Revenue Makers

The word “no” intimidates many, but Karen Bomber sees it as a key to success. Embracing rejection is essential for growth, reinvention, and making a lasting impact. In this episode of Revenue Makers, Karen Bomber, Chief Commercial Officer of ABB Energy Industries, shares her career journey—from starting as an engineer to becoming a leader who integrates technology, marketing, and commercial strate...

Many fear a robot uprising, but AI isn’t here to replace humans—it’s here to assist and enhance what we do best. In this episode of Revenue Makers, Paul Roetzer, Founder and CEO of the Marketing AI Institute and SmarterX, explains what AI agents are and what businesses need to know to maximize their potential. As an expert in artificial intelligence, Paul shares his perspective on the impact of AI...

For years, B2B marketers stuck to predictable, overly rational campaigns, believing it was the only way to build trust. But times have changed and B2B marketing is finally breaking free from what’s boring. In this episode, Joel Harrison, Founder and Editor-at-large of B2B Marketing, reveals the five key trends shaping the future of B2B. Joel explores how today’s top marketers are leaning into crea...

Building a marketing function from the ground up is no small feat, especially when the pressure is on to deliver results fast. In this replay episode, Kelly Wenzel, CMO of Andela, shares her experience leading a complete marketing turnaround. From fixing broken processes and re-aligning with sales, Kelly details what it takes to transform a team and achieve success. She also opens up about the cha...

Proving ROI, maximizing impact with limited budgets, and staying ahead of industry trends—these are just a few of the common struggles faced by Chief Marketing Officers. Having been a CMO herself, Heidi Melin now helps others tackle these challenges head-on. Heidi Melin is a Senior Operating Advisor at Hellman & Friedman, where she guides marketing leaders across B2B and B2C companies. In this...

Gone are the days when marketers relied on broad, generic campaigns in hopes of catching a few leads. There’s a better way: focusing on the right accounts with a more targeted and strategic approach. In this replay episode, Casey Carey, CMO at TCP Software, discusses the process of shifting from traditional lead-based sales to Account-Based Marketing (ABM). Casey shares how to tackle common challe...

We’ve hit the big 5-0! What have we learned from 50 episodes of Revenue Makers? Aside from the fact that Adam and Saima always have something to say, we’ve gathered a wealth of insights along the way. In this episode, Saima Rashid and Adam Kaiser revisit the episodes that have sparked the most conversations and impact: Cold calling, Account-Based Marketing (ABM), and revenue operations. With 50 ep...

There can be no demand without a strong brand. In this episode, Benjamin O’Dell, Global Director of Demand Generation at Exclaimer, reveals how the company rebranded and transitioned to an Account-based marketing (ABM) strategy. Ben explains how Exclaimer built a strong brand identity through partnerships, ambassadors, and a deeper understanding of their ICPs. He also shares key lessons on persona...

Sales teams face immense pressure to meet monthly quotas, which often lead them to resort to tactics that prioritize their convenience over the customer’s needs. It’s time for sellers to step up and truly give a sh*t. In this episode, Jen Allen-Knuth, Founder of DemandJen, talks about what it means to care about your prospects. Having been in sales for 18 years, Jen points out the common pitfalls...

When there’s so much content competing for attention, customers crave experiences that feel personal and relevant. In this episode, David Edelman discusses insights from his book, Personalized: Customer Strategy in the Age of AI. With decades of experience as a CMO, David shares his five core tenets of personalization and explores ways to measure their success. David also touches on how AI can hel...

Do you get tongue-tied when you’ve got to talk with the C-suite? You’re not alone. Learn from Carilu Dietrich, former CMO turned hypergrowth advisor, as shares her insights on how to communicate with executives. Having been in the C-suite herself, Carilu explains why too much detail can work against you and how top leaders are looking for clear recommendations backed by key data points. Learn how...

When does it make sense to build a category, and when is it just a costly distraction? In this episode, Jen Gray, SVP of Marketing at Recharge, shares her perspective on category creation. Having worked with companies like Qualtrics and Adobe, Jen outlines the benefits and risks of category creation—and why product positioning often comes first. She offers advice on how to make the case for a new...

Believe it or not, an effective ABM campaign only needs five steps. In this episode of Revenue Makers, we break down the essential steps in 6sense’s Account-Based Marketing (ABM) framework. It starts with selecting target accounts within your ICP, understanding their position in the buyer’s journey, and then crafting tailored outreach. In our own campaign, we put these steps to the test, adding a...

Let’s face it: no one enjoys cold calls—not the salesperson making them, and definitely not the prospect. But when done right, cold calls can be one of the most effective ways to build your sales pipeline. In this episode, Nick Cegelski co-founder of 30 Minutes to President’s Club and co-author of Cold Calling Sucks, reveals his strategies for a successful cold outreach. He explains why many sales...

Hiring BDRs isn’t hard. But hiring great BDRs? Now that’s a whole different game. It’s a crucial process that can make or break your sales pipeline. In this episode, 6sense’s very own Head of Sales Development Transformation, Ernest Owusu shares how he recruits top talent and builds a team that consistently delivers. Ernest also discusses how AI is transforming team efficiency through the automati...

Revenue operations play a central role in business, but with so many pieces in motion, managing it all can feel overwhelming before we ever think about optimizing. Luckily, Sean Lane and Laura Adint have created a clear blueprint to help RevOps professionals navigate it all. As co-authors of The Revenue Operations Manual, Sean and Laura outline their four-pillar approach to building and scaling a...

Disrupting the market requires helping people overcome their fear of change. It’s a huge undertaking, especially in industries that don’t necessarily want to reinvent the wheel. Drawing on her own experience, Lauren Burkemeyer, CMO at YuLife, tells us what it’s like leading a challenger brand to success. Lauren defines what a challenger brand is, and how these companies disrupt established industr...

You’re not dreaming. You’ve made it to our third episode featuring Saima and Adam imparting their wisdom, sans-guest. And if you thought this third installment couldn’t top the last, think again. We’re diving into ABX and ABM measurement—the essential metrics that can help marketers gauge the success of their campaigns. From leading indicators like reach and engagement to lagging indicators like p...

Growth at any cost? Not anymore. Boards are shifting their focus, and sustainable progress is the priority. In this episode of Revenue Makers, Gary Survis gives us his perspective as a board member of several companies and as an Operating Partner at Insight Partners. He discusses which metrics boards are paying attention to, the impact of AI on strategic decisions, and how to make your board meeti...

Traditional MQL-based marketing is a relic of the past. It’s time to shift gears and embrace the new era of account-based marketing (ABM). In this episode, Jack Speyer, Director of Marketing Operations at Iron Mountain, shares how they transitioned from MQL metrics to a robust ABM program that delivers over 20x ROI. Don’t miss out on Jack’s insights about sales and marketing alignment, the power o...

Hiring a top-tier Product Marketing Manager (PMM) is a game-changing move that can unlock tens of millions in ARR. The trick is making sure you hire the right PMM. In this episode of Revenue Makers, we sit down with Kyle Lacy, CMO at Jellyfish, to uncover the criteria for recruiting a stellar PMM leader, and why failing to do so can cost a company dearly. Discover the core competencies that define...

Keeping things simple can be a real headache when it comes to marketing. What’s up with that? Seeking answers, we turn to Gurvinder Sahni, CMO of Persistent Systems. In this episode of Revenue Makers, Gurvinder shares how he cuts through the noise to deliver powerful, straightforward campaigns that drive results. You'll also hear about his Shark Tank-inspired approach to tech investments and his p...

Is ABM the sum total of paid media? Not quite, but it’s a vital part of the strategy that can’t be overlooked. In this episode of Revenue Makers, hosts Saima Rashid and Adam Kaiser turn the spotlight on digital media’s role in Account-Based Marketing (ABM). They clear up the misconceptions and discuss effective tactics that can take your campaigns to the next level. Tune in for practical tips on u...

B2B marketing is no longer just about chasing leads and closing deals. It’s about creating unforgettable experiences that resonate long after the pitch. In this episode, Tom Stein, CEO and Founder of Stein, reveals the transformative strategies high-achieving B2B businesses are deploying to dominate their markets. You’ll discover why investing in creativity, unifying brand and demand, and focusing...

Is growth at all cost dead? Our guest for this episode certainly thinks so. In this insightful episode, Jacco van der Kooij, founder of Winning by Design, shares how companies can achieve lasting success by prioritizing intelligent, scalable growth strategies that lead to recurring impact. Discover the essential metrics for targeting customers effectively, the shift from doing more to doing better...