Revenue Innovators

Step one is to figure out your objectives. Step two is to hire a revenue leader who can coach you through how to get there. 

In this episode, we interview Pete Crosby, Founder at Pete Crosby Revenue, about coaching first-time revenue leaders. 

Join us as we discuss: 

- Why it’s imperative to hire a great RevOps leader

- The RevOps-DevOps partnership

- Advice for someone just getting started in the RevOps role

- Predictability and forecasting: yes, it’s hard, but not that hard

- Pete’s predictions for the next two years of buying and selling 

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.

Artificial intelligence may help scale your writing content, but this isn’t the death of human writers. You still need the heart of a writer to make content pop. Using AI to learn and write brand voice, our guest’s model can be applied to a myriad of opportunities, such as social media, ads, texts, emails, or billboard signs.

Kate Bradley Chernis, CEO at Lately, discusses her background, AI strategy, and how to get the highest engagement out of your writing content.

Join us as we discuss:

- From rock n’ roll DJ to AI

- What Lately AI does

- Critical thinking vs scaling content

- Raising money as a woman

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.

And the key attributes of modern RevOps leaders are…

They’ve got to be boundary spanning. They’ve also got to bring that collaborative mindset to the entire organization.

In this episode, we interview Anthony McPartlin, Principal Analyst at Forrester, about pushing the collaborative process around research creation out to the go-to-market function as a whole.

Join us as we discuss:

- Extending collaborative research to a collaborative mindset

- The role of RevOps in accountability, transparency, and trust

- Traits of a modern RevOps leader

- Forrester’s newest tech report

- Anthony’s predictions for 2022

Check out this resource we mentioned:

- Anthony's New Forrester Report 

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.

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy. 

It drives customer experience, revenue, and forecasting. It integrates data, platforms, processes, and teams. To succeed, it takes cultural change. 

In this episode, we interview Toby Carrington , EVP of Global Operations at Seismic, about building a RevOps function from scratch and the enablement side of operations. 

Join us as we discuss:

- Why RevOps also includes enablement

- Drinking your own champaign, aka using your own platform

- Leveraging social selling in the era of Generation Brand

- Reframing RevOps at Seismic in just two years

- All things forecasting 

Check out this resource we mentioned:

- Generation Brand by Irina Soriano  

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

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

When we get a once-in-a-lifetime chance to interview our CEO on the podcast, we like to start with simple questions like “What’s the future of sales?”

No, for real, we do actually start out by asking our CEO that.

In this episode, we interview Manny Medina , CEO at Outreach , about why the future of sales is going to take a combination of engagement plus intelligence, of human plus machine.

Join us as we discuss:

How digital natives are reshaping the digital sales force

Creating a company environment where he has always wanted to work

The new definition of sales engagement

How hybrid work has changed the fundamental nature of buyers

The paradox of intelligent intuition — and its application in sales tech

And don’t forget! You are all witnesses that Manny invited us over for barbecue.

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

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

It’s not every day you get to interview your boss at the same time that a performance review notice comes in from HR.

We had a fantastic and candid conversation with Anna Baird , CRO at Outreach (and, yes, our boss), about owning failures and adapting to permanent remote work life.

Join Anna, Mary, and Harish as we discuss:

How Anna went from studying tigers in China to being the only CRO at a CEO party

The right attitude toward failure and risk

Rethinking rewards and recognition to support remote teams

Why you need an executive coach to remind you to nourish your soul

Training and collaborating with female leaders to raise diversity

Check out these resources we mentioned during the podcast:

Survey of business leaders with Forrester referenced at [15:11]

Mary’s position paper on the rise of the revenue innovators referenced at [28:42]

Outreach’s RISE Program

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

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

Sellers think marketing is easy. Marketers think sales is easy. Until they try each other’s jobs.

In this episode, we interview HYPCCCYCL’s Julia Nimchinski, Co-Founder and CEO, and Justin Michael, Co-Founder, about overcoming siloism with their brand new go-to-market cross-training startup.

Join us as we discuss:

• The need for sales to become more data-driven
• How the single function of sales and marketing embodies RevOps
• Predictions for the growth of go-to-market skills

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

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

What do the sales profession and improv have in common? In both, persistence always beats perfection.

Our guest today brings technology and comedians into her sales education to help students practice and apply what they’ve learned about sales to discover that confidence and empathy are keys to success.

In this episode, we interview Stefanie Boyer, PhD , Professor of Marketing at Bryant University and Co-Founder at RNMKRS , about elevating the sales profession through innovative education and technology.

Join us as we discuss:

- The prevalence of higher ed sales education

- Why women make such excellent sales leaders

- Building sales confidence with comedy and tech

- Future directions for martech and sales tech

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

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

You can’t place a Google ad. You can’t rely on SEO. You can’t rely on a single regulation being the same from state to state. Basically, RevOps in the cannabis industry has to run on chutzpah.

In this episode, we interview James McArthur, Director of Revenue Planning and Operations at LeafLink, about industry trends (and gossip), as well as the need for unconventional RevOps strategies.

In this episode we discuss:

• Applying entrepreneurial strategies to RevOps
• How James positions his RevOps teams to be customer-first
• Ways the martech industry is like a clown car
• The elevated science of today’s edibles (and flavor recs)

Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple 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 the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.

In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.

In this episode we discuss:

• Why RevOps is blowing integration out of the water
• How to invest in data that actually drives insights
• The ideal attributes of RevOps leaders
• Peacemaking among departments (aka alignment)
  

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

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