Beyond The Pipeline

In this episode of Beyond the Pipeline, host Vivin interviews Taft Love, founder of Iceberg RevOps, who shares his unique career journey from detective to sales leader. The conversation explores the importance of operations in early-stage startups, when to invest in operations and the challenges of maintaining sales processes. Taft emphasises the need for strategic thinking in hiring operations talent and discusses the balance between SDR and ops roles. In this conversation, Taft Love discusses the complexities of scaling operations within organisations, emphasising the importance of thoughtful decision-making and the balance between firefighting and strategic growth. He highlights the critical need for alignment between sales and operations teams, addressing common misalignments and the role of communication in fostering collaboration. Taft also shares insights on understanding leading indicators for SDR performance, advocating for a deeper analysis of sales strategies rather than just focusing on activity metrics. You can connect with Taft on LinkedIn here [https://www.linkedin.com/in/taft-love/]. If you liked this episode - it would mean the world to me if you give us a 5-star rating. Thanks in advance.

Summary In this episode of Beyond the Pipeline, Vivin and Anthony Enrico discuss the intricacies of creating an operating plan and growth model for VC-funded companies. They explore the importance of setting ambitious yet achievable goals, the role of RevOps in the planning process, and the necessity of using historical data and assumptions to inform decisions. Anthony shares insights from his journey in operations and the evolution of LeanScale, emphasizing the need for ongoing adjustments to plans based on real-time data and market conditions. In this conversation, Anthony Enrico discusses the importance of understanding sales cycles, the challenges of data management in companies, and the necessity of establishing a solid data capture foundation. He emphasizes the essential data points needed for sales stages, navigates the complexities of data stacks, and shares insights on adjusting business plans and hiring strategies as companies grow. Connect with Anthony on LinkedIn [https://www.linkedin.com/in/anthonyenrico/] Watch a detailed video on growth modelling here [https://youtu.be/aCcS8tFl2zY?si=zD6P6Lyqe8NFEqo_] Use this template to create your own growth model [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbjVnaGMyY1dCNWN0MXlxUDN2OGdzYUctekp3Z3xBQ3Jtc0ttVHpqcVlORmR5SUFNQTZfRnhJNFZGVGxJNC1BLXB1eWVkQjE3SENVUWxoZlMxaUFtajB6Y2lvRzFoSWtGU3FfUmR2Zm9FZDgwakhsN28tU3F1Z2JJOEk0ZkJ3UDZlbnJBWlBhcVBlRmJzZ3daVERVTQ&q=https%3A%2F%2Fdocs.google.com%2Fspreadsheets%2Fu%2F0%2Fd%2F1USAaOnf8hs2YMvw2Wu8wXaoX_oF-0ainI2I3egrK2jA%2Fcopy&v=aCcS8tFl2zY] - Created by Anthony and team at LeanScale Liked the episode - follow Beyond the Pipeline [https://www.linkedin.com/company/beyond-the-pipeline/] on LinkedIn.

Summary In this episode of the Beyond the Pipeline podcast, host Vivin engages with Jen Bergren, a documentation expert, to explore the critical role of documentation in operations and business success. They discuss the challenges organisations face in prioritizing documentation, the cultural differences between large companies and startups, and practical strategies for effective documentation practices. Jen emphasizes the importance of starting small, maintaining clarity, and ensuring accessibility in documentation. The conversation also touches on the significance of metrics to measure the impact of documentation and the tools that can facilitate the documentation process. Jen shares her insights on fostering a documentation culture within organizations and the necessity of ongoing maintenance and versioning of documents. Takeaways - Documentation is essential for business success and scalability. - Many organizations struggle to prioritize documentation due to cultural norms. - Starting documentation efforts small can lead to better adoption. - Balancing detail and clarity is crucial in the documentation. - Collaboration in documentation can lead to inconsistencies if not managed well. - Versioning and maintenance of documents are vital for their relevance. - Structuring documents for easy access enhances usability. - Using familiar tools for documentation can improve engagement. - Metrics are necessary to demonstrate the value of documentation efforts. - Regular reviews of documentation help keep it up to date. Connect with Jen Bergren [https://www.linkedin.com/in/jenbergren/] Follow Beyond the Pipeline on LinkedIn [https://www.linkedin.com/company/beyond-the-pipeline/] A great post on documentation structure by Jen [https://www.jenbergren.com/blog/documentation-how-to-write-a-business-process#documentation-structure]

This episode features Laura Adint and Sean Lane, authors of "The Revenue Operations Manual." The discussion focuses on the importance of communication in RevOps and how it can elevate ops professionals in their roles. Key points from the episode include: 1. The importance of communication in RevOps: The guests emphasize that being good at execution and data analysis isn't enough; ops professionals need to effectively communicate the value of their work. 2. Ops professionals' unique perspective: Due to their exposure to various parts of the business, ops professionals have a unique vantage point that allows them to connect different functions and provide valuable insights. 3. The concept of "seat at the table": The guests discuss what it means to have a "seat at the table" in ops, emphasizing that it's about being a trusted partner in decision-making processes. 4. Effective listening: The importance of being a keen listener is highlighted, as it helps ops professionals understand the root causes of issues and provide better solutions. 5. Prioritization and saying "no": The episode covers strategies for prioritizing work and how to effectively say "no" to requests that don't align with key goals. 6. Building feedback loops: The guests discuss the importance of creating feedback loops to ensure that insights and recommendations are actually implemented and their impact is measured. 7. Increasing visibility: Strategies for improving the visibility of ops work within the organization are discussed, emphasizing the need to communicate in terms that stakeholders care about. 8. Long-term thinking: The importance of following up on projects months after implementation to assess their impact is highlighted as a key practice for successful ops teams. Throughout the episode, the guests draw from their experiences and the insights gathered from other professionals while writing their book, providing practical advice for RevOps professionals looking to enhance their impact through better communication. Timestamps: 00:00 Introduction and Book Launch 09:22 The Importance of Communication in Operations 14:49 Building Relationships and Listening 21:36 Learning to Say No 26:25 Earning a Seat at the Table 37:01 Increasing Visibility and Reputation 43:55 Establishing Feedback Loops 50:01 Rapid Fire Questions Anyone interested in ordering The Revenue Operations Manual can go here [https://d4kghp04.na1.hs-sales-engage.com/Ctc/OT+23284/d4KGhp04/JlY2-6qcW95jsWP6lZ3kTVLLxFQ1vm2QDW860X0Y1KyQ4tW7lm1Xq60GF6fW8T-c466ZXPmbW6zZ2Jz30HvdKVTbgFR3WPDxVW93Cl6z5QGjy9W13L78g4slHWQVClty_1HW_kPVXRtSZ5yVNY4W7swDqx6TD1MPVlS_Ls1J_BLXW249g_T6dbJJNW3D2vtx4wg3-FW50KSyk5pWRG8W5Sr2jq1y7dTxN7-Fh3v9xQpRN1KV7N-RlhLhN8637zw1TBKHW16jKzM8RSG4tW8xZRHG8rNBqcW9dByHY8BDjcwW4Lbc7J1Vsqp3W7TjWgH8vswYlW7vHSJf6LmHpfVrFXcq4Nn93TW62Ln_d2-DXj0W4vfbCj3B-5flW2-Ql9r52f0WRW6NHMGG8slkfRf53L3x-04] and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here [https://d4kghp04.na1.hs-sales-engage.com/Ctc/OT+23284/d4KGhp04/JkM2-6qcW6N1vHY6lZ3lPW25J0_F6XX9KpW5p2XLH4JfQZyMsWt4zwrlPbW6ZLxhg44N3kLW6bXR2p8wxqzFW799xgt3TTwQFW5LKlB357sT98W98MlRh8XvYC6W6b0Kw11f6xx8N8l22n5-Z0QwW1Bz6MH8zQvP5W4dFj7r6mNCWrW5N1QSn8FXhS_W8V7zCp8KQJfbW3vgLZZ194bfZW2Fdqr54KTjBzW8968gK5C-T_2VMMMg14Gcn-WW1Djx0J3SRRLvW5BplTm770FftVYy1GK2ZHWZSW8CG8pS4c2Xszf1V4w8n04])!  Connect with Sean Lane [https://www.linkedin.com/in/seanrlane/] and Laura Adint [https://www.linkedin.com/in/lauraadint/] on LinkedIn. When you send connection requests, please add a note about this episode. Like this episode? Follow Beyond the Pipeline on LinkedIn [https://www.linkedin.com/company/beyond-the-pipeline/]

Takeaways * Listen and understand the challenges of the organization before setting goals * Align goals with the company's overall objectives * Break down goals into smaller, measurable objectives and track progress using a framework. * Use the Four Disciplines of Execution framework to drive strategic action * Prioritize tasks and focus on quick wins * Implement a test, learn, and iterate approach * Consider capacity planning and interdepartmental collaboration  * Clear communication, documentation, and accountability are essential in revenue operations. * Adapt goals and processes as external factors change. * Creativity plays a crucial role in problem-solving in revenue operations. * Effective request management forms can help gather necessary information and prioritize tasks. Chapters 00:00 Introduction and Overview 03:18 Finding Wildly Important Goals and Leading Indicators 05:14 Using the Four Disciplines of Execution 07:31 Time-Bound Goal Setting and Planning 10:27 Interdepartmental Collaboration and Prioritization 13:15 Managing Ambitious Goals and Quick Wins 18:08 Making Goals Public and Building Accountability 21:45 Requirements Gathering, Prioritization, and Expectation Management 26:56 Dealing with Slippages and Managing Goals 29:55 Setting and Tracking Goals 36:29 Adapting Goals and Processes 39:39 The Importance of Documentation 44:04 Effective Request Management Forms Connect with Jonny Fianu. [https://www.linkedin.com/in/jonnyfianu/]