The Revenue Hustle
Customers Are People Too - The Revenue Hustle #25- David Karp

Customers Are People Too - The Revenue Hustle #25- David Karp

December 8, 2022

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:

  1. Customers are people just like us. 
  2. 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:

 

Caring For Your Customers - The Revenue Hustle #24 - Subha Shrinivasan

Caring For Your Customers - The Revenue Hustle #24 - Subha Shrinivasan

November 28, 2022

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:

  1. Growth is proportional to how much you care about your customers.
  2. 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:

 

Managing Customer Expectations - The Revenue Hustle #23 - Rhodette Zuniga

Managing Customer Expectations - The Revenue Hustle #23 - Rhodette Zuniga

November 7, 2022

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:

  1. Don’t bite off more than you can chew.
  2. Complex problems don't always require complex solutions. 

 

Follow Rhodette on LinkedIn: https://www.linkedin.com/in/rhodettez/

 

Where you can listen:

The ABCs of Customer Success - The Revenue Hustle #22 - Angela Hooper

The ABCs of Customer Success - The Revenue Hustle #22 - Angela Hooper

October 11, 2022

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: 

  1. Focus on Adoption, Business Benefits, and Creating Champions.
  2. Don't lead with No

 

Follow Angela on LinkedIn: https://www.linkedin.com/in/angelahhooper/

 

Where you can listen:

Sales Cannot Do It Alone - The Revenue Hustle #21 - Mike Weir

Sales Cannot Do It Alone - The Revenue Hustle #21 - Mike Weir

October 3, 2022

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:

  1. Sales cannot do it alone
  2. Retention is the new growth lever

 

Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikedweir/

 

Where you can listen:

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

 

 

Podbean App

Play this podcast on Podbean App