The Revenue Hustle

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 i...

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 Li...

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 co...

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 le...

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...

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.linked...

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 bui...

On the latest episode of The Revenue Hustle, we're joined by Gaurav Harode who is the CEO of Enablix. Enablix is a a sales enablement platform that helps marketers enable sales to accelerate pipeline and win more deals.   Guarav's Revenue Rules An enabled Sales Rep is more important than any marketing channel. Buyer context is everything Connect with Guarav: https://www.linkedin.com/in/gharode/ Wa...

On the latest segment of the Revenue Hustle, we're joined by Cody Ward, Senior Director Demand Generation at Conexiom.   Cody's Revenue Rules: Marketing must report in the same format as the CFO. Think of yourself as a marketer AND as a business strategist.  Marketing must bring everyone along for the ride Connect with Cody: LinkedIn: https://www.linkedin.com/in/codyward/ Personal Website: https:/...

On the latest segment of the Revenue Hustle, we're joined by Jen Spencer. Jen is currently the Chief Revenue Officer of SmartBug Media. Jen's #RevenueRules: Bubble wrap the customer in the Sales to Customer Success handoff Don't be afraid to slow down the sales process   Our Guest: Jen Spencer Jen on LinkedIn: https://www.linkedin.com/in/jenspencer/   Ways to Tune In: Spotify: https://open.spotify...

On the latest segment of the Revenue Hustle, we're joined by Jessica Dodson. Jessica is currently the Senior Director Marketing of Rundeck at PagerDuty. Jessica's #RevenueRules: The account is the common thread between marketing and sales. Data and intent are today’s marketing differentiators   Our Guest: Jessica Dodson Jessica on LinkedIn: https://www.linkedin.com/in/jessicagunsday/   Ways to Tun...

We're joined by Heather Tenuto, Chief Revenue Officer (CRO) at Zift Solutions. Heather explains that successful channel sales programs requires highly defined partner roles & relationships. Heather also shares her framework for the role of sales managers on sales calls, importance of defining customer journeys, how to share pricing, and much more!   Our Guest: Heather Tenuto Heather on LinkedIn: h...

Russ Gould explains that Account Based Marketing (ABM) isn’t just for marketing. Russ breaks down how to create and execute ABM across marketing & sales.  Russ has over 15 years experience as a B2B marketer including roles as Vice President and Senior Director of Product Marketing, Demand Generation, Strategic Planning, and more.   Our Guest: Russ Gould Russ on LinkedIn: https://www.linkedin.com/i...

We're joined by Margaret Irons., VP of Marketing & Communications at 3Pillar Global. Margaret was named PR Week’s 40 Under 40, an annual publication recognizing professionals who are redefining the role of communications, PR, and marketing.   Tune in as we get into the detail of her experience and how long-time frenemies Marketing & Sales must co-create campaigns in order to ensure successful outc...

We are joined by Jeff Pedowitz, CEO of the Pedowitz Group. Jeff has helped over 1,400 companies engage their customers, go digital and grow revenue. In this segment, you’ll learn about one of Jeff’s #1 Revenue Rules: F the funnel. Marketing and sales execs are so focused on getting new deals that they overlook their current customer relationships. In this segment, you’ll learn about one of Jeff’s...

COVID-19 has shined a bright spotlight on the need for change and accelerated the trends that we have known were coming to B2B Sales. Lorin Coles, CEO of Alliancesphere, joins us to share insights on those changes with data, facts, and real world use cases.   As Lorin puts it: The new normal is a myth, it’s actually about the “Great Reset” for Sales. The winners will be the ones who “get it”, “liv...

Most companies struggle to align their Marketing & Sales teams causing friction and lost revenue. Christine Hunter, VP of Marketing at Infor, describes how she aligns Marketing with Sales to hit growth goals. Christine explains her view of Marketing's role and the shared sales metrics her team uses to hit revenue goals and drive accountability.    Our Guest, Christine Hunter LinkedIn: https://www....