RevOps Lab3 Mars 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

Avsnitt(119)

#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 Nov 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 Nov 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 Okt 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 Okt 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 Okt 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 Sep 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 Sep 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 Sep 20252min