Podcasts about revenue engine

In this episode of Supply Chain Decoded, host Jenni Ruiz sits down with Kara Smith Brown, founder and CRO of LeadCoverage, and author of the Amazon bestseller The Revenue Engine to break down what most supply chain companies get wrong about marketing and go-to-market strategies. Kara shares how getting fired (and making babies) sparked her entrepreneurial journey, and how a kismet collaboration with co-founder Will Haraway led to the creation of LeadCoverage. From there, she's helped drive hundreds of millions in revenue for clients by shifting them from outdated tactics (hello, cold calls) to modern, data-driven strategies centered on sharing good news, tracking interest, and following up. This episode tackles: - The #1 mistake companies make before launching a marketing campaign - The difference between strategic intent data and AI—and why lumping them together is a big problem - Why follow-up is a lost art and 35 touch points might just be your magic number - How Kara's framework works for scrappy startups and enterprise giants alike - What “random acts of marketing” really look like (and how to sniff them out) - The story behind her viral Girl Scout cookie experiment and its surprising freight lessons Whether you're a marketer, a founder, or anyone in between, Kara's straight-shooting advice will challenge you to think deeper, measure smarter, and lead better. -- Disclaimer: All views and opinions expressed in this podcast are those of the speakers and do not necessarily reflect the views or positions of Transfix, Inc. or any parent companies or affiliates or the companies with which the participants are affiliated, and may have been previously disseminated by them. The views and opinions expressed in this podcast are based upon information considered reliable, but neither Transfix, Inc. nor its affiliates, nor the companies with which such participants are affiliated, warrant its completeness or accuracy, and it should not be relied upon as such. All such views and opinions are subject to change.

Send us a textWhat if LinkedIn could become your most powerful business tool—not for likes, but for real revenue? In this episode of Shine On Success, host Dionne Malush sits down with lifelong entrepreneur Colin Hirdman, co-founder of Monkey Island Ventures and creator of Rainmaker, a breakthrough system transforming how entrepreneurs and sales professionals use LinkedIn. Colin shares the exact process he used to grow businesses, build high-level connections, and turn cold outreach into meaningful, profitable relationships. You'll hear how he turned a criminal justice degree into a lifetime of entrepreneurship, the lessons he's learned from failure, and the five core values that guide his journey with childhood friends turned business partners. If you're an entrepreneur, sales leader, or anyone who wants to build intentional connections and actually convert on LinkedIn, this episode is your playbook.✨ Take notes—this one's packed with golden nuggets, growth hacks, and inspiration to help you shine on.Connect with Colin here:LinkedIn: https://www.linkedin.com/in/colinhirdmanWebsite: https://www.monkeyislandventures.com/Connect with Dionne Malush Instagram: @dionnerealtyonepgh LinkedIN: /in/dionnemalush Website: www.dionnemalush.com Facebook: /dmalush LinkTree: https://linktr.ee/dionnemalush

On this episode of RevOps Unboxed, Sandy sits down with Dan Giovacchini, COO at Tango.They discuss the most important aspects of building a revenue engine, the influence of AI in RevOps, non-negotiables in GTM motions, and more This episode of RevOps Unboxed is brought to you in partnership with Tango.

Cloud Connections 2025 Podcast Interview with Bill Bingham ST. PETERSBURG, FL - At this year's Cloud Connections conference, Oculum delivered a simple but urgent message to service providers: Stop giving away your brand—and your customers. In a podcast interview with Technology Reseller News, Bill Bingham, Senior Vice President of Service, Delivery, and Operations at Oculum, made the case for why resellers and carriers should adopt white-label video conferencing to reclaim margin and reduce churn. “Oculum is a wholesale-only, white-label video conferencing solution built specifically for service providers,” said Bingham. “We're the VC part of UCaaS, and we offer something many don't realize they can have—control.” Unlike bundled video options from larger UCaaS platforms, Oculum's offering is on-network—it runs on the provider's own infrastructure, whether on-prem or in the cloud. That means providers keep their branding, their customers, and most critically, their margin. Bingham pointed to examples of providers locked into offerings from major switch manufacturers, often deploying Teams integration as a loss leader just to drive monthly recurring revenue. “You're giving your brand to Microsoft, and your customers to your competition,” said Bingham. “That might bring in revenue, but you're not making margin—and you're not protecting your customer base.” The opportunity is especially significant as more service providers find themselves searching for UCaaS alternatives in the wake of product and ownership shifts among major platforms. “Even providers at scale often don't realize they can round out their UCaaS stack with best-in-class, standalone components,” said Bingham. “Video is a key differentiator—and it can increase ARPU by 30% or more.” Oculum offers a fully branded, turnkey video conferencing solution with deep post-sale support, including dedicated project managers for technical, marketing, and business development assistance. “This isn't a vendor relationship,” said Bingham. “It's a partnership. That's why we're here in person. You can't build that by email.” Learn more at: www.oculumvc.com

In this episode, Kara Smith Brown, Founder and CEO at LeadCoverage, joins Host Brian Glick, CEO of Chain.io, to break down how logistics companies can build go-to-market engines that are precise, scalable, and grounded in what actually moves the needle. They cover: How to build a revenue engine that focuses only on customers you can actually help The difference between having a controversial POV and having a useful one What intent data actually is (and why supply chain companies are finally catching up) Why logistics marketing has to stay grounded in the physical movement of goods How strong partnerships can accelerate growth without burning outKara Brown is the Chief Executive Officer at LeadCoverage. In 2017, after senior roles at SEKO Logistics, OHL (now Geodis), and Rubicon Global, she co-founded LeadCoverage with Will Haraway to bring modern go-to-market strategy to the logistics industry.Read The Revenue EngineConnect with KaraConnect with BrianFollow Chain.io on LinkedIn

Today's episode is all about the real cost of marketing (or not marketing

Lex interviews Scott Woody, CEO and founder of Metronome, a usage-based billing platform. Scott shares his journey from academia to entrepreneurship, detailing his experiences at UC Berkeley, D.E. Shaw, and Stanford, where he studied biophysics. His tenure at Dropbox, where he tackled billing system challenges, inspired the creation of Metronome. The discussion highlights Metronome's real-time billing data capabilities, which aim to improve business efficiency and customer experience. Scott also explores the broader implications of AI in fintech, emphasizing the shift towards usage-based business models and the importance of real-time data. Notable discussion points: Metronome emerged from firsthand frustrations at Dropbox, where Scott Woody experienced how rigid billing systems slowed growth, confused customers, and blocked real-time insights. He built Metronome as a flexible, real-time billing engine that merges usage data with pricing logic—powering the monetization infrastructure for top AI companies today. Real-time billing isn't just about invoices—it's a strategic revenue lever. For AI and SaaS businesses alike, Metronome enables teams to run dynamic experiments, optimize GPU allocation, and make last-minute decisions to hit quarterly targets—turning billing into a core growth engine. The rise of AI is accelerating a shift to usage-based models. As AI becomes specialized labor across verticals (from loan collection to customer service), companies are rapidly replatforming, and entire industries may flip from seat-based to outcome-based pricing within quarters—Metronome is positioned as the "payment processor" for this AI economy. MENTIONED IN THE CONVERSATION Topics: Metronome, Dropbox, Datadog, OpenAI, AI, AGI, machine learning, pricing models, financial services, business optimization, operational frameworks, analytics, financial modeling ABOUT THE FINTECH BLUEPRINT 

In this special bonus episode, I take your questions about public speaking. We talk about the craft, but also the way we can better approach our speaking as a marketing strategy and approach, how to think about whether to charge for public speaking (and how much), and a lot more!Whether you've got a speaking engagement coming up, give tons of talks each year, or you're just thinking about becoming a stronger and more strategic speaker to support your business and message, this episode will help you rethink some important pieces to the puzzle.***IMPROVE YOUR SPEAKING + STORYTELLING: Subscribe to my newsletter and learn more about me at jayacunzo.comExplore my services: jayacunzo.com/servicesBook me to speak: jayacunzo.com/keynotes***CONNECT:Follow me on LinkedIn, Instagram, or BlueskyThis episode was produced by Ilana NevinsCover art designed by Blake Ink***ABOUT ME:I help business leaders become stronger speakers and storytellers. The goal isn't to get in front of your audience. The goal is to ensure they care. While others agonize over reach, your ability to resonate helps you compete on the influence of your ideas, not the volume of your marketing.With my clients, I help clarify + differentiate their message, craft their thinking and expertise into a distinct premise and IP they own, and develop signature speeches, frameworks, and stories to influence, inspire, and drive results.After making a name for myself as an early advocate for quality and storytelling in content marketing at brands like Google and HubSpot, I've partnered with orgs like Mailchimp, Salesforce, Wistia, and GoDaddy and consulted dozens of authors, entrepreneurs, execs, and creators on their storytelling, messaging, and public speaking.I live in the Boston area with my family as a proud Yankees and Knicks fan (yes, I'm in enemy territory). In the 60 seconds per week I'm not creating stuff for work or making my kids laugh, I like to shoot hoops, sip nice bourbons, cook with my wife, and daydream about telling stories like my storytelling hero, Anthony Bourdain. Say hi on LinkedIn or contact me here.***SUPPORT THE SHOW:Leave a review on Apple PodcastsLeave a rating on Spotify  

LeanIX hat eine Enterprise Vertriebsorganisation aufgebaut, die 100 Millionen Euro Jahresumsatz (ARR) geknackt und zu einem Firmenverkauf in Milliardenhöhe geführt hat. Co-Founder und CEO André Christ spricht mit Florian Dostert bei Sales Bakery über den Aufbau einer skalierbaren Revenue Engine und die Herausforderungen im Enterprise-Vertrieb.  André gibt Einblicke in die Entwicklung von LeanIX – von den ersten Vertriebs-Mitarbeitern bis hin zu einem globalen Team, das Deals mit Fortune-500-Unternehmen abschließt. Dabei teilt André konkrete Learnings, wie man Enterprise-Kunden überzeugt, welche Rolle produktnaher Vertrieb spielt und wie man als Gründer langfristig ein Unternehmen aufbaut, ohne dabei die Kundenzentrierung zu verlieren.  Was du lernst: Die ersten Schritte im Enterprise-Sales: Warum die ersten Account Executives sowohl Sales- als auch Produktexperten sein sollten Wie man produktnah arbeitet und Kunden von Anfang an erfolgreich macht Der Umgang mit verschiedenen Kundengruppen: Wie man mit Kunden umgeht, die von Excel-Lösungen kommen, und wie man Legacy-Software-Anbieter ablöst Warum ein schneller Wow-Effekt entscheidend ist, um Enterprise-Kunden zu überzeugen Der Aufbau einer skalierbaren Revenue Engine: Die Bedeutung von Revenue Operations und wie man Prozesse entlang der gesamten Sales-Funnel optimiert Warum Predictability im Vertrieb der Schlüssel zu nachhaltigem Wachstum ist Wie man Kundenzentrierung sicherstellt: Warum Customer Success nicht nur eine Funktion, sondern eine Philosophie ist Wie LeanIX als junges Unternehmen gegen etablierte Player bestehen konnte – durch klare Werte und authentischen Vertrieb Herausforderungen beim Aufbau eines Sales-Teams: André spricht offen über die Schwierigkeiten, die richtigen Sales-Leader zu finden, und was er dabei gelernt hat Warum es wichtig ist, als Gründer selbst Verantwortung im Vertrieb zu übernehmen und die Vision vorzuleben ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu André: LinkedIn: https://www.linkedin.com/in/andrechrist/  Website: https://www.leanix.net/de/  Mehr zu Florian: Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.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) Ab wann orientierte sich das Team an den Kundenwerten statt an André? (00:03:44) Verschiedene Arten von Kunden (00:08:22) Produktverständnis bei Marketern/Account Executives fördern (00:15:42) Verschiedene Phasen bei LeanIX (pre-Exit) (00:20:36) Deal-Cycles bei LeanIX (00:23:45) Eigenschaften eines guten Sellers (00:28:35) Revenue Operations bei LeanIX (00:41:32) Predictability: Erfahrungswerte (00:48:57) Das Revenue-Team (00:56:26) Andrés schwierigste Phasen als Gründer (01:07:47) Verbindlichkeit auf Kundenseite schaffen (01:18:14) André als First-Time-Founder mit jahrelanger Erfahrung: Was hat sich bestätigt, was nicht? (01:22:13) Mehr nennenswerte Unternehmen in Deutschland: Andrés Tipp

LeanIX hat eine Enterprise Vertriebsorganisation aufgebaut, die 100 Millionen Euro Jahresumsatz (ARR) geknackt und zu einem Firmenverkauf in Milliardenhöhe geführt hat.Co-Founder und CEO André Christ spricht mit Florian Dostert bei Sales Bakery über den Aufbau einer skalierbaren Revenue Engine und die Herausforderungen im Enterprise-Vertrieb. André gibt Einblicke in die Entwicklung von LeanIX – von den ersten Vertriebs-Mitarbeitern bis hin zu einem globalen Team, das Deals mit Fortune-500-Unternehmen abschließt.Dabei teilt André konkrete Learnings, wie man Enterprise-Kunden überzeugt, welche Rolle produktnaher Vertrieb spielt und wie man als Gründer langfristig ein Unternehmen aufbaut, ohne dabei die Kundenzentrierung zu verlieren. Was du lernst:Die ersten Schritte im Enterprise-Sales:Warum die ersten Account Executives sowohl Sales- als auch Produktexperten sein solltenWie man produktnah arbeitet und Kunden von Anfang an erfolgreich machtDer Umgang mit verschiedenen Kundengruppen:Wie man mit Kunden umgeht, die von Excel-Lösungen kommen, und wie man Legacy-Software-Anbieter ablöstWarum ein schneller Wow-Effekt entscheidend ist, um Enterprise-Kunden zu überzeugenDer Aufbau einer skalierbaren Revenue Engine:Die Bedeutung von Revenue Operations und wie man Prozesse entlang der gesamten Sales-Funnel optimiertWarum Predictability im Vertrieb der Schlüssel zu nachhaltigem Wachstum istWie man Kundenzentrierung sicherstellt:Warum Customer Success nicht nur eine Funktion, sondern eine Philosophie istWie LeanIX als junges Unternehmen gegen etablierte Player bestehen konnte – durch klare Werte und authentischen VertriebHerausforderungen beim Aufbau eines Sales-Teams:André spricht offen über die Schwierigkeiten, die richtigen Sales-Leader zu finden, und was er dabei gelernt hatWarum es wichtig ist, als Gründer selbst Verantwortung im Vertrieb zu übernehmen und die Vision vorzulebenMehr zu André:LinkedIn: https://www.linkedin.com/in/andrechrist/ Website: https://www.leanix.net/de/ Mehr zu Florian:Florian Dostert: https://www.linkedin.com/in/florian-dostert/ Syntinels: https://www.syntinels.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) Ab wann orientierte sich das Team an den Kundenwerten statt an André?(00:03:44) Verschiedene Arten von Kunden(00:08:22) Produktverständnis bei Marketern/Account Executives fördern(00:15:42) Verschiedene Phasen bei LeanIX (pre-Exit)(00:20:36) Deal-Cycles bei LeanIX(00:23:45) Eigenschaften eines guten Sellers(00:28:35) Revenue Operations bei LeanIX(00:41:32) Predictability: Erfahrungswerte(00:48:57) Das Revenue-Team(00:56:26) Andrés schwierigste Phasen als Gründer(01:07:47) Verbindlichkeit auf Kundenseite schaffen(01:18:14) André als First-Time-Founder mit jahrelanger Erfahrung: Was hat sich bestätigt, was nicht?(01:22:13) Mehr nennenswerte Unternehmen in Deutschland: Andrés Tipp Hosted on Acast. See acast.com/privacy for more information.

Stevie Case, CRO at Vanta, explains how the company surpassed $100 million in ARR in just five years by building a predictable and scalable revenue engine. From founder-led sales to structuring a global sales organization, Stevie shares actionable insights for designing a repeatable go-to-market strategy and scaling effectively.She breaks down the importance of discovery, identifying customer pain points, and building trust, along with tips on hiring and incentivizing your first sales team. What You'll Learn in This EpisodeKey Elements of a Predictable Revenue EngineWhy discovery is the most critical skill for founders and sales teamsHow to define and scale repeatable metrics for predictable revenueScaling a Sales OrganizationWhen and how to hire your first sales repsThe importance of proper incentives and avoiding common hiring mistakesBuilding Repeatable Sales ProcessesHow Vanta scaled from a single lead source to multiple diversified revenue streamsUsing frameworks like MedPIC to identify and quantify customer pain pointsManaging Revenue GrowthHow to balance short-term wins with long-term scalabilityThe importance of focusing on a single channel or ICP before diversifyingALL ABOUT UNICORN BAKERY:https://zez.am/unicornbakery Where to find Stevie:LinkedIn: https://www.linkedin.com/in/steviecase/ Website: https://www.vanta.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/ Chapter:(00:00:00) Similarities between Building a revenue engine & gaming(00:05:38) How to: Scaling after product market fit(00:15:29) First signals of a buyer-to-be(00:21:17) Mutual Sales Plan at Vanta(00:27:34) How to handle too small budgets & approach the follow-up(00:38:22) Setting boundaries vs. making everything happen(00:42:46) What makes a great case study?(00:44:45) What is a predictable revenue engine?(00:48:17) Never change a winning team? How long do I pursue my first lead-channel?(00:52:07) From what time is a revenue engine relevant?(00:55:04) How to avoid the overkill(00:58:06) The first metrics to start with(01:02:50) How to define a ramp-up-period(01:09:53) Behind the scenes of Vanta(01:18:49) The final advice for your revenue-engine Hosted on Acast. See acast.com/privacy for more information.

Stevie Case, CRO at Vanta, explains how the company surpassed $100 million in ARR in just five years by building a predictable and scalable revenue engine. From founder-led sales to structuring a global sales organization, Stevie shares actionable insights for designing a repeatable go-to-market strategy and scaling effectively. She breaks down the importance of discovery, identifying customer pain points, and building trust, along with tips on hiring and incentivizing your first sales team.  What You'll Learn in This Episode Key Elements of a Predictable Revenue Engine Why discovery is the most critical skill for founders and sales teams How to define and scale repeatable metrics for predictable revenue Scaling a Sales Organization When and how to hire your first sales reps The importance of proper incentives and avoiding common hiring mistakes Building Repeatable Sales Processes How Vanta scaled from a single lead source to multiple diversified revenue streams Using frameworks like MedPIC to identify and quantify customer pain points Managing Revenue Growth How to balance short-term wins with long-term scalability The importance of focusing on a single channel or ICP before diversifying ALL ABOUT UNICORN BAKERY: https://zez.am/unicornbakery  Where to find Stevie: LinkedIn: https://www.linkedin.com/in/steviecase/  Website: https://www.vanta.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/  Chapter: (00:00:00) Similarities between Building a revenue engine & gaming (00:05:38) How to: Scaling after product market fit (00:15:29) First signals of a buyer-to-be (00:21:17) Mutual Sales Plan at Vanta (00:27:34) How to handle too small budgets & approach the follow-up (00:38:22) Setting boundaries vs. making everything happen (00:42:46) What makes a great case study? (00:44:45) What is a predictable revenue engine? (00:48:17) Never change a winning team? How long do I pursue my first lead-channel? (00:52:07) From what time is a revenue engine relevant? (00:55:04) How to avoid the overkill (00:58:06) The first metrics to start with (01:02:50) How to define a ramp-up-period (01:09:53) Behind the scenes of Vanta (01:18:49) The final advice for your revenue-engine

Ready to unlock explosive growth for your business? In this high-impact episode of the Let's Go Win Podcast, we sit down with Christian Smutherman, the mastermind behind Growth Loop. From launching his first "candy empire" in high school to helping businesses scale past the million-dollar mark, Christian's journey is nothing short of inspiring.His story is packed with entrepreneurial grit, cutting-edge AI strategies, and game-changing insights that will help YOU take control of your business growth. Whether you're an expert, thought leader, or ambitious entrepreneur, this episode delivers the tools, mindset, and strategies to build your own unstoppable revenue engine.What You'll Learn:✅ How a childhood garage sale sparked Christian's entrepreneurial mindset✅ The key to building a scalable, revenue-generating business✅ Why AI is your secret weapon (and how to use it for exponential growth)✅ How to attract and retain high-value clients effortlessly✅ The role of mindset, discipline, and micro-habits in achieving massive success✅ Why relationships and collaboration are the ultimate growth hacksDon't miss this opportunity to learn from a true growth expert—tune in now and take your business to the next level!Watch episodes on YouTube and subscribe to our channel!https://www.youtube.com/@letsgowin

Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch. Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line. The red thread that runs through Tom's career is he dramatically increased the revenue of every company he worked with. Listen to this informative Sharkpreneur episode with Thomas Kaiser about growing your sales without spending more money. Here are some of the beneficial topics covered on this week's show: - Why your employees should be advocates for your business. - How setting ambitious goals inspires innovation and focus. - Why it's essential to foster relationships between employees at different levels. - How executives should adopt a coaching mindset while focusing on helping their teams succeed. - Why it's important to know the difference between coaching someone and managing someone. Connect with Thomas: Guest Contact Info X Instagram Facebook   Links Mentioned: Masterful Coaching   Learn more about your ad choices. Visit megaphone.fm/adchoices

Send us a textIn this special live edition of The New Warehouse Podcast, host Kevin Lawton is joined by Kara Smith Brown, CEO and co-founder of Lead Coverage. The podcast delves into Kara's newly released book, 'The Revenue Engine', which quickly became an Amazon bestseller. Kara shares her experiences and insights from the marketing world, particularly in the supply chain sector. She discusses her career trajectory, her company's approach to sales and marketing, and the importance of intent data in driving revenue. The conversation also touches on the current state of marketing, how to effectively bring marketing and sales together, and what tools and strategies companies should focus on as they head into 2025. Additionally, Kara provides valuable advice on building and monetizing an audience, emphasizing the significance of posting consistently on LinkedIn and having a clear, specific customer profile.Sign up for Warehouse Wisdom Wednesdays right here. Follow us on LinkedIn and YouTube.Support the show

Kara Smith Brown is the Founder and CEO of LeadCoverage, a premier consulting group dedicated to driving revenue growth for supply chain and logistics companies. A trailblazer in her field, she was one of the first employees at Echo Global Logistics, contributing to its rapid growth and playing a pivotal role in its IPO. Kara is also a Co-founder of Close(Her), a community that empowers women in sales and has been a champion of Atlanta's female economy since moving to the city in 2016. Her new book, The Revenue Engine, showcases her expertise through a nine-step framework for building high-performing B2B pipelines enriched with compelling personal anecdotes and actionable insights. In this episode… B2B marketing can feel overwhelming, especially in industries like freight and logistics, where traditional approaches dominate and innovative tools are often underutilized. Companies struggle to generate leads, manage pipelines effectively, and measure impactful results. This challenge is magnified when businesses fail to understand the specific needs of their market, leading to wasted time, effort, and resources. Kara Smith Brown offers a clear path forward by breaking the complexities of B2B marketing into a manageable nine-step framework, as outlined in her book, The Revenue Engine. She emphasizes segmenting the sales funnel into three distinct stages — prospect, nurture, and customer — and measuring success through volume, velocity, and value metrics. Kara also shares practical anecdotes, such as leveraging intent data and creating engaging strategies tailored to the freight industry, which she calls a perfect match for big personalities and aggressive innovation. Tune in to this episode of the Smart Business Revolution Podcast as John Corcoran interviews Kara Smith Brown, CEO of LeadCoverage, about crafting high-octane revenue pipelines for B2B companies. Kara shares her journey from musical theater to supply chain leadership, insights on breaking barriers as a woman entrepreneur, actionable strategies from her book, and challenges of fitting into pre-established corporate cultures.

Why you should listenLearn how Clay.com can transform your messy data into actionable insights, helping you generate better leads for your business and clients.Hear about a successful campaign involving VaynerMedia, showcasing how effective data management can lead to significant business growth.Discover Patrick's secrets to building a successful YouTube channel that drives engagement and showcases expertise in the tech consulting space.Are you struggling with messy CRM data and finding it hard to attract new clients? In this episode, we tackle this common pain point with insights from Patrick Spikalski, co-founder of The Kiln. Patrick discusses how Clay.com can transform your disorganized data into actionable insights, enabling better lead generation and client acquisition.He shares valuable lessons on optimizing data for both outbound and inbound marketing efforts, along with a compelling case study from VaynerMedia that illustrates the power of effective data management. Additionally, Patrick provides tips for growing a successful YouTube channel, making this episode a must-listen for anyone in the tech consulting space looking to elevate their marketing strategies.About Patrick Spychalski Patrick is the co-founder of the Kiln, an agency that uses tools like Clay to automate outbound, inbound, and revops processes for mid-market and enterprise businesses. He has been working with Clay since before they had customers, and has grown The Kiln to a team of 9 Clay experts that help companies get the most out of the tool. Resources and LinksThekiln.comPatrick's LinkedIn profileYoutube channel: @GrowWithClayClay.comTubebuddyGamma.appVaynermedia.comPrevious episode: 579 - Scaling Your Salesforce Practice Through Masterminds with Jon EwoniukCheck out more episodes of The Paul Higgins ShowThe Tech Consultant's RoadmapJoin our newsletterJoin the Tech CollectiveSuggested resourcesFind out more about Paul and how he can help you

Send us a textOn this episode of Badass Women in Business, Aggie and Cristy chat with Natasha Walstra, founder of NearPoint Strategies, about her transformative approach to social selling on LinkedIn. Natasha shares how she helps sales teams and leaders build authentic relationships, drive ROI, and grow sustainably—all in under an hour a day.From her start as a reluctant SDR to leading her own business, Natasha reveals her Nearbound strategy, leveraging networks and referrals for real results. She also discusses her role as Executive Director of the Inner Mountain Foundation and host of The Climb podcast. Tune in for actionable insights to elevate your LinkedIn game.Show NotesIntroducing Natasha Walstra and NearPoint StrategiesNatasha Walstra is the founder of NearPoint Strategies, specializing in high-integrity social selling. Her global perspective and proven LinkedIn strategies have helped countless professionals enhance visibility and drive business growth.Key Topics Discussed in This EpisodeThe Philosophy of Social SellingWhy Natasha believes the goal of LinkedIn is to "get off LinkedIn."How focusing on genuine relationships trumps vanity metrics like likes and comments.The foundational principles of Natasha's Nearbound approach.Building Sustainable Business Growth on LinkedInStrategies to make LinkedIn work for you in less than 45 minutes a day.The importance of leveraging networks, referrals, and word of mouth for ROI.How to shift from "spray and pray" sales tactics to meaningful, strategic connections.Navigating EntrepreneurshipNatasha's journey from SDR to business owner, including the fears and triumphs.The power of investing in yourself and embracing progress over perfection.Balancing business growth with personal milestones, including marriage and motherhood.Women Empowerment and Giving BackNatasha's work as Executive Director of the Inner Mountain Foundation.Hosting The Climb podcast, where she shares inspiring stories of women rising in leadership.Actionable Advice for ListenersIf LinkedIn isn't part of your strategy yet, Natasha explains why it should be.Simple steps to get started with social selling, even if you're social media-averse.How to balance immediate sales goals with long-term relationship-building.Connect with Natasha WalstraWebsite: www.nearpointstrategies.comLinkedIn: Natasha WalstraInstagram: @nearpoint.strategiesStay ConnectedLoved this episode? Be sure to subscribe, rate, and review Badass Women in Business on your favorite streaming platform. Stay badass and join us next time for more inspiring stories and strategies!Keep up with more content from Aggie and Cristy here: Facebook: Empowered Women Leaders Instagram: @badass_women_in_business LinkedIn: ProveHer - Badass Women in Business Website: Badasswomeninbusinesspodcast.com

Kara Smith-Brown joins us on this week's episode to discuss her career in marketing, how her company, LeadCoverage supports the freight industry, and her new book, The Revenue Engine, that comes out November 19th. Together, we explore how aligning sales with marketing can lead to a harmonious and successful business environment. By sharing her journey from the early days at Echo Global Logistics, Kara illustrates the potential of modern marketing tools to create a distinct edge for businesses in a competitive landscape. Her experiences underscore the underestimated power of marketing in shaping a company's culture and future.Leadership and emotional resilience take center stage as we discuss the importance of maintaining composure under stress, drawing inspiration from leaders like Doug Wagner and Scott Pruneau. Our conversation spans meditation practices, the evolving nature of leadership styles, and the unique strengths of Type A personalities. We also tackle the challenges women face in male-dominated spaces, advocating for data-backed opinions and a deep understanding of business finance to gain influence. This episode promises an insightful journey through entrepreneurship, leadership, and strategic marketing, with a dash of real-world triumphs and personal anecdotes to inspire and motivate.***Episode brought to you by Rapido Solutions Group. I had the pleasure of working with Danny Frisco and Roberto Icaza at Coyote, as well as being a client of theirs more recently at MoLo. Their team does a great job supplying nearshore talent to brokers, carriers, and technology providers to handle any role necessary, be it customer or carrier support, back office, or tech services.***

Kara Brown and Joe Lynch discuss the revenue engine. Kara is the Founder and CRO of LeadCoverage, the premier B2B marketing and PR firm dedicated to helping logistics companies increase lead generation through targeted marketing strategies and media coverage. About Kara Brown A prominent thought leader in B2B go-to-market strategy, Kara Smith Brown is CEO of LeadCoverage, the pioneering consultancy transforming approaches to PR, demand generation and marketing across the supply chain, heavy industrial, and tech sectors. Her successful corporate career started at Echo Global Logistics where she played a key role in its ascent to a market leader and celebrated IPO in 2009. In 2017 Kara leveraged her prior corporate experience to launch LeadCoverage, a strategy consultancy addressing all elements of the B2B sales conversion cycle for supply chain companies. Today LeadCoverage is an Inc. 5000 company and continues to grow. Kara's new book "The Revenue Engine" offers readers a guide to effective revenue-generating strategies. The book goes beyond theoretical concepts and serves as a playbook for crafting data-driven go-to-market strategies. These principles mirror the philosophy Kara has embodied and advocated throughout her career. Kara's achievements extend beyond her corporate success. She is an advocate for diverse emerging leaders. She has been named a “Top Women in Marketing” by PR Daily and her influence shapes future entrepreneurs through her many advisory roles as well as board membership in the Entrepreneur's Organization Atlanta chapter and LaunchPad2x. She is an Ironman triathlete and lives in Atlanta with her husband and two girls. About LeadCoverage LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Company specializes in crafting GTM strategies that are grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and achieve sustained success. LeadCoverage's headquarters is located in the beautiful Coda building in Midtown Atlanta, adjacent to the Georgia Tech campus. This particular corridor — "Supply Chain Square” — also includes cloud warehousing company Stord, supply chain intelligence company Verusen, as well as the Georgia Tech Supply Chain & Logistics Institute. For more information about LeadCoverage and its suite of supply chain, manufacturing, andlogistics-focused marketing, public relations, and analyst  relations services, please visit LeadCoverage's website. The Revenue Engine: Fueling a B2B High Octane Pipeline by Kara Smith Brown Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine: Share Good News: Build relationships and keep conversations alive with compelling stories and data insights. Track Interest: Identify opportunities and guide prospects through your pipeline effectively. Follow Up Consistently: Convert leads into loyal customers with proactive engagement. Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value―empowering informed decisions. Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward! Kara has written a book titled "The Revenue Engine: Fueling a B2B High Octane Pipeline." Pre-order Kara's book on Amazon here: https://a.co/d/geq5TDn To receive a free book, fill out this form and Kara will send you one in the mail: The Revenue Engine | Kara Smith Brown Key Takeaways: The Revenue Engine Kara Smith Brown and Joe Lynch discuss Kara's new book "The Revenue Engine: Fueling a B2B High Octane Pipeline" and some of the strategies outlined in the book including: Ideal customer profile Executive thought leadership Intent data tools Sales partnerships LeadCoverage is the premier logistics and supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Below are the services and results LeadCoverage clients receive: Marketing Automation Streamlined Processes: Automate repetitive tasks to save time and reduce errors. Targeted Campaigns: Reach your ideal audience with personalized messages. Data-Driven Insights: Gain valuable insights into your marketing efforts. Revenue Operations Aligned Teams: Create a cohesive approach across sales, marketing, and customer service. Optimized Processes: Streamline your revenue generation process for maximum efficiency. Data-Driven Decision Making: Make informed decisions based on real-time data. Public Relations Measurable ROI: Track the tangible results of your PR efforts. Thought Leadership: Establish your brand as an industry expert. Media Relations: Secure high-quality media placements to increase visibility. Paid Media Ads Targeted Reach: Connect with your ideal customers on the platforms they use. Measurable Results: Track the performance of your campaigns and optimize for better outcomes. Brand Awareness: Increase your brand's visibility and reach a wider audience. Timestamps (00:00:02) The Revenue Engine (00:00:21) Introducing Kara Smith Brown (00:01:32) Ideal Customer Profile (00:02:18) Account-Based Marketing and Intent Data (00:05:50) Go-to-Market vs Marketing (00:10:49) The Revenue Engine Book (00:12:44) Kara Wagner's Background (00:16:28) Global Clients and ODW Logistics (00:19:21) Thought Leadership Strategy (00:25:43) HubSpot Diamond Shop (00:27:31) Writing "The Revenue Engine" Book (00:32:41) Book Release Date and Data-Driven Go-to-Market (00:36:47) Intent Data Tools (00:42:07) Partnership Strategy (00:45:38) Ideal Customer Profile Focus (00:48:46) Three Go-to-Market Strategies Recap (00:49:50) Measuring Success with Volume, Velocity, and Value (00:53:25) Intent Data in Supply Chain (00:59:00) Podcast Outro Learn More About The Revenue Engine Kara Brown | LinkedIn LeadCoverage | LinkedIn LeadCoverage Lead Gen for Logistics with Kara Brown | The Logistics of Logistics LeadCoverage Ranks on Inc. 5000 List for Third Consecutive The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube  

Guest: Thomas Kaiser   Guest Bio: Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch. Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line. The red thread that runs through Tom's career is he dramatically increased the revenue of every company he worked with.   Key Points: 1.     Building Effective Teams: o   Successful leaders must align their team behind a common vision and ensure they have the right people. Importance of quickly identifying and replacing unaligned or ineffective team members. Everyone in the organization should be involved in sales, not just the sales department. 2.     Coaching vs. Managing: o   Managers often check boxes, but coaches engage with their teams to help them succeed. Coaching is essential for identifying whether a salesperson is committed and effective. 3.     Increasing Revenue: o   Empowering every department to contribute to sales can increase revenue without adding headcount. All roles, including non-sales positions like accounting or IT, should be engaged in building customer relationships. 4.     Guiding Principles for Leadership: o   Find Your Hero: Leaders should identify and be inspired by role models who exemplify the ideals they aspire to. o   Take a Stand for Something Larger: Leaders should pursue bold, almost impossible goals to drive greater achievements. o   Leaders should strive to be trusted and genuinely care about their team, similar to a coach who wants their team to win.   Guest Links:  The Revenue Engine, masterfulcoaching.com Tom Kaiser | LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

In this episode of the Marketing Technology Podcast, hosts Elias Crum and Mark van Horik engage with Bareld Meijering, an audience-centric B2B marketer with over a decade of experience. Bareld shares his expertise on marketing operations and the essential pillars of a successful revenue engine: datamark, data relationships, and business processes. Key Discussion Points: 1. Adapting to Self-Guided Buyer Journeys 2. Optimizing the Marketing and Sales Handover Process 3. Implementing Effective Data Governance   Building the Revenue Engine: Key Pillars Bareld outlines the three main pillars essential for creating a robust revenue engine: Data: Importance of collecting accurate and comprehensive data. Strategies for data governance to ensure data quality and reliability. Techniques for updating and maintaining data integrity across the organization. Data Relationships: Defining and managing relationships between different data entities (e.g., contacts, companies, opportunities). Best practices for setting up data relationships to enable effective analysis and decision-making. Using tools like Salesforce and HubSpot to manage data relationships and drive business insights. Business Processes: Establishing and managing efficient business processes for marketing, sales, and customer success. Defining the stages of the marketing and sales funnels and how to manage them. Ensuring alignment across teams to speak a common language and work towards shared goals. Join us as Bareld Meijering shares his invaluable insights and practical advice on mastering marketing operations and building a successful revenue engine. This episode is essential listening for marketers looking to enhance their strategies and performance in a rapidly changing environment. Listen now on your favorite podcast platform and subscribe for more expert insights on marketing technology! For more information and to connect with Bareld Meijering, visit his LinkedIn profile or explore his latest projects and insights on B2B marketing strategies.

If you're a CMO, CRO or Head of Sales, you should be asking yourself: how can our teams work better together to drive more revenue, in a more efficient way?We've come across so many organizations that have bloated methods for acquiring customers. They're loaded to the brim with hungry SDRs who have 'book the meeting at all costs' as their mandate. They've handcuffed marketing and reduced them to 'lead gen' to feed the sales machine. The result? A 'spray and pray' method that doesn't work unless you have serious cash to burn. Marketing, sales and customer success are incentivised to behave in ways that compete with each other. A poor customer experience. And a high level of churn and dissatisfaction at customer success.To answer your prayers for a 'better way', we've teamed up with 7x ex Head of Sales, Adem Manderovic, to bring you a combined marketing and sales system that will completely align your business. It will help you build a growth engine that allows you to win more customers for less, and reduce churn. It gets sales, marketing and customer success to all play on the same team. Today we are sharing step 1 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.Step 1 is all about laying the foundations in place for your revenue engine before you go-to-market.Tune in and learn:+ How to define your next best market+ How to reposition your business to make it a 'no brainer' for future customers+ How to prioritize your next targets by cataloguing the marketIf you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Welcome to the B2B Playbook: Creating a Business Growth Engine01:28 Why Understanding Your Best Market is Crucial for Success03:41 The Four-Step Process to Drive Better Commercial Outcomes05:42 Step 1: Identifying Your Best Customers Using the 80/20 Rule08:40 Step 2: Deep Dive into Customer Understanding11:22 Uncovering Hidden Insights from Lost Deals and Churned Clients13:50 The Power of Direct Customer Interviews vs. Data Analysis16:20 Step 3: Updating Your Positioning and Messaging17:52 Step 4: Cataloging the Market - A Lost Art in Modern Sales20:20 The Benefits of Building Relationships Through Market Research22:08 Wrapping Up: The Foundation for a Successful Growth Engine-----------------------------------------------------

In this episode, Desiree Goldey, director, talent operations & culture at ZRG Partners, dives into the transformation of talent acquisition (TA) from a cost center to a revenue driver. She underscores the pivotal role of data in showcasing TA's contribution to revenue growth through metrics like cost per hire and quality of hire. Goldey emphasizes the need for HR and TA to collaborate closely with other departments, such as marketing, to enhance overall efficiency. She also touches on the impact of automation on recruiting processes and the future of HR in a more automated and flexible landscape. Goldey advocates for updating outdated processes and embracing a hybrid work model for better talent management. She concludes with a call for data-driven decision-making in HR and TA, especially in diversity, equity, and inclusion efforts.

According to a Gartner study, about 40% of businesses have implemented a formal coaching culture for their reps. So how can a unified platform help drive a coaching culture within your organization?To watch the video of this episode, visit our YouTube channel here.Shawnna Sumaoang: Hi, and welcome to the Win Win Podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Bernie Borges, the vice president of global content marketing, Blake Graves, director of sales enablement, and Chris O’Connell, the director of global sales operations from iQor.Thank you for joining us, Bernie, Blake, and Chris. I would love for each of you to tell me a little bit about yourself, your background, and your role. Bernie, let’s start with you.Bernie Borges: Sure. Thank you, Shawnna, thanks for having us. I’m Bernie Borges, vice president of global content marketing at iQor and I’ve been in content marketing for the better part of the last 20-plus years in B2B. I had my own agency for a while, and joined iQor about three years ago, really focused on driving the brand awareness for iQor in the marketplace. It’s a very competitive marketplace and producing content that can really help to amplify the brand as well as provide content that the sales team can leverage in their day-to-day selling efforts. Everything from starting conversations through the whole buyer’s journey all the way down through closing. So that’s my role and a little bit about my background. Blake Graves: Yep. Thanks again for having us too. So yes, Blake Graves, director of sales enablement at iQor, been with iQor for almost eight years now. So I’ve got to see a lot of transformation at the company.Really cool stuff that we’re doing with sales and marketing. My area covers sales readiness, that training aspect, and what new things are we doing from a technology perspective. Just bringing that to the sales team and this is how we should pitch it and This is the information you need to empower you or better inform your selling practices.And of course, along with that comes the tech stack like Highspot or anything else that we’re using to enable sales from a prospect’s perspective. Highspot is an exciting new tool for us and we’re ready to start closing some deals quickly. SS: Wonderful. And Chris, last but not least, tell us a little bit about yourself. Chris O’Connell: I am Chris O’Connell. I’m the director of global sales operations. So I’m responsible for our CRM instance and working with our sales team to help them. And I’m really excited about the Highspot opportunity. This helps us get better information about how our content is being consumed, how it’s being deployed, which things are resonating and perhaps how they’re helping us win more business. SS: Wonderful. Well, thank you three for joining us. Now to start, tell us about some of the challenges that your teams are facing prior to Highspot. What was the impetus for deciding to invest in a unified enablement platform? Bernie, if I could start with you, that’d be great.  BB: Sure. So, the content marketing role at iQor is only about three years old at the time that we’re recording this. And so over the past three years, we’ve been able to produce a fair amount of content that we put out into the marketplace.And along the way, we’ve made a strong attempt to have the sales team embrace the content, use the content, and then of course, enable them to help them get into more deals, more conversations, and close more deals. What’s been missing though, is a couple of things that I think the three of us will speak to in this conversation.  One is an intelligent platform that allows us to organize the content intelligently and make it easily accessible to them, and then also be able to track how the content is being used, who’s using it, and how it’s being used. What’s the contribution to pipeline and what’s the contribution to deals won as well as deals lost, that’ll help us not only measure the impact of the content, but also feed us information that we can use to drive our strategy going forward.So we know what content to produce more of. As well as what content we should either stop or scale back producing based on the data and how it’s used.BG: I’m going to add to that if that’s okay. The biggest challenge for me was, and this is no offense to Microsoft at all, but we have been a very SharePoint-focused type of company for, organizing content and building, what you guys call Smart Pages. So we’re we’re attempting to do that kind of effort within something that’s a little bit more static environment. And that was very challenging because one, there’s a heavy lift on my team from the design to thoughtfully trying to lay out pages. It’s like building websites, basically is how I would compare that to. And over time, content’s going to get stale. We’re not, it might not be being refreshed enough. It’s not easy to find. That’s another big piece of that is, it’s not easy or intuitive. And that was a big challenge for us.And Highspot is changing that entire landscape for us, because it’s a little bit more intuitive and the intelligence built in. SS: And Chris, let’s hear from you on this front. CO: Yeah. So, I think for me I really like the notion of providing content to the salespeople – the right kind of content – at the right time where they’re not having to hunt around and find it. And, with the integration with the CRM, Like Salesforce, depending on which stage the deal is in we’re able to surface content that would be helpful for them to deploy, and know when it’s being used and, again, what kind of results we’re getting from that. But I like the way that your product allows us to pre-package a play or a type of content delivery that we’re going to share with a prospective leader, or client.And so we’re really excited for, as we roll this out, how we’re going to see these wins and be able to track them and tie them back to the actual opportunities they’re working on. SS: Thank you for giving us a little bit of that grounding context. Now, as leaders in your organization, we’d love to hear your perspective on the value of an enablement platform for your areas of expertise. Bernie, if we could start with you. What does the impact of a unified enablement platform have on your role as a marketing leader?BB: Shawnna, I really look at it holistically. I don’t look at it just from the lens of my focus in content marketing. I look at it holistically, and what I mean by that is now I view our tech stack to be comprised three pillars, right? A three-legged stool: you’ve got CRM. Of course, you have to have CRM. We’ve got marketing automation, and now we have a sales enablement platform or revenue enabling platform, depending on what vernacular you prefer. But I think that rounds out our tech stack. Because now we have the ability, as we’ve been discussing here, to organize the content in an intelligent way using intelligence built into the platform, as well as – we haven’t gotten to yet, and I’m sure Blake will get to this – the ability to empower salespeople to utilize that content in ways that I’ll let Blake comment on that because that’s a very exciting element. But the point I’m driving at is that we’ve rounded out our tech stack, right? CRM, marketing automation, and now a sales enablement platform. Now we’ve got everything we need to deploy and measure the impact of content. BG: Exactly. And it’s obviously my cue to piggyback off of that because it’s a really good point. I think that the Digital Sales Room is also going to be a big piece of this for the sales team. And I mean that because it gives the sales team an opportunity to tailor and personalize the experience for their end user, the prospect. That is something that we’ve been missing for a while, too. We personalize our messaging and emails and LinkedIn outreach is whatever that sequence looks like. But, when it comes to building an environment where I can take my prospect and say, these are the things I feel are relevant to you, whether it’s your industry, your role the challenges that you’re having, and it looks like your environment, this is your logo.And I think that’s a really sweet touch. But, the sales team also, the three of us continue to talk about this when we’re meeting internally. And I say this out of a lot of respect, the sales team everywhere in every industry, any company are very special people. They’re wired very differently than the rest of us and we like that, we embrace that, because that’s what makes them, so successful and in selling, and we have to cater to that. We have to curate our tech stack and how we roll these things out very carefully because once the salesperson says this doesn’t work for me, you’ve almost lost them, and it’s hard to get them to come back. And with Highspot, because of that intelligence that’s built-in, and because the three of us are thoughtfully curating the internal experience, this is going to be so much more of an easier lift for the sales team to adopt. And from a sales enablement perspective that’s a huge deal.SS:  Blake, how about you as an enablement leader? How do you envision leveraging Highspot’s unified enablement platform to help bring your enablement strategy to life at iQor? BG: I gave a preview of that answer a minute ago, because this going back to the Digital Sales Room, video is certainly a high-value piece of content and our sales team historically, that’s not really been something we leverage as far as like recording themselves to present something and sending it off to a prospect. But, we’re excited to say that’s something that we’re going to be introducing to the sales team, because we know that it’s going to add that extra layer of personalization, something special. And I think that’s been a gap in the strategy all along is just that hyper-personalization of content to your prospect.And just that digital sales from experience. Again, you have this nice curated environment thats, “I made this thoughtfully for you because I know what your challenges are.” And I know that these are the pieces that I need for you to read and inform yourself about iQor. So I think that’s a big piece.Another, part of that strategy is I will always go back to sales, readiness, and that training piece. This will make it a lot easier to build that library of having our SMEs internally, having their videos and what they’re recording on all the updates they’re doing to our tech stacks, to the processes, whatever would make the selling journey a lot easier. I think that’s going to be a really powerful piece too.SS: Thank you, Blake. And Chris, again, last but not least, as a sales operation leader, how will a unified enablement platform help you drive sales productivity? CO: I look at it from a couple of different ways. The first is whenever we hire a new sales rep, they don’t often have some of that tribal knowledge of what’s possible or where things are located.So organizing it in an easy-to-find place and making it easy to deploy helps us get our new reps up to speed faster. One of the other things that really struck me is I always like to learn about sales by how we’re being sold to, and one of my favorite stories about sourcing this product for us was a story with Bernie.Bernie had looked at this product before, they had shared a digital sales room with him, he had a renewed interest and went back in to look, and this tripwire sort of functionality that your product has alerted the sales rep to contact Bernie and say, “Hey, what’s up?” And so that’s one of the cool things I was looking for is, boy, I want to trip wire like that for our team.When somebody renews interest to get back in front of them to know when it’s that time, it’s having that secret weapon out there of how. This thing lets us know when it’s time to re-engage, right? Or somebody is doing research again. I think that’s really a fantastic opportunity for us.SS: Thank you for sharing each of your unique perspectives. I’d love to understand how you all partnered together to build a business case for the investment in an enablement solution. And do you have any best practices for gaining buy-in?  BB: Sure. So, there are a few things that came into play in the internal buy-in and decision process. One is the fact that we have been producing a lot of content over the last three years, as I said, but with little ability to really measure the impact on sales. We’ve also, and Blake can elaborate on this, but we’ve also made a bigger investment in sales enablement. And again, Blake can elaborate on that.And then from the CRM side and sales operations side, I think that investment has been in place for a while. So getting back to these three pillars that I’ve alluded to a few times. It was really just the right timing, and as Chris said we revisited this after looking at it maybe a year prior and it was the right timing, there’s investments that are being made in the sales organization in general, as well as marketing. So, it was just the right time, and we really drove it through the head of marketing, senior vice president of marketing really bought off on the concept. He works very closely with his counterpart, executive vice president of sales.They’re really, tied at the hip, so to speak. And senior vice president of marketing said, yes, let’s go do the evaluation, and let’s select someone to partner with. And we went through the evaluation process. And elected to partner with Highspot and the EVP of sales at that point, but just signed off on it because he just needed an executive summary and he was in, so it was an elaborate process.Your team did a great job, but it was that internal buy-in where things really came together from a timing standpoint that really got us there. BG: Yes. And I’ll add to that. Of course, the very beginning, it all starts with what our personal challenges are, which I listed out for Bernie and Chris, too. And because we are making, we’re expanding that investment in sales enablement some of the biggest feedback is data. We need more data, like what’s working? What’s not working? That’s a broad use, but specifically, as it relates to Highspot, what content is working? What seems to be grabbing people’s attention? What seems to be the most popular thing that the sales team is using? Stuff like that, and attributing that to an open opportunity in Salesforce, which is huge.So there was that need to be checked off. And the second thing, of course, is just how can we make this so much easier for the sales team to consume and use what we’re making available to them content-wise. And so these were no-brainers and that’s when the evaluation started and, of course, again as Bernie said, you guys nailed it in that demo period. It always helps when you can select a few people on the sales team, reliable ones who embrace new platforms, who are hungry to test something new. And get their buy-in as well by getting their hands dirty. And that was helpful for us too.SS: That is some fantastic advice. And I know one of the key reasons you decided to invest in Highspot was to deliver coaching with meeting intelligence capabilities. In your opinion, what is the value of coaching in today’s sales landscape? Blake, I’d love to hear from you.BG: I think we can all agree, and Bernie had shared a Gartner, crazy little mind map of what the buyer’s journey looks like today specifically in B2B. And B2B has always been a little bit more complex, in my opinion, than B2C. I’ve been in B2B for, at least twelve years now. It’s getting harder to understand when the right time is to strike when a prospect is researching you, or researching the topic that’s related to your industry and your intent signals. And that’s relevant to your question because when we think about coaching, we have a wonderful team that’s senior. They’ve been selling for many years, so there’s a lot of experience here. But that changing landscape, we have generations coming in now that have decisions in this buying process that see things a whole lot differently, especially when technology is at play and just listening to how they’re selling us, listening to what’s not being said, even I think that’s a key piece right there, is what are they not talking about all these calls? That might be that linchpin that turning point in that sales journey. And I think that’s going to be a really interesting piece of the puzzle that I’m excited about, trying to solve. SS: Thank you, Blake. Chris, what are maybe some of the key results or business metrics you’re aiming to achieve with a dedicated coaching program? And how do you plan to leverage Highspot to help deliver these results?  CO: Following up on what Blake said, is it’s very difficult for us post COVID now. If you look at the three of us, we’re all working from our home offices today. And so our sellers are now challenged because they don’t typically go in and present to a boardroom full of people anymore. And so, what we’re really looking to gain and some of the things we’re looking to measure is the engagement of the buyers and which ones play their different decision-making roles, but getting them engaged with the content that we’re sharing and seeing if they are showing up and are consuming the content. How long are they watching the videos? How long have they dug into the presentation slides? Are they engaged? Are there any hidden buyer influences that may have shown up in a conference room, but now they’re in the back scenes. Maybe they didn’t attend the Zoom call, but they did consume some of the content, right? So identifying who those other buying influences are I think it’s going to be something I’m really keen to look for and see how those results are going to start showing us more about the selling environment that we’re in today.SS: In your opinion, what is the value of having one unified solution to equip, train, and coach your teams rather than multiple separate siloed tools, Chris? CO: The most important part is just ease of use and single point of consumption. If we have to jump to a learning management system and we have to jump back to the CRM system by using your tool integrated with Salesforce, then they don’t have to jump from those three different places. And so I think there’s a big advantage to try to simplify their selling tool set to accomplish what they need to accomplish and save manual steps, right?They’re not finding a presentation, putting it into an email, and then sharing it, and then we don’t know if it gets delivered. We don’t know if it gets viewed. And so just bringing that information full circle where the salespeople can utilize and understand it better, right? SS: Couldn’t agree more. What advice do you have for other teams considering implementing a unified enablement platform like Highspot? Blake, I’d love to hear from you.BG: It’s a good question. There’s a lot of good advice, but I think if I could think about one thing that I know we did right, and I mentioned this earlier, actually, it’s important that your biggest customer internally, which is going to be for us, our sales team is going to have some buy-in here.Otherwise, this is not going to work exactly how you would imagine and mapped out. So for us, to understand how they consume content, and taking that user experience approach, user experience has a whole lot of, there’s a lot of schools of thought there and how they navigate a website, how they navigate or select things on a page.Things like that, and I think that was very helpful in our evaluation phase with Highspot. We selected, like I said, a few people to join us in the demo environment, takes a week, I think maybe even two weeks to interact with the content that you see there, and share it out. We gave them a very basic overview, and the rest of it really was left up to them to figure out, and it’s not how we rolled it out, of course, it’s just, that’s more of, let me see how you engage with this first, because I want to see how intuitive this is from your perspective because that will inform how we train you on it, and how we need to build out the different Spots.So, that is the biggest advice is to think about your end user. I know we say this all the time in marketing and every company, everybody’s going to say that, but you really need to do it. Don’t just say it, do it, take a few people, take not just the ones who are quick to adopt technology, but take The ones who are also a little slow to adopt as well, because there’s a lot of value there and what they’re going to say because you want everybody to adopt this. So that’s the biggest piece right there. SS: Now, as you look to the future, what are the key business initiatives you’re aiming to drive at I Corps this year? And how do you plan to leverage Highspot to help? I’d love to hear from each of you.BB: Sure. So, again, from my perspective since I’m focused on producing content, I’m really looking forward to enjoying the benefit of having content that can find our salespeople. So in the past, we were dependent on an environment where the content library was very static, as Blake said, so it was challenging for them to find the content.So now, in the Highspot environment, because of the built-in intelligence, the content’s going to be able to find them. That’s going to inform us how the content is being used. It’s also going to surface for them content that they have not previously used because it was difficult to find. They didn’t even, in some cases, didn’t know what they didn’t know.They didn’t know what to look for. But now with built-in intelligence, it’s going to be able to surface the content to them in a very structured, organized, practical way, a pragmatic way. So I’m really looking forward to getting more value from all the content that we’ve been investing in and will continue to invest in for both marketing value and sales value.BG: Agree. And I’m gonna go ahead and piggyback off of him again. I haven’t mentioned this yet, that obviously, the biggest piece for me would also be the data aspect. There’s a need for us to understand just a variety of different perspectives.One, what’s specifically working and what’s not working from our content strategy. And really who on the team is really spending a lot of time and these platforms because I want to know the ones who are not. And I want to be able to understand what’s going on. Is there a block? Is there something we don’t understand? Is it something that’s uncomfortable? That’s a very important piece. And that’s part of an ongoing strategy for me. And then I think, step one is just, as Bernie was saying, we had a very static environment where all this stuff lived.Now we’re bringing this into an intelligent, intuitive environment and what I look forward to seeing is how we can now thoughtfully build out content that’s meant for different stages of the funnel. And I think that’s going to be key with Highspot is helping us understand, okay we might need to spend a little bit more time expanding our middle-of-the-funnel type of content. This seems to be a sweet spot. So that'll be very interesting.CO: That’s something that we really thought about when we selected this product. And as I said earlier, with the selling environment we’re not able to get all of the decision makers together. And so measuring how engaged they are and what we’re able to accomplish by sharing content, sharing the right content at the right time, I think is going to be something that’s really going to be key as we take that data and what that data is telling us and servicing, the right things at the right time for the salesperson is one of the things that we’re really hoping to accomplish this year to increase sales win rates and to increase the sell-through or the success rate. And by doing that and even cross-selling, a lot of times we’ll be presenting to somebody specifically at an organization about a certain solution. And we offer a lot of other things as an organization. And so having some cross-selling opportunity with a Digital Sales Room, or making sure that we can surface some other content that they’re interested in, or knowing what to share and when to share it, I think will be a real game changer for our current sales reps.SS: Bernie, Blake, Chris, thank you all so much for joining us today. I really appreciate your time and your insights. CO: Thank you BG: Thank you. SS: to our audience. Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

In a captivating conversation with Tom Kaiser, Managing Partner at The Revenue Engine, I, John Golden, gleaned invaluable insights into the transformative "Great Wheel" concept and its profound impact on sales and business growth. Tom, whose career highlights include pivotal roles at AIG, Zurich, and Arkwright, shared his extensive experience in driving companies to achieve remarkable success.

Summary Charlie Cowan, also known as RevOpsCharlie, joins Paul M. Caffrey to discuss revenue operations and its impact on sales. Charlie emphasizes the importance of keeping revenue at the core of sales operations and adapting to the changing buyer-seller dynamic. He explains the concept of revenue operations and how it aligns marketing, sales, and customer success into a single team. Charlie also shares insights on the challenges of the SDR model and the role of founders in revenue alignment. He provides tips for prospecting and nurturing young talent in organizations. Finally, Charlie recommends books for sales success and shares where to find his content. Takeaways Keep revenue at the core of sales operations and adapt to the changing buyer-seller dynamic. Revenue operations aligns marketing, sales, and customer success into a single team. Consider the challenges of the SDR model and evaluate the cost and effectiveness of SDRs. Founders play a crucial role in revenue alignment and should take responsibility for the end-to-end go-to-market function. Develop empathy for customers and focus on solving their problems first. --- Revolutionizing Revenue Operations: Insights from RevOpsCharlie In a recent enlightening discussion, I had the pleasure of talking with Charlie Cowan, popularly known as RevOpsCharlie, about the evolving landscape of revenue operations and its critical role in today's business environment. Charlie shared his journey from a seasoned sales professional to a sought-after Revenue Operations advisor, emphasizing the importance of maintaining a revenue-centric approach amidst the operational facets of a business. From Sales Expertise to Revenue Operations Charlie's transition into the world of revenue operations stems from his extensive background in enterprise SaaS and consulting sales. Leveraging this experience, he underscores the necessity for Series A and B founders to focus on scaling their go-to-market strategies effectively. The conversation delved into how the post-pandemic era has altered buying behaviors, with customers preferring to complete a significant portion of their purchasing journey independently. Adapting to the New Sales Landscape We discussed the transformation from traditional sales strategies, exemplified by the Predictable Revenue model, to a more integrated approach that aligns marketing, sales, and customer success. Charlie highlighted the pitfalls of the outdated SDR model and proposed a more holistic view, ensuring the sales process aligns more closely with contemporary buyer expectations. Empowering Account Executives and Founders Charlie provided actionable advice for account executives seeking advancement and for founders aiming to nurture young talent. He stressed the importance of understanding customer industries and challenges deeply, advising sales professionals to extend their roles beyond their core responsibilities to better align with their customer's needs. Forward-Thinking Prospecting and Sales Tips In terms of prospecting, Charlie recommends delivering unique value or 'presents' to potential clients, transforming the cold calling experience into one of providing insights and solutions. For sales, his number one tip is to truly put oneself in the customer's shoes, understanding their needs and guiding them towards solutions genuinely beneficial to them. In Conclusion Charlie Cowan's insights serve as a valuable resource for any sales professional or founder aiming to adapt and thrive in the changing landscape of business. By integrating sales, marketing, and customer success, and focusing genuinely on solving customer problems, businesses can drive predictable, sustainable revenue growth. For more valuable insights, Charlie can be reached through his platform, RevOpsCharlie.com, and on LinkedIn.

Making money is hard. But even TAKING money takes some careful decision-making. Let's dive into payment platforms for solopreneurs today. Between Stripe, Paddle, and Lemon Squeezy (and then some), we have plenty of choices. But what matters most to people who already juggle 14 different jobs? I'll share what makes these platforms great, useful, and occasionally problematic for indie founders.This episode is sponsored by Acquire.comThe blog post: https://thebootstrappedfounder.com/payment-platforms-for-solopreneurs/The podcast episode: https://tbf.fm/episodes/297-payment-platforms-for-solopreneursCheck out Podscan to get alerts when you're mentioned on podcasts: https://podscan.fmSend me a voicemail on Podline: https://podline.fm/arvidYou'll find my weekly article on my blog: https://thebootstrappedfounder.comPodcast: https://thebootstrappedfounder.com/podcastNewsletter: https://thebootstrappedfounder.com/newsletterMy book Zero to Sold: https://zerotosold.com/My book The Embedded Entrepreneur: https://embeddedentrepreneur.com/My course Find Your Following: https://findyourfollowing.comHere are a few tools I use. Using my affiliate links will support my work at no additional cost to you.- Notion (which I use to organize, write, coordinate, and archive my podcast + newsletter): https://affiliate.notion.so/465mv1536drx- Riverside.fm (that's what I recorded this episode with): https://riverside.fm/?via=arvid- TweetHunter (for speedy scheduling and writing Tweets): http://tweethunter.io/?via=arvid- HypeFury (for massive Twitter analytics and scheduling): https://hypefury.com/?via=arvid60- AudioPen (for taking voice notes and getting amazing summaries): https://audiopen.ai/?aff=PXErZ- Descript (for word-based video editing, subtitles, and clips): https://www.descript.com/?lmref=3cf39Q- ConvertKit (for email lists, newsletters, even finding sponsors): https://convertkit.com?lmref=bN9CZw

In this episode of The AI for Sales Podcast, Chad Burmeister interviews Nick Smith, the President, CEO, and Founder of Sailes Inc, discussing the transformative power of AI in the sales landscape. The conversation delves into the impact of AI on prospecting, the evolution of sales enablement, and the need for a fundamental shift in how people approach AI in sales. Nick shares insights on the role of sales bots in automating prospecting, personalized email strategies, and the changing dynamics of communication channels. The episode explores the potential of AI to revolutionize the sales process and empower sales reps with unprecedented efficiency and effectiveness.KEY TAKEAWAYSAI is not just an add-on but a transformative force that can fundamentally change the way sales professionals work.The importance of embracing AI to solve complex sales challenges and maximize efficiency.Sales bots can automate prospecting, handling tasks from research and discovery to engagement and interaction, providing actionable opportunities for sales reps.The significance of personalized and unique emails, facilitated by large language models, in enhancing communication with prospects.The impact of Google and Microsoft's email spam limitations, emphasizing the need for authentic and meaningful communication in sales outreach.The potential of AI to accelerate learning, providing valuable insights, and allowing sales professionals to discover their strengths faster.The tiered pricing model based on the number of sale bots deployed, with the product's core value increasing over time through growing intelligence.QUOTES"AI is not the 10th subscription. It's not the next add-on. It's not something to just pile on the obstacle course of SaaS point solutions that you're already using.""Sales bots should handle the automated prospecting piece, the sourcing and engaging until something's ready for you, until it becomes a human-worthy opportunity.""The sale bot is not going to do one thing at a time based on one prompt at a time. Everything the sale bot does originates with the user, their style, their direction.""Anything for decluttering the inbox and making the message stand out more, we're all for.""Acceleration of repetition is the world we're living in now, but with that acceleration comes more data, more concrete information on an ideal customer profile."Connect and learn more about Nick Smith through the link below:LinkedIn: https://www.linkedin.com/in/nixmith/Learn more about AI for Sales with Chad:LinkedIn Group: https://www.linkedin.com/groups/12811259/LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcastTikTok: https://www.tiktok.com/@ai4salesFacebook Page: https://www.facebook.com/theaiforsalespodcast/Twitter Page: https://twitter.com/saleshackThe AI For Sales Podcast is sponsored by our proud partners:BDR.ai | https://www.bdr.ai/TruVersity | https://www.truversity.com/

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 OpsStars panel discussion, they'll discuss their experiences navigating the current business climate when evaluating various pieces of the revenue engine and how the “do more with less” mentality can actually be a blessing in disguise. An audience favorite every year, you can expect an honest discussion and helpful insights for all ops pros today.

Dan Sanchez (a.k.a., Danchez) shares his 3 pillars for building and growing your audience. Download the free powerups cheatsheet: https://marketingpowerups.com/040

John Golden interviews Value Selling Associates President and CEO Julie Thomas in this podcast. They talk about revenue engines and how they affect all departments. They also discuss sales-marketing alignment issues and changing measures and objectives. Julie discusses her work with organizations and the surprises they face when adopting a revenue engine approach. In sales talks, they emphasize knowing the customer's business and creating trust. Julie thanks the crowd and introduces her book to end the episode.

Having a seamless, comprehensive end-to-end revenue process enables your business to have the right visibility to navigate your business towards its targets and goals. But many still cringe when they hear the word “process”.In this episode of The Revenue Engine podcast, Aviv Bergman, the CEO and Co-Founder at Gluework, shares why process is important and how to best leverage process optimization to navigate the Revenue Engine.

Having a strong sales infrastructure is critical to building the revenue engine. But determining what you need at different stages of growth can be difficult.In this episode of The Revenue Engine podcast, Jakub Hon, the CEO and Co-Founder at SALESDOCk, shares his recommendations for turning opportunities into business by having the right sales department structure, leading your customers through the buying journey, and maximizing effectiveness by using the best methods and tools.https://www.salesdock.com/

We're back with another special episode of Redefining Outbound. In order to commemorate the launch of our Blueprint, tune into this workshop, co-hosted by Morgan Ingram, and Cognism's VPs David Bentham and Jonathon Ilett. Find out the best practices on processes like forecasting, coaching, and more, that enabled the team to scale from $10m to $40m in under 2 years. And check out more insights at the site here: https://info.cognism.com/the-blue-print

Driving revenue is a bit of art and a bit of science. The more science - meaning data and insights, but also repeatable, proven processes - the more likelihood of success.In this episode of The Revenue Engine podcast, Jonathan J. Mentor, the CEO and Founder of Successment, shares his proven method of RevOps Science that helps B2B startups ignite revenue at the most critical stage - the $1M to $10M journey.Jonathan also shares why he focuses on impacting economic growth and visibility for disadvantaged people in tech and why companies are focusing on the wrong things when it comes to Diversity, Equity, and Inclusion.This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow.Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

In this episode, Alay and Sasha discuss:  Why marketing is key to your business success.  Your firm's five major systems.  … The Revenue Engine with Sasha Berson Read More »

Lead generation. More leads. Better leads. Quality leads. Businesses want to generate more leads and book more quality appointments. But how?In this episode of the Revenue Engine podcast, Michael Maximoff, the Co-Founder and Managing Partner at Belkins, shares his experience and insights that helped make Belkins an award-winning full-scale agency, ranked #1 for lead generation, helping businesses in over 50 industries across the globe.This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

In this episode, LASSO's own heads of sales and marketing Anthony Zhang and Drew Brucker share their insights on how to create a scalable engine that generates predictable revenue for event companies. They discuss the best practices and strategies that can be implemented to ensure a steady growth of revenue over time.What we're talking about:  Everyone in your company should know who your ideal customers are.  When you talk about customers, focus on what they need, not just what your company does. Building a great revenue team means finding people who share your company's goals and have the skills to make it happen. The tools your sales and marketing team need right now. 

In this episode, Matt had a fascinating conversation with Mary Grothe, CRO at Payroll Network, Founder of House of Revenue®, Keynote Speaker, and Forbes Books Author.  They chatted about Mary's journey to revenue success as she builds up the processes and people required to scale revenue across Branding, Marketing, Sales, Customer Success (CS), and Revenue Operations (RevOps) They also talk about the following and more: Go-To-Market Tactics to Kickstart Your Revenue Engine Tools and Funnels in Building Prospects Core Components of a Revenue Engine  Recruiting Top Talents Mary Grothe's Books Being Open Faith-Based Entrepreneurs Potential challenges or considerations related to the use of AI in business Three Takeaways 1. If you are a founder who struggles with sales, it's important to recognize the value that sales can bring to your business. To overcome this challenge, you may want to consider finding a co-founder or partner who has a skillset that complements yours and can help you with sales. 2.  Finding the right tools and funnels will help you scale. Technology should be built around the processes and behavior that people need to use it, not the other way around. 3. While AI can assist in organizing and presenting new content, it is crucial to exercise caution and maintain awareness that the final output should reflect your own voice and ideas Subscribe Now! ⁠Apple⁠ |⁠ Google⁠ |⁠ Spotify⁠ Ways we can help you: -> Want to grow your payroll company?⁠ Click here.⁠ -> Looking for easy-to-use White Label HR Software?⁠ Click here.⁠ -> Want to sell your payroll business or make a partial exit?⁠ Click here.⁠ -> Want to grow your personal brand on LinkedIn?⁠ Click here.⁠ Enjoying the show? *Are you enjoying Payrollin'? Please subscribe and rate us five stars on your player of choice. It helps us continue to improve. *Do you love the show and want to see Matt and the guest's smiling faces?⁠ Subscribe to our Youtube channel⁠. *Want to be featured in a future episode? Drop your question/comment/criticism/love here: https://anchor.fm/payrollin/message *Support the pod by spreading the word, become a referrer and earn free Guhroo swag here: https://refer.fm/payrollingrowingapayrollbusinessthatmatters Other Episodes You Might Enjoy: What if? | Innovation and Leadership in the Payroll Space - IPPA Summit 2023 Takeaways Measuring KPIs Like a Pro: Tips from Two Payroll Industry Experts Unpacking Our Winning Sales Strategies: A Deep Dive into Our Last 10 Deals with Zach Lawley Resources ⁠Marketing Case Study - How we 10x'ed Our Inbound Leads⁠ ⁠Three Keys to Expand Your Payroll Business⁠ ⁠Selling in a Virtual World⁠ --- Send in a voice message: https://podcasters.spotify.com/pod/show/payrollin/message

Sales compensation is one of the most powerful tools available to organizations to drive your GTM strategy and achieve your revenue goals.But many companies struggle to get commissions right. How can a sales rep feel confident that they are being paid accurately based upon their plan?In this episode of The Revenue Engine podcast, Dan Goodman, the CEO and Founder at TruCommish, shares his thoughts on comp plan best practices and how to use clarity and transparency to unlock the power of commissions.Connect with Daniel - https://www.linkedin.com/in/daniel-goodman2001/This episode is brought to you by Growth Forum Growth Forum is a place to Connect, Learn and Grow. Join now to get access to weekly live sessions, on demand session and varios training programs. Free to Join

Wanna make your website a top inbound revenue platform for your B2B company? Sam was invited onto the Marketing Spark podcast. In this episode Sam and Mark Evans cover:

Having an excellent buyer experience is a key contributor to driving revenue success. But how do you engage buyers and provide that optimal experience?In this episode of The Revenue Engine Podcast, Samir Smajic, the CEO and Founder at GetAccept, shares how a digital sales room empowers teams to engage and understand the buyer from opportunity to signed deal. Connect with Samir - https://www.linkedin.com/in/samirsmajic/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Whether we are in an upmarket or a downmarket, the battle for top sales development talent is always on.How do you source and hire the right talent for your sales team and ensure that they are successful when they are hired? In this episode of The Revenue Engine podcast, Chris Waldron, the CEO and Co-Founder of Satellite, discusses how to train, coach, and hire the right talent to accelerate the Revenue Engine!https://www.linkedin.com/in/chriswaldron/https://www.joinsatellite.io/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

One of the most common revenue challenges in B2B companies is optimizing an integrated sales and marketing revenue engine.In this episode of the Revenue Engine Podcast, Zee Jeremic, the CEO at MASS Engines, shares why organizations need to have an aligned and integrated sales and marketing structure to optimize the revenue process and power the revenue engine!Connect with Zee https://www.linkedin.com/in/jeremicz/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023, Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500, but if you sign up to Growth Forum now, you will receive access to this program for free! https://www.growthforum.io/

Organizations spend a great deal of resources to drive top-of-funnel activities and engage prospects. But once a customer is ready to buy, the process for signing a contract and paying an invoice can sometimes be a horrible experience.In this episode of the Revenue Engine podcast, Sarika Garg, the CEO and Co-Founder of Cacheflow, shares how B2B companies can provide a seamless experience from proposal to payment to truly optimize the customer experience!This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 45-days freeWith the complexities of GTM today in the B2B SaaS market, it's no surprise that businesses are struggling to get their quote-to-billing done right. In this episode of the Revenue Engine Podcast, Sandeep Jain, the CEO and Co-Founder at MonetizeNow shares best practices for bringing together all business models and all sales channels to provide a seamless, agile, purpose-built experience to support modern B2BSaaS requirements. Imagine having an integrated quoting, billing, and usage platform to accelerate and power the Revenue Engine!LinksJoin https://www.growthforum.iohttps://www.linkedin.com/in/sandeeja/https://www.monetizenow.io/This episode is brought to you by Growth Forum - sign up for 45-days free

On this episode, our host Chris Walker sat down with Heather Osgood on the Podcast Advertising Playbook. They broke down every obstacle of today's modern marketer. From everyone's obsession with attribution to the best ways to gain customer insights, no topic was off limits. If you're looking to overhaul your revenue engine, then this is not an episode to miss.

Every Tuesday, Chris goes live on TikTok to answer rapid-fire Q&A. Some highlights from our 12th installment: 3:18 - What is Revenue R&D and Why Companies Should Care 5:37 - Stacking Growth 7:53 - Difference Between Inbound Marketing and Demand Generation 9:50 - Should Marketing Be Accountable for a Revenue Number? 13:19 - Is B2C marketing more creative because of lack of Sales? 14:31 - Convincing the C-Suite to Invest in Revenue R&D Strategy 21:30 - How to Build a Digital Community 34:57 - Quantifying Customer Insights to Leadership Join us every Tuesday to ask your question on TikTok by following @chriswalker171