This typically involves making sure the product will operate properly and that users are trained and able to access said product. Tune-in to learn how to fulfill your contractual obligations and be a reliable sales f...

Today on the Rev Ops Podcast we delve into the importance of aligning sales, product marketing, demand gen, and customer success in something we call territory planning. In other words, a plan to ensure that your sales team is targeting the right prospects. Historically, most territories have been broken down by geography, but in today's world, modern territories are also divided by things like in...

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’...

Welcome to the RevOps Podcast! In our debut episode we discuss... you guessed it... RevOps! Today we 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.  Follow the Hosts on LinkedIn: Jordan Henderson (Director of Revenue Operations): https://bit.ly...

Welcome to the RevOps Podcast. Join Jordan Henderson, Jonathan Stevens and Brandon Redlinger on a journey as they explore building a top-notch RevOps function at a sales tech company (and making a podcast while doing it).