Revenue Innovators

Episode SummaryIn an ideal scenario, as a startup founder, you would find investors who see the value of your business and are ready to invest in it without doubting its growth. But, in reality, your plans may be interrupted by external factors that force investors to reconsider their decisions. Therefore, as a startup founder, you should always have a plan B that will make an investor stay, especially during a crisis or a change. In this episode of Revenue Innovators, our guest is Shanee Ben-Zur, the CMO & Chief Growth Officer at Crunchbase. Shanee and our host Mary Shea discuss startup funding and the causes of its decline in the past year. Shanee also explains how we can help startup owners from underrepresented populations gain more visibility and why focusing on profitable growth rather than growth at all costs is the key to success. Guest-at-a-GlanceName: Shanee Ben-Zur What she does: Shanee is the CMO & Chief Growth Officer at Crunchbase.Company: CrunchbaseNoteworthy: Shanee is responsible for the company's product-led growth strategy. She's one part analytical realist and one part creative optimist.Where to find Shanee: LinkedIn

Episode SummaryA go-to-market strategy is essential in helping companies attract and convert their target audience. But building a cloud go-to-market strategy is, above all, a long-term business strategy. In this episode of the Revenue Innovators podcast, our host Mary Shea welcomes John Jahnke, the CEO of Tackle.io. They discuss the importance of a cloud go-to-market strategy for B2B organizations, the role of marketplaces in the B2B world, and why the cloud is relevant to almost every software company.##Guest-at-a-Glance💡 Name: John Jahnke💡 What he does: He's the CEO of Tackle.io.💡 Company: Tackle.io💡 Noteworthy: John is a business and technology leader with a successful track record of building great teams to drive emerging technology patterns.💡 Where to find John: LinkedIn

The landscape of sales will drastically change as we see the onset of a recession. Companies are trying to find ways to efficiently maximize their selling systems.Mark Ebert is taking on this task for 6sense as the Senior Vice President of Global Sales. Mark has and will continue to implement new initiatives and strategies at 6sense for his staff and clients to navigate through these times of uncertainty.Join us as we discuss:How Mark will operate as a sales leader with financial hardships among his team and his clientsThe changing dynamics of the buyers that are now Millennials making business decisionsRecommendations for organizations that aren't where they want to be with their marketing and sales functional alignment Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Many companies, like Honeywell, are preparing themselves for a looming recession according to what many economists believe.Honeywell realizes that they have to change the way that they do business from top to bottom. Not only will they have to change their B2B marketing strategy, but who they are as a company.Tim Hudson, the Global Vice President of Commercial Excellence of Honeywell, is bringing his years of experience to usher Honeywell into the future.Join us as we discuss:Hudson leveraging his critical thinking and background to help Honeywell navigate through a looming recessionHow to have a positive outlook on a smaller more agile sale team being the future of B2B sellingBeing a leading force in Honeywell becoming more of a IoT software company, opposed from it being traditionally a manufacturing companyMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

The past ~15 years have seen a massive boom in the American economy. Newer companies have only known a time of plenty and hyper-growth.Now, many founders and leaders find themselves facing new and uncharted territory.How do they weather a recession?We talked to Ryan Blackwell, CRO at Renaissance Learning. His advice? Focus on the fundamentals. We unpacked the “fundamentals cake” layer by layer.It starts with understanding your mission, your people, your customers, and thinking inside the box. Listen in before we spoil the rest.More information about our guest, Ryan Blackwell:LinkedIn Profile: https://www.linkedin.com/in/ryblackwell/Company Website: https://www.renaissance.com Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

If you want to make more sales, you need to make the most of today’s trends.Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, believes digital sales is the future of sales as a whole. Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees.In this episode of Revenue Innovators, we talked to Christopher about:— What the future of digital sales will look like— How communication between sellers and customers is changing— Why you should purge your pipelineListen in to unpack this with us.More information about Christopher and today’s topics:LinkedIn Profile: https://www.linkedin.com/in/christopherkingman/Company Website: https://www.transunion.com/hp202112AMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Revenue leaders: Are you thinking like an ecologist?Quick refresher: an ecologist studies how wildlife interacts with their environment.On today's episode, Conner Burt (Co-Founde r and President at Lessonly ) describes Revenue Operations' nirvana state as a "healthy wetland."Now, if you're thinking ew gross a swamp with bugs—you're missing the big picture and how valuable it is to the ecosystem. Plants are improving water quality, food is nourishing the animals, and more.In the same way, RevOps is under-appreciated. Leaders must adopt a strategic, long-term mindset to understand how decisions impact the entire revenue ecosystem.Listen in to unpack this with us.More information about Conner and today’s topics:LinkedIn Profile: https://www.linkedin.com/in/connerburt/Company Website: https://seismic.com/lessonly/Do Better Work by Max Yoder  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model.Cheryl Turja, Sr. Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale.Join us as we discuss:Storytelling in sales and bringing your authentic selfShifting from in-person sales to remote salesThe art and science of selling productsBest practices for interviewing new sellersThe “Adobe for All” principle to prioritize diversity and inclusionFor information about Cheryl and today’s topics:LinkedIn Profile: https://www.linkedin.com/in/cherylturja/Company Website: https://www.adobe.com/Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

As rough as it sounds to untangle the mess of a 20+ year old CRM, the change management work can be even more of a challenge than the technical side.For companies ready to make an evolutionary change versus an incremental growth change, it’s going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function.Today, TJ Macke, SVP Strategy at Sapper Consulting, LLC, joins the show to help us cut through the glut of technology to know exactly how to deliver what a buyer needs when they need it.Join us as we discuss:The messy, difficult process of updating your legacy CRMNecessary mind shifts around change management and leadershipThe risk/ambition continuum in sales techWhy RevOps must unify the buying and selling journeys  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Companies are starting to pivot from using data to inform the process and have data lead their entire decision making process.To accomplish this, companies need more than just great data analysts, they need great data storytellers.Our conversation with Neil Hoyne, Chief Measurement Strategist at Google dives into:How using data creates holistic growthGreat data storytellers are key to extracting value from dataWhy changing privacy laws are forcing companies to find new ways to collect meaningful data   More information about Neil Hoyne and today’s topics:LinkedIn Profile: https://www.linkedin.com/in/neilhoyne/Company Website: https://about.google/ Other Relevant Links: https://www.amazon.com/Converted-Data-Driven-Way-Customers-Hearts/dp/0593420659/ref=sr_1_1?crid=28JH64QJCZ6HI&keywords=neil+hoyne&qid=1647459243&sprefix=neil+hoyne%2Caps%2C93&sr=8-1  New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

For women to make progress in the tech industry, we need to acknowledge that everybody plays a role.Hear our conversation with Eva Helén, Founder & CEO at EQ Inspiration and author of Women in Tech: A Book for Guys:Why the best leadership is focused on othersHow to adopt a mindset of awareness, humility, and progressSeven character prototypes on the matrix: advocates, allies, and the chauvinist More information about Eva and today’s topics:LinkedIn Profile: https://www.linkedin.com/in/ehelen/Company Website: https://eqinspiration.com/Other Relevant Links: https://eqinspiration.com/product/women-in-tech-a-book-for-guys/ Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Women have overcome incredible hurdles for their careers in professional sales. While we’ve made progress, there’s more distance to go to attain true equity.In this episode, Heidi Solomon-Orlick, Founder & CEO at GirlzWhoSell, and Janice B. Gordon, Founder at Scale Your Sales, join the show to discuss what they learned from the stories from women in sales featured in their new book, Heels to Deals.Join us as we discuss:How the culture of sales excludes womenStories from Heidi’s and Janice’s personal and professional livesAddressing the pay gap by measuring itConfidence, imposter syndrome, and performance  Check out these resources we mentioned:Heels to Deals by Heidi Solomon-OrlickScale Your Sales Podcast Harvard Business Review article Exhaustive study on the state of women in b2b sales  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io. 

People aren’t robots—shocker, we know—and yet the expectation is often for employees to perform without feelings or emotional responses.The best ideas come from open conversations about strategy, and sometimes that means doing some mental masturbation.Today’s guest, Jeff Davis, Associate Director of Business & Brand Strategy at AbbVie, talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means.Join us as we discuss- Addressing the pain points between sales and marketing collaboration- Focusing on quality, not only quantity- Who should be promoted to CRO? (one common option makes Jeff nervous)- The importance of Revenue operations- The state of sales and marketing todayCheck out Jeff’s book: Create TogethernessMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you’ve gone off track.Join us as we discuss:- What prompted him to become a founding donor with New Story Charity- How to know if your Go to Market org is broken- The five “valleys of death” you may find yourself in- How to climb your way out of those valleys- The journey from point solution provider to platform providerCheck out these resources we mentioned during the podcast:- Sangram’s new book, MOVE: The 4 Question Go-to-Market Framework- New Story Charity, the non profit that Sangram is donating all book profits to.Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation!Join us as we discuss:- Delivering both felt safety and actual safety- How Flock started with a bunch of break-ins- The ins and outs of ethical machine learning- Mitigating bias and serving justice with vehicle data- 4 principles for building products for social justiceCheck out these resources we mentioned during the podcast:- Unwarranted by Barry Friedman- New York University’s Policing ProjectMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Revenue Operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don’t even know what RevOps is.In this episode, we speak to someone who has literally written the book on RevOps: Stephen Diorio, Executive Director at The Revenue Enablement Institute.Join us as we discuss:- How RevOps is a system like a computer- Pros and cons of creating a super big operations function- The strength of RevOps is an interdisciplinary strength- Digital, data, technology, and RevOps- Stephen’s book (forthcoming April 2022): Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite GrowthMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Sales is not an easy topic for academia to teach, in part because it’s so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with.Not to mention this: Does the sales org even know what the heck it’s doing?In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade.Join us as we discuss:- Balancing sales knowledge with strategic knowledge in the classroom- Why giving data to finance people makes them annoying- The necessity of understanding managerial finance- Mistakes that new CROs usually make- Debunking digital transformation in a supposedly digital-leads-physical worldCheck out these resources we mentioned during the podcast:- Frank’s latest book is Sales Management That Works- Influence by Robert B. CialdiniMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Step one is to figure out your objectives. Step two is to hire a revenue leader who can coach you through how to get there. In this episode, we interview Pete Crosby, Founder at Pete Crosby Revenue, about coaching first-time revenue leaders. Join us as we discuss: - Why it’s imperative to hire a great RevOps leader- The RevOps-DevOps partnership- Advice for someone just getting started in the RevOps role- Predictability and forecasting: yes, it’s hard, but not that hard- Pete’s predictions for the next two years of buying and selling Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Artificial intelligence may help scale your writing content, but this isn’t the death of human writers. You still need the heart of a writer to make content pop. Using AI to learn and write brand voice, our guest’s model can be applied to a myriad of opportunities, such as social media, ads, texts, emails, or billboard signs.Kate Bradley Chernis, CEO at Lately, discusses her background, AI strategy, and how to get the highest engagement out of your writing content.Join us as we discuss:- From rock n’ roll DJ to AI- What Lately AI does- Critical thinking vs scaling content- Raising money as a womanMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our websiteListening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

And the key attributes of modern RevOps leaders are…They’ve got to be boundary spanning. They’ve also got to bring that collaborative mindset to the entire organization.In this episode, we interview Anthony McPartlin, Principal Analyst at Forrester, about pushing the collaborative process around research creation out to the go-to-market function as a whole.Join us as we discuss:- Extending collaborative research to a collaborative mindset- The role of RevOps in accountability, transparency, and trust- Traits of a modern RevOps leader- Forrester’s newest tech report- Anthony’s predictions for 2022Check out this resource we mentioned:- Anthony's New Forrester Report Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.