RevOps Lab3 Mar 2025

#70 Pipeline Management mistakes that cost you revenue - with Jeff Ignacio, Head of GTM Operations at Keystone AI

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest.

If you’ve ever wondered why the classic 3x pipeline coverage rule is flawed or how to refine your pipeline reviews for better forecasting, this episode is packed with tactical insights you won’t want to miss.

We cover:

Why pipeline management is the foundation of great forecasting
The 3x pipeline coverage rule—truth or myth?
How to structure effective pipeline reviews that actually move the needle
Best practices for building operating cadences that scale
The role of RevOps in helping sales teams drive predictability
The biggest mistakes revenue teams make when inspecting pipeline health

Jeff Ignacio on LinkedIn: https://www.linkedin.com/in/jeffbethechange

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer

Weflow: https://www.getweflow.com

Episoder(119)

#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 fro...

14 Jul 202542min

#85 How to Align RevOps & FP&A – with Seth London Senior Director of RevOps at Meltwater

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firstha...

7 Jul 202537min

#84 How to Get Perfect Deal & Pipeline Visibility - with Janis and Philipp

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline...

1 Jul 202540min

#83 Becoming strategic in RevOps with our cheat sheet - with Janis and Philipp

Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet. In this candid Friday-after...

23 Jun 202535min

#82 The 5A Framework for Strategic RevOps – with Joe Ort, RevOps Inflection

Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. Fro...

9 Jun 202537min

#81 Why Executives Don’t Trust the Data – with Rhys Williams, Founder & Managing Partner at Domestique

Rhys Williams, Founder of RevOps agency Domestique, joins the show to talk about one of the most frustrating (and familiar) realities in GTM: executives don’t trust the data. But the real issue? It’s ...

2 Jun 202534min

#80 The RevOps Pendulum: Insights from 180+ RevOps pros - with Haris Odobasic, Co-Founder at Revenue Wizards

Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods t...

26 Mai 202543min

#79 How RevOps Can Drive Enterprise Value - with Cliff Simon, GTM & RevOps Leader at Carabiner Group

Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-t...

19 Mai 202534min