The Revenue Strategy Podcast

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. Chri...

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...

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...

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 tri...

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!

With all the massively conflicting advice out there around outbounding, I decided to invite Estefa Calvo to the Revenue Strategy Podcast to dissect a working outbound strategy. Things that we cover: 1. Quality over Quantity ... again, we keep on coming back to this in all the episodes! 2. Building a personal brand and creating a pull strategy to get the clients you want 3. An integrated outbound s...

Are you ready to learn more how to thrive in the transition from leadgen to demandgen? Join us on this episode of the Revenue Strategy Podcast as we uncover the essential elements of building a powerhouse brand, optimising your marketing efforts, and driving sustainable growth. Learn from industry expert Nemanja "Funky Marketing" Zivkovic as he shares actionable insights that will transf...

This episode is a masterclass on cracking the RevOps code, even if you barely know how to start with Revenue Operations. You will boost your business with simple RevOps strategies, thanks to the brilliant insights of RevOps Director Richard De Veer from JustEatTakeAway.com . Once you listen how you can align sales, marketing and CS to optimise your sales engine. You'll learn: Discover the cruc...

AI is dramatically changing sales. Micael Oliveira founder of Amplememarket, and myself talk about how AI will impact sales: 1. We cover the concept of the 10X AE, recently launched by Tomasz Tunguz 2. We talk about how AI will impact productivity and sales performance 3. We talk about balancing automation and human interaction and... I challenged Mica on the value of AI based outbounding if all m...

Closing a client is one thing, but the real revenue lies in keeping them. Miguel Marques from Raaft.io joined me to talk about: - the different types of churn - why clients churn - how to prevent churn and how to predict churn If you are a founder, entrepreneur or sales leader and wanna grow your business, then this episode is for you.

In this 3d conversation with Piet Saegeman, we explain why brand messaging fails, and how to make it multilayered, so it resonates with all the stakeholders inside your prospects organisation. First we recap on the 5 intents messaging framework, Then we go deeper into the multilayered approach, We cover the Rogers adoption curve of innovation, & finally we look at handling features in your str...

Excited to share with you the following episode. How to become a data driven sales leader. Together with Tom Pennings, founder and CEO of SalesNudge, we cover the 4 steps we see to start: 1. Taking inventory 2. Review Pipeline 3. Work with performance metrics 4. Go deeper into coaching metrics Enjoy this episode!

In this episode we look at the importance for founder of forecasting your cashflow and cashplanning. Thomas is the founder of Cashplannr, which he launched after a previous venture, where he noticed there was money coming in, but he didn't have the liquidity to pay his invoices on time. We talk about the need to know -and have- a long enough runway for founders, and that the foundation is fina...

We welcome Linda in our 3d session around coaching. In this episode we'll cover sales coaching: - Sales leaders are always tight on time, and we talk about building a coaching cadence to support the sales people, - Giving sales leaders the foundation to become better at sales coaching, - We go deep into the GROW model, and much more! Enjoy this episode. As always, Please hit that follow and /...

In this episode we talk about best practices in setting up automation in your sales process. Topics we cover: - Emphasis on the need for a process before implementing, in order to avoid automating inefficiencies - Having a governance structure (and involve enablement!) - Enjoying a continuous improvement journey Enjoy!

Ever wanted to know the ins of scaling a company from seed to beyond A Round? Mobietrain is fast growing edtech scale up with offices across Europe. Guy Van Neck goes deeper into the commercial decisions and learnings during their journey. Enjoy the listen!

The coming weeks we are digging deeper into building a worldclass pipeline. In this episode, we go briefly over the 4 elements that you keep finding back in worldclass pipelines after analysing hundreds of them.

Hiring the right SDR can be a challenge for many b2b tech companies, and is often a first step to gain more leads. Together with Alexander Goovaerts from Headlight we give you some tips, for example: 1. What you need to become an SDR 2. The fact that SDR roles can look completely different in or the other org 3. How the role of SDR is evolving, and how knowledge of tools and een growth marketing t...

While some sales VPs keep on cold calling, they should not be doing it: it prevents them from doing the work they are hired to do, and creates loads of issues and complexity. In addition, Sales VPs and sales reps need different skills. There are 3 main reasons why they might be cold calling: 1. Founders assume they should 'earn back' the cost of hiring them 2. Founders assume a VP sales wo...

Strategic messaging helps organisations to come on the market with a consistent and winning story. Piet Saegeman created a unique model, based on sales experience and neuroscience. In this model we go deeper into the importance of using this model and how to build up your strategic messaging.

How to ramp up sales people fast in a scale up? This is the billion dollar question for many b2b tech leaders. On the one hand you have upward momentum but hiring and training reps is a downward drag. 👉 They don't perform as well as fully ramped up sales reps. Here you have 3 lessons I learned to do just that. 1. Create an onboarding program 2. High performance coaching 3. Let them contribute...

Dear CEOs and executive leaders, are you ready to boost your company's performance? Then get coaching. Leadership coaching is crucial, Eric Schmidt, former ceo of Google, confirmed that everyone needs a coach. In this podcast, we talk with Linda Scotti why leaders need coaching: 1. To bring their performance from good to great 2. By developing themselves, they learn to develop their people 3....

Creating a partner ecosystem can be a challenge. How do you start, and what are the steps? In this 2nd session with Edouard, we go deeper into the 5 steps to build a solid channel partner program, covering: The Discovery step - Where we identify the Ideal Partner Profile and identify what territory we need partners The Building step - which is the operational side, including onboarding The Managin...

You might have noticed I changed the name of the podcast to the Revenue Strategy Podcast. The reason is that the way b2b buyers are buying is changing dramatically and sales and generating revenue should do so to. The only right way is to implement a Revenue Strategy. In this podcast, I explain why this is so important: what is it, but I also share with you the 3 elements you need to rollout a rev...

Clearity, where to play, where and how to win. Message they bring not the right one. Consequence they dont make their number. Sometimes not even talking to the right customer. Commercial performance: clarity on the strategy - you as org wants to succeed. How to position as a must have project... key messaging, performance.. Clarity, making strategic choices - they are so hard, putting the assumpti...