The Revenue Strategy Podcast

In this episode we talk with Greet Bunnens, who started her career in corporate, but quickly found the way to entrepreneurship.  Working with people has always been central in her career. We talk about coaching, and why she loves working with multipotentials.  We talk about making decisions based on gut feelings, and how it has evolved over the years. This was a very interesting conversation.  If you are looking to work as, or with a coach, then this is a must listen. Enjoy!

How do you talk about your solutions? How does the CEO, founder, your marketing or sales colleagues tell about your company and solutions? Chances are that you will hear all unique stories. The problem is that it becomes harder then to scale as an organisation, and so, for Piet Saegeman, it is not your product-to-market, but your story-to-market that will define your success. Enjoy the episode, and please don't forget to subscribe, as this is the first of 3 episodes with Piet.

Coaching is still an underused activity in organisations. At the same time, high performance organisations have intense coaching journeys for individual contributors, leaders and board. In this episode I talk with Linda Scotti, an executive coach that has worked with over 100 leaders at Google and Indeed about the importance of coaching. This is a first of 3 episodes, and each episode we go deeper into the specifics of coaching. Don't forget to sign up!

Vladimir is at the front with regards to ABM, or Account Based Marketing. In this episode, he shares on how to start ABM and build a continuous journey.

In this journey we talk with Luc Vanheule, Global director of Sales Excellence, about the continuous journey of sales enablement to create high performance sales teams.

Welcome to our 11th episode of  YourTurn podcast.   In this episode we talk with serial entrepreneur and amazing human Stefan Avivson.  If you are a founder of a startup, and are looking to get your product market fit right then you have to absolutely listen to this one! Stefan is a serial entrepreneur, who had the ambition to build a unicorn, but after some personal and professional events landed in a depression.  Naturally this had a huge impact on his life, and we talk about getting to know yourself.   In the case of Stefan, he realised he was not a born ceo, no operations person, and decided to pivot his life into helping people, helping entrepreneurs.   He created Raw Research, an agency that helps startup founders getting their product market fit right, by doing 1 simple thing:   👉 Asking questions to clients of prospects of startups.   And, in that way, finding out why clients are buying, or not.     - but of course, this is not the only thing we talk about. Enjoy the episode!

A while ago we spoke with Bram, founder of Leadcamp.  And what a session this was! A must-listen for all founders and entrepreneurs out there.  We talk about pivoting your startup multiple times, that time when Bram had cash, a product, but no market (Covid anyone?).  We talk about his reason to get funding, and we go also deeper, how he, as an analytical person, uses his gut feeling to make decisions, and this goes from features, user experience and general business decisions. And of course there is a ton more of fascinating information. Enjoy the listen!

Today we talk with George El Hage. He is the founder of Wave, a technology that aims to disrupt the business cards industry. We talk about starting a venture as a side hustle, about launching a product in general, of working on your vision and having mentors and coaching.  At the end, he gives a brilliant piece of advice as to when to pivot.   Enjoy the listen!

In this episode, we talk with Carol Malakasis, and cover her career moves, and especially her mindset.   We talk about selling goat cheese, initial ambitions, her first steps as an account executive to the current role she has, as a startup advisor. Carol is a determined and humble person, and I had a great time talking to her.

In this episode, we talk with Amit Thakar, who worked for years in tech companies, for VCs.. as a product leader.  Then, feeling less and less satisfied with his professional choices, he decided to find out what he wanted, and to get to know himself, by 'just sitting there'.  As an engineer with an analytical mind, he got to know his other side, and the journey is this very fascinating topic for our discussion. 

In todays episode we talk with Peter Snauwaert, sales director at Dropsolid, about his journey as a sales professional, becoming a sales director and how he leads his team.  He talks about his journey of discovering his true self, his intuition, his value and finding balance between being a high performance sales leader, passionate guitar player, and performance coach.  I enjoyed our conversation tremendously.  He is a great individual and example of how to be a high performer while at the same time being your true self. Enjoy the episode, and please subscribe.

From working IN your business to working ON your business, from shifting as a contractor paid by the hour, to an entrepreneur that is paid by the result.  How do you do this? Where do you start? Jean-François Bodart tells us all about this, including finding time to 'date with yourself'.  A very profound conversation and a definite must-listen if you plan on jumping and becoming an entrepreneur yourself.  Don't forget to subscribe to enjoy more videos and podcasts!

In this episode we talk to Michael Humblet, founder of Chaomatic.com and the author of Nobody Knows You. Michael Humblet has been consulting hundreds of startups the last couple of years around sales and content distribution, and today we talk about how he is building up his business.   Michael has been very transparent about his ambitions and strategy with Chaomatic, and as always, gave tons of advice for founders and sales professionals.

Daniel Saison is a french executive who is disrupting the domestic repair service in Dubai.    He comes with a ton of technical and sales experience, and in this podcast we talk about his approach, his style and pivots from employee to entrepreneur, from being a very high performer to being rock bottom, from being underqualified to being overqualified and finding your own way.    A fascinating talk with somebody who is very hands on, and for who loyalty is everything.

In this episode we talk with Dylan and Maarten, the 2 founders of U-Sights.  As recent graduates, they knew they wanted to be entrepreneurs, and were both interested in all about sales.  After launching a first idea, they realised there was no momentum, and decided to pivot.  The result was born: building the biggest sales community in Belgium.  Enjoy the talk!

The role of customer success is evolving rapidly, and so I invited Chris Dishman, Senior VP of Totango Catalyst, discusses the evolution of customer success and the role of customer success in driving revenue growth. We cover: - the importance of understanding and delivering value to customers, - measuring outcomes and value attainment, - aligning sales, marketing, and customer success teams. Chris also highlights the significance of listening to customers, coaching CS leaders, and building a strong CS team in a startup. Takeaways Customer success has evolved from being reactive to proactive, focusing on driving outcomes and value for customers. Understanding and delivering value to customers is crucial for customer success. Measuring outcomes and value attainment is a key metric for customer success. Alignment between sales, marketing, and customer success teams is essential for driving revenue growth. Listening to customers and coaching CS leaders are important aspects of leadership in customer success. Building a strong CS team in a startup requires a holistic approach, including technical skills, commercial negotiations, and customer management. Segmenting customers based on ARR and implementing digital motions can help scale customer success efforts.

In this conversation, Aga Bajer and Cedric discuss the role of culture in revenue growth. They explore the three pillars of a healthy culture: belonging, meaning, and fun. They emphasize the importance of collaboration and breaking down silos within organizations. They also discuss the balance between authenticity and professionalism in the workplace. Additionally, they highlight the dangers of a rigid culture and provide insights on hiring the right people for culture fit. The conversation concludes with tips on building a high-performance culture. Takeaways Belonging is a fundamental human need and a key pillar of a healthy culture. Meaning and impact are essential for employees to feel fulfilled and motivated in their work. Fun at work, when understood as deep fun and enjoyment of the work itself, is necessary for employees to do their best work. Collaboration and breaking down silos are crucial for high-performance organizations. Balancing authenticity and professionalism allows employees to bring their best selves to work. A rigid culture can hinder growth and performance, so it's important to be adaptable and open to change. Hiring the right people for culture fit is essential for building a high-performance culture. Building a high-performance culture requires intentionality, clear values, and investment in leaders. Chapters 00:00 Introduction and Goal of the Conversation 05:07 The Three Pillars of a Healthy Culture 06:22 The Importance of Belonging in Culture 08:31 The Significance of Meaning in Culture 09:52 The Role of Fun in Culture 11:41 The Link Between Culture and Collaboration 22:04 The Dangers of a Rigid Culture 26:03 Breaking Silos and Building Collaboration 30:17 Hiring the Right People for Culture Fit 38:11 Building a High-Performance Culture

Hi, ready to learn more about the importance of selecting the right go-to-market motions (GTM) and how to choose the right GTM strategy for a business? We cover following GTMs 1. product-led growth, 2. inbound, 3. outbound, 4. partner-led motions. 5. and nearbound Koen emphasizes the need to understand the ideal customer profile and the stage of the company before deciding on a GTM motion. WE also discuss the challenges of transitioning from SMB to enterprise GTM and the importance of having the right skills and resources. Takeaways Choosing the right GTM motion requires understanding the ideal customer profile and the stage of the company. Transitioning from SMB to enterprise GTM requires different skills and resources. Nearbound GTM motion leverages partnerships and credible voices to stand out in a saturated market. Measuring the success of a GTM motion requires considering revenue impact, customer impact, and marketing and sales costs. Sound Bites Chapters 00:00 Introduction and Setting the Context 02:07 Understanding GTM Motions 04:29 Choosing the Right GTM Motion 06:23 Transitioning from SMB to Enterprise GTM 09:27 Determining the Right Time to Change or Kill a GTM 13:44 The 10 Million ARR Benchmark 15:12 Challenges of Moving from Mid-Market to Enterprise GTM 18:17 Differentiating Nearbound from Traditional Partner Models 28:32 Adapting GTM to Regional Market Needs 32:25 Measuring the Success of a GTM Motion 36:11 Final Tips: Peer Collaboration and Benchmarking

Summary In this conversation, Cedric interviews Catherine about sales development and leadership. They discuss the qualities of a good sales development leader, the importance of creating a welcoming environment for new hires, and the need for collaboration between sales, marketing, and revenue teams. They also touch on the importance of quality over quantity in sales, the role of research and trigger events in outreach, and the evolving models of mid-market and enterprise SDRs. They conclude by discussing the role of AI in the future of sales development.Takeaways A good sales development leader creates a welcoming environment for new hires and focuses on building a collaborative team. Quality is more important than quantity in sales, and it's crucial to go beyond metrics and understand the why behind the numbers. Research and trigger events play a significant role in effective outreach, and messaging should be adjusted based on the context and target audience. Collaboration between sales, marketing, and revenue teams is essential for success in sales development. The role of AI in sales development will enhance the work of SDRs and allow them to focus on value-driven interactions. Chapters 00:00 Introduction and Background 00:59 Qualities of a Good Sales Development Leader 02:44 Onboarding and Welcoming New Sales Development Representatives 04:06 Collaboration with Sales, Marketing, and Revenue Operations 05:34 Moving Beyond Metrics and Focusing on Quality 08:16 Personalization and Tailoring Outreach 10:41 Using Trigger Events to Drive Outreach 12:07 Educating Prospects and Building Relationships 14:17 Balancing Personalization and Efficiency 16:44 Approaching Prospects from Top-Down or Bottom-Up 19:28 Ideal Setup for Sales Development Pods 21:00 Collaboration Between SDRs and Account Executives 22:45 Differences Between Mid-Market and Enterprise SDRs 26:39 Commissioning and Incentives for SDRs 28:30 One Revenue Goal and Target for the Organization 32:33 The Role of AI in Sales Development

How do you craft a commission plan for your sales reps? It is a critical question I cover today with Sergio Gonzalez, CEO of Remuner. We cover multiple topics, from aligning your commission plan with your company goals, to driving the right behaviour, to creating simple and effective ones, as well as aligning team metrics. Enjoy the episode!