We’re kicking off the first episode of “The Modern Revenue Executive” with a conversation on breaking down silos between sales and marketing.

Michelle Barbeau, Chief Revenue Officer of eHealth, Inc., explains how she unified marketing and sales under one revenue-focused function. Michelle dives into how shared KPIs, cross-functional data access and daily standups helped build trust, drive collaboration and ultimately drive revenue.

Key Takeaways:

00:00 Introduction.

06:18 Why aligning people, process and priorities matters.

07:57 How shared conversion KPIs unlock growth.

09:27 The impact of inviting marketing into sales standups.

11:36 Structuring the go-to-market engine around AEP.

15:33 Diversifying beyond seasonal revenue peaks.

21:00 Replacing off-hours with empathetic AI agents.

26:50 Turning retention into a strategic growth lever.

31:30 Building trust through authentic brand messaging.

Resources Mentioned:

Michelle Barbeau

https://www.linkedin.com/in/michellebarbeau/

eHealth, Inc. | LinkedIn

https://www.linkedin.com/company/ehealthinsurance/

eHealth, Inc. | Website

https://www.ehealth.com

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#B2BSales #AIInMarketing #RevenueGrowth

Disclaimer: References to “about 50 organizations” and “LTV of two to three years” in this episode specifically refer to eHealth’s Medicare Advantage business.