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Getting Aligned for RevOps Success

On this episode, Justin discusses facilitating the client journey, the importance of finding alignment at the executive level, and looking through the revenue operations lens.

Shift Paradigm, a consultancy that executes like an agency, represents an end-to-end shift in the way organizations align around growth. After pioneering the email marketing and marketing automation movements by helping thousands of organizations implement marketing technology platforms, we know that technology alone can't get your business growing. Usually, it takes a paradigm shift to grow. We're built specifically to solve the invisible problems that hurt revenue performance and help organizations align from top-to-bottom around growth. By breaking down the typical silos of technology and strategy, we collaborate with clients to increase revenues, align teams, and engage your best customers. As a result, we're shifting the traditional paradigms of sales and marketing.

Industry
Business Consulting and Services
Founded
2021
Justin Gray

Guest Bio

Justin Gray is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin slotted into a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.

Justin is also a strong voice for pragmatic entrepreneurship, modern marketing, and building intentional organizational culture. As a recognized speaker, Justin has been published over 500 times in industry publications and maintains a regular column in Inc., while also contributing to Entrepreneur, Tech Crunch and others.

Guest Bio

Justin Gray is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin slotted into a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.

Justin is also a strong voice for pragmatic entrepreneurship, modern marketing, and building intentional organizational culture. As a recognized speaker, Justin has been published over 500 times in industry publications and maintains a regular column in Inc., while also contributing to Entrepreneur, Tech Crunch and others.

Episode Summary

This episode features an interview with Justin Gray, CCO at Shift Paradigm. Shift Paradigm, a consultancy that executes like an agency, represents an end-to-end shift in the way organizations align around growth. Justin is a serial entrepreneur who has made a career of launching successful companies and scaling them, with successful exits of over 250MM. After joining the Shift Paradigm family as a result of the LeadMD acquisition in early 2021, Justin slotted into a role near and dear to his heart, helming the go-to-market team where he manages Sales, Marketing and Business Development.

Key Takeaways

  • The importance of finding alignment at the executive level
  • The revenue operations lens should be looked at through the lens of the client 
  • How to facilitate the buyer journey

Quotes

“If we think about how we serve our clients, how that buyer buys and how they progress along that path, you have to be aligned at that executive level, right? Do they understand their goal, their KPIs, their area of influence? And if you don't have that alignment at the top it's almost impossible to get that alignment from within the team. So I think that that relationship at the executive level and just how they view the necessity of their peers and their counterparts there is very indicative of how successful you will be in a revs role.” - Justin Gray, CCO, Shift Paradigm

Episode Highlights

**(02:46) - Justin’s journey into RevOps 

**(13:14) - How would you organize a RevOps team?

**(20:41) - RevObstacles

**(22:52) - RevOops moments

**(31:38) - The Toolshed

**(43:25) - Quick hits

Episodes Transcript

  • The importance of finding alignment at the executive level
  • The revenue operations lens should be looked at through the lens of the client 
  • How to facilitate the buyer journey
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