Revenue Innovators

The landscape of sales will drastically change as we see the onset of a recession. Companies are trying to find ways to efficiently maximize their selling systems. Mark Ebert is taking on this task for 6sense as the Senior Vice President of Global Sales. Mark has and will continue to implement new initiatives and strategies at 6sense for his staff and clients to navigate through these times of uncertainty. Join us as we discuss: How Mark will operate as a sales leader with financial hardships among his team and his clients The changing dynamics of the buyers that are now Millennials making business decisions Recommendations for organizations that aren't where they want to be with their marketing and sales functional alignment  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

The landscape of sales will drastically change as we see the onset of a recession. Companies are trying to find ways to efficiently maximize their selling systems.Mark Ebert is taking on this task for 6sense as the Senior Vice President of Global Sales. Mark has and will continue to implement new initiatives and strategies at 6sense for his staff and clients to navigate through these times of uncertainty.Join us as we discuss:How Mark will operate as a sales leader with financial hardships among his team and his clientsThe changing dynamics of the buyers that are now Millennials making business decisionsRecommendations for organizations that aren't where they want to be with their marketing and sales functional alignment Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Many companies, like Honeywell, are preparing themselves for a looming recession according to what many economists believe. Honeywell realizes that they have to change the way that they do business from top to bottom. Not only will they have to change their B2B marketing strategy, but who they are as a company. Tim Hudson, the Global Vice President of Commercial Excellence of Honeywell, is bringing his years of experience to usher Honeywell into the future. Join us as we discuss: Hudson leveraging his critical thinking and background to help Honeywell navigate through a looming recession How to have a positive outlook on a smaller more agile sale team being the future of B2B selling Being a leading force in Honeywell becoming more of a IoT software company, opposed from it being traditionally a manufacturing company Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Many companies, like Honeywell, are preparing themselves for a looming recession according to what many economists believe.Honeywell realizes that they have to change the way that they do business from top to bottom. Not only will they have to change their B2B marketing strategy, but who they are as a company.Tim Hudson, the Global Vice President of Commercial Excellence of Honeywell, is bringing his years of experience to usher Honeywell into the future.Join us as we discuss:Hudson leveraging his critical thinking and background to help Honeywell navigate through a looming recessionHow to have a positive outlook on a smaller more agile sale team being the future of B2B sellingBeing a leading force in Honeywell becoming more of a IoT software company, opposed from it being traditionally a manufacturing companyMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

The past ~15 years have seen a massive boom in the American economy. Newer companies have only known a time of plenty and hyper-growth. Now, many founders and leaders find themselves facing new and uncharted territory. How do they weather a recession? We talked to Ryan Blackwell, CRO at Renaissance Learning. His advice? Focus on the fundamentals. We unpacked the “fundamentals cake” layer by layer. It starts with understanding your mission, your people, your customers, and thinking inside the box. Listen in before we spoil the rest. More information about our guest, Ryan Blackwell: LinkedIn Profile: https://www.linkedin.com/in/ryblackwell/ Company Website: https://www.renaissance.com  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

The past ~15 years have seen a massive boom in the American economy. Newer companies have only known a time of plenty and hyper-growth.Now, many founders and leaders find themselves facing new and uncharted territory.How do they weather a recession?We talked to Ryan Blackwell, CRO at Renaissance Learning. His advice? Focus on the fundamentals. We unpacked the “fundamentals cake” layer by layer.It starts with understanding your mission, your people, your customers, and thinking inside the box. Listen in before we spoil the rest.More information about our guest, Ryan Blackwell:LinkedIn Profile: https://www.linkedin.com/in/ryblackwell/Company Website: https://www.renaissance.com Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

If you want to make more sales, you need to make the most of today's trends. Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, believes digital sales is the future of sales as a whole. Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees. In this episode of Revenue Innovators, we talked to Christopher about: — What the future of digital sales will look like — How communication between sellers and customers is changing — Why you should purge your pipeline Listen in to unpack this with us. More information about Christopher and today's topics: LinkedIn Profile: https://www.linkedin.com/in/christopherkingman/ Company Website: https://www.transunion.com/hp202112A Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

If you want to make more sales, you need to make the most of today's trends.Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, believes digital sales is the future of sales as a whole. Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees.In this episode of Revenue Innovators, we talked to Christopher about:— What the future of digital sales will look like— How communication between sellers and customers is changing— Why you should purge your pipelineListen in to unpack this with us.More information about Christopher and today's topics:LinkedIn Profile: https://www.linkedin.com/in/christopherkingman/Company Website: https://www.transunion.com/hp202112AMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Revenue leaders: Are you thinking like an ecologist? Quick refresher: an ecologist studies how wildlife interacts with their environment. On today's episode, Conner Burt (Co-Founde r and President at Lessonly ) describes Revenue Operations' nirvana state as a "healthy wetland." Now, if you're thinking ew gross a swamp with bugs—you're missing the big picture and how valuable it is to the ecosystem. Plants are improving water quality, food is nourishing the animals, and more. In the same way, RevOps is under-appreciated. Leaders must adopt a strategic, long-term mindset to understand how decisions impact the entire revenue ecosystem. Listen in to unpack this with us. More information about Conner and today's topics: LinkedIn Profile: https://www.linkedin.com/in/connerburt/ Company Website: https://seismic.com/lessonly/ Do Better Work by Max Yoder   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Revenue leaders: Are you thinking like an ecologist?Quick refresher: an ecologist studies how wildlife interacts with their environment.On today's episode, Conner Burt (Co-Founde r and President at Lessonly ) describes Revenue Operations' nirvana state as a "healthy wetland."Now, if you're thinking ew gross a swamp with bugs—you're missing the big picture and how valuable it is to the ecosystem. Plants are improving water quality, food is nourishing the animals, and more.In the same way, RevOps is under-appreciated. Leaders must adopt a strategic, long-term mindset to understand how decisions impact the entire revenue ecosystem.Listen in to unpack this with us.More information about Conner and today's topics:LinkedIn Profile: https://www.linkedin.com/in/connerburt/Company Website: https://seismic.com/lessonly/Do Better Work by Max Yoder  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model. Cheryl Turja, Sr. Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale. Join us as we discuss: Storytelling in sales and bringing your authentic self Shifting from in-person sales to remote sales The art and science of selling products Best practices for interviewing new sellers The “Adobe for All” principle to prioritize diversity and inclusion For information about Cheryl and today's topics: LinkedIn Profile: https://www.linkedin.com/in/cherylturja/ Company Website: https://www.adobe.com/ Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model.Cheryl Turja, Sr. Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale.Join us as we discuss:Storytelling in sales and bringing your authentic selfShifting from in-person sales to remote salesThe art and science of selling productsBest practices for interviewing new sellersThe “Adobe for All” principle to prioritize diversity and inclusionFor information about Cheryl and today's topics:LinkedIn Profile: https://www.linkedin.com/in/cherylturja/Company Website: https://www.adobe.com/Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

As rough as it sounds to untangle the mess of a 20+ year old CRM, the change management work can be even more of a challenge than the technical side. For companies ready to make an evolutionary change versus an incremental growth change, it's going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function. Today, TJ Macke, SVP Strategy at Sapper Consulting, LLC, joins the show to help us cut through the glut of technology to know exactly how to deliver what a buyer needs when they need it. Join us as we discuss: The messy, difficult process of updating your legacy CRM Necessary mind shifts around change management and leadership The risk/ambition continuum in sales tech Why RevOps must unify the buying and selling journeys   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

As rough as it sounds to untangle the mess of a 20+ year old CRM, the change management work can be even more of a challenge than the technical side.For companies ready to make an evolutionary change versus an incremental growth change, it's going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function.Today, TJ Macke, SVP Strategy at Sapper Consulting, LLC, joins the show to help us cut through the glut of technology to know exactly how to deliver what a buyer needs when they need it.Join us as we discuss:The messy, difficult process of updating your legacy CRMNecessary mind shifts around change management and leadershipThe risk/ambition continuum in sales techWhy RevOps must unify the buying and selling journeys  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Companies are starting to pivot from using data to inform the process and have data lead their entire decision making process.To accomplish this, companies need more than just great data analysts, they need great data storytellers. Our conversation with Neil Hoyne, Chief Measurement Strategist at Google dives into: How using data creates holistic growth Great data storytellers are key to extracting value from data Why changing privacy laws are forcing companies to find new ways to collect meaningful data    More information about Neil Hoyne and today's topics: LinkedIn Profile: https://www.linkedin.com/in/neilhoyne/ Company Website: https://about.google/  Other Relevant Links: https://www.amazon.com/Converted-Data-Driven-Way-Customers-Hearts/dp/0593420659/ref=sr_1_1?crid=28JH64QJCZ6HI&keywords=neil+hoyne&qid=1647459243&sprefix=neil+hoyne%2Caps%2C93&sr=8-1   New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Companies are starting to pivot from using data to inform the process and have data lead their entire decision making process.To accomplish this, companies need more than just great data analysts, they need great data storytellers.Our conversation with Neil Hoyne, Chief Measurement Strategist at Google dives into:How using data creates holistic growthGreat data storytellers are key to extracting value from dataWhy changing privacy laws are forcing companies to find new ways to collect meaningful data   More information about Neil Hoyne and today's topics:LinkedIn Profile: https://www.linkedin.com/in/neilhoyne/Company Website: https://about.google/ Other Relevant Links: https://www.amazon.com/Converted-Data-Driven-Way-Customers-Hearts/dp/0593420659/ref=sr_1_1?crid=28JH64QJCZ6HI&keywords=neil+hoyne&qid=1647459243&sprefix=neil+hoyne%2Caps%2C93&sr=8-1  New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

For women to make progress in the tech industry, we need to acknowledge that everybody plays a role. Hear our conversation with Eva Helén, Founder & CEO at EQ Inspiration and author of Women in Tech: A Book for Guys: Why the best leadership is focused on others How to adopt a mindset of awareness, humility, and progress Seven character prototypes on the matrix: advocates, allies, and the chauvinist  More information about Eva and today's topics: LinkedIn Profile: https://www.linkedin.com/in/ehelen/ Company Website: https://eqinspiration.com/ Other Relevant Links: https://eqinspiration.com/product/women-in-tech-a-book-for-guys/  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

For women to make progress in the tech industry, we need to acknowledge that everybody plays a role.Hear our conversation with Eva Helén, Founder & CEO at EQ Inspiration and author of Women in Tech: A Book for Guys:Why the best leadership is focused on othersHow to adopt a mindset of awareness, humility, and progressSeven character prototypes on the matrix: advocates, allies, and the chauvinist More information about Eva and today's topics:LinkedIn Profile: https://www.linkedin.com/in/ehelen/Company Website: https://eqinspiration.com/Other Relevant Links: https://eqinspiration.com/product/women-in-tech-a-book-for-guys/ Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Women have overcome incredible hurdles for their careers in professional sales. While we've made progress, there's more distance to go to attain true equity. In this episode, Heidi Solomon-Orlick, Founder & CEO at GirlzWhoSell, and Janice B. Gordon, Founder at Scale Your Sales, join the show to discuss what they learned from the stories from women in sales featured in their new book, Heels to Deals. Join us as we discuss: How the culture of sales excludes women Stories from Heidi's and Janice's personal and professional lives Addressing the pay gap by measuring it Confidence, imposter syndrome, and performance   Check out these resources we mentioned: Heels to Deals by Heidi Solomon-Orlick Scale Your Sales Podcast  Harvard Business Review article  Exhaustive study on the state of women in b2b sales   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io. 

Women have overcome incredible hurdles for their careers in professional sales. While we've made progress, there's more distance to go to attain true equity.In this episode, Heidi Solomon-Orlick, Founder & CEO at GirlzWhoSell, and Janice B. Gordon, Founder at Scale Your Sales, join the show to discuss what they learned from the stories from women in sales featured in their new book, Heels to Deals.Join us as we discuss:How the culture of sales excludes womenStories from Heidi's and Janice's personal and professional livesAddressing the pay gap by measuring itConfidence, imposter syndrome, and performance  Check out these resources we mentioned:Heels to Deals by Heidi Solomon-OrlickScale Your Sales Podcast Harvard Business Review article Exhaustive study on the state of women in b2b sales  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io. 

People aren't robots—shocker, we know—and yet the expectation is often for employees to perform without feelings or emotional responses. The best ideas come from open conversations about strategy, and sometimes that means doing some mental masturbation. Today's guest, Jeff Davis, Associate Director of Business & Brand Strategy at AbbVie, talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means. Join us as we discuss - Addressing the pain points between sales and marketing collaboration - Focusing on quality, not only quantity - Who should be promoted to CRO? (one common option makes Jeff nervous) - The importance of Revenue operations - The state of sales and marketing today Check out Jeff's book: Create Togetherness Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

People aren't robots—shocker, we know—and yet the expectation is often for employees to perform without feelings or emotional responses.The best ideas come from open conversations about strategy, and sometimes that means doing some mental masturbation.Today's guest, Jeff Davis, Associate Director of Business & Brand Strategy at AbbVie, talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means.Join us as we discuss- Addressing the pain points between sales and marketing collaboration- Focusing on quality, not only quantity- Who should be promoted to CRO? (one common option makes Jeff nervous)- The importance of Revenue operations- The state of sales and marketing todayCheck out Jeff's book: Create TogethernessMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Today's guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you've gone off track. Join us as we discuss: - What prompted him to become a founding donor with New Story Charity - How to know if your Go to Market org is broken - The five “valleys of death” you may find yourself in - How to climb your way out of those valleys - The journey from point solution provider to platform provider Check out these resources we mentioned during the podcast: - Sangram's new book, MOVE: The 4 Question Go-to-Market Framework - New Story Charity, the non profit that Sangram is donating all book profits to. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Today's guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you've gone off track.Join us as we discuss:- What prompted him to become a founding donor with New Story Charity- How to know if your Go to Market org is broken- The five “valleys of death” you may find yourself in- How to climb your way out of those valleys- The journey from point solution provider to platform providerCheck out these resources we mentioned during the podcast:- Sangram's new book, MOVE: The 4 Question Go-to-Market Framework- New Story Charity, the non profit that Sangram is donating all book profits to.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Today's guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation! Join us as we discuss: - Delivering both felt safety and actual safety - How Flock started with a bunch of break-ins - The ins and outs of ethical machine learning - Mitigating bias and serving justice with vehicle data - 4 principles for building products for social justice Check out these resources we mentioned during the podcast: - Unwarranted by Barry Friedman - New York University's Policing Project Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Today's guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation!Join us as we discuss:- Delivering both felt safety and actual safety- How Flock started with a bunch of break-ins- The ins and outs of ethical machine learning- Mitigating bias and serving justice with vehicle data- 4 principles for building products for social justiceCheck out these resources we mentioned during the podcast:- Unwarranted by Barry Friedman- New York University's Policing ProjectMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Revenue Operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don't even know what RevOps is. In this episode, we speak to someone who has literally written the book on RevOps: Stephen Diorio, Executive Director at The Revenue Enablement Institute. Join us as we discuss: - How RevOps is a system like a computer - Pros and cons of creating a super big operations function - The strength of RevOps is an interdisciplinary strength - Digital, data, technology, and RevOps - Stephen's book (forthcoming April 2022): Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Revenue Operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don't even know what RevOps is.In this episode, we speak to someone who has literally written the book on RevOps: Stephen Diorio, Executive Director at The Revenue Enablement Institute.Join us as we discuss:- How RevOps is a system like a computer- Pros and cons of creating a super big operations function- The strength of RevOps is an interdisciplinary strength- Digital, data, technology, and RevOps- Stephen's book (forthcoming April 2022): Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite GrowthMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Sales is not an easy topic for academia to teach, in part because it's so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with. Not to mention this: Does the sales org even know what the heck it's doing? In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade. Join us as we discuss: - Balancing sales knowledge with strategic knowledge in the classroom - Why giving data to finance people makes them annoying - The necessity of understanding managerial finance - Mistakes that new CROs usually make - Debunking digital transformation in a supposedly digital-leads-physical world Check out these resources we mentioned during the podcast: - Frank's latest book is Sales Management That Works - Influence by Robert B. Cialdini Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Sales is not an easy topic for academia to teach, in part because it's so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with.Not to mention this: Does the sales org even know what the heck it's doing?In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade.Join us as we discuss:- Balancing sales knowledge with strategic knowledge in the classroom- Why giving data to finance people makes them annoying- The necessity of understanding managerial finance- Mistakes that new CROs usually make- Debunking digital transformation in a supposedly digital-leads-physical worldCheck out these resources we mentioned during the podcast:- Frank's latest book is Sales Management That Works- Influence by Robert B. CialdiniMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Step one is to figure out your objectives. Step two is to hire a revenue leader who can coach you through how to get there.  In this episode, we interview Pete Crosby, Founder at Pete Crosby Revenue, about coaching first-time revenue leaders.  Join us as we discuss:  - Why it's imperative to hire a great RevOps leader - The RevOps-DevOps partnership - Advice for someone just getting started in the RevOps role - Predictability and forecasting: yes, it's hard, but not that hard - Pete's predictions for the next two years of buying and selling  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.  Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Step one is to figure out your objectives. Step two is to hire a revenue leader who can coach you through how to get there. In this episode, we interview Pete Crosby, Founder at Pete Crosby Revenue, about coaching first-time revenue leaders. Join us as we discuss: - Why it's imperative to hire a great RevOps leader- The RevOps-DevOps partnership- Advice for someone just getting started in the RevOps role- Predictability and forecasting: yes, it's hard, but not that hard- Pete's predictions for the next two years of buying and selling Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Artificial intelligence may help scale your writing content, but this isn't the death of human writers. You still need the heart of a writer to make content pop. Using AI to learn and write brand voice, our guest's model can be applied to a myriad of opportunities, such as social media, ads, texts, emails, or billboard signs. Kate Bradley Chernis, CEO at Lately, discusses her background, AI strategy, and how to get the highest engagement out of your writing content. Join us as we discuss: - From rock n' roll DJ to AI - What Lately AI does - Critical thinking vs scaling content - Raising money as a woman Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Artificial intelligence may help scale your writing content, but this isn't the death of human writers. You still need the heart of a writer to make content pop. Using AI to learn and write brand voice, our guest's model can be applied to a myriad of opportunities, such as social media, ads, texts, emails, or billboard signs.Kate Bradley Chernis, CEO at Lately, discusses her background, AI strategy, and how to get the highest engagement out of your writing content.Join us as we discuss:- From rock n' roll DJ to AI- What Lately AI does- Critical thinking vs scaling content- Raising money as a womanMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our websiteListening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

And the key attributes of modern RevOps leaders are… They've got to be boundary spanning. They've also got to bring that collaborative mindset to the entire organization. In this episode, we interview Anthony McPartlin, Principal Analyst at Forrester, about pushing the collaborative process around research creation out to the go-to-market function as a whole. Join us as we discuss: - Extending collaborative research to a collaborative mindset - The role of RevOps in accountability, transparency, and trust - Traits of a modern RevOps leader - Forrester's newest tech report - Anthony's predictions for 2022 Check out this resource we mentioned: - Anthony's New Forrester Report  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

And the key attributes of modern RevOps leaders are…They've got to be boundary spanning. They've also got to bring that collaborative mindset to the entire organization.In this episode, we interview Anthony McPartlin, Principal Analyst at Forrester, about pushing the collaborative process around research creation out to the go-to-market function as a whole.Join us as we discuss:- Extending collaborative research to a collaborative mindset- The role of RevOps in accountability, transparency, and trust- Traits of a modern RevOps leader- Forrester's newest tech report- Anthony's predictions for 2022Check out this resource we mentioned:- Anthony's New Forrester Report Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy.  It drives customer experience, revenue, and forecasting. It integrates data, platforms, processes, and teams. To succeed, it takes cultural change.  In this episode, we interview Toby Carrington , EVP of Global Operations at Seismic, about building a RevOps function from scratch and the enablement side of operations.  Join us as we discuss: - Why RevOps also includes enablement - Drinking your own champaign, aka using your own platform - Leveraging social selling in the era of Generation Brand - Reframing RevOps at Seismic in just two years - All things forecasting  Check out this resource we mentioned: - Generation Brand by Irina Soriano   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our website  Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy. It drives customer experience, revenue, and forecasting. It integrates data, platforms, processes, and teams. To succeed, it takes cultural change. In this episode, we interview Toby Carrington , EVP of Global Operations at Seismic, about building a RevOps function from scratch and the enablement side of operations. Join us as we discuss:- Why RevOps also includes enablement- Drinking your own champaign, aka using your own platform- Leveraging social selling in the era of Generation Brand- Reframing RevOps at Seismic in just two years- All things forecasting Check out this resource we mentioned:- Generation Brand by Irina Soriano  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our website Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

When we get a once-in-a-lifetime chance to interview our CEO on the podcast, we like to start with simple questions like “What's the future of sales?” No, for real, we do actually start out by asking our CEO that. In this episode, we interview Manny Medina , CEO at Outreach , about why the future of sales is going to take a combination of engagement plus intelligence, of human plus machine. Join us as we discuss: How digital natives are reshaping the digital sales force Creating a company environment where he has always wanted to work The new definition of sales engagement How hybrid work has changed the fundamental nature of buyers The paradox of intelligent intuition — and its application in sales tech And don't forget! You are all witnesses that Manny invited us over for barbecue. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our website Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

When we get a once-in-a-lifetime chance to interview our CEO on the podcast, we like to start with simple questions like “What's the future of sales?”No, for real, we do actually start out by asking our CEO that.In this episode, we interview Manny Medina , CEO at Outreach , about why the future of sales is going to take a combination of engagement plus intelligence, of human plus machine.Join us as we discuss:How digital natives are reshaping the digital sales forceCreating a company environment where he has always wanted to workThe new definition of sales engagementHow hybrid work has changed the fundamental nature of buyersThe paradox of intelligent intuition — and its application in sales techAnd don't forget! You are all witnesses that Manny invited us over for barbecue.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our websiteListening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

It's not every day you get to interview your boss at the same time that a performance review notice comes in from HR. We had a fantastic and candid conversation with Anna Baird , CRO at Outreach (and, yes, our boss), about owning failures and adapting to permanent remote work life. Join Anna, Mary, and Harish as we discuss: How Anna went from studying tigers in China to being the only CRO at a CEO party The right attitude toward failure and risk Rethinking rewards and recognition to support remote teams Why you need an executive coach to remind you to nourish your soul Training and collaborating with female leaders to raise diversity Check out these resources we mentioned during the podcast: Survey of business leaders with Forrester referenced at [15:11] Mary's position paper on the rise of the revenue innovators referenced at [28:42] Outreach's RISE Program Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify, or ou r website Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

It's not every day you get to interview your boss at the same time that a performance review notice comes in from HR.We had a fantastic and candid conversation with Anna Baird , CRO at Outreach (and, yes, our boss), about owning failures and adapting to permanent remote work life.Join Anna, Mary, and Harish as we discuss:How Anna went from studying tigers in China to being the only CRO at a CEO partyThe right attitude toward failure and riskRethinking rewards and recognition to support remote teamsWhy you need an executive coach to remind you to nourish your soulTraining and collaborating with female leaders to raise diversityCheck out these resources we mentioned during the podcast:Survey of business leaders with Forrester referenced at [15:11]Mary's position paper on the rise of the revenue innovators referenced at [28:42]Outreach's RISE ProgramMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify, or ou r websiteListening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Sellers think marketing is easy. Marketers think sales is easy. Until they try each other's jobs. In this episode, we interview HYPCCCYCL's Julia Nimchinski, Co-Founder and CEO, and Justin Michael, Co-Founder, about overcoming siloism with their brand new go-to-market cross-training startup. Join us as we discuss: The need for sales to become more data-driven How the single function of sales and marketing embodies RevOps Predictions for the growth of go-to-market skills Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Sellers think marketing is easy. Marketers think sales is easy. Until they try each other's jobs.In this episode, we interview HYPCCCYCL's Julia Nimchinski, Co-Founder and CEO, and Justin Michael, Co-Founder, about overcoming siloism with their brand new go-to-market cross-training startup.Join us as we discuss:The need for sales to become more data-drivenHow the single function of sales and marketing embodies RevOpsPredictions for the growth of go-to-market skillsMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our websiteListening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

What do the sales profession and improv have in common? In both, persistence always beats perfection. Our guest today brings technology and comedians into her sales education to help students practice and apply what they've learned about sales to discover that confidence and empathy are keys to success. In this episode, we interview Stefanie Boyer, PhD , Professor of Marketing at Bryant University and Co-Founder at RNMKRS , about elevating the sales profession through innovative education and technology. Join us as we discuss: - The prevalence of higher ed sales education - Why women make such excellent sales leaders - Building sales confidence with comedy and tech - Future directions for martech and sales tech Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

What do the sales profession and improv have in common? In both, persistence always beats perfection.Our guest today brings technology and comedians into her sales education to help students practice and apply what they've learned about sales to discover that confidence and empathy are keys to success.In this episode, we interview Stefanie Boyer, PhD , Professor of Marketing at Bryant University and Co-Founder at RNMKRS , about elevating the sales profession through innovative education and technology.Join us as we discuss:- The prevalence of higher ed sales education- Why women make such excellent sales leaders- Building sales confidence with comedy and tech- Future directions for martech and sales techMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts , Spotify , or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

You can't place a Google ad. You can't rely on SEO. You can't rely on a single regulation being the same from state to state. Basically, RevOps in the cannabis industry has to run on chutzpah. In this episode, we interview James McArthur, Director of Revenue Planning and Operations at LeafLink, about industry trends (and gossip), as well as the need for unconventional RevOps strategies. In this episode we discuss: Applying entrepreneurial strategies to RevOps How James positions his RevOps teams to be customer-first Ways the martech industry is like a clown car The elevated science of today's edibles (and flavor recs) Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

You can't place a Google ad. You can't rely on SEO. You can't rely on a single regulation being the same from state to state. Basically, RevOps in the cannabis industry has to run on chutzpah.In this episode, we interview James McArthur, Director of Revenue Planning and Operations at LeafLink, about industry trends (and gossip), as well as the need for unconventional RevOps strategies.In this episode we discuss:Applying entrepreneurial strategies to RevOpsHow James positions his RevOps teams to be customer-firstWays the martech industry is like a clown carThe elevated science of today's edibles (and flavor recs)Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player. 

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership. In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer. In this episode we discuss: Why RevOps is blowing integration out of the water How to invest in data that actually drives insights The ideal attributes of RevOps leaders Peacemaking among departments (aka alignment) Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.In this episode we discuss:Why RevOps is blowing integration out of the waterHow to invest in data that actually drives insightsThe ideal attributes of RevOps leadersPeacemaking among departments (aka alignment)Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website.Listening on a desktop & can't see the links? Just search for Revenue Innovators in your favorite podcast player.

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell. That's verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers. In this episode, we also discuss: 44% of Millenials don't want to interact with sellers at all Social selling and customer-centricity Why ambiverts make great sales professionals What's most desirable in automation tools How the remote environment promotes diversity and inclusion Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website.