The Revenue Hustle

We’re joined by Angela Hooper, VP of Global Customer Success at Alation. She took the famous ABCs of sales (Always be closing!) and created her own ABCs for Customer Success. Angela has fifteen plus years of experience working with customers to develop multi-million dollar bottom line enhancements. 

Angela’s Revenue Rules: 

1. Focus on Adoption, Business Benefits, and Creating Champions.

Follow Angela on LinkedIn: https://www.linkedin.com/in/angelahhooper/

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/the-abcs-of-customer-success-the-revenue-hustle/id1538449270?i=1000582282826

We’re joined by Mike Weir, the Chief Revenue Officer of G2. Mike has been recognized as one of the top 100 global sales leaders in 2021 by the Modern Sales & Collective. Mike is passionate about the entire customer journey and delivering the RIGHT experiences to drive growth. This passion is clear to see in this episode. 

Mike’s Revenue Rules:

1. Sales cannot do it alone

Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikedweir/

Where you can listen:

• iTunes:https://podcasts.apple.com/us/podcast/sales-cannot-do-it-alone-the-revenue-hustle-21-mike-weir/id1538449270?i=1000581458648

We're joined by Jeff Heckler, Director of Customer Success at MarketSource, Inc. Jeff has over 20 years of leading Customer Success, Professional Services, and customer-facing revenue teams. Jeff is passionate about CS and sharing his insights and expertise has made him a must-follow in the CS community. 

Jeff's Revenue Rules:

1. Define Customer Success Operations as early as possible

Follow Jeff on LinkedIn:

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

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/the-value-of-cs-ops-the-revenue-hustle-20-jeff-heckler/id1538449270?i=1000579366977

Steve Frost, VP of Revenue Research and Advisory at TSIA, joins us on the latest segment of the Revenue Hustle. Steve advises technology and services companies on the best practices for driving sales transformations. This is a rich conversation on how companies must change from a 'sales mindset' to a 'revenue mindset' and all teams that touch the customer play a critical role in growth. 

Steve's Revenue Rules:

1. Helping will sell. Selling won't help.

2. Changing the comp plan is not transformation. 

Connect with Steve on LinkedIn:

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

Where you can listen:

iTunes: https://podcasts.apple.com/us/podcast/keys-to-successful-sales-transformations-the-revenue/id1538449270?i=1000578703832

Spotify: https://open.spotify.com/episode/4ecbhnxynt5gkiaWa4IRsX?si=eb3beb4daa1e415c

Youtube: https://youtu.be/dTwpgkyo2r0

We’re joined by Michael Maday, Senior Director of Customer Success at Gainsight. Michael has 15 years of expertise in Customer Experience and Success and has played an active role in defining how Customer Success operates at Gainsight, the leader in Customer Success! If you are interested in growing existing customers than this is the episode for you!

Michael's Revenue Rules:

1. Net Revenue Retention is the new north star for al customer facing teams

Connect with Michael on LinkedIn:

https://www.linkedin.com/in/michael-maday/

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/net-revenue-retention-is-the-new-north-star-the/id1538449270?i=1000577253447

We're joined by Chris Longo, Director of Customer Success at Varicent. Varicent is the industry leader in Sales Performance, Sales Planning and Incentive Compensation Management software. Chris leads a team of Enterprise Customer Success Managers (CSM) and he shares the attributes he looks for that indicate a person will be a GREAT CSM.  You also need to hear how Chris trains his team to improve in an area CSMs need the most development!

Chris's Revenue Rules:

1. For customer success managers, background matters more than experience does.

Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrislongovaricent/

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/what-makes-a-good-cms-the-revenue-hustle-17-chris-longo/id1538449270?i=1000568127005

We're joined by the Vice President of Revenue Operations at Terminus, where she works daily with the sales & marketing teams. Mallory is a big supporter of focusing on metrics that matter. Revenue over visits. Conversion rates over total lead flow. 

Mallory's Revenue Rules: 

1. Marketing Qualified leads still matter

2. In operations, you need to measure what matters.

Connect with Mallory on LinkedIn: 

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

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/qualified-marketing-leads-still-matter-the-revenue/id1538449270?i=1000560516384

• Spotify: https://open.spotify.com/episode/2E9NyPzTq7fWCUOX4Q787F?si=9691062723094ef8

• Youtube: https://youtu.be/1aNiFGm8KXQ

We're joined by Darshan Jain, who is a VP at Blue Prism where he leads the Banking, Financial Services, and Insurance (BFSI) industry practice

Darshan is a skilled communicator and he shares how properly communicating with customers drives revenue! 

Darshan's Revenue Rules: 

1. Understand the language of your target customer

Connect with Darshan on LinkedIn: 

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

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/speaking-your-customers-language-the-revenue-hustle/id1538449270?i=1000558750601

On the latest episode of the Revenue Hustle, we are joined by Ruby's CRO Rebecca Grimes. She shares her journey of being a lifelong marketer to becoming CRO and now running both sales and marketing teams! Rebecca shares what marketers must learn to become CROs and how to avoid potential pitfalls.

Rebecca's Revenue Rules:

1. Marketers can run sales organizations.

2. Throw out the play book and lean into agility and data driven decisions.

Connect with Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccalgrimes/.

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/marketers-can-run-sales-teams-and-be-cro-the/id1538449270?i=1000551313927

Learn about the future of SDRs with David Dulany, CEO of Tenbound. David has led SDRs teams at various SaaS companies and then started Tenbound to improve SDR teams for SaaS companies. Tune in to learn about the future of the SDR model, why SDRs get a bad reputation, and why "watering concrete" is part of the job. 

His Revenue Rules: 

1. SDR model is not going away. 

Connect with David on LinkedIn: https://www.linkedin.com/in/davidkdulany/

Resources mentioned:

• Amazing SDR Trifecta

Where you can listen:

• iTunes: https://podcasts.apple.com/us/podcast/the-future-of-sdrs-the-revenue-hustle-13-david-dulany/id1538449270?i=1000546827257