Value Builders

From GM of EMEA at BounceX (now Wunderkind) to his current role as the CRO at Forecast, Rob Massa has turned a unique international business experience into his second CRO role.  In this episode of Revenue Revolutionaries, Dave talks with Rob about how to reduce churn through leading indicator metrics via Sales, CS, and Marketing alignment, the power of strongly communicating the relationship between vision and tactics to employees, and the importance of over-indexing on hiring, onboarding, and training processes.

Many have predicted that the CEOs of the future will have a CCO background and George Bilbrey is a shining example of that career evolution. In this episode of Revenue Revolutionaries, Dave sits down with George to discuss his path to becoming the CEO of Signpost. George shares how a leap into entrepreneurship set the tone for his career path, why aligning the company to the customer journey is critical to managing a business, and the importance of understanding why customers need to achieve their outcomes.

A hedge fund trader turned SaaS tech leader turned next-generation insurance company COO, Jamie Ahern has taken an unlikely path to becoming one of Chicago’s rising executives. Dave sat down with Jamie to hear his story and learn about how he turned a passion for math and data science into leading marketing, growth, and product teams on his journey to landing a place in the c-suite a Kin Insurance.

Understanding your organization’s purpose, seeking to understand the career goals of your team members, and taking leaps of faith to advance your career.  In this episode of Revenue Revolutionaries, I sit down with G2 CRO, Mike Weir to discuss all of these topics and more.  I walked away with a set of incredibly valuable insights and perspectives that will help every leader grow and improve.

It started with a moose. I’m not talking about Clark Griswold in National Lampoon’s Vacation, I’m talking about Zeotap, CRO, Jim Thoeni’s path to becoming a revolutionary sales leader. Born with a desire to help people, Jim has been serving others since grade school. Jim provides a truckload of inspiration and wisdom in this episode of Revenue Revolutionaries.

Helen Baptist, COO at PathFactory, joins Dave for this episode of Revenue Revolutionaries. Recently recognized as a Top 50 female leader in SaaS, Helen is a strong leader that shared too many insights to count. Helen and Dave discuss a wide range of topics including the importance of creating a workplace environment for authentic relationships, lifting up others who don’t look like you and embracing value-based selling to create the right customer relationships. Helen also shares some great ideas for how to stay engaged with your team during the pandemic.

Joe Kuntz, CRO at Jobvite, joins Dave for this episode of Revenue Revolutionaries to discuss how he thinks about coaching team members and customers, what it takes to sustain a great culture over time, the key to finding balance as a CRO, and the power of embracing servant leadership.

This week on Revenue Revolutionaries, Michelle Curlees, CCO at Cheetah Digital, joined me to talk about how she thinks about the ‘art and science’ of customer management, the power of a ‘red-bow’ customer experience, and the keys to building strong customer relationships in order to achieve retention and growth goals.

Tim Satterwhite, Chief Revenue Officer at Terminus, spent some time with Dave talking about his first time experience as a CRO and how he embraces human-first leadership strategies to build his teams and future leaders. He also elaborates on how he thinks about the importance of educating and advocating in the sales process and earning the right to partner with new customers.

Ziv Peled, Chief Customer Officer at AppsFlyer, shares his thoughts on driving conversations internally with an engineering team to create a customer-centric culture and how to think about value delivery across an expansive product suite.