Drift

The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded. Luckily, today’s guest, Spekit Co-Founder and CEO Melanie Fellay, is an expert in navigating the Sales Enablement landscape. On today’s episode, Melanie and Sean go deep on measuring the ROI of different enablement tools, the reality of tool exhaustion, and the important distinction between change management and change enablement. We’ll also learn how her former boss telling her they were getting rid of Salesforce eventually led to her co-founding the company she runs today.

The Intersection Of Sales Operations And Sales Enablement With Spekit CEO Melanie Fellay

To all the marketing and sales operations pros out there deep in the trenches, we know your work isn’t always glamorous. And maybe it seems like no one cares about your Salesforce hack or that Marketo program you built from scratch at 2 in the morning. But we're here to change all that. Because without you, there would be no hypergrowth companies. This podcast is just for you. Every other Friday, you'll hear from Sean Lane, aka SAL, Director of Operations at Drift, and leading operations pros. We'll go under the hood of companies like Salesforce, Amazon and Okta to find out what it truly takes to scale through hypergrowth.

Operations With Sean Lane

We're back for Part 2!

The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't.

Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in revenue to hundreds of millions, and luckily, Stephen has written the whole playbook down for the rest of us to follow.

That playbook is what he calls the Go-To-Market Maturity model, and he published 4 pillars to that model in a series of LinkedIn articles. On our previous episode, we covered Pillars 1 and 2. On today’s episode, we’re going to cover Pillar 3, The Sales Process, and Pillar 4, Accountability. 

Stephen's GTM Maturity Model: https://www.linkedin.com/pulse/introducing-gtm-maturity-model-stephen-hallowell/

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

The Go-To-Market Maturity Model Part II With Highspot's Stephen Hallowell

The playbook for success is one that’s hard to come by. In hypergrowth companies, you are often running around so much that it can be nearly impossible to stop and articulate the evolution you’re a part of, what's working, and what isn't.

Unlike so many of us, our guest on today's episode has taken the time to write it all down. That guest is Stephen Hallowell, VP Strategic Services at Highspot. He’s seen what happens when companies like Mulesoft and Snowflake go from tens of millions in revenue to hundreds of millions, and luckily, Stephen has written the whole playbook down for the rest of us to follow.

That playbook is what he calls the Go-To-Market Maturity model, and he published 4 pillars to that model in a series of LinkedIn articles. On today’s episode, we’re going to cover Pillar 1, Targeting, and Pillar 2, Messaging. Our next episode will the other two pillars.

Stephen's GTM Maturity Model: https://www.linkedin.com/pulse/introducing-gtm-maturity-model-stephen-hallowell/

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

The Go-To-Market Maturity Model Part I With Highspot's Stephen Hallowell

Have you ever shown up to a meeting where you have one version of numbers to report only to find someone else in the meeting with a completely different version of those numbers? And then you spend half the meeting figuring out whose numbers are right? 

In this episode, Bridget Zingale, the Global Director of Analytics at HubSpot, is going to help us all avoid this all-too-familiar situation.

Bridget and Sean talk about how the HubSpot analytics organization has evolved, what it means to promote data literacy at your company, and why the biggest risk in building centralized data teams is a departure from context.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

Building A More Data-Centric Company With HubSpot's Bridget Zingale

Steve Jobs famously said, “It’s only by saying 'No' that you can concentrate on the things that are really important.” 

Let's face it -- everyone in Operations is busy. New projects come up, a pandemic completely upends your perfectly crafted forecast, or some tool you rely on breaks.

With all the swirl that can come with being in Operations, there’s a magical arrow that every Ops person should have in their quiver: Saying 'No.'

Operators are enablers by nature. Our roles are literally created to provide value to others, so our default answer to requests is often 'Yes.'

On this episode, Sean outlines three specific strategies for how you can say 'No' in a way that will be beneficial and productive for both you as an individual and for your company as a whole.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter @Seany_Biz @HYPERGROWTH_pod

How To Say No

Have you ever worked at a company that has expanded internationally? Is your company thinking about doing so in the not-so-distant future? Not to worry, our guest today has done it all.

Olga Andrienko is the Head of Global Marketing at SEMrush, where she leads an agile team responsible for marketing in over 50 different countries.

On today’s episode, we’re going to learn what it takes to carve out a niche for yourself in each and every market, how to listen to your customers from halfway around the world, and why Olga once referred to SEMrush as the Ford of digital marketing in Germany.

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Olga on Twitter @Seany_Biz @Olgandrienko @HYPERGROWTH_pod

Scaling An International Marketing Team Across 50 Countries With SEMrush’s Olga Andrienko

One of the most common questions we hear is, when is the right time to invest in Sales Operations in my company? When is it too early? When is it too late?

Luckily our guest, Pete Kazanjy, is a bit of an expert when it comes to early stage sales organizations. He wrote a book called Founding Sales and he is the founder of Atrium HQ, a sales performance analysis company.

So on today’s episode, we’re going to answer that common question about when is the time to invest in Sales Ops. And for bonus points, we’re going to go deep on the core tenets of Sales Performance, the KPIs you should care about, and reveal the highest leverage actions we as Operators can take with our Sales Orgs.

By the way... Pete lists A LOT of books in this episode. Here's the complete list for you:
- The Goal by Eli Goldratt
- The Score Takes Care of Itself by Bill Walsh
- The Lean Startup by Eric Ries
- Boyd: The Fighter Pilot Who Changed the Art of War by Robert Coram
- Founding Sales by Pete Kazanjy
- Cracking the Sales Management Code by Jason Jordan
- Leading Sales Development by Alea Homison and Jeremy Donovan

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Pete on Twitter @Seany_Biz @Kazanjy @HYPERGROWTH_pod

When To Invest In Sales Operations (Plus The Right Way To Measure Performance) With Atrium Founder Pete Kazanjy

The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded.

Luckily, today’s guest, Spekit Co-Founder and CEO Melanie Fellay, is an expert in navigating the Sales Enablement landscape.

On today’s episode, Melanie and Sean go deep on measuring the ROI of different enablement tools, the reality of tool exhaustion, and the important distinction between change management and change enablement. We’ll also learn how her former boss telling her they were getting rid of Salesforce eventually led to her co-founding the company she runs today.

- IDC Study on Salesforce economic impact: https://www.salesforce.com/content/dam/web/en_us/www/documents/reports/idc-salesforce-economy-report.pdf
- Study on technology adoption: https://www.sciencedirect.com/science/article/pii/S1877042812006271

Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean and Melanie on Twitter @Seany_Biz @melfellay @HYPERGROWTH_pod

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Sean Lane