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.

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
• Scalestack
• Elio’s Podcast: Revenue Engine Masters by Scalestack

Enjoyed the episode?

Please remember to subscribe, leave a review, and connect with both Jesse and Elio on LinkedIn.

This topic is one most companies struggle with a lot. It’s all about balancing plans that motivate team members and are feasible, while also managing the financial implications of those compensation incentives. It’s often a highly overlooked topic until it becomes an issue. 

Power of Feedback

Getting feedback from  your stakeholders on what has worked well. These may include field staff, finance teams, sales leaders, CRO, CGO, and sales compensation team members. Sometimes your CEO may want to speak into this topic as well. Talk to these teams to get feedback about what’s worked well and what hasn’t to improve compensation plans moving forward. 

*Questions to ask: 

• Where are we headed? 
• What behaviors do we want to drive? 
• What did we not do well in the past? 

Variables on Compensation Plans

While you can try to stay simple or get complicated, I typically like to have two variables involved maximum; one variable is ideal if you can. These are often around new logo and expansion or retention. There are a lot of ways to achieve your goals while minimizing your variables. You can’t solve for it all, so focus on the main pieces to avoid over-complication. 

Listen to hear more about sales compensation planning as it relates to fiscal year planning!

Connect with Jesse:

Website

LinkedIn

Fiscal Year Planning: Marketing Insights

Welcome to today's episode, where we're diving into one of the hottest topics in Revenue Operations: Marketing Insights. 

Why Marketing Insights Matter

Marketing Insights are essential for understanding and optimizing the interplay between marketing and sales. By integrating Marketing Ops into Revenue Ops, we bridge the gap between these two crucial functions, ensuring that our strategies are synchronized and effective.

A Few Key Questions to Answer:

• What questions are we trying to address with our marketing insights?
• How do we measure ROI and determine which areas are influencing revenue?
• Are our marketing efforts improving, and where should we invest more?

Key Components to Be Looking at:

Marketing Lifecycle:

• Key Stages: MQL (Marketing Qualified Lead), SQL (Sales Qualified Lead), Meeting Scheduled, Closed Won/Lost
• Methodologies: True Funnel vs. Snapshot Approach
• Challenges with long sales cycles and managing conversion rates

Pipeline and Lead Source Attribution:

• Understanding different types: Original Source vs. Most Recent
• Automating data capture and setting up objects, fields, and data schema
• Campaign Attribution and ROI Methodologies: Split credit vs. Weighted credit

ROI & Costs:

• Deciding what costs to include, such as salaries and large one-time events
• Importance of granularity and the challenge of short-term fiscal measurements

Pitfalls to Avoid:

• Avoiding the illusion of perfect data and industry benchmarks
• The risks of over-spending early and changing methodologies mid-year
• Focusing too much on data quality frustrations rather than on continuous improvement

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Connect with Jesse:

Website

LinkedIn

All fiscal year planning starts with data. It's better to have shorter time frames of consistent data than long-term timeframes of data that are inconsistent. Your methodology matters which is why we focus on key data and inputs to be most efficient with sales modeling as we look into the upcoming year.

Data & Inputs Needed:

• Pipeline Creation
• Conversion Rates
• Segmentation
• Budget & Hiring Timelines
• Ramp Schedules
• Additional Investments
• Added Products & Enhancements
• Trend Data
• Board Expectations & Alignment
• Capacity and Support Ratios
• Lead Source Attribution

Types of Sales Models

• Cohort Expansion and New Business Growth
• Rep Capacity
• Rep Productivity
• Pipeline Forecasting

Connect with Jesse:

Website

LinkedIn

The Path to Sales Success with Michael Heuer

In this episode of our podcast, I had the pleasure of speaking with Michael Heuer, a seasoned sales leader renowned for his operationally minded approach and impressive track record in revenue operations. With over 25 years in sales leadership across diverse markets, including EMEA, Michael brings a wealth of experience and a strategic perspective to the table.

Michael's journey began as a developer with an entrepreneurial spirit, having started his own business at just 15. This early exposure to both technology and sales laid the foundation for his career. Over the years, Michael has navigated through various tech revolutions, from the early days of email systems and groupware to cutting-edge cybersecurity solutions and now, SaaS data protection at KeepIt. 

During our conversation, Michael shared insights into his operationally focused sales leadership approach. He emphasized his interest in data and its role in driving sales success has been a constant throughout his career. For Michael, effective sales leadership goes beyond just setting strategy; it involves backing it up with data, selecting the right team, targeting the right customers, and helping them achieve their goals.

One key area of discussion was the foundational elements that give Michael's teams an edge. He stressed the importance of understanding price points, analyzing win/loss reasons, and having a comprehensive grasp of the sales cycle. His approach also includes a keen focus on lead generation, whether through marketing, channels, or SDR/BDR teams. According to Michael, success in sales requires discipline, a clear focus, customer orientation, and assembling the right team.

We also talked about the nuances of leading sales teams across different regions. Michael compared the European market to other regions, noting that while there are commonalities, local differences do exist. For instance, European procurement processes are more powerful, and employment laws are more stringent compared to other regions. These factors can impact hiring practices and sales processes significantly.

When discussing turnaround stories, Michael shared his experience in transforming struggling sales teams. Common challenges he has encountered include a lack of clear profiles for customers, opportunities, and partners, as well as ineffective hiring processes and sales methodologies. Addressing these basics often leads to significant improvements.

Finally, Michael's passion for team culture and leadership shone through. He highlighted the importance of building trust within the team and maintaining honesty in all dealings. His advice for new sales leaders includes hiring individuals with a strong desire to win, focusing on output rather than just input, and mastering revenue operations.

This episode offers a wealth of practical insights from a veteran sales leader who blends operational expertise with a deep understanding of the sales process. Whether you're a seasoned sales professional or new to the field, Michael's experiences and advice provide valuable lessons for driving success in sales.

Connect with Michael:

LinkedIn

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Connect with Jesse:

Website

LinkedIn

People, Process & Technology with Carrie Ingersoll

Carrie Ingersoll has amazing experience in both large and small organizations. Her entry point was a contributor in account management. She focuses heavily on the trifecta of people, process, and technology for success in a software company. Jesse and Carrie focus on the power of data for account management. Knowing what your success metrics are is so important. She shares how important it is to start with the end in mind. 

Investing in Your People

Building trust with your account team and creating a culture of trust is so vital in SaaS. Listening goes a long way to build trust and keep your team on board, even in hard times. 

“People help support what they create.” - Carrie Ingersoll

Defining the Process

There’s a huge relationship between Rev Ops and Account Management teams. There’s a balance between finding the right process, but also a process that doesn’t become cumbersome. 

Embracing Technology

Looking for ways that technology can help you automate the parts of your process that may not necessitate the human touch can free your team up for more meaningful engagements with customers, such as detailed business reviews. These are key to uncovering the information that you need to drive retention and upsells. For example, if you are aiming to improve efficiency and timeliness of contract renewals, using automation to send personalized communications to customers to educate them about the process, and then focusing your follow-up only where needed, can make a significant difference. 

Connect with Carrie

Dive into this episode of Rev Ops Revolution, where guest Paul Ross unveils the secret to mastering operational alignment and the art of negotiation in revenue operations. Discover how a team overcame obstacles with data-driven decisions, leadership principles, and a fresh approach to simplifying business processes. Don’t miss his insights on predictability in sales and the challenge of creating a thriving, debate-friendly environment.

Paul Ross is a seasoned professional with a diverse background in sales operations, enablement, and revenue operations on a global scale. His career includes significant experience in product marketing, sales, and product management teams, despite initially stepping into product marketing without prior experience. Paul has worked with both SaaS and system companies, encompassing hardware and software, and has navigated through startups and established organizations, ranging from private to public sectors. This extensive journey has given him a wealth of knowledge and learning from numerous challenges along the way. Outside of his professional life, Paul enjoys engaging in various outdoor activities.

Below are the key takeaways from this episode:

• Operational Alignment and Leadership: Paul Ross highlights operational alignment as crucial for effective execution. He emphasizes the role of a revenue operations leader as a negotiator and mediator, bringing teams together for optimal performance.
• Data-Driven Decisions: The necessity of making data-driven decisions is underscored through a story about addressing marketing qualified leads, cautioning against optimizing for a single metric without considering the broader context.
• Simplifying Business Operations: Both Jesse Morris and Paul Ross advocate for simplifying business operations, from compensation plans to sales processes, to support employees better and ensure operational efficiency.
• Value of Diverse Perspectives: Paul's admiration for Abraham Lincoln’s leadership style underscores the importance of having a team with diverse perspectives. Encouraging debate and respectful disagreements leads to better decision-making and exceptional outcomes.
• Overcoming Hiring Challenges: The discussion on the challenges of hiring for specific skill sets and designing processes for the majority rather than relying on exceptional talent highlights the importance of effective processes and ramping up new hires efficiently.

Todays guest, Paul Ross, can be found online at:

Website: https://lative.io/

LinkedIn: https://www.linkedin.com/in/rosspaul/

Your host, Jesse Morris, can be found online at:

Website: https://rev-ops-revolution.captivate.fm/listen

LinkedIn: https://www.linkedin.com/in/jessemorris1/

Join Jesse and SaaS expert Sylvia Price as they delve into the intricacies of the quote-to-cash process, discuss the critical importance of stakeholder management, and provide deep insights into building an efficient, high-performing RevOps team. Discover Sylvia's essential strategies for integrating CPQ and billing systems to achieve scalable success.

Sylvia Price has spent over two decades navigating the enterprise software landscape. She began her career in business consulting before transitioning into various roles supporting sales, including presales, sales operations, and systems management. Sylvia thrives on driving large-scale transformation projects that blend people, processes, and technology to generate business value. With roots as an industrial engineer in manufacturing, she has effectively leveraged her expertise in process and technology to adapt and excel within the SaaS industry. Sylvia's unwavering commitment to fostering change and achieving business success has defined her impressive career trajectory.

Below are the key takeaways from this episode:

• Streamlined Sales Processes: Sylvia Price highlights the importance of streamlining the sales process to enable better conversations between sellers and businesses, emphasizing pragmatism and effective stakeholder management.
• Value of Soft Skills: Both Sylvia and Jesse discuss the critical role of soft skills such as listening, communication, and transparency in achieving success, agreeing that these skills are crucial for change management and collaboration.
• Quote-to-Cash Complexities: The discussion delves into the challenges of the quote-to-cash process, including data migration, aligning CPQ and billing systems, and the need for manual workarounds, all of which impact data integrity and system scalability.
• Team Building and Mentorship: Sylvia underscores the importance of hiring technically skilled team members who are also strong communicators and listeners, and discusses valuing cultural fit and teamwork over individual glory, stressing the importance of mentorship and coaching for team success.
• Recognizing Team Achievements: The episode touches on the significance of vocal affirmation and celebrating team accomplishments to foster a positive culture and enhance team morale.

Todays guest, Sylvia Price, can be found online at:

Website: https://www.onsolve.com/

LinkedIn: https://www.linkedin.com/in/sylviaprice/

Your host, Jesse Morris, can be found online at:

Website: https://rev-ops-revolution.captivate.fm/listen

LinkedIn: https://www.linkedin.com/in/jessemorris1/

Dive deep with Aaron Mellman of Aiden Tech as he uncovers the transformative power of data in Rev Ops, detailing the journey from TV production to leading marketing and revenue operations. Tune in to discover the secrets behind targeting C-suite executives, crafting impactful event strategies, and harnessing AI to revolutionize marketing efficiency.

Aaron Mellman serves as a marketing and revenue operations leader at Aiden Tech, a cybersecurity company. With a rich background that began in television production, Aaron transitioned his storytelling skills to marketing before discovering his passion for technology and operations within IT and cybersecurity. His zeal for data analysis, continual learning, and efficiency is at the core of his role, with a particular interest in AI implementations and their impact on software development and marketing attribution. Aaron's varied career and deep-seated curiosity about technological advancements make him a font of knowledge and experience, which he shares generously with his audience.

Below are the key takeaways from this episode:

• The critical role of data in shaping marketing operations, from cleaning up data to creating effective dashboards for strategic decision-making.
• The emphasis on understanding and engaging with specific audience needs, highlighted by the significance of targeted marketing towards CIOs, CTOs, and CISOs, as well as the importance of customer-centric event strategies.
• The value placed on continual learning, open-mindedness to failure, and the drive to constantly improve in order to offer more value to customers and the company.
• The strategic approach to marketing investments, especially in events, where Aaron Mellman stresses the need for detailed tracking and ROI optimization to ensure stand-out results and direct alignment with customer interests.
• The transformative impact of AI on marketing and software development, as Aaron Mellman shares his excitement for tools like Microsoft's Copilot and discusses leveraging AI within existing technologies to enhance marketing efficiency.

Connect with Jesse:

Website

LinkedIn

Connect with Aaron:

Website

LinkedIn

In this eye-opening episode, Tanner Lauringson unveils his journey to shattering sales records by embracing perspective, adapting to industry shifts, and mastering the art of authentic connection. Dive into Tanner's compelling story of capturing unexpected opportunities and discover the revolutionary strategies that propelled him to soar past 180% of his SaaS sales quota.

Tanner Lauringson is a seasoned sales professional and AE in the SaaS industry, known for surpassing his quotas with a record achievement of over 180%. With a rich background that includes owning a digital marketing agency and coaching sports such as beach volleyball, Tanner's versatile experiences have honed his skills in sales and digital marketing. His strategic mind and authentic approach to building long-term relationships have been pivotal in his transition to the SaaS space, where he's made a significant impact by focusing on niche markets and leveraging industry trends. His passion for the industry and dedication to continuous learning shine through his work, inspiring peers and driving success in his sales career.

Below are the key takeaways from this episode:

• Understanding your product and your target audience well is crucial for success; Tanner Lauringson's approach to mastering the landscape of SaaS businesses allowed him to exceed his sales quotas significantly.
• Prioritizing tasks, setting weekly goals, and being able to say no can significantly boost a sales rep's productivity; Tanner's focus on ‘winning the week’ and preparing meticulously contributed to his remarkable performance.
• Building personal connections and focusing on long-term relationships rather than immediate sales leads to more substantial and consistent success; Tanner highlighted the influence of authenticity in his outreach strategy.
• Sales success requires an equation that includes a good product, successful clients, and clear growth opportunities, as well as adaptability and diverse experiences; Tanner's background and approach to sales illustrate this blend perfectly.
• Continuous learning, effective communication, and being a team player are the fundamental attributes that distinguish a top-performing sales professional; Tanner's constant effort to improve and foster connections underscored the importance of these traits.

Connect with Jesse:

Website

LinkedIn

Connect with Tanner:

Website

LinkedIn

In this episode, Jesse Morris delves into the fundamental components of revenue operations and discusses the ideal alignment of various functions under RevOps, providing valuable insights for both seasoned professionals and those new to the world of revenue operations.

Jesse Morris is a leading expert in revenue operations (RevOps) with a passion for maximizing the capabilities of companies to drive revenue. With extensive experience in the SaaS industry, Jesse provides valuable insights into key areas that fall within revenue operations—such as systems, data, sales compensation, enablement, and deal desk—offering a nuanced perspective on the ideal scenario versus quick wins and value, and the complexities involved in structuring a revenue operations function within an organization. Join us as Jesse shares his expertise and practical considerations for ensuring the success of revenue operations within your company.

Below are the key takeaways from this episode:

• Revenue operations (RevOps) revolves around the essential components of systems and data, which are non-negotiable in the ideal scenario of RevOps functionality.
• Along with systems and data, functions like sales compensation, sales enablement, sales operations, field operations, marketing operations, and channel operations also should likely fall under revenue operations.
• Deal desk and value engineering are areas that could be considered for alignment with revenue operations, but require careful consideration based on their nuances and organizational impact.
• The tension between the ideal scenario of RevOps functionality and the need for quick wins and value must be carefully navigated, with the focus on driving long-term value for the organization.
• Quantifying and establishing the actual dollar impact of revenue operations to the organization should serve as the North Star, guiding decisions and actions in this realm.

Saas Company Growth Strategies: "Ultimately what I need to do is get the areas that aren't working well, working really well, and then I can go back to the business and we can have a conversation as the business of what's in the best interest long term." - Jesse Morris

Connect with Jesse:

Website

LinkedIn

In this episode, Jesse Morris welcomes Lindsay Mahoney, a dynamic marketing leader, to discuss the evolution and future of Revenue Operations (RevOps) and its impact on cross-departmental collaboration, leadership, and driving revenue growth. Together, Jesse and Lindsay explore pivotal moments of “leaning in,” building trust between marketing and sales, developing a learning mindset, and fostering an empowering culture.

Hear Lindsay’s data-driven approach to marketing, her emphasis on using pipeline as a unifying metric, and her creative new strategies for measuring customer engagement, such as the “client ARR impact” metric. Lindsay and Jesse share candid stories about overcoming departmental tension, why vulnerability and hard conversations matter, and how transparency and continual learning are essential for modern marketing and RevOps leadership.

Whether you’re a leader looking to break down silos, a marketer hungry for practical metrics, or someone passionate about team culture and innovation, this episode is packed with examples and advice to revolutionize your revenue strategy.

• Lindsay’s career evolution and drivers of success
• The value of continual learning, listening, and leaning in
• Building a strong culture of empowerment within teams
• Managing healthy tension between marketing, sales, rev ops, and finance
• Techniques for building trust and alignment across go-to-market teams
• Vulnerability and honest communication: turning headwinds into powerful collaboration
• Data-driven marketing: using pipeline as a central unifying metric
• Attribution challenges and the multifaceted nature of modern buyer journeys
• Lindsay’s innovative approach: measuring client ARR impact
• Adapting to the changing landscape of marketing, SDR alignment, and automation
• The necessity of transparency with goals (the “five by five” method)
• How AI and new sales technologies are reshaping the field
• The importance of cross-functional partnerships and continuous experimentation

• “Every day I try and learn something—even if it’s about myself.”
• “You have to be willing to be vulnerable and honest in order to get there.”
• “If sales is successful, the company is successful.”
• “Pipeline is king. If you’re measuring things the business does not report on, you have to wonder what you’re measuring.”
• “Building trust is like building up your chips—you want someone to gamble on your idea, you have to have chips at the table.”

Lindsay Mahoney:

LinkedIn: Lindsay Mahoney

Jesse Morris:

LinkedIn: Jesse Morris

Love what you heard?

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On this episode of RevOps Revolution, we sit down with Sue Holub, an accomplished C-suite leader in SaaS and B2B tech, who specializes in transforming companies through operational foundations and people-first leadership. Sue and Jesse unpack what it really takes to build a revenue engine that delivers — with candid stories on breaking silos, driving alignment, and scaling teams for organic and inorganic growth (cue three successful exits!). Dive deep into the role of the Chief Growth Officer, how RevOps acts as “Switzerland” in the org, why defining “what good looks like” makes or breaks outcomes, and what the AI revolution means for the future of human capital.

Tune in for insights on:

• Creating holistic GTM motions that go far beyond sales
• The leadership traits that differentiate true change-makers
• Building and empowering high-performing teams
• The power (and necessity) of RevOps as a neutral, metrics-based function
• How to drive alignment among stakeholders (and “get the bill through Congress”)
• The untapped opportunity of reskilling workforces for the AI era
• Why tension can be healthy if harnessed the right way
• Sue’s people-first framework for hiring and growing teams …and much more.

Quotable Takeaways: 

• “You have to focus on data integrity — it’s not just having data, it’s the integrity of the data. You’ll never have perfect data, but it has to be pretty good.”
• “Defining what good looks like — and then enabling, empowering, and getting out of the way. If you’ve hired the right people and shown them what good looks like, let them go.”
• “RevOps serves as Switzerland. It’s the tide that helps all teams rise. Metrics alone aren’t just a report card — they’re about actionable insights.”
• “We attack problems, not people. That’s key to high-performing, aligned teams.”

Connect with Sue Holub:

Find Sue on LinkedIn 

Don’t forget:

Subscribe to RevOps Revolution for more conversations that fuel transformation and drive revenue at every stage of growth!

Welcome back to RevOps Revolution, the podcast where we dive deep into innovative strategies and mindsets shaping the future of revenue operations. In this episode, host Jesse Morris sits down with Emma Galler, a seasoned sales leader with over 15 years of experience, currently leading sales, customer success, and revenue operations at a top workplace productivity software company.

Emma shares her unique journey into sales, starting with door-to-door Girl Scout cookie sales—thanks to her entrepreneurial parents who instilled grit, perseverance, and a “solve it yourself” mentality from an early age. From her early days as a recruiter to leading major teams and eventually stepping into VP and SVP roles, Emma gives us an honest look at the pivotal moments—and challenges—that defined her career.

Together, Jesse and Emma discuss the power of resilience, the importance of continuous learning, and what it takes to lead with transparency and composure in the fast-paced world of SaaS. Emma opens up about her recent focus on customer retention in product-led growth environments and the thrill of launching new enterprise products that solve real-world problems.

Get ready for practical leadership wisdom, real stories of overcoming self-doubt, and plenty of actionable tips for anyone looking to make an impact in rev ops or drive change across their organization.

Connect with Emma Galler

Today we're diving into the world of sales leadership and innovations in the SaaS space. Joined by my good friend and seasoned sales leader, Beau Brooks, we're exploring how AI is reshaping the sales landscape, what it means for both sellers and buyers, and the evolving role of the sales leader in this dynamic environment. Beau shares insights from his vast experience as the VP of Sales at Rentvine and discusses the importance of adapting our skill sets to thrive in an ever-changing industry. We'll also touch on gamification in sales, the power of feedback, and what it takes to build successful sales teams today. So sit back, relax, and join us as we geek out on all things sales and strategy in this insightful conversation!

Here’s what we talked about: 

• Sales Leadership and Strategy
• Discussion on strategic approaches to leading sales organizations.
• Integration of sales and customer experience.
• Importance of having a holistic view in leadership.
• Data-driven decision-making in sales.

• Impact of AI on Sales
• Debate on the evolving role of AI in sales and its potential impacts.
• AI's influence on the sales cycle, prospecting, and buyer interactions.
• Ethical considerations and transparency in AI usage.
• Integration of AI as a supplement to human efforts rather than a replacement.

• Learning and Development
• Continual learning and improvement in sales tactics.
• The balance of technology and human touch in sales.

• Hierarchy of Needs in Sales Leadership
• Application of Maslow’s hierarchy in addressing sales team needs.
• Importance of CRM process and hygiene as a foundational layer.
• Development of basic sales tactics and scoring rubric.
• Discussion on sales gamification and engagement.

• Gamification in Sales
• Encouragement of friendly competition and its positive impact.
• Use of gamification to instill best practices and improve engagement.

• Feedback and Growth
• Importance of direct feedback and its role in skill development.
• Encouraging an environment of honesty and improvement.
• Personal anecdotes illustrating feedback in professional growth.

• Key Traits of Successful Sales Reps
• Essential qualities such as resilience, adaptability, and detail orientation.
• The importance of matching and mirroring in building rapport with clients.
• Strategies to identify promising candidates in interviews.

Connect with Beau Brooks:

LinkedIn

In this insightful episode, host Jesse Morris welcomes Stephen Stouffer. Together they explore how AI agents are transforming revenue operations across marketing, sales, and customer support. Stephen shares his journey from an "accidental admin" to a RevOps leader, and explains how the landscape is shifting from traditional if-else automation to intelligent, autonomous agents. The conversation covers practical use cases that are delivering real results today—from processing auto-responder emails and accelerating pre-sales research to data cleaning and customer support optimization. As Stephen predicts a fundamental shift toward chat-based interfaces within two years, he offers valuable advice for executives looking to implement AI agents cost-effectively while demonstrating clear ROI. This episode provides a compelling look at how AI is not just changing what RevOps teams do, but fundamentally transforming how they work.

Stephen Stouffer is a technology innovator who specializes in digital transformation and business integration solutions. As a leader in innovation and automation systems at Tray.ai, he focuses on building sustainable technological infrastructures that scale with business growth. His expertise lies in seamlessly connecting AI, iPaaS, and marketing/sales automation to optimize operational workflows—from lead intake to quote-to-cash processes—while preventing data silos.

Beginning his career as an "accidental admin," Stephen has evolved into a SaaS initiative leader through continuous learning and adaptation. He leverages CRMs, marketing automation, integration services, and AI technologies to create sustainable tech ecosystems for businesses. 

Join us in this episode as Jesse Morris and Stephen talk through a rich conversation around the future of AI agents! 

• Initial focus on content generation and basic generative AI
• Shift over the past 12 months toward AI agents
• Major platforms like Salesforce and HubSpot now incorporating AI agent components
• Many AI solutions are white-labeled OpenAI technology behind the scenes

• Traditional automation: Prescriptive "if-else" statements with mapped fields and logic wireframes
• Agent-based approach: Autonomous large language models (LLMs) leveraging provided tools to complete tasks in the most efficient way
• Key challenge: Connectivity between different systems and APIs
• Importance of internal knowledge and "grounding" for agents to follow company protocols

• Processing auto-responder emails (out of office, unsubscribe requests) to update database records
• Automatically identifying and handling unsubscribe requests from various sources

• Pre-sales discovery research that typically takes 10 minutes can be reduced to 30 seconds
• Generating briefing documents for sales calls

• Intelligent document processing (business cards at events)
• Analyzing support tickets and suggesting solutions based on past cases
• Can potentially handle first-line customer support responses

• Cleaning and standardizing data (e.g., correcting misspelled states/countries in form submissions)
• Reducing lead-to-sales time from weeks to seconds
• Enriching trade show leads faster to maintain lead velocity

• Prediction: Moving away from traditional page layouts within 2 years
• Interface shift toward more chat-based interactions
• Capabilities expanding to include record uploads, research functions, and marketing attribution analysis
• New challenge: Managing multiple agents across different tools and their permissions
• Potential for reduced need for data quality concerns within 2 years

• Survey your team to identify who's already exploring or interested in AI
• Have them audit departments to identify potential value areas
• Create an "attack plan" of issues that AI agents could help solve
• Consider using Integration Platform as a Service (iPaaS) tools to build agents that connect to multiple systems
• iPaaS solutions are typically much more cost-effective than platform-specific solutions (approximately 1/10 the cost of Salesforce solutions)

• Revenue operations professionals should prepare for a shift in the problems they solve
• Starting with narrowly focused use cases provides clear ROI demonstrations
• Value comes from increased velocity and efficiency across the entire revenue process
• The barrier to entry for these tools is lower than many might expect

Connect with Stephen! 

LinkedIn

Connect with Jesse!

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Josh Nelson, CEO of High Tide. gives a unique perspective to SaaS as a consultant serving SaaS and tech. One thing you learn from hearing Josh’s story is the power of stepping up and saying “yes” to learning new technologies and opportunities. Being boutique is their superpower, delivering personalized salesforce support. 

Cost is only a concern in the absence of value. If you’re creating a world-class solution and can show the value, that’s where you can make a big difference. Talk to the people in the organization to get the full perspective. You want to get the data-based approach, but also the emotional input. Give people little wins and they create buy-in for the project as a whole. 

Key Takeaways for Success: 

• C-Suite and leadership need to know the “whys” behind a project and be able to communicate that to the teams that report up to them. Get their buy-in and focus on the why heavily to actively move a project forward. That helps cast vision to get the rest of the team on board as well. 
• Alignment between sales, finance, and operations are some of the most efficient companies. Let data drive the conversation. 
• Many of these companies have data in spreadsheets, or siloed systems that don’t talk to each other. One of the most impactful things you can do is a data transformation project so you can get as close to real-time insights as possible. This allows you to stay agile in a competitive market. 
• Working with a boutique consultancy can be incredibly helpful. You can know the team who specializes in specific parts of the process. There’s no one-size-fits-all approach, so it’s vital to have the right team who understands these needs. 

Connect with Josh Nelson

Josh's Podcast

Essential Truths to Success in Go-To-Market Orgs with Russ Stanziale

Those who work in SaaS know how fast things come at you and how much may be asked of you on any given day. When you add in an org that’s literally operating 24/7 with more time zones than you can keep up with and more cultural nuances than you can count, you have to get strategic about how you’re empowering and driving change. It doesn’t happen by accident, and my guest, Russ Stanziale, shares this in so many ways in our conversation. His intentional moves have led to some amazing growth and team dynamics! 

Working Around the Globe

It’s easy to underestimate the complexities of international organizations. You have to have sensitivity to those cultural differences, not just with customers but with the internal team members. 

Change Management

Driving change can be difficult within your own culture, but when you try to change culture across multiple cultures and time zones creates even more challenges. Change starts with you first as a leader. Once you can do that, you can start to bring change through your team and an entire organization. Preparation and data can be helpful for the narrative and change you are trying to bring. Set up the why first and then you can help move people into the new process. Don’t take it for granted that they’re going to follow through. Be careful to assess your internal and external stakeholders to see if they’re buying into the new change. 

To Re-Org or Not to Re-Org

There’s probably five different ways to win in any situation you’re dealing with. We could spend all year long reorganization, but the important thing was making sure people were aligned and focused, regardless of who is reporting to whom. There are often arguments for both sides of a decent decision. At some point you have to make the best decision you can with what you have in that moment. 

Perspective is Power

Embrace the people on your team who think differently and have different perspectives about a situation. You have a wealth of perspectives and insights from the people on your team. Check your ego at the door and embrace these perspectives and get buy-in from your team. The question you should always be asking is how you can make the people around you successful. 

Attributes for Solid Teams

When you’re growing an organization your people are so powerful. Look for professional curiosity on how to improve the organization they are joining. Look for people who can problem solve and be direct and concise. This is a sign of being focused and focused people get work done! 

Driving Culture for Go-To-Market

As a leader, you get to drive culture for your team, and we all know well and good how fast our teams are moving at any given moment. So, what drives a healthy culture in this scenario? People leaning into their team instead of telling them what to do brings greater results. Respect is paramount. Another thing to consider is that sometimes the objectives we’re asking people to do get in the way of even greater opportunities for the org. Looking at things from a higher level perspective can help you see what the better objective is at the moment. 

Empowerment is also incredibly important to drive culture in a go-to-market mentality. Every opportunity to mentor somebody doesn't need to be executed upon. Sometimes empowering someone else’s ideas is a simple way to build confidence while moving toward objectives and driving forward motion for the team. 

Board & Executive Level Leadership

There’s a delicate balance of managing expectations with executive leaders, boards, and other stakeholders. When the team is aligned with leadership and the board it can be such an amazing experience. Mutual trust and transparency is also a must for success. Look for a board and leadership that attacks problems, not people. 

Get clear on your costs. As you do fiscal year planning for the upcoming year, it’s vital that you get real with what to expect for cost modeling. But, what goes into that? What should you be evaluating and considering? The cost models you’ll want to be building are waterfall and salary run rate models to get a good sense to understand how the costs will outlay throughout the year so you can track and monitor that throughout the upcoming year. I dive into how to approach cost modeling in this month’s episode. 

Questions to consider:

• Are we winning? Is what we’re doing working? 
• How did we do last year in expenses (salaries, non-personnel costs, pension costs, additional benefits, compensation plans)?
• What are your ramp times in your sales cycle? 
• What do your renewals and retention strategy look? 

And more!

Listen to hear more about sales compensation planning as it relates to fiscal year planning!

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/

Connect with Dave Boyce: https://www.linkedin.com/in/boycedave/

Get Dave's Book "Freemium" https://amzn.to/4bvPsUH

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/

Connect with Hayden: https://www.linkedin.com/in/haydenestafford/

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.

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.

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

1. Roee Hartuv on LinkedIn
2. Jesse Morris on LinkedIn

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.