Episodios

  • Scaling Beyond Sales: The True Role of Growth Leadership
    Jun 24 2025

    On this episode of RevOps Revolution, we sit down with Sue Holub, an accomplished C-suite leader in SaaS and B2B tech, who specializes in transforming companies through operational foundations and people-first leadership. Sue and Jesse unpack what it really takes to build a revenue engine that delivers — with candid stories on breaking silos, driving alignment, and scaling teams for organic and inorganic growth (cue three successful exits!). Dive deep into the role of the Chief Growth Officer, how RevOps acts as “Switzerland” in the org, why defining “what good looks like” makes or breaks outcomes, and what the AI revolution means for the future of human capital.

    Tune in for insights on:

    • Creating holistic GTM motions that go far beyond sales
    • The leadership traits that differentiate true change-makers
    • Building and empowering high-performing teams
    • The power (and necessity) of RevOps as a neutral, metrics-based function
    • How to drive alignment among stakeholders (and “get the bill through Congress”)
    • The untapped opportunity of reskilling workforces for the AI era
    • Why tension can be healthy if harnessed the right way
    • Sue’s people-first framework for hiring and growing teams …and much more.

    Quotable Takeaways:

    • “You have to focus on data integrity — it’s not just having data, it’s the integrity of the data. You’ll never have perfect data, but it has to be pretty good.”
    • “Defining what good looks like — and then enabling, empowering, and getting out of the way. If you’ve hired the right people and shown them what good looks like, let them go.”
    • “RevOps serves as Switzerland. It’s the tide that helps all teams rise. Metrics alone aren’t just a report card — they’re about actionable insights.”
    • “We attack problems, not people. That’s key to high-performing, aligned teams.”


    Connect with Sue Holub:

    Find Sue on LinkedIn


    Don’t forget:

    Subscribe to RevOps Revolution for more conversations that fuel transformation and drive revenue at every stage of growth!



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    49 m
  • Building Revenue Teams with Grit, Transparency, and Focus: Lessons from Emma Galler
    Jun 11 2025

    Welcome back to RevOps Revolution, the podcast where we dive deep into innovative strategies and mindsets shaping the future of revenue operations. In this episode, host Jesse Morris sits down with Emma Galler, a seasoned sales leader with over 15 years of experience, currently leading sales, customer success, and revenue operations at a top workplace productivity software company.

    Emma shares her unique journey into sales, starting with door-to-door Girl Scout cookie sales—thanks to her entrepreneurial parents who instilled grit, perseverance, and a “solve it yourself” mentality from an early age. From her early days as a recruiter to leading major teams and eventually stepping into VP and SVP roles, Emma gives us an honest look at the pivotal moments—and challenges—that defined her career.

    Together, Jesse and Emma discuss the power of resilience, the importance of continuous learning, and what it takes to lead with transparency and composure in the fast-paced world of SaaS. Emma opens up about her recent focus on customer retention in product-led growth environments and the thrill of launching new enterprise products that solve real-world problems.

    Get ready for practical leadership wisdom, real stories of overcoming self-doubt, and plenty of actionable tips for anyone looking to make an impact in rev ops or drive change across their organization.

    Connect with Emma Galler

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    42 m
  • The Future of Sales Leadership in a Data-Driven World
    Apr 15 2025

    Today we're diving into the world of sales leadership and innovations in the SaaS space. Joined by my good friend and seasoned sales leader, Beau Brooks, we're exploring how AI is reshaping the sales landscape, what it means for both sellers and buyers, and the evolving role of the sales leader in this dynamic environment. Beau shares insights from his vast experience as the VP of Sales at Rentvine and discusses the importance of adapting our skill sets to thrive in an ever-changing industry. We'll also touch on gamification in sales, the power of feedback, and what it takes to build successful sales teams today. So sit back, relax, and join us as we geek out on all things sales and strategy in this insightful conversation!

    Here’s what we talked about:

    • Sales Leadership and Strategy
    • Discussion on strategic approaches to leading sales organizations.
    • Integration of sales and customer experience.
    • Importance of having a holistic view in leadership.
    • Data-driven decision-making in sales.

    • Impact of AI on Sales
    • Debate on the evolving role of AI in sales and its potential impacts.
    • AI's influence on the sales cycle, prospecting, and buyer interactions.
    • Ethical considerations and transparency in AI usage.
    • Integration of AI as a supplement to human efforts rather than a replacement.


    • Learning and Development
    • Continual learning and improvement in sales tactics.
    • The balance of technology and human touch in sales.


    • Hierarchy of Needs in Sales Leadership
    • Application of Maslow’s hierarchy in addressing sales team needs.
    • Importance of CRM process and hygiene as a foundational layer.
    • Development of basic sales tactics and scoring rubric.
    • Discussion on sales gamification and engagement.


    • Gamification in Sales
    • Encouragement of friendly competition and its positive impact.
    • Use of gamification to instill best practices and improve engagement.


    • Feedback and Growth
    • Importance of direct feedback and its role in skill development.
    • Encouraging an environment of honesty and improvement.
    • Personal anecdotes illustrating feedback in professional growth.


    • Key Traits of Successful Sales Reps
    • Essential qualities such as resilience, adaptability, and detail orientation.
    • The importance of matching and mirroring in building rapport with clients.
    • Strategies to identify promising candidates in interviews.

    Connect with Beau Brooks:

    LinkedIn

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    53 m
  • AI & Agents in Revenue Operations with Stephen Stouffer
    Mar 18 2025

    In this insightful episode, host Jesse Morris welcomes Stephen Stouffer. Together they explore how AI agents are transforming revenue operations across marketing, sales, and customer support. Stephen shares his journey from an "accidental admin" to a RevOps leader, and explains how the landscape is shifting from traditional if-else automation to intelligent, autonomous agents. The conversation covers practical use cases that are delivering real results today—from processing auto-responder emails and accelerating pre-sales research to data cleaning and customer support optimization. As Stephen predicts a fundamental shift toward chat-based interfaces within two years, he offers valuable advice for executives looking to implement AI agents cost-effectively while demonstrating clear ROI. This episode provides a compelling look at how AI is not just changing what RevOps teams do, but fundamentally transforming how they work.

    Stephen Stouffer is a technology innovator who specializes in digital transformation and business integration solutions. As a leader in innovation and automation systems at Tray.ai, he focuses on building sustainable technological infrastructures that scale with business growth. His expertise lies in seamlessly connecting AI, iPaaS, and marketing/sales automation to optimize operational workflows—from lead intake to quote-to-cash processes—while preventing data silos.

    Beginning his career as an "accidental admin," Stephen has evolved into a SaaS initiative leader through continuous learning and adaptation. He leverages CRMs, marketing automation, integration services, and AI technologies to create sustainable tech ecosystems for businesses.

    Join us in this episode as Jesse Morris and Stephen talk through a rich conversation around the future of AI agents!

    Evolution of AI in Marketing Technology
    • Initial focus on content generation and basic generative AI
    • Shift over the past 12 months toward AI agents
    • Major platforms like Salesforce and HubSpot now incorporating AI agent components
    • Many AI solutions are white-labeled OpenAI technology behind the scenes

    Traditional vs. Agent-Based Automation
    • Traditional automation: Prescriptive "if-else" statements with mapped fields and logic wireframes
    • Agent-based approach: Autonomous large language models (LLMs) leveraging provided tools to complete tasks in the most efficient way
    • Key challenge: Connectivity between different systems and APIs
    • Importance of internal knowledge and "grounding" for agents to follow company protocols

    Real-World Use Cases for AI AgentsMarketing Use Cases
    • Processing auto-responder emails (out of office, unsubscribe requests) to update database records
    • Automatically identifying and handling unsubscribe requests from various sources

    Sales Use Cases
    • Pre-sales discovery research that typically takes 10 minutes can be reduced to 30 seconds
    • Generating briefing documents for sales calls

    Customer Support Use Cases
    • Intelligent document processing (business cards at events)
    • Analyzing support tickets and suggesting solutions based on past cases
    • Can potentially handle first-line customer support responses

    Data Processing Use Cases
    • Cleaning and standardizing data (e.g., correcting misspelled states/countries in form submissions)
    • Reducing lead-to-sales time from weeks to seconds
    • Enriching trade show leads faster to maintain lead velocity

    Future of Marketing Operations
    • Prediction: Moving away from traditional page layouts within 2 years
    • Interface shift toward more chat-based interactions
    • Capabilities expanding to include record uploads, research functions, and marketing attribution...
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    47 m
  • Infusing the Human Element in the World of Salesforce
    Dec 17 2024

    Josh Nelson, CEO of High Tide. gives a unique perspective to SaaS as a consultant serving SaaS and tech. One thing you learn from hearing Josh’s story is the power of stepping up and saying “yes” to learning new technologies and opportunities. Being boutique is their superpower, delivering personalized salesforce support.

    Cost is only a concern in the absence of value. If you’re creating a world-class solution and can show the value, that’s where you can make a big difference. Talk to the people in the organization to get the full perspective. You want to get the data-based approach, but also the emotional input. Give people little wins and they create buy-in for the project as a whole.

    Key Takeaways for Success:

    • C-Suite and leadership need to know the “whys” behind a project and be able to communicate that to the teams that report up to them. Get their buy-in and focus on the why heavily to actively move a project forward. That helps cast vision to get the rest of the team on board as well.
    • Alignment between sales, finance, and operations are some of the most efficient companies. Let data drive the conversation.
    • Many of these companies have data in spreadsheets, or siloed systems that don’t talk to each other. One of the most impactful things you can do is a data transformation project so you can get as close to real-time insights as possible. This allows you to stay agile in a competitive market.
    • Working with a boutique consultancy can be incredibly helpful. You can know the team who specializes in specific parts of the process. There’s no one-size-fits-all approach, so it’s vital to have the right team who understands these needs.

    Connect with Josh Nelson

    Josh's Podcast

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    44 m
  • Essential Truths to Success in Go-To-Market Orgs with Russ Stanziale
    Oct 30 2024

    Essential Truths to Success in Go-To-Market Orgs with Russ Stanziale

    Those who work in SaaS know how fast things come at you and how much may be asked of you on any given day. When you add in an org that’s literally operating 24/7 with more time zones than you can keep up with and more cultural nuances than you can count, you have to get strategic about how you’re empowering and driving change. It doesn’t happen by accident, and my guest, Russ Stanziale, shares this in so many ways in our conversation. His intentional moves have led to some amazing growth and team dynamics!


    Working Around the Globe

    It’s easy to underestimate the complexities of international organizations. You have to have sensitivity to those cultural differences, not just with customers but with the internal team members.


    Change Management

    Driving change can be difficult within your own culture, but when you try to change culture across multiple cultures and time zones creates even more challenges. Change starts with you first as a leader. Once you can do that, you can start to bring change through your team and an entire organization. Preparation and data can be helpful for the narrative and change you are trying to bring. Set up the why first and then you can help move people into the new process. Don’t take it for granted that they’re going to follow through. Be careful to assess your internal and external stakeholders to see if they’re buying into the new change.


    To Re-Org or Not to Re-Org

    There’s probably five different ways to win in any situation you’re dealing with. We could spend all year long reorganization, but the important thing was making sure people were aligned and focused, regardless of who is reporting to whom. There are often arguments for both sides of a decent decision. At some point you have to make the best decision you can with what you have in that moment.


    Perspective is Power

    Embrace the people on your team who think differently and have different perspectives about a situation. You have a wealth of perspectives and insights from the people on your team. Check your ego at the door and embrace these perspectives and get buy-in from your team. The question you should always be asking is how you can make the people around you successful.


    Attributes for Solid Teams

    When you’re growing an organization your people are so powerful. Look for professional curiosity on how to improve the organization they are joining. Look for people who can problem solve and be direct and concise. This is a sign of being focused and focused people get work done!


    Driving Culture for Go-To-Market

    As a leader, you get to drive culture for your team, and we all know well and good how fast our teams are moving at any given moment. So, what drives a healthy culture in this scenario? People leaning into their team instead of telling them what to do brings greater results. Respect is paramount. Another thing to consider is that sometimes the objectives we’re asking people to do get in the way of even greater opportunities for the org. Looking at things from a higher level perspective can help you see what the better objective is at the moment.


    Empowerment is also incredibly important to drive culture in a go-to-market mentality. Every opportunity to mentor somebody doesn't need to be executed upon. Sometimes empowering someone else’s ideas is a simple way to build confidence while moving toward objectives and driving forward motion for the team.


    Board & Executive Level Leadership

    There’s a delicate balance of managing expectations with executive leaders, boards, and other stakeholders. When the...

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    50 m
  • Cost Modeling for Fiscal Year Planning
    Oct 9 2024

    Get clear on your costs. As you do fiscal year planning for the upcoming year, it’s vital that you get real with what to expect for cost modeling. But, what goes into that? What should you be evaluating and considering? The cost models you’ll want to be building are waterfall and salary run rate models to get a good sense to understand how the costs will outlay throughout the year so you can track and monitor that throughout the upcoming year. I dive into how to approach cost modeling in this month’s episode.

    Questions to consider:

    • Are we winning? Is what we’re doing working?
    • How did we do last year in expenses (salaries, non-personnel costs, pension costs, additional benefits, compensation plans)?
    • What are your ramp times in your sales cycle?
    • What do your renewals and retention strategy look?

    And more!



    Listen to hear more about sales compensation planning as it relates to fiscal year planning!


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    13 m
  • Fiscal Year Planning Sales Compensation Planning for RevOps
    Sep 24 2024
    Fiscal Year Planning Sales Compensation Planning

    This topic is one most companies struggle with a lot. It’s all about balancing plans that motivate team members and are feasible, while also managing the financial implications of those compensation incentives. It’s often a highly overlooked topic until it becomes an issue.

    Power of Feedback

    Getting feedback from your stakeholders on what has worked well. These may include field staff, finance teams, sales leaders, CRO, CGO, and sales compensation team members. Sometimes your CEO may want to speak into this topic as well. Talk to these teams to get feedback about what’s worked well and what hasn’t to improve compensation plans moving forward.

    *Questions to ask:

    • Where are we headed?
    • What behaviors do we want to drive?
    • What did we not do well in the past?


    Variables on Compensation Plans

    While you can try to stay simple or get complicated, I typically like to have two variables involved maximum; one variable is ideal if you can. These are often around new logo and expansion or retention. There are a lot of ways to achieve your goals while minimizing your variables. You can’t solve for it all, so focus on the main pieces to avoid over-complication.


    Listen to hear more about sales compensation planning as it relates to fiscal year planning!



    Connect with Jesse:

    Website

    LinkedIn

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    15 m