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In this guest episode of No Nonsense Sales with Tom Boston, CEO of USC Eddie Reynolds discusses the best way to harness data in order to drive revenue and retain customers.
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In this episode of The RevOps Corner, our host Eddie Reynolds explores the relationship between the CRO and Revenue Operations with guests Tim Strickland and Scott Sutton. Tim, former CRO at ZoomInfo and now an advisory partner at Summit Partners, and Scott, former VP of RevOps at Zoominfo and now CEO at Later, discuss their collaborative experience at ZoomInfo. They discuss the structure and roles within their teams, detailing the split between strategic analytics and operational execution.
The discussion extends to the importance of data-driven decision-making, holding sales teams accountable, and the role of RevOps in creating an efficient revenue-generating "machine." They also touch on the challenges and strategies of scaling these operations in smaller companies.
00:00 Introduction
00:17 Meet the Guests: Tim Strickland and Scott Sutton
00:52 How Zoominfo Restructured RevOps
02:32 The Importance of Analytics and Strategy
05:40 RevOps as the Engine of Revenue Efficiency
17:03 Testing and Validating Hypotheses
27:45 Scaling RevOps in Smaller Organizations
32:33 Who Should RevOps Report To?
37:22 Leadership and Accountability in RevOps
42:41 Conclusion and How to Reach Tim and Scott
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds interviews Jeremy Donovan, EVP of RevOps and Strategy at Insight Partners. The conversation revolves the recent study from Insight Partners titled "Needles and Haystacks: Which Go-To-Market Practices Are Actually Best Practices".
Eddie and Jeremy go through the top 4 best practices in the study that correlated with the highest performing companies, including a very surprising 5th result. You'll learn about the significance of managing channel partner conflicts, the importance of setting revenue targets by lead source, the need for equitable sales territories, and the critical nature of sales and marketing alignment.
00:00 Introduction and Guest Introduction
01:04 Defining RevOps and Its Scope
04:50 Forecasting and Strategy in RevOps
08:52 The Study: Needles and Haystacks
12:30 Key Findings from the Study
13:40 The #1 GTM Practice Correlated with Top Performers
28:04 The Debate on Equitable Territories
29:02 Challenges with Account Distribution
30:56 Optimizing Territory Planning
34:00 #1 Sales Process, Mapping Stakeholders and Influencers
39:08 #2-4 Best Practices: Sales and Marketing Alignment
43:10 An Unexpected Result
49:31 Concluding Thoughts and Resources
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Megan Bowen, CEO at Refine Labs – one of the top marketing agencies for B2B SaaS scale ups.
You'll learn about: Hybrid marketing attribution (blending the attribution between software and self-reporting) Measuring the effectiveness of marketing all the way through to revenue And breaking it down by each channel within marketing that contributes to that revenue As well as the most common mistakes made in B2B SaaS marketing and how to fix themRefine Labs has some exciting content updates coming soon with their product, The Vault, where you can get access to everything you need to know to implement their strategies at your own company. Be sure to check it out!
00:00 Introduction
01:03 Megan Bowen's Journey to CEO at Refine Labs
06:47 The Power of Hybrid Attribution in Marketing
17:49 Challenges and Insights on MQL Targets
22:45 Multi-Channel Attribution and Pipeline Sources
25:48 Exploring Marketing Attribution Models
26:41 Challenges in Measuring Marketing Impact
27:15 Sophisticated Attribution and Pipeline Models
29:03 Gathering Qualitative Feedback from Sales
31:31 Setting Effective Measurement Frameworks
38:59 Optimizing Response Times and Lead Quality
39:25 Strategies for Handling High-Volume Inbound Leads
41:00 Qualifying Leads and Enhancing Sales Processes
44:39 Evaluating and Adjusting Marketing Strategies
48:50 Closing Thoughts
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of the RevOps Corner, our host Eddie Reynolds interviews Andrej Zinkevich, co-founder of Fullfunnel.io, on defining ABM, launching it efficiently with minimal resources, and avoiding common pitfalls. The discussion covers the importance of understanding the buying process, focusing on accounts likely to convert, and the role of marketing and sales collaboration in identifying and engaging target accounts.
You'll learn about detailed strategies for building and prioritizing an account list, conducting market research, and executing targeted marketing efforts. Additionally, the conversation highlights the feasibility of running ABM with lean teams, underscoring the necessity of a cohesive, holistic approach towards sales and marketing efforts.
00:00 Introduction
00:48 Defining ABM in 2024
04:47 Building Effective ABM Lists
12:57 Integrating ABM with Sales and Marketing
17:58 Pilot Programs: Starting Small with ABM
21:37 Creating Awareness Without Big Budgets
28:10 The Power of Account Research in Sales
29:55 The Art of Cold Calling
30:48 Inbound vs. Outbound
34:49 Account Selection and Prioritization Strategies
46:03 Executing Targeted Marketing with Limited Resources
50:30 The Dynamic Nature of Account-Based Marketing
53:04 Concluding Thoughts and How to Connect
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with Renee Cohen, Vice President of Marketing and Operating Partner at Norwest Venture Partners, to discuss the evolution of lead generation strategies in B2B SaaS companies and the death of the MQL.
The conversation covers topics such as the integration of inbound and outbound strategies, the importance of account-based marketing, and the role of intent data in identifying potential clients.
Key insights include the critical analysis of current lead scoring practices, the debate on routing high-intent leads, and strategies for creating effective target account lists for cold calling.
00:00 Introduction
02:50 The Importance of Benchmarking
03:49 Investment Trends Post-B2B SaaS Industry Shift
06:45 Redefining MQLs
10:53 The Challenge of Efficient Lead Scoring
15:30 Rethinking Lead Generation Strategies
21:31 Optimizing Lead Management and Routing
22:52 Strategic Approach to MQLs and Outbound
28:02 Exploring Growth Strategies and Benchmarks
28:31 The Cost of Customer Acquisition
32:15 Leveraging Owned Intent Data
41:05 The Art of Routing Inbound Leads Effectively
44:19 The Importance of AE and SDR Collaboration
50:26 Closing Thoughts and Resources
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STRATEGIC REVENUE OPERATIONS AS A SERVICE
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In this episode of The RevOps Corner, our host Eddie Reynolds sits down with none other than John Barrows, CEO of JB Sales and professional sales trainer to some of the biggest B2B brands in the world. John shares his methods for successful outbound, focusing on how to operationalize the outbound process for B2B SaaS companies in 2024.
This episode is filled with practical advice for sales operations professionals on building a process that targets the right prospects, at the right time, with well-structured messaging and personalization.
00:00 Introduction
00:56 How Outbound is Changing
07:08 Importance of the Learning Process
10:50 It Starts with the ICP
17:07 Segmenting Your Prospects
25:17 The Holy Grail of Prospecting
29:55 What Are Sales Triggers
38:27 The Optimal Outbound Process
41:43 Tailored,Targeted, and Templated Messaging
47:44 RevOps Role in Optimizing Outbound
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In this crossover episode with RevOps Lab, hosts Philip and Janis interview USC Founder Eddie Reynolds on the intricacies of executing a successful customer success motion. You'll learn about the importance of customer success and how RevOps can assist this key department – from implementing processes for onboarding to expansion and renewal.
00:00 Introduction
02:39 How do you define RevOps and what strategy does this mean for you?
04:46 What are the problems in customer success right now?
08:37 What are best practices in the onboarding-process?
14:18 What were the biggest changes in customer success in the last 12-18 months?
18:13 Is there a playbook to stay on track the whole year in the usage-process?
23:35 How do you do pipeline management for expansion of renewal-opportunities?
28:13 What else is important when thinking about customer success?
31:57 What does growth look like in the next couple of years?
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In this crossover episode with The RevOps Review, host Jeff Ignacio interviews Union Square Consulting founder and CEO, Eddie Reynolds, about his journey from starting his first business at a young age to finding his passion in revenue operations. Eddie discusses his unique approach to B2B SaaS sales and highlights the importance of building a repeatable process. Eddie also shines a light on the current issues faced by companies that haven't yet developed a solid RevOps strategy.
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In this episode of The RevOps Corner, our host Eddie Reynolds welcomes Tony Rodoni, Operating Partner at Bessemer Venture Partners and former Executive Vice President at Salesforce, to lay bare the nuances of building a sales team from when you're $10M in revenue to $100M.
Tony discusses what he looks for when recruiting top-tier sales leaders and crafting revenue operations primed for explosive expansion, drawing from his tenure at Salesforce to the dynamic realm of Venture Capital.
00:00 Introduction and Today's Topic03:38 How Sales Leaders Can Be Successful on Day One
13:00 Tony's Hope for Sales Managers
14:40 Operational Planning and Infrastructure
19:27 When Sales has Ineffective Leadership
24:48 Balancing Sales Skills and Operational Acumen
33:58 Adapting Strategies from Large Corps to Startups
50:49 The Kind of Sales Leadership Scale-Ups Need to Hire
53:59 Closing Thoughts
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In this episode of The RevOps Corner, Kerry Cunningham, research and thought leadership expert at 6sense, joins host Eddie Reynolds to discuss the concept of Dark Funnel Attribution. He shares key insights from the 2023 6ense B2B Buyer Experience Report and explores the challenges B2B SaaS companies face as they attempt to understand where their buyers are originating.
With a deep dive into the buyer experience, including an examination of intent data and AI's role in analyzing it, you'll leave with valuable advice and strategies for improving your go-to-market approach.
00:03 Introduction and Today's Topic04:38 Defining the Dark Funnel
07:00 The Importance of Anonymous Traffic
12:30 Getting Deeper Attribution Insights
19:49 How Buying Teams Make Decisions
24:18 What AI Can Do For Attribution
32:38 The Importance of Knowing Your Audience
38:23 Capturing and Acting on Buyer Intent Data
45:08 How the Best BDRs Increase Revenue
49:23 Conclusion: The Future of B2B Marketing
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In this crossover episode with Converge Coffee, host Sean Sullivan chats with Union Square Consulting founder and CEO, Eddie Reynolds, about intertwining strategy, processes, and tech to improve customer retention and expansion.
You'll learn about:
- The vital metrics for customer success based on Eddie's experience at Salesforce
- Why startups can have a better playbook than billion dollar competitors
- How optimizing sales can translate into optimizing Customer Success
- And more!
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Why do some startups become billion dollar companies while others fail? What makes the key difference?
Pablo Dominguez is an Operating Partner at VC Firm Insight Partners and runs the team that coaches their portfolio companies on better Go To Market Strategy and Process. He and his colleague, Matthew May, recently published the book "What A Unicorn Knows" sharing many of the secrets they've learned in helping to build billion dollar companies.
In this episode we dive in to learn some of those secrets and share tactical tips those of us in Revenue Operations can take away to improve our companies.
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Getting new customers today is 10X harder than keeping the ones we have.
To expand business, we must focus on increasing the satisfaction of our current customers. By doing so, we can not only retain them but also create growth opportunities.
In this exciting episode of RevOps, host Eddie Reynolds and guest Joel Arnold share powerful insights on customer retention in today's economy. Join them as they discuss essential best practices in revenue operations, focusing on the early stages of customer relationships.
Learn how to set a strong foundation, create a seamless handoff, and maintain momentum throughout the customer journey. Don't miss this opportunity to transform your customer retention strategy and drive growth for your business!
To signup for all future events, click here
This episode was recorded April 5, 2023
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In an special crossover episode of RevOps Corner, Lee Bierton, the Head of Marketing at Ebsta, and Eddie Reynolds, the CEO and Founder of Union Square Consulting, engage in a candid conversation on optimizing revenue efficiency, identifying and fixing leaks in the sales funnel, streamlining revenue processes, and several other related topics.
Both Lee and Eddie share their unique insights and experiences, making this crossover episode a valuable resource for anyone looking to improve their company's revenue generation and grow their business.
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In this episode of RevOps Live, Joel Arnold (VP of Revenue Operations at Union Square Consulting) and Eddie Reynolds (Founder & CEO at Union Square Consulting) dive deeper into the Revenue Efficiency Pyramid and cover marketing.
They talk about the foundational elements every B2B SaaS company needs to align sales and marketing and have an efficient Revenue Engine. If you found value in episode #15 "The RevOps Pyramid of Peak Efficiency" than you will certainly want to listen to this one.
To signup for all future events, click here.
This episode was recorded March 29th, 2023
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In this episode of RevOps Live, Eddie Reynolds, Founder & CEO of a Union Square Consulting, sits down with Joel Arnold, VP of Revenue Operations to discuss how they tripled sales efficiency during an economic downturn.
Joel shares his story of how he was able to balance his company's revenue engine, increase production per rep, and boost overall bookings. The two also discuss the importance of not letting a crisis go to waste, citing a Harvard Business Review case study that showed companies who cut costs carefully were able to come out of the 2008 financial crisis stronger than their competitors.
They also touch on the importance of engaging leadership and changing their views over time, as well as starting with metrics and capacity models to identify bottlenecks and inefficiencies in the revenue engine.
If you're looking to weather a downturn and improve your revenue operations, this episode is a must-listen!
To signup for all future events, click here.
This episode was recorded live on March 22, 2023
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In this episode of RevOps Live, host Eddie Reynolds (Founder & CEO) joined by Joel Arnold (VP of RevOps) breakdown essential knowledge for achieving sales and marketing alignment more efficiently.
The discussion also covers a broad range of topics, including the way people buy, the importance of trust and validation in purchasing decisions, and the impact of technology on sales and marketing. They also emphasize the need to focus on marketing fundamentals and small tactics that can have a big impact. Ready to gain some valuable knowledge?
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This episode was recorded live on March 8th, 2023
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In this weeks addition of RevOps Live #20 we reveal the REAL return on investment (ROI) of RevOps.
Discover why you can't win in the long run without RevOps and how it should focus on enterprise value, not just revenue growth. Don't miss out on this eye-opening discussion with Joel Arnold, our VP of RevOps.
To signup for all future events, click here.
This episode was recorded February 23rd, 2023
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RevOps Live is back with episode #19, and this time, the discussion is all about building better territories. Hosted by Eddie Reynolds, Founder & CEO of Union Square Consulting.
In this episode, Joel Arnold, the VP of RevOps at Union Square Consulting, is here to guide us through this critical topic that affects not just the sales team but also the overall efficiency of an organization. Joel & Eddie also discuss the common challenges teams face with territory planning and how it impacts the bottom line. They delve into the three Ts - territory, timing, and talent - and how they're all interrelated.
If you're looking to optimize your sales team's performance and make the most of your resources, this episode is a must-listen. So join us for an insightful conversation that can make or break certain people, only on RevOps Live.
To signup for all future events, click here.
This episode was recorded February 23rd, 2023
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