Podcasts about revenue rebels

We're flipping the script - today's episode has Darren Mitchell interviewing the CEO of Warmly - Max Greenwald - on The Exceptional Sales Leader Podcast. Tune in to learn the journey of the Revenue Rebels host!

In case you missed it - today's episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach.Chris's new company, Passetto, combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in growth and profitability using data.Signal-based go-to-market is an evolution of how sales teams identify which prospects have a higher likelihood to buy based on their engagement with vendors. These signals can be anything from a website visit to a “like” on a LinkedIn post. By identifying which signals have the highest intent, sales teams can then build a strategy around reaching out to the right accounts at the right time based on data, instead of taking a spray and pray approach to prospecting. Check out the recording to learn how to implement a signal-based go-to-market approach!KEY INSIGHTS:01:06 Why should we care about Signal-Based GTM?02:40 Why signal-based selling is trending right now04:33 Right fit vs right time vs right message07:27 Signal-based categories and platforms10:01 The problem with implementing signal-based platforms11:54 Advantages of having a smaller GTM team13:27 What are signal-based analytics?14:53 Scrappiest way to approach signals15:49 The ideal way to implement signals20:01 How to track signals 25:45 Structuring your signal data collection28:24 Who should implement signal-based GTM?30:12 How RevOps can pivot to signals34:55 How to prioritize signals?36:35 Building a modern GTM motion40:21 Getting to $1M+ ARR43:29 How to collect signal data 46:50 How branding improves sales outcomes49:32 Choosing marketing channels outside of LinkedIn

Many people don't realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago.In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue.Here's the problem - if your PLS motion is implemented without a strategic approach to customer experience and enablement, you'll end up in a worse position than if you gated the platform from the get-go. Today's episode welcomes Karen Chi - Founder of Karen Chi Consulting and former GTM leader of LinkedIn and Cameo. She's also the Co-Founder and Managing Partner of inVest Ventures - a Community VC fund investing in LinkedIn alumni founders building great companies.There's a common theme between signal-based GTM and product-led selling - interpreting data and predicting behaviors. Even though the concept of signal-based sales and product-led platforms started making waves recently, the concepts have been around for a long time. Karen recently attended the PLGTM conference and she's ecstatic to see that there's a passionate community around product-led companies.Building a successful product-led sales motion requires a huge paradigm shift in how you think about your go-to-market. Karen says that you can't expect your product-led motion to carry the weight throughout the whole sales process. Instead, you need to approach it with the mindset of “how do I build my product so our customers can get from 0-1 themselves” and then sales can take them from 1-100. The self-service experience can't be just a glorified lead generation tool, as you end up creating a situation where your potential client lowers their expectations of the value of the platform effectively disqualifying themselves early in the process.Check out the full episode to learn more about product-led go-to-market!Connect with Karen - https://www.linkedin.com/in/karenychi/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (05:32) - Starting a Venture Capital fund (08:32) - What is Product-Led Selling & Signal-Based GTM (10:31) - How to set up your PLG/PLS motion (14:05) - When to involve salespeople into your PLS motion (16:33) - How to educate your users (20:46) - Using the right channels to convert clients (22:57) - How to serve your free tier users (25:51) - Growing Cameo's PLS motion (31:10) - How to become a great PLS sales rep

B2B Influencer marketing is booming right now. According to Forbes 94% of B2B marketers say influencer marketing is a profitable strategy, yet if you ask around you're bound to find skilled marketers or founders who invested heavily in creator partnerships and ended up seeing less than desirable results. Here's the thing - unlike investing in safe, mature and refined marketing methods like ads or SEO, the influencer marketing route requires you to have a strong understanding of a few key aspects that might seem logical to a social media native person, but can blindsight you if you only got your first iphone after finishing college.Today's guest is Morgan J. Ingram, Founder of AMP -  a GTM production company that helps businesses drive sales through account-based content. Rather than traditional marketing, they create engaging video content and events tailored to key accounts. This earns trust and boosts sales by connecting with target customers in an impactful way.Morgan segments creators into 3 categories - brand ambassadors, who typically talk about the brand they're associated with, influencers who are classic content creators with a large following and subject matter experts (SME's) who are highly esteemed thought leaders in a particular niche. Knowing which creator category is best for your goals is going to make all the difference between a profitable and an unprofitable creator partnership.Tune into the full episode to learn how to navigate the landscape of B2B influencers and build profitable partnerships with the right people!KEY INSIGHTS:03:36 The 3 tiers of B2B influencers05:35 How to choose a brand ambassador 06:27 Building a brand ambassador strategy08:26 Structuring the right offer10:16 B2B influencer outreach11:57 Picking the person with the right content14:20 Building up internal creators16:52 How to identify the creators category18:29 Aligning the incentives 21:15 Structuring a deal with an influencer24:25 B2B Influencer marketing attribution26:05 Structuring a deal with a SMEConnect with Morgan - https://www.linkedin.com/in/morganjingram/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

Today's episode welcomes Aditya Vempaty, VP of Marketing at MoEngage - an insights-led customer engagement platform that can analyze customer behavior and engage them with personalized communication across the web, mobile, and email. MoEngage is a full-stack solution consisting of powerful customer analytics, AI-powered customer journey orchestration, and personalization - in one dashboard.Positioning is an evergreen B2B marketing topic. Technical founders often go down the route of marketing their product based on the features and benefits without taking into account what matters most - the customer's voice. The best way to hear the customer's voice is surveying. In the most recent surveys at MoEngage, Aditya has been focusing on figuring out what channels they use most in cross-channel marketing and which channels are truly effective for his clients. He recommends always to ask about effectiveness, as that will typically be the north star that you can use to cater your messaging around. An omnichannel approach is great in theory, but with the maturity of online platforms people expect to consume content that is catered to them. Before creating, you need to put in some serious time into understanding where your customers natively reside, what formats they prefer and what a truly native experience feels like. Aditya recommends that you figure out a few platforms and formats that are your best bets and then focus on how to drive customer engagement.Tune into the full episode to learn how to master positioning!Connect with Aditya - https://www.linkedin.com/in/adityavempaty/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (01:47) - Aditya Vempaty's Background (05:34) - How to approach product positioning (08:24) - Building B2B marketing surveys (12:35) - Identifying the true level of pain (15:28) - How to develop converting B2B content (18:48) - Building your B2B content funnel (22:07) - B2B Content distribution (23:49) - The value of B2B influencers

This episode continues the conversation with Chris Walker -  Executive Chairman of Refine Labs and CEO of Pasetto - a GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. He's also the host of B2B Revenue Vitals - one of the most beloved podcasts in the B2B revenue ethos.Chris brings up the statistic that 50% of revenue is typically budgeted towards your go-to-market motion, which most of the time leads to about 1/5th of that being recouped in ARR. This shouldn't be the case, as without a constant stream of venture capital this model is unsustainable. His solution is to opt in for signal based go-to-market - a new category that looks at capturing buying signals, which allows you to identify who's in-market (or who's about to be), prioritize accordingly, and take action with context.The Go-To-Market paradigm shift that Chris recommends is a pretty simple concept - stop your sales team from talking to people who are never going to buy. The idea of signal analytics and signal-based go-to-market as a whole is to have accurate data that indicates the probability of someone buying your product without wasting sales resources, and reducing your dependency  on the skill of the salesperson.Chris's new company, Passetto, is creating a new category - signal analytics. They're focused on figuring out which signals are worth using to trigger different events in the funnel and dissecting data to achieve a higher level of go-to-market efficiency. Their core focus right now is to make sure you're aware of the things that are NOT working and to battle B2B data survivorship biases, which have led profitable companies to overspend on inefficient aspects of their GTM motion.Tune into the full episode to learn more about signal-based go-to-market!Connect with Chris - https://www.linkedin.com/in/chriswalker171/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (01:22) - Getting to profitable, efficient growth (02:56) - Signal-based Go-To-Market (05:20) - Categorizing B2B signals (06:31) - Figuring out the right signals (09:51) - How to implement signal-based GTM (12:38) - The problem with Account-Based Marketing (ABM) (14:31) - The adoption problem (18:36) - The road to appropriate GTM ROI (20:56) - Why Chris started Passetto (00:00) - Chapter 10

B2B has recently been obsessed with the word “dead”.Cold calling. Email marketing. Blogs. Interview based podcasts. You name it - someone's made a case on a LinkedIn post that it's dead and discouraged many from strategies that have worked for seemingly forever.Truth is - in 2024, the word “dead” is more relevant than ever when used to refer to methodologies that were once defining the B2B revenue landscape.Between the downfall of free venture capital, the steady rise of AI and the macroeconomical state of the world, what worked yesterday no longer works today. Or possibly it never worked in the first place - you just didn't need to pay attention when the times were good.Today's guest is Chris Walker - Executive Chairman of Refine Labs and CEO of Pasetto - a GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. He's also the host of B2B Revenue Vitals - one of the most beloved podcasts in the B2B revenue ethos.For the last few years, Chris has been one of the rare voices in B2B that's called out companies on their ineffective spending habits and tried to push the market towards data-driven thinking. He challenges B2B companies to make transformational changes to their go-to-market motion instead of trying to incrementally improve outdated models that simply don't work.Tune into the full episode to learn how to build a modern B2B go-to-market playbook!Connect with Chris - https://www.linkedin.com/in/chriswalker171/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (02:14) - The Chris Walker method of revenue (04:41) - How to find the right accounts to sell to (06:52) - How B2B buyers make decisions (10:04) - The right way to sell B2B (11:57) - Demand creation vs demand capture (13:24) - The modern B2B sales motion (14:27) - Predictable revenue is dead (17:35) - Why your GTM budget is wrong

Whether you know it or not, your business has a Nearbound sales strategy.Here's the secret nobody told you - this type of partner revenue is exactly what drives most of the growth for high performing SaaS companies that take over the market seemingly out of nowhere.So what is nearbound? In simple sales terms, those are the deals that close quickly because the prospect already trusts you before the conversation even begins, as they trust the people that recommended you in the first place. This doesn't have to be a random occurrence though.Today's guest is Jared Fuller - Co-Founder and CEO of nearbound.com, and your best source to learn how to build a Nearbound strategy that helps you successfully market with people that your buyers already trust.Jared has always been a serial entrepreneur. He likes to say that his early career is a graveyard of dead startups - but between his early losses you can see huge career highlights like helping grow PandaDoc and Drift into unicorns.For smaller startups, Jared recommends building a list of your best customers and asking them about the vendors they use and trust. The top relationships on this list are the ones that control the mindshare of your buyer, meaning you should find a meaningful way to interact and partner with these companies to become part of their ecosystem. He recommends figuring out a way to collaborate on content that has you doing all of the grunt work and letting your collaborator become the hero at the lowest possible investment.Tune into the full episode to learn how to build your nearbound strategy!Connect with Jared - https://www.linkedin.com/in/jaredfuller/Check out Jared's bestseller - https://www.amazon.com/Nearbound-Rise-Economy-Jared-Fuller-ebook/dp/B0CW2WPBS6Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (01:47) - From partnerships to nearbound (03:34) - What is nearbound? (06:11) - The B2B Who economy (09:12) - Building your first Nearbound strategy (14:20) - The lowest hanging nearbound fruit (18:24) - How to partner with B2B influencers (22:51) - Creating a B2B marketing movement (26:18) - The nearbound sales blueprint

Today's episode welcomes Phil Carpenter, CMO at ALICE Technologies - the world's first artificial intelligence platform that understands construction. ALICE enhances your construction planning and scheduling abilities to help keep crews flowing on any size project – so you can build faster and cheaper.Everybody wants to be a category creator - until they realize exactly how difficult and time consuming it is. Trying to define something new and communicating it to an unaware audience at the level where they not only remember the message but also take action requires a ton of mental work. Even though category creation became a popular term in B2B recently, the concept has existed for a long time. Phil mentions that while there are certainly some pretty significant differences in category creation when comparing B2B and B2C, the tools and methodologies are quite similar. During Phil's time creating a new category in travel search engines, he leveraged journalists - the original influencers - to generate a bunch of noise and create a movement in the consumer travel space.In his current role at ALICE technologies, he uses a lot of visualization to showcase the workflows that ultimately close clients. The problem they solve is that most construction projects are over budget or executed untimely in around 80% of the cases, and the ALICE platform helps battle that through automations, workflow integrations and forecasting. To drum up noise about this revolutionary tech, they've been heavily utilizing both influencers and niche, traditional media sources.Tune into the full episode to find out more about category creation!Connect with Phil - https://www.linkedin.com/in/philcarpenter/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (04:03) - How to approach category creation (08:51) - B2B vs B2C Category creation (12:11) - How Phil approaches category creation at ALICE (14:40) - You need to spark interest (15:45) - Forming the category vision (17:17) - Building a category creation marketing team (23:42) - The right tools for category creation

Stale marketing is like stale bread.People will bite - but only if they're desperate enough.When you're going to market with a new product in a well-established, saturated space that consists of top-heavy key players with billion dollar evaluations, stale won't cut it.Today's guest is Melissa Rosentha - CMO at Insight Timer, and ex. Chief Creative Officer at ClickUp, where she built a world-class marketing engine and helped the company go from Series A to the brand that we all know and love today.Melissa's understanding of how to create a sticky brand online started with her tenure at Buzzfeed, where she built and led a team of 100+ creatives back in the early 2010's. She took the same playbook of viral, troll-esque content, adjusted it for B2B and created some of the most legendary marketing campaigns of the post-COVID era, achieving mind-boggling engagement on online media platforms.ClickUp took a chance on Melissa when they allocated a big part of their Series A budget towards building an in-house creative agency. Ultimately it paid off, as it allowed them to create a content engine that capitalizes on relevant news, consistently stays top of mind for their ICP and completely abides by their creative vision.Melissa speaks on how the secret to creating humorous and viral content that also converts is to always keep your ICP's pain points in mind and do a ton of research on online forums like Reddit to find out what they're thinking. Purely chasing virality is a losing strategy, but if you pair it with a relatable message and tie it back to the product, you'll see a positive ROI.Tune into the full episode to learn how to build a brand like ClickUp!Connect with Melissa - https://www.linkedin.com/in/melissarosenthal5/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (00:00) - Chapter 1 (03:04) - The idea behind ClickUp's marketing engine (04:45) - How to build a unique, recognisable B2B brand (09:21) - How to build an effective B2B creative strategy (11:41) - Creating B2B content that converts (14:45) - How to generate B2B content ideas (17:09) - Building a B2B production crew (21:25) - Getting your competitors involved (26:32) - What matters most when creating content

The B2B Go-To-Market landscape is changing. Again.SaaS companies have adopted a “growth-at-the-lowest-cost” model, while social media platforms are becoming more pay-to-play by the day. This doesn't go together well.But every now and then you'll notice a group of companies appear seemingly out of thin air and take over your feed. These companies then go on to announce VC rounds, hit new revenue records and build brands that are forever etched in your mind.That is the power of collaborative growth.Today's episode features Jared Robin, Co-Founder of RevGenius - a community of 40k GTM professionals. Their mission is to build trusted spaces for curious revenue professionals who are collaborating on the future of B2B GTM. Collaborative growth is the evolution of community. Instead of simply creating content for your own company, you approach marketing new products through a variety of stakeholders including SMB's, influencers, employees and the audience, which effectively creates a movement that is fuelled by a collaborative effort. You get people involved by giving them the opportunity to grow their personal brands and create additional revenue streams while increasing your own reach.This is not a new concept - B2C brands have been crafting and implementing this playbook for years, and now that SaaS companies are no longer in a financial position to approach their GTM through a “growth-at-all-cost” lens, they've been forced to adapt to a collaborative approach as it doesn't require the same level of commitment and spend that a classic marketing strategy would.Collaborative growth only works with feedback. The model of a one-sided expert relationship, while effective at building thought leadership, doesn't get people involved - which is the whole point of community. Jared's strategy is to always have an established feedback loop with those who collaborate with him, which also works as a great way to discover what the market is currently interested in.Check out the full episode to learn more on how to build a collaborative growth playbook!. Connect with Jared - https://www.linkedin.com/in/jaredrobin/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

The biggest myth that movies like The Wolf of Wall Street propagated about sales is that you need to be an a$$hole to succeed.The truth is that most great salespeople who later move on to lead high-performing teams and start companies, typically begin by adopting a lone-wolf, success-at-all-cost mentality, which only gets you so far before limiting you from unlocking your true potential.Today's episode welcomes Adam Jay - a seasoned sales leader and ex-CRO who now runs Revenue Reimagined - a GTM Special-Ops team that gets in the trenches with their clients and helps them achieve their revenue goals. He's also the co-host of the Revenue Reimagined podcast - a top 10% podcast designed for founders and revenue leaders looking to uncomplicate their revenue engines.Adam calls himself a “recovering CRO”. He's led sales in 7 different startups over 15 years, with his earlier experiences stemming from the healthcare industry. He's been involved in many different industries over his career, all of which made him realize that the biggest problem founders face is getting their product to market and scaling revenue.A great go-to-market strategy doesn't save a bad product. Prior to working with a client, Adam's team does a full audit of the business to understand the product and the problems they're trying to solve. This process determines if the startup will sink or swim, ultimately answering if a potential engagement is the right move.Adam speaks on his early sales career. He was the type of performer that gets to set his own rules and ignore collaborating with others. He knew that by asking the right questions and truly listening to his prospects is the key to success, but he wasn't a big fan of sharing this knowledge with others - which ultimately held him back when he decided to pursue management positions. Unlocking the skill of truly understanding your prospects is no easy task - otherwise everyone would be a top performer in sales. Adam's background in healthcare helped him a ton, because when you're working with doctors you really need to understand what the true priorities and north stars of your prospects are. He recalls a situation where one of his teammates had tried to play the ROI card on a doctor, who sent them packing as the teammate didn't understand the true priority of the prospect - saving lives.Tune into the full episode to learn more on how to get ahead without being an a$$hole!Connect with Adam - https://www.linkedin.com/in/adambjay/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (02:52) - The biggest problem founders face (05:39) - Is the consultancy space oversaturated? (06:43) - Unlocking the privilege of being an a$$hole (08:23) - The secret to becoming a top sales performer (12:14) - The problem with discovery calls (13:12) - Where competitive sellers fail (19:08) - Going from Sales Manager to VP of Sales (22:07) - Top performing rep to top performing leader

If you got into sales over the last 4-5 years, chances are you've never worked on the sales floor.While remote is wonderful, there's something truly special about the level of interaction, feedback and energy you get when you're closing deals as a team in-person.Before you start bickering about remote being the only way you'll ever work, take a moment to listen to someone who's led 4 revenue teams to exits and recently ran enterprise sales at Meta.Today's guest is Vince Beese - Founder & CEO of Sales HQ and Sales@Scale - a B2B sales consultancy accelerating revenue growth for venture capital-backed startups.Networking opens up doors that you never even knew existed. In a remote world, your best bet when trying to build lucrative relationships is to get active on LinkedIn. Vince mentions that you don't necessarily have to become a content creator overnight - just connecting with people, inviting them to intro meetings and keeping your eyes peeled for the right opportunities is enough to achieve your desired outcomes.Vince speaks on the importance of choosing the right sales job. As a new seller evaluating potential employment, instead of choosing the fanciest product or company you can find, your focus should be finding the right leader that will mentor you and set strong foundations that will ultimately shape your sales career. Relying on a mentor alone is a losing strategy - proactive self-education and intellectual curiosity are keys to a successful sales career.There's no denying it anymore - HubSpot recently released a study saying hybrid sales teams saw a 28% increase in results compared to fully remote and on-site teams. Vince is a huge proponent of the hybrid model - and he's got the track record to prove it. His experience shows that 100% of the time hybrid or on-site teams outperform remote only.Check out the full episode to learn more on how to build a high performing sales team!Connect with Vince - https://www.linkedin.com/in/vbeese/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (04:19) - How to build community in a remote world (06:27) - Build your tribe on LinkedIn (08:07) - How to find the right job in 2024 (10:33) - Hybrid vs Remote vs On-Site sales teams (15:12) - Become more efficient at remote sales (16:35) - The magic of co-working in sales (20:35) - Combining remote and in-person

The B2B content meta is about to change.LinkedIn is getting its very own short-form video section.We all knew this was coming.And with a potential TikTok ban on the horizon, there's a whole new market of buyers that will now turn to LinkedIn for their scrolling needs. The time to invest in video is now.Today's guest knows what it takes to succeed in a video-first content world.Alex Minor is the owner of Eye AM Media - a video production & marketing agency for small businesses, coaches and entrepreneurs.Just like many creatives that make waves on LinkedIn - Alex quickly realized that being a full time creator is typically not financially feasible, so he started using his talent to help us corporate types generate revenue.Some say that starting a podcast in 2024 is inefficient due to an oversaturation of interview-based content. Even though 2020 had many people starting their B2B shows, the reality is most of those projects have grinded to a halt a long time ago. Most podcasts don't make it past episode 8 - and the amount of people starting podcasts has decreased dramatically, meaning many niches are still being underserved and ripe for the picking.The idea that video content will immediately generate leads can lead to bitter disappointment. Building an audience takes time, consistency and experimentation, but the good news is you'll be building your brand with every piece of content you release, and once you have an audience hooked - you're ready to start generating revenue.You don't need to buy a course in video creation to succeed. The great thing about social media is that you can look for inspiration that's publicly available and learn best practices while finding your own voice and style. When asked about companies that are creating great content, Alex mentions the work of Milanote and Descript.  Tune into the full episode to learn how to navigate a video-first content world!Connect with Alex - https://www.linkedin.com/in/alexminor/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (00:00) - Chapter 1 (03:26) - Should you create B2B video content? (04:38) - B2B Content is a long term strategy. (06:51) - Which B2B companies are making great content? (08:25) - How to create a B2B media brand (10:54) - Converting audience into pipeline (11:52) - The secret method to increasing reach (15:20) - Hacking the algorithm through daily posting (18:57) - What aspects of your content matter most? (20:05) - Long form vs short form video content (22:53) - Should you try to go viral? (25:34) - What content performance metrics matter? (27:37) - How to hire a content marketer or head of content

Your network truly is your net worth.If you're a new founder who's bootstrapped and shooting for the stars in a heavily saturated SaaS market, your ability to access early investors, hire the right talent and build revenue generating partnerships will separate you from the startups that sink.Here's the problem - manually asking people in your network for warm intros is highly inefficient and soon becomes a third job.This episode welcomes Olivier Roth, Chief Growth Officer at The Swarm - a platform that gives companies and investors the keys to their networks and the relationship data they need to accelerate sales, recruiting, and fundraising.Great salespeople foster long-term relationships and know how to eloquently use their network to multiply their pipeline. This is very much a manual activity, and one that is very difficult to scale or delegate.Even LinkedIn isn't built out to be a true networking platform, as people accept connection requests for a plethora of reasons - most of which have nothing to do with actually knowing the person on the other end of the screen.Olivier suggests battling this by having a process-oriented approach to involving your true network. By documenting your process, setting up regular meetings and building win-win scenarios, you'll create a real network effect that drives your desired outcomes.For those targeting mid-market and enterprise accounts, Olivier speaks about a client that had over 150 stakeholders with high value networks without a way to consistently leverage them.Tune into the full episode to learn more on how to turn your network into your ultimate competitive advantage!Connect with Olivier - https://www.linkedin.com/in/olivier-roth/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

To become a category leader in 2024, investing all of your go-to-market (GTM) resources into sales and marketing won't cut it. Getting to unicorn status requires a GTM motion where customer retention is at the forefront of the strategy, otherwise you'll never truly capture the market share needed to scale to a 9-figure evaluation.Today's guest has led Customer Success teams at heavy hitting startups like DropBox, Slack and Miro, before which he managed accounts for 2.5 years at Oracle. During his time at Dropbox, his market segment grew from $20 Million to over $100 Million ARR in 2 years - and he's sharing this story on Revenue Rebels.Josh Neal is a Customer Success Leader with two decades of direct brand and SaaS technology experience. He's led teams at some of the most recognizable rocket ships of this generation, and currently he's an advisor right here at Warmly.He's a huge proponent of Scaled Digital Customer Success, which is a method of leveraging technology to enhance the customer experience and deliver on business targets while increasing customer satisfaction. This exact methodology helped Dropbox scale their mid-market sector to new revenue records. Finding the magic method to improve your adoption and retention rates starts with testing and iteration. Josh attributes the success of Dropbox's customer success motion to a granular approach that kept breaking down user data and analyzing all possible usage methods and patterns. This required a ton of experimentation and meant that embracing failure became the norm.Tune into the full episode to learn how to scale like a unicorn!KEY INSIGHTS:01:12 Josh's background02:05 What is scaled digital customer success?02:52 When to implement scaled digital customer success?04:39 How DropBox scaled through customer success06:36 How to use data to improve your customer success motion09:03 The magic method behind improving adoption and retention11:40 Increasing adoption and retention through scaled digital customer success13:43 What made DropBox such a great product?  15:19 How DropBox successfully retained customers through experimentation18:48 Scaling a customer success motion via headcount and technology20:21 The winning principles of a customer success managerConnect with Josh - https://www.linkedin.com/in/jneal10/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

The path to becoming a marketing professional isn't linear. In 2024, a lot more people strive to become marketers than there are roles available, which is also why starting a marketing agency is the hottest business trend on social media.Today's guest is a prime example of someone who did it right - he combined multiple relevant skills and passions to build a marketing career that has led him to receive awards such as "20 Under 40" honoree, Tech Marketer of the Year, and Executive of the Year.Kenneth's path to marketing started with young aspirations of becoming a musician. He then pivoted to working behind the scenes in the music industry, found a passion in psychology, and then ultimately landed in sales, where he combined his newfound experience with a passion for writing to become the companies first marketer. Building out a partner channel is not a guaranteed success, but when it works - it works great. Kenneth shares a story about how one of their competitors was acquired by Twilio, which they later shut down. This enabled a deeper partnership with Twilio and allowed Text Request to swallow up their competitors' established book of business, increasing pipeline by 150% that year.Tune into the full episode to learn how to become a rockstar marketer through strategic partnerships!Connect with Kenneth - https://www.linkedin.com/in/kenneth-burke-1641b676/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (00:00) - Getting into marketing (02:48) - How to set up partnerships channels in B2B (05:28) - How to grow pipeline by 150% through partnerships (10:18) - Build a profitable software integration (12:18) - How to take your competitors market share (15:39) - How to build a winning SEO strategy (17:24) - The impact of a great blog article (19:01) - Which channel brings the most revenue?

When someone has a track record of being part of the revenue leadership structure at fast growing, name brand companies such as Stripe, PayPal, American Express and Sendoso, two things are certain:-They know how to build an A+ team-You should listen to them if you're looking to do the same This episode welcomes Dana Warren, Venture Partner at Canaan - an early-stage venture capital firm that invests in visionaries with transformative ideas. Dana has over 15 years of experience running revenue teams and she's joining Revenue Rebels to talk about what it means to build a team of A+ players.Building an A+ team boils down to only having A+ players. When defining an A+ player, Dana describes someone who's always pursuing excellence in all matters of their craft and never backs down from finding the right answer. She also considers diversity a key factor in high performing teams, as different backgrounds mean a larger set of skills available across the board.A common mistake that leaders make when dealing with a high performing team is adopting a “set it and forget it” mindset. Dana's approach to avoiding this pitfall is to consistently provide coaching, as even top performers can have a false understanding of various parts of the process and helping them round out their game is how you turn them into A+ players.Tune into the full episode to learn how to build an A+ player revenue team!Connect with Dana - https://www.linkedin.com/in/danamwarren/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

Ryan Yackel is the CMO of Databand.ai, the industry's first proactive data observability platform that spots data errors, triages them, and alerts the right people so that it can be fixed immediately.Ryan started his career in sales engineering, then product marketing, then running all of marketing. And he's had a unique perspective of working at companies with highly technical products.I get asked this question all the time: how do you market to developers?In this episode we're going to cover this exact topic.Learn how Ryan navigated the developer ecosystem to generate 100,000+ youtube views, 1,000+ downloads of their ebook, and 10x their yearly marketing budget in qualified pipeline.

Paul Ross is the CMO of Affinity, the relationship intelligence CRM that has grown rapidly in the last 4 years. Affinity's target audience is primarily the PE and VC community, which Paul mentions has a healthy amount of FOMO (fear of missing out) when it comes to getting an edge against competitors. In this episode we talk about how Paul uses that FOMO to his advantage, as well as cut $300,000 in LinkedIn ad spend a month and re-allocate that towards content and community initiatives that 1) solve customer problems and 2) harnesses customer relationships. After the first month of cutting paid ads, pipeline remained flat. And then it started to grow. In 2023, Affinity delivered a million dollars more qualified pipeline on a 25% less budget allocation. 

Joran Hofman is the founder of Reditus, a B2B SaaS affiliate marketing platform. Prior to that he was the Head of Customer Success at Leadfeeder where he got tired of referring tools after his demos. So he decided to make a website of all the tools he refers people. The website had 30,000 visitors a month but Joran had trouble earning money from affiliate B2B SaaS companies he referred. So he decided to build a tool that solved his own problem.Today we're going to talk about why you need to build an affiliate program, when to build one, and what are the actionable 1-2-3 steps you can do today to set one up.

Adir Ben-Yehuda was the first sales hire and VP of Revenue at Walnut, the industry's leading interactive demo platform. He grew the company's revenue from 0 to double digit millions in ARR. But it's not his first time doing it. He's figured out his own repeatable sales optimization process and how to build a narrative around the product and category.Today we're going to talk about that growth story and the lessons they learned along the way, like what VPs of sales should do in their first 90 days, the process Adir used when narrowing focus on the right ICP and messaging towards that ICP, how to handle the age old sales objection “not right now,” and how to build systems to get ahead of the next stage of growth. 

On the first episode of this bright new year, host Will Francis welcomes Rhoan Morgan to the show. Rhoan is founder and CEO of the MarTech agency DemandLab, host of Revenue Rebels podcast and a monthly columnist for CMSWire. "Saying no is actually one of the most important things you have to learn because the agency will die unless you are quite specific and focused about what briefs you take on" Rhoan Morgan. Working in marketing over several decades, Rhoan recounts how agency services, and life, have changed - to the point where things couldn't really be better! She offers insights into working with clients in a data-driven age, how to start and run your own agency while maintaining the right focus for your offerings, getting referrals, why awards and industry-recognition are so important (for clients), looking after your staff through training and benefits, as well as tips on how to deal with an agency from the other side. The Ahead of the Game podcast is brought to you by the Digital Marketing Institute and is available on our website, Apple Podcasts, Spotify, and YouTube. A full transcript of this episode is available on the DMI website, where you'll also find all our other episodes on our extensive digital marketing library of ebooks, toolkits, podcasts, webinars, blogs, and more! Join for free today If you enjoyed this episode please leave a review so others can find us! If you'd like to be a guest on the show, drop us a line at podcast@digitalmarketinginstitute.com.

The role of the CMO has changed so much in the past 20 years, and Rhoan Morgan has taken a notice. Tune in to hear how this marketing thought leader and serial CMO thinks about marketing from the purview of the C-Suite. If you want to hear more from Rhoan, check out here podcast Revenue Rebels here

It’s not often that we have both marketing and sales roles on one show. This month, we do! Steve Ross and Kelly Justice lead sales and marketing, respectively, at Outreach, the leading enterprise-ready sales engagement platform that accelerates revenue growth by optimizing every interaction throughout the customer lifecycle. This month on Revenue Rebels, host Rhoan Morgan sits down with our guests to get both the marketing and sales perspective as it relates to alignment, reporting, attribution, and more.

This month on Revenue Rebels, we're switching things up with Rhoan in the interviewee seat. In a recent interview with Glenn Gaudet on the AMP Up Your Digital Marketing podcast, Rhoan discusses all things marketing-led CX. From what CX is, how B2B and B2C CX are different, to how marketing can influence organization-wide CX efforts. If you're interested in learning more about marketing-led customer experience (MLCX), visit DemandLab's MLCX resource center. And if you enjoyed listening to this show, check out more episodes of the AMP Up Your Digital Marketing podcast.

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome. This month on Revenue Rebels, join us as Rhoan Morgan sits down with Stuart Gilchriest, Director of Customer Experience and CCX at Hertz to explore:Who owns CX and where it should live within an organizationThe role data plays in a successful CX strategyTips B2B can take from B2C CX

In many ways, CX and Marketing are the key parts of the business tasked with thinking about the future of the business, and in particular, customer needs. Businesses that closely align these two functional areas can have a greater impact on the customer experience, and essentially a better business outcome.This month on Revenue Rebels, join us as Rhoan Morgan sits down with Stuart Gilchriest, Director of Customer Experience and CCXP at Hertz to explore: Who owns CX and where it should live within an organization The role data plays in a successful CX strategy Tips B2B can take from B2C CX Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Being adaptable and relevant in today's market requires a powerful marketing strategy and incorporating video is a great place to begin. In this episode of Revenue Rebels, host Rhoan Morgan is joined by CEO of 522 Productions, Alisa Vossen to discuss how to effectively leverage video marketing. Alisa shares her team's latest "rebel act," how video improves the customer experience, and how to measure success and ROI.

Being adaptable and relevant in today's market requires a powerful marketing strategy and incorporating video is a great place to begin. In this episode of Revenue Rebels, host Rhoan Morgan is joined by CEO of 522 Productions, Alisa Vossen to discuss how to effectively leverage video marketing. Alisa shares her team's latest "rebel act," how video improves the customer experience, and how to measure success and ROI. Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

There are two pillars of marketing: success and engagement. Success is typically measured by revenue growth and business goal attainment. Engagement is focused on building relationships with your audience, proving value, and establishing lasting connections. This month’s guest, Joe Folan, shares how marketers can pivot from being selling-centered to relationship-centered to drive success. About Rhoan's guest: Today’s guest on the Revenue Rebels podcast is Joe Folan, the Vice President of Marketing for The Center for Leadership Studies. He has over 19 years of marketing experience having helped companies in various industries including technology, healthcare, nonprofit, and B2B companies through brand and offering evolutions in order to stay competitive and innovative in their space.  Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares:How she defines revenue marketingWhy organizational alignment to customer experience is keyBarriers to companies becoming revenue-centered and focusedThe tools and tech marketers should have in their toolkit to lead this transformationTo learn from more Revenue Rebels like Shannon Dougall, listen to previous episodes here.

This month's Revenue Rebel joining the podcast is Shannon Dougall, Head of Marketing at DevFacto and she's giving listeners insights on revenue marketing, organizational alignment, and more. Listen in as Shannon shares: How she defines revenue marketing Why organizational alignment to customer experience is key Barriers to companies becoming revenue-centered and focused The tools and tech marketers should have in their toolkit To learn from more Revenue Rebels like Shannon Dougall, listen to previous episodes here. Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Jeanne Bliss is a leadership and customer experience strategic advisor and keynote speaker who helps the worlds' most beloved companies become unforgettable; earning growth and admiration through their elevated business practices and the humanity of their people.In this episode, Jeanne shares how true customer experience transformation can and should lead to companies and brands becoming unforgettable. ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing.  You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. Some of the items discussed are: How to target personas Tools for segmentation strategy Why data is one of a company’s biggest investments Why all company marketing plans start with good data How Phreesia uses segmentation in building a go-to-market plan Why Phreesia uses segmentation to develop marketing campaigns and content Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.   You may also like: How Revenue Operations Improves Customer Engagement Hear the best of Rhoan Morgan here.   ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing.  You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. Some of the items discussed are: How to target personas Tools for segmentation strategy Why data is one of a company’s biggest investments Why all company marketing plans start with good data How Phreesia uses segmentation in building a go-to-market plan Why Phreesia uses segmentation to develop marketing campaigns and content Revenue Rebels is hosted by Rhoan Morgan, CEO of DemandLab the host sponsor.   You may also like: How Revenue Operations Improves Customer Engagement Hear the best of Rhoan Morgan here.   ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

This month’s guest helped create a new category of marketing – Tactile Marketing Automation (TMA) – and is helping marketers learn how to leverage this marketing tactic to engage with customers and prospects on a personalized level while overcoming digital clutter. Join us as Rhoan Morgan talks with Marne Reed, Chief Evangelist, VP Strategic Alliances at PFL.com about direct mail, personas, and more. About Our Guest Marne Reed is the Chief Evangelist and a 17-year veteran at PFL. She is an authentic business leader tasked with guiding PFL’s expansion into enterprise software solutions, which includes the creation of a new category called Tactile Marketing Automation (TMA). Not afraid of a good business or personal challenge including raising her 4 boys without the loss of any major body parts. She is passionate about a fine glass of wine and relaxing with her chickens.  ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

We consider today’s guest a true rule breaker! Randy Frisch, CMO and Co-Founder of Uberflip, joins the Revenue Rebels podcast to share how marketers can evolve their thinking around content marketing and content experience.Host, Rhoan Morgan sits down with Frisch to discuss:Why marketing leaders must prioritize content experiencesWhat a successful content experience looks likeHow marketers can overcome the biggest roadblocks to crafting exceptional experiencesP.S. We do drop an F-bomb or two in today’s episode, so turn the volume down or use headphones if you’re around children or in the office.About Our GuestRandy Frisch is the CMO and Co-Founder of Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer’s journey. He has defined and led this movement, prompting marketers to think beyond content creation and truly put their customers first by focusing on the experience. He is also a host of Conex: The Content Experience Show podcast, was named one of the Top 50 Fearless Marketers in the world by Marketo, and is the best-selling author of F#ck Content Marketing: Focus on Content Experience (yeah, he swears sometimes).

  Whether we know it or not, we're all creating content experiences. Sometimes, they just suck...   Today's guest is a rule-breaking marketer and a leader in the content experience movement. Randy Frisch, CMO, and Co-Founder of Uberflip, joins the Revenue Rebels podcast to share how marketers can evolve their thinking around content marketing and content experience. ---more--- Host, Rhoan Morgan sits down with Frisch to discuss:Why business leaders must prioritize content experiences What a successful content experience looks like The biggest roadblocks marketers experience P.S. We do drop an F-bomb or two in today’s episode, so turn the volume down or use headphones if you’re around children or in the office.About Our GuestRandy Frisch is the CMO and Co-Founder of Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer’s journey. He has defined and led this movement, prompting marketers to think beyond content creation and truly put their customers first by focusing on the experience. He is also a host of Conex: The Content Experience Show podcast was named one of the Top 50 Fearless Marketers in the world by Marketo, and is the best-selling author of F#ck Content Marketing: Focus on Content Experience (yeah, he swears sometimes).   ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Lauren Weiner, Executive Director, Marketing at IHS Markit has been through four acquisitions in her career and has some tips, insights, and word of wisdom for marketers. In this episode of Revenue Rebels, we explore what happens in the first hectic months after acquisition and how marketing can smooth the transition. Host Rhoan Morgan and Lauren Weiner discuss:How marketing should prepare for an acquisitionHow to pivot and adjust the brand on the flyCollaborating with the right business teamsIntegrating marketing technology across businessesOvercoming challenges to achieve successAbout Our GuestLauren drives marketing and strategic planning efforts for IHS Markit’s Private Markets and Corporate businesses on a global scale. She is also responsible for enhancing client relationships through network affecting experiences and ensuring that client-facing sales and service professionals are able to communicate and deliver the unique value that IHS Markit’s products and services bring to clients and business partners. Lauren joined IHS Markit through the acquisition of Ipreo in July of 2018. Prior to Ipreo’s acquisition of iLEVEL, Lauren held the role of iLEVEL’s Head of Marketing. As a leader with nearly 15 years of experience, Lauren has a well-rounded marketing background in both B2B and B2C.

Lauren Weiner, Executive Director, Marketing at IHS Markit has been through four acquisitions in her career and has some tips, insights, and word of wisdom for marketers. In this episode of Revenue Rebels, we explore what happens in the first hectic months after acquisition and how marketing can smooth the transition. Host Rhoan Morgan and Lauren Weiner discuss: ----more---- How marketing should prepare for an acquisition How to pivot and adjust the brand on the fly Collaborating with the right business teams Integrating marketing technology across businesses Overcoming challenges to achieve success About Our Guest Lauren drives marketing and strategic planning efforts for IHS Markit’s Private Markets and Corporate businesses on a global scale. She is also responsible for enhancing client relationships through network affecting experiences and ensuring that client-facing sales and service professionals are able to communicate and deliver the unique value that IHS Markit’s products and services bring to clients and business partners. Lauren joined IHS Markit through the acquisition of Ipreo in July of 2018. Prior to Ipreo’s acquisition of iLEVEL, Lauren held the role of iLEVEL’s Head of Marketing. As a leader with nearly 15 years of experience, Lauren has a well-rounded marketing background in both B2B and B2C. ___________________________________________ Revenue Rebels is hosted by Rhoan Morgan of DemandLab which is a program on the Funnel Radio Channel.  DemandLab is the sponsor of Revenue Rebels    

Is marketing & sales alignment achievable? There is no question how critical alignment between your marketing and sales team is. But, is alignment achievable? At Lola.com, it certainly is.Jeanne Hopkins, CMO and Ryan Ball, VP of Sales join the podcast this month to share how their collaboration and alignment impacts business growth and revenue. Listen to this episode to uncover the root causes of misalignment and gain tips for achieving alignment within your own company.About Our GuestJeanne Hopkins, CMOAs Chief Marketing Officer at Lola.com, Jeanne Hopkins leads both the company’s marketing organization, building a metrics-based powerhouse to fuel demand as well as its customer success organization, ensuring a great Lola customer experience.Jeanne hosts Lola.com’s Table Fries podcast which introduces listeners to the diverse group of Lola.com women.Ryan Ball, VP of SalesAs the Vice President of Sales, Ryan is responsible for driving the organization towards its broader revenue goals by establishing the strategy, targets, onboarding, training, and career growth of the sales team.Ryan hosts the Road Warrior Radio podcast where he shares stories and tips for and from frequent business travelers.

  This month on Revenue Rebels, Rhoan Morgan welcomes two guests from Lola.com, Jeanne Hopkins, CMO & Ryan Ball, VP of Sales. This episode will provide listeners with tips for improving alignment between two of the most important business functions–marketing and sales. It will also explore the impact that marketing and sales alignment have on both business growth and revenue.   About Our Guests Jeanne Hopkins, CMO As Chief Marketing Officer at Lola.com, Jeanne Hopkins leads both the company’s marketing organization, building a metrics-based powerhouse to fuel demand as well as its customer success organization, ensuring a great Lola customer experience. Ryan Ball, VP of Sales As the Vice President of Sales, Ryan is responsible for driving the organization towards its broader revenue goals by establishing the strategy, targets, onboarding, training, and career growth of the sales team.

In last month’s episode of the Revenue Rebels podcast, Rhoan Morgan sat down with Kristy DelMuto who shared her journey leading a content marketing effort that boosted drastic results for private equity firm, LLR Partners – like a triple-digit increase in engagement. In part two, DelMuto shifts the discussion from strategy to execution to provide listeners with specific tactics their companies can implement to elevate their content marketing. Listen to the full show to learn:How to create content that excites top-level executivesHow to effectively engage your entire team in your content effortsWhy data is key to content successAbout Our GuestKristy DelMuto, VP of Strategic Marketing, LLR PartnersAs the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

How did a middle-market private equity firm manage to differentiate itself in an overly crowded and competitive market while attracting a wider audience and driving revenue? By leveraging content marketing and developing high-quality thought leadership.In this episode of Revenue Rebels with Rhoan Morgan, Kristy DelMuto, VP of Strategic Marketing at LLR Partners shares how she has helped to elevate the firm’s content marketing initiatives while boosting results like a 195% increase in engagement, 18% month over month site conversions, and a 62% in social reach.About Our GuestKristy DelMuto, VP of Strategic Marketing, LLR PartnersAs the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

How did a middle market private equity firm manage to differentiate itself in an overly crowded and competitive market while attracting a wider audience and driving revenue? By leveraging content marketing and developing high-quality thought leadership. ----more---- In this episode of Revenue Rebels with Rhoan Morgan, Kristy DelMuto, VP of Strategic Marketing at LLR Partners shares how she has helped to elevate the firm’s content marketing initiatives while boosting results like a 195% increase in engagement, 18% month over month site conversions, and a 62% in social reach.   About Our Guest: Kristy DelMuto, VP of Strategic MarketingAs the leader of LLR’s strategic marketing, Kristy works to codify why growth happens and help business owners access the capital, insights, and resources they need to scale. She translates actionable growth advice from LLR’s portfolio companies, network of senior operators and team into digital and live content, creating opportunities for best practice sharing among business leaders.Kristy also manages LLR’s brand, marketing, public relations, and social media presence, enabling intermediaries to stay informed on the firm’s investment focus and helping executives determine if LLR is the right partner to support their company’s growth.

Digital transformation is an organization-wide effort, but it starts with the leadership of marketing. From vision creation to team empowerment, CMOs and marketing leaders are poised to drive transformation within their organizations but not all are well-versed in how to approach this transformation.This month on Revenue Rebels, Rhoan Morgan sits down with colleague Eric Hollebone, Chief Marketing Technologist and VP Marketing at DemandLab to motivate and empower marketing leaders to lead digital transformation from within. Listen as they discuss:Why marketing is the ideal candidate to lead digital transformationHow to get the organizational buy-in needed to lead your transformation effortsThe role data plays in this transformationHow to transition from strategy to executionIf today’s episode inspires you to begin your transformation journey, access your complimentary copy of the Change Agents Book and Playbook to get started.About Our GuestEric Hollebone, Chief Marketing Technologist, VP Marketing, DemandLabEric brings DemandLab’s Revenue Ecosystem® Framework to life for our clients by integrating strategy, technology, and data across the marketing, sales, and services continuum. By leveraging enterprise data architecture and developing growth engines to drive digital innovation, Eric designs and customizes solutions for the entire length of the customer journey—from creating awareness to increasing revenue to enhancing loyalty and customer lifetime value.

You wouldn’t market to the CEO of a Fortune 100 company in the same way you’d market to an SMB marketing director. Why market to your customer and prospect audiences in the same way? When you prioritize segmentation, you enable your company to target the right audience with the right message at the right time, while delivering a superior experience. This month on Revenue Rebels, Rhoan Morgan sits down with Rebecca Kaufman, Director, Strategic Marketing at Phreesia to discuss the importance of segmentation in marketing.About Our GuestRebecca Kaufman, Director, Strategic MarketingRebecca Kaufman oversees Phreesia’s marketing plans and top of the funnel strategy. She is responsible for aligning Phreesia’s positioning and messaging with the appropriate segment, offering and stage of the buyer’s journey.Prior to Phreesia, Rebecca managed the New York Medicare advantage market and ACO relationships at Aetna. She also worked in management consulting at Navigant Consulting, helping to improve healthcare provider operations. Rebecca earned an MBA from Columbia Business School and holds a BA in Economics from Washington University in St. Louis.

Is your product or service a vitamin or a painkiller? This contrast is a common metaphor among startups, but one that companies across many sizes, industries, etc. should consider. As we welcome David Priemer, Founder and Chief Sales Scientist at Cerebral Selling back to the podcast, we’ll dig into a vitamin strategy vs. painkiller strategy and help listeners understand how to achieve success with the right approach.Check out David Priemer’s original article: “Want to sell someone a band-aid? Cut them."If you missed the previous episode with David, listen to it here.

Some argue marketing, some argue sales. No matter where inside sales lives, both marketing and sales play a critical part in this team’s success. Tune in to this month’s episode of Revenue Rebels as Rhoan Morgan sits down with David Priemer, Founder and Chief Sales Scientist at Cerebral Selling to discuss where inside sales fits in and how marketing and sales must bridge the gap to support this team.About Our GuestFrom his early days tinkering with test tubes and differential equations as an award-winning scientist to leading top-performing sales teams at high-growth tech start-ups, David Priemer brings a lifelong passion for uncovering the hidden insights in the world around us, to his practice as the founder of Cerebral Selling. Often referred to as the "Sales Professor", David helps organizations supercharge revenue growth, people development, and culture by combining the core principles of science, empathy, and execution. The result: an empowered organization of modern sellers who think like their customers, learn fast, and win! Previously, David held several executive leadership positions at leading technology companies including Salesforce, where he was the Vice President of Commercial Sales and creator of the Sales Leadership Academy program. He is also an Adjunct Professor at the Smith School of Business at Queen's University.David holds a B.Sc. in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. When he's not thinking about Sales, David loves to cook, write, and spend some quality family time with his wife and three girls.

As the new year inches closer, everyone starts publishing “the top X trends every marketer must follow in 2019.” While this trend-focused content may spark some ideas, basing the entirety of your plan on trends and best practices is what’s holding marketers back.This month on the Revenue Rebels podcast, we’re helping you move from trend-follower to trend-setter as we sit down with rule-breaking marketing leader, Maria Pergolino, Chief Marketing Officer of Anaplan. Stay tuned to learn:How marketers can overcome the “trend-follower” mindset and become more strategic in their planning effortsTop tips for developing your 2019 marketing plansHow to connect your plan to revenue goalsBecause here on Revenue Rebels, we don’t just follow the rules, we break them and set new ones.About Our GuestMaria Pergolino is the Chief Marketing Officer (CMO) of Anaplan. Maria is known for building world-class teams that drive growth, product differentiation, and category development. Prior to Anaplan, Maria was Senior Vice President of Global Marketing and Sales Development at Apttus, where she directed go-to-market strategy, sales development, customer advocacy, demand generation, strategic events and communications initiatives. She also has held leadership positions at Marketo, Shunra Software (acquired by Hewlett-Packard), and Chubb Ltd. Maria holds both a B.S. and an MBA in Marketing from Rutgers University.

Did you catch last month’s episode of Revenue Rebels? We’re back with part 2 of “How to Accelerate Company Growth Strategically” as Darryl details the last step in his 4-step approach to strategically growing VanillaSoft in just over a year:TriageRinse and RepeatMake some NoiseGrowListen to the full episode to hear Darryl and Rhoan discuss growth tactics, team restructuring, business team alignment, and transformation results.About Our GuestDarryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

These are the Funnel Radio Channel Programs for November 1st 2018.  The programs are offered to you in sequence.   ----more---- 9am Pacific: Predictable Revenue Radio with host, Patrick Morrisey by Altify @PatMorrissey Guest: John Kreisa, VP Marketing at Hortonworks @marked_manTopic: Going from Technology Innovation to Owning a Category  https://goo.gl/FmND48 Live Nov 1 from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category   10:30 am - Revenue Rebels by DemandLab with host, Rhoan Morgan @demandlab Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoftTopic: 4 Steps to Accelerating Company Growth https://goo.gl/RC68pA Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft. Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.   11:00 am - Sales Enablement Radio by the Brevet Group with host, Ralph Grimse @thebrevetgroup Guest: Chris Day @christopherldayTopic: Crushing Your Quota Using Situational Awareness https://goo.gl/sjTcmo Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out! 11:30 am - Sales Pipeline Radio with host, Matt Heinz @heinzmarketing Guest: Jeb Blout @SalesGravyTopic: Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount  https://salesleadmgmtassn.com/adClick.cfm?id=542 12:00 pm - Asher Sales Sense by Asher Sales Strategy with host, John Asher @asherstrategies Guest: Brian BeveridgeTopic: Aligning Sales and Marketing Strategy and Execution to Optimize Growth https://goo.gl/rN6UkR  One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing. And Brian Beveridge knows how to fix this. Even if you have winning talent and winning solutions, if you can’t get your sales and marketing strategy and execution working seamlessly you’re missing out on money.  While these challenges vary some between Enterprise and SMB markets, there are key steps business leaders can take to make substantial impact toward revenue growth. With decades of experience in this arena, Brian has key recommendations for how you can have immediate results to boost sales and crush your competition. Tune in to “Asher Sales Sense” November 1 at 3PM Eastern on asherstrategiesradio.com to hear John Asher talk with Brian Beveridge of Beveridge Consulting about “Aligning Sales and Marketing Strategy and Execution to Optimize Growth. 12:30 pm - Rooted in Revenue with host, Susan Finch @susanfinchweb Guest: Amy Franko, Author, SpeakerTopic: The Modern Seller and Why You Need to Become One.  https://goo.gl/jSsJ3b Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 

Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.About Our GuestDarryl Praill, Chief Marketing Officer of VanillaSoft, is a high-tech marketing executive with over 25 years’ experience spanning startups, re-starts, consolidations, acquisitions, divestments and IPO’s. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.

Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement.This month, Kristin Roberts, Vice President, Product Marketing at Phreesia, joins the Revenue Rebels podcast to share strategies on how product marketing can and should deliver value internally and externally. Tune in to find out:How product marketing supports sales enablementProduct marketing’s role in revenue generationWhat technologies support product marketing and sales team collaborationAbout our guest:Kristin Roberts is responsible for the positioning and go-to-market strategy for Phreesia’s products and applications. Before joining Phreesia, Kristin was a management consultant at Booz & Company, where she led product launch and growth strategy engagements for its life sciences clients. She also worked as a consultant at ZS Associates, specializing in quantitative physician market research and sales deployment optimization. Kristin earned an MBA from Columbia Business School and holds a BA in Public Health Studies from Johns Hopkins University.

Growth and revenue are common themes for all companies. Getting all teams onboard to support revenue and business growth goals isn’t a small undertaking. Hence, the rise of revenue operations and roles like Chief Revenue Officer, which exist to bring synergy between revenue-generating teams like marketing and sales.This episode of Revenue Rebels examines the role of revenue operations in advancing marketing and sales alignment and explores the impact of this effort across business teams. Rhoan Morgan, CEO of DemandLab, talks with Tijana Muratovic, Director, Sales Operations & Enablement at Fiix Software to discuss how the rise of revenue operations is guiding marketing and sales towards true alignment.About our guest:A true problem-solver at heart, Tijana has a strong history and passion for building revenue functions and teams from scratch. Dedicated to the world of B2B technology, specifically SaaS, her career started on the marketing side of the revenue generation engine. While she always appreciated the creative side of marketing, as a very results-driven individual, she embraced very early on marketing automation and the measurable aspects of marketing. This led her to her first role in Sales Operations and Enablement, an area that has become her true passion. A lifelong learner and also a dedicated mentor, Tijana is one of the founding members of the Sales Enablement Society's Toronto chapter, and a very active contributor to the Revenue Operations Network.

How we connect, work together, and support corporate goals has changed. Anyone still doing things ‘how it’s always been done’ will soon be eating the competition’s dust. This podcast explores the intersection of marketing and sales and how a strong partnership between these two crucial functions supports organizational goals of internal alignment, external engagement, and corporate growth.In this episode of Revenue Rebels, CEO Rhoan Morgan talks with Michael Sala, Managing Director, Strategic Origination of LLR Partners to discuss how sales and marketing teams can work together to meet their organization’s top-level growth goals.Listen to the podcast to gain insight on how to:Bring marketing and sales development teams togetherGet the most return from marketing and sales development initiativesScale the marketing organization