Overview
In this insightful episode of the OpsStars podcast, Sean Lane, Founding Partner at Beacon GTM and author of “The Revenue Operations Manual,” shares his extensive experience and practical advice for RevOps professionals. Host Don Otvos and Sean dive deep into the essential qualities that make great RevOps professionals, the importance of balancing technology with human expertise, and strategies for effective goal-setting and prioritization.
Sean discusses the concept of being “adaptively excellent” in RevOps, the importance of curiosity and problem-solving skills, and how to effectively manage up in RevOps roles. He emphasizes the need for RevOps professionals to understand and map the customer journey, both for external and internal customers, to create effective systems and processes.
Throughout the episode, Sean shares valuable insights on communicating the value of RevOps work to stakeholders, setting measurable goals, and the importance of transparency in the goal-setting process. He also offers practical advice on how to say “no” effectively and identify blind spots within RevOps teams.
Key Highlights:
- [00:01:52 – 03:24] Qualities that make great RevOps professionals
- [06:41 – 08:45] Balancing technology and human expertise in RevOps
- [10:35 – 14:02] The importance of managing up and articulating value in RevOps
- [14:25 – 16:35] Distinguishing between inputs and outputs in RevOps goal-setting
- [18:47 – 20:17] Strategies for prioritizing work and saying “no” effectively
- [20:37 – 22:28] Methods for identifying blind spots within RevOps teams
- [22:54 – 25:16] The importance of role models and mentorship in RevOps careers
- [25:32 – 27:11] The future of RevOps and preparing for changes ahead