GTM Science - A show for GTM and RevOps leaders

In this episode of The RevOps Corner, our host Eddie Reynolds sits down with none other than John Barrows, CEO of JB Sales and professional sales trainer to some of the biggest B2B brands in the world. John shares his methods for successful outbound, focusing on how to operationalize the outbound process for B2B SaaS companies in 2024. This episode is filled with practical advice for sales operations professionals on building a process that targets the right prospects, at the right time, with well-structured messaging and personalization. 00:00 Introduction 00:56 How Outbound is Changing 07:08 Importance of the Learning Process 10:50 It Starts with the ICP 17:07 Segmenting Your Prospects 25:17 The Holy Grail of Prospecting 29:55 What Are Sales Triggers 38:27 The Optimal Outbound Process 41:43 Tailored,Targeted, and Templated Messaging 47:44 RevOps Role in Optimizing Outbound _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this crossover episode with RevOps Lab, hosts Philip and Janis interview USC Founder Eddie Reynolds on the intricacies of executing a successful customer success motion. You'll learn about the importance of customer success and how RevOps can assist this key department – from implementing processes for onboarding to expansion and renewal. 00:00 Introduction 02:39 How do you define RevOps and what strategy does this mean for you? 04:46 What are the problems in customer success right now? 08:37 What are best practices in the onboarding-process? 14:18 What were the biggest changes in customer success in the last 12-18 months? 18:13 Is there a playbook to stay on track the whole year in the usage-process? 23:35 How do you do pipeline management for expansion of renewal-opportunities? 28:13 What else is important when thinking about customer success? 31:57 What does growth look like in the next couple of years? _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this crossover episode with The RevOps Review, host Jeff Ignacio interviews Union Square Consulting founder and CEO, Eddie Reynolds, about his journey from starting his first business at a young age to finding his passion in revenue operations. Eddie discusses his unique approach to B2B SaaS sales and highlights the importance of building a repeatable process. Eddie also shines a light on the current issues faced by companies that haven't yet developed a solid RevOps strategy. _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this episode of The RevOps Corner, our host Eddie Reynolds welcomes Tony Rodoni, Operating Partner at Bessemer Venture Partners and former Executive Vice President at Salesforce, to lay bare the nuances of building a sales team from when you're $10M in revenue to $100M. Tony discusses what he looks for when recruiting top-tier sales leaders and crafting revenue operations primed for explosive expansion, drawing from his tenure at Salesforce to the dynamic realm of Venture Capital. 00:00 Introduction and Today's Topic 03:38 How Sales Leaders Can Be Successful on Day One 13:00 Tony's Hope for Sales Managers 14:40 Operational Planning and Infrastructure 19:27 When Sales has Ineffective Leadership 24:48 Balancing Sales Skills and Operational Acumen 33:58 Adapting Strategies from Large Corps to Startups 50:49 The Kind of Sales Leadership Scale-Ups Need to Hire 53:59 Closing Thoughts _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this episode of The RevOps Corner, Kerry Cunningham, research and thought leadership expert at 6sense, joins host Eddie Reynolds to discuss the concept of Dark Funnel Attribution. He shares key insights from the 2023 6ense B2B Buyer Experience Report and explores the challenges B2B SaaS companies face as they attempt to understand where their buyers are originating. With a deep dive into the buyer experience, including an examination of intent data and AI's role in analyzing it, you'll leave with valuable advice and strategies for improving your go-to-market approach. 00:03 Introduction and Today's Topic 04:38 Defining the Dark Funnel 07:00 The Importance of Anonymous Traffic 12:30 Getting Deeper Attribution Insights 19:49 How Buying Teams Make Decisions 24:18 What AI Can Do For Attribution 32:38 The Importance of Knowing Your Audience 38:23 Capturing and Acting on Buyer Intent Data 45:08 How the Best BDRs Increase Revenue 49:23 Conclusion: The Future of B2B Marketing _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this crossover episode with Converge Coffee, host Sean Sullivan chats with Union Square Consulting founder and CEO, Eddie Reynolds, about intertwining strategy, processes, and tech to improve customer retention and expansion. You'll learn about: - The vital metrics for customer success based on Eddie's experience at Salesforce - Why startups can have a better playbook than billion dollar competitors - How optimizing sales can translate into optimizing Customer Success - And more! _____________________________________________________________________STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

Why do some startups become billion dollar companies while others fail? What makes the key difference? Pablo Dominguez is an Operating Partner at VC Firm Insight Partners and runs the team that coaches their portfolio companies on better Go To Market Strategy and Process. He and his colleague, Matthew May, recently published the book "What A Unicorn Knows" sharing many of the secrets they've learned in helping to build billion dollar companies. In this episode we dive in to learn some of those secrets and share tactical tips those of us in Revenue Operations can take away to improve our companies. _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

Getting new customers today is 10X harder than keeping the ones we have. To expand business, we must focus on increasing the satisfaction of our current customers. By doing so, we can not only retain them but also create growth opportunities. In this exciting episode of RevOps, host Eddie Reynolds and guest Joel Arnold share powerful insights on customer retention in today's economy. Join them as they discuss essential best practices in revenue operations, focusing on the early stages of customer relationships. Learn how to set a strong foundation, create a seamless handoff, and maintain momentum throughout the customer journey. Don't miss this opportunity to transform your customer retention strategy and drive growth for your business! To signup for all future events, click here This episode was recorded April 5, 2023 _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In an special crossover episode of RevOps Corner, Lee Bierton, the Head of Marketing at Ebsta, and Eddie Reynolds, the CEO and Founder of Union Square Consulting, engage in a candid conversation on optimizing revenue efficiency, identifying and fixing leaks in the sales funnel, streamlining revenue processes, and several other related topics. Both Lee and Eddie share their unique insights and experiences, making this crossover episode a valuable resource for anyone looking to improve their company's revenue generation and grow their business. _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this episode of RevOps Live, Joel Arnold (VP of Revenue Operations at Union Square Consulting) and Eddie Reynolds (Founder & CEO at Union Square Consulting) dive deeper into the Revenue Efficiency Pyramid and cover marketing. They talk about the foundational elements every B2B SaaS company needs to align sales and marketing and have an efficient Revenue Engine. If you found value in episode #15 "The RevOps Pyramid of Peak Efficiency" than you will certainly want to listen to this one. To signup for all future events, click here. This episode was recorded March 29th, 2023 _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok