The world of operations isn’t always glamorous, but it’s the work that can make or break a company. Join Sean Lane, VP of Field Operations at Drift, every other Friday as he goes under the hood of how hypergrowth companies operate. Leave each episode with the operational tactics you need to scale growth and drive results at your company.
Overcoming Imposter Syndrome as a New Operator with Ping Del Giudice
19:35We’ve all at some point heard about or felt some flavor of imposter syndrome - that feeling where you are quite certain you don’t belong and you’re moments away from everyone figuring out you’re a fraud.After talking with today’s guest, I’m more convinced than ever that that hint of doubt, that nagging imposter syndrome, is actually a really good thing.Our guest today is Ping Del Giudice, Vice President of Revenue Operations at Leapsome. Ping was recently named to The Top 100 Revenue Operations Leaders of 2022, and still, even she experiences her own version of imposter syndrome.In our conversation, Ping and I talk about losing all of your institutional knowledge when you leave your job, the inherit vs. build decisions you have to make when joining a new team, and the major project she found herself signing up for on just her second day on the job.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Ping on LinkedIn.
The Walls and Stalls of Growth with Revenue.io's Alastair Woolcock
37:47As much as we want it to be, growth inside of companies isn't a straight line. And while I don’t think people are oblivious to that fact, we’re all still a little surprised when growth is harder than those beautiful up-and-to-the-right graphs might imply.So, how can we better prepare ourselves for the less pretty parts of that growth? Our guest today, Alastair Woolcock, has the answers. Alastair is the Chief Strategy Officer at Revenue.io, and he believes that growing companies face what he calls the walls and stalls of growth.In our conversation, Alastair teaches me about how to look out for these walls and stalls, the two "P" words that will help you to get through those walls faster, and why segmentation is the reason you’ll either quickly climb over a wall in your growth or be stuck languishing for quite some time.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Alastair on LinkedIn.
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Separating Practices from Best Practices with Insight Partners' Jeremey Donovan
42:26Our guests' experiences, and their stories, are great. But for operators, we should know that numbers – proven approaches that yield tangible, measurable results – that’s what operators really want.Luckily for us, that’s exactly what our guest today brings. That guest is Jeremey Donovan, Executive Vice President of RevOps and Strategy for Insight Partners - a venture capital firm that specializes in scaling companies.Jeremey is well-positioned to help us bring data to the conversation of "what good looks like," and ultimately separate the practices from the best practices.In our conversation, Jeremey explains the methodology he used to create what he calls the Revenue Maturity Assessment across 122 companies, why some best practices make you a top performer and others don’t, and why of all things, he’s chosen to be a student of CROs.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz and @DriftPodcasts, and Jeremey on LinkedIn.
Why Operators are Attracted to Pain with 1Password's Navin Persaud
26:31If you’re an operator, you can’t deny that you get some sick satisfaction out of untangling a ball of impossibly tangled lights.There’s something about being handed a problem that’s painfully broken, and fixing it. Our guest today, Navin Persaud, is someone who has found himself attracted to a specific type of operations pain for his entire career.Navin is VP of Revenue Operations at 1Password, and over the course of his career, he has developed a well-formed perspective on how to seek out and solve the pain that pops up inside of revenue organizations. In our conversation, we talk about optimizing for outcomes when solving pain, the mantra of the best Operations teams, and we talk about why operators don’t score goals, but collect assists.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz, @DriftPodcasts.
What it Really Takes to Run Slack's PLG Motion with Namrata Ram
29:04Product-Led Growth, or PLG, is about as buzzword-y a buzzword as you can find right now.But what does it take to actually run a real PLG motion at scale? For the answers, we’re turning to one of the most successful PLG companies you can find: Slack. Our guest on this episode is Namrata Ram, Slack’s VP of Sales Strategy and Operations.In our conversation, Namrata teaches us why scale and retention are the two foundational ingredients for PLG, when humans should and should not get involved in PLG motions, and if you stick around, you might be surprised to hear why Namrata says you shouldn’t be overly reliant on PLG itself.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz, @DriftPodcasts, and Namrata on LinkedIn.
How to Adjust Annual Planning During Economic Uncertainty with Unqork's Heidi Thompson
26:40In a typical annual planning exercise, so much work goes into preparing your team and your company for the upcoming fiscal year. But this year, there’s a new added wrinkle due to the economic uncertainty that is spreading across much of the tech industry.So how does the current economic environment impact your planning for next year? For the answers, we turned to Heidi Thompson, VP of GTM Strategy and Revenue Operations at Unqork.In this episode, we asked Heidi to help all of us adjust our planning exercise this year to account for the shifting economic climate. In our conversation, we talk about how to rethink your capacity and compensation planning this year, the exercise she went through to audit her tech stack with a fine-toothed comb, and the surprising ask sales reps are making during the recruiting process right now.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @DriftPodcasts.
The Journey from Operator to Advisor with Forethought's Jeff Ignacio
18:46Our guest this week has a day job, but in this episode, we’re not actually talking about that day job. We’re going deep on something else: advising. Our guest, and the perfect person for this topic, is Jeff Ignacio, Head of Marketing and Sales Operations at Forethought.Today you'll learn about how he has leveraged his operations experience at companies like Google, Patient Pop, AWS, and Upkeep to build an impressive list of advising engagements. In our conversation, we talk about the content flywheel he built that led to his advising opportunities, the three types of advisory work he typically sees, and Jeff will tell you exactly what to ask for in exchange for your next advising engagement.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Jeff on Twitter @Seany_Biz, @jeffignacio, and @DriftPodcasts.
LIVE From Revenue Excellence Summit: RevOps in Rapidly Scaling Sales Orgs
39:18Typically, we bring just one incredible operator for us to learn from on this podcast, but this week, we've got 4.I recently hosted a RevOps panel at Modern Sales Pros’ Revenue Excellence Festival, or as MSP called it, a virtual festival for sales nerds, and we're bringing that conversation to the feed.The Operations panel was all about trying to scale in the midst of rapid growth. Cindy Hancock, Senior Director of RevOps at HighSpot, Henry Mizel, VP of Revenue at Apollo, Meagan Lloyd, Director of Operations at Anyroad, and Melodie Schwartz, VP Enablement and Operations at Spiff joined me to talk about the routines and cadences they use to bring order to chaos, the way they break down the complex into the simple for their internal partners, and it wouldn’t be a live panel if we didn’t take some curveball questions from the audience along the way.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter (@Seany_Biz and @DriftPodcasts) and all of the guests on LinkedIn.
The Future of Hyperautomation with Truly CEO Erol Toker
40:11Everyone strives for benchmarks, but at what point do benchmarks stop being aspirational and instead just become handcuffs?The people who question limiting beliefs and look at problems through brand new lenses are typically pretty great people to learn from. They’re the ones creating what will become the new norms, the benchmarks in the future.One of those people is Erol Toker, the Founder and CEO of Truly.co, a company that helps eliminate complex repetitive tasks through a methodology called hyperautomation.In our conversation, Erol teaches us about the long-term value of humans, how operators can re-think the difference between low-value and high-value activities, and what his company did when they asked themselves, what would it take to not have SDRs.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Erol on Twitter @Seany_Biz, @eroltoker, and @DriftPodcasts.
#throwback The Intersection of Sales Operations and Sales Enablement with Spekit CEO Melanie Fellay
33:02The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded. That's why for this week's episode, we're throwing it back to an early guest on our show with sales enablement expert and Spekit Co-Founder and CEO, Melanie Fellay. Melanie and Sean go deep on measuring the ROI of different enablement tools, the reality of tool exhaustion, and the important distinction between change management and change enablement. Melanie also tells Sean why her former boss telling her they were getting rid of Salesforce led her to starting her own company.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Melanie on Twitter @Seany_Biz, @melfellay, and @DriftPodcasts.