Revenue Unscripted

In this episode of Revenue Unscripted, host Jennica Dixon speaks with John Van Ness, VP of Sales at Otto Environmental Systems, about navigating revenue challenges, particularly during the COVID-19 pandemic. John shares insights on how his company lost a significant portion of revenue but managed to pivot and replace it by diversifying their customer base. The conversation emphasizes the importanc...

In this episode of Revenue Unscripted, host Jennica Dixon speaks with Doug Norton, a customer success leader, about the evolution of customer success and the importance of understanding customer value. They discuss the disconnect between what companies think their customers value and what customers actually value, emphasizing the need for technical services and the role of technology in enhancing...

In this episode of Revenue Unscripted, host Jennica Dixon engages with customer experience leader Lucas Alexander to explore the critical role of customer success in driving revenue retention. They discuss the impact of AI on customer success strategies, the importance of understanding annual recurring revenue (ARR), and the necessity of investing in onboarding and support to prevent churn. The co...

In this episode of Revenue Unscripted, host Jennica Dixon and guest Steve Craig discuss the challenges and strategies of transitioning from founder-led sales to a structured sales team. They explore the importance of sharing the founder's vision, the significance of hiring the right individuals, and the necessity of fostering a customer-first culture. Steve emphasizes the need for flexibility in e...

In this episode of Revenue Unscripted, host Jennica Dixon speaks with Adam Tosto, VP of Sales at Maison Villevers, about the intersection of hospitality and sales. They explore how Adam's extensive background in hospitality informs his approach to selling premium brands in a competitive market. The conversation delves into the importance of education and training in sales, the concept of over deli...

In this episode of Revenue Unscripted, host Jennica Dixon speaks with Matthew A. Johnson, a seasoned revenue practitioner with a diverse background in sales and healthcare. They explore the importance of understanding customer needs, the transition from healthcare to sales, and the critical role of sales skills in both SMB and enterprise environments. The conversation delves into the impact of acq...

In this episode of Revenue Unscripted, host Jennica Dixon speaks with Paul Livanos, Vice President and Head of Sales at Siepe, about the intricacies of building a high-performing sales culture, navigating the private credit space, and the importance of having a clear growth strategy. They discuss the transition from early growth to scaling, the mindset shift required for investing in sales, and th...

In this episode of Revenue Unscripted, host Jennica Dixon speaks with Adam Pines, Chief Growth Officer, about the evolving landscape of sales and marketing. They discuss the importance of creativity and authenticity in breaking through the noise created by AI and automation. Adam shares his unique journey from journalism to sales, emphasizing the skills that translate between the two fields. The c...

In this conversation, Sandella Gansheimer shares her insights on navigating complex sales negotiations, emphasizing the importance of humility, listening, and collaboration. She discusses her experiences with major retailers like Walmart and the dynamics of building trust with buyers. Sandella highlights the need for salespeople to act as colleagues rather than adversaries, and she reflects on her...

In this conversation, Bill Solari shares his extensive experience in global sales, emphasizing the importance of understanding cultural nuances in decision-making across different regions. He discusses the universal truths of selling, the risks of product adaptation, and the strategy of targeting tier one customers first. Bill also highlights the significance of setting boundaries with large clien...

In this conversation, Anthony Palladino, Chief Revenue Officer at Mabl, discusses the importance of agility in fast-changing markets, the concept of mindful growth, and the necessity of refreshing ideal customer profiles (ICPs) and differentiators. He emphasizes the need for a strong leadership culture that fosters independence among team members, the significance of understanding customer workflo...

In this conversation, Dusty Lloyd and Jennica Dixon explore the complexities of B2B and B2C sales, particularly in the mortgage industry. They discuss the challenges of commoditization, the importance of the human element in sales, and the need for sales professionals to understand the pain of change their clients experience. The conversation emphasizes the significance of total cost of ownership...

In this episode of Revenue Unscripted, Jennica Dixon speaks with Benjamin Yuille about the intricacies of building high-performing sales cultures, the transition from corporate to startup environments, and the essential role of leadership in sales. They discuss the importance of understanding human dynamics in sales, the challenges of selling in a competitive landscape, and the necessity of human...

In this episode of Revenue Unscripted, host Jennica Dixon welcomes Marco Terruzzin, Chief Revenue Officer at Energy Vault, to discuss the critical role of value propositions in driving revenue growth. Marco shares insights from his extensive experience in the clean energy sector, emphasizing the importance of aligning a company's value proposition with market demands and customer needs. He highlig...

What happens to B2B sales when AI starts buying on behalf of buyers? Vince Burruano, fractional sales leader, consultant, and author of A Daily Dose of Sales Wisdom, joins Revenue Unscripted to dig into the future of the sales profession and why the human element isn't going anywhere. With nearly 30 years leading sales teams across the moving and office technology industries, Vince brings a sharp,...

In this episode of Revenue Unscripted, Mike Diedrichs, the global head of sales for TZERO, discusses the challenges and strategies involved in quadrupling revenue in a rapidly evolving market for digital asset securities. He emphasizes the importance of internal alignment, transparency with clients, and the human element in sales. Mike shares insights on how to maintain a positive company culture...

Most salespeople lose deals by talking too much about their product. Michael Galloway, Region Vice President at EnableComp, reveals why people write checks to solve pain, not chase upside, and how asking the right questions early can save months of wasted effort in complex healthcare sales cycles. Michael shares his journey from reading the Wall Street Journal in middle school to becoming an elite...

When you're selling to hedge fund managers and quants who are smarter than you, traditional sales tactics fall flat. Farah Ruthnam-Sandys, Head of Sales at Neudata, reveals how she built a high-performing sales team that competes against inertia in the alternative data intelligence space without needing to outthink their prospects. Farah shares her unconventional path from supporting her mom's foo...

Kevin Onarecker spent 30 years rebuilding broken sales teams in med tech and pharma, and he'll tell you straight: when leaders say "we just need to close more," they're missing everything.  After leading sales orgs from rep to VP, Kevin reveals why promoting your top performer destroys teams, how Fortune 500 companies train customers to expect discounts, and the brutal math that makes quota-settin...

Why does promoting your top salesperson to manager usually backfire? Paul Fuller, CRO at Membrain, has watched this pattern destroy sales orgs across 80+ countries. He reveals how Fortune 500 companies massage forecasts through three layers of Excel because nobody trusts their CRM, why call volume and email metrics are mostly theater, and the exact team size where coaching actually works. Paul bre...

When Steve Craig's father drove him through the wealthiest neighborhood in town and revealed that most residents were salespeople, it planted a seed that would shape his entire career philosophy. Now as VP of Sales at Solmedics, Steve shares hard-won wisdom about what actually builds championship sales teams—and it's not what most leaders think. The uncomfortable truth? Your obsession with hiring...

In this episode of Revenue Unscripted, host Jennica Dixon sits down with Steve Taneman of Food Group International Inc. by A&M Global Solutions to unpack what it truly takes to build a high-performing sales organization in today’s competitive B2B landscape. This conversation goes beyond product and pricing to explore the people, behaviors, and collaboration required for sustainable revenue gro...