Live Better. Sell Better.

Leverage Ops to Scale, Optimize & Strategize with Rachel Nazhand

Jun 8, 2022

Rachel Nazhand, a 4x startup operator and BizOps/RevOps Evangelist, discusses leveraging ops to scale a business, aligning goals with practical steps, and the advantages of BizOps in various growth stages. She emphasizes the importance of empathy, data insights, and hiring strategically for operational effectiveness. Rachel also shares advice for sales leaders and operators on optimizing sales performance through operations.

35:25

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Episode guests

Rachel Nazhand

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Episode notes

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Quick takeaways

Operations are crucial for achieving company goals by providing a practical roadmap.

Engaging sales leaders in collaborative problem-solving enhances operational impact and strategic alignment.

Deep dives

Importance of Revenue Process Breakdowns

Breakdowns in the revenue process such as delayed deals, competition challenges, and unconverted leads hinder sales teams from reaching targets. Clary's revenue platform stands out for enabling leaders to control revenue and excel in diverse market conditions, emphasizing the need for meticulous attention without solely relying on intuition. By merging scientific and artistic sales aspects, Clary aids businesses in predicting revenue outcomes effectively.

Introduction

3min

Unlocking Business Operations for Strategic Growth

15min

Empathy-Building in Operations and Sales Collaboration

4min

Optimizing Sales Operations for Growth and Success

9min

Enhancing Sales Operations Through Empathy, Transparency, and Emotional Intelligence

3min

Embracing Emotional Intelligence for Personal Growth

2min

This episode of the Live Better Seller Better Podcast features Rachel Nazhand, 4x startup operator, BizOps and RevOps Evangelist, and Founder of Vice President in Residence. Almost every department has an ops component to it and Rachel shares how to leverage ops when the goal is to scale a business.

She discusses how operations can do this by aligning the goals to the practical and best steps to achieve those said goals. Rachel also talks about the advantages of BizOps in various stages of growth, from making the correct first hires to building a dedicated ops team to hiring specialists.

HIGHLIGHTS

Operations are the glue to achieving company goals
BizOps/RevOps provide the how to the what
Insights from the data and empathy to stay grounded
Leverage ops in various stages of growth
Advice to sales leaders and operators

QUOTES

Rachel: "Tell me what you're going for and I will give you an amazing way to accomplish it. Don't tell me that you need a dashboard. Tell me that you need your reps to know how they're pacing so that they can make an amazing decision on how to structure their day."

Rachel: "As an operator, I'm going to start thinking if that's really what's working for my top seller, is there a piece that I can replicate across the board for everyone? I've learned something new, I've built some empathy, I've figured out someone's secret sauce, now how can I start to sprinkle that out?"

Rachel: "In those early hires, give them as much visibility into the full life cycle as possible. The more that you are building a customer-centric experience, the better your results are on the other side. Nothing crushes a prospect's soul faster than having to tell their story 10 times, pre-sale, post-sale, etc."

Rachel: "Get really comfortable dumping all of your problems on the table and letting your operators help you figure out how to attack them. If you come to me with these one-offs, I might not be able to pick up on themes and I might not be able to support you. You give me all 15 of your problems at once, I'll show you that 3 of them are actually the same thing."

You can find out more about Rachel in the link below: