Podcasts about enterprise sales

Reggie Marable is the Head of Global Sales at Sierra, a conversational AI platform for businesses. Sierra enables companies like ADT, Sonos, SiriusXM, and WeightWatchers to build AI agents that transform customer experiences. The company has rapidly become a hypergrowth leader in Silicon Valley, recently securing a funding round that values it at $4.5 billion. Before joining Sierra, Reggie was the Head of Sales in North America at Slack and the Area Vice President of Enterprise Sales at Salesforce.  In Today's Episode We Discuss:  02:50 “What I Learned from Failing Early as a CRO” 06:06 The Most Effective Sales Strategy and the BS Sales Methodology 06:55 How to Build Sales Processes from Scratch 12:28 When and How to do Verticalised Sales Teams 14:15 How to Become World Class as Sales Prospecting and Outbound 17:21 How to Use Proof of Concepts to Win Enterprise Deals 22:04 Enterprise vs. Self-Serve: Both or One and How 30:09 Building a Sales Team from Scratch 37:39 Structuring the Hiring Process 41:14 How Founders F*** Up Hiring in Sales 46:25 Handling Salary and Title Expectations 51:36 How to Run Effective Deal Cycles 57:06:07 How to do Onboarding for New Sales Hires 59:07:48 How to do Post Mortems in Sales Processes 01:04:24 Negotiating Enterprise Deals 01:08:04 Quick Fire Round: Sales Tactics and Strategies  

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

In this conversation, Mayur Mistry interviews Guido Maciocci, founder of AECFoundry, discussing his journey from college to becoming a leader in computational design and AI consultancy within the architecture, engineering, and construction (AEC) industry. They explore the evolution of digital transformation in AEC, the integration of AI, and the challenges of software adoption and sales strategies in enterprise environments. Guido shares insights on building trust with clients, overcoming cybersecurity concerns, and the importance of aligning technology with business processes.     Takeaways Guido's journey highlights the importance of computational design in architecture. The rise of AI presents significant opportunities for productivity in AEC. Digital transformation in AEC is evolving through various waves. Building trust with enterprise clients is crucial for successful sales. Cybersecurity concerns are a major barrier to AI adoption in AEC. Understanding the right department for funding is key to sales success. The magic number for budget approvals can expedite the sales process. Automation can streamline marketing but not R&D efforts. AEC firms often struggle with software adoption due to legacy systems. Innovative solutions must align with existing business processes.   Chapters 00:00 Introduction to Guido Maciocci and AECFoundry 00:36 Guido's Journey: From College to AECFoundry 04:33 The Evolution of Computational Design and Software Development 08:28 Founding AECFoundry: Bridging Industry and Technology 10:50 The Future of AI in Consultancy and Automation 18:41 Digital Transformation in AEC: Challenges and Opportunities 25:04 Navigating Digital Transformation for Small to Medium Companies 28:50 Strategic Partnerships with Enterprise Clients 29:47 Understanding Sales Cycles and Software Purchases 32:38 Leveraging AI for Rapid Product Development 35:41 Growth Tactics for Entering the Enterprise Market 36:55 Overcoming Adoption Frictions in Enterprises 41:24 Pricing Strategies and Budget Insights 46:35 The Importance of Product Thinking in Digital Transformation

We are a group of observability and monitoring experts dedicated to a single mission. We strongly believe Observability should be easy to understand, use, install, integrate, and manage. We make Observability easy for every developer. We fully embrace OpenTelemetry, Prometheus, and open standards for modern observability. Our focus is on correlating and contextualizing issues to look beyond the limitations of telemetry silos.

We are a group of observability and monitoring experts dedicated to a single mission. We strongly believe Observability should be easy to understand, use, install, integrate, and manage. We make Observability easy for every developer. We fully embrace OpenTelemetry, Prometheus, and open standards for modern observability. Our focus is on correlating and contextualizing issues to look beyond the limitations of telemetry silos.

Vandaag heb ik aan tafel: Wouter Janssen, co-founder van Tekst.com. Topics: - Hoe Wouter als student begon met een eenvoudige tool voor zijn inbox - Van een eerste pilot naar grote enterprise-klanten – hoe kreeg Tekst.com tractie? - De rol van AI in het automatiseren van back-office processen - Wat elke startup moet weten over **enterprise sales** en de valkuilen ervan - Het belang van sterke partnerships in B2B SaaS - Bootstrappen of funding? De strategie achter de groeifinanciering van Tekst.com - De toekomst van AI in zakelijke automatisering Tekst.ai: https://www.tekst.com/ Leadinfo: www.leadinfo.com/ We Love SaaS: www.welovesaas.io/ SaaS Summit Benelux: www.saassummit.io/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf's innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.ADDITIONAL RESOURCESVisit Pinned Golf! Check out their products here: https://pinnedgolf.com/Connect with John Rowell:https://www.linkedin.com/in/johnerowell/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:39] John Rowell's Career Journey at EMC and Lacework[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity[00:07:37] The Importance of Pre-Call Preparation[00:15:01] Process Equals Speed: Lessons from Lacework[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf[00:25:19] Developing and Marketing Pinned Golf Products[00:31:36] The Caddy: Revolutionizing Golf Technology[00:34:17] Pre-Order and Market Gap[00:35:46] Finding the Ideal Customer Profile (ICP)[00:38:26] Distribution Strategies[00:41:14] Entrepreneurial Journey and Challenges[00:46:56] Manufacturing and Role Segregation[00:48:30] Partnership Dynamics and Decision Making[00:57:50] Sales and Growth Mindset[01:04:53] Product Customization and Corporate GiftsHIGHLIGHT QUOTES"Process equals speed.""If you're not prepared, you'll figure it out after the call, but then it's too late.""The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are.""If you can get the channel really working for you and selling on your behalf, you can touch so many more people.""You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."

Rachit Kataria is the Co-Founder & CEO of Centralize (https://www.usecentralize.com/) an all-in-one deal collaboration platform for enterprise revenue teams backed by Y Combinator. In this episode, Rachit shares his career story, the origins of Centralize, and the AI opportunity for Enterprise Sales. SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP Promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury• Fathom (#1 AI Notetaker) - SP Promo link: https://fathom.partnerlinks.io/salesplayersEPISODE LINKS: • Website: https://www.usecentralize.com/ • LinkedIn: https://www.linkedin.com/in/rachitkataria/CONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap© Sales Players, LLC

"Focus and commitment to niche ideas have huge payoffs." In part four of our conversation with Alfredo Andere, co-founder of LatchBio, we explore how the company evolved from a simple workflow orchestrator into a comprehensive platform serving biopharma companies and solution providers. Alfredo shares his approach to enterprise sales, emphasizing the importance of speed, focus, and building strong relationships with customers. He also delves into his philosophy on fundraising and the pivotal role of iterative development in creating impactful biotech solutions. Alfredo reflects on the challenges and rewards of working in niche markets, explaining why deep commitment and loyalty to specific problems are essential for long-term success. Whether you're a first-time founder or an experienced entrepreneur, this episode is packed with actionable insights on building, selling, and scaling in the biotech space.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

- Rumors of Missing Plastic Watches and Liquid Metal Hinges - Canalys: Mac May See Boost in Enterprise Sales in 2025 - Apple Pay with Express Transit Mode Goes Live in San Diego - Regent Buys Macworld Publisher Foundry, Plans to Buy TechCrunch - Jonny Ive “Desert Island Discs” Episode Finally Goes Up for Download - Apple TV+ Picks Up Third Season of “Severance” - Apple TV+ Brings Star Power to Comedy Series “The Studio” - Sponsored by Incogni: Take your personal data back with Incogni! Use code MACOSKEN and get 60% off an annual plan at incogni.com/macosken - A new DeepSeek danger and ChatGPT hallucinates all over one guy's life on Checklist No. 416 - online at checklist.libsyn.com - Catch Ken on Mastodon - @macosken@mastodon.social - Chat with us on Patreon for as little as $1 a month. Support the show at Patreon.com/macosken - Send me an email: info@macosken.com or call (716)780-4080!

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/  Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance

Plastic and paper waste from product packaging remains an environmental crisis, with millions of tons of packaging ending up in landfills and the ocean every year. Despite growing consumer demand for sustainable alternatives, many companies still struggle to balance eco-responsible packaging with cost, performance, and branding needs. Discover the challenges and opportunities shaping sustainable packaging alternatives with Elizabeth Corbett,  President of Enterprise Sales at AE Global, a leading packaging maker. Elizabeth helps brands in the cannabis, health & beauty, and consumer goods industries transition to packaging solutions that are both smarter and greener. With over 25 years of experience, she has developed growth strategies and designed sustainable packaging for some of the world's most iconic brands, including Estée Lauder, Starbucks' Teavana, and Tiffany & Co. Elizabeth argues that businesses don't have to choose between aesthetics, functionality, and environmental responsibility—they can have it all. She also works closely with the Ocean Recovery Group, a pioneering initiative dedicated to collecting, cleaning, and recycling ocean-bound plastics to turn waste into valuable materials in an increasingly closed loop that can eventually eliminate plastic pollution. We'll also discuss innovations in reusable, recyclable, and compostable packaging and how brands can achieve sustainability without sacrificing cost-effectiveness. Elizabeth suggests the best way to get sustainable packaging widely adopted is to establish rules that require post-consumer materials be used in new packaging. She points to New York's post-consumer recycled paper bag requirements that changed design decisions for brands across the country. New York, California, Florida, or Texas, four big markets from which no national brand can afford to be absent, could transform the national packaging scene. Join the conversation for a discussion about extended producer responsibility, America's fragmented, fractured recycling infrastructure, and the benefits brands can enjoy when they lead the way toward green packaging. You can learn more about AE Global at aeglobal.com.

In this episode, Eilon Reshef, co-founder and Chief Product Officer of Gong, joins Melissa Perri to discuss the transformative power of AI-driven technology in sales and product management.As Gong revolutionizes the sales industry, Eilon shares insights into building tools that empower salespeople and help them succeed. He dives into the challenges of scaling Gong to $100 million in ARR and the crucial role of focusing on end-user value.Eilon delves into how Gong captures and analyzes sales conversations to help teams close deals faster and increase revenue. He also reveals the unique organizational structure at Gong and the importance of design partners in their product development process.Want to discover how to harness AI to improve your sales processes and drive significant growth? Tune in to gain actionable insights from Eilon's experience at Gong.You'll hear us talk about:10:31 - Prioritizing Seller-Centric ValueEilon discusses the importance of emphasizing value for the end user, the salespeople, rather than just delivering organizational value. This approach has been critical to Gong's success, helping build a product that sales teams love and rely on.13:50 - Implementing a Customer-Centric StructureLearn about Gong's unique pod structure, where product managers work closely with numerous design partners to receive continuous feedback and refine the product. This approach ensures that customer needs are always at the forefront.26:54 - Embracing AI in Product ManagementEilon provides advice for product managers on how to integrate AI into their work. He emphasizes the need to practice and understand AI capabilities to effectively incorporate them into product offerings.Episode resources:Eilon on LinkedIn: https://www.linkedin.com/in/eilonreshef/More about Gong: https://www.gong.io/Work at Gong: https://www.gong.io/careers/Liveblocks: https://liveblocks.io/Timestamps:00:00 Coming Up00:47 Intro02:51 Dear Melissa06:34 Eilon's Intro & Gong's Founding Story10:31 Empowering Sales & Key Lessons22:08 Vision for AI & Its Impact on Sales31:41 Working with Design Partners & Beta Testing42:03 Reflections on Product Leadership

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.ADDITIONAL RESOURCESLearn more about Parm Uppal:https://www.linkedin.com/in/parmuppal/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:05] Introducing Parm Uppal: Career Highlights[00:01:54] Using Data to Develop Sales Reps[00:03:45] Simplifying Data for Effective Coaching[00:05:09] Identifying and Solving Sales Problems[00:07:30] Leading Indicators and Coaching Strategies[00:10:36] Balancing Data and Observation in Sales[00:23:29] Adapting to Buyer Changes and Market Shifts[00:35:30] Building the CRO Scorecard[00:36:58] The Importance of a 90-Day Listening Tour[00:38:48] Commanding the Plan and Talent[00:41:08] Key Metrics for Success[00:48:15] Challenges in Recruiting and Retention[01:01:34] Emerging Tools in SalesHIGHLIGHT QUOTES[00:02:15] "You can't just walk into that conversation with an opinion because everybody's got an opinion."[00:02:37] "We have so much more data nowadays. If you don't simplify it, and you don't take a step back... it can overwhelm you."[00:19:55] "It's activity with accomplishment versus activity without purpose."[00:31:00] "You can't cookie-cutter sales methodologies from one context into another without understanding the unique market dynamics.

Journey founder and CEO Stephen Sokoler appeared on Fund/Build/Scale in June 2024 to talk about how his startup pivoted from B2C meditation services to a B2B mental health platform, along with what that shift revealed about selling to enterprise clients. He breaks down the challenges of high customer acquisition costs, the trade-offs of venture capital, and the key lessons founders should know before making a major business model shift. RUNTIME 38:28   EPISODE BREAKDOWN (2:20) Why Stephen decided to found Journey — identifying the need for accessible mental health solutions. (5:07) “We probably had five or six different products that worked and didn't work until we got to where we are today.” Lessons from early iterations and failures. (7:32) Pivoting to B2B “was definitely a safer bet than to continue doing consumer, which just seemed like a dead end.” (9:26) Landing early customers like Warby Parker — how this helped de-risk Journey for enterprise clients. (11:37) Why he sought out venture capital in the company's early days — and what he learned from the process. (13:56) Knowing what he knows now, would he still have pursued VC? (17:11) Reaching product-market fit “changes the fundamentals of the business significantly.” (19:00) “One of our core pillars is that it's a global offering rooted in diversity and inclusion.” (23:17) We think it's really important to make mental health part of the fabric of working at a company, versus a random benefit.” (25:17) The three key data points Journey tracks to measure impact and effectiveness. (28:25) “You can decide: Do you want it to be a lifestyle business? Do you want it to be a unicorn?” (31:49) Work-life balance vs. work-life integration — “I don't like the term ‘work-life balance,' because then it feels like something's always kind of out of whack.” (34:29) How Stephen has learned to manage the mental toll of entrepreneurship. (37:25) “Not every business should be a venture-backed business.” Key insights on whether VC is the right path. LINKS Stephen Sokoler Journey   SUBSCRIBE  

The Influence of AI Agents on Provider Success in RCM How is automation transforming provider success in RCM? Join Stephanie Solich, Regional VP of Enterprise Sales at Infinx, as she shares insights on reducing denials, optimizing labor, and improving financial predictability through AI-driven Agents. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen

E&I Host:Dennis Hyde, E&I Category Marketing ManagerGuestsChris Giles, Pitney Bowes VP of Enterprise SalesCampus mail centers are busier than ever, with package volumes increasing year after year. How can schools keep up? Dennis Hyde sits down with Chris Giles, VP of Enterprise Sales at Pitney Bowes, to explore how technology is transforming campus mail operations. From improving efficiency to ensuring security and accountability, they'll cover the key strategies that help schools streamline mailing, shipping, and receiving. Relevant Links:E&I Pitney Bowes ContractPitney Bowes WebsiteCooperatively Speaking is hosted by E&I Cooperative Services, the only member-owned, non-profit procurement cooperative exclusively focused on serving the needs of education. Visit our website at www.eandi.org/podcast.Contact UsHave questions, comments, or ideas for a future episode? We'd love to hear from you! Contact Cooperatively Speaking at podcast@eandi.org. This podcast is for informational purposes only. The views expressed in this podcast may not be those of the host(s) or E&I Cooperative Services.

In this episode, Anika Zubair discusses the challenges of scaling customer success teams without losing sight of customer value with guest Saahil Karkera. They explore the importance of understanding customer value, the need for continuous engagement with customers, and the significance of personal relationships in customer success. Sahil shares insights from his experience in scaling CS teams in SaaS companies and emphasizes the need for ongoing conversations to define and deliver value effectively. In this conversation, we explore the intricacies of customer success management, focusing on strategies for effective engagement, the balance between hiring and optimizing processes, and the role of AI in enhancing customer experiences. The discussion emphasizes the importance of collaboration across teams, learning from past mistakes, and the future direction of customer success towards hyper-personalization and value delivery.Enter the Planhat Giveaway!Win an all-expenses-paid trip to Planhat Open: www.planhat.com/giveawayChapters:00:00 Introduction 12:32 Defining Customer Value 24:39 Building Personal Relationships in CS 26:40 Navigating Customer Engagement and Progress Tracking 29:07 Optimizing Customer Success Management Without Overwhelm 32:02 Hiring vs. Optimizing: Balancing Resources in Customer Success 37:04 Leveraging AI for Enhanced Customer Success 41:00 Learning from Mistakes: Collaborating Across Teams 43:47 The Future of Customer Success: Hyper-Personalization and ValueConnect with Anika:LinkedInYouTubeTikTokInstagramWebsite: thecustomersuccesspro.comCoaching with Anika: CSM RevUP AcademyConnect with Saahil Karkera :https://www.linkedin.com/in/saahilkarkera/CS Connect: https://www.joincsconnect.com/Saahil Karkera is a Customer Success leader with 9 years of experience scaling and transforming CS teams in Seed to Series A/B SaaS companies. He took an unconventional path to Customer Success, starting in Enterprise Sales at a startup that was later acquired by one of its customers. Since then, he has built and scaled three high-performing CS teams, with a deep focus on driving retention, expansion, and operational efficiency.Beyond his CS leadership role, Saahil is the founder of CS Connect—a no-fluff, results-driven community for Customer Success leaders navigating the chaos of SaaS startups. His mission? To arm CS leaders with the tools, knowledge, and network to turn CS into a scalable revenue driver rather than just a support function.When he's not optimizing CS strategies, you'll find him spending time with his two young children, Mae and Colin.Music by AudioCoffee: https://www.audiocoffee.net/

How is automation transforming provider success in RCM? Join Stephanie Solich, Regional VP of Enterprise Sales at Infinx, as she shares insights on reducing denials, optimizing labor, and improving financial predictability through AI-driven Agents.Brought to you by www.infinx.com

AI-powered B2B procurement software is revolutionizing how businesses streamline their buying processes, manage vendors, and enhance enterprise sales efficiency. In this episode, we sit down with Peter Bonney, founder of FastBreak, to explore how AI-driven procurement solutions are transforming enterprise procurement technology and vendor selection software.If you're in B2B sales, procurement, or supply chain management, this conversation is packed with insights on how AI can help automate enterprise sales, optimize inventory management, and provide real-time solutions to logistics career professionals navigating procurement automation software.Peter shares his expertise on:✅ The biggest challenges in enterprise sales today✅ How AI is helping businesses automate procurement processes✅ The future of AI-powered vendor management✅ Why companies need to leverage AI in B2B sales to stay competitiveWhether you're a procurement specialist, sales executive, or business leader looking for practical strategies, this episode offers real solutions to your procurement and sales challenges.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Patrick Ball, Chief Revenue Officer at Crux. Patrick shares his journey through various roles and companies, highlighting his unique insights into customer engagement and sales processes. Learn about Patrick's detailed approach to streamlining sales, from initial discovery to Business Value Assessments. Discover how a well-orchestrated engagement model can drive success in complex B2B sales environments, featuring real-world examples from the financial services industry. ADDITIONAL RESOURCESLearn more about Patrick Ball:https://www.linkedin.com/in/paball/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:48] Streamlining Customer Engagement[00:02:11] Importance of a Well-Orchestrated Sales Process[00:03:29] Handling Objections and Red Flags[00:06:54] Understanding the Product and Market[00:09:03] Mapping the Buyer's Journey[00:11:20] Iterative Sales Process and Internal Alignment[00:16:32] Customer Engagement and Forecasting[00:19:46] External Data Assessment Workshop[00:31:53] Engaging in Business Value Assessment[00:32:35] Quantifying Value with Customers[00:34:57] Challenges in Financial Services[00:35:19] Importance of Champions and Metrics[00:39:07] Using BVA for Prospecting and Discovery[00:48:52] Handling Procurement and Negotiations[00:53:04] Recruiting for Enterprise SalesHIGHLIGHT QUOTES[00:02:40] "53 percent of buyers select a vendor based on the buying process they experience."[00:12:47] "The process is about establishing many wins in the sales cycle, like moving through stages and closing on smaller commitments."[00:27:51]  "Effective sales processes turn chaotic ad-hoc meetings into structured, goal-oriented engagements."[00:29:41] "Credibility comes from showcasing you have a process that leads to outcomes the customer can't achieve on their own."[00:40:59] "You have to tap into curiosity; it's critical in a complex sales environment."

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ.This might be controversial, but Josh doesn't like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can't) do. Josh tells Andy all about why it's more important to be able to go into customer engagements where everyone has an open mind about how to solve the problem. Technology presents a great advantage to the modern seller, but there is no shortcut that can replace credibility and understanding the data. Andy and Josh talk about how in the wake of AI, sellers need to avoid relying too heavily on tech, when it is our own hard work that will set us up for real success.Great salespeople are uncomfortable being comfortable. Andy and Josh discuss how A-Players are always striving to be better. As Josh says, “A-Players don't care about money because they have it,” - so the best leaders need to motivate them by challenging them to do their best.We also hear from Josh about how to build a diverse team, a winning culture and more. Don't miss this episode for an insightful take on what truly drives top sales performers and how to stay ahead in the evolving sales landscape!ABOUT JOSH REINER:Josh Reiner is an accomplished Executive with a stellar track record in the SaaS industry, currently serving as the VP of EMEA at Wiz. He began his career at BMC, playing a key role in the reverse takeover by BladeLogic, which set the stage for his leadership path in the tech sector. Josh further refined his collaborative leadership style at AppDynamics, and later at Zscaler, where he made a significant transition from the US to the UK in 2020 with his family. During his time at Zscaler, he played a crucial role in driving growth and aligning global teams to strategic objectives.In early 2024, Josh joined Wiz to lead the EMEA team, driving adoption of the Wiz Cloud Security Platform. His focus is on enabling faster cloud development by fostering collaboration between security, development, and DevOps teams. Josh champions a self-service model that meets the scale and speed demands of modern cloud development, ensuring efficiency and security are optimized in tandem.`ABOUT ANDY WHYTE:The founder of MEDDICC™ and the author of the five-star rated “MEDDICC' book, it's no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organisations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast.(00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Can you scale sales without sacrificing quality? Gregg Murphy and Mike Latch have done it—taking a company from $50 million to a billion-dollar run rate. The secret? A fusion of technology, strategic sales processes, and thought leadership that turns even mid-level sales reps into top performers. Now, they're sharing their insights in their book "Sales Sucks...But It Doesn't Have To: Transform New Reps into Top Performers and Scale Your Sales Org from Millions to Billions"  and their AI-driven platform, Patter AI. In this episode, they reveal how they built a system that trained 250 new sales reps a month, slashed onboarding time, and transformed how complex sales are executed. We explore the power of scripting—not as a robotic sales pitch, but as a framework for high-value conversations. Gregg and Mike break down the tech-human synergy that accelerates performance and how their approach challenges the way organizations think about sales training. If you're looking to scale your team, optimize performance, and create a sales culture that thrives—this episode is a must-listen. • Sales Scaling Requires Strategy & Tech – Growing from $50M to $1B wasn't luck; it was a mix of AI-driven enablement, structured scripting, and a clear sales process that rapidly trained new reps. • Mid-Level Reps Are the Untapped Opportunity – Instead of focusing only on top performers, optimizing mid-tier sales reps can create massive gains with the right tools and training. • Scripting Isn't a Crutch—It's a Superpower – When done right, scripting doesn't make sales robotic; it empowers reps to have high-value conversations that drive better decisions and results. If you are struggling to accelerate your sales or are in need of an updated strategy reach out to the team at Thought Leadership Leverage to book a session to discuss how we can help you.

In this greatest hits episode of Confessions of a B2B Entrepreneur, Tom Hunt is joined by David Heinemeier Hansson of 37signals (Makers of Basecamp + HEY). David shares his journey bootstrapping a business in the tech industry, debunking a few audience-building myths for marketers, how he overcame Apple's threat to launch Hey, and how he maximizes their profitability by selling a service rather than monetizing their products.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals.ADDITIONAL RESOURCESLearn more about Steve Fitz and his company through the links below.https://www.linkedin.com/in/steven-fitz-1487a4/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:49] Challenges in Selling Enterprise Software[00:02:48] The Importance of Discovery in Sales[00:04:00] Executive Alignment and Its Impact[00:05:06] Measuring Sales Success: Activities vs. Accomplishments[00:06:00] Building Trust and Credibility with Customers[00:06:54] The Art of Effective Listening in Sales[00:09:08] Qualifying Opportunities and the Courage to Say No[00:10:18] Navigating Customer Relationships and Building Partnerships[00:12:42] The Role of Patience and Timing in Sales[00:15:47] Overcoming Seller Deficit Disorder[00:19:03] The Power of Discovery and Active Listening[00:28:37] Transforming Customer Relationships into Partnerships[00:35:40] Understanding Customer Buy-In[00:36:10] Balancing Big Deals and Forecasts[00:36:58] Executive Alignment and Team Collaboration[00:38:50] The Importance of Long-Term Thinking[00:44:24] Instilling the Right Mindset in Sales Reps[00:45:41] The Value of Embracing the Grind[00:51:47] Feedback and Continuous Improvement[01:03:04] Navigating Procurement ChallengesHIGHLIGHT QUOTES[00:02:15] "You have to do your homework, you've got to know the customer better than they do."[00:02:51] "Discovery in the art of discovery has been lost in the last couple of years."[00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson."[00:11:35] "You've got to slow down to go fast."[00:21:18] "Ask the customer how they do what they currently do today and where they see challenges."[00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own."[00:45:26] "The grind is life. The grind is the job. The grind is everything."

+Mastering Sales Call Openers! Chris Bussing, an expert in tech sales, joins us to explore the art of starting sales calls effectively. Chris shares his wealth of experience from the tech industry, particularly in cloud services, highlighting the importance of finding an opener that aligns with your personality. From permission-based openers to problem-focused questions, we discuss how piquing a prospect's curiosity by addressing their potential challenges can lead to more successful conversations.  We also explore strategic account management and enterprise selling, emphasizing the power of focus and storytelling in building meaningful connections. The concept of the "proximal peer" is introduced, showing how aligning stories with a prospect's industry or role can create a sense of identification and trust. 

Jeraldine Phneah, Content Creator & Account Director of one of the top AI SaaS companies, and Jeremy Au discussed: Journalism to Enterprise Tech Sales: Jeraldine studied journalism and public policy but pivoted to enterprise tech sales in 2016 for financial stability, future-proofing, and work-life balance. Initially hesitant, she realized B2B SaaS focused on problem-solving and improving efficiency and saw how technology streamlined workflows and freed up time. Her role involved research, contract negotiations, and internal coordination. The job provided autonomy and senior client exposure but came with high pressure, performance scrutiny, and a drinking culture. Sales remains an unconventional career in Singapore, where government and engineering roles are more common. Establishing credibility was an added challenge, as leadership and client interactions were largely male-dominated. Sales Gender Bias & Online Scrutiny: She encountered gender biases ranging from inappropriate client remarks to doubts about her competence in tech sales. Raised by a father who championed gender equality, she expected fewer barriers but found workplace realities different. While tech firms promoted inclusivity, biases emerged in external client interactions. Sales leadership remained male-dominated, making credibility harder to establish. Content creation brought harsher gendered criticism, with scrutiny often shifting from ideas to appearance, something male creators rarely faced. Adjustments like neutral-toned attire and refined messaging helped manage perceptions. Unlike in sales, where company policies offered some protection, content creation left her exposed to unfiltered public backlash. Online Discourse Shifting Norms & Content Creation: A 2015 blog post about Lee Kuan Yew's legacy sparked backlash due to timing and tone, shaping Jeraldine's approach to content. She learned that framing and sensitivity mattered as much as the message. The digital landscape made past content permanent, increasing scrutiny on young creators. Singapore's online discourse favors diplomacy over confrontation, unlike Western norms. She and Jeremy reflected on how younger generations now curate their digital presence more carefully and how content creation remains a powerful tool, but requires balancing authenticity with audience perception and societal expectations. They also discussed Singapore's rising cost of living, the shifting housing market, workplace well-being, the role of private universities in career progression, and how cultural norms influence leadership and communication styles.  Watch, listen or read the full insight at https://www.bravesea.com/blog/jeraldine-phneah2 Get transcripts, startup resources & community discussions at www.bravesea.com WhatsApp: https://whatsapp.com/channel/0029VakR55X6BIElUEvkN02e TikTok: https://www.tiktok.com/@jeremyau Instagram: https://www.instagram.com/jeremyauz Twitter: https://twitter.com/jeremyau LinkedIn: https://www.linkedin.com/company/bravesea English: Spotify | YouTube | Apple Podcasts Bahasa Indonesia: Spotify | YouTube | Apple Podcasts Chinese: Spotify | YouTube | Apple Podcasts Vietnamese: Spotify | YouTube | Apple Podcasts

In this episode of The Healey Brothers Show, Jason Healey sits down with Kayley Koter, VP of Enterprise Sales at ActivEngage, to discuss the five high-impact engagement skills that can transform the digital customer experience. As a trusted chat tool provider for our stores, ActivEngage helps us connect with customers online at the highest level. Kayley shares expert insights on how businesses can maximize online interactions, build trust, and drive better results through effective digital communication. Whether you're in sales, service, or customer support, these strategies will help elevate your online engagement. Tune in to learn how to make every digital conversation count!

Kayla Burke is an Enterprise Sales Specialist at Microsoft and Founder of "The Tech Level" helping others to get a tech sales role.  When Kayla graduated from college she became a business analyst but found that it didn't bring her much joy in her job. A random person told her about sales hiring going on at IBM and she ended up becoming a Business Development Manager - and has loved technology sales ever since.  In addition to being an Enterprise Sales Specialist at Microsoft, Kayla launched a program to help get more folks into tech sales roles and has had great success at it.  Kayla Burke: https://www.thetechlevel.com/ Kayla Burke LinkedIn: https://www.linkedin.com/in/burkekayla/  More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram.  Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/ 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sales process. The conversation also covers the impact of AI on sales operations, specifically in automating BDR functions and optimizing sales activities. They highlight the shift towards AI-driven tools to enhance productivity, personalize customer interactions, and gain real-time insights. The episode wraps up with insights into John's current role at Qumulo and their innovative approach to handling unstructured data in the cloud.ADDITIONAL RESOURCESLearn more about John Donnelly and his company through the links below.https://www.linkedin.com/in/jkdhale/https://www.linkedin.com/company/qumulo/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:43] Lessons from Early Career Experiences[00:06:10] The Importance of Listening in Sales[00:06:49] Challenges in Selling Enterprise Software[00:08:06] Balancing Features and Value in Sales[00:08:51] Building Strong Champions in Sales[00:11:35] Effective Sales Presentations and Discovery[00:22:15] Creating Urgency in the Sales Process[00:33:02] Understanding Human Behavior in Sales[00:34:46] The Importance of Knowledge and Skills[00:38:05] Identifying and Targeting Ideal Customer Profiles (ICPs)[00:47:25] The Role of AI in Modern Sales[00:51:02] The Future of Sales and AI Integration[00:58:59] New Opportunities and Challenges in Storage SolutionsHIGHLIGHT QUOTES[00:12:14] "Sales is not a box-checking process."[00:19:21] "Make it outside in, no matter where you are in the sales process. You have to first make it all about the person you're presenting to before you earn the right to make it all about you."[00:30:46] "People rarely argue with their own conclusions."[00:57:59] "If you're a seller, embrace the technology that's coming at you."[00:58:36] "The power of a personal relationship is going to become even greater in the future."[01:02:26] "If you follow the playbook, you will make money. You will get rich off of this.

In this episode of Redefining Outbound, Cognism's VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with business objectives, and setting teams up for long-term success.

Send us a textIn this thought-provoking episode, Mike Sabat, Enterprise Account Executive at Twilio, unveils practical strategies for leveraging AI in customer success and account management. He shares groundbreaking approaches to AI implementation, including using it as a virtual coworker and harnessing tools like Google Gemini for comprehensive account research. The discussion reveals how AI can dramatically reduce research time while improving the quality and depth of account planning.Detailed AnalysisThe episode delves deep into the practical application of AI in customer success, highlighting several transformative approaches:The conversation begins with Mike's innovative perspective on overcoming "AI writer's block" by treating AI as a collaborative coworker rather than just a search tool. This approach helps professionals move past the initial hesitation of not knowing how to integrate AI into their workflow.A significant portion focuses on Mike's revolutionary approach to account planning using AI. He introduces the concept of "meta prompting" - using AI to create comprehensive prompts for deeper research. This method, particularly when combined with Google Gemini's advanced research capabilities, transforms what was previously a days-long research process into a matter of minutes.The discussion highlights the importance of responsible AI usage, with Mike emphasizing the need to be cautious with proprietary information. He provides practical guidelines for maintaining confidentiality while maximizing AI's research capabilities.The episode concludes with insights into how AI can serve as a preparation tool for client meetings, allowing professionals to practice handling potential objections and scenarios before actual client interactions.The transformative impact on time management is particularly noteworthy, with tasks that previously took days now being completed in minutes, allowing for deeper, more comprehensive account research and planning.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability.ADDITIONAL RESOURCESLearn more about Alex Varel and his company through the links below.https://www.linkedin.com/in/alexvarel/https://www.linkedin.com/school/joinmultiverse/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:50] Alex's Journey Through Sales Leadership[00:03:06] The Power of Vulnerability and Authenticity[00:05:19] Lessons from Defeat: Embracing Challenges[00:17:27] The Role of a CRO: Responsibilities and Mindset[00:37:17] The Pandemic of Certainty[00:37:40] Learning from Various Sources[00:38:55] The Importance of Note-Taking[00:39:25] Learning from Everyone Around[00:41:03] Operating Rhythm for a CRO[00:42:35] The Value of Skip-Level Meetings[00:45:52] Transforming to a Broad-Based Success Mentality[00:53:50] Key Metrics for CROs[00:56:56] The Role of External Leaders[01:04:03] Traits to Look for in RecruitsHIGHLIGHT QUOTES[00:12:50] "Learning is in the difficulty."[00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO."[00:46:47] "You can always count on human fallibility, errors are to be expected."[00:49:24] "Driving iterative improvements in a short period is critical for broad-based success."[00:49:39] "The mindset should be about team performance over individual performance."[01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."

Cold calling is making a comeback. Enterprise sales has changed. And taking prospects to the World Series might just be the smartest move in sales.In this episode, Colin Specter, VP of Sales at Orum, breaks down how he helped scale a bootstrapped startup into a Series B+ sales powerhouse—and why relationship-driven sales is more important than ever.Does taking a prospect to the World Series make sense? Colin explains why high-touch engagement wins big deals—and why an $8,000 investment on client experiences can outperform digital lead gen.Why cold calling isn't dead. AI has flooded inboxes, making voice the next frontier. Find out why sales teams are doubling down on live conversations.Orum's go-to-market edge: Why their "pilot-first" approach closes faster than traditional sales cycles.The #1 mistake sales leaders make when moving upmarket. Colin shares why some startups fail at enterprise sales—and how to avoid those missteps.Forget MEDDIC—why Orum created its own framework (MEADFIC) and what's missing in your sales process.Full-cycle selling is back: Why top AEs are generating their own pipeline—no matter how full their calendar is.Watch until the end to hear Colin's biggest leadership lesson- and why your sales team should start thinking like CEOs of their own territories.

Welcome to the Group Dentistry Now Show, the voice of the DSO industry! In this episode, host Bill Neumann is joined by McKenzie Fagan, Vice President of Enterprise Sales at Pearl, to discuss the transformative advancements in dental AI and what to expect in 2025. McKenzie shares her insights on Pearl's groundbreaking products, including PreCheck, an AI-powered insurance eligibility and benefits verification tool, and Calibrate, the first AI-powered clinical calibration and training tool. Discover how these innovations are changing the way dentistry is practiced, enhancing patient care, and improving treatment acceptance. The conversation also covers Pearl's impressive growth in 2024, including a significant $58 million Series B funding round and strategic partnerships with organizations like the American Dental Association. McKenzie highlights the importance of AI in the dental industry and how it can help practices uncover previously undetected opportunities, leading to increased production and better patient outcomes. Join us as we explore the future of dentistry, the role of technology, and the exciting developments on the horizon for DSOs and dental practices. Key Topics: Overview of Pearl's innovative AI products The impact of AI on treatment acceptance and patient trust Insights into Pearl's funding and partnerships Predictions for the future of dentistry in 2025 Don't forget to like, subscribe, and share this episode with your colleagues! For more information about Pearl, visit www.hellopearl.com and connect with McKenzie on LinkedIn - https://www.linkedin.com/in/mckenziefagan/. Timestamps: 00:00 - Introduction 00:48 - Welcome and introduction of McKenzie Fagan 01:36 - McKenzie's background and role at Pearl 05:02 - Overview of Pearl's product innovations 08:53 - Discussion on Calibrate and its benefits for training 12:03 - Insights on Pearl's recent investments 14:27 - Pearl's global presence and partnerships 16:09 - Leadership expansion at Pearl 18:48 - Data and statistics on AI's impact in practices 22:59 - Predictions for 2025 in the dental industry  26:14 - Conclusion and how to connect with McKenzie Thank you for tuning in to the Group Dentistry Now Show! #dso #ai #dental

Wie kommst du von Software Idee zu ersten Nutzern und Kunden ohne dich zu verzetteln?Marc Klingen baut mit seinem Team Langfuse. Langfuse ist eine Open-Source Software für die Entwicklung von Tools basierend auf Large Language Models (LLMs).Mehr als 4 Millionen Dollar haben unter anderem Y Combinator, La Famiglia und Lightspeed Venture Partners in das Berliner Startup investiert.Aus Berlin heraus bedient das Langfuse Team Kunden in der ganzen Welt und unser Gast Host Mike Mahlkow (2-facher Y Combinator Gründer) spricht mit Marc über den Aufbau der Firma.Du erfährst alles über die Herausforderungen der frühen Produktentwicklung, wie man erste Kunden gewinnt, warum Geschwindigkeit wichtiger ist als Perfektion und wie man aus Feedback iteriert, um echten Mehrwert zu schaffen. Was du lernst:Wie Langfuse Unternehmen wie Khan Academy, Twilio und Merck hilft, ihre LLM-Anwendungen effizienter zu entwickeln und zu testen.Warum der Fokus auf Geschwindigkeit und ein kleiner Scope in der frühen Phase entscheidend sind.Wie man Champions und Economic Buyer in großen Unternehmen identifiziert und mit ihnen arbeitet.Warum es wichtig ist, Kundenfeedback strukturiert zu nutzen und iterativ zu arbeiten.Wie Open-Source-Ansätze und Partnerschaften helfen können, Nutzer zu gewinnen und zu skalieren.Welche Unterschiede es gibt, wenn man an Startups vs. Enterprise-Kunden verkauft und wie man sich darauf vorbereitet.ALLES ZU UNICORN BAKERY:https://zez.am/unicornbakery Mehr zu Marc:LinkedIn: https://www.linkedin.com/in/marcklingen Website: https://langfuse.com/ Mehr zu Co-Host Mike:LinkedIn: https://www.linkedin.com/in/mikemahlkow/ Website: https://fastgen.com/ Join our Founder Tactics Newsletter:2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:https://www.tactics.unicornbakery.de/ Kapitel:(00:00:00) Welches Problem löst Langfuse(00:11:17) Von Idee zu ersten Kunden(00:21:54) Kunden von der Nutzung überzeugen(00:25:18) Der AHA-Moment bei Langfuse: Hallo, User 1!(00:37:56) How to: An größere Unternehmen verkaufen (B2B & Enterprise Sales)(00:48:06) Die Relevanz von Mehrwert & Nutzen: Beispiel Figma(00:51:35) How to: von 1 auf 10 Nutzer skalieren(00:58:42) Unterschied zwischen B2B und B2C-Produkten(01:00:39) Wann sollte man aufhören?(01:08:36) How to: von 10 auf 100 Nutzer skalieren(01:18:25) ... doch was, wenn ich viel länger bauen muss? Hosted on Acast. See acast.com/privacy for more information.

Send us a textIn this compelling episode of the Customer Success Playbook podcast, Mike Sabat, Enterprise Account Executive at Twilio, shares his expertise on effectively incorporating upsells into account reviews. He discusses how the increasing complexity of modern products creates opportunities for account managers to deliver additional value through strategic guidance and optimization recommendations. Mike emphasizes the importance of being a trusted advisor, particularly in consumption-based pricing models, and shares practical examples of how understanding customer usage patterns can lead to cost savings and improved outcomes.Detailed AnalysisThe discussion delves into the evolving landscape of customer success and sales, particularly in complex, consumption-based product environments. Mike Sabat provides valuable insights into how account reviews can serve as natural opportunities for meaningful upsell conversations that benefit both the customer and the vendor.Several key themes emerge from the conversation:Product Complexity as an Opportunity The increasing complexity of modern software solutions, particularly those involving data and multiple use cases, creates a natural need for guided optimization. This complexity provides account managers with opportunities to demonstrate value through expert guidance and strategic recommendations.Consumption-Based Model Dynamics Mike highlights the unique characteristics of consumption-based pricing models, using Twilio's messaging services as an example. In these models, understanding usage patterns and optimization opportunities becomes crucial for both cost management and value maximization.Data-Driven Advisory Approach The episode emphasizes the importance of leveraging usage data and industry insights to provide valuable recommendations. Mike shares how analyzing trends in customer usage patterns can uncover opportunities for optimization and cost savings.Cross-Industry Learning A significant portion of the value comes from sharing relevant experiences across similar customers while maintaining confidentiality. This knowledge transfer helps customers benefit from proven solutions and avoid common pitfalls.Human Element in Customer Success The discussion underscores the continued importance of human interaction in enterprise customer success, even as AI advances. The ability to understand unique customer environments and adapt solutions accordingly remains a crucial human skill.The conversation provides practical examples, including how understanding regulatory changes in messaging services led to cost savings for a healthcare client through number type optimization. This demonstrates how technical knowledge combined with customer understanding can create tangible value.For customer success professionals, the episode offers valuable insights into:Structuring account reviews to naturally incorporate upsell opportunitiesBuilding trusted advisor relationships through expertise and industry knowledgeBalancing customer success with business growth objectivesAdapting strategies for consumption-based pricing modelsPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

In this episode of RAW STORIES LIVE, we sit down with John Behm, VP of Enterprise Sales at Harness, and a seasoned sales leader with a track record of building elite sales teams. John shares his journey from the early days in sales to leading high-performing teams, diving deep into the mindset, strategies, and lessons that drive success. Whether you're a sales professional or a leader looking to elevate your team's performance, this episode is packed with raw insights and practical advice you won't want to miss.

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environmentsKEY TAKEAWAYSImportance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.Mentorship: Value of having mentors and learning from experienced professionals in the field.Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.QUOTES"The thing that separates the good from the great is just continuing to go that little extra mile.""You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have.""When you can go at the high range and people still spark their interest, that's when you know you start to got something."Find out more about Dave Greenberger through the link/s below:https://www.linkedin.com/in/davidgreenberger/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Varun Anand is the co-founder and Head of Operations at Clay, a GTM development environment that combines data and AI to help over 5000 companies power everything from CRM enrichment to highly targeted outreach campaigns. Clay recently announced their Series B expansion, raising $40M at a $1.25B valuation. Before Clay, Varun was the Director of Operations at Newfront and the Head of Expansion at Candid. Varun also spent four years working on Hillary Clinton's presidential campaign. – In today's episode, we discuss: Clay's unconventional GTM machine 3 changes that unlocked Clay's upmarket motion Layering enterprise customers on top of PLG Scrappy sales tactics: WhatsApp groups, Reddit threads, and reverse demos Thinking long-term about brand and content Building an elite team of people who are “technical enough” Clay's contrarian take on compensation Much more – Referenced: Anthropic: https://www.anthropic.com/ Clay: https://www.clay.com/ Clay's Series B expansion: https://www.clay.com/blog/series-b-expansion Eric Nowoslawski: https://www.linkedin.com/in/outboundphd/ Figma: https://www.figma.com/ Jesse Ouellette: https://www.linkedin.com/in/jesseoue/ Kareem Amin: https://www.linkedin.com/in/kareemamin/ Nick Merrill: https://www.linkedin.com/in/nick-merrill-64562310/ Notion: https://www.notion.com/ Oyster: https://www.oysterhr.com/ Pave: https://www.pave.com/ Rippling: https://www.rippling.com/ Snowflake: https://www.snowflake.com/ Verkada: https://www.verkada.com/ Webflow: https://webflow.com/ Yash Tekriwal: https://www.linkedin.com/in/yashtekriwal/ – Where to find Varun: LinkedIn: https://www.linkedin.com/in/vaanand/ Twitter/X: https://x.com/vxanand – Where to find Brett: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Teaser + Introduction (03:13) Turning traditional GTM on its head (05:37) How Clay hustled for its first customers: Reddit threads & WhatsApp groups (08:53) Unpacking Clay's credit-based pricing (14:29) Building Clay's self-serve engine (16:54) Why Clay rejected the usage-based model (19:04) Clay's big bet on content (23:59) How "reverse demos" win enterprise deals (27:49) 3 changes that unlocked Clay's upmarket motion (36:59) How to build trust with enterprise buyers (38:49) Applying the land and expand model (40:40) Hiring people who are “technical enough” (46:33) Inside Clay's hands-on interviewing process (48:15) Why Clay invested in brand from day-one (50:21) Clay's contrarian take on compensation (58:35) The person who shaped Varun's career

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers.ADDITIONAL RESOURCESConnect and learn more about Chaz MacLaughlin:https://www.linkedin.com/in/chazmaclaughlin/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:31] The Importance of Behavioral Traits in Hiring[00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork[00:35:20] The Role of Patience and Cultural Fit in Hiring[00:38:19] The Importance of Key Character Traits in Hiring[00:40:29] Recruiting as a Never-Ending Process[00:42:05] The Rule of Three in Recruitment[00:43:07] Challenges and Strategies in Hiring[00:50:40] Essential Skills for Enterprise Sales[00:56:58] The Four Essential Questions for Sales Knowledge[00:57:57] Top Skills for Enterprise Selling[01:03:55] The Outside-In Mentality in SalesHIGHLIGHT QUOTES[00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller."[00:40:39] "Recruiting is not an event. It's a process, and it's a never-ending, constant process."[00:40:56] "The best hires we've ever hired are the not in play players."[00:58:28] "You've got to be an amazing listener and a fantastic questioner."[01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

Today's guest is Paul Turley, Senior Director | Ireland Enterprise Sales at ServiceNow. Paul is an experienced sales leader who has led the ServiceNow Enterprise business in Ireland since September 2021. Paul is a passionate believer in using the power of technology to transform organisations for the better by offering consumer grade employee experiences, world class customer service and enabling lower operational costs. With over 20 years of experience in the software industry, Paul has worked with many of the largest organisations in Ireland and internationally. He loves creating and working in high performing teams who drive each other to deliver outcomes for our customers and partners and developing long lasting relationships that are based on trust, mutual value and always striving to deliver what you say. In the episode, Paul talks about: His career journey to tech leader and ServiceNow professional, Being inspired by global ambition and innovative leadership, How ServiceNow streamlines workflows, bridging siloed systems for efficiency, Streamlining onboarding to enhance efficiency, employee experience and loyalty, Using Generative AI to simplify workflows, boost efficiency and deliver value quickly, How ServiceNow Dublin grew rapidly, focusing on innovation and efficiency, Why ServiceNow's growth requires curiosity, speed and customer-driven innovation

Sub to my email newsletter for growth tactics - https://investorupdate.beehiiv.com/subscribeBrought to you by...Talent Fiber: Hire global talent for your growth marketing positions - https://talentfiber.com/In this podcast episode, I discussed the challenges early-stage founders face in enterprise sales and how traditional marketing strategies often fall short. My guest, Colin, shared a unique solution: hosting intimate dinners with target customers to build relationships and generate leads. By spending just $1,500, founders can create a valuable networking opportunity that can lead to significant revenue growth.We also explored the importance of partnerships with agencies to expand reach without the need for a dedicated sales team. Colin emphasized that these partnerships should focus on educating the agencies about the product, ensuring they can effectively promote it to their clients. This approach not only helps in generating leads but also builds a strong community around the brand, which is essential for long-term success in the health and wellness industry.Timestamps:(0:00) - Intro(0:21) - Hosting Dinners for Target Customers(3:07) - Partnership Arbitrage in E-commerce(5:56) - Impact and Outcomes of Hosting Events(10:09) - Logistics and City Selection for Events(19:03) - Cold Outreach Strategies for Event Invitations(29:03) - Leveraging Agency Partnerships for DistributionHost LinksPersonal email newsletter - https://investorupdate.beehiiv.com/subscribehttps://twitter.com/codyschneiderxxhttps://www.linkedin.com/in/codyxschneider/https://codyschneider.com/https://inthepitpodcast.com/Guest Linkshttps://www.instagram.com/colindougherty_/https://www.camskns.com/

In the new episode of Fullfunnel Live we'll share a sales' perspective in a live, step-by-step case study of an ABM program to create enterprise opportunities in a highly competitive corporate learning market.We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share: Examples of how to use different channels and collaboration with marketing to introduce multiple meaningful touchpoints and book more calls with prospectsHow can sales reps attract attention and create awareness in the buying committee of target accounts  How to educate stakeholders and time it correctly, within global organizations that don't rethink their processes, tools, and approaches every year— and where it takes time to find the right opportunity How to scale from a pilot program and involve more salespeople in a new way of workingAs always, we share live real examples and answer all questions.RESOURCES: On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu

SummaryIn this episode of the Restaurant Owners Uncorked podcast, host Wil Brawley speaks with Chrissy Ouellette, VP of Business Development and Enterprise Sales at Touchpoint. They discuss Chrissy's journey in the hospitality tech industry, the evolution of restaurant technology, and the importance of personal connections in the hospitality sector. The conversation also touches on the challenges of navigating corporate structures, the phenomenon of tech fatigue in the restaurant industry, and the need for tech audits to streamline operations. Chrissy shares insights into Touchpoint's unique approach to restaurant solutions, emphasizing the benefits of having a single vendor for multiple services. In this conversation, Chrissy and Wil discusses the innovations in fast casual dining, the challenges of tech debt in restaurant technology, and the potential impacts of mergers and acquisitions on the restaurant industry.. The discussion also touches on the significance of authenticity in sales and the launch of a new podcast, 'Bite Size and Bossy', aimed at empowering women in the industry.Takeaways Chrissy's journey began at a young age in hospitality. The restaurant industry is evolving with technology. Personal connections enhance customer experiences. Navigating corporate structures can be challenging. Tech fatigue is a real issue in restaurants. Auditing tech vendors can improve profitability. Touchpoint offers a holistic solution for restaurants. The importance of transparency in business relationships. Emerging brands benefit from Touchpoint's services. The fast casual dining space is evolving with innovative tech solutions. Tech debt can hinder growth and efficiency in restaurant tech. Restaurant owners are incredibly resilient despite industry challenges. Building a sustainable business is more important than chasing an exit strategy. Authenticity in sales fosters trust and credibility with clients. Women in the restaurant industry need a platform to share their stories. Balancing work and personal life is a challenge for working moms. The restaurant industry is facing significant regulatory pressures. Successful businesses focus on their strengths and target the right audience.

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Devavret Shah, an MIT professor, data expert, and CEO of Ikigai Labs, to explore how AI is revolutionizing consumption-based pricing models and forecasting. Devavret delves into the challenges of predicting demand, the role of AI in empowering sales teams and CFOs, and how artificial intelligence can enhance trust and accuracy in revenue prediction. This engaging discussion also highlights how businesses can leverage AI to enable seamless decision-making and gain a competitive edge.KEY TAKEAWAYS[00:00:28] Understanding Consumption-Based Pricing Models: Consumption models focus on token-based API calls, offering a modern alternative to traditional SaaS pricing.[00:01:58] Data as a Predictive Framework: Viewing data as a massive queue allows organizations to forecast compute volumes and future revenues with more accuracy.[00:03:23] Challenges in Forecasting: Smooth macro-forecasting often clashes with micro-forecasting, such as predicting localized or choppy demand.[00:04:14]AI's Role in Cohort Analysis: Leveraging AI to analyze sales reps and channels as cohorts improves prediction accuracy and fosters trust within organizations.[00:05:16] Aggregating Complex Parameters: AI simplifies the aggregation of historical, seasonal, and booking data to deliver actionable insights for consumption forecasting.QUOTES[00:01:58] "Each forecasted data point is like a prediction query—it shows the volume of compute you're doing."[00:03:23] "It's like forecasting smooth water versus forecasting when umbrellas are purchased—two very different problems."[00:04:36] "AI helps organizations work with more trust, rather than more finger-pointing."[00:05:39] "I almost feel like it's not possible without AI to effectively forecast the consumption business."Listen to the full conversation with Devavret Shah through the link below.https://revenue-builders.simplecast.com/episodes/cutting-through-the-noise-understanding-ai-through-history-and-practical-applicationEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of Canva's go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift.In our conversation, Aarti shares the strategy behind transitioning Canva's Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don't miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.Anyone interested in ordering The Revenue Operations Manual can go here and use the code REVOPS20 for 20% off (or buy from any of your preferred booksellers here)!This episode is brought to you by Default, the inbound growth platform for B2B marketing teams. Visit Default.com/seanlane today to learn more and revolutionize your RevOps today!