The Revenue Hustle
Qualified Marketing Leads Still Matter- The Revenue Hustle #16 - Mallory Lee

Qualified Marketing Leads Still Matter- The Revenue Hustle #16 - Mallory Lee

May 11, 2022

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: 

1. Marketing Qualified leads still matter

2. 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

 

 

Speaking Your Customer’s Language - The Revenue Hustle #15 - Darshan Jain

Speaking Your Customer’s Language - The Revenue Hustle #15 - Darshan Jain

April 26, 2022

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: 

  1. Understand the language of your target customer
  2. Growing customer accounts requires a new conversation

 

Connect with Darshan on LinkedIn: 

https://www.linkedin.com/in/darshanjain/

 

Where you can listen:

Marketers can run Sales Teams and be CRO - The Revenue Hustle #14 - Rebecca Grimes

Marketers can run Sales Teams and be CRO - The Revenue Hustle #14 - Rebecca Grimes

February 16, 2022

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:

1. Marketers can run sales organizations.

2. 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:

The Future Of SDRs  - The Revenue Hustle #13 - David Dulany

The Future Of SDRs - The Revenue Hustle #13 - David Dulany

January 3, 2022

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: 

  1. SDR model is not going away. 
  2. SDR’s must care about the people they are cold calling. 

Connect with David on LinkedIn: https://www.linkedin.com/in/davidkdulany/

Resources mentioned:

Where you can listen:

Unlocking Growth at Professional Service Firms - The Revenue Hustle #12 - David Ryan

Unlocking Growth at Professional Service Firms - The Revenue Hustle #12 - David Ryan

November 29, 2021

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:

  1. Activate your consultants to sell
  2. Be mindful of the client experience

Connect with David on LinkedIn: https://www.linkedin.com/in/davidryangmg/

Ways to Listen:

Mistakes CMOs make that get them FIRED - The Revenue Hustle #11 - MarkTack

Mistakes CMOs make that get them FIRED - The Revenue Hustle #11 - MarkTack

November 4, 2021

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:

 

Way to listen:

 

Sales Reps Are More Important Than Marketing Channels - Gaurav Harode - The Revenue Hustle #10

Sales Reps Are More Important Than Marketing Channels - Gaurav Harode - The Revenue Hustle #10

October 4, 2021

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

  1. An enabled Sales Rep is more important than any marketing channel.
  2. Buyer context is everything

Connect with Guarav: https://www.linkedin.com/in/gharode/

Ways to Listen:

Aligning Marketing With Finance - Cody Ward- The Revenue Hustle #9

Aligning Marketing With Finance - Cody Ward- The Revenue Hustle #9

September 21, 2021

On the latest segment of the Revenue Hustle, we're joined by Cody Ward, Senior Director Demand Generation at Conexiom.

 

Cody's Revenue Rules:

  1. Marketing must report in the same format as the CFO. Think of yourself as a marketer AND as a business strategist. 
  2. Marketing must bring everyone along for the ride

Connect with Cody:

Ways to Tune In:

Bubble Wrap the Customer Experience - Jen Spencer- the Revenue Hustle #8

Bubble Wrap the Customer Experience - Jen Spencer- the Revenue Hustle #8

May 10, 2021

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:

  1. Bubble wrap the customer in the Sales to Customer Success handoff
  2. 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:

Accounts are Where Marketing & Sales Meet- Jessica Dodson- the Revenue Hustle #7

Accounts are Where Marketing & Sales Meet- Jessica Dodson- the Revenue Hustle #7

February 12, 2021

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:

  1. The account is the common thread between marketing and sales.
  2. 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:

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