Revenue Talks - A Podcast for Modern Revenue Teams: Recent Episodes
Tim Harris
Businesses are built in silos but revenue is won by teams. Hear from today's top leaders in B2B sales, marketing, operations, and customer experience as they peel back the curtain on the growth strategies they use to create fans and win revenue.
Gaining access and creating a connected buying experience are table stakes for modern revenue teams in our digital-first world. Whether you want actionable insights for your team, or just want to learn how the best B2B leaders are aligning around revenue, this podcast is for you.
Breaking Down Silos with Christopher Varites
In this episode of the Revenue Engagement Podcast, we have Christopher Varites joining us on the show. Chris is the director of revenue operations and technology at Paycor, and he has a fantastic career journey that he will be sharing with us.
Throughout his experience, Chris has successfully provided strong and effective leadership, guidance, and direction to numerous staff members and clients while implementing efficient and innovative business and technical solutions to the complex issues facing his firm, staff, and customers.
Chris is a firm believer in asking questions and asking them in the right way. He insists that before you do anything, you need to know the 'why.'
Chris and I will have an amazing conversation on working with different silos, building a positive culture, and I believe you can borrow a few points from the episode.
Are you ready to learn from Chris? Listen in to this episode.
Key Talking Points of the Episode:
- How Chris has confronted challenges around building business silos and aligning the teams
- How to make different silos work together under one roof
- Building a positive revenue culture
- Tools and strategies that Chris uses to keep the positive culture alive
- What things are challenging the status quo in the engagement world?
- Text messaging and sales teams from an operational perspective
Quotes from the Episode:
"Recognition is huge. A simple, hey, great job on this, or hey, you know, great, great job or whatever it may be. It's a simple gesture, but it does hold its weight and gold."
"The silver bullet is identifying a single pane of glass for a seller to execute exactly what they need to execute on in one screen."
"Ask the right questions, and make sure the questions are formatted in a way where you're going to be able to get or extrapolate a lot of additional insight outside of what just that question is asking."
"Take yourself away from focusing more on the more tactical KPIs on just box-checking exercises, and push individuals to focus more on the quality."
Connect with Chris Varites
Resources Mentioned:
Green Lights by Matthew McCaughey
Start with Why- Simon Sinek
Rakhi will share how the Covid pandemic and even consumer trends prior to our "new normal" have changed the sales arena. She will give us an inside look into what the IBM sales development culture looks like and share a few strategies to boost revenue in our own organizations.
Rakhi is the director of global digital sales development at IBM, a Forbes business development contributor speaker, and a Women in Sales advocate.
Listen in and learn Rakhi’s secrets to building a successful sales development team and elevating their role within a global sales organization.
Key Takeaways
- Metrics that Rakhi follows to monitor the team’s health and success
- How has the pandemic changed IBM’s sales development motions
- How the pandemic has affected the sales world
- Digital sales development culture at IBM. How has Rakhi re-energized the sales development culture at IBM
- What can we do to make our organizations better when it comes to revenue?
- One skill that Rakhi wishes that she had learned earlier
- Personal advice to a younger generation looking to get into sales
Quotable Moments
- “The way my team and I engage with clients hasn’t changed, but the conversations have.”
- “Take a list of all your personal objectives, all your professional objectives, blend them together and then prioritize. “
- “It’s important to be able to say no, and to figure out how you should prioritize and spend your time.”
- “I think my curiosity and my eagerness to learn ended up being one of my greatest strengths. It led me to new opportunities, both professionally and personally.”
Connect With Rakhi
Resources Mentioned:
Thrive: The Third Metric to Redefining Success and Creating a Life of Well-Being, Wisdom, and Wonder- Arianna Huffington
When it comes to an organization's focus on customer experience, the Sacramento Kings are an industry leader. Engaging fans the "King's Way," is all about personalization at scale and developing deep relationships with fans. We need to consider a lot of aspects that impact its overall performance extensively. In the conversation today, Courtney touched on a lot of topics that help generate better sales and revenue.
Key Takeaways
- Learn about the "King's Way" approach that they practice at Sacramento Kings. It involves customization and taking a customer-first approach in every interaction that you have.
- Transparency helps with generating self-awareness and managing the conversations with the different people you're working with.
- Having candid conversations with their team and the leadership group helped them with the cultural aspect a lot through the trying times.
- Learn the importance of organically finding those people that would support you in the long run.
- Courtney shares the most significant learning from her experience so far. She says being able to consider and work on constructive criticism helped her improve a lot as a professional.
Connect with Courtney
- LinkedIn - https://www.linkedin.com/in/courtneymblake
Connect with Us
- Website - https://conquer.io