Revenue Innovators

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model.

Cheryl Turja, Sr. Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale.

Join us as we discuss:

• Storytelling in sales and bringing your authentic self
• Shifting from in-person sales to remote sales
• The art and science of selling products
• Best practices for interviewing new sellers
• The “Adobe for All” principle to prioritize diversity and inclusion

For information about Cheryl and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/cherylturja/
• Company Website: https://www.adobe.com/

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

New! Email us with feedback and guest suggestions at [email protected].

As rough as it sounds to untangle the mess of a 20+ year old CRM, the change management work can be even more of a challenge than the technical side.

For companies ready to make an evolutionary change versus an incremental growth change, it’s going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function.

Today, TJ Macke, SVP Strategy at Sapper Consulting, LLC, joins the show to help us cut through the glut of technology to know exactly how to deliver what a buyer needs when they need it.

Join us as we discuss:

• The messy, difficult process of updating your legacy CRM
• Necessary mind shifts around change management and leadership
• The risk/ambition continuum in sales tech
• Why RevOps must unify the buying and selling journeys  

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

New! Email us with feedback and guest suggestions at [email protected].

Companies are starting to pivot from using data to inform the process and have data lead their entire decision making process.To accomplish this, companies need more than just great data analysts, they need great data storytellers.

Our conversation with Neil Hoyne, Chief Measurement Strategist at Google dives into:

• How using data creates holistic growth
• Great data storytellers are key to extracting value from data
• Why changing privacy laws are forcing companies to find new ways to collect meaningful data   

More information about Neil Hoyne and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/neilhoyne/
• Company Website: https://about.google/ 
• Other Relevant Links: https://www.amazon.com/Converted-Data-Driven-Way-Customers-Hearts/dp/0593420659/ref=sr_1_1?crid=28JH64QJCZ6HI&keywords=neil+hoyne&qid=1647459243&sprefix=neil+hoyne%2Caps%2C93&sr=8-1  

New! Email us with feedback and guest suggestions at [email protected].

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

For women to make progress in the tech industry, we need to acknowledge that everybody plays a role.

Hear our conversation with Eva Helén, Founder & CEO at EQ Inspiration and author of Women in Tech: A Book for Guys:

• Why the best leadership is focused on others
• How to adopt a mindset of awareness, humility, and progress
• Seven character prototypes on the matrix: advocates, allies, and the chauvinist 

More information about Eva and today’s topics:

• LinkedIn Profile: https://www.linkedin.com/in/ehelen/
• Company Website: https://eqinspiration.com/
• Other Relevant Links: https://eqinspiration.com/product/women-in-tech-a-book-for-guys/ 

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.

New! Email us with feedback and guest suggestions at [email protected].

Women have overcome incredible hurdles for their careers in professional sales. While we’ve made progress, there’s more distance to go to attain true equity.

In this episode, Heidi Solomon-Orlick, Founder & CEO at GirlzWhoSell, and Janice B. Gordon, Founder at Scale Your Sales, join the show to discuss what they learned from the stories from women in sales featured in their new book, Heels to Deals.

Join us as we discuss:

• How the culture of sales excludes women
• Stories from Heidi’s and Janice’s personal and professional lives
• Addressing the pay gap by measuring it
• Confidence, imposter syndrome, and performance  

Check out these resources we mentioned:

• Heels to Deals by Heidi Solomon-Orlick
• Scale Your Sales Podcast 
• Harvard Business Review article 
• Exhaustive study on the state of women in b2b sales  

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, our website, or anywhere you get podcasts.

New! Email us with feedback and guest suggestions at [email protected]. 

People aren’t robots—shocker, we know—and yet the expectation is often for employees to perform without feelings or emotional responses.

The best ideas come from open conversations about strategy, and sometimes that means doing some mental masturbation.

Today’s guest, Jeff Davis, Associate Director of Business & Brand Strategy at AbbVie, talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means.

Join us as we discuss

- Addressing the pain points between sales and marketing collaboration

- Focusing on quality, not only quantity

- Who should be promoted to CRO? (one common option makes Jeff nervous)

- The importance of Revenue operations

- The state of sales and marketing today

Check out Jeff’s book: Create Togetherness

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you’ve gone off track.

Join us as we discuss:

- What prompted him to become a founding donor with New Story Charity

- How to know if your Go to Market org is broken

- The five “valleys of death” you may find yourself in

- How to climb your way out of those valleys

- The journey from point solution provider to platform provider

Check out these resources we mentioned during the podcast:

- Sangram’s new book, MOVE: The 4 Question Go-to-Market Framework

- New Story Charity, the non profit that Sangram is donating all book profits to.

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation!

Join us as we discuss:

- Delivering both felt safety and actual safety

- How Flock started with a bunch of break-ins

- The ins and outs of ethical machine learning

- Mitigating bias and serving justice with vehicle data

- 4 principles for building products for social justice

Check out these resources we mentioned during the podcast:

- Unwarranted by Barry Friedman

- New York University’s Policing Project

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Revenue Operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don’t even know what RevOps is.

In this episode, we speak to someone who has literally written the book on RevOps: Stephen Diorio, Executive Director at The Revenue Enablement Institute.

Join us as we discuss:

- How RevOps is a system like a computer

- Pros and cons of creating a super big operations function

- The strength of RevOps is an interdisciplinary strength

- Digital, data, technology, and RevOps

- Stephen’s book (forthcoming April 2022): Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.

Sales is not an easy topic for academia to teach, in part because it’s so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with.

Not to mention this: Does the sales org even know what the heck it’s doing?

In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade.

Join us as we discuss:

- Balancing sales knowledge with strategic knowledge in the classroom

- Why giving data to finance people makes them annoying

- The necessity of understanding managerial finance

- Mistakes that new CROs usually make

- Debunking digital transformation in a supposedly digital-leads-physical world

Check out these resources we mentioned during the podcast:

- Frank’s latest book is Sales Management That Works

- Influence by Robert B. Cialdini

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.