Dan Thompson

RevOps vs. SalesOps: What’s the Difference?

RevOps and SalesOps are two different processes used to optimize the revenue cycle and the sales process, respectively. This article outlines the key differences between the two and how they can help businesses achieve their financial goals.

Dan Thompson

January 27, 2021

A Complete Guide: What is Revenue Operations (RevOps)?

Revenue Operations, or “RevOps” for short, is a relatively new concept in the business world. While it may sound like another buzzword, it represents a new way of thinking about how businesses generate revenue.

Dan Thompson

January 27, 2021

what makes a great VP of Sales! Jack Sebbag

Jack Sebbag, highlights the importance of a leader having a personality that understands the different personalities on their team. Being able to adapt, so the team can also be successful

Dan Thompson

January 27, 2021

Choice of Metrics used for the Revenue Team, Todd White

Todd White, is a big believer that if he wants to predict or understand what’s going to be happening in the next quarter, he can understand what the deal velocity is going to be based off the lead sources!

Dan Thompson

January 27, 2021

‘What defines an A-player’, Matt Mallette

Matt Mallette, highlights the importance to coach not manage! Matt talks about ‘A players are like ducks’, the duck is floating along the water but their webbed feet are moving a mile a minute always looking for new opportunities

Dan Thompson

January 27, 2021

Metrics, Daniel Garbuglio

Daniel Garbuglio, discusses how he broke down the metrics into three different phases of the sales firm

Dan Thompson

January 27, 2021

The Importance of Metrics for a Business, Thejo Kote

Thejo Kote, believes that as you scale, you no longer only rely on the vision. It's important to build confidence in how you will execute in the future!

Dan Thompson

January 27, 2021

Structure, Tim Hurst

Tim Hurst believes that aligning a team is key!

Dan Thompson

January 27, 2021

Net Revenue Retention, Paul Lucherini

Paul Lucherini, discusses the importance of understanding the balance of growing customer revenue, But also how much you can afford to lose!

Dan Thompson

January 27, 2021

The Importance of Net Revenue Retention within SaaS, Fraser Hopper

Fraser Hopper, believes when a business has it’s Net Retention sorted, it leads to new business growth

Dan Thompson

January 27, 2021

Kickstarting his Career, Abhijeet Vijayvergiya

Abhijeet Vijayvergiya, highlights, to be a good leader you need to encourage great work and life integration, and successfully align this globally

Dan Thompson

January 27, 2021

Forecasting, Mike Brouwer

Mike Brouwer, believes it’s important to build trust and authentic relationships and to be transparent when discussing forecasting

Dan Thompson

January 27, 2021

Leadership and what he’s learnt in the role, Chris Harl

Chris Harl, discusses what ‘coaching comes down too’. The key being to understand the client's business, not just aiming to close the deal!

Dan Thompson

January 27, 2021

Leadership Philosophy and how that affects the business, Paul Sulisz

Paul Sulisz, highlights the importance of acknowledging the wins, but then focusing on the next task

Dan Thompson

January 27, 2021

what makes a great sales manager, Mark Richter

Mark Richter, believes the best tonic in sales is success! That's what salespeople gravitate to and a great way to lead your team

Dan Thompson

January 27, 2021

Learning from mistakes & Growth, Drew Fortin

Drew Fortin, emphasises the importance of admitting you made a mistake and that it’s ok to ask for help! It’s all about empowering your employees

Dan Thompson

January 27, 2021

What defines an A-player, Bryan Bishop

Bryan Bishop, highlights the importance of consistency! He believes that is the key to sales and in turn a great A-player

Dan Thompson

January 27, 2021

The most important things to be achieved from forecasting, Taylor Pierce

Taylor Pierce, highlights the three key things he wants to achieve from forecasting; Insight, Validation and Signal into the mood of the sales organisation!

Dan Thompson

January 27, 2021

What defines an A-player via metrics, Ang McManamon

Ang McManamon, believes A' players know they'll do better if the team does better!

Dan Thompson

January 27, 2021

The template for an A-Player, Joe Seiorse

Joe Seiorse, Head Of Enterprise & Live at Groupon, explains how A players analyse and critic themselves even when they're doing well. They always look to be better!

Dan Thompson

January 27, 2021

Alignment within Rev Ops, Emme Thacher

Emme Thacher, Director of Revenue Operations at HealthJoy, explains how alignment is the hardest thing for rev ops! Rev ops can look different based on company size and structure

Dan Thompson

January 27, 2021

Leadership Approaches, Dustin Deno

Dustin Deno, CRO at Affinity.co, explains his 4 key leadership approaches. These approaches have guided how Dustin thinks about most areas of the business

Dan Thompson

January 27, 2021

Alignment within Rev Ops, Emme Thatcher

Emme Thatcher, Director of Revenue Operations at HealthJoy, explains how alignment is the hardest thing for rev ops! Rev ops can look different based on company size and structure

Dan Thompson

January 27, 2021

Strategy and Sales Enablement, Lou Salfi

Lou Salfi, Chief Revenue Officer at Nylas, explains the most important thing to be aware of in hypergrowth SaaS companies is being predictable. Lou forecasts two quarters ahead, if you see a trendline you don't like - identify why, and how to mitigate this for quarters to come

Dan Thompson

January 27, 2021

What makes a great VP of Sales! Rob Pryce

Rob Pryce, Chief Revenue Officer at Xtremepush, discusses the importance of leaders understanding the different cultures within organisaions. Ensuring as a leader, they fit that organisation

Dan Thompson

January 27, 2021

Measuring the success of metrics and How to ensure they are being measured effectively, Mark Dean

Mark Dean, Chief Sales and Strategy Officer at LegalBreeze, highlights the importance of assessing the behaviour said metrics are driving. The metrics need to be driving the right outcomes for the business

Dan Thompson

January 27, 2021

cultures within organisations, Michel Araujo

Michel Araujo, Sales Vice President - Caribbean and Latin America at Infovista, highlights the impact COVID had on Brazilian culture, and the importance of adapting to changes to suit the organisation!

Dan Thompson

January 27, 2021

What it takes to be an A-Player, Marco Rosso

Marco Rosso, Director of Client Outcomes at CloudBeds, discusses how being an A-player depends on conversion. He believes there’s more to being an A-player than bringing in the most amount of sales

Dan Thompson

January 27, 2021

Building a Culture as a CEO, Ganesh Shankar

Ganesh Shankar, CEO and Co-Founder at RFPIO, highlights the organisation’s key approach of ensuring the majority of employees are benefitted in decisions that are made

Dan Thompson

January 27, 2021

Onboarding and Gaining Visibility as a manager when working remotely, Tim Van Hattem

Tim Van Hattem, EVP Enterprise at Sana Commerce, discusses what remote onboarding means for a manager. Checking in often and making time is key

Dan Thompson

January 27, 2021

Cultural Identity in a growing organisation, Michiel Schipperus

Michiel Schipperus, CEO at Sana Commere, discusses how there's two sides to a business, with culture being such a huge part of the people side

Dan Thompson

January 27, 2021

Leadership Philosophy and Keeping Up Morale, Tom Clayton

Tom Clayton, COO at Peek, discusses the struggles of transitioning from managing teams on the same sales floor to management in a remote environment Working remotely you lose that same accelerated growth curve

Dan Thompson

January 27, 2021

Leadership and Selling, Jeff Austin

Jeff Austin, VP of Revenue Operations at Stackline, explains there’s a fine balance the business should play in taking a step back and thinking about the seller's perspective

Dan Thompson

January 27, 2021

Personality when working in challenging professions, Chris Heard

Chris Heard, CEO & Co-founder at Olive, Chris discusses the importance of having a strong inner circle of friends and family when being a founder and a CEO. How support really helps through the tough times!

Dan Thompson

January 27, 2021

Measuring Success, Danielle Marquis

Danielle Marquis, VP Revenue Operations at Zappi, explains how having a whole company build their visions around a strategy is a great way to create alignment

Dan Thompson

January 27, 2021

Visibility between teams within an organisation, Rebecca Grimes

Rebecca Grimes, CRO at Ruby, discusses the importance of visible OKR’s throughout an organisation

Dan Thompson

January 27, 2021

Generational Understanding within businesses, Farooq Robinson

Farooq Robinson, Vice President of Business Development at Suzy, believes the same mistakes of misunderstanding millennials is happening with Gen Z. Aligning Gen Z’s priorities to make them feel heard is important to encourage better work!

Dan Thompson

January 27, 2021

Being a Founder of a company, Kevin O'Brien

Kevin O'Brien, CEO and Founder of GreatHorn, highlights the importance of leading with compassion within an organisation. Ensuring employees feel their contributions are recognised

Dan Thompson

January 27, 2021

Leadership Process, Phil Russell

Phil Russel, SVP, Sales Growth at GenesisGlobal, discusses the introduction of partners into the business, to improve understanding of how to make better decisions for the company!

Dan Thompson

January 27, 2021

Relationships and Partnerships, Jacobia Solomon

Jacobia Solomon, CEO at Siemens Logistics, discusses the importance of having a mission in mind. A business is not built on transactions, it’s built on relationships.

Dan Thompson

January 27, 2021

Forecasting Methods, Chris Jones

Chris Jones, CRO, Head of Global Field Operations, believes you need a proper Sales Playbook and qualification tool, clear forecasting definitions and business rigour for a successful forecasting method

Dan Thompson

January 27, 2021

The ‘Why?’ behind being a sales leader, Nick Buxton

Nick Buxton, Fractional Head of Sales at Sama and Buzz Radar, discusses the 'Why?' behind being a sales leader

Dan Thompson

January 27, 2021

The use of metrics to track progress, Matt Miner

Matt Miner, Area VP at Komodo Health, discusses the difficulty of control in large enterprise SaaS. But being able to control what you can within the business to never be the ‘blocker’

Dan Thompson

January 27, 2021

Future changes within revenue operations, leore Spira

Leore Spira, Head of Revenue Operations at Buildots, discusses how in 5 years revenue operations will become a team effort, with other organisational operations

Dan Thompson

January 27, 2021

Strategy, Jeff Harris

Jeff Harris, Chief Revenue Officer at OMG, explains the importance of everyone understanding the data and how it fits their role! “Sales is a team sport”

Dan Thompson

January 27, 2021

Leadership and His Role as VP of Sales, Tim Basa

Tim Basa, Former Vice President of Sales at AppSmart, highlights the importance of communication and clarity within a team. Creating both internal and external cohesiveness throughout your team and clients!

Dan Thompson

January 27, 2021

A Players: What Does it Take to be a Successful Rep? with Robert O'Beirne

Rob O'Beirne, Head of Sales at AhoyConnect, believes that you win or lose a deal in the discovery. Effective communication internally, to bring other people in

Dan Thompson

January 27, 2021

Driving Communication Between Revenue Teams, Sara Colton

Sara Colton, SVP, Revenue Operations at Relias, explains the criticality of both sales ops and revenue ops communicating and collaborating together

Dan Thompson

January 27, 2021

Workplace Culture, Pravesh Mistry

Pravesh Mistry, Chief Revenue Officer at Truework, believes a strong level of clarity is what makes a good culture!

Dan Thompson

January 27, 2021

Change & Communication, Anish Dave

Anish Dave, Former Director of Sales Operations at Couchbase, talks about chnage and communication within an orgnisation

Dan Thompson

January 27, 2021

A-Players vs. B-Players, Sherif Hassan

Sherif Hassan, Director of Sales at Re-Leased discusses the difference between an A-Player and a B-Player

Dan Thompson

January 27, 2021

Scaling with Predictability, Matt Palackdharry

Matt Palackdharry, Chief Strategy and Revenue Officer at TealBook discusses how to scale with predictability.

Dan Thompson

January 27, 2021

Measureing Metrics, Jonnie Cartmill

Johnnie Cartmill, Chief Sales Officer at Sendcloud talks about how each department's metrics feed into core company objectives

Dan Thompson

January 27, 2021

Revenue Interview: Carly Lehner

Carly Lehner, Head of Revenue Operations and Enablement at Andela explains how to level up.

Dan Thompson

January 27, 2021

Revenue Interview: Alexander Irschenberger

“I want to break down that taboo in the company. It should be as common to see a therapist, or whatever works for you, to support your mental health as it is going to the gym” Alexander Irschenberger, Director of Sales at Contractbook.

Dan Thompson

January 27, 2021

An Introduction to Revenue Operations

Learn why revenue operations has emerged as a key discipline for companies looking to deliver predictable, scalable revenue.

Dan Thompson

January 27, 2021

James Isilay, Cognism CEO, joins Kluster’s Board of Directors

Dan Thompson

January 27, 2021

Upskilling Reps, John Lorenc

John Lorenc, Vice President Sales Operations at PointClickCare, discusses upskilling reps.

Dan Thompson

January 27, 2021

Revenue Interview: Janet Turman at IntelePeer

“It's always important to have targets or goals with any metric” Janet Turman, Senior Director of Sales and Revenue Operations at IntelePeer.

Dan Thompson

January 27, 2021

Effective Forecasting, Olivia Donnell

Olivia Donnell, Senior Director, EMEA Channel Sales at StorageCraft Technology Corp, discusses Sales Leadership.

Dan Thompson

January 27, 2021

Revenue Interview: Andy Mowat at Gated

Andy Mowat, CEO at Gated has developed a product that only allows high-quality emails into the inbox. He stresses the real power of brand.

Dan Thompson

January 27, 2021

Pushing your Comfort Zone, Abhishek Jha

Abhishek Jha, Co-Founder & CEO at Elucidata, discusses his journey.

Dan Thompson

January 27, 2021

Strategic Selling, Eddie Baron

Eddie Baron, Director of Global Account Development at Zoomin, describes effective sales leadership.

Dan Thompson

January 27, 2021

Energy in Sales, Evan Santa

Evan Santa, VP of Sales at Commerce Bear, discusses effective leadership.

Dan Thompson

January 27, 2021

Revenue Interview: Sanjay Galal at SYSPRO

Sanjay Galal, Chief Financial Officer & Chief Revenue Officer APAC at SYSPRO, describes leading by action.

Dan Thompson

January 27, 2021

Process Rollout, Bryan Van Auken

Bryan Van Auken, Director of Revenue Operations at Service Express, discusses communication and process change.

Dan Thompson

January 27, 2021

Communication in Sales, Jason Rozenblat

Jason Rozenblat, Vice President of Strategic Accounts at CallRail, discusses leadership and communication.

Dan Thompson

January 27, 2021

Process and Execution, Naven KY

Naven KY, ​​Global Revenue Operations Manager at Chargebee, describes planning for success.

Dan Thompson

January 27, 2021

Success in Sales, Richard Smith

Richard Smith, Co-founder and VP of Sales at Refract, describes how to achieve sales success.

Dan Thompson

January 27, 2021

Effective Process Change, Craig Creuziger

Craig Creuziger, VP of Sales Ops at Mersive Technologies, explains his process philosophy.

Dan Thompson

January 27, 2021

Aligned Leadership, Bob Gibson

Bob Gibson, CRO at Jolt, discusses leadership and relationship building.

Dan Thompson

January 27, 2021

Sales Leadership, Nicola Atchison

Nicola Atchison, VP of Sales at Accruent, explains her thoughtful approach to sales leadership.

Dan Thompson

January 27, 2021

Driving Excellent Relationships, Jason Kaska

Jason Kaska, Global Director of Sales Operations at Sojern, explores good relationships between teams.

Dan Thompson

January 27, 2021

Self-Aware Leadership, Lou Bridda

Lou Bridda, VP of Enterprise Sales at Interact software, describes his leadership philosophy.

Dan Thompson

January 27, 2021

Creating High Achievers, Ross Morgan

Ross Morgan, Principal Sales Trainer at Conscious Selling, Inc., describes what makes a successful rep.

Dan Thompson

January 27, 2021

An Empathetic View of Processes, John Marcus III

John Marcus III, VP Global Revenue Operations at Digital.a, discusses process rollout.

Dan Thompson

January 27, 2021

Upskilling Reps with Andrew J Hahn

CRO and Thought Leader, Andrew J Hahn describes his optimistic leadership style.

Dan Thompson

January 27, 2021

Forecasting and Culture, Joe Marcin

Joe Marcin, Chief Revenue Officer at Kyriba, explains his thoughtful approach to forecasting.

Dan Thompson

January 27, 2021

Empathy in the Sales Process, Rowan Booth

Rowan Booth, Director of Revenue Operations at Vend, tells us about attaching empathy to the sales process.

Dan Thompson

January 27, 2021

Forecasting and Communication with Kyle Phillips

Kyle Phillips, Head of Operations at Fit Analytics, describes creating a responsive organisation.

Dan Thompson

January 27, 2021

People First Leadership with Joe Venuti

Joe Venuti, Vice President, Sales Development at UpKeep, describes his human-centric mentality.

Dan Thompson

January 27, 2021

The Key to Sales Leadership with Andrew Stankiewicz

Andrew Stankiewicz, VP of Sales North America at Sana Commerce, breaks down his winning leadership style.

Dan Thompson

January 27, 2021

An Aligned Organisation, Wayne Milano

Wayne Milano, Vice President, Go-To-Market Strategy; Revenue at Immuta, describes joining cross divisions.

Dan Thompson

January 27, 2021

Revenue Interview: Matt Feodoroff at Sprinklr

Matt Feodoroff, Director of Sales, Global Strategic Accounts at Sprinklr, explains his fascinating approach to Sales Leadership.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Shantanu Shekhar at Nitro, Inc.

Shantanu Shekhar, Senior Director, Revenue Operations at Nitro, Inc, discusses the relationship between metrics and change management.

Dan Thompson

January 27, 2021

Revenue Interview: Tanya Grypachevskaya at Affise

Tanya Grypachevskaya, Chief Revenue Officer at Affise, explains her unique approach to strategy and tactics.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Ian Jenkins at Cognite AS

Ian Jenkins, VP, Global Sales Operations at Cognite, explains his innovative approach to alignment.

Dan Thompson

January 27, 2021

Revenue Interview: Mark Dunahoo at Mineral

Mark Dunahoo, Vice President of Sales at Mineral, describes finding success through operational areas.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Dan Brayton at Iterable

Dan Brayton, VP of Revenue Operations at Iterable, explains his thoughtful approach to forecasting.

Dan Thompson

January 27, 2021

Revenue Interview: Zach Jones at TechnologyAdvice

Zach Jones, VP of Sales and Client Success at TechnologyAdvice, discusses his approach to revenue growth.

Dan Thompson

January 27, 2021

Revenue Interview: Matt Critchell at eCompliance

Matt Critchell, Head of Revenue at Manifest Climate, explores revenue growth and fighting climate change.

Dan Thompson

January 27, 2021

Revenue Interview: Carl Oliveri at Robin

Carl Oliveri, Chief Revenue Officer at Robin, describes effective sales leadership.

Dan Thompson

January 27, 2021

Effective Leadership, Marc Gabriel Amigone

Marc Gabriel Amigone, Sales Director at IMPACT, describes his thoughtful approach to Sales Leadership.

Dan Thompson

January 27, 2021

Revenue Interview: Sara Dee at Templafy

Sara, Global Director Sales Enablement at Templafy, explains her unique approach to enablement.

Dan Thompson

January 27, 2021

Revenue Interview: Sara Anderson at Accenture

Sara Anderson, Sales Capture Lead at Accenture, tells us what she's learned from 20 years in sales and leadership.

Dan Thompson

January 27, 2021

Revenue Interview: Jonathan Festejo at Go Dorecho

Jonathan Festejo, Co-Founder and CEO at goDerecho, discusses sales friction points.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Giovanni Torres at Workato

Giovanni Torres, Revenue Operations Manager at Workato, shares his impactful philosophy.

Dan Thompson

January 27, 2021

Revenue Interview: Anton Marinovich at HoloBuilder

Anton Marinovich, VP Sales & Success at HoloBuilder, explains his unique sales philosophy.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Andreas Drakos at Superside

Andreas Drakos, Director of Revenue Operations at SuperSide, discusses setting up a new Rev Ops function.

Dan Thompson

January 27, 2021

Revenue Operations Interview: Adam Ecevedo at Apollo GraphQL

Adam Ecevedo, Head of Sales Operations at Apollo GraphQL, tells us how he achieves accurate forecasting.

Dan Thompson

January 27, 2021