Leading indicators, lagging indicators, qualitative data, and quantitative data might sound like boring topics for your sales meetings. Quite the contrary, Michael Ingram of SalesOps.io explains the role that each one plays in achieving predictable revenue growth.
Sales revenue is a lagging indicator of success. By the time you know it, it’s too late. You need data daily and weekly that tells you what to do before it’s too late. Leading indicators give you a chance to fix problems before you miss the quarter.
Chapters:
00:00 What Is SalesOps?
08:27 Moving On From Anecdotal To Leading Indicator Data
14:04 Qualitative Customer Data Capture at the Front Line
20:20 Activity-Driven Approach to Sales Metrics Worked 10 Years Ago
24:26 It's All About the Conversation
30:15 Scaling SalesOps Gracefully
About Our Guest:
Michael is the Founder and CEO of SalesOps.io (rev ops talent marketplace), as well as the Co-Founder of Productal (product talent marketplace). He has helped build marketing, sales, and customer success operations for hundreds of organizations over the last 10 years, with a focus on high-growth B2B technology companies. He previously led sales operations, business development, and sales development teams at Axial, an online network connecting the lower middle market of private equity. Prior to Axial, Michael led enterprise sales operations and strategy at Zocdoc, helping structure the systems and processes to scale the sales and success organization to over 250 team members. Before recognizing his passion for startups, he spent 4 years in management consulting for biotech and pharma companies with ZS Associates. Michael graduated from the University of Alabama (Roll Tide) with a Masters in Applied Economics and a BS in Operations Management.
Company Overview
SalesOps.io is a revenue operations talent marketplace. We have a network of over 500 rev ops experts that we place into fractional and full-time engagements with tech companies and other organizations that have a gap in operational resources. Our work largely falls into the buckets of commercial process, tools, and analytics across the customer journey. Productal is a similar talent marketplace focused on the Product side of the house - staffing product managers, designers, advisors, and analysts into orgs that need product-related experts.
Social links:
Michael Ingram’s LinkedIn: https://www.linkedin.com/in/michaelsalesops/
SalesOps LinkedIn: https://www.linkedin.com/company/salesops.io/
Productal LinkedIn: https://www.linkedin.com/company/productal/about/
You can learn more about and connect with Alice Heiman in the links below.
Website: https://AliceHeiman.com