Episode #16 Tech-Savvy Strategies to Boost Revenue Operations with Stacie Sussman

The Queen of Automation

Unlock the secrets to mastering work-life integration and boosting your business efficiency! This week on the Queen of Automation podcast, we are joined by Stacie Sussman, an operations expert with over 25 years in sales and the dynamo behind Rev Up Advisory. Discover how Stacie seamlessly blends her vibrant personal life in South Florida with her professional endeavors, all while maintaining a dynamic presence in the Brand Built community.

We delve into real-life practices for entrepreneurs and business owners to treat life as a unified whole, making the balancing act more about fluidity and flexibility. Tackle common misconceptions in enterprise marketing with insider tips that even big brands struggle with. Stacey and I shine a light on the challenges faced by large corporations and how continuous experimentation, ICP mapping, and customer journey workshops are essential to stay ahead.

Learn about the dangers of stagnation and the importance of regularly updating your marketing strategies and messaging.

This conversation is packed with actionable insights for both small and large business owners looking to stay agile and avoid complacency.

Revolutionize your sales strategies and revenue operations with cutting-edge techniques.

Stacie shares her expertise on modernizing outdated tracking methods and leveraging intent data to supercharge your sales outcomes. We discuss the critical need for robust revenue operations systems, touching on crucial tools like CRMs and project management systems while addressing the pitfalls of tech debt.

This episode is a treasure trove of real-world examples and practical advice, ensuring you walk away with the knowledge to enhance your operations and drive growth.

Connect with Stacie on LinkedIn to gain even more insights from her extensive experience in sales and operations

CHAPTERS WITH LONG SUMMARIES

(00:00) Streamlining Processes With Automation

This chapter features an engaging conversation with Stacie Sussman, an operations powerhouse with over 25 years of experience in sales. We explore the nuances of work-life balance, emphasizing the idea that for entrepreneurs and business owners, it's all just life—whether working on personal or business tasks, it's a seamless integration. Stacie shares her perspective on this concept while discussing her life in sunny South Florida, her ice skating weekends, and her dynamic role at Rev Up Advisory. We also touch upon our shared experiences within the Brand Builders community and the importance of maintaining flexibility and fluidity in both personal and professional spheres.

(13:03) Navigating Challenges in Enterprise Marketing

This chapter addresses the misconception that enterprise companies have everything figured out simply because they have significant financial resources. We discuss how even large companies face challenges similar to smaller businesses but on a different scale, particularly around brand awareness and staying relevant. The importance of continuous experimentation, ICP mapping, and customer journey workshops is highlighted to ensure marketing efforts remain effective. Emphasis is placed on the dangers of stagnation and the need for regular updates to messaging, websites, and marketing strategies. We also stress the necessity of setting benchmarks and running multiple marketing experiments simultaneously to adapt to changing market conditions and audience emotions. Finally, we remind smaller business owners to maintain their agility and avoid falling into the trap of complacency as they grow.

(21:53) Modernizing Sales Strategies in Enterprise

This chapter addresses the challenges faced by operations and revenue operations teams in enterprise corporations, focusing on the outdated processes and the need for modern tracking methods. We explore the importance of acknowledging non-linear customer journeys and the critical role of intent data in driving sales. The discussion highlights the pitfalls of traditional metrics like MQLs and SQLs and emphasizes the necessity for companies to pivot from reactionary practices to proactive strategies. By sharing real-world examples, we underscore the disconnect between marketing activities and sales outcomes, advocating for a more integrated approach to tracking and utilizing customer engagement data to boost revenue.

(30:10) Building Revenue Operations Systems

This chapter delves into the importance of building robust operational systems when scaling a business. We discuss how LinkedIn can be a vital tool for networking and growth, highlighting the agility of smaller, underdog companies compared to industry giants like ZoomInfo. The conversation emphasizes the need for structured revenue operations, breaking it down into marketing operations (MOPS), sales operations (SOPs), and business operations (biz ops). The necessity of having a CRM, project management tools, and documented standard operating procedures is stressed. Real-world examples are shared, illustrating the success of companies that built solid operational systems from the start. The chapter also addresses the common issue of tech debt, where businesses rely on multiple software tools, and the benefits of streamlining these systems for better efficiency.

(42:25) Enhancing Brand With Technology

This chapter wraps up our discussion on the importance of technology functioning as intended. We emphasize that technology is only beneficial when it works correctly and effectively, highlighting the significance of reliability and usability in tech innovations. We look forward to continuing our exploration of these themes next week.