AI is revolutionizing sales processes and changing the way we all do business. This week, Alastair and Howard are joined once again by Darren Fay, Director of Revenue Operations and Intelligence at Instructure, to talk about the potential of AI

The Best Strategies for Putting Out RevOps Fires

May 18th, 2023 21m 59s

Sometimes your career evolves into something you never would have expected. In this compelling episode, join Alastair and Howard as they delve into the fascinating journey of Darren Fay, from firefighting to Director of Revenue Operations & Int

Listener Q&A: Generative AI All Day

May 11th, 2023 25m 24s

Thanks to our loyal listeners, the message line is going strong! This week, Alastair and Howard answer more of your questions submitted to our message line and surprise, they're all about generative AI and its impact on the job market. Alastair

Using AI to Become Even More Human

May 4th, 2023 24m 2s

Don't miss this one folks. It's our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using

Combining Human Intuition and AI for Sales Success

Apr 27th, 2023 24m 7s

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeyw

The Risks and Rewards of AI in Sales

Apr 20th, 2023 24m 45s

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, C

The Oxymoron of Sales Forecasting

Apr 13th, 2023 21m 24s

Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-valu

The Secret to Sales Excellence in the Face of Uncertainty

Apr 6th, 2023 26m 44s

The highest performers in sales right now are those who strictly adhere to a formal sales process and coaching (with an improved win rate of 13%). This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Im

How to Use AI to Revolutionize Your Business Today

Mar 30th, 2023 23m 51s

How can organizations use AI today to improve their business processes and drive more revenue? On this episode of the RevOps Podcast, our hosts Howard Brown and Alastair Woolcock delve into the world of Artificial Intelligence. They discuss how

Driving Results with ABM and Intent Data

Mar 23rd, 2023 20m 53s

How can you create an effective ABM motion that aligns different teams across the org? Alastair welcomes back Kamil Rextin (Founder & General Manager at 42 Agency) to discuss how to use intent data, attribution data, and ABM technologies throug

Is Technical Debt Killing Your Productivity?

Mar 16th, 2023 22m 31s

Sales reps are more overwhelmed and overtooled than ever. Kamil Rextin (Founder & General Manager at 42 Agency) joins Alastair this week to share his insights on the current trend of platform consolidation and explains how to identify the right

Using Data to Ask the Right Questions

Mar 9th, 2023 39m

The power of data isn't in providing answer--it's in helping you ask the right questions. In this episode, Alastair chats with Todd Kane, President of Evolved Management Consulting. Todd has had a long and successful career in telecommunication

The Future of Sales Enablement & AI

Mar 2nd, 2023 21m 54s

Everyone's talking about AI right now, but figuring out the best ways to actually utilize AI is what RevOps teams need to focus on. Luckily, Steve Hallowell (VP of Strategic Services at Highspot) is back with us to discuss the future state of e

Sales Enablement: Nice-to-have or Need-to-have?

Feb 23rd, 2023 24m 29s

Successful sales enablement should focus on improving human-to-human conversations. This week, Alastair and Howard are joined by Steve Hallowell (VP of Strategic Services at Highspot) to discuss the importance of sales enablement and the ops/en

Is Messy Data Damaging your Business?

Feb 16th, 2023 26m 50s

The companies that are going to be most successful in this environment are the ones that can leverage data to identify the points of inefficiency. Scott Stouffer (CEO/Founder of scaleMatters) returns this week to share his expertise on KPIs, me

Revving Up your Go-To-Market Engine

Feb 9th, 2023 29m 4s

Succeeding with your go-to-market strategy involves collaboration across many different aspects of the business. This week, Alastair is joined by Scott Stouffer (CEO & Founder of scaleMatters) as they discuss the current state of go-to-market m

Every Obstacle Presents an Opportunity

Feb 2nd, 2023 24m 27s

In these tough economic times, every single sales interaction must be handled with the utmost care and focused intention. Luckily, Jeff Bajorek (consultant/advisor/coach and the author of "Rethink the Way You Sell") is back to provide his insig

Belief is Your Superpower

Jan 26th, 2023 31m 51s

Confidence is one of the most powerful tools in a salesperson's arsenal and doubt can be the Achilles heel. Jeff Bajorek, a consultant/advisor/coach and the author of "Rethink the Way You Sell" joins us to explore the power of belief in sales,

Manufacturing RevOps

Jan 18th, 2023 20m 16s

In manufacturing, there are so many moving parts that your communication between departments has to be even more clear and organized. Tim Gerardi (Director of Sales Operations at TPC Wire & Cable) returns to break down the ways that manufacturi

How to Repair your Sales Operations

Jan 11th, 2023 23m

Sales operations is a set of business activities and processes that help a sales organization run effectively. But if you're not laser-focused on supporting your sellers and buyers, you're completely missing the mark. Tim Gerardi (Director of S

The Voice of Customer Insights

Jan 5th, 2023 20m 6s

The voice of the customer is essential to developing a customer-centric experience. In this episode, Mallory Lee (VP of RevOps at Nylas) returns to discuss how to use the voice of the customer data to align company results. This data can show y

The Right Way to RevOps

Dec 28th, 2022 23m 43s

Is RevOps just Sales Ops 2.0? According to Mallory Lee, VP of RevOps at Nylas, simply renaming Sales Ops to RevOps isn't the right way to do it. Coming from a marketing background with a tight focus on Sales-Marketing alignment, Mallory knows w

The First 100 Days of a RevOps Leader

Dec 21st, 2022 22m 30s

How do you start a new RevOps position? Do you hit the ground running or take it slow and learn as much as you can about your new environment? Sara Bush is 60 days into her new role as the Senior Director of Revenue Operations at Revenue.io, so

Measuring Success in RevOps

Dec 14th, 2022 29m 13s

Running a successful business means creating a high-achieving, predictable, and well-understood revenue engine. Sean Lane, VP of Field Operations at Drift, returns to break down the best ways to surface insights and measure success within a Rev

Meeting Customers Where They Are

Dec 7th, 2022 23m 3s

In today's competitive climate, endless amounts of products and services are vying for a customer's attention. The winners must differentiate and truly understand the needs of every prospect individually. We sit down with Sean Lane, VP of Field