The Revenue Lounge

Hosted by Abhijeet Vijayvergiya

Ep #1: Navigating the Downturn with a Hyperfocus on Productivity

The mantra of “growth at all costs” that defined the last decade of business expansion is dead. This downturn has forced revenue leaders to look at more sustainable ways to conduct business that can withstand any turbulent tides that might arise in the future. The new mantra is achieving “productivity at all costs.” This episode covers how this productivity can be achieved to shock-proof revenue generation for businesses. And what are the elements that are a necessary pre-requisite to successfully deploy the “productivity at all costs” mantra. The guest for this session is Rosalyn Santa Elena. Rosalyn is an advisor to several high-growth start-ups on all things GTM and Operations, an active leader of Revenue operations in multiple communities and platforms, and the founder of OpsTherapy. She is also the…

Hosted by Abhijeet Vijayvergiya

Ep #2: How to Win in Times of Uncertainty

2020 affected businesses and altered the way we work. The pandemic is still not completely over, and the economy is currently undergoing one of the most challenging downturns. We are seeing massive layoffs, investor skepticism and other cost-cutting initiatives across the tech industry. Seems like uncertainties have been the only constant. How can business leaders prepare prevent themselves from such shocks? Our guest today can help us find some answers. Ben Stroup is the Chief Growth Architect and President at Velocity Strategy Solutions where he helps leaders design, develop, and deploy smarter business growth strategies. Ben is a data champion who assists leaders in bridging the gap between ideas, innovation, and revenue—taking ideas from mind to market. He is also the author of the book “Master the Pivot: How to…

Hosted by Abhijeet Vijayvergiya

Ep #3: Using Activity Data to Drive Sales Productivity

Capturing seller activities can be Achilles’ heel. Adding more admin work on the rep’s plate and not having any meaningful impact on actual sales motion ends up helping no one. So how can leaders do it right? This podcast highlights how sales operations leaders can effectively measure sales productivity through sales activity tracking. Tracking seller activity plays a crucial role in understanding the productivity levels of sellers for managers and sales leaders. We have Michael Parry, head of sales operations at Observe.ai, who will help us answer some questions around how tracking seller activity the right way can help in generating more revenue. Tune in to learn more.

Hosted by Abhijeet Vijayvergiya

Ep #4: Creating a Successful RevOps Roadmap

More than half of chief sales officers are executing or considering developing a RevOps function in their organization. There have been several studies that have proven the impact a RevOps model can have in aligning teams and driving predictable revenue. But where does one start? What is the first step? We’d like to cover some basics to help those who are just starting out. Let’s hear it from our guest – Briana Yarborough. Counted as one of the top RevOps leaders of 2022, Briana serves as an advisor and an executive leader for several high-growth start-ups. She is a speaker, educator, and mentor, with proven success in helping start-ups scale. She has over 15 years of expertise and her core specialties include driving predictable revenue growth, tech stack augmentation &…

Hosted by Abhijeet Vijayvergiya

Ep #5: Using RevOps to Help Reps Succeed

Sales is getting tougher by the day. Reps are finding it hard to close deals in the midst of massive competition, digital buying, and crunched budgets right now due to a downturn. 87% of them are feeling burned out from work (Gartner CSO survey 2022). Sales quota attainment rates continue to dwindle. This is despite a massive proliferation of sales tools in the market that come with the promise of enabling reps to crush their quotas. RevOps comes in with a lot of hope in simplifying sales for reps. What are the broad areas in which RevOps enable sales reps to perform better? Our guest Eddie Reynolds will help us answer some of these questions in this podcast. Counted among the top RevOps leaders, Eddie has spent the last 20…

Hosted by Abhijeet Vijayvergiya

Ep #6: Building a GTM Data Governance Framework

Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their annual revenue. Clean, reliable and trustworthy data is the key to making GTM efforts successful. The significance of clean & unified data increases even more as organizations scale and add more tools to their revenue tech stack. But how can RevOps teams carry out this critical system audit? This episode discusses data integrity and its significance in running a tight GTM ship. We have Asia Corbett, Senior Revenue Operations Manager at Bread Financial to guide us through this topic. She is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines. Let’s hear…

Hosted by Abhijeet Vijayvergiya

Ep #7: Orchestrating Siloed Data to Drive Business Decisions

Data inefficiencies continue to plague organizations. Inaccurate, stale and missing data have made companies lose as high as 30% of their annual revenue. Clean, reliable and trustworthy data is the key to making GTM efforts successful. And having a single source of truth for data to keep all cross-departments aligned on similar revenue goals is key to making revenue operations a successful function.  But how can RevOps teams carry out this critical data orchestration? We have Mahesh Kumar, Senior RevOps leader at AppViewX to guide us through this topic. Mahesh is one of the top leaders in the Revenue operations space and has helped several RevOps teams break data silos and run predictable and repeatable revenue engines. Let’s hear it from him! Want to learn more about Nektar? Talk to…

Hosted by Abhijeet Vijayvergiya

Ep #8: Setting Up a RevOps Team From Scratch

This episode is an attempt to uncover the A-Z of setting up a revenue operations team from scratch. It answers questions like: When is the best time to build RevOps in an organization? What are those first steps? How do you go from that first step to implementing a RevOps function and start deriving value from it? Demar Amacker helps unravel these mysteries as the guest in this episode. He is an organizational thought leader in the field of business operations and sales strategy. His expertise lies in successfully managing strategic operational processes, monitoring and managing project effectiveness, and leveraging internal systems to drive improved efficiency and elevated performance. Let’s hear it from him! Want to learn more about Nektar? Talk to our team – https://bit.ly/3zyCmlU

Hosted by Abhijeet Vijayvergiya

Ep #9: Navigating the Sales Tech Landscape

Extracting value from a sales tech stack continues to be a frustrating challenge for revenue leaders. The market has a plethora of tools spread across a number of categories. How do you select the best tools for your tech stack? How can you ensure you’ll derive value from this investment? Our guest today will help us decode some of these mysteries around sales tech stack. We have Caroline Holt with us who is a sales tech enthusiast and expert. She has been a star sales performer – generating nearly $8M in revenue across 5 years of direct sales. She gets both the direct sales and sales coaching/enablement world intimately. She is a top-notch sales professional who is passionate about sales enablement, training, and reducing friction in the sales process. Let’s…

Hosted by Abhijeet Vijayvergiya

Ep #10: Setting Up RevOps at a Startup

RevOps now has a seat at the table. Even if you are a seed stage company, it’s not too early to think about setting up a RevOps function. But how do you start? What is that first step to take? And who even takes responsibility for this? Let’s hear from someone who has been there and done that. We have Jen Bergren, who has been the Head of Operations at Remotish – a Hubspot Revops and Webops agency. She was one of the first hires at Remotish and has set up processes and systems from scratch since then. We will hear her perspective on what her experience has been like in starting a RevOps function at a start-up, her learnings and advise for something in a similar role. Want to…

Hosted by Abhijeet Vijayvergiya

Ep #11: Components of a Modern Sales Tech Stack

Over the last five years or so the sales tech market has exploded, with a rising number of tools getting added to the already crowded market. There’s just so much tech out there that it can be an overwhelming experience for any buyer. While there is this proliferation of sales tools that we are seeing across the tech stack, the reality is half of the sales teams fail to see user adoption and a clear ROI from these investments. According to a recent survey of 330 sales professionals, 86% of reps get confused about which tool to use for which task. 82% of sales leaders say that trying to get reps to use the provided sales tools feels like a second job. So what components should we look at in…

Hosted by Abhijeet Vijayvergiya

Ep #12: Aligning Cross-Functional Teams to Deliver Excellent Customer Experience

Driving revenue is no longer just the responsibility of sales. Revenue generation is like a relay – where sales, marketing, and customer success teams have to work towards common goals – and be completely aligned in this pursuit. Several advantages of this cross-functional alignment include improved customer experience, higher productivity among teams, better utilization of tech stack, and improved data usage. But in reality, how aligned are these teams? Research says not so much. Only 29% of business leaders, for instance, said that their teams are fully aligned toward achieving common revenue goals. Without alignment, a lot of opportunities to generate revenue are missed. The budgets, time, and effort of these teams get wasted, leading to revenue leakage across the customer journey. The good news is that most companies are…

Hosted by Abhijeet Vijayvergiya

Ep #13: Driving RevOps Growth With Contact Data

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