In this episode of The Revenue Lounge, host Randy Likas and guest Kelly Lichtenberger, VP of Sales Development at HiBob, discuss the evolving landscape of sales development. They explore the challenges posed by the 'great ignore' era, where generic outreach leads to prospect fatigue. Kelly emphasizes the importance of personalization, emotional intelligence, and adapting strategies to meet the changing needs of prospects.

In this episode of the Revenue Lounge podcast, host Randy Likas and guest Leslie Alore, Senior VP of Marketing at Flexera, discuss the evolution of B2B marketing, particularly the shift from traditional lead-based funnels to a more nuanced understanding of buying groups.

They explore the challenges of aligning sales and marketing, redefining MQLs, and the complexities of transitioning from point solutions to platform offerings.

In this episode of The Revenue Lounge, Randy Likas interviews Roman Gruhn, Vice President of Revenue Operations at Multiverse. Roman discusses the unique challenges and opportunities in his current role at Multiverse, particularly in the context of upskilling and reskilling in the age of AI.

In this episode of The Revenue Lounge, host Randy Likas speaks with Lauren Daley, Director of Marketing Operations at Palo Alto Networks, about the transformative journey from traditional marketing metrics to an opportunity-based marketing approach focused on buying groups.

They discuss the challenges of changing mindsets within the organization, the importance of leveraging buying group signals, and the development of a new buying group score to enhance marketing effectiveness.

In this episode of the Revenue Lounge podcast, host Randy Likas speaks with Rick Collins, VP of Demand Generation at ConnectWise, about the evolving landscape of demand generation and the challenges marketing teams face in pipeline generation.

They discuss the importance of aligning sales and marketing strategies, the shift from MQLs to buying groups, and the necessity of providing value through thought leadership.

In this conversation, Heather Adams discusses the shift from traditional MQL-based marketing strategies to a buyer group-first approach. She emphasizes the importance of aligning sales and marketing teams, leveraging intent data, and utilizing AI for personalization.

The discussion highlights the challenges of data quality and the need for transparency in building trust among teams. Heather shares insights on measuring success in this new model and offers advice for driving change within organizations.

In this episode of The Revenue Lounge, host Randy Likas and guest Corrina Owens discuss the evolution of account-based marketing (ABM) from a channel to a comprehensive go-to-market strategy. The conversation highlights the shift towards opportunity-based marketing and the need for organizations to adopt a buyer-centric approach to effectively engage with potential clients.

In this conversation, Randy Likas and Amarpreet Kalkat discuss the evolving landscape of B2B sales, emphasizing the need for a buyer-first approach. They explore how personality-driven insights can enhance sales strategies, improve win rates, and enable sellers to connect with buyers on a deeper level.

This episode unpackz what it really takes to cut through that noise and build a unified revenue engine. One that aligns teams, connects insights, and drives outcomes at scale.

Our guest is Alana Kadden Ballon, the VP of Revenue Operations at Sprout Social. She has 15+ years of experience leading strategic operations and productivity teams to scale global SaaS organizations from $10-500M+, defining new sales strategies and routes to market.

This conversation delves into the importance of clean data as a prerequisite for AI adoption in revenue operations. We’ll explore why data readiness matters, the mistakes companies often make, and how leaders can ensure they’re truly prepared before layering AI on top of their operations.