In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher speaks with Olga Traskova, VP of Revenue Operations at Birdeye, about why coherence makes or breaks complex deals — and how to keep opportunities from drifting as buying groups and priorities shift.
Olga shares how she rebuilt core go-to-market mechanics at Birdeye — from forecast hygiene to AI-assisted call intelligence — with one goal: ensuring sales processes stay consistent and trustworthy from first call to close.
Inside the conversation:
- Why deals slip as stakeholders change — and how to keep stories, pain points, and success metrics aligned.
- How tight stage criteria and system enforcement ensure reps actually follow the process.
- The role of weekly big deal reviews in revisiting assumptions, uncovering risks, and pulling in cross-functional support.
- Balancing outcome-based conversations with fundamentals like champion-building, pain discovery, and compelling events.
- Why mutual action plans are Olga’s “ultimate source of truth” for deal progress and customer accountability.
- How leadership and culture — not just checklists — turn coherence into a daily habit.
If you want to understand how to keep large, complex deals on track and build a sales culture around consistency and outcomes, this episode is full of practical insights.
