RevOps Rants

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Founding Sales is basically the handbook every founder wishes they had when trying to figure out B2B sales for the first time. Written by Pete Kazanjy (who's been through the grind himself), it breaks down how to actually sell when you’re starting from zero — building your sales process, writing your first outreach emails, pitching, closing, even hiring your first reps. It’s super tactical, no fluff, and it reads like advice from a friend who's already made all the mistakes

It started the way all false hope starts: a beautiful pipeline chart. Marketing was bragging. SDRs were buzzing. Sales was feeling good. Pipeline coverage was fat. Really fat. Like, “should-be-exceeding-every-number” fat. And then… Q closed. The numbers came in. And they sucked. Despite a pipeline that looked like it had been drinking protein shakes and doing deadlifts for months, the win rate was dropping. Deals were stalling, ghosting, slipping into oblivion. RevOps put

A “Pipeline Problems in the Building” RevOps Mystery They were always in the reports. Every time you looked at the dashboard, there they were….hovering, filtering, adjusting, exporting to Excel like it was the key to enlightenment. Always splicing and dicing. Always analyzing. The Serial Analyst. They meant well, of course. Passionate about pipeline metrics. Obsessed with conversion rates. But lately… the team was stuck. Decisions weren’t getting made. Actions weren’t getting

So I'm on a roll, after the GoT writeup, and after watching Netflix's "The Residence" I'm officially on a whodunit kick... which got me wondering what if THE most common pipeline issue were a mystery and RevOps the detective? (Entirely fictional of course... but an all-too-familiar scenario all RevOps has encountered at some point) Setting the Stage.... In the quiet halls of a budding startup, with open floorplan seating and glass wall offices, something was... off (cue drama

Last week, I was at the Revenue Operations Summit and it was amazing (and extremely validating) to hear other RevOps leaders share their challenges, made me realize we're all in the same boat. In one of my many conversations, someone asked me a deceptively simple question: “What differentiates great RevOps from good RevOps?” And honestly? It stumped me for a second. Because I didn’t have an answer, I'd never thought abotu that. After some reflection I realized it’s not just