The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded. That's why for this week's episode, we're throwing it back to an early guest on our show with sales enablement expert and Spekit Co-Founder and CEO, Melanie Fellay. Melanie and Sean go deep on measuring the ROI of different enablement tools, the reality of tool exhaustion, and the important distinction between change management and change enablement. Melanie also tells Sean why her former boss telling her they were getting rid of Salesforce led her to starting her own company.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Melanie on Twitter @Seany_Biz, @melfellay, and @DriftPodcasts.

There is plenty of content out there about optimizing the customer journey or designing ideal user experiences. But for Operations teams, we have to not only consider our external customers, but our internal ones as well.On this episode, we speak with Maor Ezer, the SVP of Global Marketing at WalkMe, who spends every day thinking about those internal customers and more specifically, what he calls, the employee user experience.In our conversation, Maor explains the emergence of the employee user experience, we break down the triangle of players inside companies designing that experience, and why the ROI of digital transformation is all about the outcomes you might not have been looking for at first.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

Revenue teams, and specifically Revenue Operations teams, are responsible for a lot.We recently talked to someone, though, who has a really smart and refreshing approach to putting the right processes and guardrails in place to help revenue teams to, as he puts it, "run revenue."That someone and our guest today is Kyle Coleman, the SVP of Marketing at Clari, the revenue platform that helps teams get total visibility into their business.In our conversation, Kyle teaches me about everything that goes into “running revenue. We talk about what it means to be a "revenue-critical employee," and why Kyle's marketing team is goaled on metrics you probably haven’t seen in a marketing team before.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

When someone new is hired at your hypergrowth company, territories are not magically assigned, commission plans are not automatically shipped. There are Operators behind the scenes making this magic happen. New hires, promotions, exits – they all require a unique series of steps to execute seamlessly all while considering the ripple effects of those transitions.Our guest on this episode is someone who has mastered the art of these personnel transitions, Phoebe Farber, the Director of Sales Operations at Reprise.In our conversation, Phoebe and I break down an Operations team’s role in personnel transitions, the importance of empathy and discretion in sensitive situations, and why her legendary checklists have no less than 15 items per transition.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

If you look around your company today, it probably wouldn’t be hard to find people who had an idea or an opinion about how to make your sales process better. Everyone has one. Everyone has ten.Ideas are easy. Testing hypotheses, experimenting, and validating those ideas is much harder. On this episode, we’re going to break down a sales science experiment with the chemist who put it together, Kyle Bastien. Kyle is the VP of Sales Readiness at Drift, and in the past year, he launched something at Drift that is now known as Sales Lab. In our conversation, we talk about the genesis of the group he brought together, how we went about prioritizing the laundry list of “shovel-ready projects” he found across the company, and why he believes your company needs an engine of Innovation to stay relevant.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

Operators are constant learners. We seek out new things, we aim to understand the "why" behind what’s happening around us. So what does it look like for an Operator to be dropped into a completely new industry, with new prospective customers?That’s what we explore on this episode with our guest, Rebecca Silverstein, the Director of Revenue Operations at Brightlag.In our conversation, Rebecca teaches us about the emerging function that is Legal Ops and its similarities to RevOps’ growth trajectory, we talk about what it looks like to learn a new industry from scratch, and why her experiences as both an SDR Manager and an actual SDR were her unfair advantages when she joined Brightflag.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

Ten years ago, I joined a newly-formed Fellowship program called Venture for America, a non-profit that takes recent grads and trains them as entrepreneurs to work at start-ups in lower-cost cities like Detroit, New Orleans, Cleveland, and Providence.The Chief Operating Officer of the startup that was VFA, and our guest today, is Eileen Lee. Following six years running VFA, Eileen is once again putting her community-building chops to work as the co-founder of The Lola, a physical workspace and digital community for women.In our conversation, Eileen teaches me about what it means to be a community builder, how she was initially wrong about The Lola’s target audience, and why the Start, Stop, Continue exercise is undefeated in surfacing the best ideas.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

Turn on the news, read a financial advice column, or just click refresh on LinkedIn and you’ll be bombarded with stories of layoffs, venture capital investments drying up, and companies tightening their belts.So what does it mean to be a hypergrowth company in the midst of a market shift like this? And how do CEOs think about important themes like efficiency and productivity during this time?To figure that out, we spoke with Sharad Verma, the Co-Founder and CEO of Boostup, a revenue forecasting and intelligence platform.In our conversation, Sharad and I talk about how a CEOs are reacting to this new market environment, what it means to be financially disciplined, and why he believes scarcity will drive resourcefulness during this time.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.

When we first started this show, there was one podcast out there about Operations that people told us we should check out. That podcast is called “Second in Command."The host of that podcast and our guest today is Cameron Herold. In addition to his podcast duties, Cameron is the founder of the COO Alliance, the former COO of 1-800-GOT-JUNK, a keynote speaker, author, and one of the foremost thinkers and leaders on the work of COOs and their relationship with CEOs.In our conversation, Cameron and I talk about the 8 core areas that a COO should be measured on, how Operations teams can execute a company’s Vivid Vision, and why his team’s stand-up meetings were religiously scheduled from 10:55am to 11:02am.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Cameron on Twitter @Seany_Biz @CameronHerold @DriftPodcasts

Everyone wants to say that they have a Revenue Operations team these days. Companies that didn’t have the function in recent years are suddenly scrambling to get on board this wave and staff up with the hot new thing that is RevOps. So where does that leave the market? What are the ripple effects on both hiring managers and the candidates for RevOps and SalesOps type roles? To answer these questions, we turned to someone who isn’t new to this trendy movement, but rather someone who has worked in Operations for more than a decade: Anu Krishnakumar. Anu is the SVP of Global Sales Operations, Enablement & Development at SmartBear. Over the course of his 9 year tenure at Smartbear, Anu has risen through the ranks from AE to Customer Success to Biz Ops and beyond.In our conversation, we talk about the mistakes he sees companies making that are new to hiring for Ops, we break down the real ramp times of new Operations hires on your team, and we dip our toe in the water on a potential alternative to your staffing woes, hiring offshore.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts.