It’s not often someone builds something so high-functioning that it’s worthy of an entire book, but the guests on this episode accomplished exactly that.Hillary Carpio and Travis Henry from Snowflake, the cloud data platform, are the authors of Busting Silos, which details how Snowflake unites sales and marketing to win its best customers. Uniting Sales and Marketing is a claim made by many, accomplished by few. But these two might’ve pulled it off.In our conversation, they teach me the right and wrong questions to be asking when it comes to attribution, we talk about how Snowflake is set up to empower people to make decisions, and how their ABM/SDR partnership 2-4x’d the meeting rate at the company.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel. You can also find Hillary and Travis's book here.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

Paul Shea, an expert in operational strategies, teams up with Chris Lowry, a seasoned professional in sales forecasting, to unpack the intricacies of accurate forecasting. They discuss the crawl-walk-run approach to building effective forecasting models and tackle the often tricky conversations between Sales and Operations. The duo also reflects on the vital balance of qualitative insights and quantitative data in dynamic markets, emphasizing the importance of clean data management and collaboration to achieve forecasts within 5% accuracy.

It's Q1. All of your plans for the new year have been out for a while. You’re off and running in this new Fiscal Year. But how are things going? Were you able to help your company quickly switch from Planning Mode to Execution Mode? That’s what this episode is all about. And the person to help the rest of us more successfully make that transition is Michael Heilmann. Michael spent the last 8 years building out the both the Sales and Sales Operations teams at Demandbase, where he saw explosive growth and most recently served as their VP of Worldwide Sales Operations. Today, Mike has his own consulting business, ScaledRev.In our conversation, Mike and I talk about the combination of Instructions and Calculations in a go-to-market machine, how leadership can set the tone for your transition into Execution, and why you’ve been setting your pipeline goals vs. quota wrong all along.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

Noah Marks, an experienced Operations Executive, shares insights on transitioning from growth to scale mode, importance of creativity in Operators, and the challenges of talent acquisition. He also discusses the significance of strategic thinking, personal development, and the key role of operations in driving business actions.

On today’s episode, we’re going to explore the relationship between Ops and Enablement and whether, wait for it, Enablement should actually report into a RevOps leader instead of being its own function.To help guide us through that conversation, we’re joined by Carlos Nouche, VP at Visualize, the global leader in implementing the ValueSelling Framework. Carlos has been in the enterprise software industry for 25 years and for the past 16 years, he’s been helping Visualize’s customers maximize their sales effectiveness.In our conversation, we talk about how Enablement teams should be structured to focus on alignment and outcomes, how to make enablement changes that actually stick, and what approach he uses with his clients to drive 2.75x higher ACVs.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!

I think earlier in my career, I just assumed that anybody with a "C" at the beginning of their title knew everything. They had all the answers. Of course, this is a preposterous thing to think, but that doesn’t mean that we don’t look to those C-level folks for answers to our questions. So how do the rest of us who might want to sit in one of those chairs someday prepare ourselves for that moment?On today’s episode, we’re lucky to be joined by someone who, over the course of 8 years, grew from the 17th employee to the CEO of a company. That someone is Cory Munchbach, now Chief Executive Officer at customer data platform BlueConic.In our conversation, Cory and I talk about the relationship between a CEO and a COO, the importance and vulnerability that comes with asking questions, and the traits that might hold operators back from being good CEOs themselves some day.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!

Scott Brinker, VP Platform Ecosystem at HubSpot and Marketing Technology expert, discusses the exponential growth of the marketing tech landscape and the importance of 'composability' in designing the modern tech stack. Topics include the hack-pack-stack approach, designing a tech stack for marketing, collaborative possibilities with composability, the role of AI in digital operations, and the future of marketing with generative AI.

Making the decision to go off on your own to build your own business is a daunting one. Social media would make you think that it’s all the rage right now to find small businesses, buy them, and then sit back and let the passive income roll in.But while there may be some exceptions to the rule, this isn’t the reality for most businesses. So I was wondering how this actually works in the real world?Our guest on this episode, Christi Loucks, is someone who can teach us. Christi is the CEO of Revenue Accelerator, a B2B Lead Gen Services company that creates and executes outbound sales motions for tech companies.In our conversation, we talk about the decision to take control of her own destiny, how she found and ultimately stepped into her new role as CEO, and why the pairing of a Dealmaker and a Visionary was ultimately what led to where she is today.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!

There are some teams called Revenue Operations, but when you pull the curtain just a little bit, it’s really just Sales Operations in disguise, maybe with some added responsibilities to other internal stakeholders.Revenue Operations is often viewed as the silver bullet to siloed decision-making and inconsistent data sources, but you can’t expect a perfectly cohesive operation simply by naming an organizational structure. If Sales is still the dominant voice in your Go-to-Market planning and execution, you’re missing out on the potential benefits of a truly cross-functional Revenue Operations group. We as Operators are uniquely positioned in our organizations to build, strengthen, and maintain these cross-functional relationships. We are the “central connectors” of our companies. So how do you develop the right types of relationships beyond Sales to pull this off? In this episode, we go function by function with all of the key internal customers outside of Sales to find out.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!

It’s so easy to get used to the echo chamber of B2B Tech Companies selling to other B2B Tech Companies. You learn a certain way of doing things, and you sell to people and companies that are just like your own.But what if some of your typical tactics don’t work on a different type of customer? On this episode, we explore a different buyer altogether in the world of Education Technology. Our guides to EdTech are Rachel Jordan and Laurence Hall from TeachFX, a tool that captures and analyzes teachers' classroom instruction and surfaces insights about talk time patterns and instructional feedback. Rachel is the Head of Marketing and Laurence is the Head of Sales, and together they’re crafting their own go-to-market approach in the EdTech space.In our conversation, we talk about what it means to be Mission to Mission instead of B2B, we outline how they fight the tendency to go whale hunting, and how it’s actually easy to find unicorns when you know where all the unicorns hang out.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!