E169 - People, Scale and Innovation: the Three-Legged Stool of Successful Revenue Operations

In this episode of Tech Sales Insights, Randy Seidl is joined by Jim Delia, SVP of Global Revenue Operations at Workday, to discuss the critical components of successful Revenue Operations. The conversation covers core topics such as the three-legged stool of people, scale, and innovation. They delve into the importance of effective outbound sales strategies, leveraging AI, and optimizing tech stacks. Jim also shares insights from his career path, the importance of mentorship, and his passion for diversity, equity, and inclusion (DEI). An engaging conversation filled with practical advice for sales and RevOps professionals.

KEY TAKEAWAYS

• People as the Core of RevOps: The importance of having the right people in place, fostering a culture of innovation, and ensuring continuous growth and development within the team.
• Scaling Efficiently: Strategies for scaling operations, including global site strategies and balancing OPEX versus headcount.
• Innovation in RevOps: The role of AI and machine learning in transforming sales processes, particularly in B2B markets.
• Tech Stack Optimization: The need for simplifying and optimizing the tech stack to improve efficiency and productivity.
• The Future of B2B Sales: Insights into the evolving nature of B2B sales, the impact of digital transformation, and the increasing importance of data-driven decision-making.

QUOTES

• "When you wake up every morning, think about how you can make the sellers more productive."
• "RevOps is about orchestrating an infrastructure around the seller to make them successful."
• "AI is definitely a disruptor, especially in the down-market SMB and B2B segments."
• "The future of B2B sales will heavily rely on AI, machine learning, and innovative strategies to stay ahead."

Find out more about Jim Delia through the links below: https://www.linkedin.com/in/jimdelia/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.