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)

#54 Creating a highly effective sales & forecasting process - with Robert Gimbel, GTM Advisor & Ex-CRO at Camunda

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you: Camunda’s sales process Pipeline generation at Camun...

11 Nov 202435min

#53 Growing and Leading a High-Performing RevOps Team - with Eric Welsh, Global Director of Revenue Operations at Deputy

Eric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives in...

4 Nov 202437min

#52 Reinventing Outbound with AI and Signals - with Justin Norris, Sr. Director of Marketing Ops at 360Learning

Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his app...

28 Okt 202441min

#51 Boosting your Team’s Sales Productivity - with Alex Freeman, Global Head of Sales Operations at YouGov

Alex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, he...

21 Okt 202444min

#50 How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFO

Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. ...

14 Okt 202441min

#49 Why you need a RevOps Charter (& how to set it up) - with Steve Silver, Ex VP Research & RevOps leader at Forrester

Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps re...

7 Okt 202436min

#48 How Rubrik scaled RevOps to IPO - with Samarth Mital, Senior Director - Global Sales Strategy, Planning, Analytics, & Ops at Rubrik

Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expandin...

30 Sep 202441min

#47 The GTM Operations Framework - with Crissy Saunders, CEO at CS2

Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s servic...

23 Sep 202447min