Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast: Recent Episodes
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Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. Weโll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since โpeople buy from peopleโ. Hosted by Mariana Cogan and Art Harding.
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Ali Jawin, Vice President of Global Marketing at The RepTrak Company, joins Mariana Cogan to share why building a successful pipeline engine is a team sport between marketing, sales, and customer success.
Ali's expertise includes growth marketing, marketing automation, and customer acquisition for both B2B and B2C organizations. She is a marketing leader who has built her career designing growth strategies and programs for digitally-focused global organizations. Besides her role at The RepTrak Company, Ali is also a member of the Chief company and Forbes Communications Council.
They cover:
๐ [05:48 - 09:39] Business reputation is everything๐ [09:39 - 15:00] Bringing BDRs into the content creation process๐ [15:00 - 16:59] Building a successful pipeline engine๐ [16:59 - 19:19] Measuring on pipeline๐ [21:55 - 23:51] How to use video content to connect to your customerIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: http://bit.ly/3vg8Rml๐ Spotify: http://bit.ly/3jKzJZq
And connect with Ali here:๐ LinkedIn: https://www.linkedin.com/in/alijawin/ ๐The RepTrak Company Website: https://www.reptrak.com/
Instructions on how to follow, rate and review are here.
Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Back in 2015, organizations had eight SaaS applications on average. By 2021, that number has increased to 110 applications. And for companies with more than 10,000 employees, it can be up to 447 applications.
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Briana Belisle, Executive Vice President of Marketing at Field Nation, joins Mariana Cogan to share how marketers can take full advantage of a wealthy marketing tech stack.
Briana is a professional marketer and a specialist in content design, market research, and campaign execution. Before Field Nation, Briana spent more than a decade at SPS Commerce, where she held different positions, including Director of Marketing Services, Senior Marketing Services Manager, and Marketing Services Manager.
They cover:
๐ [09:11 - 12:36] MarTech and customer experience๐ [12:36 - 15:28] Managing the SaaS MarTech๐ [15:28 - 18:51] Integrating the tech stackIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: http://bit.ly/3vg8Rml๐ Spotify: http://bit.ly/3jKzJZqAnd connect with Briana here:๐ LinkedIn: https://www.linkedin.com/in/justbriana/ ๐ Field Nation Website: https://fieldnation.com/ Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
On average, in large enterprise sales, when a rep leaves a company, the accounts stall for 93+ days before a new one re-engages with that client. In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tara Pawlak, Head of Marketing at GetAccept, joins Mariana Cogan to share actionable insights and practices to lower that number and help revenue teams increase their win rates.
Tara Pawlak is a dynamic marketing expert with over fifteen years of experience building GTM plans with a great passion for marketing operations and automation, marketing strategy, demand generation, marketing technology, and B2B lead generation. Besides her role at GetAccept, Tara is also the Vice President of Demand Generation at Revenue Grid, an Executive Member at Pavilion, and a member of the CMO Alliance.
They cover:
๐ [02:40 - 05:03] Aligning the GTM teams๐ [05:03 - 06:27] Where should customer marketing be placed?๐ [08:17 - 10:06] How do you ensure that a timely topic actually gets discussed in a timely manner?๐ [10:28 - 12:21] How do you keep in alignment with your sales team?๐ [12:21 - 13:53] Adopting a customer-centric mindsetIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: http://bit.ly/3vg8Rml๐ Spotify: http://bit.ly/3jKzJZqAnd connect with Tara here:๐ LinkedIn: https://www.linkedin.com/in/tara-pawlak/ ๐ GetAccept Website: https://www.getaccept.com/ Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Jill Rowley, GTM Advisor & LP at Stage 2 Capital, joins Mariana Cogan to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales professionals can address this challenge.
Jill has spent more than two decades in B2B SaaS with experiences in many notable companies, like Oracle, Affinio, Eloqua, Sales for Life, Nudge, Marketo, TrackMaven, Accompany, and HubSpot. Her work focuses on changing the B2B buying environment and what revenue teams need to do to evolve their culture, skills, processes, data, and tools.
They cover:
๐ [05:07 - 09:14] Leveraging data and tech stack๐ [09:41 - 14:39] How can marketing teams review and adjust their strategies effectively?๐ [14:39 - 20:00] Why should marketers focus on pipeline quality over quantity?If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: http://bit.ly/3vg8Rml๐ Spotify: http://bit.ly/3jKzJZq
And connect with Jill here:๐ LinkedIn: https://www.linkedin.com/in/jillrowley/ ๐ Stage 2 Capital Website: https://www.stage2.capital/ Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales leaders can address this challenge.
Tom is a marketing leader who has worked across several verticals and GTM motions in marketing to SMBs and enterprises. He specializes in marketing strategy, demand generation, brand strategy and development, customer experience transformation, messaging, digital marketing, events, and leadership. Besides his role at SEDNA, Tom is also Executive Member of Pavilion.
They cover:
๐ [04:52 - 06:11] What does a healthy pipeline look like?๐ [06:41 - 08:48] How does a sales methodology play into knowing where a pipeline is?๐ [09:44 - 11:21] What's the cost to marketers of the unhealthy pipeline?๐ [12:14 - 13:20] What drives the coverage ratios most people think they need for their business?๐ [14:47 - 16:33] How should we train marketing and sales professionals to manage pipelines effectively?If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: ๐ Spotify: And connect with Tom here:๐ LinkedIn: https://www.linkedin.com/in/tllloyd/ ๐ SEDNA Website: https://sedna.com/ Instructions on how to follow, rate and review are here.
About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles.
Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipeline and how marketing and sales leaders can address this challenge.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge.
James is a Revenue Operations Architect with over a decade of experience building revenue processes and a member of Wizards of Ops and RevGenius. He is also a system agnostic operator who is equally comfortable doing configuration work on a project developing a long-term operations strategy. Before CROO, James was the Vice President of Revenue at Compete and the Director of Revenue Planning and Operations at LeafLink.
They cover:
๐ [05:01 - 08:52] The dream revenue operations platform๐ [08:52 - 13:00] Increasing engagement rates๐ [13:00 - 16:02] Aligning sales and marketingIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: https://bit.ly/3vg8Rml ๐ Spotify: https://bit.ly/3PLhVsVAnd connect with James here:๐ LinkedIn: https://www.linkedin.com/in/jrmcarthur ๐ CROO Website: https://www.croodelivery.com Instructions on how to follow, rate, and review are here.
About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles.
Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory donโt have healthy engagement and how sales reps can turn things around to tackle this challenge.
Andrew is a product-led sales expert with experience building and managing scaling sales teams in developer-focused and technical SaaS products. In his role as Director of Sales at Scale AI, Andrew focuses on building the company's Mid-Market and PLG sales team from the ground up. In addition to the Director role at Scale, Andrew is an Angel Fellow at On Deck, Member at GTMFund, and an Executive Member at Revenue Collective.
They cover:
๐ [02:37 - 05:44] What does a healthy account engagement mean?๐ [05:45 - 08:50] Why do sales reps struggle to engage accounts in their territory in a healthy way?๐ [11:33 - 16:28] Best sales tactics and strategies for ensuring healthy account engagementIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.And connect with Andrew here:๐ LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/ ๐ Scale AI Website: https://scale.com/ Instructions on how to follow, rate and review are here.About the Show
Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description:
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory donโt have healthy engagement.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Monique has spent the last twenty-two years in B2B marketing, working for multiple large global industrial manufacturers. She has experience across various segments and markets, including financial services, power industries, metals, mining, CPG, energies, and chemicals.
They cover:๐ [00:47 - 02:50] Moniqueโs background and expertise๐ [02:50 - 06:26] How does marketing contribute to delivering pipeline and revenue?๐ [06:29 - 08:58] Reactivating a pipeline๐ [08:58 - 12:27] Building a successful marketing career๐ [12:27 - 13:37] Episodeโs conclusionsIf you want to learn practical ways to boost sales productivity and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ YouTube: ๐ Apple: ๐ Spotify: ๐ RSS: And connect with Monique here:๐LinkedIn: https://www.linkedin.com/in/monique-elliott/ ๐ Website: https://www.se.com/ww/en/
Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Mike is a professional technology, business process, relationship building, and sales enthusiast, passionate about solving business challenges by connecting customers to the right solution. Before Rent Dynamics, he held several roles at G5 and Nike. Mike is also the host of Modern Multifamily Podcast, where he interviews experts in the multifamily industry.
They cover:๐ [03:04 - 04:45] What sales and marketing alignment mean๐ [04:45 - 08:55] Measuring the alignment level between sales and marketing๐ [08:55 - 11:39] Sales and marketing alignment obstacles๐ [11:39 - 13:06] How to improve sales and marketing alignmentIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.Subscribe here:๐ Apple: ๐ Spotify: And connect with Mike here:๐ LinkedIn: https://www.linkedin.com/in/mikewolber/ ๐ Rent Dynamics Website: https://rentdynamics.com/
Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
Peter is a B2B Marketing executive passionate about digital and content marketing and known for building brands and marketing organizations that deliver superior results. In his Chief Marketing Officer role, Peter leads the marketing strategy and operations in partnership with the sales team.They cover:๐ [05:40 - 07:38] Getting to know your customers better๐ [07:38 - 10:44] Building trust in the digital space๐ [10:58 - 12:48] Aligning marketing with sales๐ [12:50 - 15:18] Tracking marketing contribution to revenueIf you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast.And connect with Peter here:
๐LinkedIn: https://www.linkedin.com/in/petervescuso/๐Dragos Website: https://www.dragos.com/
Instructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Liz Christo, Partner and GTM Advisor at Stage 2 Capital, joins Art Harding to discuss why sixty-six percent of buyers prefer digital interactions over in-person, how sellers can adapt to this shift, and what businesses need to run a modern digitally driven companies
In the first episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix, shares how salespeople can ensure a great customer experience.
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL, discusses the ever-changing state of flux within the sales ecosystem, and what it means to remain agile when working closely with decision-makers in the sales process.