Revops Therapy

What if we told you that it’s a good thing for your XDR to receive a negative response? Not an unsubscribe, but a negative response. Most XDRs chase the positive response, quickly getting back to anyone interested in a meeting. But… the data shows that XDRs who quickly reply to objections are actually the most successful. Don’t take our word for it; you can ask Pavel Dmitriev, VP of Data Science a...

“My armchair opinion is that when everybody moved home you didn't have the fun office time, didn't have the shooting the breeze conversations in the hallways or B.S.ing before and after a meeting started; it was just like work all the time. And so you lost like the warm fuzzies. “And then the focus comes to the tangible things, which is how fast am I going to get promoted? And how much are you goi...

… until it’s time to get serious, bring go-to-market and sales together, stop pointing the finger, find the gaps, and start focusing on giving customers a better experience. This is easier said than done, but Jen Igartua , CEO of Go Nimbly and Game Maker with Pillbox Games, first leans on her expertise in game creation and rule development, relating those to setting teams up for success with reven...

Mental health awareness. Self-care. Burnout. Years ago, people shied away from these phrases; we didn’t talk about them. More recently, brave souls have started to shine a light on the importance of taking care of yourself. And even still more recently, discussions have begun to center around how, in doing so, the benefits spill into the workplace as well. Two outspoken mental health advocates: Re...

There’s no crying in baseball, and there’s no cannibalism in revenue operations. There tends to be some controversy, and even a little fear, around the term “RevOps,” as if one team will suddenly be dissolved into another. To clear up the controversy and calm any fears, RevOps Therapist, Erika Davis, and Asia Corbett, Senior Revenue Operations Manager at Bread Financial, tackle the tough questions...

When you hear the name Tony Robbins, you probably form a picture in your mind of massive groups of people who are jumping up and down, giving and receiving high-fives, breaking boards, and even walking on fire. High-energy, life-changing events. Togetherness. When the COVID-19 pandemic shut down in-person events, Robbins Research quickly needed to pivot. An organization built on bringing people to...

The best trainers remember Yoda’s most important advice: A mentor, you are. Star of the show, you are not. We swear he said that somewhere: maybe a deleted scene? RevOps Therapist Jordan Greaser , CEO of Greaser Consulting, admits he thought was a good trainer until he met Tiffany French , workshop facilitator at Duarte, who shares her best advice for creating memorable training sessions where par...

Sound familiar: you’re watching a television show; your friend asks, “what did that character just say?” and you have no idea? Sure, you heard the lines; you have a general idea of what’s going on in the episode. But, what was just said? It’s mildly embarrassing when this happens during your favorite show, but it can be quite problematic when this happens on a cold call. RevOps Therapists Erika Da...

This episode begins years ago, on a high school basketball court, in central Pennsylvania. RevOps Therapist, Jordan Greaser , CEO of Greaser Consulting, and Alex Lynn , Senior Director of Global Sales Development Operations at CrowdStrike, started out as basketball players from rival schools. While moving through the ranks (not the basketball ranks), starting as SDRs at Outreach, promoting to mana...

There’s the SDR to AE relationship There’s the AE to CSM relationship. There's the CSM to ProServ relationship. And who knows what in the world goes on with support in the rest of the organization? This question is worth addressing. But first, it’s the Sales to CSM relationship and the friction points that can exist there that RevOps Therapist Jordan Greaser , CEO of Greaser Consulting, and Ruth F...

Without a two-way feedback loop between your sales and marketing teams, odds are, both feel a sense of dread (and probably a little annoyance) when an email comes through from “those people who just don’t get it.” RevOps therapist and Greaser Consulting’s VP of Go To Market Strategy, Erika Davis, and Bethany Davis, a marketing and sales liaison extrordinairre, discuss the importance of and how to...

The term “RevOps” has been one of those popular buzz words floating around in the past few years. Heck, we even created a podcast about it! It’s one of those things that sounds great, in theory; the problem is that it’s rarely implemented well, frustrating sales and marketing teams. If there’s tension between your teams, and your org is in need of some RevOps Therapy, pull up a chair. Erika Davis,...

Since the start of COVID, the number of emails that people are getting has more than doubled, but the number of replies has almost halved. How do you overcome such a staggering statistic? RevOps therapist Erika Davis, VP of Go To Market Strategy at Greaser Consulting, and Will Allred, co-founder and COO of Lavender, discuss the difference between templates and frameworks and how to help your reps...

We get it. Cold calling can really suck. And it can be really hard to motivate your team to do it, especially when your SDRs are working remotely. How do you overcome the challenges of motivating a team to dial when they’re not together on the sales floor? How do you coach your team when you, yourself, don’t feel confident making cold calls? Our RevOps therapists: Jordan Greaser, CEO of Greaser Co...

You never know when it’s coming: that cold call that goes wrong. Just completely wrong. And when it happens, your rep’s first instinct is to turn to their neighbor or poke their head in your door and exclaim, “You’ll never believe what just happened!” Are you missing that camaraderie of the sales floor now that so much cold calling is happening at home? Are you feeling a little out-of-the-loop now...