Rethinking Sales Strategy: Smarter Outreach, Dynamic Territories And AI In RevOps With Bill Kantor The RevOps Review podcast

18:58

In this episode of RevOps Review, Jeff Ignacio sits down with Rich Archbold, SVP at HubSpot, for a deep dive into how one of the most iconic GTM platforms is using AI, not just to scale workflows, but to rethink them entirely. Rich shares how HubSpot is applying AI across the customer journey, from CRM hygiene to guided selling, to coaching reps via custom GPTs, and how frontline teams are quietly becoming GTM engineers themselves. They explore what happens when every employee uses AI, how this impacts org design (including middle management), and why building a “faster horse” just won’t cut it anymore. If you’re navigating AI in a RevOps or go-to-market leadership role, this one is a blueprint for what’s coming next.…

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Go-to-Market Engineering: Beyond RevOps with Patrick Spychalski, Co-Founder of The Kiln 21:13

10 days ago21:13

21:13

Patrick Spychalski, co-founder of The Kiln, joins to unpack the growing role of go-to-market engineering. From his early work creating content for Clay to founding one of the first GTM engineering agencies, Patrick explains how GTM engineering differs from RevOps, the core tools and workflows driving efficiency today, and why companies should focus on doing more with fewer - but smarter - systems.…

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Scaling Smarter: Cold Email, GTM Engineering & Operational Rigour with Noah Adelstein of Rippling 24:24

17 days ago24:24

24:24

In this episode, Jeff sits down with Noah Adelstein, who leads international growth at Rippling and hosts The GTM Engineer podcast. They unpack how Noah helped scale Rippling’s Australia team from 10 to 80+, the evolving state of cold email, and how GTM engineers are reshaping the way we think about growth. Noah shares why marketers must obsess over follow-up as much as lead gen, how AI fits into outbound strategy (without going off the rails), and why constantly rethinking org structure may be the most underrated superpower in modern GTM.…

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Data Infrastructure Is the New GTM Strategy, with Brian Aggerbeck, VP of Professional Services at Cognism 34:24

24 days ago34:24

34:24

Enterprises are rethinking go-to-market from the ground up. And the foundation is clean, unified, orchestrated data. In this episode, Brian Aggerbeck shares how leading companies are using Data-as-a-Service (DaaS) to build centralised architectures that fuel GTM at scale, without adding more tools or noise. From composable systems to AI-readiness, this is a masterclass in what’s next for RevOps, data leaders, and modern growth teams.…

1
The RevOps Nerve Center: Data, Cadence, and the AI-Ready Stack with John Queally 27:17

4 weeks ago27:17

27:17

Jeff Ignacio sits down with John Queally, Senior Director of RevOps at Clari, to explore how modern RevOps can go from support function to strategic command center. John shares how his team leverages product telemetry, AI-powered account health scores, and a unified cadence to drive real outcomes across the GTM funnel. They also dig into why RevOps must own data quality in the AI era, and why sometimes the best ops leaders step outside of ops to level up. If you’re serious about scaling smarter, this one’s for you.…

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RevOps mistakes that kill pipeline with Brett Hovanec, Founder of On The Fly Ops 30:08

6 weeks ago30:08

30:08

In this episode, Brett Hovanec, founder of On the Fly Ops, breaks down the most overlooked (and dangerous) flaws in go-to-market operations - from fuzzy MQL definitions to broken lead handoffs and churn-blind CS processes.

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Why scaling fast means rebuilding constantly with Alexander Lucey, Head of Finance and Operations at Unify 19:58

7 weeks ago19:58

19:58

Alexander Lucey, Head of Finance and Ops at Unify GTM, joins to unpack how RevOps complexity evolves as a business scales - especially post-product market fit. He shares how Unify is building a "system of action" (not just a system of record), what it really takes to operationalise outbound with intent data, and why RevOps is a game of constant recalibration. From founder-led selling to functional sales orgs, this one’s packed with tactical insight for ops leaders navigating high-growth chaos.…

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Should Ops Say Yes More Often? With Tom VanLangen, VP of Revenue Operations at Quickbase 28:11

8 weeks ago28:11

28:11

In this episode, Tom VanLangen, VP of RevOps at Quickbase, challenges the traditional idea of ops as gatekeepers. He shares why now is the time for ops leaders to embrace risk, carve out space for innovation, and say yes to calculated bets - especially when it comes to AI and evolving GTM playbooks.

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Building from a team of one to a trusted org with stakeholder buy-in with Nicole Looker, Director of Revenue Operations at Rebuy 25:58

9 weeks ago25:58

25:58

Nicole Looker, Director of RevOps at Rebuy, shares how she scaled from solo operator to strategic leader - with a focus on stakeholder trust, soft skills, and team development. She breaks down why RevOps success isn’t just about tooling, but about communication, prioritisation, and relationships. Expect insights on: Hiring for trust over technical perfection Managing up (and out) across exec teams Building autonomy and capability in new hires Communicating priorities without chaos Whether you’re building your first RevOps team or managing one solo, this episode is a must.…

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The Overwhelm of Possibility: AI, Tech Consolidation & the RevOps Balancing Act with Gabe Rothman, VP of Operations at Rescale 30:49

10 weeks ago30:49

30:49

In this episode, Gabe Rothman (VP of Operations at Rescale) joins to unpack one of the biggest challenges facing RevOps leaders today: navigating the explosion of AI tools, deciding where to consolidate tech stacks, and figuring out how to truly drive efficiency - without simply chasing shiny objects. From AI’s evolving role in account planning to redefining what a “customer” actually means inside complex businesses, Gabe shares real-world lessons on making smarter decisions in an increasingly noisy market.…

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What to do when the ops that got you here won’t get you there, with Jeff Ignacio 19:25

11 weeks ago19:25

19:25

In this special solo episode, Jeff dives deep into what happens when rapid growth hits a wall - and how RevOps leaders can untangle the complexity. From system sprawl to siloed teams and redundant tech, this is a practical guide to retooling your operating model, rebuilding governance, and making RevOps a strategic growth engine again.…

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Should Startups Hire RevOps Early? With Justin Humphreys, Head of Revenue Operations at Bright Network 22:12

12 weeks ago22:12

22:12

In this episode, Justin Humphreys, Head of RevOps at Bright Network, explains why foundational RevOps decisions - like which CRM to use - can make or break a startup’s growth. He shares insights from his telco roots, his move into marketing and CS ops, and why he’s now offering early-stage companies free advice through RevOps Hub.…

1
Bandwidth, Buy-In, and Big Swings with Rich Bishop, Founder of Midgame Consulting 19:23

13 weeks ago19:23

19:23

Our host, Jeff Ignacio, sits down with Rich Bishop, founder of Midgame Consulting, to talk all things RevOps. From his unexpected leap into consulting to transforming go-to-market strategies at PE-backed and traditional companies. Rich shares what makes change management stick, how to win over skeptical sales teams, and why CRM adoption is about more than just data hygiene. If you're navigating complex orgs, outdated processes, or just trying to make RevOps less of a “flavour of the month,” this one’s for you.…

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Fixing Cold Email: AI Guardrails and Deliverability Wars with Mustafa Saeed 27:25

15 weeks ago27:25

27:25

This week on The RevOps Review, Jeff Ignacio is joined by Mustafa Saeed, cofounder and CEO of Luella.ai, to unpack the chaotic new normal in outbound email. Mustafa explains why cold email as we know it is broken, how AI-fueled automation is killing deliverability, and what organisations can do to protect their sender reputation. They dive into domain health, infrastructure strategies, and the role of RevOps in owning email performance. Plus, a deep discussion on the emerging "Go-To-Market Engineer" role, why it's gaining traction and the challenges in building this rare profile. If your pipeline depends on outbound, this is an episode you can't afford to miss.…

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Turning Data into Direction with Olga Traskova, VP of Revenue Operations at Birdeye 28:47

16 weeks ago28:47

28:47

In this episode, we chat with Olga Traskova, VP of Revenue Operations at Birdeye, about transforming go-to-market processes to support scale. Olga shares how her team spans marketing, sales, and customer success ops, the balance between quick wins and long-term transformation, and her vision for blending human insight with AI-driven tools. From optimising pipeline hygiene to building forecasting accuracy and orchestrating a “marching band” sales motion, Olga brings a wealth of RevOps wisdom for any leader navigating growth.…

The RevOps Review

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Fix the Meeting, Fix the Machine with Mike Simmons, Founder at Catalyst A.C.T.S. 27:22

16 weeks ago27:22

27:22

In this episode, Mike Simmons—founder of Catalyst and go-to-market strategist—joins us to break down how great meetings, clear processes, and intentional systems can make or break a revenue org. From applying the Jobs-To-Be-Done framework to meetings, to building sales stages that actually reflect probability, Mike shares practical strategies, frameworks, and whiteboard-worthy insights for go-to-market and RevOps leaders navigating change. This one’s for the operators, the thinkers, and the builders.…

The RevOps Review

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Rethinking Sales Strategy: Smarter Outreach, Dynamic Territories and AI in RevOps with Bill Kantor 30:04

18 weeks ago30:04

30:04

This week Bill Kantor challenges traditional sales tactics, explaining why perfect forecasting doesn’t maximise sales. He explores AI’s role in outreach, the shift towards hyper-personalisation, and why static territory planning is outdated. Bill also shares insights on pipeline management and how RevOps can drive smarter, data-driven decisions. You can also tune in to this episode over on Cognism’s Youtube channel. Watch the video episode: https://youtu.be/UnwFf13-CgU…

The RevOps Review

1
The Art & Science of Go-To-Market Strategy with Kyle Lacy, CMO at Jellyfish 34:35

19 weeks ago34:35

34:35

In this episode, we sit down with Kyle Lacy, CMO of Jellyfish, to explore the intersection of marketing, revenue operations, and go-to-market strategy. We discuss the challenges of cross-functional alignment, the ongoing debate between brand vs. demand, and how marketing leaders can earn a seat at the revenue table. Plus, Kyle shares his insights on pipeline forecasting, revenue modeling, and why every team should invest in creative, unmeasurable "moonshot" ideas. Tune in for a deep dive into the art and science of scaling a GTM strategy in 2025.…

The RevOps Review

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Planning for Success: RevOps Strategies for Sustainable Growth with Joe Ort, Founder of RevOps Inflection 11:46

20 weeks ago11:46

11:46

This week Jeff Ignacio sits down with Joe Ort, founder of RevOps Inflection, to explore the critical differences between revenue operations in private equity versus venture capital backed companies. With 15 years of experience in RevOps and analytics, Joe shares insights on growth strategies, planning cycles, and how AI is reshaping sales efficiency. They also dive into top-down vs. bottom-up planning, the role of RevOps in optimising sales productivity, and why getting the fundamentals right from the start can save companies from major headaches down the line.…

The RevOps Review

1
Data Decay, Compliance, and the Future of Sales Intelligence with Adam Thompson, CPO at Cognism 26:28

21 weeks ago26:28

26:28

In this episode, Jeff sits down with Adam Thompson, Chief Product Officer at Cognism, to explore the evolving landscape of sales intelligence. They dive into the challenges of building high-quality B2B data, the impact of web scraping, and whether data is truly becoming a commodity. Adam shares insights on the hidden pitfalls of CRM hygiene, the complexity of global data compliance, and the real power of personalisation in sales outreach. Plus, a fun quiz on business demographics and a peek at Cognism’s latest product release. Tune in for a deep dive into the state of sales intelligence and what it means for revenue operators today!…

The RevOps Review

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From Sales Rep to Consultant with Lewis Chawko, Founder of RevOps Consulting 22:39

22 weeks ago22:39

22:39

In this episode of RevOps Review, host Jeff Ignacio chats with Lewis Chawko, founder of RevOpsConsulting.io, about his journey from sales to revenue operations and how he turned a side hustle into a full-fledged consulting business. Lewis shares his insights on scaling go-to-market teams, optimizing RevOps tech stacks, and the challenges of moving from inbound to outbound motions. Whether you're an operator or aspiring consultant, this episode is packed with valuable takeaways on growing a career in RevOps.…

The RevOps Review

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A leadership playbook with Sandy Robinson, VP of Revenue Operations & Client Growth at Quavo Fraud & Disputes 36:44

24 weeks ago36:44

36:44

In this episode of RevOps Review, host Jeff Ignacio sits down with Sandy Robinson, VP of Revenue Operations and Client Growth at Quavo and host of RevOps Unboxed. Sandy shares her insights on stepping into a new RevOps leadership role, navigating the first 30, 60, and 90 days, and the challenges of building and rebuilding revenue operations from the ground up. Tune in for expert advice on aligning stakeholders, driving strategic impact, and setting up RevOps for long-term success.…

The RevOps Review

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Balancing Growth, Data, and Regulation with Matthieu Garlock, Senior Director of RevOps at Equitybee 32:54

25 weeks ago32:54

32:54

In this episode, Matthieu Garlock, Senior Director of RevOps at Equitybee, dives into the complexities of revenue operations in a marketplace model. He shares insights on balancing supply and demand, leveraging data to optimize investment flows, and navigating regulatory challenges in the financial sector. Matthieu also discusses his journey from RevOps into sales, the impact of AI on the industry, and why focusing on fundamentals is key to success in a rapidly evolving landscape. https://www.investopedia.com/terms/c/cashlessexercise.asp https://www.investopedia.com/terms/t/tenderoffer.asp The following link leads to a third-party site that Equitybee Securities Inc. does not control or endorse. We are not responsible for its content or accuracy. Equitybee does not provide tax advice and encourages you to speak with a tax professional before making any decisions of what is best for you. To learn more, please visit www.equitybee.com.…

The RevOps Review

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From Salesforce Admin to RevOps Leader with Tori Moss, Global Head of Revenue Operations 34:26

26 weeks ago34:26

34:26

Our host, Jeff Ignacio sits down with Tori Moss, Head of Revenue Operations at Pigment, who shares her journey from Salesforce admin to RevOps leader, reflecting on lessons learned during hypergrowth at Greenhouse. She dives into the evolution of RevOps, the challenges of scaling teams, the role of AI in business planning, and the importance of strategic leadership. Tune in for insights on building a high-impact RevOps function and navigating rapid growth in today's dynamic business landscape.…

The RevOps Review

1
Fixing Sales Pipeline Problems: Outbound, AI, and Territory Strategy with Hayes Davis 31:16

27 weeks ago31:16

31:16

This week Jeff Ignacio sits down with Hayes Davis, CEO of Gradient Works, to tackle the pipeline coverage problem facing revenue leaders today. Hayes shares his insights on why traditional outbound strategies are failing, how AI is being misused in sales, and why static territory models are leaving money on the table. He also dives into the importance of pipeline forecasting and how RevOps teams can improve sales efficiency with dynamic allocation models.…

The RevOps Review

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Does AI fit into GTM with Taft Love, Founder of Iceberg RevOps 31:54

28 weeks ago31:54

31:54

Our host, Jeff Ignacio, sat down with Taft Love, Founder of Iceberg RevOps, to explore the evolving landscape of revenue operations and global sales. Taft shares his journey from sales leadership to building a specialised RevOps consultancy, offering insights into scaling organisations, fostering cross-functional alignment, and navigating the unique challenges of global marketplaces. Whether you're a RevOps pro or new to the field, this conversation is packed with practical advice and strategic takeaways.…

The RevOps Review

1
Leveraging AI in Go-to-Market Strategies: Practical Insights and the Path to ROI with Joel Arnold 26:55

29 weeks ago26:55

26:55

In this episode, Joel Arnold, founder of Arnold GTM Advisors and former VP of Revenue Operations, explores the transformative role of AI in go-to-market strategies. From leveraging large language models for prospecting and note-taking, to analising call data for predictive insights, Joel shares practical use cases driving real ROI. He also dives into the current experimentation curve, contrasting automated workflows with autonomous AI agents.…

The RevOps Review

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From Marketing Ops to RevOps: Building a Unified Revenue Strategy with Jessi Eagan 27:43

30 weeks ago27:43

27:43

In this episode, we’re joined by Jessi Eagan, Senior Manager of GTM Revenue Operations at Macabacus, to discuss her journey from marketing operations to leading RevOps as a team of one. Jessi shares how her diverse experience has equipped her to oversee the entire revenue lifecycle, from marketing automation to sales reporting. She also dispels common misconceptions about RevOps, highlighting its role in unifying marketing, sales, and customer success.…

The RevOps Review

1
Unlocking the Power of Connected GTM Strategies: Insights from Stuart Balcombe on the HubSpot Ecosystem 27:58

31 weeks ago27:58

27:58

In this episode, we’re joined by Stuart Balcombe, author and workflow creator at Connected GTM. Stuart shares surprising insights about the underutilisation of HubSpot’s app marketplace and discusses opportunities for businesses to better integrate and leverage the platform. We also explore HubSpot’s strengths in the SMB and mid-market spaces, its growing enterprise capabilities, and the importance of aligning data-driven GTM strategies with customer needs.…

The RevOps Review

1
Bridging Strategy and Success with Benjamin Zeitz, Head of Revenue Operations at Sweep.io 21:34

32 weeks ago21:34

21:34

Our host, Jeff Ignacio, sits down with Benjamin Zeitz, Head of Revenue Operations at Sweep.io to discuss Benjamin’s experience in a hybrid role, the importance of expertise in operational tools like Salesforce, and the integration of RevOps into customer success.

The RevOps Review

1
AI in RevOps: Boosting Efficiency and Redefining Marketing Ops with Sara McNamara 27:16

33 weeks ago27:16

27:16

This week Jeff sits down with Sara McNamara to explore how artificial intelligence is reshaping the way revenue operations teams work. They dive into how AI tools can enable sales teams to focus on high-impact activities and why cutting-edge tools alone won't drive results. Packed with actionable insights, this episode is a must-listen for leaders navigating budget constraints, growth challenges, and the rapidly advancing AI landscape.…

The RevOps Review

1
Revenue operations in a mission-driven organisation with Jonathan Unger, Senior Manager of Demand Generation and RevOps at Regrow 23:15

34 weeks ago23:15

23:15

Our host, Jeff Ignacio, sits down with Jonathan Unger, Senior Manager of Demand Generation and RevOps at Regrow to chat about sustainability, climate tech and what it’s like doing RevOps in a mission-driven organisation.

The RevOps Review

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Building a world class RevOps department with Hassan Irshad, Director of Revenue Operations at FEV Tutor 25:42

37 weeks ago25:42

25:42

Our host, Jeff Ignacio, sits down with Hassan Irshad, Director of Revenue Operations at FEV Tutor to discuss where RevOps should report to, incentives and commission alignment and how to build a world class RevOps department.

The RevOps Review

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How RevOps Leaders Can Step Up as AI Innovators with Jeff Ignacio and Rob Levey 27:27

37 weeks ago27:27

27:27

In this episode of The RevOps Review, Jeff Ignacio sits down with Rob Levey to dive into the future of RevOps in an AI-driven world. Rob offers insights on RevOps best practices and how RevOps leaders can embrace the selective power of AI to lead growth and increase efficiency.

The RevOps Review

1
The CRO turnover dilemma: What's causing short average tenure with Cliff Simon, CRO at Carabiner Group 25:04

38 weeks ago25:04

25:04

In this episode, host Jeff Ignacio dives into one of the hottest topics in revenue leadership: the surprisingly short tenure of Chief Revenue Officers. Why do so many CROs face high expectations yet find themselves in short-lived roles? Jeff is joined by Cliff Simon, an experienced revenue leader and industry expert, to unpack the forces driving this high turnover rate.…

The RevOps Review

1
Mastering Go-To-Market Enablement with Sam Lau, Senior Director, Global GTM Enablement at Anomali 22:37

40 weeks ago22:37

22:37

Our host, Jeff Ignacio, sits down with Sam Lau, Senior Director, Global GTM Enablement at Anomali. They discuss maximising training impact, crucial Sales Operations and Enablement partnership tips and the differences between technical and business wins.

The RevOps Review

1
Aligning revenue teams and implementing AI with Hannah Wendt, Director of Revenue Operations at No Fraud 23:36

41 weeks ago23:36

23:36

Our host, Jeff Ignacio, sits down with Hannah Wendt, Director of Revenue Operations at No Fraud. They discuss unlocking AI potential, aligning revenue teams and accessing necessary data - and much more!

The RevOps Review

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The future of Revenue Operations with Lonny Sternberg, VP of RevOps at Vestwell 30:28

42 weeks ago30:28

30:28

In this episode of The RevOps Review, Jeff Ignacio and Lonny Sternberg dive deep into the future of Revenue Operations and the strategies that power sustainable growth. Explore how crafting a strong ICP can supercharge product-market fit, why integrating RevOps early in your organisational planning is critical, and what the next decade holds for startup funding and tech evolution. With a fresh take on balancing people, data, and AI in operations, this episode spotlights the human aspects that drive RevOps success.…

The RevOps Review

1
Top Challenges Revenue Leaders Face with Madhu Puranik, Founder of Revlitix 34:12

43 weeks ago34:12

34:12

Our host, Jeff Ignacio, sits down with Madhu Puranik, Founder of Revlitix. They discuss the challenges that revenue leaders face, from tech stacks and tooling, to full funnel visibility.

The RevOps Review

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How RevOps Functions In A Non-SaaS Organisation with Jeff Ignacio and Julia Roth 23:37

44 weeks ago23:37

23:37

Our host, Jeff Ignacio, sits down with Julia Roth, Head of Revenue Operations and Analytics at Deako Lighting. They discuss what a revenue operations function looks like in a non-saas business. From forecasting, building funnels, customer tracking and data collection. They also discuss product management and feedback loops.…

The RevOps Review

1
The Revenue Operations Manual with Jeff Ignacio, Sean Lane and Laura Adint 21:36

45 weeks ago21:36

21:36

Our host Jeff Ignacio sits down with Sean Lane, Founding Partner of BeaconGTM, and Laura Adint, Operations & Strategy Lead at Raymond James, discuss the release of their book, The Revenue Operations Manual. Here, they discuss the four pillars of RevOps and the importance of building and getting a 360-degree view of the business. They also discuss building a team, maintaining relationships, and goal setting.…

The RevOps Review

1
Customer Retention and Sales Enablement with Jeff Ignacio and Steve Silver 24:19

46 weeks ago24:19

24:19

The RevOps Review - With Jeff Ignacio and Steve Silver - Customer Retention and Sales Enablement

The RevOps Review

1
Creating Executive Alignment and Product Management with Jeff Ignacio and Stuart Balcombe 16:07

48 weeks ago16:07

16:07

Our host, Jeff Ignacio, sits down with Stuart Balcombe. They discuss the importance of feedback loops and creating executive and cross-functional alignment. They discuss product management and how to let data guide your decision-making.

The RevOps Review

1
Personalisation and Intent Data with Jeff Ignacio and Brent Keltner 23:34

49 weeks ago23:34

23:34

Our host, Jeff Ignacio, sits down with Brent Keltner. They discuss personalisation and how to craft your outreach to match the organisation, not just the individual. They also discuss the importance of intent data and how to leverage this to engage with prospects, as well as how to sell to revenue operators.…

The RevOps Review

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Operating As A RevOps Advisor with Jeff Ignacio and Jeremy Donovan 25:44

51 weeks ago25:44