Account Management Secrets Why RevOps Should Scare You Less | EP63
Nov 14, 2025
Mallory Lee, VP of Revenue Operations at PhoneBurner, shares her expertise on simplifying systems for better growth. She discusses the decision to switch from Salesforce to HubSpot, unlocking faster growth and cleaner data. Mallory's SEC framework—Simple, Effective, Confident—guides her strategies for unifying sales and account management. The conversation highlights the importance of treating post-sales with the same urgency as new business, and explores how AI can streamline RevOps, enhancing efficiency and accuracy in data.
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Rebuilding The CRM From Scratch
- Mallory Lee tore out a decade of Salesforce technical debt and migrated PhoneBurner to HubSpot in about 90 days.
- She purposely avoided copying old Salesforce designs to reimagine and simplify the CRM for the team.
Use The SEC Framework
- Apply the SEC framework: Simple, Effective, Confident to every RevOps change.
- Prioritize fewer clicks and standardized flows to save time and reduce errors.
Grouped Account Object Fixes Revenue Visibility
- Mallory created a custom PhoneBurner account object in HubSpot to group contacts and show true revenue.
- This replaced working on isolated contacts and clarified who belongs to each organization.