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.
Episodes
Tuesday Sep 13, 2022
Tuesday Sep 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:
- 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:
Wednesday Sep 07, 2022
Wednesday Sep 07, 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:
Spotify: https://open.spotify.com/episode/4ecbhnxynt5gkiaWa4IRsX?si=eb3beb4daa1e415c
Youtube: https://youtu.be/dTwpgkyo2r0
Wednesday Aug 24, 2022
Wednesday Aug 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:
- 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:
Wednesday Jun 29, 2022
Wednesday Jun 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:
- For customer success managers, background matters more than experience does.
- Conversations with customers is what makes the magic happen
Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislongovaricent/
Where you can listen:
Wednesday May 11, 2022
Wednesday 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:
• Spotify: https://open.spotify.com/episode/2E9NyPzTq7fWCUOX4Q787F?si=9691062723094ef8
• Youtube: https://youtu.be/1aNiFGm8KXQ
Tuesday Apr 26, 2022
Tuesday Apr 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:
- 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:
Wednesday Feb 16, 2022
Wednesday Feb 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:
Monday Jan 03, 2022
Monday Jan 03, 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:
- 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:
Where you can listen:
Monday Nov 29, 2021
Monday Nov 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:
- 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:
Thursday Nov 04, 2021
Thursday Nov 04, 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:
- 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