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Overcoming Friction in the Sales Process With Jesse Morris, VP of Global RevOps at Keepit.
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In this episode of the RevAmp podcast, host Mark Lerner sits down for an in-depth discussion with Jesse Morris, VP of Global Revenue Operations at Keepit.
Here's what Mark and Jesse cover:
1. Friction in the sales process: Jesse discusses friction from the perspective of both the sales reps and the customers/buyers. This includes issues like the quote-to-cash process, data/insights access, and enabling partners.
2. The impact of rapid change and adaptability: The podcast discusses how the rapid changes over the past 5-6 years, such as the shift to remote work during COVID, have increased the importance of revenue operations and the need for adaptability and flexibility in sales processes.
3. Balancing standardization and flexibility: Jesse notes the challenge of building standardized sales processes while also allowing for flexibility to accommodate different customer needs and edge cases. Finding the right balance is key.
4. Breaking down silos and cross-functional alignment: As organizations grow larger, the issue of siloed teams with misaligned metrics and data becomes a challenge that rev ops teams need to address.
5. Incorporating AI and automation: Mark and Jesse discuss the future of AI in the quote-to-cash process.
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