In this episode, we dive into a powerful conversation with Cliff Dinwiddie and Lorenzo Clark of Kinetic about building true sales and marketing alignment that drives revenue growth. These two executives demonstrate how seamless integration between teams creates measurable business results through data-driven collaboration, customer-first messaging and innovative AI applications.

Key Takeaways:

00:00 Introduction.

03:16 Seamless integration drives sales marketing alignment success.

07:54 Focus on selling service, not vanity metrics.

11:36 People buy value and solutions, not products.

15:24 Direct customer feedback improves solutions.

26:21 AI tests technology and helps us extract the insights to inform our decisions.

28:48 AI analyzes door conversations for sales optimization.

32:51 Daily communication builds trust and a respectful culture.

34:06 Alignment results are visible through technology and messaging.

46:39 “The Mamba Mentality” principles help transition from sports to professional success.

Resources Mentioned:

Kinetic website

https://business.windstream.com/

“The Mamba Mentality: How I Play” by Kobe Bryant

https://www.amazon.com/Mamba-Mentality-How-Play/dp/0374201234

Kevin Carroll

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

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#Sales #Marketing #Leadership #Podcast #AI #CustomerExperience

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

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#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.

The Modern Revenue Executive

AI insights. Digital journeys. Human connections.

Top-performing revenue teams are mastering the art of using AI to connect marketing touchpoints with sales conversions. "The Modern Revenue Executive" brings you insider conversations with leaders from healthcare, financial services, telecommunications and more, who are breaking down traditional silos between teams. Join Invoca CEO Gregg Johnson as executives share their strategies for aligning marketing and sales teams, optimizing multichannel investments and creating seamless experiences that convert.

Get ready for powerful insights on leveraging AI, end-to-end attribution and revenue execution to drive measurable business growth in today's complex customer journey.