RevOps Podcast

Latest Episodes:

Ep. 43 - Hiring a Head of RevOps May 19, 2022

Show notes

After a little hiatus, we're back at it! There will be some changes coming to the RevOps Podcast, so today we wanted to introduce the new co-hosts. Howard Brown, CEO of Revenue.io, and Alastair Woolcock, CRO at Revenue.io, join Jordan for a lively conversation about hiring your head of Revenue Operations.

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations, The Riverside Company)

Howard Brown (CEO, Revenue.io)

Alastair Woolcock (CRO, Revenue.io)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 42 - From the Archive: AE Metrics Masterclass: Advanced Sales Metrics You Must Be Tracking Apr 20, 2022

Show notes

Today, we're back with another oldie but goodie. (Well, it's not that old, but I guess in podcast years, it might actually be.) Anyway, this was another top downloaded episode that we wanted to put in your feed again. It's from our "201 Metrics" series, where we break down performance and diagnostic metrics for different roles on a revenue team.

It should be no surprise that AE metrics was a highly popular topic. After all, AE metrics are fundamental when aligning your "closers" to the rest of your revenue operation, so we have a ton of great metrics to cover. Some you may know, while others may catch you off guard. This is a weird episode. We have a ton of fun. Jonathan-fish-tank-camera-level fun. Don’t miss it!

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 41 - From the Archive: How To Enter an Organization and Build Ops, with Rachel Nazhand Apr 13, 2022

Show notes

Today, we are digging into the archives and revisiting an early episode that is a favorite of ours and our listeners. We were lucky to have an awesome guest on the show with us, Rachel Nazhand (Head of Business Operations at Lunchbox). Jordan and Rachel had been bouncing ideas around for almost a year in the DMs before she finally joined us on the podcast. (He wouldn't admit it, but it's probably why he's so good at his job.) Rachel's POV provides a TON of value. She's been working with startups for a while. Lunchbox is her fourth. And they're growing fast, from 60 to 235 employees since the start of the year. So on this episode we focused on what happens when you enter an organization and need to build out ops.

Referenced articles:

Business operations: when you’ll need it and why, eventually, you won’t

What is BizOps? And why every founder should hire a BizOps pro, early

Guest:

Connect with Rachel Nazhand on Linkedin

Follow the Hosts on LinkedIn:

Jordan Henderson (Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Marketing Operations & Automation Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 40 - Role Specialization and Attribution Models with Greg Poirier Apr 06, 2022

Show notes

In this episode, we have another top-notch RevOps guest, Greg Poirier, CEO of CloudKettle, a consultancy that helps enterprises build and optimize their Revenue Operations.

He held back on the chess and Star Trek references, but didn't pull any punches when it came to all things RevOps. Greg has done it all, from working at small companies to large enterprises. He has even gone through multiple acquisitions, including one by Salesforce. After wearing many hats, Greg knew his passion lied in what we now call Revenue Operations, and thus CloudKettle was born, where he gets to handle RevOps for many enterprise organizations.

The gang chats with Greg about the limitations of doing RevOps internally, role specialization on your RevOps team, and his very HOT TAKE on attribution models (imagine that, a RevOps leader from Salesforce has strong opinions on how attribution should be done!).

Resources Mentioned:

How to Market to Customers Small, Medium, Large, Extra Large with Lauren Vaccarello, SaaStr Annual 2017

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

And our Special Guest:

Greg Poirier (CEO, CloudKettle)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 39 - Logic Game: You Just Had a Great Quarter, but Your Forecast for this Quarter is Bad Mar 30, 2022

Show notes

How do you know Jordan went to law school? He only brings it up EVERY. SINGLE. EPISODE! And this episode is no exception. Since the "Logic Game" episode was such a hit (where we drew inspiration from Jordan's days in law school), we decided to do it again. If you missed that episode, shame on you. But here's the quick rundown–we took a RevOps scenario, laid out the facts (i.e., the "fact pattern"), then gave recommendations as to how our fictional subject should handle the situation.

Jordan, once again, starts by laying out the "fact pattern" (which we've included below) and tries to stump Jonathan and Brandon. After plenty of banter–and some attempted mindreading by Jonathan and Brandon–the gang gets to work and has a lively discussion about how they would handle this RevOps scenario. Chances are, you may have found yourself in this situation in the past or will find yourself there in the future as a RevOps leader. So get your pencil and paper, and get ready to take notes.

Fact Pattern:

Helen Back is leading RevOps at a 450-person software company. Her sales team just had its biggest quarter ever in terms of closed-won new business.

Helen is doing her next quarter forecasting and is realizing that their pipeline is weak. The team is currently forecasted to hit about 50% of its quota capacity in the next quarter. Through digging into the pipeline generation metrics, Helen has discovered that the sales team is not self-generating any new logo business.

The pickup rate on marketing-generated leads is around 80%. Marketing-generated pipeline is down about 40%, quarter-over-quarter, and the average new pipeline deal size is down by about 60%, quarter-over-quarter. What are the major issues and how does Helen right the ship?

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 38 - How to Optimize Lead Response, Embrace RevOps & Maximize Revenue Mar 23, 2022

Show notes

Fast lead response has never been more important. But with leads and data constantly coming in from multiple sources, how can reps know where to focus in order to drive maximum revenue? This week, Brandon and Jordan sit down with Rob Simmons (VP of Sales Development at LeanData) to learn how top-performing companies are aligning sales, marketing, and operations to optimize lead response and maximize revenue.

You'll hear:

How top-performing companies are prioritizing leads in response to real-time insights
Major lead routing mistakes companies routinely make (and how to avoid them)
How to keep reps automatically focused on the next best actions
How to scale the success of your top performers

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

and Our Special Guest:

Rob Simmons (VP of Sales Development @ LeanData)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 37 - Logic Game: The First 30 Days of Being a VP of RevOps Mar 16, 2022

Show notes

We're doing something a little different on this episode. As many of our listeners probably know, Jordan is an attorney by education and we're taking a page from the good ol' law school textbook. What they'll do is lay out all of the facts of a case, then you have to go through it, analyze it and make recommendations based on the information.

And in the case for this episode, the facts are based on a question we got from a listener. Jordan starts by laying out the "fact pattern" (which we've included below), then the gang goes to work discussing the details and making recommendations for this listener. Many of you may be in this same situation, or will find yourself here soon, so we thought it would be a great episode that everyone would benefit from.

Fact Pattern:

• Polly Ester is a new VP of RevOps, and started 5 weeks ago at an Enterprise SaaS company with 250 employees. Polly has never held a true RevOps title but has spent the last 15 years working in data and business analytics at financial services companies in roles ranging from entry to VP.

• She took the role in RevOps as a new adventure/test with a leadership team that she personally knows. She’s leaning into the steep learning curve and is reaching out to RevOps leaders to pick their brains about her new venture.

• You are a RevOps leader, and she has reached out to pick your brain. She’s super organized and has provided you with a list of questions she’d like to discuss on your call.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 36 - Office Hours #3: Career Advice and Conversion Rate Optimization Mar 09, 2022

Show notes

The RevOps Professors are back for our third office hours episode. We get a whole bunch of questions via LinkedIn, email, and even text messages asking us about Revenue Operations. We love it, keep on submitting them! But sometimes, we get a backlog. So, today we plow through a handful of our favorite questions because if one of our listeners has a question, we know that many more of you will probably want to hear the answer as well. On this episode we cover career advice and conversion rate optimization, among other topics.

Resources Mentioned:

The Prof G Pod with Scott Galloway

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

Ep. 35 - Sales Coaching with Ryan Vaillancourt Mar 02, 2022

Show notes

On this week's episode, we're talking about coaching with the VP of Sales at Revenue.io, Ryan Vaillancourt. More specifically, we are talking about key data that drives sales coaching, how to find that data, and how to use it to coach at the highest level.

Books mentioned:

The Talent Code by Daniel Coyle

Podcasts Mentioned:

Finding Mastery Podcast with Michael Gervais

How I Built This with Guy Raz

Lochhead on Marketing with Christopher Lochhead

Masters of Scale with Reid Hoffman

The Tim Ferris Show with Tim Ferris

The Prof G Pod with Scott Galloway

Metrics that Measure Up with Ray Rike

The Daily Stoic with Ryan Holiday

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

Ep. 34 - Aligning Your Business Around a LinkedIn Strategy, with Alec Paul Feb 23, 2022

Show notes

On this week's episode we're talking about LinkedIn. Today we have a bit of a change in format. Jonathan is out of office, so our trusty producer and resident LinkedIn expert Alec Paul joins us (with Jordan's permission) as a full guest. Alec has had a lot of recent LinkedIn success, at least at aggravating people, which we'll talk about. Plus, we'll get into why exactly you should post on LinkedIn (and how), the importance of aligning your business around a social strategy and Alec's favorite advanced LinkedIn tips.

Follow the Hosts on LinkedIn:

Jordan Henderson (Sr. Director of Revenue Operations)

Brandon Redlinger (Sr. Director of Product Marketing)

Jonathan Stevens (Sr. Revenue Operations Manager)

Sponsored by:

Revenue.io | Powering high-performing revenue teams with real-time guidance

Explore the Revenue.io Podcast Universe:

Sales Enablement Podcast

Selling with Purpose Podcast

RevOps Podcast

We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.