The OpsStars Podcast is your go-to resource for Revenue Operations insights and strategies. Join us as we bring together RevOps professionals from marketing, sales, and customer success operations to share ideas, discuss best practices, and explore cutting-edge revenue growth techniques. Expect candid conversations with top OpsStars in the field, giving you the knowledge and inspiration needed to enhance the buyer experience, drive organizational growth, and excel in your career. Discover th ...
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Where Do You Go From RevOps - Advancing Your Career Path
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26:23
What does a successful career path in revenue operations look like? Learn from three former RevOps pros who advanced their careers into VC, executive leadership, and COO roles as they share the hallmark tenets of great operators, important skills and competencies, and what translates to the next level in a RevOps career journey. Key takeaways: Get …
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Turning Process into Power: The Next Big Play for RevOps
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25:18
In a brutal selling environment, nailing your revenue processes is now a non-negotiable. But with the right toolset, RevOps leaders can streamline and accelerate processes, driving their GTM teams to success — without a massive tech-stack shakeup. Listen as Rattle CEO Sahil Aggarwal is joined by James La Rheir, Director of Global Sales Operations a…
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Data & Advocacy: The Secret Weapon of RevOps & Customer Marketing with Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos
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35:01
In this episode of the OpsStars podcast, Irwin Hipsman, Former Customer Marketing Director, Forrester and Founder of Repetitos, joins Don Otvos to explore the expanding role of customer marketing, which requires a closer relationship to RevOps and customer data to succeed. They discuss the importance of maintaining a clean and accurate customer dat…
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The Reports Your CMO wants to See
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29:34
In today’s data-driven landscape, the CMO’s dashboard is more than a collection of metrics; it’s a strategic tool for growth. Learn the essential metrics and reports that top CMOs use to drive pipeline and revenue growth in 2024. Key takeaways: Key Performance Indicators (KPIs): From pageviews to conversion rates to pipeline, discover the metrics t…
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Unlocking Cross-Functional Collaboration in Revenue Operations with Chloe Pott, Marketing Operations Leader
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30:31
In this episode of the OpsStars podcast, Chloe Pott, Marketing Operations Leader, joins Don Otvos to share her journey into revenue operations, the importance of marketing automation, and the challenges of working in marketing operations. With degrees in psychology and French, Chloe is a three-time Marketo Champion (2019, 2020, 2021) and Marketo Ce…
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Next-Level GTM Tactical Tips for Personalized Buying Experiences
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20:46
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20:46
When you have your marketing, sales, operations, and partnerships teams all marching in the same direction, you’re sure to pull off an impressive show. In this session, you’ll find hot takes, actionable takeaways, and thought-provoking answers that will help you innovate on your go-to-market strategy to deliver more personalized buying experiences,…
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Cracking the Code of Revenue Operations: Expert Advice and Insights with Laura Wheeler, Owner of Renegade Operations
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39:48
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39:48
In this episode of the OpsStars podcast, Laura Wheeler, Owner of Renegade Operations, joins Don Otvos to navigate the importance of revenue operations in driving sustainable revenue growth. They discuss Laura's journey from sales into revenue operations leadership, the challenges she faced in her roles, and the role of revenue operations in optimiz…
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How to Design and Execute a Rock-Solid AI Strategy that Drives Results
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24:17
It’s time to go from theory to action. In this session, you’ll hear a thoughtful approach for weaving AI into your strategic planning. Rebby John (Salesloft’s Senior Director of Sales Engineering) tackles the common questions and considerations surrounding AI — based on Salesloft’s unique perspective as an innovator in the category. Key takeaways: …
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Data-Driven Performance Management in 2024 with Pete Kazanjy, Co-founder of Atrium
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36:02
In this episode of the OpsStars podcast, Pete Kazanjy, Co-founder of Atrium and founder of Modern Sales Pros, joins Don Otvos to explore the role of performance management in sales organization. They discuss how managers can effectively manage their teams through data-driven insights, the challenges of interpreting performance data, and the support…
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Collaboration Station: RevOps and Enablement
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21:54
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21:54
In this panel discussion with operations and enablement leaders, you’ll learn best practices on improving handoffs, achieving tight alignment, and capitalizing on joint opportunities to achieve sustained growth and revenue. Rate & Review OpsStars Podcast Spotify Apple Podcasts RSS Feed OpsStars Podcast is hand crafted by our friends over at: fame.s…
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Certifications, Community, Competencies, and AI: Setting Yourself up for Success with Keith Jones, GTM Systems Lead at OpenAI
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33:00
In this episode of the OpsStars podcast, Keith Jones, GTM Systems Lead at OpenAI, joins Don Otvos to dive into the importance of community and connections, the role of AI in sales and revenue operations, and managing processes in a fast-paced environment. Keith is a former college dropout now thriving as a tech expert. In his role at OpenAI, he lea…
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The Impact of Generative AI on Ops Roles
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29:40
Are you prepared to incorporate generative AI into your Sales organization? Is now the best time to join the GenAI movement? Learn from Karan Singh and Craig Rosenberg, two experienced revenue leaders, as they share their investigation into the generative AI landscape. If you enjoyed this episode, then please either: Subscribe, rate, and review on …
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Education, Community, and Resilience: How to Start a Career in RevOps with Michael Orndoff, Senior Manager of Sales Operations at EverCommerce
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41:59
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41:59
In this episode of the OpsStars podcast, Michael Orndoff, Senior Manager of Sales Operations at EverCommerce, joins Don Otvos to share his personal journey and expertise in how to start and succeed in your RevOps career. They delve into the importance of community, continuous learning, and leveraging technology for success. Michael is an experience…
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3 Ways to Protect Revenue and Preserve Customers
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25:23
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25:23
In this session hear how business leaders are reducing churn, getting ahead of risk, and cultivating a legion of loyal customers. The panelists cover topics such as automation, using the right customer data, renewals cadences, and more. If you enjoyed this episode, then please either: Subscribe, rate, and review on Apple Podcasts Follow on Spotify …
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Exploring the Landscape of Analytics and AI in Marketing Operations with Rachel Squire, Marketing Operation Consultant at MOBI Solutions
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37:42
In this episode of the OpsStars podcast, Rachel Squire, Marketing Operations Consultant at MOBI Solutions, joins Don Otvos to share thoughts on the future of marketing and revenue operations. They dive into the impact of AI on the industry, how RevOps is becoming a strategic partner in businesses, and the role of analytics in marketing and revenue …
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The Next RevOps Revolution: AI & Data Science in Revenue Plays
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27:07
Ari and Kelly, representing NVIDIA’s Revenue Marketing team, take the OpsStars stage to share their experience in leveraging AI and data science for revenue play efficiency, scaling, and ROI. Learn how NVIDIA’s team of data scientists interpret the signals that feed into tying all things to revenue for a clearer lens in identifying buying groups in…
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Curiosity and Creativity in Ops: Navigating Challenges and Shaping the Future with Rachel Godfrey, Senior Marketing Operations Manager at BambooHR
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33:27
In this episode of the OpsStars podcast, Rachel Godfrey, Senior Marketing Operations Manager at BambooHR and 2023 OpsStar of the Year, joins Don Otvos to discuss her journey in operations, the future of RevOps, as well as the value of curiosity, persistence, and creativity in RevOps. Before taking on her current role at BambooHR, she was the Market…
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[Greatest Hits] Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt
36:30
36:30
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36:30
In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency. Anthony details how he …
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Route Your Way to More Website Pipeline
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23:38
Your website is filled with untapped pipeline potential. Every day, qualified buyers are landing on your site but if it isn’t fully optimized for conversion – or worse, your operational processes have qualified leads falling through the cracks – then you are leaving money on the table. If you enjoyed this episode, then please either: Subscribe, rat…
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OpsStars Unplugged: Navigating the Revenue Engine in Turbulent Times
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28:15
In this OpsStars panel discussion, they’ll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros…
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Navigating Changes in RevOps: The Customer Journey, Collaboration, and Communication with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation
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39:52
In this episode of the OpsStars podcast, Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation, joins Don Otvos to share her journey of transitioning from sales to RevOps, the importance of integrating RevOps across the entire business, and the role of the tech stack for enhancing the customer journey. Sandy started her care…
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Busting Silos: Snowflake’s Unified, Account-Based Motions at Scale
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22:24
Through a combination of account prioritization, digital advertising and highly targeted SDR prospecting, Snowflake experiences 2X to 4X increases in SDR efficiency. Hear from Travis and Hillary as they describe a unique approach to account-based marketing they’ve coined “One-Team GTM.” Learn from Travis and Hillary as they share plays and strategi…
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Maximizing ROI: Building and Scaling Your Tech Stack for Revenue Growth with Josh Hill, GTM Operations & Technology Leader
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36:37
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36:37
In this episode of the OpsStars podcast, Josh Hill, former Associate Vice President of Marketing Technology at RingCentral, joins Don Otvos to unravel the world of RevOps in 2023. They cover strategies for driving sales growth, strategies for assessing tech stack ROI in RevOps, and how to manage globally distributed RevOps teams. Josh is a marketin…
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2023 OpsStars Keynote: RevOps - Past, Present and Future
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43:25
With RevOps emerging on the scene in 2015, there have been no opportunities for history to repeat itself — no past corollaries for the downturn we’ve all been experiencing recently. RevOps is an ever-evolving practice with unlimited room for improvement as you connect people, processes, and technology. LeanData CEO Evan Liang takes the keynote stag…
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Bridging the Gap: The Role a Fractional RevOps Consultant Can Play in Early-Stage Organizations with Anne Pao, Founder and CEO of Ignite Consulting
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38:26
In this episode of the OpsStars podcast, Anne Pao, Founder and CEO of Ignite Consulting, joins Don Otvos to share her journey that led to starting her own RevOps consulting firm. They dive into common challenges in RevOps today, the importance of data-oriented thinking, and the role of analytics and AI in RevOps. Anne is a performance-centric leade…
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Data Science in RevOps: Supercharging Revenue Strategies with Francis Brero, Co-Founder of MadKudu
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31:59
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31:59
In this episode of the OpsStars podcast, Francis Brero, Co-Founder of MadKudu, joins Don Otvos to unpack how the democratization of data science for go-to-market strategies. They also discuss the power of data and personalization in enhancing customer retention, how RevOps shifts toward a business accelerator role, and the evolution of data science…
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RevOps Evolution: Navigating the Future of Account-Based Marketing, Predictive Analytics, and AI with Nani Shaffer, CMO at Channel99
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33:23
In this episode of the OpsStars podcast, Nani Shaffer, CMO at Channel99, joins Don Otvos to share her career journey and the importance of starting in sales operations before moving into marketing operations. She discusses her time at Demandbase and the era of account-based marketing. Nani highlights the link between marketing and sales operations …
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Unlocking Success: Strategies for Career Growth and Leadership in RevOps with Sean Frazer, VP of Revenue Operations at Dental Intelligence
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31:58
In today's fast-paced business landscape, RevOps has emerged as a critical function for synchronizing the efforts of sales, marketing, and customer success teams to accelerate growth and optimize revenue streams. Becoming a leader in this domain demands a unique blend of courage, resilience, and expertise - qualities that are challenging to master.…
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The What and How of Revenue Orchestration
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49:12
With markets shifting and revenue at risk, taking action to future proof your business is critical. According to Forrester, when sales and marketing aligned people, process and technologies they reached 36% more revenue growth and up to 28% more profitability. Hear from leading RevOps experts about how you can future proof your business through ope…
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Core vs. Context: The Most Important Components of Any Tech Stack
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58:06
Building a solid tech stack foundation is synonymous with building a solid house. You must have a solid foundation to build upon. Without that foundation, adding on can turn your tech stack into a house of cards. You can't add curtains before you have windows much like you can't add on intent tools without having your CRM and MAP processes implemen…
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Using Data to Increase Customer Retention and Growth with Sylvain Giuliani, Head of Growth at Census
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33:05
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33:05
In this episode of the OpsStars podcast, Sylvain Giuliani, Head of Growth at Census, joins Don Otvos to unravel the role of data in preventing churn and growing revenue. They dive into proactive solutions to leverage data, the power of modern data warehouses, and the importance of retaining the human element in data-driven decision-making. Sylvian …
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Building a Workforce Management Model to Set and Predict Revenue Targets with Limor Tzach, Business Analysis Team Manager at Similarweb
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25:58
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25:58
Effective workforce management plays a vital role in determining a company's success and performance. By efficiently handling the workforce, businesses can boost productivity, enhance employee engagement, and ultimately improve their overall performance. In this episode of the OpsStars podcast, Limor Tzach, Business Analysis Team Manager at Similar…
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Reinventing Lead Management Strategies in a Corporate Environment with Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies
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32:48
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32:48
In this episode of the OpsStars podcast, Zach Olson, Global Transformation and Automation Project Lead at Dell Technologies, joins Don Otvos to discuss the lead management transformation project at Dell that won them the 2022 OpsStars Award. They discuss the challenges and strategies involved in a project like this in a large enterprise company, an…
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Maximizing Marketing Impact and Budget Efficiency with Anthony Valles, Director of Marketing Operations at Saviynt
36:30
36:30
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36:30
In this episode of the OpsStars Podcast, Anthony Valles, Director of Marketing Operations at Saviynt, joins Don Otvos to discuss the digital transformation initiative that led to winning the 2022 OpsStars Award, and what he’s focused on this year, including the importance of maximizing marketing impact and budget efficiency. Anthony details how he …
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Searching for a Role in RevOps with Caterina Torres, Senior Revenue Operations Manager at Weights & Biases
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38:27
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38:27
In 2020, Caterina Torres and her team at Zoom implemented a lead management program that went live just weeks before the global pandemic sent the world home. This program allowed them to scale and manage the unprecedented volume of inbound requests. For their work, they were recognized with an OpsStars Award for Lead Management Program of the Year.…
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How to Help Sales Help You Help Them with Nicholas Lansberry, Go-To-Market Operations Manager at Expedient
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36:22
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 year…
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Enabling Efficient Growth with RevOps with Trent Allen, RevOps Manager of Automation and Systems at Maxio
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32:08
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…
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[Greatest Hits] Insights From the 2021 OpsStar of the Year with Raheel Alam, Senior Salesforce Administrator at Showpad
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28:15
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…
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[Greatest Hits] SDRs: The Connective Tissue Between Marketing and Sales with David Dulany, Founder and CEO of Tenbound
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34:10
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 d…
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[Greatest Hits] Cultivating Operations Talent with Ross Nibur, Director of Operations at Toast
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42:01
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…
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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
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36:36
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 …
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[Greatest Hits] How to Design and Ensure a Great Customer Experience with Sean Lane, VP of Field Operations at Drift
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30:35
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 t…
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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
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36:03
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.…
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[Greatest Hits] Using Account Intelligence to Become More Relevant to Your Buyers with Jon Miller, CMO at Demandbase
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34:26
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-…
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[Greatest Hits] Designing a Buyer-Centric Seller Experience with TJ Macke, former SVP of Strategy at Sapper Consulting
28:22
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28:22
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 experi…
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[Greatest Hits] Reimagining Marketing Operations to Amplify User Experience with Crissy Vetere-Saunders, CEO and Co-Founder of CS2 Marketing
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45:41
Crissy Vetere-Saunders is the CEO and Co-Founder of CS2 Marketing, an agency focused on the three P’s of digital marketing, people, processes, and performance. Crissy shares her insight on the evolution of the marketing operations role in a dynamic environment. Previously, she has held demand generation and senior marketing roles at Agri and Jive. …
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[Greatest Hits] Connecting Leads to Opportunities is Key to ABM Alignment with Kerry Cunningham, Research & Thought Leadership at 6sense
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38:33
Kerry is a Featured Thought Leader at Sales Assembly, the industry’s only Scale-as-a-Service platform that leads B2B tech companies on their journey to scale better, and a Product Marketer at 6sense, an account engagement platform that helps revenue teams identify and close more opportunities by putting the power of AI, big data, and machine learni…
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[Greatest Hits] Aligning Teams and Metrics for Long-Term Success with Joe McNeill, Chief Revenue Officer at Influ2
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26:55
In this episode, Rachael is joined by Joe McNeill, Chief Revenue Officer at Influ2. Joe is a B2B technology sales leader focused on client service delivery, employee empowerment, and robust revenue operations, positioning organizations to scale and grow. During his career, he has contributed to developing four rapidly growing tech firms, two of whi…
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[Greatest Hits] Perspectives on the Modern RevTech Stack with Evan Liang, CEO & Co-Founder at LeanData
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24:50
Evan Liang is the co-founder and CEO of LeanData. Evan founded LeanData in 2012 after managing a data-cleanup project at his last company and felt the pain of cleaning CRM data by hand. LeanData is a company now recognized as a modern revenue tech stack essential - certainly by its nearly 900 loyal customers, but also by Gartner - the largest analy…
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[Greatest Hits] The Dawn of a New Sales Era with Mary Shea, Global Innovation Evangelist at Outreach
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40:50
In this episode of the OpsStars podcast, Mary Shea, Global Innovation Evangelist at Outreach, joins Rachael to discuss how Outreach is breaking fresh ground in the digital sales management space. Outreach is the first and only sales execution platform that provides intelligent workflows, granular visibility, and achievable forecasts across the reve…
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