Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why Top Sales Leaders Get Coaching Wrong – And How an Olympian Fixes It with Matt Hemingway
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Matt Hemingway, Vice President of Sales and Operations at Axcient, to explore how disciplined coaching, intentional leadership, and a culture-first mindset drive sustainable sales performance. Drawing on his background as an Olympic silver medalist, Matt shares how the mindset of…
How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…
Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…
Global Revenue Operation Manager: Christopher Jacks of Optimove
Christopher Jacks jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
Table of Contents
Tools Mentioned
Key Takeaways
Chris’s route into sales operations
Despite the fact that Chris started off his career in sales, he always had an interest in the sales process and the use of data. After completing a data science course at General Assembly, Chris joined Optimove in a sales operations role to fulfill this interest.
Chris was then able to bring in skills developed during that course to the sales process. For example, Chris is able to create a Python script to scrape the details of speakers at an upcoming event, he can then import this data into their CRM and then for the sales team to commence their outreach.
Hands off from marketing to sales
Since Chris joined Optimove, his biggest impact has been at the intersection between marketing and sales. For example, post-event lead outreach previously sat with the marketing team, Chris handed this over to the sales team and this customized outreach led to better results.
Zoom “happy hours” and heavy Slack usage
Over the past few weeks, the Optimove team has shifted to remote work. However, as they have offices in New York, London, and Tel Aviv they were relatively remote before this shift. Furthermore, Chris’s team is heavy Slack users and hosts daily “happy hours” on Zoom that allow the team to maintain their ad hoc communication.
#1 metric: Emails responded to
If Chris could only track one single sales metric for the rest of his career, he would choose “emails responded too”. Similar to Ebsta’s engagement score, this is a leading metric that will tell you how much engagement a rep is generating. Chris currently tracks this using Apollo and shares this data with his sales reps.
Chris’s biggest influence:
Chris has one single sales operations influence:
- Michael Ingram – Founder at SalesOps.io
Subscribe To Sales Ops Demystified:
Quote:
