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
Monday Nov 27, 2023
Monday Nov 27, 2023
In this episode, we sit down with Barbara Pawar, the VP of Sales and Go-To-Market Lead for the U.S. Northeast at Avanade, an Accenture-owned company specializing in supporting the Microsoft ecosystem.
Barbara has a wealth of experience, having navigated the sales landscape from a Series D startup to the corporate giants like Amazon and Bloomberg. Barbara shares how to navigate the transition from AE to sales leadership using her own experiences and lessons learned. One important lesson for new sales managers is the importance of a business mindset.
Barbara's Revenue Rules:
- Transitioning from sales rep to sales manager requires a business mindset.
- To be successful in closing a deal, you have to align to the business priority.
Follow Barbara on LinkedIn:
https://www.linkedin.com/in/barbaramerolapawar/
Where you can listen:
Friday Sep 29, 2023
Friday Sep 29, 2023
The CEO of UniQual Partners, Anand Seshadri, takes us through his growth journey from leading growth strategies insides the Fortune 500 to establishing his boutique management consulting firm. Anand shares that teams that know WHY their work matters drives growth and higher performance.
Anand’s Revenue Rules:
- Your people should know why they’re doing what they’re doing.
- Focus on the inside out rather than the outside in.
Follow Anand on LinkedIn:
https://www.linkedin.com/in/seshadrianand/
References mentioned in the episode
- "Drive:The Surprising Truth About What Motivates Us" - Drive | Daniel H. Pink (danpink.com)
- HBR publication - "The Culture Factor" - The Culture Factor (hbr.org)
Where you can listen:
Wednesday Jul 19, 2023
Wednesday Jul 19, 2023
In this episode, we are joined by Cole Mayer, Regional Sales Director at Navisite. Cole discusses an often overlooked but critical aspect of enterprise sales--professional services. He sheds light on the profound value from services, with interesting anecdotes from his past, transforming the fears and apprehensions of many software sellers into a newfound appreciation and understanding for how services create champions.
Cole's Revenue Rules:
- Professional Services breed authentic relationships.
- Mindset & attitude are the building blocks of success in sales.
Follow Cole on LinkedIn:
Where you can listen:
Monday May 15, 2023
Monday May 15, 2023
We’re joined by Francois-Xavier Reodo, CMO North America of Capgemini Invent.
In this segment, FX shares that storytelling fuels the soul of an organization by more easily communicating who we are, what we stand for, and how we present ourselves in the marketplace. Stories are a natural and easy way to understand an organization for both internal and external stakeholders, which is critical in today's noisy environment.
FX’s Revenue Rules:
- Storytelling fuels the soul of an organization.
- Always put your customer first.
Follow FX on LinkedIn:
https://www.linkedin.com/in/reodofx/
Where you can listen:
Wednesday Mar 29, 2023
Wednesday Mar 29, 2023
In this latest episode, we're joined by Stephen D'Angelo, Partner in the Next Gen Sales practice at Boston Consulting Group. Stephen is also a former CRO, CEO, and VP of Sales.
Stephen helps companies transform their sales organizations and their go-to-market. Stephen emphasizes the importance of understanding the specific behaviors and skills that make a sales rep an A player, and how an A player in one organization doesn't guarantee they will be an A player in another. By defining success DNA, sales leaders can create the ideal account executive profile and set their teams up for success.
Stephen's Revenue Rules:
- Sales leaders must define the success DNA of their sales reps.
- Sales reps that win most often pick the right deals.
Follow Stephen on LinkedIn:
https://www.linkedin.com/in/stephendangelo/
Stephen's Book (discussed in episode)
Where you can listen:
Monday Jan 16, 2023
Monday Jan 16, 2023
In this latest episode, we’re joined by Jaime Konzelman, the VP of Sales in North America and Canada for Unisys.
Jaime shares her unique career journey and discusses her first revenue rule, which is that sellers who embody sales as service completely transform the buyer-seller relationship. Tune in to hear Jaime's thoughts on servant leadership in sales and how to build lasting relationships with customers.
Jaime's Revenue Rules:
- Sellers who embody sales as a service completely transform the buyer seller relationship.
- Hustle and heart will set you apart.
Follow Jaime on LinkedIn:
https://www.linkedin.com/in/jkonzelman/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/transforming-the-buyer-seller-relationship-the/id1538449270?i=1000594777006
- Spotify:https://open.spotify.com/episode/1cpF51Tl66eHdcfTtCDOoY?si=d234eb157a6a4ea8
- YouTube: https://youtu.be/b3VdVWRx1bw
Jaime's Book:
Dealmaker: Finding Myself Behind the Closed Doors of America's Greatest Strip Clubs
https://www.amazon.com/dp/B0B49B6W1C?ref_=pe_3052080_276849420
Wednesday Jan 04, 2023
Wednesday Jan 04, 2023
In this latest episode, we’re joined by Madi Rawlins, VP of Customer Success at Cyderes.
Madi has 26+ years of B2B experience in customer facing leadership roles with the past 13 years in cyber security. Madi is passionate about serving customers well and using customer insights to drive revenue growth.
Madi’s Revenue Rules:
- Operationalize the customer voice.
- Renewals is a long game.
Follow Madi on LinkedIn: https://www.linkedin.com/in/madirawlins/.
Where you can listen:
Thursday Dec 08, 2022
Thursday Dec 08, 2022
In this latest episode, we’re joined by David Karp, VP of Customer Success at DISQO.
In this episode, David reminds us that customers are people too. They are trying to look good in front of their boss, they want to help their colleagues, they want to get promoted….they also want to go home in time to have a meal with their family. David attributes much of his success to remembering customers are regular people and then helping them achieve their goals.
David’s Revenue Rules:
- Customers are people just like us.
- The way to think about team is outside in, not inside out.
Follow David on LinkedIn:
https://www.linkedin.com/in/davidalankarp
Where you can listen:
- iTunes: https://podcasts.apple.com/us/podcast/customers-are-people-too-the-revenue-hustle-25-david-karp/id1538449270?i=1000589386963
- Spotify:https://open.spotify.com/episode/3uVWWWy5sbFLo67HDxasVy?si=ffac34d86ab44ad9
- YouTube: https://youtu.be/DhjjfkXatQM
Monday Nov 28, 2022
Monday Nov 28, 2022
In this latest episode, we’re joined by Subha Shrinivasan, VP of Customer Success at Rakuten Symphony.
How much do you REALLY care about your customers and their success? Shuba explains that your company's growth is directionally proportional to how much you care for your customers. What does it mean to 'care' and what does it look like? How do you get your CS team to care? Shuba answers these questions and many more!
Subha’s Revenue Rules:
- Growth is proportional to how much you care about your customers.
- Invest in yourself to become a subject matter expert so that your company & customers can benefit
Follow Subha on LinkedIn: https://www.linkedin.com/in/shubha-vijay/
Where you can listen:
- iTunes:https://podcasts.apple.com/us/podcast/care-for-your-customers-the-revenue-hustle-24-subha/id1538449270?i=1000587762867
- Spotify:https://open.spotify.com/episode/1kSAW6BnBh45xzHXBozlOA?si=0e06a412718d477e
- YouTube: https://www.youtube.com/watch?v=lYo2Xoc_V_k
Monday Nov 07, 2022
Monday Nov 07, 2022
In this latest episode of the Revenue Hustle, we’re joined by Rhodette Zuniga, the Director of Customer Success at Demandbase.
New customers that just bought have high expectations so customer success teams responsible for their on-boarding have to properly manage their expectations! Customers want to solve all of their problems overnight, which is typically faster than their own organizations can move. Rhodette shares her framework & process for managing her customer's expectations to ensure great experiences.
Rhodette's Revenue Rules:
- Don’t bite off more than you can chew.
- Complex problems don't always require complex solutions.
Follow Rhodette on LinkedIn: https://www.linkedin.com/in/rhodettez/
Where you can listen: