Director of Sales Operations and Strategy at Splash
Beily Pan Director of Sales Operations & Strategy at Splash shares how her team uses:
Sales Operations Stack Highlights:
- Splash sells an event marketing SaaS with a ideal customer of Fortune 1000 companies (500+ employees).
- Their team is currently 11 AE with 7 SDRs which has grown from just 6 AE's a year ago.
- Beily uses Zoominfo, LeadIQ, DiscoverOrg to find contacts. Other tech include SalesForce, Marketo, LinkedIn Sales Navigator.
- G-Connector for SalesForce (6:53) is an add-on to Google Drive that refreshes every hour (or manually). We walk through a variety of custom reports and formulas she's developed to get a view of daily activity and KPI performance.
- LeanData (15:14) for account-based sales & marketing lead routing. We go into the reasoning behind the flow Beily's set up to help her sales team that ensures proper assignment of ownership and how implementation looked like.
- Confluence (22:45) for sales enablement and process documentation.
- We also discuss Beily's (26:27) philosophy to evaluating tools based on usage and engagement.