We should all jump in and help where we can. There’s a wealth of talented people out there who are becoming more outspoken. I guarantee other people are talking about what you’re struggling with. RevOps professionals should be leaning on those communities and engaging in that knowledge transfer. I’ll search for keywords on the problem I’m facing and usually find the solution. I seek out those conversations and solutions in Slack communities. I’ve seen more RevOps knowledge sharing in the last six months than I’ve ever seen in my career. I would like to see more RevOps people recognizing their unique position-we’re in demand more than ever and have access to a lot of best practices from some great minds. Now we’re more vocal about the function of what we do. In the past, it wasn’t as easy to share best practices and connect with others quickly, but also people weren’t as willing. They enjoy what they do and get affirmation by seeing their company and teams be successful. People in RevOps tend to be more reserved-they don’t need acknowledgement, praise or awards. In the last week, I’ve learned three new things that I could implement tomorrow to solve problems we’re facing. What is the state of RevOps communities right now? How are our sources of knowledge evolving? So I wanted to connect with people and share my knowledge. I didn’t see many people in the RevOps space having these conversations. Then when the pandemic hit, it occurred to me that I should start leveraging LinkedIn more. It’s also really important for me to regularly ask for constructive feedback and apply it. I’ve become a sponge when it comes to learning-I will listen, read, or watch literally anything to make myself a more well rounded Ops professional. Like a lot of things in my playbook, I sourced that code from other people or I discovered it because I couldn’t spend money (laughs). You’re one of the few people I’ve seen share knowledge in that way. Speaking of your brand, you often post raw code on LinkedIn. I was taught that if you make a mistake, you don’t make the same mistake twice. I’ve just started sharing some of this knowledge in an attempt to boost my network, build a brand, and help others. I have my RevOps playbook, which I’m confident I can apply at any company, small or large. Sales has different strategies for breaking into new accounts, or sales plays they run. Through that process, I’ve built my own RevOps playbook from different roles. Or I’d reach out to someone in my network to see how they resolved similar issues. I’d scour the Salesforce AppExchange for free apps to test for specific problems we had. I’ve worked at small and large companies where the goal is to always reduce spending. I learned to become crafty by always assuming there’s no money to spend. What RevOps lessons did you learn early on? Personally, I enjoy being the “dark horse” because it forces our team to prioritize, motivates us to make quick, strategic decisions with data, and requires close team collaboration to build a really good product to fuel our company’s growth. Before it, I always had to mix and match solutions based on different use cases. But my experience is that no single solution has worked for all of the revenue teams across the customer journey, except for Mixmax. There’s a bunch of companies that do similar things: extra functionality within your inbox to enable you to sell more effectively. In some ways, I would say Mixmax is a “dark horse” in this space. I’ve been a customer of almost all of our competitors and had mixed experiences with all of them. This interview has been lightly edited for brevity. I spoke with him to learn about being crafty with resources, the new world of RevOps knowledge transfer, and what to expect five years from now. Jason’s approach to RevOps prioritizes knowledge and lean processes. It enables revenue teams by eliminating “busywork”’ at every stage of the customer journey. Mixmax is the #1 sales engagement platform for Gmail. No one peers into the future of sales engagement and RevOps better than Jason Westerberg, Head of Revenue Operations at Mixmax. What if I told you the future of sales enablement is doing even more with even less? What if your teams could accumulate years of RevOps experience, in less time than it takes to type “Ctrl+F”? That world isn’t far away in fact, it may be close at hand.
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