Three times is the charm. Our first attempt was disrupted by Texas getting off the (power) grid due to a winter storm, the second one due to Streamyard going offline (courtesy of a Google problem), now we finally made it happen and talked with an enterprise software user about sales operations.

Based upon real life experience, how can sales ops be improved, how can it contribute to sales success? Does it need process, tools, or what? Well, the answer to that one is, of course, both. But what comes first and how to make sure that people love to use the resulting system?

Our guest Thomas Verly, VP of Sales and Marketing at EagleBurgmann has quite some interesting answers. Also to the question whether Revenue Operations is really a thing. Is it new wine in an old bottle or rather old wine in a new bottle. 

Thomas has some truely interesting stories to tell that help us identifying what is really important for a sales organization, even if it is in a quite specific industry. 

At EagleBurgmann they identified the secret of what makes their sales reps use the system - and they have a truly astonishing adoption. Hint: It is not force but they managed to make the people want to use the system because it delivers value to them.

How? No spoiler here besides:

• Don't digitalise chaos
• Simple is beautiful
• Harmonisation is a good thing
• Don't forget about change management

Watch the episode. It is worthwhile. More than worthwhile!

This CRMKonvo was supposed to be with Thomas Verly, a highly experienced Sales- and IT leader. We wanted to learn from his experience how to enable sales operations. What is important, what to measure? Do you really need a CPQ system?

Unluckily he could not participate due to the heavy snow storm in Texas that caused major disruption. The good news is that Thomas and his family are safe

Now, the CRMKonvos team has more than 70 years of CRM experience. We are coming from very different angles. So, we decided to tackle the topic, making some good points.

Enjoy this episode and look forward to another one with Thomas Verly. Coming soon!