Optimizing Revenue Operations with Rosalyn Santa Elena #056

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. 

One of our favorite parts is when we talk through how to navigate personality conflicts and achieve alignment amidst strong personalities. We also get into optimizing two critical hand-offs in the business: Sales to Customer Success (CS) and from CS to Marketing where we should be closing the loop.

Toward the end, Rosalyn offers actionable advice on effectively communicating the contributions and value of RevOps within organizations. 

#salesconsultantpodcast #revops #revenueoperations #salesops #alignment #salesdata #crmdata #careeradvice #strategy #operations #customersuccess #sales #marketing #gtm #gotomarket #revenue #b2bsales #techsales 

[2:25] - Why companies should invest into Revenue Operations sooner.

[5:15] - Influencing without authority and the common pitfalls in forming a Revenue Operations function.

[13:55] - Achieving “alignment” when faced with strong personalities and personality conflicts.

[22:10] - Optimizing the hand-off from Sales to CS and how CS can be leveraged to drive more revenue.

[31:00] - Another hand-off that should be optimized is ‘CS to Marketing’ in terms of customer intelligence.

[33:25] - Thriving in her career as a working parent and how Rosalyn navigated her career differently than her male counterparts. 

[42:10] - How to communicate your contributions and value as a Revenue Operations person.

Rosalyn’s LinkedIn Page: https://www.linkedin.com/in/rosalyn-santa-elena/

The RevOps Collective website: https://therevopscollective.com

Derrick’s LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/

Follow Derrick on Instagram @derrickis3linksales

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw