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RevOps Lab

Weflow

Welcome to the RevOps Lab - a podcast exploring the art & science of Revenue Operations.
Every week, Philipp & Janis host RevOps professionals to discuss best practices and lessons learnt building scalable revenue engines.
This show is for everyone interested in processes, tooling, enablement, and strategies to supercharge your GTM play.
To find more episodes and resources on scaling your revenue engine, visit getweflow.com/revops

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  • 23 episodes
  • weekly
  • Avg 38 min
  • English

Episodes 23

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  • #103
    Dec 15, 2025 · 37 min

    #103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights

    Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation. We cover: Why bad data is fundamentally a definition and alignment problem The “executive tax” created by misaligned reporting and endless boardroom debates How inconsistent ICP and segmentation break GTM alignment Early warning signs that indicate data misalignment across teams The operational drag caused by poor territory design and handoff friction Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product How bad data impacts forecasting, productivity, and resource allocation Why data quality and segmentation matter in M&A and valuation discussions Where companies should start before buying new tools Spencer Hardy on LinkedIn: https://www.linkedin.com/in/spencer-hardey-mba-23354115/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Spencer (00:01:58) Spencer’s Background & RevOps Journey (00:03:45) The Real Cost of Bad Data (00:05:22) The Executive Tax Explained (00:07:49) Early Signals of Data Misalignment (00:11:06) Operational Drag: Territories, Handoffs & ICP (00:13:59) Where to Start Fixing Data Problems (00:17:09) ICP, Segmentation & Executive Alignment (00:22:19) Bad Data, Valuation & M&A Risk (00:27:06) Multiple ICPs, Products & GTM Complexity (00:31:04) From Market Analysis to Account-Level Execution (00:36:30) Book Recommendation: The Sales Acceleration Formula (00:38:25) Closing

  • Nov 24, 2025 · 41 min

    #102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

    Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow. We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operators Laura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Laura (00:01:07) Why Laura Wrote Designing for Excellence (00:04:02) What It Means to Be an AI-Native Company (00:05:24) Structuring the Book: 5 Sections Explained (00:07:14) The Core Principles of Sales Enablement (00:11:26) The #1 Leading Indicator: Pipeline Creation (00:15:16) Discovery, New-Business Meetings & Rep Behaviors (00:18:44) The Enablement Flywheel: Content, Programs, Tools (00:20:34) How AI Creates a Closed-Loop Feedback System (00:23:47) Real-Time Coaching & Adaptive Content (00:27:04) What It Takes to Become AI-Native (00:28:59) Organizational Change & Leadership Mindset (00:31:48) Where Enablement Teams Should Start (00:36:27) Book Recommendation: The Courage to Be Disliked (00:38:32) Closing

  • #101
    Nov 17, 2025 · 38 min

    #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 frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner. We cover: • What top-performing reps do differently • How to coach around pipeline, qualification, and stalled deals • Why “gut feeling” selling breaks forecasting • The questions leaders should ask in every deal review • How RevOps and sales can build trust instead of tension • Why better data ≠ better selling (and what actually moves the needle) • How to improve pipeline hygiene without overwhelming reps • The mindset shift leaders need to build accountable teams • Practical exercises for managers to level up their coaching Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415 Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters: (00:00:00) Intro & Meet Richard( 00:02:18) What Elite Sellers Do Differently (00:06:41) Coaching Reps Beyond “Gut Feeling” (00:10:24) Red Flags in Pipeline & Qualification (00:13:23) Practical Questions for Deal Reviews (00:17:54) Building Trust Between Sales & RevOps (00:21:35) Improving Pipeline Hygiene at Scale (00:26:40) Why Better Data Doesn’t Fix Everything (00:31:15) Leadership, Accountability & Team Culture (00:36:02) Book Recs & Final Thoughts

Showing 21–23 of 23 episodes