Hitting revenue targets is HARD and requires constant hustle. Last quarter’s success is already forgotten. Learn the mindset and tactics of todays most successful revenue producers in B2B Marketing & Sales. We call this the Revenue Hustle.
Episodes
Tuesday Oct 01, 2024
Tuesday Oct 01, 2024
Bradley Hardy, Managing Director at Citizens Bank, talks about the the significance of cross-selling to top and bottom lines and his approach to doing it successfully. Brad shares that a strong customer relationship is the foundation for cross-selling and explains his process for introducing new products and experts to his clients. Brad also shares how he balances his sales activities so he has a consistent and reliable pipeline instead of feast or famine periods.
Bradley's Revenue Rules:
- Cross selling requires a strong customer relationship
- You need to balance your sales activities
Follow Bradley on LinkedIn:
https://www.linkedin.com/in/bradley-a-hardy/
Where you can listen:
Tuesday Sep 10, 2024
Tuesday Sep 10, 2024
On this episode we discuss all things Go-To-Market (GTM) strategy because if you don't get this right companies struggle to grow. We discuss what is GTM, why it is critical to have GTM alignment, and why most companies get it wrong. We are joined by marketing expert Margaret Irons, founder of Salt and Butter Marketing, and sales expert Brian Shay, founder of Lucrum Partners. This episode is also historic for 2 reasons: it is our first episode with 2 guests and Margaret is the first repeat guest!
Their revenue rules:
- Your go to-market strategy needs to be aligned
- Map your new customer journey
Follow them on LinkedIn:
- Margaret: https://www.linkedin.com/in/margaretirons/overlay/photo/
- Brian: https://www.linkedin.com/in/salesskills/
Where you can listen:
Tuesday Aug 20, 2024
Tuesday Aug 20, 2024
We are joined by Sondra Imperative, most recently the Vice President of Brand Strategy and Marketing at Blue Cross Blue Shield Association and currently the founder of Persistent Courage. Sandra shares her unique insights into effective leadership, emphasizing the importance of putting people first—employees, customers, and suppliers—to drive profits. She also encourages leaders to get out and talk to customers, staff, and teammates to show you generally care about them and understand what improvements or issues they see inside the business.
Sandra's Revenue Rules:
- People equals profits.
- Leaders need to have the persistent courage to get up and get out.
Follow Sandra on LinkedIn:
https://www.linkedin.com/in/sondraimperati/
Where you can listen:
Tuesday Jul 30, 2024
Tuesday Jul 30, 2024
We sat down with Alex Pacak, Associate Director of Sales Enablement for Soft-serve Americas. Alex shares his personal story of how he navigated the tough days he experienced early in his sales career (including his failures), how he learned to overcome them, and how he found his way into Sales Enablement. His story includes being adopted and how his family shaped him and gave him the grit to overcome obstacles. This is a must listen for all growth leaders. You will be encouraged!
Alex's Revenue Rules:
- Embrace Failure--its is critical for your personal growth
- Know Your Why--it will get you through the tough days
Follow Alex on LinkedIn: https://www.linkedin.com/in/alexpacak/
Where you can listen:
Tuesday Jul 09, 2024
Tuesday Jul 09, 2024
We sat down with Ruchir Nath, Director of Global Sales Strategy and Operations at Dell, to discuss his job as a sales fixer. He gets assigned to business units and product teams that are not hitting their sales targets to help leadership figure out the problems and get the revenue back on track. Ruchir shares his invaluable insights on identifying and solving sales performance issues, navigating complex organizational structures, and driving operational excellence.
Ruchir’s Revenue Rules:
- Fight the problem, not the people.
- Operational excellence dictates growth.
Follow Ruchir on LinkedIn: https://www.linkedin.com/in/ruchirnath/
Where you can listen:
Sunday Jun 16, 2024
Sunday Jun 16, 2024
On the latest episode we’re joined by Paul Wright, the Vice President of Sales Enablement at Acosta Group. Paul shares his insights on sales enablement and the importance of making a seller's job easy. Paul is passionate about making sure sales executives are knowledgeable and informed. And to do that sales execs have to be taught, not trained. Training is for animals, not people!
Paul's Revenue Rules:
- You don't train salespeople, you teach them.
- The sales rep is not the hero of the story, the client is.
Follow Paul on LinkedIn: https://www.linkedin.com/in/pnwright
Where you can listen:
- Spotify:
- iTunes:
- YouTube: https://youtu.be/_-vKmlnR6e0
Tuesday Apr 02, 2024
Tuesday Apr 02, 2024
On the latest episode we’re joined by Meenu Popli, the Director of Field Marketing for Storage in North America at Dell. Meenu shares that having an entrepreneurial mindset is the foundation for growth because it helps leaders be honest about the business' strengths & weaknesses (including themselves), listen to all stakeholders, and be able to make changes quickly.
Meenu’s Revenue Rules
- Operate with an entrepreneurial spirit
- Hire based on character, then build the skillset.
Follow Meenu on LinkedIn: https://www.linkedin.com/in/meenu-popli-98846117/
Where you can listen:
Thursday Mar 07, 2024
Thursday Mar 07, 2024
This conversation with Sanjay Verma will challenge every growth leader's thinking. Sanjay is the Managing Director at Alix Partners and the Global Leader of the Digital Innovation Practice. Sanjay shares his experience driving performance improvement and digital innovation at Alix Partners, helping clients navigate disruptions, improve performance, and identify new markets and revenue streams. His first revenue rule: Be 10x better than competitors to create lasting impact in the market.
Sanjay’s Revenue Rules:
- Be 10x better than the competition
- Only the paranoid survive.
Follow Sanjay on LinkedIn:
https://www.linkedin.com/in/sanjayvermaiitk
Where you can listen:
- Spotify: https://open.spotify.com/episode/0YVgfFTo8fZwgnuSOM8XAS?si=4319ac0f5ff34c81
- iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000648395325
- YouTube: https://youtu.be/sGj-wEyRGoo
Wednesday Jan 24, 2024
Wednesday Jan 24, 2024
Aakash Shirodkar, the Practice Leader for Data and AI at Hexaware, challenges conventional beliefs that the customer is King. Instead Askash places value creation at the core with the customer a key stakeholder in that journey. He also provides a detailed, step-by-step process for how he does account planning to grow existing customers. This is rich and a must listen!
Aakash's Revenue Rules:
- Value creation is king, not the customer
- Account planning is the greatest hygiene in life
Follow Aakash on LinkedIn:
https://www.linkedin.com/in/aakashshirodkar/
Where you can listen:
Tuesday Jan 02, 2024
Tuesday Jan 02, 2024
In this episode we are joined by Patrick Hogan, a Managing Director at CTG overseeing the America's Alliances and Channels. Patrick shares insights for driving revenue from alliances and partnerships. Many execs believe channel partnerships are the answer for easy growth but that isn't the case. Patrick shares lessons for growing channel revenue he has learned through first hand experience. He also shares how his background in aerospace engineering helps him be a better growth leader.
Patrick's Revenue Rules:
- Understand the behaviors and motivators behind the sales ecosystem
- Defining, designing and delivery of a tactical process is paramount for revenue growth
Follow Patrick on LinkedIn:
https://www.linkedin.com/in/patrick-hogan-0284754/
Where you can listen: