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6 episodes with revenue leaders
6 episodes with revenue leaders
4 episodes with revenue leaders
5 episodes with revenue leaders
3 episodes with revenue leaders
3 episodes with revenue leaders
2 episodes with revenue leaders
2 episodes with revenue leaders
There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful exit.We discuss why together with Roee.(00:00) - Introduction (02:25) - Understanding Zombie Unicorns (04:30) - The Rise and Fall of Valuations (06:33) - VC Expectations and Company Growth (12:01) - The Fragility of High Valuations (15:17) - Current Market Trends and Valuations (19:35) - The Rise of Zombie Unicorns (20:18) - Down Rounds and Valuation Challenges (20:51) - Future of Unicorns and IPOs (26:48) - Impact on Revenue Leaders (32:06) - Pricing and Packaging Strategies (35:39) - Concluding Thoughts and Future Outlook This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com
In the first episode of season three of The Sales Compensation Show, our host and CEO, Nabeil Alazzam chats with Tana Jackson, VP of Operations at Upright Labs. An accomplished global RevOps leader, Tana shares with us her thoughts on data hygiene challenges and red flags to watch for, collaboration across departments, her philosophy on tech stack additions, forecasting frequency, and even AI. If you're responsible for driving predictability in revenue and aligning teams, this episode will give you inspiration to fine-tune your processes, improve collaboration as an extreme owner, and ensure sustained success.
Take the time to listen to this hugely popular, classic episode packed with sage sales advice. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders! Our guest for Episode 58 is Colin Specter, SVP of Revenue at Orum. Before joining Orum five years ago, Colin led sales teams at Namely and brings over a decade of leadership experience to the conversation. In this episode, Ross and Colin discuss why driving excellence in sales boils down to your attitude and activity, and how well you quality your time. Listen to the episode here, and get the key takeaways from our conversation below.
Our host, Jeff Ignacio, sits down with Madhu Puranik, Founder of Revlitix. They discuss the challenges that revenue leaders face, from tech stacks and tooling, to full funnel visibility.
Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the debut episode, Kyle sits down with Jason Lemkin, Founder & CEO of SaaStr and VC. Jason and Kyle delve into the complexities of board dynamics and offer advice on how revenue leaders can build trust with their board, take direct feedback in stride, and embrace bad news. The duo also discusses the complex relationship between CEOs and revenue leaders, highlighting the challenges of managing performance anxiety and the importance of reassurance from the top. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code TOPLINE for 15% of your ticket. Want more content? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders! Our guest for Episode 37 is Ryan Lazar, Country Manager Canada, Qualtrics. Before joining Qualtrics six years ago, Ryan held roles at CareerBuilder, Unisync Group, and Xerox. He brings more than 15 years of sales experience to the conversation. In this episode, Ross and Ryan explore Ryan's three strategies for achieving execution excellence. They discuss the importance of building an internal and external community, establishing consistency and clarity from the get-go, and practicing radical candor.
This week our host Brandi Starr is flying solo for National Email Week. It's all about understanding the unparalleled potential of email in B2B marketing. Brandi Starr, a visionary in B2B marketing and Chief Operating Officer at Tegrita, dives deep into why executive attention towards email strategy is crucial. Email is often underrated in B2B due to its low cost and perceived difficulty in measurement. In this insightful solo episode, Brandi unveils how email, when done right, can significantly impact lead generation, opportunity creation, customer retention, and more. She'll share data-driven case studies showcasing how strategic email campaigns can drive revenue, improve deal velocity, and bolster long-term customer relationships. Brandi stresses the importance of accurate measurement and attribution of email campaign success and advocates for a coordinated approach across multiple marketing channels. Join Brandi on Revenue Rehab as she breaks down the essential role email plays in a comprehensive B2B marketing strategy, and how marketing leaders can tap into this resource to transform their approach. Bullet Points of Key Topics + Chapter Markers: Topic #1 Leveraging Multiple Channels with Email [08:24] "I really see email as the backbone of our multi-channel strategy," Brandi Starr states. "When a contact engages but doesn't convert, we've found tremendous success in using LinkedIn ads to re-engage. The beauty of email in this approach is its scalability and ability to sustain engagement over a longer period." She adds, "By complementing email with social campaigns and nurturing through thought leadership webinars, we're tapping into different touchpoints that continue to drive interest and interaction." Topic #2 Optimizing Email Engagement Through Data [14:17] Brandi emphasizes the importance of utilizing data from email campaigns to steer broader marketing strategies. "The insights from your email data are gold. They can inform everything from which content to syndicate to how to word your messaging for higher registration rates," she says. "It's not just about open or click rates; it's about understanding the journey and using that data to refine our approach across all channels." Topic #3 Email's Role in Long-Term Customer Retention [32:45] "Email is invaluable beyond just lead gen—it's a key player in customer retention and product engagement," Brandi notes. "By identifying accounts at risk and deploying targeted email campaigns, we've been able to re-engage and retain customers who might otherwise have been lost." She explains, "Effective communication, especially during the transition from sales to customer success, is critical. Emails, if done right, provide those necessary touchpoints that keep the customer journey smooth and consistent." So, What's the One Thing You Can Do Today? Brandi's “One Thing” is to have a conversation with all of the email stakeholders. If the person responsible for email is the only one thinking about email, then you're not doing it right. The full marketing team needs to consider the use of email in all aspects of the business and how they can leverage the data. “This is a place where if you, as the leader of the marketing team, give it the proper attention, not that you need to stay in the weeds, but take a moment to get in the weeds with your team to really understand how do you unlock the potential of email. Because again, email is low cost and high impact if done well.” Links: Get in touch with Brandi on LinkedIn. Connect with Revenue Rehab on LinkedIn. Follow Tegrita on LinkedIn. Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders! Our guest for Episode 27 is Peter Borkovich, SVP of Sales at Yotpo. With a wealth of experience spanning two decades, Peter has held leadership positions at InVision and Salesforce before joining Yotpo. In this episode, Ross and Peter discuss the why behind deals, the 3 levels of a sale, and how to make it easier for buyers to buy and sellers to sell.
This week our host Brandi Starr is joined by an exceptional returning guest, Matt Heinz, Founder and President at Heinz Marketing. Matt Heinz has more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries, and company sizes. Throughout his career, Matt has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. In this special 100th episode of Revenue Rehab, on the couch Brandi and Matt will tackle unpacking the secrets to being a standout leader, building teams that are as passionate as they are productive, and nailing the basics that drive business and brand growth. Bullet Points of Key Topics + Chapter Markers: Topic #1 Self Reflection, Purpose, and Impact [05:56] “I fundamentally believe if you don't look back at sort of your earlier stages of your career in life, and if you don't cringe a little bit, you're probably not improving,” Matt reflects, “and [you're] probably not sort of learning enough and becoming a better, not just better at what you do, but a better human, a better contributor to society and the people around you.” Topic #2 Leadership: Balancing Culture and Business [17:07] “Well, first, I would just say that if you if you are feeling that struggle, if you're feeling that tension, you are already a great leader,” Matt says, “because that means you are prioritizing, your brain is already prioritizing, supporting the people on your team.” Topic #3 Strategies for Accelerating Revenue Growth [29:45] To get there, Matt says, “we have to pull back all the way back honestly, to corporate strategy. And let's not dwell on this a lot. But like, where are you as a business? Are you early stage? Are you in Product Market Fit mode? Where are your funding sources? And what do they need? What are the shareholder or stakeholder objectives?” He continues, “because if we just sit here and say, ‘we should start a community', or you know what, ‘we should start a podcast', or ‘how come we're not advertising here?', ‘how come we're not winning the search wars?', or whatever it is. Legit questions. But without context of ‘why', we're just going to fight over a variety of well-meaning priorities.” So, What's the One Thing You Can Do Today? Matt's ‘One Thing': “I'm going to quote Eric Schmidt, former CEO chairman of Google, I remember, years ago, he was on stage at Dreamforce with Marc Benioff and at one point in telling a story he said, ‘life is short work with people you enjoy'.” Buzzword Banishment: Matt's Buzzword to Banish: “There's a category of buzzwords I describe as what I'm selling led growth,” he says, “it just seems like everyone's trying to say, well, you can lead use this to the growth or you can use this to lead growth or this tactic or this channel. And way too often, it's the company selling you a solution for that, that is coming up with that.” Links: Get in touch with Matt Heinz: LinkedIn Twitter Heinz Marketing Episode 14 - Finding Your Circle: The Importance of Community for Personal Growth Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
This week our host Brandi Starr is joined by Jennifer Hopkins, Senior Vice President of Marketing at Sonar. Jennifer Hopkins, the driving force behind the marketing strategy at Sonar, has 14 years as a B2B marketing executive. She's known for driving category-leading brands to unprecedented growth and helping founders successfully exit. With a knack for sales acquisition, she thrives at the intersection of art and analytics, constantly pushing the envelope to deliver campaigns that not only resonate but also deliver tangible results. As CMO, Jennifer understands the value of building high performance marketing teams and collaborating across the C-Suite to propel growth. When not crafting the next big campaign, she can be found enjoying time with her family in her new role as mom or mentoring the next generation of marketing trailblazers. On the couch in this week's episode of Revenue Rehab, Brandi and Jennifer will tackle sales and marketing success and increasing pipeline velocity via collaboration and a healthy competitive mindset. Bullet Points of Key Topics + Chapter Markers: Topic #1 Building Healthy Competition: Marketing and Sales [05:49] “I think the first thing is that you've got to have a marketing leader who's not afraid to put a number on their back,” Jennifer says. “I think that starts this healthy kind of Olive Branch of building a relationship, building trust.” The second thing Jennifer identifies as a critical factor is alignment, “both sales and marketing leaders, they've got to have their teams aligned on the same KPIs, the same targets that they're going after.” Topic #2 Creating a Collaborative Environment [13:43] “My number three is you've got to bring people into the fold,” Jennifer explains, “alongside your sales leadership, you've got to create a collaborative environment. Oftentimes, these teams that are siloed, they're not even meeting regularly.” The most successful approach, Jennifer stresses, is going to be top-down, “your marketing leader and your sales leader have to find a way to make sure that the team sees the value in these meetings.” Topic #3 Ensuring Time Spent is Valuable [19:28] “I think this kind of leads me into the fourth point of,” Jennifer says, “you've got to share the data. And you got to be transparent across both teams.” She continues “I think the important thing is too, your entire marketing team, and your entire sales team doesn't have to be in a meeting all the time together…I think it's finding the right meetings and putting the right people in the same room…whether it's your head of marketing, or your head of demand gen who's hearing those conversations, they've got to then bring it back to the team.” So, What's the One Thing You Can Do Today? Jennifer's ‘One Thing' is: “Audit your current process, like take five minutes and actually sit down and think ‘how am I currently collaborating with the sales team?' And if you're doing all four of the things that we talked through today, awesome, high five, keep doing it. If there's something that you haven't tried yet, my one homework would be pick one. Try it out for 30-60 days and see if it's helping.” Buzzword Banishment: Jennifer's Buzzword to Banish is ‘frothy'. “I've heard it a lot in the past year and a half in regard to capital flowing around the marketplace,” Jennifer says, “but for me, it just, it's a little cringe worthy.” Links: Get in touch with Jennifer Hopkins: LinkedIn Sonar Episode 38: Marketing & Sales Divide: Perspective from Both Sides Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
This week our host Brandi Starr is joined by Anastasia Pavlova, Founder & CMO at Bold GTM. Anastasia is not your average CMO. She is a go-to-market strategist with a robust foundation in business, backed by an MBA from the prestigious Haas School of Business, and enriched by nearly 20 years of full-funnel marketing experience across B2B SaaS, cybersecurity, ecommerce, and B2C Tech. Her career spans a wide range of company stages, from agile VC/PE-backed start-ups to established enterprises. Her journey has been anything but linear. Starting her career in Europe, Anastasia has not only helped companies there but also scaled US go-to-market teams across the European and APAC markets. This global experience, combined with her background in linguistics, gives her a unique edge in leveraging AI language models to communicate effectively and understand customers deeply. On the couch in this week's episode of Revenue Rehab, Brandi and Anastasia will tackle optimizing B2B customer marketing to enhance retention and maximize cross-selling success. Bullet Points of Key Topics + Chapter Markers: Topic #1 Retention vs Growth Stages Strategies [05:52] “I think that it really depends on the size of the company and the stage that they're in,” says Anastasia, “as companies move from sort of first building the product and building the initial customer base, they start expanding to become a platform, and then they start launching new products. So, there's more opportunities to cross sell additional products into their existing customer base. And companies just have more levers, perhaps they grow through acquisitions. So, they acquire new customers, or they acquire new tools. So, there are additional opportunities for them to cross sell into the existing base.” Topic #2 The Changing Landscape of the Buying Environment [12:06] “The old lead gen marketing playbook just doesn't work anymore,” Anastasia explains, “the reality is that when companies operate in silos and…marketing is responsible for driving in MQL, sending them over to SDRs, and then trying to set up meetings and bombarding all the prospects with mass email…and putting gates in front of prospects, and then doing SDR cold calls…it translates into lots of inefficiencies for companies and frustrated buyers and longer sales cycles.” She continues, “companies that are working in this outbound sales go-to-market motion, they really need to think about a more integrated and targeted way to go-to-market.” Topic #3 An Integrated Go-to-Market 5 Step Framework [29:52] “The framework is very simple,” Anastasia says, “it's five steps that starts with setting the goals, or really getting everyone on the page with regard to the goals.” Step two is selecting the accounts that you're going to focus on. Step three, she explains, is developing content that would help you drive whether it is retention or cross sell, for example. Step four is running campaigns, she says “that's what we just touched upon which tactic tactics are available to you, where do you find your customers, and testing different things and see what works.” The final step is measuring and optimizing. So, What's the One Thing You Can Do Today? Anastasia's ‘One Thing' is: “if you are in customer marketing, make sure that you go and talk to your sales and customer success leaders and align with them on the goal. So, understand the goals in their priorities and start thinking about how you can partner with them together and drive the same outcomes and what things you need to do to change your current processes in order to help them achieve the same goals.” Buzzword Banishment: Anastasia's Buzzword to Banish is ‘Doing more with less'. “It's not about doing more with less,” Anastasia says, “it is about doing the right things, right. And it's focusing on the outcomes that you're trying to drive and really focusing on what will make the biggest impact. So, it is not about quantity of things that we do, we really need to focus on quality.” Links: Get in touch with Anastasia Pavlova: LinkedIn Bold GTM Episode 72: Deciphering Customer Desires Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders! Our guest for Episode 22 is Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social. Prior to joining Sprout Social, Cale spent 11 years at Salesforce working in leadership roles. In this episode, Ross and Cale discuss three tips for operationalizing deal excellence. These include understanding the three 'whys' behind your prospect's motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.
On this episode I take you through 13 points why the deal may be stuck and how to handle those. Enjoy and be sure to subscribe.
SaaStr 721: How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond Mark Roberge, SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. Dini Mehta, former CRO at Lattice, Kate Ahlering, CRO at Calendly, and Mark Wayland, CRO at Box, share their stories and offer advice to founders on: How do you define and refine an ICP? Can you start and stop a PLG motion? What should you look for in an Enterprise rep vs. a Mid-Market rep? How do you diagnose and solve churn? How should you handle presenting challenges to your C-suite team when you've just joined the company? -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.
In this weeks episode of The Goats of Growth, I found myself on the flip side of the microphone, participating in the insightful 'Allegos EnableMinute.' During our conversation, we delved into the nuances of strategic hiring, the art of coaching for success, and the pivotal role that revenue leaders play in steering the trajectory of growth. Allegos Linkedin Profile Allego.com Jay Webb's background and the Goats of Growth (00:02:04) Jay Webb's role as the founder and CEO of the Goats of Growth, and the concept behind the name. Interview and hiring process for revenue leaders (00:03:09) The initial steps and process involved in interviewing and hiring a revenue leader. Qualities and characteristics of revenue leaders (00:06:02) The common qualities and characteristics organizations look for in a revenue leader. Assessing a candidate's strategic vision and ability (00:09:18) Methods for assessing a candidate's strategic vision and ability to drive revenue growth. Successful placements and standout candidates (00:13:06) Examples of successful placements for revenue leadership positions and standout candidates. Key trends and emerging practices in revenue leadership (00:16:30) Discussion on key trends and emerging practices in the field of revenue leadership. Succession planning for revenue leaders (00:19:17) The importance of succession planning for revenue leaders and the skills needed for the future. Succession Planning (00:20:28) Importance of staying updated on skills and trends for CEOs and revenue leaders. Early Conversations (00:21:38) The significance of starting conversations about leadership changes early to avoid disruptions. Recruiting Mentality (00:22:26) Emphasizing the need for revenue leaders to have a proactive approach to talent identification and recruitment.
Ryan is the Founder & CEO at Whale Boss, a cutting edge consultancy designed around providing fast results vs. billable hours.Ryan helps CEO's or Revenue Leaders implement a 7-8 figure sales system in 3 months based on the principles that grew a business unit from 0- $30M ARR while adding $30M+ in capital revenue (with ONLY 4 Sales people and without lead generation.)In this episode we cover:00:00 - Intro01:24 - Scaling Tech Company to $30M ARR in 5.5 Years with 4 Reps04:29 - Key Steps for Replicating Ryan's Success09:45 - Focusing on the Higher Value Customers13:22 - Ryan's Experience with AI15:50 - Boosting Performance 3x with AI in Teams21:11 - AI Adoption on Organization Departments23:20 - Strategies for Adopting AI In Sales and Customers Success27:41 - Notable Outcomes with AI29:35 - Ryan's Favorite Activity To Get Into a Flow State30:30 - Ryan's Piece Of Advice For His 25-Year-Old Self32:02 - Ryan's Biggest Challenges at Whale Boss33:12 - What Does Success Mean for Ryan Today35:09 - Instrumental Resources For Ryan's Success37:11 - Get In Touch With RyanGet In Touch With Ryan:Ryan's WebsiteRyan's EmailMentions:Tony RobbinsThe Scale Up ShowArticles:AI at Work: What People Are SayingBooks:The Gap and The Gain by Dan Sullivan and Benjamin HardyTag Us & Follow:FacebookLinkedInInstagramMore About Akeel:TwitterLinkedInMore SaaS Podcast EpisodesSaaS Consulting ServicesHow To Value Your SaaS Company
Mason joins Dustin Tysick on this week's episode to go deep into the ABM world. They discuss how to be smart and scrappy when it comes to building your first ABM program. When you're just starting, spending a lot of money (that you probably don't have) on ABM tech is unnecessary. What most small businesses need to realize is that there are many easy activation plays you can get started with. From former prospects and customer players, to using a podcast as part of your ABM motion. Make sure you have a pen handy to jot down notes with this one.
Leaders are investing in MEDDPICC, Challenger, and other proven sales methodologies – because nothing rivals a consistent winning framework on every opportunity. But too often, adoption is low and the investment goes to waste. That's why we hosted a masterclass with veteran revenue leaders Andee Harris (CEO at Challenger), Jeff Roy (Head of Sales at BioRender), and Jen Allen-Knuth (Community Growth at Lavender) diving into all things sales methodologies. We covered: Why revenue leaders are investing in sales methodologies (despite tighter budgets) How to leverage proven frameworks to drive sales productivity What elite deal strategy looks like in 2023
10/10 GTM is a podcast by Accord that dives into how B2Bs most successful Revenue Leaders win (no matter the product or market). Discover secrets from the best to achieve your repeatable revenue goals. In this season, we talk to legendary leaders such as 5x CRO John McMahon, and execs from 6Sense, JB Sales, Chili Piper, and Hubspot about how to drive consistent sales execution — leading to predictable forecasts (& better sleep).
In this episode, host Colin Mitchell welcomes Jay Webb to discuss hiring revenue leaders and the importance of hiring for the right stage fit. They explore the changing landscape of hiring, including the decreasing emphasis on four-year degrees and the value of curiosity as a soft skill. Jay emphasizes the need to avoid over-indexing on domain expertise and highlights the importance of finding candidates who are a good fit for the stage and culture of the company.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Jay Webb (Founder, Goats of Growth)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!
Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism
Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode. They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leaders, and the multifaceted role of customer success organizations at various stages of business. Highlights include: Why Do You Need Pos-Sales Experience? (2:00), Who Is Involved in the Pre-Sale? And Who is Involved in the Post-Sales? (5:40), Debra's Advice for Revenue Leaders (10:14), The Post-Sales Team is Not the Only One to Blame (17:05), and more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Revenue Operating Rhythm (ROR) is a game-changing strategy that can propel your sales leadership skills to new heights. The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Liz Pulice, Vice President Global GTM Strategy, Operations, and Enablement.
In this episode of Pit Stops To Podium, we sit down with Collin Mitchell, the Vice President of Sales at Leadium and an accomplished entrepreneur. Collin's journey is nothing short of inspiring, from founding Salescast to hosting the Sales Transformation Podcast, where he shares daily episodes to revolutionize the way we approach selling. In this episode, Collin delves into the incredible potential of podcasting for sales professionals. Collin emphasizes the importance of delivering value and building a strong personal brand through informative, entertaining, or inspiring content. He also shares valuable insights on cultivating lasting relationships with guests and listeners, which can significantly expand your network and enhance your reputation as a sales professional. Collin's expertise and practical tips will empower you to grow your network, establish an impactful personal brand, and foster meaningful connections through the power of podcasting. Chapters: 00:00 - Intro 01:06 - Leadium and Sales Transformation Podcast Origins 03:05 - Who's Collin Mitchell Outside Work 06:10 - What Inspired Collin to Start Podcasting 10:52 - Value of Podcasting for Revenue Leaders 14:02 - Creating Relevant, Informative, and Entertaining Podcast Content 15:58 - Successful Tips for Relationship Building and Prospecting with Podcasts //ENGAGE WITH COLLIN Sales Transformation Podcast Collin's LinkedIn //MENTIONS Chris Decker Salescast //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community! //STAY AWESOME & DO IT BIG!! Website: revpartners.io Listen on Spotify and Apple Podcasts
Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023. In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads. They share advice for closing skills gaps, overcoming AI's challenges in sales and the changing roles and responsibilities of sales professionals.You can learn more about Jeff and Sales Assembly on LinkedIn.
This week our host Brandi Starr is joined by Abi Williams, Chief Revenue Officer at Lead Not Lag. Abi has spent 20+ years in Venture Capital and PE-backed companies of varying sizes in the SaaS, B2B space such as Oracle, META, LinkedIn, Pluralsight, Udemy, and Oliva as a revenue leader. She has also excelled in driving sustainable profitability for businesses, improving bottom and top-line revenue performance for scaleups. Abi's expertise is focused on three areas. One is Fractional CRO; helping CEOs fill in strategic and tactical GTM voids such as mapping out effective customer engagement processes, optimizing the sales funnel, establishing sales processes and systems to define ICPs and increase operational efficiencies. This also includes improving revenue forecasting and rigor, coaching head of sales, hiring, developing, and retaining top talent to optimize revenue outcomes across go-to-market. Abi is also experienced in C-Suite and Executive Coaching. By supporting leaders at all levels to lead authentically, compassionately, and effectively, she helps them remove roadblocks to make intelligent and impactful decisions. As a board member or consultant, Abi supports founders, CEOs, CROs, and other senior leaders create and execute robust GTM strategies spanning sales led, PLG or ecosystem motions. Abi is currently a member of the European Women on Boards, and an advisor to several start-ups, an ardent keynote and public speaker on topics such as leadership, sustainable revenue growth, building a world-class executive team, DEI, and fostering people-centric cultures for consistent results. She is the author of the book 10 Traits of Great Leadership That Are Often Overlooked, a playbook for leaders and aspiring leaders who want to be outstanding in their role. Abi's mantra is: 'see a diamond in every stone and make your environment better than you met it”. On the couch Brandi and Abi will tackle Filling the Void: Strategies to Overcome the Executive Competency Gap. Links: Get in touch with Abi Williams on: LinkedIn Lead Not Lag 10 Traits of Great Leadership That Are Often Overlooked Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
In this episode, Tom Click, Senior Vice President of Sales at Integrate, discusses his journey at the marketing technology platform and the challenges they faced in finding product-market fit. He emphasizes the importance of synthesizing information across various channels to ensure compliance and better buyer experiences as well as reflecting on his personal growth as a leader. Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success. https://www.linkedin.com/in/tom-click-362231/
This is a solo episode as I give you a peak behind the curtains into my level of conviction for a premium version of this podcast called, Customer Conversations. Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success.
Chris Smith is the Chief Revenue Officer of Aqua Security, the largest pure play cloud-native security company. In this episode we discuss Aqua Security's role in the cloud security market, their strategy for becoming the category leader, and the importance of having a strong playbook for sales and marketing. Chris emphasizes the importance of understanding customers' needs and conducting user interviews to inform marketing, messaging, sales playbook, competitive landscape, and product direction. He also shares his approach to conducting interviews and managing employees. Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success.
Sam Jacobs is the Founder and CEO of Pavilion. Pavilion is an international community of Revenue Leaders from the world's most successful companies. Pavilion provides unmatched resources, connections, and insights to sales leaders in companies worldwide. Sam is also the author of the bestselling book, “Kind Folks Finish First.” Sam joins us to share why Kindness is so important to any high-impact sales leader and how to make it part of your Sales Leadership Playbook. You can connect with Sam on LinkedIn here (https://www.linkedin.com/in/samfjacobs/). You can get a copy of Sam's book, “Kind Folks Finish First” here (https://www.joinpavilion.com/kind-folks-finish-first). You can learn more about Pavilion here (https://www.joinpavilion.com/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United on Patreon Here (https://www.patreon.com/SalesLeadershipUnited).
It's a terrible feeling when new business deals are slow to come in and you're watching your growth targets slip away after all of the hard work your sales team put in to reach new customers. So how do we counteract this? Through the number one most important strategy in 2023: paying attention to net dollar retention. On this episode of The Run Revenue Show, Nick Mehta, CEO of Gainsight, author of multiple books on customer success and all around champion of delivering value to your customers, shared his insights on this strategy. You'll learn the difference between customer support and customer success, the natural tendency for customers, sharing the value in your vision, and the key steps for turning your value into reality. Here's what's inside: Turn your value into reality: Nick mentions the main steps are to agree as a company what your value is, define how that value is translated into the product, orchestrate it into your business processes, and then to become brave. Stop building loyalty through personal relationships: Think relationships are more important than outcomes? Think again. Make sure that you have real outcomes and value as the foundation of your relationships. This will help you avoid revenue leak. Identify where you are leaking revenue on the customer side: Nick says there are multiple pieces to identify - the onboarding process, management, dollar churn, and price compression. From here, build a strategy for each piece. Audit the information flow between your Sales and CS teams: Nick mentions there are two sides you need to consider when collaborating between your sales team and CS. First, an account plan that shows how you are going to grow your customer base. Second, a success plan that shows what you are doing to drive the clients goals. Then, make sure these two plans align! Grab this week's Checklist Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. → Clari.com
Becky Holloway is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space.In this episode, Becky breaks down buyer behaviors in 2023 and how it relates to B2B marketing effectiveness. She also shares with us step-by-step how she worked with her counterpart in Sales to establish a strong alignment - there are some great gems in this part of the interview that I think all sales and marketing leaders should listen to. This segues into a discussion on her approach to creating a positive culture for her marketing team. From there we move on to discussing the layoffs in the news end we end with Becky's actionable advice to Revenue Leaders on how to improve diversity in their organization along with perspective on how it leads to more creativity, not just more revenue. #salesconsultant #salesconsultantpodcast #b2bmarketing2023 #leadership #diversityEpisode Show Notes:[1:57] Are Inbound Sales Models dead due to the increasing cost in advertising cost and the lower effectiveness (due to rising costs and declining effectiveness)?[10:09] Talks about the importance of getting in front of your prospects in other ways and shares specific tactics for generating demand.[13:09] B2B tech companies can do a lot better at leveraging video and YouTube to drive awareness and increase interest. Becky shares data to support why video is critical from the perspective of how the human brain processes video then gets into outlining her recommended video strategy.[17:45] Breaks down how to establish a strong alignment between Marketing and Sales and shares her story during her time as a Chief Marketing Officer (CMO).[24:40] Walks us through her steps to team-building and how she was able to form such a healthy/happy environment for her Marketing team.[31:51] Shares her perspective on all the recent layoffs and what she thinks of the inhumane approaches that have come out in the headlines.[38:32] Advice to Revenue Leaders on how to improve diversity in their organization and her perspective on how it leads to more creativity, not just more revenue. Mentions:The Social Dilemma - the documentary Radical Candor - the bookThe Heart of the Matter in Black and White - Becky's podcastGuest Bio:As a marketing veteran, Becky Holloway has spent her career accelerating growth in technology organizations. Through a singular blend of brand strategy, analytical expertise, and empathic leadership, she has brought together creative teams that build repeatable pipelines to drive revenue growth. She is a firm believer that marketing is both art and science, and where the two meet, magic happens. Becky received her BA from Rutgers University and is the founder of The Start-up Marketer, a fractional CMO marketing consulting firm specializing in supporting high-growth companies in the tech space. In her free time, Becky enjoys gardening, bird-watching, traveling, and spending time with her teenage children.Connect with us:The Start-up Marketer websiteThe Start-up Marketer LinkedIn PageBecky's...
The Platform Map, Part 2, dives into the second half of the four-part framework for developing a powerful leadership voice. Stop worrying about skills acquisition in communications and start with developing the foundation of your unique voice. Because when you know your voice, you can lead with it. The Platform Map, Part 1, Dia discusses the first two components: Purpose and Person- the force behind your voice and your provenance or origin story. Today, you'll learn about Point of View and Principles, the second two components that can help you carve a path for your venture and the initiatives you lead. Everything shared in this episode is part of our core Keynote, The Leader's Voice Playbook, which you can inquire about by emailing us at hello@diabondi.com. This work is perfect for audiences of Founders, Sales and Revenue Leaders, Engineering teams, Executive offsites and other groups whose voices have an outsized impact on the business. The Platform Map is the framework underpinning our cohort based coaching program, The Leader's Voice Intensive, which you can learn more about on our website at diabondi.com.
Forrester calls First Line Sales Managers the "secret agents" of change and Revenue Enablement teams are often on the leading edge of change alongside them. In over a decade of experience as an enablement pro, Del Nakhi of MariaDB, has learned how to create and optimize those relationships for success. Listen in as she talks about:Why the change management relationship with Revenue Leaders is so critical.Where the Revenue Enablement role ends and the Sales Leadership role begins.How Revenue Enablement can set leaders up for success.Where to start in creating this critical partnership.Del Nakhi is the founding member and global head of revenue and customer enablement at MariaDB Corporation. She has a passion for managing strategic changes to multiply the impact of her team and partnering with revenue leaders to turn strategy into a reality. As a business partner and certified change management practitioner, she's helped executives evaluate and address corporate challenges and objectives at both large public companies and smaller startups, for more than a decade. By working with and through leaders and enabling them to effectively coach their teams, Del is not only able to scale her team's efforts, but also collaboratively achieve sustained change and business impact.
In this episode of Fearless Thinkers, hear from Barbara Adey, Vice President, Head of Sales and Marketing for BTS North America, on how to drive go-to-market profitability by supporting your commercial leaders. Check out Barbara's blog on the topic, "Developing next gen sales leaders." Learn more about our Go to Market services here. Find the transcript here.
This is the B2B Revenue Leaders Podcast where we bring together sales and marketing leaders to get them speaking the same language...revenue. Every week we'll be putting out a new episode. I'm Dustin Tysick and I'll be your host. Hit me up on LinkedIn if you have guest or topic suggestions.
Today's episode is with Tom Glason. Tom is the co-founder and CEO of Scalewise which helps ambitious B2B tech scale-ups accelerate growth by providing unique and flexible access to a community of world-class Scale Experts. He's also the founding member and Chair of the London chapter of Pavilion - a private community for high-growth revenue leaders. I am a big fan of Scalewise, the Sales Impact Academy and I recently joined Pavillion. Tom definitely created a lot of value for people like myself, but also for companies in the start- and scale-up world. Topics we discussed, and unfortunately, we ran out of time: How he stumbled into sales The hard lessons you learn from telemarketing and picking up the phone Hard work paying off His background and degree in sports psychology How he met his wife when she offered him a job His experience launching a juice bar Tech and enterprise sales How he founded Pavillion (formerly Revenue Collective) to build a community around tech sales The latest report on interim and fractional leadership How this lead to him founding Scalewise and building a platform to get companies and interim and fractional revenue leaders together The average tenure of a CRO being 18 months The change of work patterns for C-Levels pre Covid but then the accelerated change due to Covid Redundancies and recession Flexibility and work life balance Sales Impact Academy - creating content and qualifications for sales leaders Tom on Linkedin if you want to get in touch Volker is a sales, strategy and leadership consultant working as an interim CRO. Find out more on his website or subscribe to his newsletter.
Iztok and his co-host Henry Harteveldt talked to Jake Maloney, Senior Manager, Ecommerce at Frontier Airlines. We were thrilled to speak with Jake because Frontier Airlines is a digital commerce powerhouse. In its June 2022 quarter, Frontier reported a record $74.96 in ancillary revenue per passenger. Jake shared how Froniter ecommerce team is organized, how they build great digital products like Discount Den, and other things that drive Frontier's ancillary revenue success. You can find the full article with key key concepts, quotes, and other notes from this chat with Jake here: https://diggintravel.com/airline-ancillary-revenue-leaders-frontier-airlines-case/
This week's episode of Tech Sales Insights LIVE features guest Max Altschuler, VP of Sales Engagement at Outreach This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built for Revenue Innovators by Revenue Innovators. Outreach allows you to commit to accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence that guides you and your team to win more often. Send in a voice message: https://anchor.fm/salescommunity/message
Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table. Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts. Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most important metrics for revenue leaders to know and understand (11:29), how to calculate your company's quick ratio using growth accounting (15:52), the biggest mistakes revenue leaders make after securing Series A funding (19:08), and the cost of not knowing your numbers (21:50). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time. Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach to making the most out of your valuable asset. Key Takeaways08:29 - 10:05 How to maximize your productivity with limited time19:27 - 20:21 Data Breakout: Impacts of a break20:47 - 23:26 How your sales team can start creating urgency in their sales27:32 - 29:21 The key to effective selling is finding problems34:12 - 36:53 The most effective sellers are ambiverts42:05 - 42:58 Micro Action: Observe yourselfWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Daniel Pink: https://www.linkedin.com/in/danielpink/
Mary Grothe joins the Predictable Revenue podcast to discuss how CEOs can remove friction from the outbound sales process in order to scale revenue holistically. Mary is a former #1 MidMarket B2B Sales Rep and CEO of House of Revenue, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 15 companies nationwide. Highlights include: the two stages of scaling for CEOs (1:55), the importance of narrowing down your ICPs (8:00), how to build your team as you scale (12:35), why you should customize marketing materials for each ICP (15:55), why you should hire salespeople in pairs (17:55), how to use data in your scaling strategy (19:45), the Flywheel approach to outbound sales (23:49), the untapped market most companies are missing (25:29), and what all CEOs looking to scale should do right now (27:55). -------------------- Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching
Dini Mehta, CRO at Lattice, specializes in sustainably building go-to-market engines and shares her secrets to set your organization up for success. She breaks hyper-scaling into three key areas: X, X, and X. Then Dini reveals why sometimes you have slow down and say no in order to grow fast.Key Takeaways:04:14 - 05:49 What it means to sustainably build go-to-market engines07:39 - 09:49 The challenges that come with hypergrowth15:40 - 17:21 How leaders can scale themselves, their time, and their output18:35 - 19:28 Data Breakout: Talent Development25:05 - 27:02 How to scale your revenue engines28:32 - 29:28 Micro Action: Pick 1 thing to say "no" toWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Dini Mehta: https://www.linkedin.com/in/nandinimehta/
On this episode, I talk about goals and drilling them down to engineer them and make them happen. Also, how to systematize your day and week to maximize production. Happy new year, welcome back, hope you enjoy this episode.
Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time. Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach to making the most out of your valuable asset. Key Takeaways08:29 - 10:05 How to maximize your productivity with limited time19:27 - 20:21 Data Breakout: Impacts of a break20:47 - 23:26 How your sales team can start creating urgency in their sales27:32 - 29:21 The key to effective selling is finding problems34:12 - 36:53 The most effective sellers are ambiverts42:05 - 42:58 Micro Action: Observe yourselfWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Daniel Pink: https://www.linkedin.com/in/danielpink/
The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you're capturing a lot of data, doesn't mean you're data-driven. It doesn't mean you're using data to power your business decisions. In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there's a large misconception about being data-driven: Why companies are actually performance first and data second (1:33) How putting your data first puts you in position to impact outcomes faster (3:20) The trap of “fail fast mentality” without any rigorous data measurement (7:04) Actionable tips to evolve from falsely data-driven to data-first (9:14)
Ryan Staley, founder and CEO of Whale Boss, stopped by Decision Point to talk with Brad about the setbacks and obstacles he faced along the way to founding Whale Boss, and stepping out on his own during a pandemic. Ryan Staley works with founders and Revenue Leaders implement a 7-8 figure sales system in 3 months based on the principles he had to learn the hard way. Ryan's mission is to share with you the first principles so that you can stop chasing the demanding growth expectations from PE's, VC's or even yourself. To learn more from Ryan you can visit www.ryanstaley.io or find him on LinkedIn for more daily content!
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goToday, I'm sharing with you something that I learned strictly by taking action. This wasn't a situation where I was pondering or researching to try and find answers to my problems, but this take away happened because I was taking action.What I am talking about is creating strategic byproducts. Now, when this happened to me, I didn't actually get the results I was looking for. I actually made quantum leaps in my business in a fraction of the time.A strategic byproduct is a term used by Dan Sullivan and he defines it as an unintended byproduct of taking actions on another front.My strategic byproduct happened as a result of me wanting to serve the market in a different way. I shifted my business model and had to stop doing what was working in order to serve people at a higher level.In the book, Quantum Leap by Price Pritchett, he lists out some common traps that can inhibit our growth:“The more of the same trap” - reliance on trying harder rather than trying differently.The Faith in the Familiar Trap - relying on your usual routines for success.The What isn't Seen Isn't There TrapThe You Have To Do It All By Yourself TrapThe Playing It Safe TrapThe Choosing the Wrong Risk TrapThe passivity Trap - wishing for what you want instead of pursuing what you wantThe Failures Aren't Allowed Trap - the unwillingness to make mistakes, interpreting problems as proof that you should give up and quit, ,The Perfect Timing Trap - waiting for the right circumstances4 Strategic Byproducts that came out of my business shift:Created 2 new partnerships from being on Clubhouse for an hour.My messaging wasn't hitting the market right - closed the gap between my message and the results I was getting.Learned more about my market in a week than in the previous year.I am not afraid to test anymore.Failure findings = leveraged learning.I can try 10 new things and 9 of them won't work, but one of them will. So, I will double down on the one thing that works and then find 9 new ways to try something. Then rinse and repeat!The Quantum Leap Strategy by Price Pritchett
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goI am continually fascinated by looking at what billion dollar companies are doing to achieve success. When you reach that status, it's probably pretty certain that they've had their share of failures before they achieved that success.So, anything I can do to shortcut or hack my way to success on the back of their success, then I'm all in.Today, I'm sharing one of the most counterintuitive hacks I've ever seen, and I found it by looking at Hubspot!Hubspot is probably the #2 Sales CRM, and they are only eclipsed by Salesforce. They recently crossed the $1B ARR mark.Their traffic sources are:Content - 6-7%Google - 24%Word of Mouth - 30%Logic creates decisions.Emotions create action.You create emotions by your messaging and your relationship with them.I see companies that:Have an amazing productHave a 90% retention rate.Don't talk to their customers after selling them a solution.If you develop a deep relationship with your customers, not just in the initial sales phase, but all the way through the customer lifecycle, then you will get the WOM effect.The impacts of having these well developed relationships with your customers is:It will reduce your churn rate.It will increase your net promoter score.You will begin to get inbound leads.Companies will spend more.The sales cycles will be faster.Your margins will be higher because they have a relationship with you.These are the 3 questions of the relationship:Relationships to people - who are the most important people in their lives and why? (who and why)Relationships with passions. (What do you like to spend time on outside of work?)Relationships to the person. (Why do you like that the most?)Leveraging these 3 questions will allow you to develop much deeper relationships with your clients than anyone else.
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goThe reality is that buying behavior is changing and we need to be aware of these trends so we can adapt and change so our numbers don't stagnate.I read some really interesting data the other day and I wanted to make you aware of the data. It's from a Forester 2021 buying study with over 1000 respondents.Looking at things from the buying process will help you get more sales.How are buying habits changing?Buyers now means a buying group. 63% of companies now have 6 or more people involved in the buying process. It's a more complex buying process. The number of buying interactions jumped by 10, going from 17-27. Trust is a huge factor. Buyers go everywhere for information. Self directed research is king. More options = less clarity.These 3 important areas of buyer considerations that you need to keep in mind if you want to be in the top 1% in sales.If you want to be a leader in your space, you have to become a student of the game.
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goIn looking at how many software companies are growing their base, I am finding that some of the more successful ones are really investing in referrals. Now, you know I love referrals as an easy way to grow revenue, so I thought it was worth diving into a bit more.There are 3 ways to increase your WOM Metrics:MeasureMandateMagnifyMeasure:A lot of companies don't track what percentage of customers comes from word of mouth.This is a key metric.HubSpot is a ninja in marketing and content marketing and 33% of their revenue comes from word of mouth referrals.Mandate:It has to be a mandatory work flow to ask “Where did you hear about us?”. Ask at multiple points in the sales cycle - sales reps need to be asking and it needs to be built in the automation.Magnify:If you focus on it, it grows.If you set a goal for the metric, it grows.Bill.com just had an IPO and saw 50% of customers come from other customers.If your percentage of WOM grows over time, that's a good sign.This is how I grew my business, starting from zero, with no marketing department or anything.Accelerate It By:Getting your customer the outcome they need with the solution you provide.What is your mini-brand (niche)? Focus on that before you start expanding.Systemize the referral process.Don't get distracted. Stay focused on where you have synergy.Share social wins.I'm such a fan of referrals because:Referrals are the cheapest traffic you can get.They cut the sales cycle in half.They are 120-150% more profitable.
➡️ About The Guest A career revenue and sales executive. Ryan Staley had his first success in business as an inside sales representative selling cutting edge technology and training to CIO's, CTO's and VP's of the largest Investment Banks and Brokerages in the world. He finished #1 nationally, was promoted to Manager and then Sr. Manager. This experience later launched Ryan into a leadership position (at a new organization) in which he was responsible for transforming a struggling business unit into the top performing office, creating an enterprise team from scratch and in developing a recurring revenue engine. The new business unit resulted in growth from 0-$30M Annual Recurring Revenue, $30 Million in capital revenue, over (30) $500,000 plus contracts and a $20 Million contract (with ONLY 4 Sales people and without lead generation). Ryan codified the playbook that he's learnt and executed over every single sales role he's held in his career and built out his own firm, Whale Boss, working with executives, CEO's or Revenue Leaders to implement a 7-8 figure sales system in relatively short, three-month sprints. ➡️ Talking Points 00:00 - Intro 04:18 - Ryan's origin story. 14:05 - The importance of networking. 18:57 - How to move up market and sell bigger deals. 23:11 - Find larger new customers and sell more to existing customers. 24:51 - Customer referrals. 26:23 - Dropbox's referral system. 29:29 - Help 100 million people grow their business. 35:24 - The secret strategy to sell to enterprise. 44:15 - Reinventing yourself later on in life. 46:46 - Good books for entrepreneurs. 48:12 - Ryan's definition of success. ➡️ Show Links https://www.linkedin.com/in/ryan-staley/ https://bit.ly/3BmuKCl ➡️ Show Sponsor Gusto - gusto.com/scott (3 months free payroll / platform services) Gusto's people platform helps businesses like yours onboard, pay, insure, and support your hardworking team. Payroll, benefits, and more. Just Works - justworks.com Run your business with confidence with Justworks. Get simple software + expert support for payroll, benefits, HR, and compliance. Ladder - ladderlife.com/successstory Ladder is life insurance built to be instant, simple and smart. We offer direct-to-consumer, term life insurance online. Canva - canva.me/successstory Canva makes video & graphic design amazingly simple for everyone! Get a photo editor, video maker, and logo creator all in one free editing app. BKA Content - bka.com/success Buy SEO articles, blog posts, web pages and more from the #1 content writing service in the industry. Work with real people, not programs! ➡️ Success Story Podcast Stories worth telling. Welcome to the Success Story Podcast, hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary. On this podcast, you'll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship. Scott will discuss some of the lessons he's learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights. He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between. Website: https://www.scottdclary.com Podcast: https://www.successstorypodcast.com YouTube: https://www.youtube.com/scottdclary Instagram: https://www.instagram.com/scottdclary Twitter: https://twitter.com/scottdclary Facebook: https://facebook.com/scottdclarypage LinkedIn: https://linkedin.com/in/scottdclary
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders, and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goHave you ever learned something in your career the hard way? Often, we only realize the value of lessons much later when we have gained a lot more experience. Today's guest, Sam Jacobs, learned about humility only after quitting his job in investment banking to start a record label that failed abysmally. He also learned some vital lessons after getting fired multiple times from several different companies over the last decade. Sam has had a huge diversity of experiences. He is the Founder and CEO of Pavilion, the premier community and premier development platform for high-growth leaders and their teams at every function.After grinding for a long time, Sam started Revenue Collective as a group therapy session and community for his friends and peers so that they could support each other, help one another find jobs, and get better at their jobs. He started the community as a group in New York. They got together every quarter to talk about their problems and challenges over some drinks or a meal. People from all over the world started hearing about it. They began reaching out to Sam to start new chapters. So they got some other chapter heads in London, Toronto, Boston, and Amsterdam, and they also added Indianapolis, Denver, and Atlanta. Revenue Collective started charging dues at the start of 2018. Sam was still working then, so it was a side-hustle for him. After getting fired from his job a few months later, he decided to do it full-time. He figured that if he got 2000 paying members, he could survive in New York. It was a huge success, and they rebranded to become Pavilion. The mission of the company is about helping each person get where they want to go in their life through their work. Pavilion was profitable, and Sam was not planning on raising any money. However, he got an email from Elephant Ventures, offering him $25,000,000. So he took the money and used it to build his company to where it is today. Getting fired sucks for many reasons, regardless of how much you get paid for severance. Despite making a lot of money at Gerson Lehrman Group, Sam was not happy there. He went through a divorce at the same time as he got fired from GLG, so he lost a lot of money, and his income also dropped drastically. That was the start of a radical transformation for Sam.Sam went to work for Axial in their very early stage. After getting fired, he went to Livestream. He left there to join TheMuse.Com as their CRO and, after seven months, was asked to leave. They felt he was not a good fit for their culture because he was too hard. He then moved onto Behavox but got asked to leave because he was too lenient. Getting fired at the executive level is not quite as crazy as getting fired as an account executive. At the executive level, you get fired as an individual contributor because you did not hit your number. If you get fired as a C-Suite executive, however, it is probably because your vision does not align with what the CEO wants to do, and ultimately, you are in service of the CEO's vision.Although he is introverted, Sam loves to help people. Since starting Revenue Collective in 2016, Sam has been sincerely looking for ways to help his friends and the broader community. Sam loves hearing about people who work hard, want to be better, do things the right way, and succeed. He recently did a workshop for their Rising Executives Program and realized that 5 of those who joined their January class have already been promoted to VP.Getting fired from The Muse was a turning point in Sam's life. That was when he decided to stop relying on other people and start charging dues for Revenue Collective. He also decided to try for sponsorship, so he asked Kevin O'Malley of SalesLoft for $10,000 to put together a dinner for him in New York each quarter. Kevin agreed, and Sam started charging dues of $50 per month. 19 of the 21 members paid their dues. Sam kept on moving forward, and more people wanted to join his collective.To build a successful company, you need to find a technical person to build a product. Unfortunately, finding engineers is the hardest part of building a company because most engineers want to work for other smart engineers. That is why you need to have a product-driven founder. Before, Sam never gave himself the right to believe that his community could get big and never allowed himself to dream. Covid was an inflection point because everything became digital, and many networking businesses failed to adapt and went out of business. They adapted very quickly, however, and grew 5x during Covid.Over the past few months, Sam finally let himself believe that the thing he was doing could be huge. A paid membership model is a more elegant way to do things because it forces people to commit, and they can be your customer. Sam built Pavilion, which is worth $100,000,000, using other people's tools. That makes him wonder if we could be moving to a world where engineering talent is no longer the prerequisite that it used to be to build a valuable company. Quantifying his values and writing down what he believed internally for his company (then Revenue Collective) was extremely powerful for Sam. In 2018, he decided that if his company grew to 1000 people, he would stay close to the reasons he started in the first place, keep on checking in with those values, and be as helpful and useful to the membership as possible.You don't need to be a genius with B2B. You only need to listen to your customers. They will tell you what they want, so keep your mouth shut and listen. One of Pavilion's values is: Listen closely. Act quickly.All Sam thinks about is what people need.During Covid, Sam decided to start an exclusive community that people could only join if they were out of work. It was to help people find jobs and provide group therapy for those who could not. He called it On the Bench, and there are currently 200 people in the program. Sam had no master plan. He just tried to do the next right thing.There are 3 jobs for the CEO:Never run out of moneyRecruit or build a teamSet the visionYou need to delegate effectively. Sam is lazy, which is good because he delegates.Delegating helps you scale. If you set clear direction and clear values, you can grow.Telling people to go and figure things out is good for creating their self-reliance. It can also be difficult because sometimes it is better to have someone else help you figure things out.The top sales and marketing levers that Sam pulled to get the growth he did from a bootstrap perspective for Revenue Collective were:He created brand affinity by explicitly encouraging people to put Revenue Collective on their LinkedIn profiles. Initially, 50% of the community did it. Now, 82% of the community does it.He created a multi-level marketing component to Revenue Collective because he shares the money from the dues with people for the work they do for the platform. Some of the members tied their brands to Revenue Collective because they benefited personally from a financial incentive for doing that.He does unscalable things that lead to scale, like coaching calls, to show customers that he cares. Sam feels that people are overly obsessed with ‘scale' on the margin.Venture capital is good if you have a strong product-market fit and a strong go-to-market fit. The limiting factor in your growth is just money, so if you have something that lots of people love, get it into as many hands as possible, and cement your competitive advantage, venture capital can be very powerful. Venture capital is a bad thing if you misdefine what you perceive to be your exceptionalism, and as a consequence, you take on a lot of money, obligation, and an expectation of growth that you are not ready to deliver on.It could take 18 months to 2 years to work yourself into a position to raise money.Sam cares about a different way of doing business and teaching people that you can split the difference and leave some money on the table. It is okay to do something for someone without asking for anything in return, even if some people take advantage of your generosity. It will all come back to you eventually for what you want to achieve in your life, including making money.There is a different way to live. It is about helping before asking for help, looking to offer advice, and not treating relationships transactionally.Links and resources:Sam Jacobs on LinkedInJoin PavilionEmail Sam Jacobs: sam@joinpavilion.comNeed help scaling your revenue? Apply to work with Ryan at https://scalerevenue.io/apply
Are you ready for a Challenge? Join me LIVE with other CEO's, Founders and Revenue Leaders from July 26th-30th at the Referrals for Revenue Challenge: https://www.referralsforrevenuechallenge.com/goRight now, there are some really big companies that have tapped into a way to bring in a tsunami of new customers to their business. Success leaves clues, and it's important to look at what they are doing and what you can use for your business.I was listening to Tony Robbins speak at a business conference. He asked the crowd of 5000 business owners an important question.“How many of you have a referral system that you track KPI's on? Please stand.”350 people stood up.He then went further, asking those who were already standing...“How many of you have 2 or more referral systems that you track KPI's on? Remain standing.”Only about 150 remained standing.Out of 5000 business owners, only 150 had multiple ways to get referrals and track results. That's just 3% of businesses.This is the single best way to grow and double your business.So why are so few businesses using it?I looked at about 9 different businesses and at every revenue level, and none of them had a referral system in place.This was proving to be a pattern, and I don't understand why businesses aren't using this method.Referrals are a no-brainer because:Referrals have half the sales cycle length 125-150% more profitable than a normal deal because they are from a trusted source.84% of buyers are kicking off their sales cycle with a referral83% of customers are happy to provide a referral after the sale, but only 29% of sales reps are asking for referrals.Why companies fail when trying to grow through referrals:They don't know the profit pathways - you want to stack the pathways.They don't have a process that is easy to collect referrals - need a super simple model. Behavior = prompt + motivation + ability.They don't prepare properly. They ask general vs. specific questions, so the referrals they do get are not their ideal clients.They don't know their prospect's peaks. What are the avalanche points in the buyer's journey. Emotion creates action. This makes most companies ask for referrals at the wrong time. Ask when they are happiest.They don't leverage persuasion properly. You have to “pre-suade” to persuade. Tap into the monkey mind. If you give someone something of value, they feel the need to repay the debt. This is hard wired into human survival.
Jon talks with Mary Grothe, Founder & CEO of Sales BQ, about how she and her team helps businesses reach success by identifying the root of the problem and rebuilding their marketing strategies. Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, a Denver-based firm of fractional Revenue Leaders who serve companies nationwide by profitably rebuilding their marketing, sales, and customer success departments by getting to the root of their revenue problems, rebuilding infrastructure, developing talent, and holistically growing their growing revenue at sometimes rapid paces. Mary has shared her sales wisdom on stages across the globe, and is currently working with sales legend Jeffrey Gitomer, on her next book which highlights BQ, the behavioral quotient, and shares her path to #1 sales rep. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big! Connect with Mary Grothe: Twitter: @MaryLGrothe Facebook: https://www.facebook.com/SalesBQ/ Instagram: https://www.instagram.com/salesbq Website: https://www.marygrothe.com/keynotes LinkedIn: https://www.linkedin.com/in/marygrothe/ Get Mary's Books: https://www.marygrothe.com/publications
This episode we have an amazing conversation with four of the most talented influencers on LinkedIn today. We talk, Sales Pitch, Discovery, Power Points, LinkedIn Connecting and much more. Join: Marcus Chan is the Founder of Venli Consulting Group. He helps B2B sales professionals sell more and sell better without needing years of experience through his coaching and training programs. Marcus is an executive member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, Salesforce and as a LinkedIn Top Voice for his results. Make sure to follow Marcus Chan on LinkedIn or head to www.sixfiguresalesacademy.com for free trainings and resources! Katie Mullen is CEO of MMS Consulting and host of the Golden Rule of Selling Podcast. She is an accomplished sales trainer, and helps train big sales teams. She currently is offering individual training as well and you can find her on LinkedIn for more info. Her LinkedIn handle is https://www.linkedin.com/in/katiefmullen/. Scott Ingram is the host of the Sales Success Stories AND Daily Sales Tips podcasts. He's the author of three books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn. He's also a quota carrying sales professional, working for the professional services company, Relationship One, as an Account Director. Scott lives with his wife and two daughters in Austin, Texas where he hosts the Sales Success Summit each October. Mary Grothe is a former #1 Sales Rep who after selling millions and breaking records, formed House of Revenue™, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 12 companies nationwide, and on average, have doubled their MRR within 10 months, resulting in an average ROI of 1,454% and an average annual revenue growth eclipsing $3.2 million. Want to be Successful in Sales? Order Today: Tom's new Sales Book, Teach Me Sales https://emeraldlakebooks.com/amzteachmesales. Interested in speaking with us about having the Team here at "Ok Boomer Teach Me Sales" work with your sales team? Call us at 919-267-9871, email us at tom@bloomerassociates.com or visit our websites: Bloomer Associates https://bloomerassociates.com/ Ok Boomer Teach Me Sales https://okboomerteachmesales.com/ Have questions about our new sales course offerings? Social Selling for Ad Sales Pro's $197 Leadership Assessment & Development $297 Sales Presentations that Work $197 Lessons Learned in Media Sales $297 All 4 week programs include: Self-paced Video instruction. Easy to follow Workbooks, 1:1 video coaching sessions. --- Send in a voice message: https://podcasters.spotify.com/pod/show/okboomerteachmesales/message
Welcome back to the Unconstrained Conversations podcast! This week, we are excited to share a special episode with you. At IDeaS, we've always been passionate about supporting educational opportunities for future generations of revenue leaders. We offer academic scholarships, free Revenue Management Foundations courses, and work closely with related educational programs around the world. We are also in the running for being named a Top Internship Program in WayUp's Top 100 Internship Programs List for the third year in a row.In honor of our dedication to educational development, we compiled some of the best career advice from our past podcast guests in this episode. The hospitality leaders sharing their advice include:Dave Roberts, faculty at Cornell (Ep. 21: Removing the Emotion – Post-COVID Revenue Leadership)Isaac Collazo, VP of analytics at STR (Ep. 25: Getting Dirty with Data)Claudia Infante, VP of revenue strategy at Margaritaville (Ep. 30: Taking Risks to Find New Opportunities with Margaritaville)Karishma Singh, area director – finance & revenue management (North Area) at The Indian Hotels Company Limited (IHCL) (Ep 38: The State of Indian Hospitality & Resetting Your Business)Steve Green, principal sales specialist for IDeaS' emerging innovations (Ep. 39: Emerging Innovations in Revenue Management—and Beyond!)Ben Thomas, chief commercial officer at Penta Hotels (Ep. 42: A Recipe for Commercial Success – Ben Thomas, Penta Hotels)Heidi Albignac, VP of client operations at IDeaS (Ep. 43 Black Swan Events – How to Overcome the Unexpected)Please subscribe to our podcast on your favorite podcast network and share with colleagues in the travel and hospitality space who may find this episode useful. Please consider leaving us a review wherever you listen to this podcast.
Mary Grothe is a former #1 Midmarket B2B Sales Rep who after selling millions and breaking multiple records, founded House of Revenue™, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. Listen to learn how to scale your company – and what mindset has to do with the size of your bottom line.
Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions and breaking multiple records, formed House of Revenue™, a Denver-based firm of fractional Revenue Leaders who currently lead the marketing, sales, customer success, and RevOps departments for 10 companies nationwide. In the past year, they've helped multiple 2nd stage growth companies between $2M - $20M, on average, double their MRR within 10 months, resulting in an average ROI of 1,454% and an average annual revenue growth eclipsing $3.2 million. CONNECT WITH Mary Grothe Website: www.houseofrevenue.com LinkedIn: https://www.linkedin.com/in/marygrothe/ Instagram: https://www.instagram.com/houseofrevenue/?hl=en Twitter: https://twitter.com/houseofrevenue?lang=en CONNECT WITH Cedric Francis Website: www.lead2greatness.com Facebook: https://www.facebook.com/cedricbfrancis Twitter: https://twitter.com/cedricbfrancis Instagram: https://www.instagram.com/cedric_francis/ LinkedIn: https://www.linkedin.com/in/cedric-francis-a0544037/
In Pursuit of Growth — Building Connections To Simplify Success
What do sales enablement, customer engagement, tequila and rabbit holes have to do with your success? Join podcast host Alice Heiman, and her guests Jay Baer and Ardath Albee, as they launch the In Pursuit of Growth monthly podcast—sponsored by Modus. These business growth experts will be discussing how sales and marketing leaders can look at revenue operations in a new light.
Confessions of a CMO: The Secrets and Successes Behind B2B's Revenue Leaders You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog starting Mon. 3/5/18. Listen in on a great discussion about Integrated Marketing. Joe believes marketing (and economics) are about the audience and never about you. Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not. Listen to the end to learn who has inspired and influenced Joe in his marketing career. As CMO, Joe Hyland is responsible for driving the global marketing, communication and brand strategy for ON24. He has over a decade of experience creating and marketing innovative products in the enterprise and SaaS software markets. Before joining ON24, Hyland was the CMO at Taulia, the SaaS market-leading financial supply chain company. He holds a Bachelor's degree from Dartmouth College
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