Practical Advice from The Revenue Operations Manual with Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual”
October 8, 2024
In this episode of the OpsStars podcast, Sean Lane, Founding Partner at Beacon GTM and author of "The Revenue Operations Manual," joins Don Otvos to discuss key insights from his book. They explore the qualities of great RevOps professionals, the balance between technology and human expertise, and strategies for effective goal-setting and prioritization in RevOps.
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.
Episode resources
- Sean Lane on LinkedIn
- Beacon GTMA on LinkedIn
- Beacon GTMA Website
- "The Revenue Operations Manual" on Amazon use the code REVOPS20 for 20% off
- Join the OpsStars Community
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Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing
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