Revenue Engine: Recent Episodes
Rosalyn Santa Elena
Each week, Revenue Operations expert Rosalyn Santa Elena shines the spotlight on founders, CEO's and Revenue Leaders from hyper-growth companies and dives deep into the strategies they implement to drive growth and share their learnings through the process.
Rosalyn brings you the most inspirational stories from revenue generators, innovators and disruptors, as well as Revenue Leaders in sales, marketing, and, of course, operations.
Let's unpack everything that optimizes and powers the revenue engine with this brand new podcast from Sales IQ https://www.salesiqglobal.com/
Having a strong sales infrastructure is critical to building the revenue engine. But determining what you need at different stages of growth can be difficult.
In this episode of The Revenue Engine podcast, Jakub Hon, the CEO and Co-Founder at SALESDOCk, shares his recommendations for turning opportunities into business by having the right sales department structure, leading your customers through the buying journey, and maximizing effectiveness by using the best methods and tools.
https://www.salesdock.com/
Driving revenue is a bit of art and a bit of science. The more science - meaning data and insights, but also repeatable, proven processes - the more likelihood of success.
In this episode of The Revenue Engine podcast, Jonathan J. Mentor, the CEO and Founder of Successment, shares his proven method of RevOps Science that helps B2B startups ignite revenue at the most critical stage - the $1M to $10M journey.
Jonathan also shares why he focuses on impacting economic growth and visibility for disadvantaged people in tech and why companies are focusing on the wrong things when it comes to Diversity, Equity, and Inclusion.
Driving revenue is a bit of art and a bit of science. The more science - meaning data and insights, but also repeatable, proven processes - the more likelihood of success.
In this episode of The Revenue Engine podcast, Jonathan J. Mentor, the CEO and Founder of Successment, shares his proven method of RevOps Science that helps B2B startups ignite revenue at the most critical stage - the $1M to $10M journey.
Jonathan also shares why he focuses on impacting economic growth and visibility for disadvantaged people in tech and why companies are focusing on the wrong things when it comes to Diversity, Equity, and Inclusion.
The role of Marketing in driving revenue has changed significantly.
In this episode of the Revenue Engine Podcast, Jessica Gilmartin, the Chief Marketing Officer at Calendly, shares how to be a successful Marketing leader by cutting through the noise, marketing for both product-led and sales-led GTM motions, and always being in lock step with Sales.
This episode is brought to you by Growth Forum
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Pipeline generation is always top of mind.
How do you generate a qualified pipeline? And how can you automate this?
In this episode of The Revenue Engine Podcast, Christian Kletzl, the CEO and Co-Founder at UserGems, joins Rosalyn to discuss how to reduce pipeline anxiety by leveraging the right customer data to put pipeline generation on autopilot!
This episode is brought to you by Growth Forum.
Growth Forum is a place to Connect, Learn and Grow.
Join Now.
The program is usually valued at $2500, but if you sign up to Growth Forum now you will receive access to this program for free!
Content is such a critical part of any organization. Especially in today’s world where we are all inundated with information, cutting through the noise and getting the right messaging to the right personas at the right time is so important.
In this episode of the Revenue Engine podcast, Rishabh Bhandari, the CEO and Founder at Content Beta, shares how to leverage content to not only engage prospects at the top of the funnel, but how to drive engagement at every stage of the funnel, especially after a prospect becomes a customer.
🔗 LINKS
Connect with Rish on LinkedIn, or at the Content Beta website.
Follow Rosalyn on LinkedIn.
The Revenue Engine is powered by Outreach.
The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
What if you could take your best performing sales executive and clone him/ her? Or at least understand the behaviors and the attributes of that person that help them be more successful than their peers? In this episode of The Revenue Engine Podcast, Yogi Panjabi, the Co-Founder at PeopleLens shares why putting your sales team at the center of your revenue engine can help drive better topline growth, accelerate revenue, and help uplevel your sales organization. 🔗 LINKS Connect with Yogi on https://www.linkedin.com/in/yogipanjabi/ (LinkedIn), or at the PeopleLens https://www.peoplelens.ai/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Product-led growth (PLG) is such a hot topic right now. But how do you know if this product-led motion is right for your business? In this episode of The Revenue Engine Podcast, Esben Friis-Jensen, the Co-Founder and Chief Growth Officer at Userflow, shares his perspective on how to set up a PLG motion for success. Esben is a huge champion of the power of product-led and shares best practices around a PLG motion - and explains why it is not just a motion - it’s a mindset. 🔗 LINKS Connect with Esben on https://www.linkedin.com/in/esbenfriisjensen/ (LinkedIn), or at the Userflow https://userflow.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
In Marketing, attribution is always top of mind. But what about revenue attribution? How many of us have struggled to map attribution to revenue - across the end to end funnel - to really understand the impact of the various touch points across the customer journey? In this episode of The Revenue Engine Podcast, Steffen Hedenbrandt, the Co-Founder and Chief Marketing Officer at Dreamdata, shares his expertise and insights around what revenue attribution is, why it’s important, and how to best approach it. If you’ve ever struggled with mapping the key data points across the customer journey, you won’t want to miss this episode! 🔗 LINKS Connect with Steffen on https://www.linkedin.com/in/steffenhedebrandt/ (LinkedIn), or at the Dreamdata https://dreamdata.io/ (website). Find the B2B Go To Market Benchmarks 2022 https://dreamdata.io/blog/b2b-go-to-market-benchmarks-2022 (here). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
In this episode of The Revenue Engine Podcast, Abhijeet Vijayvergiya, the CEO and Co-Founder of Nektar, joins Rosalyn to discuss best practices for connecting your systems, connecting your data, and driving better productivity and visibility across your revenue team. 🔗 LINKS Connect with Abhijeet on https://www.linkedin.com/in/abhijeet-vijayvergiya-2571056/ (LinkedIn), or at https://nektar.ai (Nektar.ai). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
“Customer Success connects why customers buy your solution with what your customers get using a proactive and prescriptive customer management approach to reach both your customer and your company’s goals.” - per ChurnZero’s CEO and Founder, You Mon Tsang. In this episode of The Revenue Engine podcast, serial founder and entrepreneur, You Mon Tsang, shares how to best leverage customer success to drive customer satisfaction, leading to customer retention and better revenue outcomes. Take a listen and learn how to optimize the end-to-end customer experience. 🔗 LINKS Connect with You on https://www.linkedin.com/in/youmon (LinkedIn), or at the ChurnZero https://churnzero.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
The demand for marketing operations talent has exploded. But the supply of talent is scarce. What should organizations be doing to bridge the gap? In this episode of The Revenue Engine Podcast, four-time CEO and founder Toby Murdock, shares what he’s doing to serve as a bridge between underemployed professionals and talent-seeking marketing employers. He also shares his inspirational advice for those looking to build - or accelerate - their career in digital marketing and in marketing operations. 🔗 LINKS Connect with Toby on https://www.linkedin.com/in/tobymurdock/ (LinkedIn), or at the Highway Education https://www.highwaydi.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
For 30 years, Andy Paul has been in the sales world, leading sales teams, podcasting, consulting, advising, coaching, and even authoring three books. In this episode of the Revenue Engine podcast, Andy joins Rosalyn to share many learnings, insights, and advice on how to accelerate revenue, shorten deal cycles, and increase win rates. With over 194K followers on LinkedIn, you’ll want to grab a notebook with your headphones for this one. 🔗 LINKS Connect with Andy on https://www.linkedin.com/in/realandypaul/ (LinkedIn) or at his https://www.andypaul.com/ (website). His podcast is called https://www.revenue.io/sales-enablement-podcast-with-andy-paul (Sales Enablement Podcast with Andy Paul). Find his book Sell Without Selling Out on https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572/ (Amazon). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
You know how important relationships are. Building, nurturing, and sustaining strong relationships are critical both personally and professionally. From a professional perspective, your network is gold. It is one of your greatest and most valuable assets. But it takes effort, time, and energy. In this episode of The Revenue Engine podcast, Thor Ernstsson, the CEO and Founder at Strata, shares his perspective on the importance of your network and how you can unlock - and leverage - the full potential. 🔗 LINKS Connect with Thor on https://www.linkedin.com/in/thorernstsson/ (LinkedIn) and find out more out about Strata at https://www.strata.cc (Strata.cc). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Product Led Growth or PLG is a very hot topic. But the PLG strategy and motion is very different from the traditional Sales Led motion. And the requirements from an instrumentation and operational perspective, as well as from a data and insights perspective, are very different. In this episode of The Revenue Engine podcast, Momo Ong, the Co-Founder of HeadsUp, joins Rosalyn to discuss the differences between Product led and Sales led and what organizations should be thinking about when either shifting to this motion - or adding this motion. 🔗 LINKS Connect with Momo on https://www.linkedin.com/in/momoong/ (LinkedIn), or at https://www.headsup.ai/ (HeadsUp.ai) Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Having the right data is critical to every single part of your business, especially when it comes to revenue growth. In this episode of The Revenue Engine Podcast, Mark Feldman, the CEO and Co-Founder of RevenueBase. RevenueBase is a B2B Revenue Database as a service - a one-stop solution that delivers a complete and accurate revenue database for Marketing and Sales. Mark and Rosalyn discuss why companies need to stop treating their data as a commodity and start treating it as a strategic asset. They also discuss what organizations should be thinking about when it comes to acquiring, maintaining, and leveraging data. Because who doesn’t want the right data at the right time to help power The Revenue Engine? 🔗 LINKS Connect with Mark on https://www.linkedin.com/in/markfeldman/ (LinkedIn), or at https://revenuebase.ai/ (revenuebase.ai) Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Why is Revenue Operations so complex? Each piece of the overall revenue operations framework is highly dependent on one another and one change can easily trigger a domino effect of changes. In this episode of The Revenue Engine, Dharmesh Singh, the CEO and Co-Founder at fullcast.io discusses the complexities and interdependencies of operations and how we can best align strategy to execution to optimize the revenue engine. 🔗 LINKS Connect with Dharmesh on https://www.linkedin.com/in/dpstomar/ (LinkedIn), or at https://www.fullcast.io/ (fullcast.io). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Understanding the Total Addressable Market (TAM) is incredibly important to your business. Not only understanding the total market size and opportunity, but understanding where and how to focus to help build out the right GTM strategy. In this episode of the Revenue Engine podcast, Ryan Detwiller, the Founder of Scalepath, shares best practices around how B2B companies can assess and validate their TAM and identify the best growth opportunities. 🔗 LINKS Connect with Ryan on https://www.linkedin.com/in/ryandetwiller/ (LinkedIn), or at the Scalepath https://www.scalepath.io (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Building top of funnel demand and predictable revenue is always top of mind for all executives, especially revenue leaders. But it’s not always easy. As Steven Schmidt, the CEO and Founder at Tidal says, “Top of funnel, if done right, earns you a spot for the rest of the funnel”. In this episode of the Revenue Engine podcast, Steven shares how you can leverage the science of high-tech solutions with the art of human communication to provide solutions to fill - and accelerate - the sales funnel. Steve also shares how posting and sharing content on social media, specifically LinkedIn, earned his team the right to executive level conversations with accounts that quickly turned into customers. Grab a pen or pencil and get ready to learn how to drive better and more predictable revenue! 🔗 LINKS Connect with Steven onhttps://www.linkedin.com/in/stevenwschmidt/ ( LinkedIn), or at the TIDAL https://www.risewithtidal.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Product Led Growth. How do you know if PLG is right for your business? And if it is, how do you know when - if ever - is the right time to have Sales engage with the user? In this episode of the Revenue Engine Podcast, Tim Geisenheimer, the CEO and Co-Founder at Correlated, shares how to determine if PLG is right for your business. Then he goes a step further to discuss what companies are doing right - and what they are doing wrong - when it comes to driving revenue through a true product-led strategy and motion. Grab your headphones and learn how to accelerate and power the revenue engine with the right product-led strategy! 🔗 LINKS Connect with Tim on https://www.linkedin.com/in/timgeisenheimer/ (LinkedIn), or at the Correlated https://www.getcorrelated.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Transparency. Transparency leads to better outcomes for your team, for your business, and for your customers. But also for hiring. Especially in Sales. With an increasing demand for transparency by potential candidates, we are seeing companies support more transparency as it relates to compensation, earnings, and other data points, that in the past might have been more difficult in terms of visibility. In this episode of The Revenue Engine Podcast, Ryan Walsh, the CEO and Founder of RepVue, shares how transparency is helping sales professionals research, learn, and join the best run sales organizations, matching expectations with reality to help find success - and achieve what we all want in Sales - to win. 🔗 LINKS Connect with Ryan on https://www.linkedin.com/in/ryancwalsh/ (LinkedIn), or at the RepVue https://www.repvue.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
“Maniacal focus on the customer” is one of the values that Jennifer Brannigan, the Chief Revenue Officer at Pendo, shares in this episode of the Revenue Engine podcast. Pendo is on a mission to elevate the world’s experiences with software through their product adoption platform and as the CRO, Jennifer shares how this customer focus helps her and her team manage the user experience, provide better customer value, and ultimately, drive better revenue outcomes. Jennifer is a long time leader where she has held a number of roles at NBC Universal and at LinkedIn before joining Pendo as the Chief Revenue Officer. Grab your headphones and take a listen to the incredible insights and learnings from this powerhouse revenue leader. 🔗 LINKS Connect with Jennifer on https://www.linkedin.com/in/jenniferbrannigan/ (LinkedIn), or at https://www.pendo.io/ (Pendo.io). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Buyers are more informed - and more demanding - than ever before. Helping the buyer should be the core focus for any business to help customers be successful, drive value, and keep them coming back. In this episode of The Revenue Engine podcast, Mike Weir, the CRO at G2, explains why taking a “Buyer First” approach vs. a “Revenue First” approach is the way to drive revenue growth. Mike and Rosalyn also discuss the power of data and why Revenue Operations is the secret weapon to aligning strategy with execution. 🔗 LINKS Connect with Mike on https://www.linkedin.com/in/mikedweir/ (LinkedIn), or at the https://www.g2.com (G2 website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Marketing is a significant part of revenue growth. But how do you build and optimize the Marketing Engine? In this episode of The Revenue Engine podcast, Tim Parkin, the President of Parkin Consulting, shares how taking an approach of “Marketing Inside Out” with a “testing/ optimization” methodology, and not being afraid to fail, is the best way to accelerate revenue. With over two decades of experience bringing together behavioral psychology and technology, Tim provides strategic - and practical - advice on how to maximize the impact of your marketing team on revenue growth. 🔗 LINKS Connect with Tim onhttps://www.linkedin.com/in/marketing-consultant-tim-parkin/ ( LinkedIn), or at the his https://www.timparkin.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Few industries have been as impacted by the global pandemic as the wellness, health, and beauty industries. In this episode of The Revenue Engine Podcast, Josh McCarter, the CEO at Mindbody, shares how their organization was able to continue to drive and retain revenue during this challenging time through supporting and empowering their customers to be successful. Josh also shares his thoughts on “empowerment leadership”, driving alignment across the organization, and the power of Revenue Operations. Grab your headphones and prepare to be inspired. 🔗 LINKS Connect with Josh on https://www.linkedin.com/in/joshmccarter/ (LinkedIn), or at the Mindbody https://www.mindbodyonline.com (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
How do you get the right data, at the right time, to the right people? And once you have that data, how do you make it actionable? In this episode of The Revenue Engine Podcast, Rosalyn is joined by Mona Akmal, the CEO and Co-Founder at Falkon, a seasoned product and engineering executive, who has led teams at Microsoft, Code.org, Zulily, and Amperity. Mona shares the right way to approach insights and analytics bringing together sales, marking, customer, and product data to not just provide a rearview look, but to enable daily decision-making. 🔗 LINKS Connect with Mona on https://www.linkedin.com/in/mona-akmal/ (LinkedIn) or at Falkon's https://www.falkon.ai/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
We all want data. We want more data. We want more meaningful data. Data is in abundance, but what we really need is to activate that data to drive better revenue outcomes and better experiences for our customers. In this episode of The Revenue Engine Podcast, Robin Spencer, the Chief Strategy Officer at Clearbit, discusses how organizations should approach their data strategy to power the Revenue Engine. Grab your headphones and listen to these great insights about data, but you will also learn a thing or two about seeing potential in something that isn’t built yet, betting on yourself, and paying it forward. 🔗 LINKS Connect with Robin on https://www.linkedin.com/in/robinbspencer/ (LinkedIn) or at Clearbit's http://www.clearbit.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
The belief that creating meaningful human connections in our technology-focused world builds trust, fosters customer loyalty, and helps our customer win new business. In this episode of The Revenue Engine Podcast, Rebecca Grimes, the CRO at Ruby, shares how putting the customer at the center of your business helps to drive revenue growth and retention. Rebecca also shares how she moved from Chief Marketing Officer to Chief Revenue Officer and how that journey has provided end-to-end alignment across the customer lifecycle and how Revenue Operations is the backbone to the GTM organization. 🔗 LINKS Connect with Rebecca on https://www.linkedin.com/in/rebeccalgrimes/ (LinkedIn) or at Ruby's https://www.ruby.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
The Revenue Engine podcast shares the stories of many incredible, powerful, female leaders. These are women who have climbed the proverbial corporate ladder and are continuing to grow in their careers while leading the charge. This week, Rosalyn celebrates International Women's Day 2022 in a special episode reflecting on the past year. You'll hear some of their best advice and insights from the empowered women who empower others. 🔗 LINKS Find our featured guests on LinkedIn. This is also their order of appearance on this episode.
14 https://www.linkedin.com/in/valentis/ (Stephanie Valenti)
23 https://www.linkedin.com/in/dinimehta/ (Dini Mehta)
26 https://www.linkedin.com/in/stephaniecox/ (Stephanie Cox)
29 https://www.linkedin.com/in/aliceheiman/ (Alice Heiman)
33 https://www.linkedin.com/in/brandistarr/ (Brandi Starr)
37 https://www.linkedin.com/in/laurennkennedy/ (Lauren Kennedy)
42 https://www.linkedin.com/in/heidimesser/ (Heidi Messer)
44 https://www.linkedin.com/in/christinerogers2/ (Christine Rogers)
And find Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn) too. The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Having access to the right data at the right time is a challenge for every revenue team. And more importantly, having the right visibility and insights into your business. How do you optimize this for the revenue process? Optimize the experience for the salesperson. Meet them where they work. How they work. In this episode of The Revenue Engine, Pouyan Salehi, the CEO and Co-Founder of Scratchpad joins Rosalyn to discuss how to improve sales efficiency and productivity while creating an environment of the right visibility and insights to optimize the Revenue Engine. 🔗 LINKS Connect with Pouyan on https://www.linkedin.com/in/pouyansalehi/ (LinkedIn) and find Scratchpad at their https://scratchpad.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Life is known to throw us all curveballs at some point. For Gabriella DeFlorio, as a competitive college D1 cross country and track athlete, this was no different. As a one time Olympic trials hopeful, 7 leg surgeries later, she turned her passion towards technology. After being a part of different early stage companies, she saw where companies were struggling from a revenue perspective and decided to start Prelay, a platform that is helping revenue teams work together and navigate complex deal cycles more effectively. In this episode of The Revenue Engine Podcast, Gabriella DeFlorio, the CEO and Co-Founder of Prelay, shares her journey, how she has applied the same perseverance and persistence to her company, and what organizations should be doing today to drive better collaboration to power revenue growth. Take a listen and see how some of the strengths in mindset that enable high performance in athletics translate really well to high performance in sales. 🔗 LINKS Connect with Gabriella on https://www.linkedin.com/in/gabriella-deflorio/ (LinkedIn) or at the Prelay https://www.prelay.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Sales is a competitive industry. And SaaS sales is no different. Finding, hiring, and developing the right talent is critical to revenue growth. In this episode of The Revenue Engine Podcast, Christine Rogers, President and COO of Aspireship, shares how organizations can leverage the power of training and enablement to hire the right talent and build a winning team. She also shares how individuals with zero SaaS experience can uplevel their skill set to have a successful career in Sales. As a powerful sales leader herself, Christine also talks about how love, not fear, is the most powerful motivator. Grab your headphones and take a listen to this inspirational story of leadership, empowerment, and success. 🔗 LINKS Connect with Christine on https://www.linkedin.com/in/christinerogers2/ (LinkedIn) or at the Aspireship https://aspireship.com/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Revenue Operations is on the rise. But Revenue Operations requires such a broad skill set across strategy, people, process, technology, and data. What can organizations be doing to augment and power their Revenue Engine? In this episode of The Revenue Engine Podcast, Patrick Hudgins, the CEO and Co-Founder of Delegate, shares how he and his co-founder found that when it comes to revenue operations and technology, many revenue leaders do not want to learn the technology or learn how to solve operational problems, they just want them solved. Take a listen and learn how Revenue Operations as-a-service can power The Revenue Engine! 🔗 LINKS Connect with Patrick on https://www.linkedin.com/in/patrickhudgins/ (LinkedIn) or at the Delegate https://delegate.team/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
The term “AI” is used everywhere and sometimes seems like a buzzword more than anything else. What is truly defined as “Artificial Intelligence” and how do organizations leverage AI to accelerate growth and retain revenue? In this episode of The Revenue Engine Podcast, Heidi Messer, a serial entrepreneur, board director, advisor, and investor, shares her insights into how organizations that have not embraced AI will be left behind. We also dive into how organizations can embark on true end-to-end digital transformation through automation, augmentation, and acceleration. Grab your headphones and your notebooks and learn all about AI, data, transformation - and maybe even underground poker - from this powerhouse leader. 🔗 LINKS Connect with Heidi on https://www.linkedin.com/in/heidimesser/ (LinkedIn) or at the Collective[i] https://collectivei.com/ (website). And you can find that Vogue article https://www.vogue.com/article/heidi-messer-women-only-poker-game (here). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
What does “being authentic”, “positive persuasion” and “intangibles” have to do with sales? These are steps in the journey to transform from order taker to quota breaker. In this episode of The Revenue Engine podcast, Jason Cutter, the CEO and Founder of Cutter Consulting Group, discusses how to help sellers move from being that pushy salesperson that everyone avoids to the thought partner capable of enabling and helping buyers using a human to human approach. Take a listen and learn about the Sales Success Iceberg and Authentic Persuasion and becoming that winning salesperson - The Quota Breaker. 🔗 LINKS Connect with Jason on https://www.linkedin.com/in/jascut/ (LinkedIn), the https://www.cutterconsultinggroup.com/ (Cutter Consulting Group website), the https://www.authenticpersuasion.com/ (Authentic Persuasion website), or at https://www.jasoncutter.com/ (his website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Customer account ownership matters. And customer account ownership is a lot more than just rules of engagement, roles and responsibilities, and handoffs. Customer account ownership affects customer experience, customer retention, and ultimately revenue velocity and growth. In this episode of The Revenue Engine Podcast, Hayes Davis, the CEO and Co-Founder of Gradient Works, shares why customer ownership matters, how it is important to not only give your CRO data and insights, but also the steering wheel - and the pedals - to power and drive the revenue engine. 🔗 LINKS Connect with Hayes on https://www.linkedin.com/in/hayesdavis/ (LinkedIn) or at the Gradient Works https://www.gradient.works/ (website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or any sponsors.
Most B2B companies follow a standard selling motion of marketing-led demand generation, outbound prospecting by SDRs and sales, and sales reps on quota and commission. But could this structure be out-dated? The answer is “yes” per Nelson Gilliat, the creator of the Buyer Centric Revenue Model. In this episode of The Revenue Engine Podcast, Nelson describes this new framework and challenges the Predictable Revenue Model. So grab your headphones and get ready to listen to a different - and somewhat controversial - perspective on how to drive the Revenue Engine. 🔗 LINKS Connect with Nelson on https://www.linkedin.com/in/nelson-gilliat/ (LinkedIn), find out more about his buyer centric revenue model https://www.linkedin.com/company/buyer-centric-revenue/ (on LinkedIn) or grab a copy of his book https://www.amazon.com/Death-SDR-Birth-Centric-Revenue-ebook/dp/B09GT562GL/ref=sr_1_2?dchild=1&keywords=death+of+the+sdr&qid=1632435892&sr=8-2 (on Amazon). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or the episode sponsor.
Many times, companies are started when a founder is faced with a problem that they are trying to solve - or there is some kind of “a ha” moment that is pivotal in the journey. But other times, founders like Ted Blosser, the CEO and Co-Founder at WorkRamp, are intentional in determining the right company, with the right fit, and the right vision. In this episode of The Revenue Engine Podcast, Ted shares his story of how he built his company with an overall vision, but also with a strategy and a plan for execution. Ted also shares many great learnings and actionable insights around building an amazing company, helping your team - and your customers - reach their full potential through learning, and accelerating revenue through product differentiation and being laser focused on customer success. 🔗 LINKS Connect with Ted on https://www.linkedin.com/in/tedblosser/ (LinkedIn), or find WorkRamp https://www.workramp.com (at their website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or the episode sponsor.
What is one of the top things all leaders should be thinking about today to drive revenue growth? Lauren Kennedy, the founder and self-proclaimed Chief Marketing Nerd at Coastal Consulting, shares how People is the number one differentiator. Put the right people in the right seats to drive the revenue engine. Set clear goals around that. Set your intentions. Lay out the foundation of this is where we are going, this is how we are getting there, and these are the people that will get us there. In this episode of the Revenue Engine Podcast, Lauren shares how her background in Psychology, coupled with her MBA and expertise in marketing automation led her to starting her own firm - but more importantly, how her grandfather’s impact on people’s lives led her to build a people first culture. 🔗 LINKS Connect with Lauren on https://www.linkedin.com/in/laurennkennedy/ (LinkedIn), or at https://www.coastalconsulting.co/ (Coastal Consulting). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine is powered by https://www.outreach.io/lp/watch-demo-b?utm_source=RevenueEngine&utm_medium=Podcast&utm_content=Demo_Request_Web&utm_campaign=NA_Q3FY22__Revenue_Engine_Podcast (Outreach.io). The opinions expressed in this episode are the speaker's own and do not purport to reflect the opinions or views of Sales IQ or the episode sponsor.
Buyers are becoming smarter, becoming more informed, and demanding much more before selecting a vendor - really a partner - to do business with. With this, targeted account based marketing has become increasingly important as companies try to cut through the noise and differentiate themselves from their competition. In this episode of the Revenue Engine Podcast, Kristina Jaramillo, a longtime marketing pioneer, and currently the President and Partner at Personal ABM, shares how to leverage account based enablement to win, protect, and expand revenue. 🔗 LINKS Connect with Kristina on https://www.linkedin.com/in/kristinajaramillo/ (LinkedIn), or on the https://www.personalabm.com/ (Personal ABM website). Follow Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn).
How do you create and deliver the “Ultimate Sales Warrior”? Jason Forrest, the CEO and founder of Forrest Performance Group helps organizations recruit, assess, and train the Ultimate Sales Warriors to drive results. Jason is a well known speaker, the author of several best selling books, and a pioneer in recruiting and training top sales and management talent. In this episode of The Revenue Engine Podcast, Jason shares how to create the ultimate sales warrior, how to create a winning 90 day onboarding plan, why you need to hire “GUMPs”, what are - and how to release - the 4 mental leashes, and so much more. Grab your headphones and a notebook and learn what you can start doing today to optimize your revenue team’s performance to exceed your revenue goals. Connect with Jason on https://www.linkedin.com/in/jasonforrest/ (LinkedIn) or visit Forrest Performance Group's https://www.fpg.com/ (website). Connect with Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). This episode of the Revenue Engine was powered by http://www.salesiqglobal.com (Sales IQ Global).
As more companies are shifting from sales-led to product-led, what are the primary considerations businesses should be thinking about before deciding if product-led is right for them? And what is the right data strategy for product-usage models? In this episode of The Revenue Engine Podcast, Aseem Chandra, a long time marketing and product leader from Oracle and from Adobe, and currently the CEO and Co-Founder of Immersa, shares what he is seeing in the market and how integrated data insights is more critical than ever before. Connect with Aseem on https://www.linkedin.com/in/softwareexecutive/ (LinkedIn) or visit the Immersa website at https://www.immersa.co (immersa.co). Read Immersa's blog post here: https://www.immersa.co/2021/04/from-idea-to-startup-our-journey-as-eirs-at-mayfield/ (From Idea to StartUp: Our Journey as EIRs at Mayfield) Connect with Rosalyn on https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn). The Revenue Engine Podcast is powered by https://www.salesiqglobal.com (Sales IQ Global).
Is the Chief Marketing Officer best positioned to be the next Chief Revenue Officer? Who is best suited to bring the entire end-to-end revenue process together? In this episode of The Revenue Engine Podcast, Rosalyn discusses this sometimes controversial topic with Brandi Starr, a long time marketing executive, business owner, and best selling co-author of CMO to CRO, The Revenue Takeover by The Next Generation Executive. They also discuss the evolution of the role that Marketing plays in the overall revenue process and how marketing has become much more science vs. art. Take a listen to this and much more! Connect with Brandi https://www.linkedin.com/in/brandistarr/ (on LinkedIn) or visit the Tegrita website. Check out the book https://www.revenuetakeover.com/ (CMO to CRO: The Revenue Takeover by the Next Generation Executive) https://www.linkedin.com/in/rosalyn-santa-elena/ (Connect with Rosalyn on LinkedIn.) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine.
We all know we need forecasting, but why is it so hard? Let's look at the Top 10 things organizations are doing wrong when it comes to forecasting to learn how to build a winning forecast structure. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/ )for powering the Revenue Engine Podcast.
What does a law degree, a Masters in Financial Economics, and a CPA have to do with being a founder and CEO? Well, in this episode of The Revenue Engine Podcast, Rosalyn speaks with Hanna Kassis, the CEO and Founder of OAREX, about his journey that led him from law school to starting the Online Ad Revenue Exchange (OAREX). OAREX is a capital-as-a-service platform for digital media and advertising businesses, enabling them to obtain funding - and drive revenue growth - faster. Hanna shares his insights and expertise about starting a new business, being an entrepreneur, the explosion of the digital ad economy, and so much more! Connect with Hanna https://www.linkedin.com/in/hannakassis/ (https://www.linkedin.com/in/hannakassis/) Check out OAREX https://www.oarex.com/ (https://www.oarex.com/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
We all know how critical sales coaching is to driving revenue growth, but how do you do coaching right? How do you even find time to coach? In this episode of The Revenue Engine Podcast, Dave Kennett, the CEO and Founder of Replayz, shares what sales leaders are doing right - and doing wrong - from a coaching and guiding perspective. And through his 100 Best Practices and proven framework, he shares how sales teams can up-level their discovery and demo game, resulting in improved close rates, faster sales cycles, and larger deals. Grab your headphones and listen to learn how to make an impact today and see better revenue results! Connect with Dave https://www.linkedin.com/in/dkennett/ (https://www.linkedin.com/in/dkennett/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
If you are in sales, you have heard of Miller Heiman. And you’ve probably heard of Alice Heiman, the daughter of Stephen Heiman, who helped her father’s business, but then ventured out on her own over 20 years ago. Today, Alice is the Founder and Chief Sales Energizer of her own firm, Alice Heiman, LLC, guiding and coaching CEOs and sales leaders to develop winning strategies to drive revenue growth. Alice is a long time leader and expert in the sales world as a strategist, speaker, coach, advisor, and instructor. She is also a huge advocate and supporter of giving back to the community and to helping elevate other women professionals. In this episode of The Revenue Engine Podcast, Alice shares what CEOs should be doing to build winning sales organizations, how to approach revenue with the customer in mind, and so much more! Connect with Alicehttps://www.linkedin.com/in/aliceheiman/ ( https://www.linkedin.com/in/aliceheiman/) Check out Alice's website! https://aliceheiman.com/ (https://aliceheiman.com/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
We are all bombarded with emails. So how do you cut through the noise and improve response rates? In this episode of The Revenue Engine Podcast, Will Allred, COO and Co-Founder of Lavender, sits down with Rosalyn and shares the Top 3 Tips to improve email effectiveness. Will also shares what revenue teams are doing right - and what they are doing wrong - when it comes to email prospecting and outreach. Take a listen and learn what you can start doing today to improve revenue outcomes through more effective communication. Connect with Will https://www.linkedin.com/in/williamallred/ (https://www.linkedin.com/in/williamallred/) Check out Lavender! https://www.trylavender.com/ (https://www.trylavender.com/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
“Believe in yourself” is one of the pieces of advice that Gaurav shares in this episode of The Revenue Engine Podcast. Gaurav is an immigrant entrepreneur who discusses how even as a CEO and two time founder, he still sometimes experiences imposter syndrome, but also shares how he works to address it and work through it. Gaurav has an incredibly inspirational story from humble beginnings in New Delhi, India selling pencils and pens on the street with his brother to designing his first video game at the age of 12 to starting his first company at age 16. He is currently the CEO and Co-founder of his second company, http://involve.ai/ (involve.ai). Take a listen to this amazing story where Gaurav shares how to drive the revenue engine by being “product obsessed” and helping to make the world “customer-centric”. Connect with Gaurav https://www.linkedin.com/in/bhattacharyagaurav/ (https://www.linkedin.com/in/bhattacharyagaurav/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
“All I had to do was stop asking for permission, stop worrying about speaking up, and start doing what I know is best”. This is career advice from Stephanie Cox, the President at Lumavate, the no-code mobile app platform built for marketers to build, publish, and manage apps on their own. In this episode of The Revenue Engine Podcast, Stephanie shares her journey as a female leader who has grown her career from running marketing - to running marketing and sales - to ultimately running the company. Take a listen to her insights around grabbing opportunities when they appear, being comfortable speaking up, and learning that everyone brings value to the table. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Stephanie https://www.linkedin.com/in/stephaniecox/ (https://www.linkedin.com/in/stephaniecox/)
Recently Rosalyn celebrated her 26th mothers day of being a mother and 21 years of being a people leader. During this episode Rosalyn discusses her shared perspective that can be applied to both areas of life. These lessons are simple lessons that can help any parent or leader. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://www.salesiqglobal.com/ (https://www.salesiqglobal.com/ )for powering the Revenue Engine Podcast.
Nicolas Vandenberghe is the CEO and Co-Founder of Chili Piper and of KosmoTime. In this episode of the Revenue Engine Podcast, Nicholas shares insights from his amazing entrepreneurial journey as an individual who has sold 3 tech companies and is currently the CEO of two successful businesses that are revolutionizing how revenue teams optimize meeting lifecycle automation and manage time for focused work. Nicolas is a true visionary who knows how to not only build a successful business, but how to inspire, lead, and have some fun at the same time. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Nicolas https://www.linkedin.com/in/nvandenberghe/ (https://www.linkedin.com/in/nvandenberghe/)
“Optimize for culture and people over pipeline”, says Dini Mehta, the Chief Revenue Officer at Lattice, the people management platform that empowers people leaders to build engaged, high performing teams. And what a perfect fit of leader, role, and company! Dini is a leader who values culture and people over growth and understands that when you build a winning culture and a winning team, revenue growth will happen. In the latest episode of The Revenue Engine Podcast, Dini shares her advice for other revenue leaders. But also, as a woman of color in a C-level role, leading a revenue organization in tech, she shares her “three rules” to help other women looking to elevate their career and continue to “climb the ladder”. Take a listen and learn more from this amazing leader. Get ready to be inspired! Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Dini https://www.linkedin.com/in/nandinimehta/ (https://www.linkedin.com/in/nandinimehta/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast
“We are all in customer success…” per Rosie Roca, Chief Customer Officer of Hopin, the company that is providing a virtual venue for live online events, which experienced significant growth in 2020 with all events, meetings, and social moving online and virtual. In this episode of The Revenue Engine Podcast, Rosie shares her incredible journey from her time working with the New England Patriots, her time at both Harvard and at Stanford, and her time at a start-up which led to an incredible career at Salesforce from a Customer Success Manager to the SVP of Customer Experience. Rosalyn and Rosie also discuss how we are all in customer success and how to be a true champion and partner in driving value and helping your customers be successful...ultimately leading to what we all want - revenue growth and customer retention. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Rosie https://www.linkedin.com/in/rosieroca/ (https://www.linkedin.com/in/rosieroca/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast
With an engineering background and extensive experience in sales and marketing, Eyal Orgil is in a unique situation of understanding both the technical and the business aspect of sales technology. Eyal is the Co-Founder and CRO of DealHub.io, the Revenue Amplification Platform, providing a complete and connected revenue workflow from CPQ to CLM to proposals, subscriptions, and through document signature. In this episode of the Revenue Engine podcast, Rosalyn and Eyal discuss how the idea for DealHub.io came about, what has helped them be successful in accelerating revenue growth, and how to put customers first. Eyal also shares how designing a solution for salespeople with the salesperson in mind, helps to not only drive usage and adoption, but helps realize the full value of the solution. Take a listen and you’ll also learn what Eyal is seeing in terms of trends with Rosalyn’s favorite topic, Revenue Operations. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/ ) Connect with Elay https://www.linkedin.com/in/eyalorgil/ (https://www.linkedin.com/in/eyalorgil/) Check out Deal Hub https://dealhub.io/ (https://dealhub.io/) Thanks to https://salesiqglobal.com/ (Sales IQ Global) for Powering the Revenue Engine Podcast
When you are an early stage founder, where - and how - do you start building your revenue engine? In this episode of The Revenue Engine podcast, Rosalyn discusses this and more with Scott Sambucci, the CEO and Founder of SalesQualia. SalesQualia focuses on helping enterprise technology startups ramp up - and scale up - their sales teams and increase revenue through founder coaching programs and sales coaching. And who is more qualified than Scott? Probably no one. In addition to being a CEO and Founder, Scott is an accomplished author, professor, speaker, and revenue leader with experience in product, sales, marketing, customer success, and even operations! Want more? Scott is also a three time ironman, ultra runner, and marathon swimmer! Grab your headphones and listen, learn, and be inspired. Connect with Scott https://www.linkedin.com/in/scottsambucci/ (https://www.linkedin.com/in/scottsambucci/) Scott's FREE book offer: https://salesqualia.com/book (https://salesqualia.com/book) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
“Bigger vision calls for lighter packing”. This is just one of the 40 lessons in 40 years that Casey Graham, CEO and Founder of Gravy and Command AF shares in this episode of The Revenue Engine podcast. Listen to one of the most hard-hitting, authentic, thought-provoking and inspirational discussions with 4 time company founder Casey Graham as he shares lessons learned, practical advice, and a fresh new perspective on being a leader and being successful in business and in life. Connect with Casey https://www.linkedin.com/in/caseygraham1/ (https://www.linkedin.com/in/caseygraham1/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
What is Revenue Operations? Asking this question you hear many different responses. Roslyn describes Revenue Operations as the engine that drives, enables and optimizes the revenue process. It's the infrastructure, the people, processes, technology, enablement, and data that support revenue generating teams such as marketing sales, customer success support. During this episode Rosalyn talks about the impact Revenue Operations has across the entire customer journey and why RevOps is more than just a tactical part of driving the Revenue Engine. Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global for Powering the Revenue Engine https://salesiqglobal.com/ (https://salesiqglobal.com/)
“Stop selling and start helping” - this is one of the tips from Amir Reiter, the CEO and Founder of CloudTask. If you aren’t “helping” solve a problem, you’re going to have a tough time in business. Take a listen as Rosalyn dives into an authentic, real, and hard-hitting discussion with Amir and cover his thoughts on - Why the word “outsourcing” has been stigmatized Why the terms “inbound” and “outbound” are becoming irrelevant Why it’s hard to put “customer first” if growth rate is your top metric
And much more.. Connect with Amir https://www.linkedin.com/in/amirreiter/ (https://www.linkedin.com/in/amirreiter/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine.
As a two time founder and CEO, Nick Bonfiglio knows what it takes to build a company. So what are the lessons learned? Nick shares three things that are important - Build the right team for the stage you are in Build a great product that solves a real problem Make sure you have an initial TAM and a path to TAM expansion that will help you build a big business
Then he says that “The rest is all about trying to enjoy the journey, with minimal stress, while riding the line between confident and paranoid”. In this episode of The Revenue Engine podcast, Rosalyn and Nick also discuss the idea behind Syncari, the exponential growing need for data, and best practices to approach your data strategy. Connect with Nick https://www.linkedin.com/in/nickbonfiglio/ (https://www.linkedin.com/in/nickbonfiglio/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/ )for powering the Revenue Engine
How do you accelerate your career and grow? “Take risks. If it feels uncomfortable, do it”. That is just one of the pieces of advice from Kyle Lacy, Chief Marketing Officer at Lessonly. Kyle has built an amazing brand for Lessonly, he also has an amazing personal brand. In this episode of The Revenue Engine Podcast, Kyle’s talks about his first start up, how he created a revenue engine at Lessonly, how he stays ahead of the game, and much more! Take a listen and walk away with actionable tips, and maybe a fresh perspective! Connect with Kyle https://www.linkedin.com/in/kylelacy/ (https://www.linkedin.com/in/kylelacy/ ) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine
What makes a great Sales Professional? How do you know that you are right for a role in sales? What are the key characteristics or personality traits that someone needs to be successful in sales? In this episode, Rosalyn sits down with Stephanie Valenti, as she shares her journey from the restaurant business to sales, sales leadership, and then to her current role of Chief Operating Officer at Loftwall. Stephanie shares tips for building a winning team, and keeping them motivated, aligned, and engaged. Connect with Stephanie https://www.linkedin.com/in/valentis/ (https://www.linkedin.com/in/valentis/) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (https://www.linkedin.com/in/rosalyn-santa-elena/) Thanks as usual to Sales IQ Global https://salesiqglobal.com/ (https://salesiqglobal.com/) for powering the Revenue Engine!
What characteristics does a great RevOps leader need to exhibit? In this episode, Rosalyn shares the skills and qualities required to be successful, and how these characteristics help drive the Revenue Engine! Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn ) Thanks to Sales IQ Global for powering the Revenue Engine Podcast.
Strap in for the next 30 minutes as Rosalyn catches up with mover and shaker Elay Cohen! Recognized as one of the world's top sales experts, Elay not only co-founded SalesHood, he also authored top-selling books Enablement Mastery and SalesHood! Elay is on a mission to impact sales revenue with sales enablement and improve the working environment's future! Elay really walks the talk – this month, the team at SalesHood is unplugging and recharging with two days off as a big thanks for the hard work the team puts in! Anyone else pulling out their resume???? Who wouldn't want to join an organization that not only looks after their team, but also reduces time to ramp, increases quota attainment, accelerates sales velocity, and drives growth and revenue outcomes! Tune in and try to keep up as Elay recounts his remarkable journey, from learning sales skills from his dad to VP of Sales Productivity at Salesforce, sharing lots of pro tips to fire up your revenue engine! Connect with Elay Cohen: https://www.linkedin.com/in/elaycohen/ (LinkedIn) https://twitter.com/elaycohen?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor (Twitter) https://saleshood.com/ (Saleshood) Connect with Rosalyn: https://www.linkedin.com/in/rosalyn-santa-elena/ (LinkedIn) Thanks to as always to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine! Don't forget to https://revenue-engine.captivate.fm/listen (subscribe)!
Follow the yellow brick road! We're off to see the Wizard, the wonderful Wizard of Ops!!! Get ready to be taken on an incredible journey with Brad Smith, founder of "Wizard of Ops", an insightful community for like-minded ops professionals to learn and inspire each other. You have to sympathize as Brad, CEO and Co-Founder of Sonar, shares how the fallout from a costly 'disaster', sparked the idea of Sonar, a system solving real problems in the revenue world. Sonar provides an understanding of tech stack integrations in real-time, empowering ops leaders to manage business-critical tech stacks from a single source of truth. It also lets you know before any changes break something! Tune in as Brad shares how they raised and used seed funding to accelerate the platform's growth. Where you can find us: https://www.linkedin.com/in/smithbradleyt/ (Brad Smith) https://www.linkedin.com/company/wizards-of-ops/ (Wizard of Ops) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thanks to as always to https://salesiqglobal.com/ (Sales IQ Global) for powering the Revenue Engine! Don't forget to https://revenue-engine.captivate.fm/listen (subscribe)!
Grab your earphones and get ready to be inspired as Rosalyn delves into the fascinating story of Chris Rothstein, CEO, and Co-Founder of Groove. Chris grew up in farmland Minnesota, then spent five years as one of the first people at Google Cloud in sales management. Working at Google with an amazing bunch of people and a significant technology budget but not finding sellers were hitting their maximum potential and getting what they needed, Chris identified something he was passionate about and started Groove. With the desire to make the job more enjoyable, Chris explored using technology to find a better way of solving seller's problems and operate at peak performance and be in the zone. Now the leading full-cycle sales engagement platform for enterprises using Salesforce, Chris and the co-founders of Groove built a solution that helps companies drive revenue and provide more value for customers using the concept of flow. Tune in as Chris shares his perspective on the evolution of sales engagement, his experience starting a business, and the importance of focusing on problems that matter to you, things you value, and your passion. Where you can find us: https://www.linkedin.com/in/chris-rothstein-4047012/ (Chris Rothstein) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thanks as usual to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine!
Imagine being the co-founder of not one, but two uber-successful, leading marketing software companies! This week on the Revenue Engine Podcast, Jon Miller, Co-founder of global marketing automation platform Marketo and ABM software Engagio, and currently the CMO of Demandbase, talks with Rosalyn about his entrepreneurial journey, and his vision for marketing. Jon shares how he built a brand for his tech-platform, and worked incredibly hard to find a way to differentiate, in a category that already existed. *ABM: Account Based Marketing, ABX: Account Based Experience Connect with https://www.linkedin.com/in/jonmiller2/ (Jon Miller) Connect with Rosalyn https://www.linkedin.com/in/rosalyn-santa-elena/ (Santa Elena ) Connect with https://salesiqglobal.com/ (Sales IQ Global)
With no shortage of technology for revenue teams today, how do you ensure success when implementing a new system or tool? How can you drive adoption? In this episode, Rosalyn shares 8 Pro Tips to ensure your success when implementing a new system or tool and make sure the revenue team actually use it! Tune in each month to the #OpsTherapy sessions, as Rosalyn shares her journey, career learnings, and how Revenue Operations is becoming the vehicle to enable companies to scale and grow. Timestamps: 00.43 - Adoption is one of the biggest challenges when implementing a new system or tool 01.49 - Why adoption can be difficult from a people perspective 02.45 - Why adoption can be difficult from a process perspective 03.22 - Why adoption can be difficult from a technology perspective 03.50 - Pro Tip 1: Clearly understanding the positive impact on the business 05.14 - Pro Tip 2: Communicating to the business 07.02 - Pro Tip 3: Have a well-defined process 08.21 - Pro Tip 4: Train and empower the team 10.40 - Pro Tip 5: Keeping it as simple and straightforward as possible 11.57 - Pro Tip 6: Celebrate and highlight the wins 14.00 - Pro Tip 7: Involve users and leadership early, and often 16.28 - Pro Tip 8: It's a continual loop - gather feedback, measure, enhance and evolve 18:00 - Key takeaways Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!
What is the secret weapon when trying to scale the revenue engine? With the sales landscape rapidly changing, data and customer insight, are more important than ever before. How do organizations leverage this data and insight to make better decisions? The role of Revenue Operations has become a crucial business partner to help execute the go-to-market strategy. Join us in the latest Revenue Engine episode as Rosalyn and Steve Goldberg, the CRO of SalesLoft, discuss the importance of Revenue Operations when scaling the revenue engine. Timestamps: 00:35 - The unique partnership of a CRO and VP of Revenue Operations 03:18 - Steve shares his journey into sales 06:41 - Mentors and influences shaping Steve's professional journey 08:43 - SalesLoft market trends transformation and its direction 12:28 - Steve's philosophy on revenue acceleration and growth of SalesLoft 16:29 - COVID's impact on SalesLoft and lessons learned 20:14 - How to best leverage Ops leaders 22:06 - Partnership between the Revenue and Revenue Operations leaders 27:03 - How Steve keeps his team engaged and motivated 30:54 - The key elements that contributed to SalesLoft's high growth 33:19 - What would Steve do differently if he could do it all over again 36:06 - Rosalyn finds out one thing many don't know about Steve 37:02 - Steve's message to everyone Connect with https://www.linkedin.com/in/steve-goldberg-2324913/ (Steve Goldberg) Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!
How do you know when to restructure and hire a Chief Revenue Officer? Still a relatively new role, the CRO structure, and responsibilities vary from company to company. Some may own the sales process end to end, whilst others only own net new acquisition. Join us in the latest Revenue Engine episode, as Rosalyn and Warren Zena, the Founder of The CRO Collective, discuss when and why it’s time for a CRO in your organization. Timestamps: 00.35 - Rosalyn introduces Warren and the role of the CRO 04.24 - Warren shares his journey into sales 09.09 - The mentors and influences shaping Warren's career 12.12 - The CRO Collective and the motivation behind starting this movement 17.14 - Should the CRO run sales? 22.38 - How customer service can drive insight to help sellers understand more about their buyers 25.33 - CRO readiness and what they need to ask for 30.40 - What is required to become a CRO 35.58 - How CRO Collective helps the industry 40.00 - The requirement for a RevOps expert in the team 43.15 - Rosalyn finds out one thing many don’t know about Warren Connect with https://www.linkedin.com/in/warrenz/ (Warren) Connect with https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don’t forget to https://feeds.captivate.fm/revenue-engine/ (subscribe)!
Why is it that some companies experience hyper growth while others don’t? This week we get the opportunity to talk with Udi Ledergor, the CMO of Gong, who shares with us why being obsessed with your customer will accelerate growth. Gong has achieved incredible results, and are consistently rated number 1 by their fan base. Thousands of companies don't just work with Gong, they have become raging fans. During the episode, Rosalyn uncovers the secret to Gong's success, and how anyone trying to drive the Revenue Engine can achieve achieve the same success. Timestamps 00.35 - Welcome to the Revenue Engine Podcast 01.32 - Introducing this week's guest Udi Ledergor CMO of Gong 02.52 - Udi talks about his career and when he decided to move to Gong 05.38 - Trends in the revenue intelligence category and why data analytics is key to drive more revenue 08.48 - How do you stay ahead and build a product that customers love 13.25 - The importance of customer feedback 17.00 - Turning customers into fans and how to connect your brand with the customer 20.13 - Gong promotes during Superbowl and crazy ass ideas to help your brand 23.15 - Why embracing diversity will help companies outperform...and doing it for the right reasons 27.00 - Gong’s operating principles and why turning customers into fans should be number one 32.53 - The one thing many people might not know about Udi Connect with us: https://www.linkedin.com/in/udiledergor/ (Udi Ledergor) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thank you to http://www.salesiqglobal.com/ (Sales IQ) who help to power the Revenue Engine Podcast! Don't forget to subscribe to https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast).
What is Revenue Operations, and why did Rosalyn Santa Elena decide to host this podcast? In today's episode, Rosalyn talks about where her career has taken her and why she decided to host The Revenue Engine Podcast. Starting her technology career almost 25 years ago, Rosalyn talks about her journey, where she began in finance before moving to the dark side! Each month Rosalyn will share her journey and talk about what she learned during her career and how Revenue Operations is becoming the vehicle to enable companies to scale and grow. Connect with Rosalyn: https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thank you to http://www.salesiqglobal.com/ (Sales IQ) who help to power the Revenue Engine Podcast! Don't forget to subscribe to https://feeds.captivate.fm/revenue-engine/ (The Revenue Engine Podcast).
Growth and Scale don't occur because you are in the right place at the right time. Driving the revenue engine comes from creating the right culture with the right people and having the vision to make it happen. During this episode, Kris shares his story on how he scaled Sendoso by building a revenue engine. Timestamps 0.30 - Welcome to the Revenue Engine Podcast 0.53 - Introducing this week's guest Kris Rudeegraap and the connection Rosalyn has to Sendoso, the journey Kris has had from AE to founder, and why branding matters. 2.04 - Kris is officially welcomed to the Revenue Engine Podcast 3.32 - Kris shares his sales journey and why he started Sendoso. 6.41 - The evolution of Sendoso and how the value proposition is still core to the companies growth. 7.43 - Kris talks about dreaming and achieving what’s possible and owning a category 10.24 - Having competitors attack the space means you are doing something well. 12.29 - Field marketing and how the virtual world has changed 14.02 - The impact on COVID and how this has helped Sendoso grow 16.04 -Philosophy around driving customer success and value, and how that has contributed to revenue acceleration? 17.39 - Brand and culture and how they drive brand 22.06 - The elements that contributed to the high growth success of Sendoso 23.09 - When to figure out your sales engine 25.47 - Kris talks about what he would have done differently if he had the opportunity 27.23 - One thing everyone needs to know about Kris
I am so excited to share this episode of The Revenue Engine Podcast where we chat with Evan Liang, the Co-Founder and CEO of https://www.leandata.com/ (Lean Data). LeanData is an awesome company that helps companies improve the buyer experience, accelerate time-to-revenue and increase operational alignment. When I was asked to start the Revenue Engine podcast there were a handful of inspirational leaders that immediately came to mind. Given what I know about Evan and about LeanData, of course I reached out to him and asked him to be a guest! Timestamps: 00:35 - Introducing Evan Liang 02:39 - Solving the issue of poor data & launching LeanData 05:40 - Defining the term "Revenue Operations" 06:42 - LeanData's mission & where the market category is heading 11:41 - The role of data & operations play in revenue growth 14:55 - How did LeanData position itself as the market leader? 18:53 - The importance of listening to the customer 20:34 - Recognizing Ops Professionals: the idea behind Ops Stars 27:27 - The challenges posed by COVID on LeanData 30:31 - The Key elements that have contributed to LeanData's high growth and key lessons 34:07 - Two things we didn't know about Evan Liang Connect with us: https://www.linkedin.com/in/evanliang/ (Evan Liang) https://www.linkedin.com/in/rosalyn-santa-elena/ (Rosalyn Santa Elena) Thank you to https://www.salesiqglobal.com/ (Sales IQ) who help to power The Revenue Engine Podcast!
Welcome to the very first Revenue Engine Podcast powered by https://www.salesiqglobal.com/ (Sales IQ Global.) In our inaugural episode, Rosalyn is joined by the incredible Manny Medina — CEO and Co-Founder of Outreach. Outreach is a sales enablement company that is valued at over $1.3b — but it wasn't always that way. Before becoming one of the most recognizable SaaS unicorn's in the market today, Outreach was only a few months away from wrapping up. So what had to change? Sit back and enjoy this week's episode as Manny shares with us his story and his philosophy around product differentiation, customer success and much more. Timestamps: 00:34 - Welcome to the first Revenue Engine Podcast Ft. Manny Medina 02:26 - Welcoming Manny to the show 03:50 - A change had to come — pivoting to sales automation 10:20 - Sales Engagement — an emerging market category 14:58 - Identifying issues with pipeline, messaging, & positioning sooner rather than later 16:56 - The confusion & mishandling of COVID is causing uncertainty 20:41 - Sales will never be the same. The two things that have changed 22:43 - Becoming a true partner to your customers & driving customer success 27:28 - Outreach's quality culture & strong core values have created an incredible brand 34:29 - Champion of diversity & inclusion 39:26 - Accelerating revenue growth & powering that revenue engine 43:40 - You might be surprised to know... 45:33 - Thank you for listening to the show!