RevOps Unboxed

Sales enablement still asks reps to memorize the product facts and objection handling that sit a click away inside AI tools.

As chief revenue officer at Allego, Erik sees the problem from both sides. His own company ships AI tools faster than its sellers can absorb them.

Close to thirty years in sales have also given him perspective: he remembers index cards, and the reps who refused to touch Salesforce when it arrived.

RevOps teams take the blame when the data misses a problem, then spend their weeks fighting the same fires. Arriel Balogun built her revenue operations career in Silicon Valley at Twilio and LeanData and now works as a RevOps consultant at Infinity Elevated.

RevOps that runs clean dashboards can still be dismissed as admin overhead the moment leadership reviews the budget. Avi Ryan spent seven years running go-to-market operations at Google after years inside startups, and he has watched both ends break.

In this episode, Lolita Trachtengerts joins the show to talk about the shift from copilot to autopilot AI, why she would rip out every insights tool from your stack, and why your pipeline is probably lying to you right now.

In this episode, Matt Callahan joins the show to discuss the KPIs that actually matter, the ones that are overrated, and why pipeline creation remains the most honest signal of what your sales team is really doing.

On this episode of RevOps Unboxed, Sandy sits down with Tana Jackson, four weeks into her new role as Head of Revenue Operations at Motorola Solutions.

They discuss Tana's non-linear path into RevOps, what the first 90 days look like in a senior role at scale, and the priorities she has already identified at Motorola, plus a significant announcement about the show's future.

Connect with Sandy: https://www.linkedin.com/in/sandyrobinson/

Connect with Tana: https://www.linkedin.com/in/tana-jackson2/

On this episode of RevOps Unboxed, Sandy sits down to recap Season 4!

Sandy reviews her key takeaways from each episode, the overarching themes that emerged from this season's conversations, and shares her perspective on the future of the RevOps role.

Connect with Sandy: https://www.linkedin.com/in/sandyrobinson/

On this episode of RevOps Unboxed, Sandy sits down with Ethan Lippman, VP of RevOps at Alkami Technologies.

The pair discuss the pros and cons of having a product background like Ethan's in RevOps, the challenges and opportunities that come with tech implementation, and more.

On this episode of RevOps Unboxed, Sandy sits down with Lindsey Procknow, GTM Specialist at Coefficient.

They discuss the importance of data in dashboards, becoming a proactive advisor, transitioning into RevOps, and more!

On this episode of RevOps Unboxed, Sandy sits down with SK Ramakuru and Chris Hunter of MongoDB.

The trio discuss build vs. buy decisions, the influence of AI on RevOps, program-based approaches to RevOps, and more.

On this episode of RevOps Unboxed, Sandy sits down with Leore Spira, Director of Revenue Operations at Blink Ops.

They discuss building a RevOps function from scratch, creating trust in an organisation, account-based "everything", and more!

On this episode of RevOps Unboxed, Sandy sits down with Tyler Hooper, Sr. Director of Revenue Operations at FIS.

They discuss the importance of finding a balance between making a strategic impact and managing the CRM efficiently, and more!

On this episode of RevOps Unboxed, Sandy sits down with Keenan, CEO of A Sales Growth Company & Bestselling Author of Gap Selling.

They discuss the ASG Revenue Speed model, the role frontline sales managers need to play in an organization, the keys to a good relationship between Ops and Enablement, and more.

On this episode of RevOps Unboxed, Sandy sits down with Dan Giovacchini, COO at Tango.

They discuss the most important aspects of building a revenue engine, the influence of AI in RevOps, non-negotiables in GTM motions, and more

This episode of RevOps Unboxed is brought to you in partnership with Tango.

In this episode of RevOps Unboxed, Sandy sits down with Tana Jackson, Global Director of Revenue Operations at Chronicle Heritage, where they discuss the true meaning of revenue operations. The conversation also covers how to stay agile, AI use cases, and diversity in RevOps.

Welcome to Season Three of RevOps Unboxed! 🎉

Sandy kicks off the season by sharing her thoughts on how revenue operations should be structured within an organization, and who's best suited to manage the RevOps team.

Join Sandy for a passionate discussion of the common pitfalls of structuring a revenue function.

On this episode of RevOps Unboxed, Sandy sits down with Ali Spinelli, VP of RevOps at PandaDoc

They discuss the importance of adaptability in RevOps, the role CX Ops can play within RevOps, the future of revenue operations, and more!

This episode of RevOps Unboxed is brought to you in partnership with Pandadoc.

On this episode of RevOps Unboxed, Sandy sits down with Richard De Veer, Director of Revenue Operations at Just Eat Takeaway.com

They discuss the impact that QBRs can make on RevOps strategy, enabling sales with data, the pillars of the RevOps function, and more!

This episode of RevOps Unboxed is brought to you in partnership with Pandadoc.

On this episode of RevOps Unboxed, Sandy Robinson sits down with veteran Roderick Jefferson, CEO and Fractional GTM Transformation Leader at Roderick Jefferson & Associates.

They discuss how RevOps and revenue enablement should work together, removing friction and building the relationship, the challenges with gaining buy-in, and more.