Podcast
December 20, 2024
Episode 20: RevOps vs. GTM Ops
Learn the difference between revenue operations and go-to-market operations and why titles, reporting structures, and a centralized leader are critical.
Gabe Rothman, VP of Operations at Rescale, joins Camela Thompson in this episode of the RevOpsAF podcast to discuss the challenges of outbound prospecting, from battling data quality issues to leveraging tech tools effectively. Hear about the importance of customer health, the magic of product-led growth, and how they craft strategies that work.
Outbound prospecting can feel like shouting into the void. There’s an overwhelming volume of outreach messages, most of which are ignored. The challenge is making sure your message stands out in a crowded inbox. Finding a way to get people's attention is where the next generation of tools is going to make the biggest impact.
"Even the coolest videos won't matter if no one sees them." - Gabe Rothman
Jump to clip to learn about the challenges of outbound prospecting
More isn’t always better in outbound prospecting and personalized messages resonate more than generic blasts. You don’t want to become a human spam cannon. It's all about making meaningful connections that don't make your prospects roll their eyes. People are going to go to communities, their peers, and other places to get advice, so figuring out how to become a thought leader that delivers useful content can help.
Jump to clip to find out why more outbound isn’t always better
Education is key to preventing your team from becoming email spammers. Prioritize training to ensure everyone understands the tools and the potential damage of misuse. Ultimately, you don’t burn out your patch by blasting everyone again and again. Do a little more research at the front end before you email prospects.
"Don't let your BDRs become glorified spammers. Equip them with knowledge and context.” - Gabe Rothman
Jump to clip to learn about training your sales team
Managing outbound tools strategically is crucial to protecting your domain's reputation. Set limits on email sends and ensure proper configurations to avoid spam traps. Rotating domains and using throttling mechanisms can protect your primary email addresses.
Jump to clip to learn how to manage your prospecting tools
Customer health isn't just a buzzword; it's a strategy. Monitoring customer engagement and satisfaction can lead to better retention and growth. Try to glean signals from within your existing data. Creating a customer health scoring system can help your team identify warning signs early and keep a tab on satisfaction ratings.
"Happy customers become your best advocates. Their growth can be your growth.” - Gabe Rothman
Jump to clip to hear about customer engagement and satisfaction
Product-led growth thrives on strong customer relationships. Using your product as a tool for growth, especially when customers move to new companies, is invaluable. People usually think about PLG as only focusing on free trials for immediate conversion. But it can also support a longer time frame and contribute to the lifetime value of your customer base.
Jump to clip to learn how to use your product as a tool for growth
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