GTM Science - A show for GTM and RevOps leaders

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

In this episode of RevOps Live, Eddie Reynolds, Founder & CEO of a Union Square Consulting, sits down with Joel Arnold, VP of Revenue Operations to discuss how they tripled sales efficiency during an economic downturn. Joel shares his story of how he was able to balance his company's revenue engine, increase production per rep, and boost overall bookings. The two also discuss the importance of not letting a crisis go to waste, citing a Harvard Business Review case study that showed companies who cut costs carefully were able to come out of the 2008 financial crisis stronger than their competitors. They also touch on the importance of engaging leadership and changing their views over time, as well as starting with metrics and capacity models to identify bottlenecks and inefficiencies in the revenue engine. If you're looking to weather a downturn and improve your revenue operations, this episode is a must-listen! To signup for all future events, click here. This episode was recorded live on March 22, 2023 _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this episode of RevOps Live, host Eddie Reynolds (Founder & CEO) joined by Joel Arnold (VP of RevOps) breakdown essential knowledge for achieving sales and marketing alignment more efficiently. The discussion also covers a broad range of topics, including the way people buy, the importance of trust and validation in purchasing decisions, and the impact of technology on sales and marketing. They also emphasize the need to focus on marketing fundamentals and small tactics that can have a big impact. Ready to gain some valuable knowledge?  To signup for all future events, click here. This episode was recorded live on March 8th, 2023 _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok

In this weeks addition of RevOps Live #20 we reveal the REAL return on investment (ROI) of RevOps. Discover why you can't win in the long run without RevOps and how it should focus on enterprise value, not just revenue growth. Don't miss out on this eye-opening discussion with Joel Arnold, our VP of RevOps. To signup for all future events, click here. This episode was recorded February 23rd, 2023 _____________________________________________________________________ STRATEGIC REVENUE OPERATIONS AS A SERVICE ● Website ● LinkedIn ● TikTok