Rethinking Your CRM: The Case for Contacts over Leads with Kyle Sosa, Marketing Operations Leader at Etumos

OpsStars - A RevOps Podcast

In this insightful episode of the OpsStars podcast, Kyle Sosa, Marketing Operations Leader at Etumos, joins host Don Otvos to delve into the transformative shift from traditional lead-based models to a contact-only approach in CRM systems. With his extensive experience in marketing technology and operations, Kyle provides valuable insights into the benefits, challenges, and best practices for implementing this significant change.

Kyle shares his journey from media and political consulting to becoming a RevOps expert, highlighting how his diverse background shapes his approach to sales and marketing operations. He discusses the intricacies of transitioning to a contact-only model, including the impact on sales processes, data management, and cross-functional collaboration.

Throughout the conversation, Kyle offers practical advice on:

• Evaluating whether a contact-only model is right for your organization
• Gaining buy-in from sales leadership and other stakeholders
• Implementing best practices for data accuracy and routing
• Addressing common challenges in the transition process
• Leveraging technology to support the new model
  

This episode provides a comprehensive look at the evolving landscape of CRM management and offers valuable lessons for companies considering or undergoing similar transformations in their sales and marketing operations.

Episode resources

• Kyle Sosa on LinkedIn
• Etumos on LinkedIn
• Etumos Website
• Join the OpsStars Community
  
  

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OpsStars Podcast is hand crafted by our friends over at: fame.so

Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing
Check out our three most downloaded episodes:

• What It Means To Be An OpsStar with Kimberly Galitz
• Trust the Process! - How a Process-Driven Mindset Helps Improve the Buyer Experience with Asia Corbett
• True RevOps Connects Marketing, Sales, CS, & Product with Jordan Henderson