Rev-n-u Unplugged

AI amplifies

The conversation delves into the evolution of sales leadership, emphasizing the need for sales leaders to transcend into executive leadership. It explores the dynamics of power within a business, highlighting the influence of customer success and the importance of understanding where the power really sits. Additionally, it discusses the challenges and strategies for sales leaders to step into the...

Raphaël Boukris, co-founder and CRO of Didomi, shares insights on the role of a CRO, M&A as a revenue strategy, and the challenges of scaling in different geographies. He emphasises the importance of sticking to what works in the go-to-market approach and the need for patience in managing acquisitions. Takeaways CRO as Co-founder M&A as Revenue Strategy Chapters 00:00 The Role of a CRO and...

You It's Fatal To Not Start With The Foundations

Stuart Whyte, CRO at RealVNC, shares insights on building the foundation before chasing growth, the revenue bow tie, and managing churn proactively. He emphasizes the importance of aligning with the board, customer-centric revenue strategies, and the role of a CRO in driving customer success and revenue growth. The conversation covers the role of a CRO in managing sales teams, forecasting, cross-f...

4 Essential Questions For GTM

The conversation covers the importance of a narrow Ideal Customer Profile (ICP) in enterprise sales, the comparison between Product-Led Growth (PLG) and Enterprise Sales, and the success of hiring D1 athletes in sales roles. Bob Moore shares insights on ICP discipline, the challenges of broad ICP, and the transition from enterprise to PLG. Additionally, he discusses the value of hiring D1 athletes...

Customer Value Creation

The conversation delves into the impact of revenue growth obsession, the importance of customer value creation, and the role of churn in businesses. It also explores the alignment of sales compensation with customer retention, the significance of accountability in sales, and the need for a strong explanation behind sales compensation. Additionally, the conversation highlights the critical nature o...

Going From Startup to Scale Up - Listen, Learn, Observe

The conversation with Andrew Barker, CRO at ClearBank, covers his sales journey, challenges in scaling a business, and the modern B2B revenue engine. Andrew shares insights on implementing sales methodology, avoiding over-engineering, and the importance of understanding data without a rev ops presence. He also discusses the challenges of avoiding custom builds in scale-ups and the integration of m...

Team Will Never Out Perform It's Culture

The conversation covers three primary themes: Evolution of the Revenue Leader, Winning the Talent War, and Building Cultures that Multiply Revenue. Each theme is explored in depth, highlighting the changing role of revenue leaders, the importance of winning the talent war, and the impact of culture on revenue multiplication. The conversation covers the importance of setting clear expectations for...

Different not Better

The conversation delves into the importance of positioning and messaging in sales, the impact of selling the problem vs. selling the product, the role of ICP in sales strategy, the significance of sales enablement and technology, and the analysis of sales strategy and its impact. The conversation delves into the critical importance of execution in sales methodology, the implementation and impact o...

Winning Culture

In this conversation, Joe Marcin discusses the critical aspects of negotiation, building a winning culture, and selecting top talent in sales. He emphasizes that negotiation begins from the first interaction with a customer and highlights the importance of establishing a give-get framework. Joe also shares insights on creating a culture of accountability and mutual success within sales teams. Furt...

Unblocking Issue My Team Has

Culture is a never-ending journey. And accountability starts with figuring out what you're being accountable to." Ron Gupta, CRO at Vendavo, has spent 15 years taking mid-to-late stage startups through their messiest inflection points. In this episode, he pulls back the curtain on what actually works when scaling sales teams. The brutal truth? Your A-players don't leave after 3 years. They leave i...

We Had To Look At Ourselves

Churn isn't just a customer success problem—it's a sales problem. And it's costing you millions. In this episode, Vanessa Brangwyn pulls back the curtain on customer expansion revenue and why most companies are getting it completely wrong. She reveals the uncomfortable truth about early-stage churn, when to split customer success from account management, and how her company jumped gross retention...

Words of wisdom from James Bagan.

James Bagan has done due diligence on over 200 B2B tech businesses and doesn't pull punches. In this conversation, he breaks down why most boards misunderstand RevOps, what new CROs must do in their first 30 days to survive, and why promoting your top salesperson usually backfires. We also cover managing board relationships, the death of "growth at all costs," and why you should be interviewing ca...

Understanding what impact your product or service has on a customer is vital for new business.

Richard Perez from Apax Partners has spent 30 years optimising commercial engines for many portfolio companies within Apax. In this episode, he breaks down exactly why 50% of sales reps may miss target this year, and it's not what you think. You'll learn: Why sales leaders are spending $2+ to acquire every $1 of new revenue (and how to flip this) The four pillars of commercial excellence that actu...