Operations with Sean Lane - RevOps Shouldn't Be SalesOps in Disguise

RevOps Shouldn't Be SalesOps in Disguise

12/22/23 • 16 min

There are some teams called Revenue Operations, but when you pull the curtain just a little bit, it’s really just Sales Operations in disguise, maybe with some added responsibilities to other internal stakeholders.

Revenue Operations is often viewed as the silver bullet to siloed decision-making and inconsistent data sources, but you can’t expect a perfectly cohesive operation simply by naming an organizational structure. If Sales is still the dominant voice in your Go-to-Market planning and execution, you’re missing out on the potential benefits of a truly cross-functional Revenue Operations group.

We as Operators are uniquely positioned in our organizations to build, strengthen, and maintain these cross-functional relationships. We are the “central connectors” of our companies. So how do you develop the right types of relationships beyond Sales to pull this off? In this episode, we go function by function with all of the key internal customers outside of Sales to find out.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn and Twitter @Seany_Biz, or subscribe to our YouTube channel.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.

This episode is brought to you by the RevOps experts at Fullcast, the go-to-market cloud. Check out this new e-book collaboration between Sean and the Fullcast team: Mastering RevOps Careers: Insights from Practitioners. To learn more about them, visit fullcast.com and tell them Sean sent you!

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.

Previous Episode

EdTech's "Mission to Mission" Go-to-Market Approach with TeachFX's Rachel Jordan and Laurence Hall

It’s so easy to get used to the echo chamber of B2B Tech Companies selling to other B2B Tech Companies. You learn a certain way of doing things, and you sell to people and companies that are just like your own.

But what if some of your typical tactics don’t work on a different type of customer? On this episode, we explore a different buyer altogether in the world of Education Technology. Our guides to EdTech are Rachel Jordan and Laurence Hall from TeachFX, a tool that captures and analyzes teachers' classroom instruction and surfaces insights about talk time patterns and instructional feedback. Rachel is the Head of Marketing and Laurence is the Head of Sales, and together they’re crafting their own go-to-market approach in the EdTech space.

In our conversation, we talk about what it means to be Mission to Mission instead of B2B, we outline how they fight the tendency to go whale hunting, and how it’s actually easy to find unicorns when you know where all the unicorns hang out.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.

Next Episode

How This Operator Found, Bought, and Became CEO of Their Own Business with Revenue Accelerator's Christi Loucks

Making the decision to go off on your own to build your own business is a daunting one. Social media would make you think that it’s all the rage right now to find small businesses, buy them, and then sit back and let the passive income roll in.

But while there may be some exceptions to the rule, this isn’t the reality for most businesses. So I was wondering how this actually works in the real world?

Our guest on this episode, Christi Loucks, is someone who can teach us. Christi is the CEO of Revenue Accelerator, a B2B Lead Gen Services company that creates and executes outbound sales motions for tech companies.

In our conversation, we talk about the decision to take control of her own destiny, how she found and ultimately stepped into her new role as CEO, and why the pairing of a Dealmaker and a Visionary was ultimately what led to where she is today.

Want to work with Sean? Reach out to him and the team at Minot Light Consulting to help with GTM execution at your company.