Afleveringen
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What if the key to sales success wasnât just about sellingâbut about building something bigger?
When Jared Robin set out to find his next job, he wasnât looking to start a movement. But when the traditional networking spaces failed him, he unknowingly built what would become RevGenius, a thriving GTM community for B2B growth. What began as a LinkedIn group chat for job seekers quickly turned into a powerful collectiveâone that proved community can be a game-changer for Go-To-Market strategies.
In this episode of Go-To-Market with Dr. Amy Cook, Jared and GTM leader Karthi Ratnam unpack the power of community-led growth and how it differs from audience-led strategies. If youâre rethinking how to connect with customers and drive real impact, this conversation is one you wonât want to miss.
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Nick Robin knows how to build effective revenue operations models.
Although there is a pattern of give-and-take in most RevOps models, Nick says some areas are non-negotiable. For example, emotional intelligence and centralized go-to-market operations functions. Here's another:
"I firmly believe that comp design should be a function within revenue operations," he says in the latest episode of Go to Market with Dr. Amy Cook. "That's one of the most strategic levers you have at your disposal as a go to market organization to drive behavior and to drive change in an organization. And I fundamentally believe that if you look at revenue operations and what you're trying to use it for, is overall optimizing how I go to market, how I generate revenue, and how quickly I can do that as efficiently as possible."
Simply calling something "RevOps" doesn't make it effective. Nick's expertise illustrates that true RevOps success comes from a thoughtful and strategic approach to identifying which GTM operations functions should be centralized for maximum efficiency.
Without this analysis, teams risk adding complexity instead of solving it. To truly unlock the power of RevOps, organizations must go beyond adoption and into strategic alignmentâbecause when RevOps is done right, it doesn't just support revenue growth; it transforms it.
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Sales is a high-stakes game where the pressure to perform never really slows down. Juggling a strong pipeline, hitting quotas, and balancing short-term wins with long-term growth is no easy feat.
In this episode of Go-To-Market with Dr. Amy Cook, RevOps advisor Andrew Conley gets real about the pressures of salesâand more importantly, how to handle them. He shares practical ways to manage stress, build resilience, and create a sustainable path to success.
From diversifying your pipeline to unconventional stress-relief strategies (hello, cold plunges), Andrew proves that leaning on community, family support, and strong coaching can help sales reps go from struggling to thriving.
Tune in to learn how to develop drive, adaptability, and a winning mindset in todayâs fast-paced sales world!
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Building a truly great team isnât just about individual talentâitâs about alignment. When everyone is rowing in the same direction, the organization moves faster, more efficiently, and with greater impact.
âI think the difference between great teams and average teams is the degree to which everybody is rowing in the same direction. If you are rowing in perfect unison, your boat will go faster,â said Clay Blanchard, RevOps expert and sales leader, during this episode of Go-To-Market with Dr. Amy Cook. âI believe it's worth the extra time it takes to maintain a collaborative culture.â
But achieving that level of unity doesnât happen by accident. It requires intentional collaboration, clear communication, and a shared commitment to a common goal.
For Clay, maintaining a collaborative culture comes with a costâtime, effort, and patience. But through his experience working with different companies, he has learned that this investment pays off in a big way. During this discussion he explains that when people feel heard and included in the process, theyâre more likely to buy in, advocate for change, and actively contribute to success. That kind of engagement isnât just nice to haveâitâs essential, especially when tackling significant or difficult changes.
The takeaway? The harder the change, the more critical it is to have true sponsorship and enrollment from those involved. Learn how a well-aligned team doesnât just execute change; they embrace it, drive it, and ensure its long-term success. And thatâs what separates great teams from the rest. If you want to lead change management with confidence, donât miss this episode.
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Do you wonder what it takes to turn revenue chaos into an efficient flow of streamlined success? Louis Poulin, a leader of revenue operations for enterprise, has mastered the art of breaking down silos and building a centralized RevOps function from the ground up for global giants like Cisco, Amazon, Google, and PayPal.
In the latest episode of Go-to-Market with Dr. Amy Cook, Louis shares how his âplumber of RevOpsâ approachâfocusing on fixing leaks with technology, processes, and dataâhas helped companies thrive. Plus, he dives into how AI is reshaping RevOps by automating processes, personalizing content, and driving smarter decisions.
Tune in for inspiration and actionable insights from a true RevOps leader!
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What would your reaction be if your number one sales rep made more cash off their commissions this year than you do?
Is it a sign of a lousy comp plan? Or is it a fantastic idea to motivate sales reps?
For Erik Charles, a leading expert in bridging sales, marketing, and engineering to advance revenue and incentive management, the answer defines a company's vision and growth potential.
"If you're not willing to realize that an incentive plan drives behavior, and if it drives a lot of behavior. You might sell a ton of product, but it just doesn't work," he said. "So that's where I always start."
Building an effective sales compensation plan is both an art and a science. For Erik, it's about balancing your company's goals with the realities of your sales cycle and team dynamics.
In this episode of Go-to-Market with Dr. Amy Cook, Erik points out that by starting with a clear understanding of your business objectivesâwhether that's growing revenue, capturing market share, or improving customer retentionâyou can create a plan that motivates your sales team without overcomplicating the process.
Simplicity, clarity, and collaboration are the cornerstones for alignment between sales, marketing, and leadership. From hiring the right talent to avoiding the common traps of frequent quota shifts, Erik explains why a thoughtful approach to comp plans sets the stage for long-term success and a thriving sales team, particularly with dynamic territory planning.
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On the latest episode of Go-to-Market with Dr. Amy Cook, Olga Traskova, vice president of RevOps at Birdeye, shares insights on the ongoing evolution of RevOps.
Once a reactive, supportive role, RevOps is now transforming into a proactive, strategic driver of business growth. Olga discusses why this shift calls for a new generation of RevOps professionalsâthose with technical expertise across diverse tools and systems and the ability to guide the entire customer journey.
In this engaging conversation, Amy and Olga explore the essential skills needed to thrive in this dynamic field, such as hands-on experience, strong vendor collaboration, and effective networking. They also tackle the challenges RevOps teams face, from soaring expectations to the integration of artificial intelligence, all while highlighting the critical need to balance work and life for sustained success and well-being. It's a delicate dance, and Olga navigates it with finesse.
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Looking for a proven strategy that aligns RevOps teams and long-term goals within an agile GTM function? Balaji Krish says thereâs a formula for that.
In this episode of Go-to-Market with Dr. Amy Cook, Balaji explains why RevOps thrives with a hands-on, balanced formula that emphasizes 40% strategy, 40% operations, and 20% tactical practices.
âOne of the most fulfilling things you can do as a RevOps leader is to connect with the cross section of your RevOps team,â Balaji said. âThat keeps you engaged with what's happening on the ground. Only 40% of our ops should be strategy. The other 60% is operational and tactical. You'll never learn those operational, tactical things if you're not in touch with what's going on.â
To stay in touch, Balaji explains how zoom-in and zoom-out practices are essential for maintaining operational efficiency and team engagement. âFor an operations professional, it's about making the company efficient, regardless of whether you're working with one function to the other,â he said. âAnd the way to do that is to be able to have a conversation with someone, which is zoomed out. At the same time having a conversation with someone who's very zoomed in.â
Regardless of the direction of your RevOps, Balaji has the experience and insight to guide your GTM strategies forward. Check it out.
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For Saket Kapoor, three essential keys drive success in revenue operations: First, being data native, which means being adept at navigating and interpreting vast amounts of data. Second, acting as a clarity creator, able to distill complex information into key insights and answer the crucial âso what?â questions. Third, generating forward momentum, since much of what RevOps identifies necessitates change and effective change management.
In other words, successful RevOps is the backbone of an effective go-to-market strategy.
Amy Cook sat down with Saket in the latest episode of Go-To-Market with Dr. Amy Cook to discuss these three pillars of successful RevOps leadership. They explored how this approach has propelled Saket to become one of the foremost thought leaders in RevOps, drawing from his extensive experience with enterprises like Deloitte, Citrix, Accenture, and now as the client engagement leader for GTM strategy at SBI, The Growth Advisory.
Donât miss this fascinating interview about ways a new understanding and a totally modern approach to RevOps functions will transform your go-to-market strategy.
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All of us at the Fullcast Go to Market podcast want to wish you the very Merriest Christmas, and Happy Holidays! We look forward to seeing you in 2025!
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While much of a RevOps leaderâs work happens behind the scenes, their impact is profound and far-reaching. For Clay Blanchard, a trailblazer in revenue operations, the mission of these âcustodians of the companyâs revenueâ is clear: drive growth responsibly and optimize outcomes for both shareholders and the business at large.
In this episode of Go to Market with Dr. Amy Cook, Clay sheds light on how the RevOps role requires a fine balance between crafting go-to-market strategies and designing territories that challenge sales teams while staying grounded in data and achievability. Check it out!
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Have your RevOps and sales team lost that lovinâ feeling? Tyler Morrow, director of corporate sales at Qualtrics, emphasizes the importance of redefining a âwinâ to keep your sales team motivated and focused while also highlighting the need for collaboration with RevOps to achieve goals.
In this episode of Go to Market with Dr. Amy Cook, Tyler discusses the crucial role of transparency and communication between sales and RevOps teams, especially during territory changes, and explains why this collaboration is often overlooked.
Learn about the benefits of involving frontline AEs in account scoring, why RevOps should seek AE input to avoid costly mistakes, and discover the daily habit that helps A players excel above the competition in quota attainment.
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Katerina Ostrovsky knows that balancing art and science is key to success. As senior vice president of global revenue operations and Go-to-Market strategy at Jellysmack, she combines a lifelong dedication to RevOps with a sharp focus on data-driven strategies to engineer seamless annual plans.
âCompanies are starting to understand that treating revenue as a science and process engineering every facet of sales, marketing, and customer success, while layering in the art of the customer's voice, leads to impactful results,â Katerina emphasizes.
In this episode of Go to Market with Dr. Amy Cook, Katerina Ostrovsky explains how RevOps helps stakeholders in Sales, Marketing, CS, Product, and Finance gain clarity on what it will takeâtiming, resources, and organizational changesâto achieve annual budget goals. Discover how strategic clarity and targeted actions can transform annual planning into real, measurable outcomes.
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For those who believe that Sales and RevOps are destined to forever be at odds, think again.
By aligning their goals and strategies, Sales and RevOps teams can transform from rivals to powerful allies and drive unprecedented growth and efficiency.
In this episode of Go to Market with Dr. Amy Cook, weâll explore how bridging this gap can unlock new levels of performance and profitability.
Andrew Conley, GTM leader and advisor, teamed up with Cody Guymon, chief operating officer and RevOps leader, to share insider tips on how to successfully approach Go-to-Market strategies psychologically, emotionally, and tactically. Whatâs their secret to scoring a team win?
Is it trust, feedback, communication, or good old-fashioned data? Tune in!
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In this episode, Prasad Varahabhatla, Senior Director of Sales and Partner Operations at Philips, dives into the fascinating world of Revenue Operations (RevOps) and its growing importance in todayâs go-to-market. Learn about the positive impact of a strategic shift from siloed operations to a seamless, unifying data flow and why having a single source of truth and rock-solid data integrity is a game changer.
Prasad shares golden nuggets on how using customer data can supercharge growthâlike predicting when products are nearing the end of their life cycle and boosting customer lifetime valueâand he emphasizes the crucial role of governance in keeping data from becoming a jumbled mess and how essential tools are for automating processes.
Then, things get personal as Prasad discusses how philosophy and stoicism have fueled his growth and highlights the need for focus and resilience for anyone leading the RevOps charge.
Donât miss this extraordinary interview with one of RevOpsâ most insightful leaders.
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Mari Manglaras didnât plan to develop her career around revenue operations. As a data engineer, her world revolved around analytics. But when a sudden economic downturn impacted her industry, Mari discovered her superpower was inside sales.
âI got a job as a salesperson at a startup, and by my third month, I was 1,113 percent to goal,â Mari said. âI sat there and listened to other people about how their prospects were reacting to the sales process and so forth. So that's how I fine tuned my whole development as a sales individual and rapidly moved up to lead the highest performing sales team that this company had.â
In the latest episode of Go-To-Market with Dr. Amy Cook, Mari explains the secret behind her sales team consistently hitting the 200 percent mark.
âThe reason that we were always 200% was I started to build out within our CRM, basically robots, Mari explained. âI built out territory alignment and made subject matter experts in industries, and all the reporting was focused in or around their specific revenue that they can generate. So leads were going to them that were specific to their industry or subject matter, expert areas and so forth, and so my team started to function really well and become 200%.â
In other words, Mari was mastering RevOps before RevOps was cool.
Learn more about a former data engineerâs meteoric rise to GTM success by polishing off the fundamental tool for effective revenue operations : clean data.
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Is your GTM buried under unforced errors? Are your sales processes hitting flyouts before they even safely reach first base? Are account execs striking out on unclear leads and confusing campaigns? For Steve Settle, Senior Director of Revenue Operations at Customer.io, the all-in-one customer engagement platform, team communication and alignment is a critical play in the game of go-to-market.
In this episode of Go-To-Market with Dr. Amy Cook, Steve explains how building effective team cohesion and adapting that alignment to fit each stage of scale, is key to a well-seasoned RevOps team.
âWhen youâve got it fully aligned, the teams are working together really well. It is a significant improvement, not just in working within the company, but for the customer experience,â Steve said.
Steve addresses game-changing strategies to help:
Align teams at the enterprise level.
Strike out department silos.
Encourage transparency at each inning of business growth.
Empower leadership to support team cohesion in the locker room and beyond.
Learn how Steve brings his experience as a little league coach into the executive boardroom for a fun, insightful RevOps conversation you wonât want to miss.
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Do you rely on luck or chance for successful go-to-market forecasting decisions?
Youâre not alone.
Research shows that almost 62 percent of companies create a data-driven GTM plan, but only 33 percent use a systematic approach that reduces unpredictability.
âThere's always going to be things that happen as a matter of chance or outside of your control, that will either win your deals, lose your deals, delay deals, accelerate them, so on,â explained Oscar Armas-Luy, VP of RevOps and this weekâs guest on the Go To Market podcast with Dr. Amy Cook.
Forecasting is crucial for any business, allowing you to plan investments and initiatives with confidence strategically. However, relying solely on forecasts without acknowledging the role of chance and luck can be a significant oversight.
Oscar explains that when running an unpredictable business, you rely on chance and hope things out of your control go well to hit your target. A predictable business, on the other hand, is built in such a way that even if you don't get âlucky,â you will still hit your number.
âI think what's really special about this is that if you have a predictable business, and you also get lucky, that's where you really blow your number out of the water and sort of reset expectations,â he said.
In this episode, Oscar shares how he uses data to help:
Buffer for conversion rates
Recognize market milestones
Understand outliers
Ensure consistent sales processes
By creating a predictable business environment, Oscar believes your RevOps can reduce reliance on luck and instead build a foundation of consistent performance, allowing for more accurate planning and execution of business initiatives.
Today is your lucky day! Check it out
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From leading sales teams to mastering Revenue Operations, Whitney Merrillâs professional journey in RevOps and Go-To-Market has been about blending technology, processes, and people.
In this episode, Whitney describes RevOps as a three-legged stool where each leg represents a critical element: technology, processes, and people. This blend creates a strategic powerhouse that drives revenue success. For Whitney, itâs not just about data or sales alone; itâs about uniting these pillars to form a RevOps-driven Center of Excellence.
With a background in sales and a passion for operational processes, Whitney found his calling in RevOps, where strategy meets execution and transforms potential into performance that unlocks opportunities with a unified approach across marketing, customer success and sales.
By embracing this philosophy, Whitney spearheaded an intrapreneurship initiative where he led an enablement team, trainers, new business development reps, and sales engineers to build a dynamic RevOps team.
âOur mission was to think end-to-end, driving the transition from point solutions to a subscription model,â Whitney said. âThis innovative approach turned us into a business within a business, paving the way for sustained growth and success.â
Donât miss this fascinating discussion where Whitney talks AI, GTM, RevOps COE and channels his inner Star Trek to illustrate the integral function of revenue operations leaders (Scotty) and their impact on driving the companyâs ship toward well-orchestrated revenue growth. Itâs out of this world!
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In this Go To Market Podcast episode with Dr. Amy Cook, the spotlight shines on the strategic advantages of elevating the RevOps leader to the executive table.
Cody Guymon, COO of GTM Operations, drives home this critical point: when RevOps reports directly to the CEO, they gain a holistic view of the organization, which is crucial for cohesive strategy and long-term success.
âYou have to know where the puckâs going,â Cody said.
Reporting to leaders like the COO or CFO can work, but only if these executives grasp the transformative power RevOps brings, Cody pointed out.
From being data-driven and future-focused, to adopting an ownership mentality, todayâs RevOps leaders are reshaping the field by using AI to cut down on manual tasks and zeroing in on strategies that keep the business agile.
Expert RevOps means more than just operations; itâs the backbone of modern revenue strategy. In this interview, Cody and Amy explain why.
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