OpsStars - A RevOps Podcast

Latest Episodes:

How to Help Sales Help You Help Them with Nicholas Lansberry, Go-To-Market Operations Manager at Expedient Jun 27, 2023

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In this episode of the OpsStars Podcast, Nicholas Lansberry, Go-To-Market Operations Manager at Expedient, joins Don Otvos to explore how RevOps becomes a driving force for breaking down silos, leveling up internal operations, and enhancing customer success.
Nicholas boasts an impressive career spanning over a decade. He has spent the last six years at Expedient where he has held various roles, including Partner Alliances Specialist, Sales Technology Business Analyst, and Inside Project Coordinator.
Drawing from his extensive experience in sales and marketing, Nicholas specializes in streamlining sales processes and bridging the gap between sales teams and their tools. He has worked with a diverse portfolio of companies, including renowned names such as Apple, Pitt Bull Secure Technologies, and Geek Squad.

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OpsStars Podcast is hand crafted by our friends over at: fame.so
Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing
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Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio Jun 13, 2023

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Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio
Trent started his tech career as a BDR, but his involvement in a prospect journey project cemented his love for Operations. In RevOps he's been able to leverage his diverse skills and passion to improve processes and help various teams. Trent's understanding of the challenges faced by BDRs has influenced his approach, aiming to make people's jobs better by simplifying processes, providing relevant data, and considering the end user's perspective.
In this episode Trent and Don discuss the importance of RevOps being the source of truth and aligning with all business functions to enable efficient growth.
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[Greatest Hits] Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad May 30, 2023

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Raheel Alam, Senior Salesforce Administrator at Showpad, joins Rachael to share his skills and insights on what it takes to be a rockstar Salesforce Admin and an OpsStar of the Year.
He has over seven years of experience in B2B SaaS in various roles across marketing and operations. At his previous company, BombBomb, he realized that supporting high-velocity and account-based sales teams was only possible with the highly scalable processes within Salesforce – he moved into an operations role, and has been there ever since! In 2021, Raheel was recognized as the OpsStar of the Year!
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[Greatest Hits] SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound May 16, 2023

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David Dulany joins Rachael to discuss his expertise and advice on how you can optimize and build successful sales development teams. David is the Founder and CEO of Tenbound, an advisory firm focused and dedicated 100% to sales development. He is a sales development program building specialist with deep experience building highly successful sales development programs from scratch for technology companies.
David brings over ten years of experience in sales development and previously led sales development teams for companies such as Glassdoor and Act-On Software. He is also the host of the #1 sales development podcast on iTunes: The Sales Development Podcast. David frequently speaks at conferences, seminars, and more, including the upcoming Virtual Sales Development Conference hosted by his company, Tenbound.
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[Greatest Hits] Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast May 02, 2023

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In this episode, Rachael is joined by Ross Nibur, Director of Operations at Toast, an all-in-one restaurant management platform that empowers restaurants of all sizes to build great teams, increase revenue, improve operations, and delight guests.
Ross started his career as a prep cook. But then he pivoted into sales, and from there, into operations development and leadership. He has been at Toast for nearly six years, having moved from Director of Business Development to Director of Revenue, Operations, and Strategy to his current role as Director of Operations.
Ross was also recognized as one of the Top 10 Sales Development Leads in the World. Today, he shares how he built his operations team and how to successfully hire and train a high-performing group of operators.
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[Greatest Hits] Finding Success Anywhere with Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce Apr 18, 2023

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Karen Mangia, a WSJ Bestselling Author and Vice President of Customer and Market Insights at Salesforce, joins the conversation today to share how we can succeed in our roles and organizations in the new world of work. Also, she talks about how we maintain our health and wellness, be creative, have our voices heard, and be successful.
Karen is the author of four books: “Success From Anywhere: Create Your Own Future of Work from the Inside Out,” “Working From Home: Making the New Normal Work for You,” “Success With Less: Releasing Obligations and Discovering Joy,” and “Listen Up!: How to Tune In to Customers and Turn Down the Noise.”
Karen is also an internationally-recognized thought leader whose TEDx appearance, keynotes, blogs, and books reach hundreds of thousands of business leaders each year. She is a prolific blogger and sought-after media interviewee, featured in Forbes, and regularly contributes to Thrive Global and ZDNet.
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[Greatest Hits] How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift Apr 04, 2023

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In this episode, Rachael is joined by Sean Lane, VP of Field Operations at Drift, to share how operations can play an instrumental role in designing and ensuring a great customer experience.
Sean started his career in customer success and later led a sales development team. It was there that he learned how important operations were to all the GTM teams’ success. Sean has spent the last four years in operations at Drift, leveraging his experience across the customer journey, working across all the different parts of the operations spectrum -- marketing ops, sales ops, and CS ops.
Sean is also the host of the podcast “Operations with Sean Lane,” where he goes under the hood of how hyper-growth companies operate and gives operational tactics needed to scale growth and drive results at your company.
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[Greatest Hits] Building a Foundation for Prioritization and Personalization with Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting Mar 21, 2023

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Maura Ginty, Marketing Advisor and Fractional CMO at Bridge & Maeve Consulting, joins Rachael to discuss what it means to be more data-driven in marketing, how to identify the best accounts to focus on, and how to personalize experiences to win those customers.
Maura is a proven global marketing executive who fuses storytelling with revenue growth. She helps startups to become publicly traded companies and build marketing programs, revenue, frameworks, marketing plans, and strategies. Maura is also a strong advocate of data-driven marketing and for putting customer needs at the heart of everything a company does.
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[Greatest Hits] Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase Mar 07, 2023

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In this episode of the OpsStars Podcast, Rachael McBrearty is joined by Jon Miller, CMO at Demandbase. They discuss why using data to drive account intelligence can help sales and marketing teams be more relevant, different types of data, and how to apply the data strategically.
Jon has over twenty years of experience in the marketing business, co-founding two successful companies; Marketo, which was sold to Adobe for $4.75 billion, and Engagio, which was acquired by Demandbase in 2020.
Now the CMO at Demandbase, he is responsible for leading their account-based go-to-market strategy and delivering on its mission to transform how B2B companies market and sell.
He is also an author, thought leader, and speaker and was named Most Influential Marketing CEO of the Year in the 2019 Corporate Excellence Awards.
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[Greatest Hits] Designing a Buyer-Centric Seller Experience with TJ Macke, former SVP of Strategy at Sapper Consulting Feb 21, 2023

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TJ Macke, former SVP of Strategy at Sapper Consulting, shares his thoughts on the current inflection point sales teams are experiencing. He also talks about how the best-sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience, and earn customer trust.
TJ started his career by founding multiple businesses, then worked in retail management, and has been in the world of operations for the past six years. TJ's expertise and focus have been on optimizing sales, performance, and processes to help organizations accelerate their revenue growth.
In this episode, TJ shares his thoughts on the current inflection point sales teams are experiencing and how the best sellers are supported by RevOps teams with a focus on operational excellence and the intertwining of selling and buying that allows them to be consultative, guide the buying experience and earn customer trust.
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