The Revenue Hustle

Bradley Hardy, Managing Director at Citizens Bank, talks about the the significance of cross-selling to top and bottom lines and his approach to doing it successfully. Brad shares that a strong customer relationship is the foundation for cross-selling and explains his process for introducing new products and experts to his clients. Brad also shares how he balances his sales activities so he has a consistent and reliable pipeline instead of feast or famine periods. 

Bradley's Revenue Rules:

1. Cross selling requires a strong customer relationship

Follow Bradley on LinkedIn:

https://www.linkedin.com/in/bradley-a-hardy/

Where you can listen:

• Spotify: https://open.spotify.com/episode/0Snb6VMtRJYSWxn0vOPk6F?si=55c51b4655354ef7

On this episode we discuss all things Go-To-Market (GTM) strategy because if you don't get this right companies struggle to grow. We discuss what is GTM, why it is critical to have GTM alignment, and why most companies get it wrong. We are joined by marketing expert Margaret Irons, founder of Salt and Butter Marketing, and sales expert Brian Shay, founder of Lucrum Partners. This episode is also historic for 2 reasons: it is our first episode with 2 guests and Margaret is the first repeat guest!

Their revenue rules:

1. Your go to-market strategy needs to be aligned

Follow them on LinkedIn:

• Margaret: https://www.linkedin.com/in/margaretirons/overlay/photo/

Where you can listen:

• Spotify: https://open.spotify.com/episode/17gufdaFklO2MGOdBpcSJF?si=67624d4ac17a49cb

We are joined by Sondra Imperative, most recently the Vice President of Brand Strategy and Marketing at Blue Cross Blue Shield Association and currently the founder of Persistent Courage. Sandra shares her unique insights into effective leadership, emphasizing the importance of putting people first—employees, customers, and suppliers—to drive profits. She also encourages leaders to get out and talk to customers, staff, and teammates to show you generally care about them and understand what improvements or issues they see inside the business. 

Sandra's Revenue Rules:

1. People equals profits.

Follow Sandra on LinkedIn:

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

Where you can listen:

• Spotify: https://open.spotify.com/episode/4GDj9vY8741i95nzvyZn9T?si=25313c1841ff4a25

We sat down with Alex Pacak, Associate Director of Sales Enablement for Soft-serve Americas. Alex shares his personal story of how he navigated the tough days he experienced early in his sales career (including his failures), how he learned to overcome them, and how he found his way into Sales Enablement. His story includes being adopted and how his family shaped him and gave him the grit to overcome obstacles. This is a must listen for all growth leaders. You will be encouraged!

Alex's Revenue Rules:

1. Embrace Failure--its is critical for your personal growth

Follow Alex on LinkedIn: https://www.linkedin.com/in/alexpacak/

Where you can listen:

• Spotify: https://open.spotify.com/episode/3pNlS8lY8vwPkJ72PzwUDW?si=32c0a262692242a9

We sat down with Ruchir Nath, Director of Global Sales Strategy and Operations at Dell, to discuss his job as a sales fixer. He gets assigned to business units and product teams that are not hitting their sales targets to help leadership figure out the problems and get the revenue back on track.  Ruchir shares his invaluable insights on identifying and solving sales performance issues, navigating complex organizational structures, and driving operational excellence.

Ruchir’s Revenue Rules:

1. Fight the problem, not the people.

Follow Ruchir on LinkedIn: https://www.linkedin.com/in/ruchirnath/

Where you can listen:

• Spotify: https://open.spotify.com/episode/5giPKCPvDE5bP68OFiejag?si=d0382113a10b48c8

On the latest episode we’re joined by Paul Wright, the Vice President of Sales Enablement at Acosta Group. Paul shares his insights on sales enablement and the importance of making a seller's job easy. Paul is passionate about making sure sales executives are knowledgeable and informed. And to do that sales execs have to be taught, not trained. Training is for animals, not people!

Paul's Revenue Rules:

1. You don't train salespeople, you teach them.

Follow Paul on LinkedIn: https://www.linkedin.com/in/pnwright

Where you can listen:

• Spotify: 

On the latest episode we’re joined by Meenu Popli, the Director of Field Marketing for Storage in North America at Dell. Meenu shares that having an entrepreneurial mindset is the foundation for growth because it helps leaders be honest about the business' strengths & weaknesses (including themselves), listen to all stakeholders, and be able to make changes quickly.

Meenu’s Revenue Rules

1. Operate with an entrepreneurial spirit

Follow Meenu on LinkedIn: https://www.linkedin.com/in/meenu-popli-98846117/

Where you can listen:

• Spotify: https://open.spotify.com/episode/5IdH2YYYOGOexuBH5XaTmW?si=85a6494ca43e4c75

This conversation with Sanjay Verma will challenge every growth leader's thinking. Sanjay is the Managing Director at Alix Partners and the Global Leader of the Digital Innovation Practice. Sanjay shares his experience driving performance improvement and digital innovation at Alix Partners, helping clients navigate disruptions, improve performance, and identify new markets and revenue streams. His first revenue rule: Be 10x better than competitors to create lasting impact in the market.

Sanjay’s Revenue Rules:

1. Be 10x better than the competition

Follow Sanjay on LinkedIn:

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

Where you can listen:

• Spotify: https://open.spotify.com/episode/0YVgfFTo8fZwgnuSOM8XAS?si=4319ac0f5ff34c81

Aakash Shirodkar, the Practice Leader for Data and AI at Hexaware, challenges conventional beliefs that the customer is King. Instead Askash places value creation at the core with the customer a key stakeholder in that journey. He also provides a detailed, step-by-step process for how he does account planning to grow existing customers. This is rich and a must listen!

Aakash's Revenue Rules:

1. Value creation is king, not the customer

Follow Aakash on LinkedIn:

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

Where you can listen:

• Spotify: https://open.spotify.com/episode/3Cd9RiM23dgOVTfaXARQyG?si=2eeab31983b445f1

In this episode we are joined by Patrick Hogan, a Managing Director at CTG overseeing the America's Alliances and Channels. Patrick shares insights for driving revenue from alliances and partnerships. Many execs believe channel partnerships are the answer for easy growth but that isn't the case. Patrick shares lessons for growing channel revenue he has learned through first hand experience. He also shares how his background in aerospace engineering helps him be a better growth leader. 

Patrick's Revenue Rules:

1. Understand the behaviors and motivators behind the sales ecosystem

Follow Patrick on LinkedIn:

https://www.linkedin.com/in/patrick-hogan-0284754/

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/navigating-the-transition-to-sales-leadership-the/id1538449270?i=1000636731291