As we embark on this new year, the question arises of how can our revenue teams position themselves for success in 2024? It requires a thoughtful, well-played strategy for the challenges and opportunities that lie ahead. Paige O’Neill, CMO at Seismic, specializes in positioning revenue teams to be as successful as possible and has played a crucial role in driving Seismic's strategies in the competitive market landscape.  In this episode, Paige discusses the growth of enablement in...

Cultivating talent can be tricky for your sales team, but it’s essential. And it’s not just about hiring the right people but enhancing and nurturing current employee’s skills to run revenue in a more efficient and effective way. In this episode of the Run Revenue Show, Mike Esterday, CEO of Integrity Solutions,  shares the secret of how to hire, keep, and grow talent so you can run revenue like a pro.   Here’s what’s inside:  Align personal purpose with professional goals. It’s...

Pipeline generation and forecasting accurately are two essential factors that play into revenue acceleration. And let's face it… it can be a challenge to balance them both. Lucky for you, Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners, joins the Run Revenue Show to share how top performers maximize pipelines and forecast accurately. Tune in to hear Jeremey share the strategies behind it all. Here’s what’s inside:  Foster discipline in pipeline generation and...

Structuring your overall go-to-market approach is a common pivotal pain point, but it’s also one of the most essential practices to nail. The question you need to answer is this: How do you currently navigate the challenges of scaling and growing your business, especially in terms of structuring your go-to-market approach? Lucky for us, Harrison Rose, CEO of GoodFit, specializes in this area to boost business revenue. In this episode of the Run Revenue Show, Harrison discusses strategic...

Ensuring that your sales team is on the same page for revenue growth is essential but also tricky. And without a structured plan on how to keep the process organized while making sure your sales team moves in sync, you put reaching your revenue goals on the line. Mark Parrinello is the CRO at SentinelOne, where he leads a high-growth, world-class, global sales organization that delivers cutting-edge cybersecurity solutions to enterprises. In this episode of the Run Revenue Show, Mark...

In the tech world of running revenue, trying to bring together and simplify things can be a huge challenge. So, how can you make your tech tools work for you and not against you?  It's a bit tricky, like solving a puzzle, but getting it right could mean getting more done and succeeding in the revenue scene. Andy Byrne, co-founder and CEO of Clari, a revenue and go-to-market strategist, and a leader in Revenue Collaboration and governance, is known for his extensive experience in using tech...

It’s challenging to balance priorities, foster collaboration, and efficiently streamline tools and systems to create a high-performing RevOps team.  But in order to run revenue the right way, you need to align your team's work with the company's strategic vision while optimizing the processes that drive success. It can be overwhelming, but Anil Kumar, Head of Global Revenue Operations at Asana, is here to share how to do it. In this episode of the Run Revenue Show, Anil discusses the...

As your company expands and evolves, so do your priorities for scaling revenue. It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success. Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively. In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue...

It’s time to revolutionize your revenue game and unlock ultimate revenue excellence. In this final bonus episode, we hear from top industry leaders on the most effective strategies for sales process management and performance improvement. Anil Kumar, Head of Global Revenue Ops at Asana, and Haley Katsman, VP of Revenue Strategy, Ops, and Enablement at Highspot, share the importance of daily rhythm and managing sales processes, embracing difficult situations and making positive changes,...

Finding people who drive revenue in your organization can make or break your revenue process. The question at hand is this: how do you discover, attract, and keep top talent so you can boost revenue? Amy Volas, Founder and CEO of Avenue Talent Partners, has mastered the successful hiring strategy and wants to share her secrets with you. In this episode of the Run Revenue show, Amy shares the essential criteria to follow when looking for top talent - from evaluating a candidate's mindset,...

The world of revenue is complex and can be hard to navigate. But what if we told you there is a way to tackle every revenue opportunity ahead? Expert Andy Byrne, co-founder and CEO of Clari, shares how leaders at all levels can tackle the complex world of revenue and drive unprecedented growth and predictability in their businesses. From uncovering revenue leaks to maximizing efficiency and scalability, Andy shares it all so you can drive unprecedented growth and predictability in your...

Inaccurate forecasting is the last reason you want to miss your revenue goals. So what are the key steps for figuring out how to accurately forecast, avoid these mishaps, align your departments, and meet your revenue targets? Andy Duffett, SVP of Global Sales at CrowdStrike, combines his extensive industry knowledge with a dynamic leadership style to steer the company's global sales efforts to success. In this episode of the Run Revenue show, Andy shares why trust and transparency is...

The medical sales landscape is constantly changing. And if you don’t stay ahead, you’ll fall behind and lose critical revenue. Experts Daniel Hawkins, Founder and CEO of Avail Medsystems, and Omar Khateeb, Founder of Khateeb Co., share how automation, data-driven strategies, and the imperative presence of sales representatives impact revenue, patient outcomes, and the future of healthcare. In this episode, you’ll learn:  Automate sales processes and data entry. Manual data entry can be...

What if we told you co-selling, co-investing, and co-marketing have the power to unlock the ability to double your revenue every two years? Yes, it’s true. And Greg Sarafin, the Global Managing Partner of Ernst & Young Alliance Ecosystem, knows a thing or two about the power of strategic partnering and wants to share his strategies and secrets to run revenue like a pro.   In this episode, you’ll learn:  Choose strategic partnerships based on industry alignment. When forming...

Want to learn the secrets behind creating, converting, and closing a pipeline every year? It begins with implementing specific strategies. Experts Armond Farrokh, Lynn Powers, and Nick Cegelski discuss their successful influencer marketing strategies and how they led their companies to success.   In this episode, you’ll learn:  The power of the ‘Miyagi method.’ This involves agreeing with objections, gathering more information, and persuading for a future meeting. It helps build...

Let me guess. You're constantly dealing with a persistant challenge - the need to streamline and consolidate your sales operations. It can get messy, but Chris Rothstein, co-founder and CEO of Groove, is the mastermind behind it all. Chris shares his secrets on how consolidation provides a closed loop between insight and action, streamlining processes, increasing productivity, and running revenue. In this episode, you’ll learn:  Why consolidation without compromising essential...

It’s time to run revenue like a process.  And there are four key ways to do so: think in quarters, embrace predictability, utilize technology and prioritize revenue moments that have the most impact on your business. Experts of running revenue, Ashley Gretch, CRO at Xedro, and Matt Weil, Senior VP of Worldwide Sales at Highspot uncover the data behind these four key practices so you can run revenue like a pro. In this episode, you’ll learn:  Why predictable forecasting is essential....

Effectively aligningyour focus and resources with what your company aims to achieve is essential, but is also a common pain point. It’s crucial for revenue growth, but it’s hard to find the right balance in generating a sufficient pipeline for the sales team without overwhelming them. Olga Traskova, VP of Revenue Operations at Birdeye, shares how to master the art of revenue growth through proper resource allocation. In this episode, you’ll learn:  How to prioritize resource allocation...

Yes, it’s reaching new customers to hit your revenue targets for the quarter is a clear priority. Yet,  what if  there is a missing piece that is making or breaking the number you want to see? That piece? The understanding of how to maintain current customers and fosterstronger relationships with them. As an expert in running revenue like a pro, Sean Burke, COO and CCO at Prometric, shares the importance of protecting the existing customer base for optimal revenue growth. In this episode,...

What if we told you that the key to revenue growth is implementing revenue enablement on ALL levels of your organization? But here’s the million-dollar question: How do you embed enablement on every level?  From understanding the importance of enablement and storytelling to the value of aligning sales and marketing efforts, Vanessa Metcalf, VP of Global Revenue Enablement, shares her expertise on how to optimize revenue performance.  In this episode, you’ll learn:  Extend enablement...

As uncomfortable as failure is, it is essential for success. Failure holds lessons for refinement and growth, but without careful examination of what exactly failed, your potential to refine your strategy is lost.  Cody Guymon, COO at Workato, joins the Run Revenue Show to share why paying attention to successes AND failures fuels revenue growth. He digs into how you can do it, providing a playbook for optimizing failure for your company’s benefit. In this episode, you’ll learn:  Observe...

If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing.  Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem.  Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights.    In this episode, you’ll learn:  Focus on...

Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem.  So how can we prioritize the customer journey to help us drive revenue for our organizations?  How do we actively prioritize the customer journey? Kevin Chiu,   Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term...

Data-driven decision making is more important now than it has ever been to reach your revenue goals. It’s the backbone of informed decision making. But…is your team utilizing and sharing that data in a clear, concise way across all of your revenue teams? Steve Daly is the Chief Executive Officer of edTech company Instructure, where he is responsible for driving revenue growth and ensuring the company's success in the ever-changing education industry. In this conversation with Kyle, he’s...