From Individual Contributor to Inspiring Leader: Building Winning Sales Cultures with Alyson Baber

Thinking Beyond Playbooks: How to Stay Relevant in a Rapidly Changing World

In this packed episode, Jesse Morris sits down with Dave Boyce to explore the rapidly shifting landscape of go-to-market strategy in SaaS, the impact of AI on business processes, and how companies can adapt to continuous change. With seven successful exits, deep expertise in product-led growth (PLG), and a teaching background at BYU's School of Business, Dave Boyce shares hard-won insights for executives, founders, and innovators. Key Topics & Highlights Startups, Family, and Leadership: Dave Boyce reflects on his career across multiple startups—plus the parallels between launching companies and raising his six kids. Embracing Change & AI's Fast Train: The conversation dives deep into the necessity for continual learning and curiosity, especially as AI transforms the rules of business at unprecedented speed. Lessons from Seven Exits: Stories from Dave Boyce’s journey, including leaving a high-profile Oracle role to return to startup grind, and how humility and learning are central to staying innovative. PLG, Self-Serve, and the New Buyer Journey: The duo decode how product-led growth is evolving, especially with AI as an increasingly central buyer interface, and why demo processes and frictionless value delivery give companies a competitive edge. Automation: From Data Models to Moonshots: Dave Boyce lays out practical steps for building automation into business models—starting with rigorous data and process clarity, followed by targeted experimentation and deploying "robots" for repetitive tasks. Culture, Change Management, and Winning Teams: Why nurturing innovators, celebrating small wins, and creating a "pull" for change is more effective than big top-down pushes—and how winning cultures attract talent and accelerate adoption. No-Shame Starting Points for AI Adoption: Advice for leaders and teams hesitant about AI: begin where you are, focus on learning and low-risk automation, and understand that AI is here to eliminate mundane work, not human creativity or strategic thinking. Quotable Soundbites: * “It really sucks to miss a train. The only thing that sucks worse is to miss a fast train.” — Dave Boyce * “Winning begins with winning. Celebrate the victories; winning cultures attract the talent who want to keep winning.” — Jesse Morris * “Don’t shame yourself for not being there. Just get started wherever you are, and automate the small stuff first.” — Dave Boyce * “I want AI to do my laundry and dishes so I can do art and writing. I don’t want AI to do my art and writing so I can do laundry and dishes.” — Dave Boyce Connect with Jesse Morris: https://www.linkedin.com/in/jessemorris1/ [https://www.linkedin.com/in/jessemorris1/] Connect with Dave Boyce: https://www.linkedin.com/in/boycedave/ [https://www.linkedin.com/in/boycedave/] Get Dave's Book "Freemium" https://amzn.to/4bvPsUH [https://amzn.to/4bvPsUH]

Customer Obsession: The Secret to Retention & Growth

Welcome to another episode of RevOps Revolution. In this insightful conversation, host Jesse Morris is joined by Hayden Stafford, the President and CRO at Seismic, for a deep dive into the challenges and opportunities shaping modern go-to-market strategy, pipeline management, and buyer enablement. Episode Highlights: Pipeline Management in Uncertainty: The conversation explores how the world of pipeline management and forecasting has changed. No longer are the processes linear, as deal cycles are more unpredictable, buying processes are murkier, and teams are spread thinner than ever before. Hayden reveals why even the most seasoned CROs are seeing their forecasting “superpowers” tested. Evolving Buyer Journeys: The conversation digs into how modern buyers, often themselves unsure of internal approval processes, are contending with more complexity, especially around legal, infosec, and the rise of AI. Hayden shares tactical insights, like the importance of multi-threaded engagement and why “proper prior planning prevents piss poor performance.” From Selling to Enabling: Enablement is shifting from old-school training to dynamic, data-driven buyer enablement, interpreting signals from both customer behavior and top-performing sales reps to guide next best actions. Hayden discusses how Seismic and forward-thinking companies are tapping into these insights to empower teams and optimize performance. Metrics That Matter: Jesse and Hayden discuss moving beyond traditional KPIs to focus on “transformative leading indicators” (TLIs) for measuring meaningful engagement and pipeline progression at every stage of the buyer journey. Customer Obsession & Retention: Learn why customer retention is more critical than ever, and how a cross-company system of customer obsession, spanning product, sales, CS, and beyond, is key to net revenue retention. Hayden shares how radical changes like giving AEs retention targets (NRR numbers) and implementing pod structures are driving alignment and results at Seismic. Career Growth and the CRO Path: Rounding out the episode, the two discuss the evolution of CRO roles, the drawbacks of "single-lane" sales careers, and why gaining experience across the revenue engine is invaluable for both individual growth and organizational success. Key Takeaways: * Forecasting in today’s environment is more complex; agility and cross-functional execution matter more than ever. * Buyer journeys are nonlinear; success comes from understanding and mapping your sales process to the actual buyer process. * Moving from sales enablement to revenue and buyer enablement offers a clear edge in engaging modern customers. * True customer obsession must be built into the culture, incentives, and daily operations across every team. * Forward-thinking organizations align metrics, goals, and comp plans around end-to-end customer value, not just new logo wins. Connect with Jesse: https://www.linkedin.com/in/jessemorris1/ [https://www.linkedin.com/in/jessemorris1/] Connect with Hayden: https://www.linkedin.com/in/haydenestafford/ [https://www.linkedin.com/in/haydenestafford/]

Modern Strategies for B2B Pricing in SaaS with Roee Hartuv

Welcome to another episode of RevOps Revolution! In this conversation, Jesse Morris sits down with pricing and packaging expert, Roee Hartuv to demystify one of the most critical yet under-discussed areas in SaaS—pricing strategy. They dive into actionable insights for B2B SaaS companies aiming to scale revenue through smart, agile pricing, and packaging decisions. KEY TOPICS COVERED Why Pricing Deserves a Seat at the Table: 1. Roee explains why pricing can be the highest ROI lever for revenue growth and why it’s often misunderstood as a one-time exercise rather than a continuous process. Common Pricing Misconceptions: 1. Hear the most frequent mistakes SaaS companies make, including the dangers of “set it and forget it” pricing models and unclear ownership within organizations. Who Should Own Pricing? 1. Roee Hartuv shares his perspective on the importance of someone (product marketing, finance, or commercial teams) clearly owning and being accountable for pricing decisions. How to Avoid Pricing Project Pitfalls: 1. Learn how to launch new pricing without derailing sales or causing chaos—practical advice for piloting changes, building trust, and avoiding a slide back into old discounting habits. Packaging vs. Pricing: 1. Discover why “how you charge” (packaging) can be more important than “how much you charge” with examples of value-based packaging aligned to customer outcomes rather than just features. Measuring Pricing Success: 1. Tips for modeling the expected impact of pricing changes, monitoring results, and managing risk, especially when migrating legacy customers. Usage-Based and Hybrid Pricing Models: 1. Explore the pros, cons, and must-haves for implementing usage-based pricing, and when a hybrid approach (recurring plus usage fees) makes strategic sense. Innovative Pricing in AI SaaS: 1. Roee Hartuv highlights a cutting-edge case: Intercom’s outcome-based and insured pricing model for their AI agent, plus thoughts on risk removal as a sales strategy. Agile Pricing as a Competitive Advantage: 1. The conversation wraps on why B2B companies should treat pricing as an agile, iterative process, citing rapid, frequent pricing changes by leaders like OpenAI and Salesforce as blueprints for success. MEMORABLE QUOTES 1. “Pricing isn’t a one-time thing—your market, product, and competition are always evolving, and your pricing should too.” – Roee Hartuv 2. “If everyone owns pricing, no one does.” – Jesse Morris 3. “It’s not just how much you charge, it’s how you charge.” – Roee Hartuv 4. “Incentivize your sellers to use the new price list—carrots or sticks, but make it count!” – Roee Hartuv CONNECT MORE! 1. Roee Hartuv on LinkedIn [https://www.linkedin.com/in/roeehartuv/] 2. Jesse Morris on LinkedIn [https://www.linkedin.com/in/jessemorris1/] If you enjoyed the episode, please subscribe and share! For more insights, follow Jesse Morris and stay tuned for upcoming talks on pricing, packaging, and all things RevOps.

From Individual Contributor to Inspiring Leader: Building Winning Sales Cultures with Alyson Baber

In today’s episode of Rev Ops Revolution, host Jesse Morris sits down with sales leader and coach, Alyson Baber. From leading high-performing teams at major organizations like Intuit, Zoom, and Outreach to coaching the next generation of go-to-market leaders, Alyson brings a wealth of experience, wisdom, and a uniquely candid perspective on leadership. The conversation covers everything from starting new sales divisions from scratch to building winning team cultures, navigating critical decision-making under uncertainty, and the evolving challenges of sales leadership—especially in a remote-first world. Alyson also shares personal stories, her favorite leadership mantras, and how she stays grounded and resilient through professional and personal challenges. Key Topics Covered: Alyson’s Leadership Journey: Transitioning from a chemical engineer to leading sales at top tech companies Lessons from launching new teams and divisions (Intuit, Zoom during the pandemic, and more) Building Winning Cultures: Why trust and process are as vital as product Celebrating small wins and reinforcing team momentum How losing, not activity metrics, kills culture Pipeline & Performance: Metrics that matter and why pipeline is king Balancing activity-based cultures and outcomes-driven results Leading Through Change and Uncertainty: How to make tough decisions with incomplete information Handling layoffs and major organizational changes with empathy and integrity Coaching teams through chaos and fostering psychological safety Leadership Mindsets: Alyson’s favorite mantras (“Smooth seas don’t make skilled sailors,” “Progress, not perfection”) The importance of strategic focus and letting go of perfectionism Shifting from execution to empowerment as a leader From Individual Contributor to Leader: The hardest transitions for new leaders Why knowing your “secret sauce” matters and hiring for blind spots Coaching vs. telling—how to ask the right questions and develop your team Memorable Quotes “You can have the best product, but without the right process, expectations, and trust, you’ll never get results.” “Losing kills culture. Winning begets winning.” "Progress, not perfection. Focus on the small things along the way.” “As a leader, your job is not to do the work, but to empower your team to execute.” “Say no to more things so you can say yes to the right things... and have more fun.” Resources & Links Follow Alyson Baber on LinkedIn https://www.linkedin.com/in/alysonbaber/ Jesse Morris on LinkedIn https://www.linkedin.com/in/jessemorris1/ Connect with the Podcast If you enjoyed this episode, please subscribe, rate, and review the RevOps Revolution Podcast on your favorite platform. Join us for more insightful conversations with industry leaders about driving change and transforming your revenue operations.

From Frustration to Innovation: RevOps in the Age of AI

Welcome to another episode of RevOps Revolution! This episode, Jesse Morris sits down with Elio Narciso, a serial entrepreneur and the co-founder of Scalestack, to dive deep into the world of agentic AI and how it’s transforming revenue operations. Elio shares his journey from frustration with messy go-to-market processes—even at Amazon—to building a company dedicated to cleaning up the data chaos and automating “boring but critical” RevOps work. What You’ll Hear in this Episode: The Origin Story: * Elio discusses the personal frustration that originated ScaleStack—discovering that even top companies like AWS struggle with messy, untrustworthy CRM data and inefficient processes. Early Challenges in AI Adoption: * Lessons learned from trying to automate the “last mile” (SDR and outbound email) with agentic AI, and why true impact comes from targeting foundational, backend processes first. Data Quality & ‘Busy Work’: * The pitfalls of bad data in CRMs and why agentic AI is best applied to tasks that teams typically avoid—cleaning, enriching, and prioritizing data—so humans can focus on higher-value work. RevOps as a Strategic Partner: * Why companies that empower their RevOps/Go-to-Market operations teams win with AI, and the risks of relegating ops roles to “ticket handlers” without strategic influence. * The Rapid Evolution of AI: * Elio predicts what’s ahead for agentic AI in the next 1, 3, and 5 years, drawing parallels to the mobile revolution. He foresees fully-automated backend workflows, AI agents managing other agents, and the need for every team member to embrace building with AI for true competitive advantage. Lessons from a Serial Founder: * Build “painkillers,” not “vitamins.” * Always start from the customer’s pain, not just a love for technology. * Find (and appreciate) great co-founders. * Be very strategic about fundraising—take only what you need. Links & Resources: * Elio Narciso on LinkedIn [https://www.linkedin.com/in/elionarciso/] * Scalestack [https://scalestack.com/] * Elio’s Podcast: Revenue Engine Masters [https://podcasts.apple.com/us/podcast/revenue-engine-masters/id1730788353] by Scalestack Enjoyed the episode? Please remember to subscribe, leave a review, and connect with both Jesse [https://www.linkedin.com/in/jessemorris1/] and Elio on LinkedIn.