RevOps Lab14 Heinä 2025

#86 Towards a buyer-centric RevOps - with Lauren Silvers Director GTM at Ironclad

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the function is going—and what to do now to keep up.We cover:- Why current sales processes frustrate modern buyers- How to reduce context-switching and tool overload for reps- What “buyer GPTs” and signal clusters mean for the future of sales- How to orchestrate actions based on signal intent—not funnel stages- Where AI already solves CRM hygiene (and why most teams still don’t use it)- How to operationalize customer-verifiable outcomes- What a 247% pipeline lift looks like when RevOps actually quarterbackLauren Silvers on LinkedIn: https://www.linkedin.com/in/laurensilvers/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Meet Lauren & Her Talk at RevOpsFest (00:03:15) What Buyer-Centric Actually Means (00:06:00) How Buyer Behavior Is Evolving (Fast) (00:09:40) Tool Sprawl, Friction & the Case for System Change (00:13:30) AI, CRM Hygiene & What’s Already Solved (00:16:45) Signal-Based Selling vs. Funnel Thinking (00:21:00) How Intercom Built Signal Clusters That Drove +247% Pipeline (00:25:30) How to Simplify Action for Reps Without Dumbing It Down (00:29:00) Customer-Verifiable Outcomes (CVOs) in Practice (00:34:00) The Reality of Change: Culture, Systems, and Trust (00:38:30) Lauren’s Book Rec: In Search of Lost Time by Marcel Proust

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#101 How to not coach your reps - with Richard Harris™, The Harris Consulting Group

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his framework...

17 Marras 202538min

#100 AI in GTM: Now & Next – Janis Zech on “State of the AI Union” - with Laura Fu, Head of Revenue Operations & Strategy at DevRev

This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue exe...

10 Marras 202542min

#99 Annual Planning – Common Pitfalls & How to Fix Them

Janis and Philipp break down the good, the bad, and the ugly of annual planning. From late starts and siloed workflows to unrealistic capacity models and poor communication loops, they share what goes...

27 Loka 202527min

#98 Deal Desk Best Practices – with Kunal Pathak, Deal Strategy, GTM & Rev Ops at ServiceNow

Kunal Pathak, Director of Deal Strategy & Operations at ServiceNow, joins Philipp to unpack what it really takes to run a world-class Deal Desk. With experience building deal operations at Salesforce,...

20 Loka 202542min

#97 AI-First RevOps: Achieving Autonomous Operations – with Tessa Whittaker, VP RevOps at ZoomInfo

Tessa Whittaker, VP of Revenue Operations at ZoomInfo, joins Janis Zech to discuss the critical challenge of shifting to an AI-First mindset within the RevOps function. Many leaders feel pressure due ...

13 Loka 202548min

#96 Automating CRM data entry with AI - with Mallory Lee, VP RevOps at PhoneBurner

Mallory Lee, VP of RevOps at PhoneBurner, returns to the show to talk about one of the most painful but critical topics in sales: CRM hygiene. From missed updates and bloated pipelines to forecasting ...

22 Syys 202540min

#95 Annual vs. Continuous Planning – with Laura Cross , VP at Forrester

In this episode:Laura Cross, VP and Principal Analyst at Forrester, joins Janis and Philipp to unpack the shift from annual to continuous planning. Laura shares why static, one-and-done plans don’t wo...

15 Syys 202536min

🎙️ Special Announcement: The RevOps Slack Community Is Live!

In this quick special episode (under 3 minutes!), Janis and Philipp announce something big:👉 Together with 50 RevOps leaders from around the world, we’re launching a free Slack community exclusively ...

10 Syys 20252min