The Critical Role of Revenue Enablement in Sales with Juniper’s Hang Black Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Hang Black, Vice President of Global Revenue and Enablement at Juniper Networks. In her role at Juniper, Hang supercharges the sales and service community within her company to help them sell more and close bigger deals. Hang has a unique Revenue Enablement origin story which she shares today with Thom. They touch on how Revenue Enablement works, what smaller companies need to know about it, and what Hang wishes every sales professional knew about the work she does. Finally, Hang shares the inspiration behind her book, Embrace Your Edge, and provides advice to those looking to make a major career change. What We Covered: 00:39 – Thom introduces today’s guest, Hang Black, VP of Global Revenue and Enablement at Juniper Networks, who shares her Revenue Operations origin story 02:02 – Skills Hang took from her Engineering background that have been integral in her sales career 03:51 – How Hang defines Revenue Enablement and how it’s been a critical component of closing bigger deals 05:17 – Hang shares her thoughts on the evolution of sales technology 06:16 – How to get sales professionals to embrace and utilize new sales tech stack 08:43 – Advice Hang would give to smaller companies on how to approach Revenue Enablement 10:58 – Hang speculates on the future of Revenue Enablement and sales technology 11:47 – One thing Hang wishes all salespeople knew about Revenue Enablement 12:28 – Hang talks about her book, Embrace Your Edge 13:37 – Advice Hang would give to those with diverse backgrounds looking to make a significant career change 16:00 – Thom thanks Hang for joining the show and let’s listeners know where to connect with her Tweetable Quotes: “I always say I started engineering because I like numbers and I like complex problems. I ended up in sales because I like numbers with dollar signs in front of them a lot better.” (01:49) (Hang) “It took me a while to shed the skin of ‘I know better than the salespeople do.’ It’s not until you sit under the umbrella of sales that you actually understand that we are the ones who have the privilege to represent the voice of the customer and what they need.” (03:11) (Hang) “The customer journey is no longer a linear model; it’s an infinity model. Customers can enter and exit at any moment or any point. Just because you close a deal doesn’t mean that you don’t have to continue to nurture them through their experience.” (04:49) (Hang) “I’d rather have one or two tools that are very good at certain things than having a tool that says that it does everything and not well.” (08:35) (Hang) “The future is continued consolidation, I believe. And I do think that the tool stacks will definitely start collapsing, the vendors will start collapsing, which will make jobs for people like me a lot easier. But just as they collapse, there will be more technology and more innovations around the corner.” (11:04) (Hang) “I would hope the sellers know that we’ve got your best intentions. We’re not trying to feed you too much stuff, even though you will probably get too much stuff.” (11:55) (Hang) Links Mentioned: Hang Black on LinkedIn Hang Black Website Juniper Networks Embrace Your Edge: Pave Your Own Path as an Immigrant Woman in the Workplace

The Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan Milligan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Director of Revenue Operations at QuotaPath, Ryan Milligan. In his role, Ryan works to help and support sales teams with their sales tech processes so that they can do their jobs better and hit quota. Ryan is passionate about connecting systems together, building scalable processes, and geeking out on sales technology. Today, Thom and Ryan engage in a rich discussion about the evolution of Revenue Operations, the relationship between Marketing and Sales, and how the future of sales will require a balance between automation and personability. What We Covered: 00:36 – Thom introduces today’s guest, Ryan Milligan, Director of Revenue Operations at QuotaPath who discusses his buying process and the evolution of Revenue Operations 08:51 – How to get sales professionals to utilize their sales tech stack 12:27 – How Revenue Operations can be a bridge for sales professionals 14:17 – The biggest challenges Ryan faces in the Revenue Operations space 15:28 – How to measure success once you’ve implemented a new sales technology 17:38 – Ryan speculates on the future of sales tech 20:06 – Will traditional sales professionals become automated out of their roles? 22:26 – The personal aspect of sales 24:05 – One message Ryan would relay to every sales professional 25:47 – Thom thanks Ryan for joining the show and let’s listeners know where to connect with him. Tweetable Quotes: “I think people are realizing that Marketing and Sales need to be super tightly connected. I think, historically in this world, there was this invisible fence where Marketing gets leads and throws them over the fence for Sales to run with. And I think people are realizing that decision cycles are much more complicated, the buyers are much smarter and everything is getting much more crowded.” (04:02) (Ryan) “I, very intentionally, want to be incredibly and closely aligned to a sales team. It is sales tech. You’re doing systems to help a team.” (11:29) (Ryan) “I think you’re going to continue to see a massive amount of automation in these sales processes, but I think you’re also gonna see a lot of people wanting to make sure, as customers, that the automation is still feeling very personalized and finding new paths to talk to customers.” (19:07) (Ryan) “It’s a shame that you can’t be in-person as much for sure. But it does give you access to people all over the globe.” (23:26) (Ryan) Links Mentioned: Ryan Milligan on LinkedIn QuotaPath  [email protected]   

Tune & See with Revenue Grid’s Vlad Voskresensky Vlad Voskresensky is the co-founder and CEO of Revenue Grid, a leading AI Guided Selling Platform that nudges sales teams with step-by-step guidance towards actions that bring the best results, shows deals at risk, and prioritizes tactics with the greatest impact. Vlad has been driving the product vision and leading the company’s technology direction for over a decade, reinforced with more than 20 years of deep expertise in connecting enterprise (CRM systems) and personal environments. Vlad gained numerous helpful insights while collaborating with such tech giants as Salesforce, Oracle, SAP, as well as other Fortune 100 companies in the field of business workflows automation, sales enablement, sales, and service acceleration. Today, Scott and Vlad sit down to talk all about the work Vlad is doing at Revenue Grid, what it means to embrace the rise of sales technology, and what the best sales organizations are implementing to excel in this competitive industry. Vlad dives deep and explains the difference between Guided Selling and Revenue Intelligence. Scott and Vlad discuss the importance of relationship building and differentiation in sales. Finally, Vlad speaks to productivity trends he has noticed in other organizations, the ‘why’ behind data, and the challenges of adapting to our new world and society that has increasingly become remote. What We Covered: 00:54 – Scott introduces today’s guest, Vlad Voskresensky 01:07 – The top three things Vlad has noticed about the best sales leaders and organizations 01:45 – Number One: Differentiation 02:29 – Number Two: Implementing the Latest Tech Stack 03:25 – Number Three: Adapting to this new ‘Remote World’ 04:05 – Vlad expounds on his background and his company, Revenue Grid 08:31 – ‘Revenue Intelligence’ vs. ‘Guided Selling’ 14:03 – The rise of Sales Ops roles and increasing tech stack 18:27 – Scott takes a moment to promote the upcoming Sales Tech Expo 20:28 – What’s missing from the current sales tech stack 21:49 – Why all conversations are not created equal 25:17 – Relationship building and other best practices for differentiation 28:23 – Vlad reiterates the importance of Sales Operations 30:57 – Trends Vlad has noticed that organizations utilize to increase productivity 34:06 – The ‘Why’ behind the data 38:07 – Zoom vs. audio-only phone calls 43:58 – How listeners can learn more about Revenue Grid 44:35 – Scott thanks Vlad for joining the show today Tweetable Quotes: “I would say that there are three pillars of value in any revenue intelligence platform, and we are no exception. And these are: capturing the data from where it should be captured, putting the data into play and providing the meaningful insights for sales leadership and sales reps, literally guiding them through the next steps.” (04:34) “Revenue Intelligence is the answer to the question, ‘what?’ While Guided Selling is the response to the question, ‘How?’” (09:05) “You may think that your problem is with quality of leads. But then, after the analysis, you may figure out that the problem is with the quality of speech you deliver to those leads.” (21:18) “There is one very interesting conversation I had with a RevOps guru. He said, ‘Look, there are no silver bullets which you may start doing in your sales org that others are not doing. And even if you find that silver bullet, the next day your competitors will be doing the same.’” (36:24) Links Mentioned: [email protected] 2022 Sales Success Summit Vlad Voskresensky on LinkedIn

Throw Down a Challenge with Dan Heffernan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with sales guru, Dan Heffernan. Dan is the Chief Growth Officer at Dale Carnegie, and he works with customers all over the world, helping them grow their teams and shape their cultures. Dale Carnegie is a unique company because they actually work in eighty-eight countries. They do training in thirty-five different languages and they have over three thousand trainings. To say that Dan knows a little bit about sales, sales training and sales technology would be a gross understatement! Today, Thom and Dan talk about the many offerings Dale Carnegie provides to their clients and customers. Dan expounds on his role as Chief Growth Officer and shares what he wishes everyone knew about sales technology. Finally, Dan speaks to the impact the global pandemic has had on sales on B2B sales and the important role face-to-face interaction continues to play in sales.  What We Covered: 00:38 – Thom introduces today’s guest, Dan Heffernan, who joins the show to share his background in sales, sales training, and sales technology 02:12 – How sales managers can ensure sales professionals utilize the sales tech available to them 03:42 – Dan talks about the company he works for, Dale Carnegie, and some of the unique tools they offer their clients 06:02 – Dan expounds on his role as Chief Growth Officer and what he wishes more people knew about sales technology 07:33 – Areas where Dan hopes his organization can improve upon 08:17 – Social selling 10:05 – Dan talks about some of the most exciting innovations we’ve seen in sales tech and speculates on what the future may hold 11:12 – Tools Dan is currently using to sell to those in a buying cycle 13:01 – How a global company approaches sales technology 15:01 – How the global pandemic has changed B2B 18:23 – The importance of face-to-face interactions in sales 21:00 – What Dan wishes every sales leader understood about sales technology 22:33 – Thom thanks Dan for joining the show and let’s listeners know where to connect with him Tweetable Quotes: “No matter how big your company is, adoption is always a challenge because sales reps usually have their own flow and their own focus. They know what works for them and trying something new could get in the way of their production. And salespeople avoid that for obvious reasons.” (02:37) “Sales reps and sales leaders that are effective are all doing the same thing. They’re testing something, making sure it works and they’re finding success and sharing that success quickly.” (07:19) “Social selling is a world where buyers are doing most of the decision making independently before they have to engage with a salesperson. And so we need to make that easy for them.” (09:35) “I’m excited about the whole idea that, as salespeople, we no longer should be wasting our time selling to people who don’t want to buy. And that we’ve got an opportunity to really just be selling to those who are buying because we know who’s buying now.” (10:33) “If we’re feeling like our sales reps and our teams and our leaders are wasting time selling to people who will never buy our products then we’re definitely not using technology the right way.” (22:16) Links Mentioned: Dan Heffernan on LinkedIn Dale Carnegie Website Dan Heffernan's Email – [email protected]

Enhancing Sales Relationships Through Technology with Quantum Computing’s Dave Morris Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with friend and Chief Revenue Officer (CRO) at Quantum Computing, David Morris. Quantum Computing is a cloud-based quantum software vendor, offering ready-to-run software for complex constrained optimization computations. Today, Thom and Dave dive deep into Dave’s eclectic sales background in enterprise sales and distribution. Dave has always been a scrappy salesperson looking to push out the latest fresh ideas that enhance his ability to sell. Dave explains the concepts of expected value, the importance of profitability while selling, and why relationships in sales will always matter regardless of the evolution of sales technology. He provides best practices for sales professionals to fully take advantage of sales technology and speculate on what the future holds.  What We Covered:: 00:39 – Thom introduces today’s guest, Dave Morris, CRO at Quantum Computing who explains its mission and the work he does there 03:43 – The biggest changes Dave has observed throughout his nearly three decades of sales experience  05:09 – Dave speaks to the evolution in sales technology and what’s going on today  08:57 – Dave provides his thoughts on those who think automation will replace salespeople  10:18 – Dave stresses the importance of profitability and profit margin in sales  12:37 – Expected value explained  14:22 – Best practices companies can utilize to get sales professionals to utilize their sales tech stack  16:23 – How to funnel these sales tech tools upward to executives and the C-Suite  18:02 – What are the most successful sales professionals doing right with sales tech  20:00 – What sales professionals are doing wrong  21:32 – Dave speculates on the future of sales tech  25:14 – The best tip Dave would give to sales professionals  26:48 – Thom thanks Dave for joining the show and let’s listeners know where to connect with him  Tweetable Quotes: “Quantum Computing is the next generation of computing.” (02:23) (David) “What people are really looking for is a business advisor. They’re looking for somebody who can understand their business, hopefully, has some experience in their business and then can understand the technology and figure out how that technology is gonna impact their business.” (09:33) (David) “In the VC world, a VC is basically interested in a new technology that has a ten times impact for the customer. And the basic model is, ‘We’ll give the customer five times and we’ll take five times.’ I know that’s an overly simplistic way to look at it, but I think that’s what customers are looking at.” (11:21) (David) “When somebody says, ‘That’s too expensive. Can I have a discount?’ what they’re actually saying to you is, ‘I don’t see your value.’” (12:37) (David) “The most successful people like winning and they like helping the customer out. And whatever amount of money they get, and it’s likely going to be substantial, they don’t even know until it shows up how much it’s going to be.” (20:22) (David) “I really like that there are more and more tools coming out, from a technology perspective, that allow me to connect with the customer not just on a business level but in a way that validates that we are a trusted advisor.” (22:15) (David) Links Mentioned: Dave Morris on LinkedIn Quantum Computing Website

Helping Sales Go from Great to World Class with CentralSquare's Julie Greenfield Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Julie Greenfield. Julie is the Head of Revenue Enablement at Central Square, an organization with a mission to innovate on behalf of the public sector to create the broadest and most agile software platform to help solve some of the most pressing issues facing local governments today. Julie is passionate about helping others identify and reach their goals through the development of individual growth plans. Today, Thom and Julie talk about the role that Revenue Enablement plays in an organization as it pertains to Sales and Marketing. They discuss the amazing technological leaps that have been made in sales and how it impacts how organizations operate. Finally, Julie speaks to the importance of having world-class CEOs and Executive Leadership teams in order to foster a culture of innovation and better selling. What We Covered: 00:46 – Thom introduces today’s guest, Julie Greenfield, who joins the show to share her background in Revenue Enablement 02:30 – Bridging the gap between Sales and Marketing 03:59 – How sellers can partner with people in enablement roles in order to achieve more success 07:10 – Julie speaks to why she believes there’s an aversion to the adoption of new sales technologies 09:47 – Trends Julie has observed in the world of sales technology 12:01 – Julie discusses the ‘Big Brother’ issue and speaks to the monitoring of sales technologies 16:03 – Strategies for getting sales professionals to utilize the sales tech available to them 19:02 – Fostering a team atmosphere in sales 21:05 – Julie speculates on the future of Revenue Enablement and sales technology 23:54 – Thom thanks Julie for joining the show and let’s listeners know where to connect with her   Tweetable Quotes: “Revenue enablement focuses on all of those areas that touch the customer.” (01:35) “Really when you talk with enablement professionals, we want to improve efficiency and effectiveness of our sellers. I’m trying to remove the barriers to their success. I want to maximize their selling time and minimize that dreaded time they have to do with putting things in CRM, following processes, whatever the tech stack is. That’s our goal. We want to partner.” (05:28) “I will say that a positive of the situation we’ve had over the last year and a half is that a lot of people are really looking for learning. And of course, there’s the pivot more to virtual-instructor web training, online learning, self-paced learning.” (09:07) “This remote world is here to stay. Embrace the technology, be able to set yourself apart by using it, embracing it and meeting the customers where they’re at.” (11:36) “I’m here to help support [Sales]. I use this terminology all the time. We’re looking to help go from good to great or great to world-class.” (13:39) “It starts at the top. It really truly starts with that world-class CEO. It starts with that world-class Executive Leadership team. They have to provide the culture, at the company level, that we are one team.” (19:24) Links Mentioned: Julie Greenfield on LinkedIn CentralSquare Website

Buying Is Harder: Looking at the Other Side of the Sales Coin with Garin Hess Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with author and serial entrepreneur, Garin Hess. Garin is the founder and CEO of Consensus, an intelligent demo automation software company that helps sales professionals be more successful. Garin has spent his entire career in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. Today, Thom and Garin talk about the buying aspect of sales and why Garin believes it can actually be harder than selling. Garin speaks to challenges that sales engineering professionals are facing today and provides best practices for buyer enablement. Finally, Garin speculates on the future of sales technology and what it means for B2B buying.  What We Covered: 00:38 – Thom introduces today’s guest, Garin Hess, who joins the show to share his background in buyer enablement and B2B buying 04:56 – Garin speaks to why there seems to be a lack of sales technology to support Sales Engineering 09:11 – Challenges that sales engineering professionals are facing today 13:01 – Garin provides best practices for overcoming issues of qualification 14:49 – What makes it so hard to buy in the B2B environment 18:26 – Trends Garin has observed in the world of sales technology 20:11 – How to get sales professionals to utilize the sales tech available to them 22:07 – Garin provides one final piece of advice to sales professionals and sales leaders 23:44 – Thom thanks Garin for joining the show and lets listeners know where to connect with him Tweetable Quotes: “Our focus is on demo automation because the demo and engaging sales engineers is one of those things that’s inherently difficult to scale and make really efficient. And so that’s why we focus there.” (03:21) “Sales engineering has traditionally been looked at as a necessary evil rather than a strategic function. Marketing and sales are always looked at as strategic functions.” (06:20) “This issue of qualification is such a problem because it steals time away from their most important deals.” (11:06) “The premise of buyer enablement is you, as the seller, should be in charge of the buying process.” (17:37) “One of the main things I would emphasize in sales, in general, is we focus a lot on financial ROI, which is great. I’d like to emphasize that we should be focusing on emotional ROI as well.” (22:13) Links Mentioned: Garin Hess on LinkedIn Consensus Website  Selling Is Hard. Buying Is Harder 

Orchestrating Sales Success with Allego Co-Founders Mark Magnacca & Yuchun Lee Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Mark Magnacca and Yuchun Lee, co-founders of the sales enablement software platform, Allego. Allego ensures that sellers have the skills, knowledge, and content they need to optimize team success in a virtual world.  Today, Thom talks to Mark and Yuchun about what inspired them to launch Allego and the incredible growth they’ve seen this past year despite the global pandemic. Mark and Yuchun speak to the power of video and how they are getting their clients to embrace this tool as part of their tech stack. They talk about the book they recently released, Mastering Virtual Selling, and what they are seeing currently in the world of sales technology. Finally, Mark and Yuchun provide best practices for sales professionals to fully take advantage of sales technology and speculate on what the future holds for this exciting industry. What We Covered: 00:39 – Thom introduces today’s guests, Mark Magnacca and Yuchun Lee, co-founders of the sales enablement software platform, Allego 01:12 – Mark and Yuchun share the origin story of Allego and speak to some of the incredible capabilities they’ve been able to achieve recently  04:53 – What Mark and Yuchun are doing to help get clients to embrace the power of video 06:18 – Mark and Yuchun speak to what inspired them to write a book on Virtual Selling  12:46 – What Mark and Yuchun see in the world of sales technology  16:13 – Best practices companies can utilize to get sales professionals to utilize their sales tech stack  20:12 – Mark and Yuchun speculate on the future of sales tech  24:00 – The best tip Mark and Yuchun would give to sales professionals  25:49 – Thom thanks Mark and Yuchun for joining the show and let’s listeners know where to connect with them  Tweetables: “I would say that the pandemic actually has helped our business quite a bit because it has opened the eyes of folks that there’s a possibility out there that you can be successful in selling and do that not in person but in addition to in-person.” (03:59) (Yuchun) “Video is a unique form factor. If you think about it, it’s kinda the closest thing to the way most of our brain works, with visual imagery and sound and movement. So, why not use something that is similar to the way we learn anyway?” (07:00) (Mark) “I began to realize that there’s this flow. And, when done properly, salespeople can orchestrate and use their time way better by setting the stage before you get on a live Zoom call.” (11:43) (Mark)  “In the area of sales enablement, regardless of what kind of technologies or vendors or tools you have, you really have to solve a set of problems. And they are very straightforward. You gotta help onboard effectively. You’ve gotta be able to launch product successfully. You’ve got to make sure the seller can access important content to share with their prospect. You’ve gotta make sure sales managers can coach sellers properly and lastly you’ve got to be able to engage your buyers virtually.” (13:47) (Yuchun) “Part of the entire ethos of our business is all about customer success and we’re known in the market for that. ” (18:53) (Yuchun) Links Mentioned: Mark Magnacca on LinkedIn Yuchun Lee on LinkedIn Allego Mastering Virtual Selling Book Benjamin Zander’s TED Video ‘The Transformative Power of Classical Music Crystal Knows

Gathering the Intel and Relationship Management: Tips on Becoming a Sales Rock Star with Sam Richter Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with his close friend, speaker, best-selling author, and tech entrepreneur, Sam Richter. Sam is a tech and research junkie who utilizes his skills to help sales professionals leverage technology to improve sales. Today, Thom and Sam talk about the importance of relationship-building, the role that data plays in the sales process, and why personalization and care really matter. Sam speculates on the future of sales tech, including the emergence of Artificial Intelligence and machine learning, and shares his thoughts on how sales professionals can leverage tools like LinkedIn and his very own search engine overlay tool, IntelNgin. What We Covered: 00:35 – Thom introduces today’s guest, Sam Richter, who joins the show to share his background in journalism and advertising and the shift he made to become an author and speaker 06:46 – How gathering data helps sales professionals to close sales 08:58 – What Sam sees in the world of sales technology that is working 10:34 – How sales professionals can get better at relationship building 14:29 – Sam shares advice on how to get called back and creative ways sales professionals can leverage LinkedIn as a sales tool 20:20 – Sam speculates on the future of sales tech 22:47 – Sam talks about the search engine overlay tool he created called IntelNgin 25:30 – The important role Research plays in the sales process 27:23 – Sam provides his thoughts on if technology will ever fully replace sales professionals 29:07 – Sam provides one final piece of advice to sales professionals and sales leaders 30:07 – Thom thanks Sam for joining the show and let’s listeners know where to connect with him   Tweetables: “What I talk about is how to find information on people and how to use it in ways that helps you develop relationships.” (01:23) “Being an introvert, I realized quickly that if I could get the other person talking, then I didn’t have to talk. And that was my goal. But along the way, I also learned that the more I got the other person talking about themselves, the more I actually ended up selling.” (03:09) “Sales technology has allowed companies, sales managers and sales leaders – to be blunt – to be lazy.” (07:12) “It is really hard but you need to stay in touch with people in ways that are relevant to what they care about versus what you care about.” (17:03) “LinkedIn is really a marketing tool. It’s a way to keep your brand out there.” (18:08) “Technology is only as good as the people that are leveraging the technology. And the people are only as good as the process you have in place.” (20:52) “Technology is awesome. Leverage technology to become more efficient and more effective. But, never forget that you, the salesperson, have the ability to connect with a prospect in a way that’s relevant to them.” (29:20) Links Mentioned: Sam Richter on LinkedIn Sam Richter Website IntelNgin You Got The News Website Zapier Salesforce Microsoft 365 CRM Google News

Powering the Revenue Operations Engine with Clari’s Rosalyn Santa Elena Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with sales leader, podcast host, and advisor, Rosalyn Santa Elena. Rosalyn is the Head of Revenue Operations at Clari, an organization that provides revenue teams with total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Today, Thom and Rosalyn discuss her incredible career working for both Fortune 500 companies and early-stage startups. Rosalyn opens up about the process she employs to identify and implement sales tech stacks that are efficient and solution-based. Rosalyn talks about her role in powering the Revenue Operations Engine, provides advice to those in sales and revenue operations careers, and highlights the importance of mentorship.  What We Covered: 00:35 – Thom introduces today’s guest, Rosalyn Santa Elena, who joins the show to share her experience in Revenue Operations and highlights the stark differences in working for large organizations and smaller startup companies 03:38 – How Revenue Operations became an integral component of Sales 05:26 – Rosalyn shares insights that she believes we need to be paying attention to with regards to sales technology 07:02 – How to get sales professionals to better utilize sales technology 08:40 – Rosalyn talks about how to deal with sales tech adoption especially among sales professionals who are resistant 09:59 – Rosalyn shares the process she utilizes to identify the ideal tech stack to invest in 13:08 – Rosalyn speaks to the role that Big Data plays in her job 15:06 – Tips and advice Rosalyn would give to those interested in a career in Revenue Operations 17:32 – Thom takes a moment to promote the upcoming Sales Tech Expo 18:06 – Advice Rosalyn would give to sales professionals on how to sell better 19:35 – Rosalyn speaks to the importance of finding a mentor 22:36 – Rosalyn speculates on the future of sales tech 24:14 – Thom thanks Rosalyn for joining the show today and let’s listeners know how to connect with her Tweetables: “When I joined my first startup, I had the opportunity to jump in and really build an Operations team from scratch. It was a hundred people, small company, a dozen customers and I had an opportunity to really take my experience and go build something.” (02:46) “I think something to look out for really is to not buy a tool just to buy the tool. You have to be very thoughtful around your process of what is it that you’re trying to solve and then look for the right solution that’s going to support that.” (06:16) “That’s really one of the biggest values of Revenue Operations is bringing those insights to the table and also managing all the data to ensure it’s accurate, comprehensive, real-time and always available to the right people and the right time.” (14:18) “I think one thing that we’ve seen a big shift in is a lot more sharing in sales and a lot more coaching.” (18:52) Links Mentioned: Rosalyn Santa Elena on LinkedIn Clari Website