The Digital Utopia Podcast

Are you tracking all of the interactions a prospect has with your brand as they progress through your buyer’s journey? Do you know which interactions trigger action and which interactions don’t? In this episode, Frank and Joe talk through the in’s and out’s of marketing attribution. Understand what it is and its function. Explore when an organization should start looking into marketing attribution, how to get started, and several c...

Do you know how likely your customer base is to refer your business to their peers? In this episode, Frank and Joe break down the net promoter score (NPS) function and why it's an insightful metric for your entire organization. Walkthrough how you calculate your NPS, who should be tracking the metric, along with what actions you can take with each group. Also, get answers to questions like, how often should you gather NPS scor...

In this episode, Frank interviews Don Crow. Don previously ran his own agency and currently helps  B2B organizations activate a RevOps approach on HubSpot so they can maximize their revenue potential. 

Don shares his experiences working with B2B organizations and talks through 3 common processes they often lack that limit their growth potential. 

1. No feedback loop between Customer Service and Marketing 
2. No sales nurturing...

In this episode, Frank and Joe go back on forth on the function of RevOps in an SMB. Who is the right person to fill the RevOps leader role in an SMB? Additionally, what core skillsets should they have, and what background makes the best RevOps leader? The debate explores if the RevOps leader in an SMB should focus more on tech or business dev, and where the line should fall between the two skillsets.

Podcast Brought to yo...

In this episode, Frank and Joe talk about why hunting and closing should be separate functions in your sales team and how you hold each role accountable. They also dive into how you can separate your pipelines to gain better insights into your business performance and the overall customer experience.

Access and download your copy of the Technical Lifecycle Journey Map, the episode's featured tool. This resource will help you ou...

Do you oversee the processes responsible for turning prospects into customers? In this episode, Frank and Joe talk through common hurdles organizations face that limit the flow of your contacts moving from one lifecycle stage to the next.

One example in the episode dives into how the process responsible for managing contacts in the sales pipeline is actually built around the sales team in many organizations. As a result, t...

Have you heard Growth Hacking and RevOps used interchangeably? It is understandable as there are a lot of similarities between the two approaches.

In this episode, Frank and Joe talk through the difference, similarities, and use cases of Growth Hacking and RevOps. First, dive into the origin of each process to better understand the function and focus of each approach. Then learn what types of organizations and business mod...

See how you can uncover revenue optimization opportunities in your organization and address the hurdles limiting your growth with a proven method to manage bottlenecks.

In this episode, Frank and Joe walk through the RevOps Triage Tree. A process to systematically work through bottlenecks. This method uses a series of questions to help you identify if the challenge is rooted in your technology, business processes, or the people.

Are people just renaming Inbound Marketing as RevOps?  Sparked from a recent article titled, "I'm Afraid for our RevOps Community" Frank and Joe explore a potential fear for the future of RevOps. The RevOps community is losing sight of two big questions as it relates to the RevOps function:

1. Why does RevOps exist within the organization?
2. Where does the function live within the organization?

In this episode, hear...

B2B leaders, have you heard yourself say, “Our process isn't working!”.

In this episode, Frank and Joe dive into process, and why process is the first problem you need to address in your organization. Without the right process in place, your people and technology are going to struggle to achieve their objectives. They also walk through steps to identify a process problem and discuss real-life examples of organizations that have...

How can RevOps help a B2B organization address, reduce, and recover from Tech Debt? In this episode, Joseph Freeman and guest, DJ Shirley explore the topic of Tech Debt from a revenue operations perspective. Walkthrough the origins of tech debt, what it is, and how it is defined in the RevOps world. Learn the impact of tech debt, its sources, and how it can be avoided when desired.

Episode's Featured Resource: 
Te...

Does the technology in your company empower RevOps? In this episode, Frank Cowell and Joseph Freeman talk through the 5 technology categories your organization must have in place to support a RevOps strategy. The five categories of technology include: 

1. Service Software 
2. Sales Software 
3. Marketing Software 
4. Middleware 
5. Reporting/Dashboarding Software 

Only through the collection of these software applications can your company begi...

Does the technology in your company empower RevOps? In this [Quick Hit] episode, Frank Cowell and Joseph Freeman provide a brief overview of the five technology categories you need active in your organization to support a RevOps strategy. The five categories of technology include: 

1. Service Software 
2. Sales Software 
3. Marketing Software 
4. Middleware 
5. Reporting/Dashboarding Software 

Only through the collection of these software appl...

Implementing a Revenue Operations growth strategy in your organization is a large undertaking and will require buy-in from your organization's leadership. In this episode, Frank Cowell and Joseph Freeman walkthrough the hurdles an organization can face when activating RevOps and what steps to take to support the adoption. Firstly, explain and drive home the WHY! Dispell any misconceptions about the impact the activation will h...

Why is alignment such a difficult challenge for B2B organizations, and what are the common sources causing misalignment? In this episode, Frank and Joe explore 3 sources responsible for creating misalignment across an organization. Cause 1 - People are focused on their role's specific function, not how it impacts the company/customer experience as a whole. Cause 2 - Varying data between departments and across internal platform...

Are you looking into integrating RevOps (Revenue Operations) into your organization? In this episode, Frank and Joe talk through the needed commitments and expectations an organization needs to be aware of before activating the business function of RevOps. Walkthrough the focus and impact RevOps brings to an organization. Ensure your team can accommodate the time commitments and needed flexibility to adopt a new lens on how they vi...

Does your organization have a framework that fosters accountability, structure, and vision? Explore the value EOS (Entrepreneurial Operating System) can bring to an organization. Unpack the importance of running 90-day rhythms for your major initiatives and RevOps efforts. Align on the best practices and uses for company scorecards. Gain clarity around who should be on your leadership team and the responsibilities they carry. Lastl...