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James McKay and I delve into the power of strategic revenue operations скачать в хорошем качестве

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James McKay and I delve into the power of strategic revenue operations

‪@ThoughtsonSelling‬ In this episode, I had the absolute pleasure of chatting with James McKay, a RevOps expert with a fascinating career journey. We covered everything from the evolution of inside sales to how RevOps is reshaping sales productivity. Here’s what stood out to me from our conversation: Inside Sales: A Different Beast James shared how inside sales has shifted from being a niche role to something we almost take for granted in tech. What he loves most about it is the focus on strategy and market research—things that really make an impact—without the distractions of events or excessive travel. What resonated with me was how inside sales reps often become the first and only touchpoint a customer has with a company. That’s a huge responsibility! They’re not just pushing a product; they’re representing the entire brand. It’s a reminder of just how critical the role is, especially when you think about the lasting impression they can leave on the market. RevOps: The Glue That Holds It All Together If you’re not familiar with revenue operations (RevOps), James broke it down beautifully. Think of it as the glue that ties together your marketing, sales, and customer success teams. It’s all about making the customer journey as smooth as possible—from the first touchpoint to retention. He boiled it down to four key pillars: people, process, data/reporting, and strategy/enablement. What stuck with me is his emphasis on people and process coming before technology. Tools are important, sure, but without the right people and clear processes in place, the fanciest CRM won’t save you. Stages Are Everything James also highlighted something I’ve seen trip up so many companies: unclear stages in the customer lifecycle. He stressed the importance of defining every stage with clear entry and exit criteria. It sounds basic, but when you nail this, it becomes so much easier to track progress, generate clean data, and truly understand what’s working—or not—in your sales process. Shiny Object Syndrome One of my favorite parts of the conversation was James’ take on the obsession with new tools. He sees it all the time, especially in tech. Teams get distracted by the latest flashy software and forget to ask, “What’s the real problem we’re trying to solve here?” His advice? Focus on the process first, then find tools that fit—not the other way around. What’s Next for Growing Companies? For companies scaling beyond founder-led sales, James had a simple but powerful message: take a step back and focus on staging. Define your customer journey, align your processes, and only then think about tools. It’s all about operationalizing the customer lifecycle to set yourself up for long-term success. Final Thoughts: This was such a rich conversation. Here’s my challenge to you: pick one or two insights from this episode, talk them over with your team, and take one specific action to improve your sales productivity. Let me know what you try and how it works—I’d love to hear your results! Don’t forget, you can find show notes, past episodes, and a way to reach out at podcast.thoughtsonselling.com. Thanks for tuning in!

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