The Revenue Hustle

In this episode, we sit down with Barbara Pawar, the VP of Sales and Go-To-Market Lead for the U.S. Northeast at Avanade, an Accenture-owned company specializing in supporting the Microsoft ecosystem.

Barbara has a wealth of experience, having navigated the sales landscape from a Series D startup to the corporate giants like Amazon and Bloomberg. Barbara shares how to navigate the transition from AE to sales leadership using her own experiences and lessons learned. One important lesson for new sales managers is the importance of a business mindset.

Barbara's Revenue Rules:

1. Transitioning from sales rep to sales manager requires a business mindset.

Follow Barbara on LinkedIn:

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

Where you can listen:

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

The CEO of UniQual Partners, Anand Seshadri, takes us through his growth journey from leading growth strategies insides the Fortune 500 to establishing his boutique management consulting firm. Anand shares that teams that know WHY their work matters drives growth and higher performance. 

Anand’s Revenue Rules:

1. Your people should know why they’re doing what they’re doing.

Follow Anand on LinkedIn:

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

References mentioned in the episode

• "Drive:The Surprising Truth About What Motivates Us" -  Drive | Daniel H. Pink (danpink.com)

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/understanding-why-drives-growth-and-financial/id1538449270?i=1000629657406

In this episode, we are joined by Cole Mayer, Regional Sales Director at Navisite. Cole discusses an often overlooked but critical aspect of enterprise sales--professional services. He sheds light on the profound value from services, with interesting anecdotes from his past, transforming the fears and apprehensions of many software sellers into a newfound appreciation and understanding for how services create champions.

Cole's Revenue Rules:

1. Professional Services breed authentic relationships.

Follow Cole on LinkedIn:

• https://www.linkedin.com/in/cole-mayer-89104662/

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/professional-services-breed-authentic-relationships/id1538449270?i=1000621674270

We’re joined by Francois-Xavier Reodo, CMO North America of Capgemini Invent.

In this segment, FX shares that storytelling fuels the soul of an organization by more easily communicating who we are, what we stand for, and how we present ourselves in the marketplace. Stories are a natural and easy way to understand an organization for both internal and external stakeholders, which is critical in today's noisy environment.

FX’s Revenue Rules:

1. Storytelling fuels the soul of an organization.

Follow FX on LinkedIn:

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

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/storytelling-fuels-the-soul-of-an/id1538449270?i=1000613125567

In this latest episode, we're joined by Stephen D'Angelo, Partner in the Next Gen Sales practice at Boston Consulting Group. Stephen is also a former CRO, CEO, and VP of Sales.  

Stephen helps companies transform their sales organizations and their go-to-market. Stephen emphasizes the importance of understanding the specific behaviors and skills that make a sales rep an A player, and how an A player in one organization doesn't guarantee they will be an A player in another. By defining success DNA, sales leaders can create the ideal account executive profile and set their teams up for success.

Stephen's Revenue Rules:

1. Sales leaders must define the success DNA of their sales reps.

Follow Stephen on LinkedIn:

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

Stephen's Book (discussed in episode)

• A Single Day of Peace

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/define-the-success-dna-of-your-sales-team-the/id1538449270?i=1000606456247

In this latest episode, we’re joined by Jaime Konzelman, the VP of Sales in North America and Canada for Unisys.

Jaime shares her unique career journey and discusses her first revenue rule, which is that sellers who embody sales as service completely transform the buyer-seller relationship. Tune in to hear Jaime's thoughts on servant leadership in sales and how to build lasting relationships with customers.

Jaime's Revenue Rules:

1. Sellers who embody sales as a service completely transform the buyer seller relationship.

Follow Jaime on LinkedIn:

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

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/transforming-the-buyer-seller-relationship-the/id1538449270?i=1000594777006

Jaime's Book:

Dealmaker: Finding Myself Behind the Closed Doors of America's Greatest Strip Clubs

https://www.amazon.com/dp/B0B49B6W1C?ref_=pe_3052080_276849420

In this latest episode, we’re joined by Madi Rawlins, VP of Customer Success at Cyderes. 

Madi has 26+ years of B2B experience in customer facing leadership roles with the past 13 years in cyber security. Madi is passionate about serving customers well and using customer insights to drive revenue growth.

Madi’s Revenue Rules: 

1. Operationalize the customer voice.

Follow Madi on LinkedIn: https://www.linkedin.com/in/madirawlins/.

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/operationalize-the-customer-voice-the-revenue-hustle/id1538449270?i=1000592427267

In this latest episode, we’re joined by David Karp, VP of Customer Success at DISQO.

In this episode, David reminds us that customers are people too. They are trying to look good in front of their boss, they want to help their colleagues, they want to get promoted….they also want to go home in time to have a meal with their family. David attributes much of his success to remembering customers are regular people and then helping them achieve their goals. 

David’s Revenue Rules:

1. Customers are people just like us. 

Follow David on LinkedIn:

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

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/customers-are-people-too-the-revenue-hustle-25-david-karp/id1538449270?i=1000589386963

In this latest episode, we’re joined by Subha Shrinivasan, VP of Customer Success at Rakuten Symphony.

How much do you REALLY care about your customers and their success? Shuba explains that your company's growth is directionally proportional to how much you care for your customers.  What does it mean to 'care' and what does it look like? How do you get your CS team to care? Shuba answers these questions and many more!

Subha’s Revenue Rules:

1. Growth is proportional to how much you care about your customers.

Follow Subha on LinkedIn: https://www.linkedin.com/in/shubha-vijay/

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/care-for-your-customers-the-revenue-hustle-24-subha/id1538449270?i=1000587762867

In this latest episode of the Revenue Hustle, we’re joined by Rhodette Zuniga, the Director of Customer Success at Demandbase.

New customers that just bought have high expectations so customer success teams responsible for their on-boarding have to properly manage their expectations! Customers want to solve all of their problems overnight, which is typically faster than their own organizations can move. Rhodette shares her framework & process for managing her customer's expectations to ensure great experiences.

Rhodette's Revenue Rules:

1. Don’t bite off more than you can chew.

Follow Rhodette on LinkedIn: https://www.linkedin.com/in/rhodettez/

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/managing-customer-expectations-the-revenue-hustle-23/id1538449270?i=1000585348440