Podcast Interview: Mastering RevOps Before It Was RevOps
Mari Manglaras
Mari Manglaras
Ops & Strategy Executive
GovOS
Amy Cook
CMO
Fullcast
“I got a job as a salesperson at a startup, and by my third month, I was 1,113 percent of the goal,” Mari said. “I sat there and listened to other people about how their prospects were reacting to the sales process and so forth. So that’s how I fine-tuned my whole development as a sales individual and rapidly moved up to lead the highest-performing sales team that this company had.”
In the latest episode of Go-To-Market with Dr. Amy Cook, Mari explains the secret behind her sales team consistently hitting the 200 percent mark.
“The reason that we were always 200 percent was I started to build out within our CRM, basically robots,” Mari explained. “I built out territory alignment and made subject matter experts in industries, and all the reporting was focused in or around their specific revenue that they can generate. So leads were going to them that were specific to their industry or subject matter expert areas and so forth, and so my team started to function really well and become 200 percent.”
In other words, Mari was mastering RevOps before RevOps was cool.
FULLCAST
Scaling Digital Pathology: Dr. April Larson’s Healthcare Change Management
Dr. April Larson, co-founder of PathologyWatch, shares how she transformed a traditional pathology system into a digital platform across Sonic Healthcare's global labs. Her insights on change management and overcoming AI resistance offer a playbook for healthcare innovators.
Signs Your Sales Quota is Sandbagged And How To Fix It
The sandbagging solution shouldn't force every sales organization into the same attainment range—it's to ensure quotas accurately reflect market opportunity and encourage sustainable growth.
She Solved A Major Healthcare Problem. Here’s How
As Dr. April Larson’s experience demonstrates, the future belongs to organizations that treat change management and AI automation as a strategic advantage—not an afterthought.
Custom Software vs Off-the-Shelf Software: Which Delivers Better ROI for Growing Revenue Teams?
Discover which solution delivers better ROI, scalability, and efficiency for revenue teams planning for long-term growth.
Build vs Buy Strategy: A Framework for Revenue Technology Decisions in 2026
Should you build custom software or buy? This comprehensive guide covers the build vs buy strategy framework. Read here:
Build vs Buy Framework: A Strategic Guide for Revenue Leaders in 2026
Navigate the build vs buy framework with confidence. Learn to evaluate custom development vs commercial solutions for your revenue operations stack.
Software Build vs Buy Analysis: A Complete Decision Framework for 2026
Should you build custom software or buy? This software build vs buy analysis covers costs, risks, and decision criteria for confident investments.
Dr. David Morgan: Why Mental Health Is A Leadership Challenge
Mental health shouldn't be something companies acknowledge only during Mental Health Awareness Month. It should become part of how organizations manage risk—just like cybersecurity. When leaders intentionally build resilient employees, they also build stronger organizations.
What Every Executive Needs to Understand About Employee Mental Health
In an era of rapid technological disruption, Dr. David Morgan argues that the ultimate competitive advantage isn't a better algorithm—it is the resilience of a workforce that values human connection over digital companionship. By treating mental health as a critical risk management issue rather than a secondary perk, leaders can build organizations that thrive despite the uncertainty of the unknown.
Relationships Are the New Differentiator For Sales. Here’s Proof
The constraint on sales performance right now isn't effort or technology. It's misalignment between marketing, sales, and customer success and how they leverage AI.
