In this episode of Revenue Today, Jared Robin and David Maxey, a GTM leader and the head of rev ops of the Americas at XM cyber, talks about the importance of having a transparent and comprehensive revenue model that connects leads to revenue. David explains how to avoid overhiring, over indexing on the wrong metrics, and wasting money on ineffecti…

Leslie Greenwood is the founder and CEO of Chief Evangelist Consulting, a company that helps businesses and communities build and revamp their communities. She is also the co-founder of Wednesday Women, a platform that features and amplifies the profiles of women leaders. In this episode of Revenue Today, Leslie Greenwood joins Jared Robin to discu…

Rebecca Marshburn is the Head of Community at Common Room. She has previously worked at Airbnb and AWS in content and community roles. In this episode of Revenue Today, Rebecca debunks the myth that community and go-to-market (GTM) strategies should be kept separate. She believes that community and GTM should intersect and work together to achieve …

In this episode of Revenue Today, Adam Jay, the founder and CEO of Adam Jay Consulting and the host of the Revenue Reimagined podcast, discusses the common misconception that hiring a VP of Sales will solve all revenue problems for early-stage startups. He emphasizes the importance of building a solid sales process, understanding the ideal customer…

In this episode of Revenue Today, host Jared Robin interviews Lloyed Lobo, founder of Boast.AI, shares his insights on the power of community in building iconic brands. He debunks the myth that traditional marketing tactics are still effective and emphasizes the importance of building a community around a shared purpose. Lloyed highlights the key t…

In this episode of Revenue Today, host Jared Robin interviews Jillian Bejtlich, Head of Community at Calendly, debunks the myth that community can only live at the top of the funnel. She emphasizes the importance of community in the adoption and advocacy phases of the customer lifecycle, where cost savings and organic growth can occur. Jillian expl…

In this episode of Revenue Today, host Jared Robin is joined by Christina Garnett, a community leader, advocacy strategist, and customer marketer. She is currently the Principal Marketing Manager, Offline Community and Advocacy at HubSpot. Christina Garnett discusses the importance of building a community as part of a go-to-market strategy and debu…

In this episode of Revenue Today, host Jared Robin interviews Morgan J Ingram, founder of Ascension Media Productions. Morgan shares his journey from being a sales rep to starting his own company and explains the concept of narrative-led growth. He discusses the future of sales and the potential impact of AI on the industry. Morgan also highlights …

In this episode of Revenue Today, host Jared Robin interviews Lindsay Cordell, the GTM Analyst and Founding Partner at Go-To-Market Partners. With a background in revenue operations, Lindsay has extensive experience in helping companies optimize their go-to-market strategies and improve their overall efficiency. Jared and Lindsay discuss the import…

In this episode of Revenue Today, host Jared Robin interviews Meghan Keaney Anderson, Head of Marketing at Jasper, one of the fastest-growing companies in AI. With her background as the VP of Marketing at HubSpot, Megan brings a wealth of experience and expertise to the table. She is known for her insights on revenue growth and customer expansion s…

Today, we welcome Emir Atli, Co-Founder of HockeyStack. B2B SaaS can be considered a top industry today, but there's still a lot to learn about marketing a product in this space. Emir talks about the importance of leveraging social channels not only for marketing but also for brand building, especially at the start. He talks about shifts in the Saa…

Today, we welcome Anthony Kennada, Co-Founder & CEO of AudiencePlus. Content marketing has traditionally been all about creating content for an algorithm. It's more of getting the page or posts to rank rather than actually getting a human to read it. Anthony shares his philosophy and ideas on shifting the focus back to creating content for humans. …

In today's episode of Revenue Today, Helen Lin, Founder and CEO of Discern & Dawn Poulos, Founder of Covisio kick off the webinar on the Four D's for Effective Sales Forecasting. They start with the Sales Performance Benchmark Data for Q1 of 2023 and share a few insights on these. Takeaways Winrates for closed deal metrics declined in Q1 reflective…

Today, we welcome Srinath Sridhar, Co-Founder and CEO of regie.ai. Today we're seeing AI writing tools, AI photo and video generators, and more. But will an AI writing tool be just that? Or are there more innovations to expect sooner rather than later? Srinath busts the myth about AI replacing the workforce but doesn't deny the potential it can hav…

Today, we welcome Jason Bay, Founder and CEO of The Outbound Squad. He shares insights on the SDR model most companies use today, effective cold calling, email marketing, and much more. Jason talks about the pros and cons of using AI and similar technologies in sales. Sales reps need to take advantage of these tools but also be wary of using generi…

Today, we welcome Rosalyn Santa Elena, Founder and Chief Revenue Operations Officer of The RevOps Collective and the Host of The Revenue Engine Podcast. She discusses how revenue operations play an influence in optimization not only for processes but also for communication within the company. Rosalyn also shares her perspective on utilizing data an…

Today, we welcome Thao Ngo and Emily Ward, SVP of Marketing at Uptempo and VP of Global Marketing at Anthology respectively. They share their perspective on the advantages of having a great Marketing Performance Management (MPM) Solution. Takeaways Utilize technology to stay up on your numbers. Never turn off the demand tab because you need to dive…

Today, we welcome Mark Kosoglow, Chief Revenue Officer of Catalyst Software. He talks about his time and journey in Outreach before becoming CRO of Catalyst. This was a time of all-out grind for Mark but also a major avenue for his growth and expansion of knowledge in the industry. Mark discusses building a mindset as an SDR or BDR not only focused…

Today, we welcome Thao Ngo and Emily Ward, SVP of Marketing at Uptempo and VP of Global Marketing at Anthology respectively. They discuss understanding the basics of the budget, what it means to actually have access to it, and how it plays out with your data-driven decisions. Takeaways You have to be able to articulate your strategy without waiting…

Today, we welcome Thao Ngo and Emily Ward, SVP of Marketing at Uptempo and VP of Global Marketing at Anthology respectively. They talk about how ROI marketing contributes to the sales funnel and why the "Investment" part of ROI often gets overlooked. Takeaways Marketers are on top of data on the execution side but not on the business side because i…

Today, we welcome Thao Ngo and Emily Ward, SVP of Marketing at Uptempo and VP of Global Marketing at Anthology respectively. They discuss the sales funnel and how a collaboration between sales, marketing, and sales enablement creates the highest-quality leads that have the highest odds of conversion. Takeaways Higher lead quality means fewer prospe…

Today, we welcome Thao Ngo and Emily Ward, SVP of Marketing at Uptempo and VP of Global Marketing at Anthology respectively. Sales, marketing, and RevOps come from differing perspectives on what each other should do. But as this is a partnership rather than a battle, these departments need to remember the factor that unites us: revenue. Takeaways S…

Today, we welcome Leslie Venetz, Founder of Sales Team Builder. She is a 3x Head of Sales and the founder of Sales Team Builder. As a top-performing B2B sales professional and people leader, Leslie has built elite sales organizations with buyer-centric sales teams. Leslie digs into the training and coaching needed in a renewal-based business, as we…

Today, we welcome Kevin "KD" Dorsey, Advisor and Practice Lead: Revenue Leadership at Winning by Design. He discusses that the way to predict the future is to work backward and determine what will remain constant over the next few years. KD dials in on human psychology and what humans generally want. This narrows down the factors that you can then …

Today, we welcome Kevin "KD" Dorsey, Advisor and Practice Lead: Revenue Leadership at Winning by Design. Predicting the future is actually pretty accurate, it's the "when" that people get wrong. In sales, we know that AI will replace certain jobs. It's when that is debatable. The question now is, are you willing to change or adapt? Takeaways Take a…

Today, we welcome back Danilo Nikolich, VP of Sales Development at RollWorks, and Nick Bennett, Director of Evangelism & Customer Marketing at Alyce. ICP is continuously evolving so companies must be aware not to severely limit their TAM and to keep experimenting. Nick then shares how ABM is performed at Alyce and how their strategies are aligned a…

Today, we welcome back Danilo Nikolich, VP of Sales Development at RollWorks, and Nick Bennett, Director of Evangelism & Customer Marketing at Alyce. Danilo talks about looking at your possible leads as a pie and that 40% are not looking to buy but can be convinced to look at your product. By aligning sales and marketing and how accounts are moved …

Today, we welcome Danilo Nikolich, VP of Sales Development at RollWorks, and Nick Bennett, Director of Evangelism & Customer Marketing at Alyce. Today, they drill down the different tools and strategies you can use to perform ABM with an MQL or MQA model, and how to align sales and marketing by having them work under a CRO to focus efforts from the…

Today, we welcome Danilo Nikolich, VP of Sales Development at RollWorks, and Nick Bennett, Director of Evangelism & Customer Marketing at Alyce. Today, they introduce their masterclass on ABMifying growth by laying the foundation that marketing and sales should be aligned for ABM to happen, as well as defining what a marketing qualified lead (MQL) …

Today, we welcome Chris Dutton, Head of Demand Generation and Marketing Operations at 6sense. Chris rounds out the discussion on achieving breakthroughs with ABM and AI and takes on audience questions. He answers how to use webinar data in the ABM process and explains what marketing event leads (MEL) leads are and how to engage with this group. Tak…

Today, we welcome Chris Dutton, Head of Demand Generation and Marketing Operations at 6sense. Employing the right tech allows you to engage with the right people at the right time when they are ready to buy. Chris digs into how they ensured they have enough resources to respond to the buying signals that they were tracking with their 6QAs. This aut…

Today, we welcome Chris Dutton, Head of Demand Generation and Marketing Operations at 6sense. He discusses what companies need to do to achieve breakthroughs in their ABM strategy and unlock their TAM using AI. Step 1 is to define your ideal customer profile. Step 2 is to define behaviors that trigger sales activity. Chris shares what a revenue ope…

Today, we welcome Chris Decker, the CEO of Salescast, as he rounds out principles 3 and 4 of Content-Led Growth: just get started and go back to principle 1—have something to say. Chris shares what fellow founders can do to bootstrap their founder story and apply the lean startup model to get started fast and not worry about results in the beginnin…

Today, we welcome Chris Decker, the CEO of Salescast. Retention is a function of connection and repetition aka stickiness, so do what it takes to keep people around. Chris dives into what this means in the world of podcasting and some tactics you can employ to help make your podcast stick with your listeners. He also shares how, in the beginning, i…

Today, we welcome Chris Decker, the CEO of Salescast. He shares the old way of doing content as compared to the new way. He also introduces the 4 principles of Content-Led Growth, starting with principle 1: Have something to say. To get grow through referrals, you must first create shareable and remarkable content that is anchored on your identity …

Today, we welcome Chris Decker, the CEO of Salescast. He shows a video that he shot on his iPhone, clear evidence that anybody can begin their storytelling journey with the tools already at hand. And one of the biggest lessons is that whatever journey you are on, it is not over. As a matter of fact, it is just beginning. Takeaways Begin telling you…

Today, we welcome Chris Decker, the CEO of Salescast. He shares how storytelling helped him and his community to speak with qualified leads every single day. He also introduces how the power of storytelling, of sharing his true authentic self, brought people closer to him and transformed the way he does business. Takeaways Storytelling is a natural…

Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. They reiterate that a repeatable process is a secret behind the success of top sales teams. Take your best content and reuse, improve, and repeat them for future RFPs. Takeaways Remember that top teams reuse their best con…

Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. They round out their top 4 strategies to win more RFPs, focusing on the last one which is to use a centralized system in place for RFP answers. This system saves a lot of time and allows the organization to capture all the…

Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. They continue their top 4 strategies to win more RFPs by focusing on strategies 2 and 3: involving a range of contributors and qualifying bids that you take on. Takeaways Be clear about the roles of contributors upfront so…

Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. To increase your RFP win rate to 51% and higher, James details the top 4 strategies you can use to achieve this: spend more hours writing, involve more contributors, be selective, and use a centralized system for RFP answe…

Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. They provide an overview of how you can increase your RFP win rate to 51% and some benchmarks SaaS teams utilize to achieve this. Takeaways Most SaaS teams achieve a 46% win rate in RFPs, but one-third are winning 51%. How…

Today, we welcome Chris Dutton, the Head of Demand Generation and Marketing Operations at 6sense. The elephant in the room is that generating a quality pipeline is hard. And because so much of sellers' time is spent on unproductive prospecting, more than $2 trillion is wasted on missed opportunities. Chris shares the first thing you should do to av…

Today, we welcome Donald Kelly, the Founder of The Sales Evangelist. His mission is to evangelize the method of effective selling and motivate sellers at all levels to do big things. He is the author of Sell It Like a Mango and has helped sellers for many companies build confidence in their selling abilities. Donald shares the top secret he was tau…

Today, we welcome Donald Kelly, the Founder of The Sales Evangelist. His mission is to evangelize the method of effective selling and motivate sellers at all levels to do big things. He is the author of Sell It Like a Mango and has helped sellers for many companies build confidence in their selling abilities. Donald introduces product market fit an…

Today, we welcome Angela Bunner, the Vice President of Solutions for ClickUp. She oversees solutions engineering, professional services, and customer enablement and has more than 20 years of experience in project portfolio management. Angela talks about how freemium models are successful when the product is good enough that people want to keep usin…

This episode of Revenue Today features Mary Vue, Head of Partnerships and Alliances at Syncari. A partnership strategy during your product-market fit motion may seem counterproductive, but having them integrated creates a necessary feedback loop between the company and the end users. Not only will this create a roadmap to make your product or servi…

Today, we welcome Christina Garnett, an award-winning community builder and advocacy strategist who is the Principal Marketing Manager for Offline Community and Advocacy at HubSpot. Christina discusses the differences between product-market fit and community-market fit and how the sense of belonging and emotional connection around your product or s…

Today, we welcome a fantastic panel of guests to share their insights and experiences on standing out from the crowd. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice. There are multiple in-between moments in the sales process that provide yo…

Today, we welcome a fantastic panel of guests to share their insights and experiences on how sellers ask tough questions. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice. With your pipeline now optimized, sales teams should make sure that th…