Joe is a B2B technology sales leader focused on client service delivery, employee empowerment, and robust revenue operations, enabling organizations to scale and grow.

During his career, he has contributed to developing four rapidly growing tech firms, two of which he helped lead to successful exits. Today, Joe shares his experience setting up the right foundations to enable revenue teams to successfully collaborate to achieve revenue outcomes.

Key Highlights:

4:30 – 5:36 – Buying Groups – Regarding buying groups, these represent accounts for a collective group of individuals who each have their own goals. It’s a collective decision, but it’s based on different motivations, and you need to speak to each of those when you work with an account.

5:54 – 7:34 – Enabling Speed of Growth – The number one thing is talent density. You need to hire and build a group of good people. But most important is commercial alignment across marketing/sales/CS teams, starting at the top, with a clear definition of what it means to win to create a collaborative environment. If each team has its own definition of success, they’ll each work towards a different goal. Everyone should win together and lose together.

7:34 – 9:25 – What Metrics Should the Leadership Team Focus On – Revenue is a centric piece of the puzzle, but understanding what makes successful and happy customers and being able to replicate that is crucial. So many SaaS companies have a land-and-expand approach, so customer success is critical. If you look at the overall puzzle of what a successful customer journey looks like, each commercial segment needs to own its part, but those parts need to be aligned into the bigger picture.

13:52 – 12:38 – Operational Support– The new market is an opportunity for RevOps to shine. Efficiency is a big part of a company’s success. So helping them understand the where, the who, the when, and the how is critical. Also, iteration and testing are significant parts of growing a company.

15:12 – 16:09– Measuring the Impact – As buying behaviors change, we should move to an influence over an attribution model. There are so many influencing factors, and building an influence-based model is very important.