The Revenue Hustle: Recent Episodes
Tom Hessen
Hitting revenue targets is HARD and requires constant hustle. Last quarter's success is already forgotten. Learn the mindset and tactics of todays most successful revenue producers in B2B Marketing & Sales. We call this the Revenue Hustle.
Bradley Hardy, Managing Director at Citizens Bank, talks about the the significance of cross-selling to top and bottom lines and his approach to doing it successfully. Brad shares that a strong customer relationship is the foundation for cross-selling and explains his process for introducing new products and experts to his clients. Brad also shares how he balances his sales activities so he has a consistent and reliable pipeline instead of feast or famine periods.
Bradley's Revenue Rules:
- Cross selling requires a strong customer relationship
- You need to balance your sales activities
Follow Bradley on LinkedIn:
https://www.linkedin.com/in/bradley-a-hardy/
Where you can listen:
- Spotify: https://open.spotify.com/episode/0Snb6VMtRJYSWxn0vOPk6F?si=55c51b4655354ef7
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000671433800
- YouTube: https://youtu.be/HO9uSw1XjVQ
On this episode we discuss all things Go-To-Market (GTM) strategy because if you don't get this right companies struggle to grow. We discuss what is GTM, why it is critical to have GTM alignment, and why most companies get it wrong. We are joined by marketing expert Margaret Irons, founder of Salt and Butter Marketing, and sales expert Brian Shay, founder of Lucrum Partners. This episode is also historic for 2 reasons: it is our first episode with 2 guests and Margaret is the first repeat guest!
Their revenue rules:
- Your go to-market strategy needs to be aligned
- Map your new customer journey
Follow them on LinkedIn:
- Margaret: https://www.linkedin.com/in/margaretirons/overlay/photo/
- Brian: https://www.linkedin.com/in/salesskills/
Where you can listen:
- Spotify: https://open.spotify.com/episode/17gufdaFklO2MGOdBpcSJF?si=67624d4ac17a49cb
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000669038792
- YouTube: https://youtu.be/SMrK2TYJpLo
We are joined by Sondra Imperative, most recently the Vice President of Brand Strategy and Marketing at Blue Cross Blue Shield Association and currently the founder of Persistent Courage. Sandra shares her unique insights into effective leadership, emphasizing the importance of putting people first—employees, customers, and suppliers—to drive profits. She also encourages leaders to get out and talk to customers, staff, and teammates to show you generally care about them and understand what improvements or issues they see inside the business.
Sandra's Revenue Rules:
- People equals profits.
- Leaders need to have the persistent courage to get up and get out.
Follow Sandra on LinkedIn:
https://www.linkedin.com/in/sondraimperati/
Where you can listen:
- Spotify: https://open.spotify.com/episode/4GDj9vY8741i95nzvyZn9T?si=25313c1841ff4a25
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000666014298
- YouTube: https://youtu.be/w6DSKl-ys0g
We sat down with Alex Pacak, Associate Director of Sales Enablement for Soft-serve Americas. Alex shares his personal story of how he navigated the tough days he experienced early in his sales career (including his failures), how he learned to overcome them, and how he found his way into Sales Enablement. His story includes being adopted and how his family shaped him and gave him the grit to overcome obstacles. This is a must listen for all growth leaders. You will be encouraged!
Alex's Revenue Rules:
- Embrace Failure--its is critical for your personal growth
- Know Your Why--it will get you through the tough days
Follow Alex on LinkedIn: https://www.linkedin.com/in/alexpacak/
Where you can listen:
- Spotify:
- iTunes:
- YouTube: https://youtu.be/rG-LFLCr3n8
We sat down with Ruchir Nath, Director of Global Sales Strategy and Operations at Dell, to discuss his job as a sales fixer. He gets assigned to business units and product teams that are not hitting their sales targets to help leadership figure out the problems and get the revenue back on track. Ruchir shares his invaluable insights on identifying and solving sales performance issues, navigating complex organizational structures, and driving operational excellence.
Ruchir’s Revenue Rules:
- Fight the problem, not the people.
- Operational excellence dictates growth.
Follow Ruchir on LinkedIn: https://www.linkedin.com/in/ruchirnath/
Where you can listen:
- Spotify:
- iTunes:
- YouTube: https://youtu.be/eba3oB-JJWI
On the latest episode we’re joined by Paul Wright, the Vice President of Sales Enablement at Acosta Group. Paul shares his insights on sales enablement and the importance of making a seller's job easy. Paul is passionate about making sure sales executives are knowledgeable and informed. And to do that sales execs have to be taught, not trained. Training is for animals, not people!
Paul's Revenue Rules:
- You don't train salespeople, you teach them.
- The sales rep is not the hero of the story, the client is.
Follow Paul on LinkedIn: https://www.linkedin.com/in/pnwright
Where you can listen:
- Spotify:
- iTunes:
- YouTube: https://youtu.be/_-vKmlnR6e0
On the latest episode we’re joined by Meenu Popli, the Director of Field Marketing for Storage in North America at Dell. Meenu shares that having an entrepreneurial mindset is the foundation for growth because it helps leaders be honest about the business' strengths & weaknesses (including themselves), listen to all stakeholders, and be able to make changes quickly.
Meenu’s Revenue Rules
- Operate with an entrepreneurial spirit
- Hire based on character, then build the skillset.
Follow Meenu on LinkedIn: https://www.linkedin.com/in/meenu-popli-98846117/
Where you can listen:
- Spotify: https://open.spotify.com/episode/5IdH2YYYOGOexuBH5XaTmW?si=85a6494ca43e4c75
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000651257828
- YouTube: https://www.youtube.com/watch?v=bl-TEdah9EA
This conversation with Sanjay Verma will challenge every growth leader's thinking. Sanjay is the Managing Director at Alix Partners and the Global Leader of the Digital Innovation Practice. Sanjay shares his experience driving performance improvement and digital innovation at Alix Partners, helping clients navigate disruptions, improve performance, and identify new markets and revenue streams. His first revenue rule: Be 10x better than competitors to create lasting impact in the market.
Sanjay’s Revenue Rules:
- Be 10x better than the competition
- Only the paranoid survive.
Follow Sanjay on LinkedIn:
https://www.linkedin.com/in/sanjayvermaiitk
Where you can listen:
- Spotify: https://open.spotify.com/episode/0YVgfFTo8fZwgnuSOM8XAS?si=4319ac0f5ff34c81
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000648395325
- YouTube: https://youtu.be/sGj-wEyRGoo
Aakash Shirodkar, the Practice Leader for Data and AI at Hexaware, challenges conventional beliefs that the customer is King. Instead Askash places value creation at the core with the customer a key stakeholder in that journey. He also provides a detailed, step-by-step process for how he does account planning to grow existing customers. This is rich and a must listen!
Aakash's Revenue Rules:
- Value creation is king, not the customer
- Account planning is the greatest hygiene in life
Follow Aakash on LinkedIn:
https://www.linkedin.com/in/aakashshirodkar/
Where you can listen:
- Spotify: https://open.spotify.com/episode/3Cd9RiM23dgOVTfaXARQyG?si=2eeab31983b445f1
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000642830436
- YouTube: https://www.youtube.com/watch?v=qleyConUpQc
In this episode we are joined by Patrick Hogan, a Managing Director at CTG overseeing the America's Alliances and Channels. Patrick shares insights for driving revenue from alliances and partnerships. Many execs believe channel partnerships are the answer for easy growth but that isn't the case. Patrick shares lessons for growing channel revenue he has learned through first hand experience. He also shares how his background in aerospace engineering helps him be a better growth leader.
Patrick's Revenue Rules:
- Understand the behaviors and motivators behind the sales ecosystem
- Defining, designing and delivery of a tactical process is paramount for revenue growth
Follow Patrick on LinkedIn:
https://www.linkedin.com/in/patrick-hogan-0284754/
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/navigating-the-transition-to-sales-leadership-the/id1538449270?i=1000636731291
- Spotify: https://open.spotify.com/episode/4J2xxPj0To2ms8yxLPdmmh?si=b88c4203418d4d01
- Youtube: https://youtu.be/PgKURztjWdM
In this episode, we sit down with Barbara Pawar, the VP of Sales and Go-To-Market Lead for the U.S. Northeast at Avanade, an Accenture-owned company specializing in supporting the Microsoft ecosystem.
Barbara has a wealth of experience, having navigated the sales landscape from a Series D startup to the corporate giants like Amazon and Bloomberg. Barbara shares how to navigate the transition from AE to sales leadership using her own experiences and lessons learned. One important lesson for new sales managers is the importance of a business mindset.
Barbara's Revenue Rules:
- Transitioning from sales rep to sales manager requires a business mindset.
- To be successful in closing a deal, you have to align to the business priority.
Follow Barbara on LinkedIn:
https://www.linkedin.com/in/barbaramerolapawar/
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/navigating-the-transition-to-sales-leadership-the/id1538449270?i=1000636731291
- Spotify:https://open.spotify.com/episode/6kR0lNiZwgFk4MobOTKO7F?si=8cc24c3e21624c1f
- Youtube: https://youtu.be/XrBuHXxeoyE
The CEO of UniQual Partners, Anand Seshadri, takes us through his growth journey from leading growth strategies insides the Fortune 500 to establishing his boutique management consulting firm. Anand shares that teams that know WHY their work matters drives growth and higher performance.
Anand’s Revenue Rules:
- Your people should know why they’re doing what they’re doing.
- Focus on the inside out rather than the outside in.
Follow Anand on LinkedIn:
https://www.linkedin.com/in/seshadrianand/
References mentioned in the episode
- "Drive:The Surprising Truth About What Motivates Us" - Drive | Daniel H. Pink (danpink.com)
- HBR publication - "The Culture Factor" - The Culture Factor (hbr.org)
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/understanding-why-drives-growth-and-financial/id1538449270?i=1000629657406
- Spotify: https://open.spotify.com/episode/0aiBNbRLGIobXN5QwyeylG?si=21a6d4b7551b4e07
- Youtube: https://youtu.be/qPox3MpfXGA
In this episode, we are joined by Cole Mayer, Regional Sales Director at Navisite. Cole discusses an often overlooked but critical aspect of enterprise sales--professional services. He sheds light on the profound value from services, with interesting anecdotes from his past, transforming the fears and apprehensions of many software sellers into a newfound appreciation and understanding for how services create champions.
Cole's Revenue Rules:
- Professional Services breed authentic relationships.
- Mindset & attitude are the building blocks of success in sales.
Follow Cole on LinkedIn:
- https://www.linkedin.com/in/cole-mayer-89104662/
Where you can listen:
- iTunes:
- Spotify:
- Youtube: https://youtu.be/V0khU27OI7I
We’re joined by Francois-Xavier Reodo, CMO North America of Capgemini Invent.
In this segment, FX shares that storytelling fuels the soul of an organization by more easily communicating who we are, what we stand for, and how we present ourselves in the marketplace. Stories are a natural and easy way to understand an organization for both internal and external stakeholders, which is critical in today's noisy environment.
FX’s Revenue Rules:
- Storytelling fuels the soul of an organization.
- Always put your customer first.
Follow FX on LinkedIn:
https://www.linkedin.com/in/reodofx/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/storytelling-fuels-the-soul-of-an/id1538449270?i=1000613125567
- Spotify:https://open.spotify.com/episode/0LTQ2rZgdlTse6mH8bW6qH?si=da2b0ff234664c42
- Youtube: https://youtu.be/-CUXZiC4zpA
In this latest episode, we're joined by Stephen D'Angelo, Partner in the Next Gen Sales practice at Boston Consulting Group. Stephen is also a former CRO, CEO, and VP of Sales.
Stephen helps companies transform their sales organizations and their go-to-market. Stephen emphasizes the importance of understanding the specific behaviors and skills that make a sales rep an A player, and how an A player in one organization doesn't guarantee they will be an A player in another. By defining success DNA, sales leaders can create the preferred account executive profile and set their teams up for success.
Stephen's Revenue Rules:
- Sales leaders must define the success DNA of their sales reps.
- Sales reps that win most often pick the right deals.
Follow Stephen on LinkedIn:
https://www.linkedin.com/in/stephendangelo/
Stephen's Book (discussed in episode)
- A Single Day of Peace
Where you can listen:
- iTunes:
- Spotify:
- YouTube: https://youtu.be/1QCdLBo8wJw
In this latest episode, we’re joined by Jaime Konzelman, the VP of Sales in North America and Canada for Unisys.
Jaime shares her unique career journey and discusses her first revenue rule, which is that sellers who embody sales as service completely transform the buyer-seller relationship. Tune in to hear Jaime's thoughts on servant leadership in sales and how to build lasting relationships with customers.
Jaime's Revenue Rules:
- Sellers who embody sales as a service completely transform the buyer seller relationship.
- Hustle and heart will set you apart.
Follow Jaime on LinkedIn:
https://www.linkedin.com/in/jkonzelman/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/transforming-the-buyer-seller-relationship-the/id1538449270?i=1000594777006
- Spotify:https://open.spotify.com/episode/1cpF51Tl66eHdcfTtCDOoY?si=d234eb157a6a4ea8
- YouTube: https://youtu.be/b3VdVWRx1bw
Jaime's Book:
Dealmaker: Finding Myself Behind the Closed Doors of America's Greatest Strip Clubs
https://www.amazon.com/dp/B0B49B6W1C?ref_=pe_3052080_276849420
In this latest episode, we’re joined by Madi Rawlins, VP of Customer Success at Cyderes.
Madi has 26+ years of B2B experience in customer facing leadership roles with the past 13 years in cyber security. Madi is passionate about serving customers well and using customer insights to drive revenue growth.
Madi’s Revenue Rules:
- Operationalize the customer voice.
- Renewals is a long game.
Follow Madi on LinkedIn: https://www.linkedin.com/in/madirawlins/.
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/operationalize-the-customer-voice-the-revenue-hustle/id1538449270?i=1000592427267
- Spotify:https://open.spotify.com/episode/063wkQenMV3UIcsyIgOHuI?si=cd1b89b2a0fe4d6a
- YouTube: https://youtu.be/F1m9oytRkzg
In this latest episode, we’re joined by David Karp, VP of Customer Success at DISQO.
In this episode, David reminds us that customers are people too. They are trying to look good in front of their boss, they want to help their colleagues, they want to get promoted….they also want to go home in time to have a meal with their family. David attributes much of his success to remembering customers are regular people and then helping them achieve their goals.
David’s Revenue Rules:
- Customers are people just like us.
- The way to think about team is outside in, not inside out.
Follow David on LinkedIn:
https://www.linkedin.com/in/davidalankarp
Where you can listen:
- iTunes:
- Spotify:
- YouTube:
In this latest episode, we’re joined by Subha Shrinivasan, VP of Customer Success at Rakuten Symphony.
How much do you REALLY care about your customers and their success? Shuba explains that your company's growth is directionally proportional to how much you care for your customers. What does it mean to 'care' and what does it look like? How do you get your CS team to care? Shuba answers these questions and many more!
Subha’s Revenue Rules:
- Growth is proportional to how much you care about your customers.
- Invest in yourself to become a subject matter expert so that your company & customers can benefit
Follow Subha on LinkedIn: https://www.linkedin.com/in/shubha-vijay/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/care-for-your-customers-the-revenue-hustle-24-subha/id1538449270?i=1000587762867
- Spotify:https://open.spotify.com/episode/1kSAW6BnBh45xzHXBozlOA?si=0e06a412718d477e
- YouTube: https://www.youtube.com/watch?v=lYo2Xoc_V_k
In this latest episode of the Revenue Hustle, we’re joined by Rhodette Zuniga, the Director of Customer Success at Demandbase.
New customers that just bought have high expectations so customer success teams responsible for their on-boarding have to properly manage their expectations! Customers want to solve all of their problems overnight, which is typically faster than their own organizations can move. Rhodette shares her framework & process for managing her customer's expectations to ensure great experiences.
Rhodette's Revenue Rules:
- Don’t bite off more than you can chew.
- Complex problems don't always require complex solutions.
Follow Rhodette on LinkedIn: https://www.linkedin.com/in/rhodettez/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/managing-customer-expectations-the-revenue-hustle-23/id1538449270?i=1000585348440
- Spotify: https://open.spotify.com/episode/1Oro6fxiBFcK5jqoIJg7Mo?si=e4413572e276448b
- YouTube: https://youtu.be/F8PEw5ias08
We’re joined by Angela Hooper, VP of Global Customer Success at Alation. She took the famous ABCs of sales (Always be closing!) and created her own ABCs for Customer Success. Angela has fifteen plus years of experience working with customers to develop multi-million dollar bottom line enhancements.
Angela’s Revenue Rules:
- Focus on Adoption, Business Benefits, and Creating Champions.
- Don't lead with No
Follow Angela on LinkedIn: https://www.linkedin.com/in/angelahhooper/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/the-abcs-of-customer-success-the-revenue-hustle/id1538449270?i=1000582282826
- Spotify:https://open.spotify.com/episode/2wH4SKRPmDQtl7WpLhqmTC?si=f5576c64315c4d3e
- YouTube: https://youtu.be/8LH77TzJxRs
We’re joined by Mike Weir, the Chief Revenue Officer of G2. Mike has been recognized as one of the top 100 global sales leaders in 2021 by the Modern Sales & Collective. Mike is passionate about the entire customer journey and delivering the RIGHT experiences to drive growth. This passion is clear to see in this episode.
Mike’s Revenue Rules:
- Sales cannot do it alone
- Retention is the new growth lever
Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikedweir/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/sales-cannot-do-it-alone-the-revenue-hustle-21-mike-weir/id1538449270?i=1000581458648
- Spotify:https://open.spotify.com/episode/3Kki32meFmsv8dW7Rn8BQA?si=5ae39d864d3146c7
- Youtube: https://youtu.be/mzmqzLU9nVE
We're joined by Jeff Heckler, Director of Customer Success at MarketSource, Inc. Jeff has over 20 years of leading Customer Success, Professional Services, and customer-facing revenue teams. Jeff is passionate about CS and sharing his insights and expertise has made him a must-follow in the CS community.
Jeff's Revenue Rules:
- Define Customer Success Operations as early as possible
- Can't scale CS teams without pooled CSMs
Follow Jeff on LinkedIn:
https://www.linkedin.com/in/jeffheckler/
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/the-value-of-cs-ops-the-revenue-hustle-20-jeff-heckler/id1538449270?i=1000579366977
- Spotify:https://open.spotify.com/episode/2vATh2PpHwuuNarYK8OsN3?si=0464f4cfce014862
- Youtube: https://youtu.be/Owy2CwCK4Mg
Steve Frost, VP of Revenue Research and Advisory at TSIA, joins us on the latest segment of the Revenue Hustle. Steve advises technology and services companies on the best practices for driving sales transformations. This is a rich conversation on how companies must change from a 'sales mindset' to a 'revenue mindset' and all teams that touch the customer play a critical role in growth.
Steve's Revenue Rules:
-
Helping will sell. Selling won't help.
-
Changing the comp plan is not transformation.
Connect with Steve on LinkedIn:
https://www.linkedin.com/in/stevefrosty/
Where you can listen:
iTunes: https://podcasts.apple.com/us/podcast/keys-to-successful-sales-transformations-the-revenue/id1538449270?i=1000578703832
Spotify: https://open.spotify.com/episode/4ecbhnxynt5gkiaWa4IRsX?si=eb3beb4daa1e415c
Youtube: https://youtu.be/dTwpgkyo2r0
We’re joined by Michael Maday, Senior Director of Customer Success at Gainsight. Michael has 15 years of expertise in Customer Experience and Success and has played an active role is defining how Customer Success operates at GainSight, the leader in Customer Success!
Michael's Revenue Rules:
- Net Revenue Retention is the new north star for al customer facing teams
- Structure your organization to maximize growth
Connect with Michael on LinkedIn:
https://www.linkedin.com/in/michael-maday/
Where you can listen:
- iTunes:
- Spotify:https://open.spotify.com/episode/5Q43UitWolJDpeOqu4nBYW?si=21252c990a7c4245
- Youtube: https://www.youtube.com/watch?v=qWpe-F8hc-8
We're joined by Chris Longo, Director of Customer Success at Varicent. Varicent is the industry leader in Sales Performance, Sales Planning and Incentive Compensation Management software. Chris leads a team of 6 Enterprise Customer Success Managers and has accumulated years of experience with keeping customers happy.
Chris's Revenue Rule:
- For customer success managers, background matters more than experience does.
Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislongovaricent/
Where you can listen:
iTunes: https://podcasts.apple.com/us/podcast/what-makes-a-good-cms-the-revenue-hustle-17-chris-longo/id1538449270?i=1000568127005
Spotify: https://open.spotify.com/episode/1IvHzQdec3dwtqEXSrMPCu?si=ts5IO7QCSVeuxoUdKatG9A
Youtube: https://www.youtube.com/watch?v=XYeIucaOVcE
We're joined by the Vice President of Revenue Operations at Terminus, where she works daily with the sales & marketing teams. Mallory is a big supporter of focusing on metrics that matter. Revenue over visits. Conversion rates over total lead flow.
Mallory's Revenue Rules:
-
Marketing Qualified leads still matter
-
In operations, you need to measure what matters.
Connect with Mallory on LinkedIn:
https://www.linkedin.com/in/mallorylee/
Where you can listen:
• iTunes: https://podcasts.apple.com/us/podcast/qualified-marketing-leads-still-matter-the-revenue/id1538449270?i=1000560516384
• Spotify: https://open.spotify.com/episode/2E9NyPzTq7fWCUOX4Q787F?si=9691062723094ef8
• Youtube: https://youtu.be/1aNiFGm8KXQ
We're joined by Darshan Jain, who is a VP at Blue Prism where he leads the Banking, Financial Services, and Insurance (BFSI) industry practice in the Americas. Darshan uses his 30+ years of experience leading transformative change to help organizations navigate the intelligent automation journey using Blue Prism’s digital workforce.
Darshan is a skilled communicator and he shares how properly communicating with customers drives revenue!
Darshan's Revenue Rules:
- Understand the language of your target customer
- Growing customer accounts requires a new conversation
Connect with Darshan on LinkedIn:
https://www.linkedin.com/in/darshanjain/
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/speaking-your-customers-language-the-revenue-hustle/id1538449270?i=1000558750601
- Spotify: https://open.spotify.com/episode/5Uk13tTdGlpUe7I7znt6Vl?si=3be764f434ea46e8
- YouTube: https://www.youtube.com/watch?v=2GlH-sZPJSg
On the latest episode of the Revenue Hustle, we are joined by Ruby's CRO Rebecca Grimes. She shares her journey of being a lifelong marketer to becoming CRO and now running both sales and marketing teams! Rebecca shares what marketers must learn to become CROs and how to avoid potential pitfalls.
Rebecca's Revenue Rules:
-
Marketers can run sales organizations.
-
Throw out the play book and lean into agility and data driven decisions.
Connect with Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccalgrimes/.
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/marketers-can-run-sales-teams-and-be-cro-the/id1538449270?i=1000551313927
- Spotify:https://open.spotify.com/episode/50Mhv7Kw2wubzgDPgnOBKo?si=35715ae8849f4fd3
- Youtube: https://www.youtube.com/watch?v=xlCA7XpUnIM
Learn about the future of SDRs with David Dulany, CEO of Tenbound. David has led SDRs teams at various SaaS companies and then started Tenbound to improve SDR teams for SaaS companies. Tune in to learn about the future of the SDR model, why SDRs get a bad reputation, and why "watering concrete" is part of the job.
His Revenue Rules:
- SDR model is not going away.
- SDR’s must care about the people they are cold calling.
Connect with David on LinkedIn: https://www.linkedin.com/in/davidkdulany/
Resources mentioned:
- Amazing SDR Trifecta
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/the-future-of-sdrs-the-revenue-hustle-13-david-dulany/id1538449270?i=1000546827257
- Spotify: https://open.spotify.com/episode/1iTAGVL2Ix4sRyprsBn4p9?si=9eb4b222e2e448d4
- YouTube: https://youtu.be/xhHrn2SEvi0
On the latest episode David Ryan, CEO of Gray Matters Group, explains what professional service firms must do to grow their revenue. David works with many top professional service firms to help them unlock breakthrough growth and shares the approach he uses.
His Revenue Rules:
- Activate your consultants to sell
- Be mindful of the client experience
Connect with David on LinkedIn: https://www.linkedin.com/in/davidryangmg/
Ways to Listen:
- iTunes: https://podcasts.apple.com/us/podcast/unlocking-growth-at-professional-service-firms-the/id1538449270?i=1000543421562
- Spotify: https://open.spotify.com/episode/568uxjACNqd4BXrmWijDgC?si=bc442ff054974c9a
- YouTube: https://youtu.be/5C9OfzR5lmo
On the latest episode of the Revenue Hustle, we're joined by Mark Tack, a 6 time CMO. Mark shares 2 common mistakes CMOs make that get them fired! Mark speaks from experience as he learned these lessons the hard way! Mark grew of these experiences and created his Growth Engine framework that he discusses in depth.
Mark's Revenue Rules:
- It's all about the pipeline
- CMOs need a scoreboard when building a growth engine
Connect with Mark on Linkedin: https://www.linkedin.com/in/marktack/
Resources mentioned in the episode:
- Mark's Growth Engine (PDF): A blueprint for scaling your business
Way to listen:
- iTunes: https://podcasts.apple.com/us/podcast/mistakes-cmos-make-that-get-them-fired-the-revenue/id1538449270?i=1000540752596
- Spotify: https://open.spotify.com/episode/0RR7JE3GMaKwZWW8iUG2Gf?si=jVXAEJFBROW-w_fbPwInfA
- Youtube: https://www.youtube.com/watch?v=xKf15mRPj3Q&t=1532s
On the latest episode of The Revenue Hustle, we're joined by Gaurav Harode who is the CEO of Enablix. Enablix is a a sales enablement platform that helps marketers enable sales to accelerate pipeline and win more deals.
Guarav's Revenue Rules
- An enabled Sales Rep is more important than any marketing channel.
- Buyer context is everything
Connect with Guarav: https://www.linkedin.com/in/gharode/
Ways to Listen:
- Spotify:
- iTunes: https://podcasts.apple.com/us/podcast/sales-reps-are-more-important-than-marketing-channels/id1538449270?i=1000537533968
- Youtube: https://youtu.be/f911RgqX7SM
On the latest segment of the Revenue Hustle, we're joined by Cody Ward, Senior Director Demand Generation at Conexiom.
Cody's Revenue Rules:
- Marketing must report in the same format as the CFO. Think of yourself as a marketer AND as a business strategist.
- Marketing must bring everyone along for the ride
Connect with Cody:
- LinkedIn: https://www.linkedin.com/in/codyward/
- Personal Website: https://www.codyward.com/
Ways to Tune In:
- Spotify:
- Apple: https://podcasts.apple.com/us/podcast/aligning-marketing-with-finance-cody-ward-the/id1538449270?i=1000536155943
- YouTube: https://www.youtube.com/watch?v=zMly9FbiklA
On the latest segment of the Revenue Hustle, we're joined by Jen Spencer. Jen is currently the Chief Revenue Officer of SmartBug Media.
Jen's #RevenueRules:
- Bubble wrap the customer in the Sales to Customer Success handoff
- Don't be afraid to slow down the sales process
Our Guest: Jen Spencer
Jen on LinkedIn: https://www.linkedin.com/in/jenspencer/
Ways to Tune In:
- Spotify:https://open.spotify.com/episode/5zQG4Rv4hdCCsIxLClaW5S?si=e408a59854d748cf
- Apple: https://podcasts.apple.com/us/podcast/bubble-wrap-customer-experience-jen-spencer-revenue/id1538449270?i=1000521224512
- YouTube: https://youtu.be/tKJyz2kgIP4
On the latest segment of the Revenue Hustle, we're joined by Jessica Dodson. Jessica is currently the Senior Director Marketing of Rundeck at PagerDuty.
Jessica's #RevenueRules:
- The account is the common thread between marketing and sales.
- Data and intent are today’s marketing differentiators
Our Guest: Jessica Dodson
Jessica on LinkedIn: https://www.linkedin.com/in/jessicagunsday/
Ways to Tune In:
- Spotify: https://open.spotify.com/episode/6FwbIUNi1bpi0aSJvoze6c?si=z79VmIMQQBGyf43B52EVFQ
- Apple: https://podcasts.apple.com/us/podcast/aligning-marketing-sales-jessica-dodson-revenue-hustle/id1538449270?i=1000508795389
- YouTube: https://youtu.be/s14wxeg2j6A
We're joined by Heather Tenuto, Chief Revenue Officer (CRO) at Zift Solutions. Heather explains that successful channel sales programs requires highly defined partner roles & relationships.
Heather also shares her framework for the role of sales managers on sales calls, importance of defining customer journeys, how to share pricing, and much more!
Our Guest: Heather Tenuto
Heather on LinkedIn: https://www.linkedin.com/in/heathertenuto/
Ways to Tune In:
- Spotify: https://open.spotify.com/episode/3Wj5Zdzn8BnwY59TDjadqD?si=lWbZHwBhTFq1PTKxJrICOA
- Apple: https://podcasts.apple.com/us/podcast/growing-channel-revenue-requires-defined-partner-roles/id1538449270?i=1000507307078
- YouTube: https://youtu.be/urQExdet_KI
Russ Gould explains that Account Based Marketing (ABM) isn’t just for marketing. Russ breaks down how to create and execute ABM across marketing & sales.
Russ has over 15 years experience as a B2B marketer including roles as Vice President and Senior Director of Product Marketing, Demand Generation, Strategic Planning, and more.
Our Guest: Russ Gould
Russ on LinkedIn: https://www.linkedin.com/in/rjgould/
Ways to Tune In:
- Spotify: https://open.spotify.com/episode/7LYA7qmYnxwugPaGF1no1P?si=vyhhpRYNShW8J6dYmaBSWA
- Apple: https://podcasts.apple.com/us/podcast/executing-account-based-marketing-russ-gould-revenue/id1538449270?i=1000505517403
- YouTube: https://youtu.be/YXplAAeJLNI
We're joined by Margaret Irons., VP of Marketing & Communications at 3Pillar Global. Margaret was named PR Week’s 40 Under 40, an annual publication recognizing professionals who are redefining the role of communications, PR, and marketing.
Tune in as we get into the detail of her experience and how long-time frenemies Marketing & Sales must co-create campaigns in order to ensure successful outcomes! Margaret also discusses why Marketing should be on sales calls and how her team stays creative while working 100% remote.
Our Guest: Margaret Irons
Margaret on LinkedIn: https://www.linkedin.com/in/margaretirons/
Resources Mentioned in Episode
- 3Pillar's Product Mindset Diagnostic
Ways to Tune In:
- Spotify: https://open.spotify.com/episode/3jc2gDx5U17Pn8O8Kh7xQH?si=WvgbXjnSQ8SsKJkqVwmu4w
- Apple: https://podcasts.apple.com/us/podcast/successful-campaigns-are-co-created-by-marketing-sales/id1538449270?i=1000504399550
- YouTube: https://youtu.be/C9WrLlRk7jc
We are joined by Jeff Pedowitz, CEO of the Pedowitz Group.
Jeff has helped over 1,400 companies engage their customers, go digital and grow revenue. In this segment, you’ll learn about one of Jeff’s #1 Revenue Rules: F the funnel.
Marketing and sales execs are so focused on getting new deals that they overlook their current customer relationships. In this segment, you’ll learn about one of Jeff’s #1 Revenue Rules: F the funnel and emphasize your customer experience.
Our Guest: Jeff Pedowitz
Jeff’s LinkedIn: https://www.linkedin.com/in/jeffpedowitz/
Resources Mentioned in Episode
- Pedowitz Revenue Acquisition Assessment
Ways to Tune In:
- Apple iTunes: https://podcasts.apple.com/us/podcast/f-funnel-emphasize-customer-experience-jeff-pedowitz/id1538449270?i=1000499434939
- Spotify: https://open.spotify.com/episode/4boUTMER0F67nB3vpCi2Sa?si=8yHMiPkRQ-y8grszCvoNrQ
- YouTube: https://www.youtube.com/watch?v=L9i5L69_BXc&t=2063s
COVID-19 has shined a bright spotlight on the need for change and accelerated the trends that we have known were coming to B2B Sales. Lorin Coles, CEO of Alliancesphere, joins us to share insights on those changes with data, facts, and real world use cases.
As Lorin puts it: The new normal is a myth, it’s actually about the “Great Reset” for Sales. The winners will be the ones who “get it”, “live it”, and “do it” everyday! The time is now to do a “gut check” to see if you have what it takes to be a modern sales leaders or seller for the post COVID-19 world! If so, it will be highly lucrative and personally rewarding ride! If not, you may find yourself looking for a new profession or role.
Lorin's LinkedIn: https://www.linkedin.com/in/lorin-col... The Revenue Hustle LinkedIn: https://www.linkedin.com/company/the-... The Revenue Hustle Website: http://therevenuehustle.com/
Youtube Video: https://www.youtube.com/watch?v=KC6pG7wxzeg&feature=youtu.be
Most companies struggle to align their Marketing & Sales teams causing friction and lost revenue. Christine Hunter, VP of Marketing at Infor, describes how she aligns Marketing with Sales to hit growth goals. Christine explains her view of Marketing's role and the shared sales metrics her team uses to hit revenue goals and drive accountability.
Our Guest, Christine Hunter LinkedIn: https://www.linkedin.com/in/christinebhunter/
Ways to Tune In
- Spotify: https://open.spotify.com/episode/7uvpg6oHLrlzUaEfhHBWt3
- Apple iTunes: https://podcasts.apple.com/us/podcast/how-to-align-marketing-sales-christine-hunter-revenue/id1538449270?i=1000496934190
- YouTube (Video): https://www.youtube.com/watch?v=88rMzMDNhVo