The Revenue Hustle
The Value of CS Ops - The Revenue Hustle #20 - Jeff Heckler

The Value of CS Ops - The Revenue Hustle #20 - Jeff Heckler

September 13, 2022

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:

  1. Define Customer Success Operations as early as possible
  2. Can't scale CS teams without pooled CSMs

 

Follow Jeff on LinkedIn:

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

 

Where you can listen:

Keys to Successful Sales Transformations - The Revenue Hustle #19 - Steve Frost

Keys to Successful Sales Transformations - The Revenue Hustle #19 - Steve Frost

September 7, 2022

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:

1. Helping will sell. Selling won't help.

2. 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

Net Revenue Retention Is the New North Star - The Revenue Hustle #18 - Michael Maday

Net Revenue Retention Is the New North Star - The Revenue Hustle #18 - Michael Maday

August 24, 2022

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 in defining how Customer Success operates at Gainsight, the leader in Customer Success! If you are interested in growing existing customers than this is the episode for you!

 

Michael's Revenue Rules:

  1. Net Revenue Retention is the new north star for al customer facing teams
  2. Structure your organization to maximize growth

 

Connect with Michael on LinkedIn:

https://www.linkedin.com/in/michael-maday/

 

Where you can listen:

Attributes of a GREAT Customer Success Manager- The Revenue Hustle #17 - Chris Longo

Attributes of a GREAT Customer Success Manager- The Revenue Hustle #17 - Chris Longo

June 29, 2022

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 Enterprise Customer Success Managers (CSM) and he shares the attributes he looks for that indicate a person will be a GREAT CSM.  You also need to hear how Chris trains his team to improve in an area CSMs need the most development!

 

Chris's Revenue Rules:

  1. For customer success managers, background matters more than experience does.
  2. Conversations with customers is what makes the magic happen

 

Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislongovaricent/

 

Where you can listen:

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:

 

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