Sandy Robinson, M.Ed.’s Post

🥊 Hey #RevOps, do you ever feel like a punching bag? Or like you have to put the gloves on, and come up swinging? Does it sometimes feel like you versus #Sales, #Marketing, and #CustomerSuccess? And I bet the sales, marketing, and #CS teams feel like they are on the other side of the punches at times! 🥊 If you ever feel like this, I challenge you to take a step back and focus on the top priorities. Try to identify where the friction is and work with the teams to remove it. My experience has taught me that oftentimes there's an unintentional lack of communication, and true dialogue gets missed amidst constant meeting fatigue and the fast-paced hustle of our business. 🥊 If there's friction between #RevenueOperations and #Sales, ask yourself why. Maybe something isn't working great. Maybe you haven't demonstrated value to the team. Maybe you're inadvertently creating more work for Sales, making them check a bunch of unnecessary boxes. Maybe the #CRM isn't as user friendly as you think it is? 🥊 Sales, if RevOps is constantly barking at you, have you given feedback? Have you taken the time to have a conversation? Have you at least tried the thing they want you to do? #ContinuousImprovement is critical, and forming a unified vision within the #CRO org (and other departments) will help remove friction and keep communication open. #SalesOps and other #Ops teams need to proactively capture feedback, and strive to implement changes that make the over-all experience of the teams they support better! If you ever hear the term "we" do it this way and "they" do it that way, or "we" have always done xyz and "you" can do it your way, then you may have misalignment in your organization. I know it can be a challenge, but there should be a unified goal in the CRO org. I suggest this proactive approach for RevOps: 👉Regular, intentional sessions with the teams you support (separately) sales, marketing, etc. Get with the leaders and team members to resolve issues, take action, be proactive, make a plan, or just chit-chat!!! 👉Over-communicate - don't just do a single 1-hour training that people will fall asleep during, while multi-tasking, and never watch the recording 💤 BORING and not memorable. Instead, create short recordings (1-2 min) - post in your slack channel, or wherever your people can quickly and easily access from their phones, and pin them somewhere the team can always refer back to. 👉Formalize a way to capture feedback, regularly review it, and actually implement the suggestions - and if you are not implementing the suggestion - have a chat with the suggester as to why 👉Don't overwhelm the the team with change, after change, after change. Do it in small chunks, get feedback, and iterate. Revenue Operations Alliance #Alignment #SalesOperations #MarketingOperations Rebecca Stewart Jack Debono Will Burden Vivek Gulati Rose Johnstone #RevenueEnablement #SalesEnablement Sales Enablement Collective Yes, that's me at my gym this morning!

🎧New episode of #RevOpsUnboxed with Joe Aurilia, Jr., SVP of Operations at Cyware.🔥What a conversation; Joe gets REAL about #collaboration! In the ever-evolving landscape of #operations, a well-functioning #RevOps team is essential. 🔥 🎥Here are a few takeaways from the clip... 👉Identify and Understand Pain Points: Before diving into solutions, take the time to understand the current challenges. Recognize issues like delays in signing, quoting problems, or recurring customer complaints. Knowing the root cause is crucial for effective resolution. 👉Implement and Measure Solutions: It's not enough to simply point out problems. Bring viable solutions, whether through process improvements or technology upgrades. Collaborate with teams to implement these changes and measure their effectiveness. This builds trust and demonstrates the capability to solve issues. 👉Take Incremental Steps: Approach improvements with small, manageable changes rather than overwhelming, large-scale initiatives. These incremental steps build momentum and lead to significant, positive outcomes over time. Embrace these strategies to foster a culture of continuous improvement and collaboration within your RefOps team. 🌟 Full Episode - Lot's of great stuff from Joe: https://lnkd.in/exZ-AWg2 This #Podcast is in partnership with Revenue Operations Alliance, produced by Rebecca Stewart. Thanks to the ROA team for your support Jack Debono Vivek Gulati Will Burden Rose Johnstone, Sales Enablement Collective and The Alliance. #SalesOps #SalesOperations #MarketingOps #CXOps #RevenueOperations #RevenueEnablement #SalesEnablement #ProcessImprovement #TeamCollaboration #ContinuousImprovement

Happy 4th of July everyone! 🇺🇸 For us it’s family time… and I’m thankful for it. My husband and I both have busy work-lives so it’s nice when we both have a few days off! Nothing like getting schooled in a game of Horse by your 13-year-old! 🏀 I still got it though! 😉 #IndependenceDay #FamilyTime #WorkLifeBalance

#RevOps is a strategic role for building your #RevenueEngine. A strong #RevenueOperations strategy encompassing #MarketingOps #SalesOps and #CSOps will enable your team to focus on building a cohesive structure. I speak to a TON of leaders in the industry, on a regular basis, for this #podcast, at conferences, and in various groups. I'm seeing that there's still a default to seeing RevOps as strictly the #CRM team or the tools team or the admins. If that's the case in your organization, then it's time to build out a vision, strategy, big-picture to focus on the goal: driving #Revenue. In this clip from Season 3, episode 1 of RevOps Unboxed, I talk a little bit bout the shift from an administrative mindset, the necessity of having a great CRM architect, and building out a strategy for the team to execute. Full Episode: https://lnkd.in/e6xem_CK Apple: https://lnkd.in/e44SScUV Spotify: https://lnkd.in/e-aHP-ip #RevOpsUnboxed is produced by Rebecca Stewart in partnership with Revenue Operations Alliance and the The Alliance. #CRO #SalesOps #Alignment #RevTech #RevenueTechnology #RevenueEnablement Jack Debono Vivek Gulati Rose Johnstone Will Burden

Has anyone's #CRO or #SalesLeader ever set out to implement #SalesTraining to fix a problem? And then it's #RevOps and #RevenueEnablement's job to make it stick? How often have you heard this one? Numbers are down, we must need to train our teams! #SalesPeople, how many new methodologies have you been taught in your career? I can personally say at LEAST 10 different #SalesMethods and hundreds of sales training sessions! Maybe more, but some of those trainings I was probably asleep 💤. Also - let's not forget, the #ForgettingCurve means we will only remember less than 10% after 30 days if nothing is done to combat it! In this short clip from my session in NYC earlier this year at the Revenue Operations Alliance and Sales Enablement Collective summits, I tell a little story... maybe you can relate? Well have no fear, we CAN make your program stick! Want to make your #SalesTraining STICK??? Use the LIT framework! 💡L.I.T. is a framework 👉 L - Line it Up - Line up your process to your methodology or initiative! Set yourself up for clear instructions, great reporting and analytics. 👉 I - Initiative - this is in the center, your Product Launch, Methodology, #GTM. Plan for sustainability. 👉 T - Technology - #RevTech, Embed your programs into your #CRM, Call Intelligence, #Enablement tools - if you have these tools use them effectively. I have personally found that the above framework helps to combat the nasty forgetting curve, and truly embed the method, initiative, or principles to your day-to-day work-life! What works for your teams? Please share in the comments... #SalesEnablement #RevenueEnablement #SalesOperations #SalesOps #RevenueOperations Will Burden Jack Debono Rose Johnstone Vivek Gulati Rebecca Stewart

So many GREAT insights on #leadership and how we show up as #leaders! 🎧🏃♀️Listened on my jog this morning Carol Cox and Delphine Caudle Wharton!! Well done on the Speaking Your Brand pod! ❤️🔥❤️ P.S. love the story about interrupting!🤦♀️

🎙️Navigating the Sales Handoff: Key Strategies for #RevOps Leaders 🚀 In season 2, episode 9 of #RevOpsUnboxed, I discuss improving the dreaded handoff-process from #Marketing to #Sales. Here’s what you can do to streamline this transition and drive #revenue: 🔑 1. Eliminate Process Waste: Identify and remove friction points in the handoff process to prevent delays and inefficiencies. Utilize #LeanSixSigma principles to minimize (or eliminate) waste and ensure a smooth transition from MQL to sales opportunity and ultimately revenue. Matthew May talks a lot about removing "waste" from the #salesprocess which can be any time something moves from one person to another, one system to another; each transfer can create an extra day, loss of data, and ultimately slow-down, dilute information, or lose deals. I had the benefit of participating in a workshop a few years ago with Matthew held by Insight Partners where we were taught how much waste and friction is truly present through an assembly-line activity. It was mind-blowing! 🤯 🎯 2. Align Goals with Marketing: Work closely with your marketing counterparts to understand their metrics and objectives, particularly around MQLs. Foster collaboration by appealing to shared goals and emphasizing how a seamless handoff can boost both departments' success. 🛠️ 3. Implement Effective #Training and #Enablement: Develop sustainable training programs to ensure both sales and marketing teams understand the handoff process and their respective roles. Continuous #RevenueEnablement can help maintain alignment and keep everyone focused on driving revenue. By focusing on these actionable steps, you can enhance the synergy between marketing and sales, ultimately accelerating your organization's growth. RevOps Unboxed is in partnership with Revenue Operations Alliance, produced by Rebecca Stewart. Thanks to the ROA team Will Burden Jack Debono Vivek Gulati Rose Johnstone for your support! 🎧Full episode: https://lnkd.in/eq4Pjy23 Youtube Link: https://lnkd.in/eJ_XS9Qs #RevenueOperations #SalesHandoff #LeanSixSigma #MarketingAlignment #SalesEnablement #RevenueGrowth #MarketingOps #SalesOps #CSOps #CXOps #CustomerJourney #RevTech #RevenueTechnology

What a GREAT article published by McKinsey & Company about the role of the #CRO, my biggest takeaway is that the focus should be on the #CustomerJourney and building the #RevenueEngine which is (or should) driven by #RevOps. The article dives into the #Revenue structure, stage, and much more... "CROs understand all aspects of customer success and lead initiatives that align people, processes, and technology across the entire revenue cycle, whether the company is a start-up, a unicorn, or an incumbent. Put another way, a CRO harmonizes people, data, and measurements across their sales and marketing teams... The CRO is tasked with creating a single #RevenueEngine - from lead generation in digital marketing to closing the sale. The CRO’s role goes beyond #sales and #marketing to the entire market landscape, customer journey, and strategic expansion plans." 🚀 Here are a few key points from "A Bigger, Bolder Vision: How CROs are Propelling Growth from the C-suite"(Berger-de Leon et al., 2023) 👉Central Revenue Engine: CROs are essential in building a single, unified revenue engine that harmonizes marketing and sales efforts. 👉Data Integration: They oversee the collection, storage, and analysis of marketing and sales data to drive informed decisions and optimize resources. 👉Pipeline Management: CROs focus on building robust pipelines, setting ambitious targets, and tracking key metrics to ensure consistent progress toward revenue goals. #RevenueOperations 👉AI and Automation: Leveraging AI tools, CROs automate marketing and sales workflows, generating insights for decision-making and customer engagement. 👉Strategic Coordination: The role involves aligning people, processes, and technology across the entire revenue cycle, ensuring all activities are focused on achieving targets. 👉Bold Decision-Making: CROs are pioneers in identifying trends and making bold moves, allowing companies to capitalize on early market opportunities. 👉Sustained Growth: A well-crafted revenue engine under a CRO's leadership can transform startups into thriving enterprises and drive sustained growth in established companies. 📈 Why it matters: A CRO's ability to develop and manage a cohesive revenue engine is crucial for scaling businesses and maintaining competitive advantage in dynamic markets. Article Link: https://lnkd.in/ej6te7Ag 🔗 #Growth #Leadership #RevenueEngine #CRO #BusinessStrategy #Sales #Marketing #AI #RevTech #RevenueTechnology #RevenueOperations #RevOps Revenue Operations Alliance #CSuite

A lot of us get our start in #RevOps but it's not called anything related to #RevenueOperations.... Here's a clip of Tana J., Global Director of RevOps at Chronicle Heritage, explaining how she got her start in the world of #Operations but what she was really doing was, well guess what?🤔 Here's a quote from Tana, "It was almost like a crash course in rev ops in two years, but I thrived in the madness of just pulling it all together.." Can any #RevOpsLeaders relate to THRIVING in the MADNESS!? 🤯 I think we all get to #SalesOps #MarketingOps #CSOps or #AlltheOps via different paths... My path was #Sales, others maybe were analysts, systems administrators, operations leaders, it's a mixed bag! How did you get your start in #RevOps? Let us know in the comments... 👇👇👇 Here's the full episode with Tana: https://lnkd.in/dmcPqK6u Check out the clip... we had a blast! This podcast is in partnership with Revenue Operations Alliance thank you to Rebecca Stewart for producing, and to Will Burden Jack Debono Vivek Gulati Rose Johnstone for your continued support! #SalesOperations #MarketingOperations

I personally saw this session, front row at the Sales 3.0 Conference by Selling Power. I was so moved by this conversation… these two men were being so authentic and vulnerable. Roderick Jefferson shared his story of resilience and passion with Gerhard Gschwandtner and the rest of the audience… “Take the mask off, take the wall down, if it’s not in your company, you’re probably not in the right place…” ❤️❤️❤️ #WorkLifeBalance #GrowthMindset #SuccessTips