To give you the best possible experience, this site uses cookies. Review our Privacy Policy and Terms of Service to learn more. Ясно
Artwork

Vice President
Контент предоставлен Tegrita. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Tegrita или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
Player FM - приложение для подкастов
Работайте офлайн с приложением Player FM !
Get it on App Store Get it on Google Play

Revenue Rehab « »
Leadership at the Helm: CEOs' Role in Unifying Revenue Teams

39:36
 
Прослушать
Воспроизведение
Поделиться
 

MP3•Главная эпизода
Manage episode 455005572 series 3557636
Контент предоставлен Tegrita. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Tegrita или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
This week our host Brandi Starr is joined by Alice Heiman, the Chief Sales Energizer and Host of "Sales Talk for CEOs." Meet Alice Heiman, a dynamic leader transforming the B2B sales landscape. With a stellar career in boosting sales, founding multiple start-ups, and hosting her own insightful podcast, Alice is a powerhouse in the world of sales and growth strategy. From her actionable advice for C-level executives to her innovative takes on structuring go-to-market teams, Alice brings a wealth of knowledge and experience to the table. Whether it's breaking down the barriers between departments or critiquing traditional quota systems, her insights are nothing short of enlightening. In this episode of Revenue Rehab, Brandi and Alice dive deep into the importance of collaboration, customer-centric strategies, and the evolving roles in the C-suite. Tune in for a riveting discussion on aligning sales, marketing, and customer success to drive revenue and enhance customer experiences. Bullet Points of Key Topics + Chapter Markers: Topic #1 Importance of Collaboration for Revenue Teams [08:51]: Alice Heiman underscores the essence of cross-departmental collaboration in eliminating internal barriers, stating, “When departments like sales, marketing, and customer success work together, we close the gaps that slow our processes, especially those hindered by internal legal or operational hurdles.” This cooperative spirit ensures smoother operations and better alignment with customer needs. Topic #2 Role of the Chief Revenue Officer (CRO) [16:32]: Alice Heiman provides insight into the role of the Chief Revenue Officer, explaining, “The CRO exists to bridge the gap between sales, marketing, and customer success. This role is crucial for aligning departmental goals and driving a unified strategy. Without a CRO, the CEO must take on the challenge of orchestrating these efforts, especially in smaller companies where each leader needs to wear multiple hats effectively." Topic #3 Customer-Centric Strategies Over Traditional Quotas [27:45]: Critiquing traditional quota systems, Alice advocates for a customer-first approach, pointing out, “Quotas often miss the mark by prioritizing financial targets over customer satisfaction. Instead, our strategies should be aligned with customer timelines and demands, fostering a more sustainable and loyal customer base. This shift requires us to focus on real customer insights and integrated market strategies rather than mere numbers." By keeping the conversation aligned with these key pillars of collaboration, leadership, and a customer-centric approach, Brandi and Alice bring actionable insights to the forefront, empowering revenue leaders to rethink their strategies for sustainable growth and customer satisfaction. What’s One Thing You Can Do Today Alice Heiman's ‘One Thing’ is to take a critical look at your team's structure and collaboration. "Evaluate whether your current team setup fosters collaboration or creates silos. Make it a priority to realign your teams around customer-centric goals and ensure that leaders are not just meeting internal metrics, but also enhancing customer satisfaction. Regularly communicate these goals and check for seamless integration across departments. The focus should always be on closing gaps and ensuring the customer experience is at the forefront of every decision." Buzzword Banishment

Alice’s Buzzword to Banish is 'quota'. Alice wants to banish this word because, she explains, “the term 'quota' is too limiting and fails to reflect the true potential and performance of sales teams."

Links:

Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

…   continue reading

154 эпизодов

#Vice President
Artwork

Leadership at the Helm: CEOs' Role in Unifying Revenue Teams

Revenue Rehab

published

Прослушать Воспроизведение
iconПоделиться
 
MP3•Главная эпизода
Manage episode 455005572 series 3557636
Контент предоставлен Tegrita. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Tegrita или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
This week our host Brandi Starr is joined by Alice Heiman, the Chief Sales Energizer and Host of "Sales Talk for CEOs." Meet Alice Heiman, a dynamic leader transforming the B2B sales landscape. With a stellar career in boosting sales, founding multiple start-ups, and hosting her own insightful podcast, Alice is a powerhouse in the world of sales and growth strategy. From her actionable advice for C-level executives to her innovative takes on structuring go-to-market teams, Alice brings a wealth of knowledge and experience to the table. Whether it's breaking down the barriers between departments or critiquing traditional quota systems, her insights are nothing short of enlightening. In this episode of Revenue Rehab, Brandi and Alice dive deep into the importance of collaboration, customer-centric strategies, and the evolving roles in the C-suite. Tune in for a riveting discussion on aligning sales, marketing, and customer success to drive revenue and enhance customer experiences. Bullet Points of Key Topics + Chapter Markers: Topic #1 Importance of Collaboration for Revenue Teams [08:51]: Alice Heiman underscores the essence of cross-departmental collaboration in eliminating internal barriers, stating, “When departments like sales, marketing, and customer success work together, we close the gaps that slow our processes, especially those hindered by internal legal or operational hurdles.” This cooperative spirit ensures smoother operations and better alignment with customer needs. Topic #2 Role of the Chief Revenue Officer (CRO) [16:32]: Alice Heiman provides insight into the role of the Chief Revenue Officer, explaining, “The CRO exists to bridge the gap between sales, marketing, and customer success. This role is crucial for aligning departmental goals and driving a unified strategy. Without a CRO, the CEO must take on the challenge of orchestrating these efforts, especially in smaller companies where each leader needs to wear multiple hats effectively." Topic #3 Customer-Centric Strategies Over Traditional Quotas [27:45]: Critiquing traditional quota systems, Alice advocates for a customer-first approach, pointing out, “Quotas often miss the mark by prioritizing financial targets over customer satisfaction. Instead, our strategies should be aligned with customer timelines and demands, fostering a more sustainable and loyal customer base. This shift requires us to focus on real customer insights and integrated market strategies rather than mere numbers." By keeping the conversation aligned with these key pillars of collaboration, leadership, and a customer-centric approach, Brandi and Alice bring actionable insights to the forefront, empowering revenue leaders to rethink their strategies for sustainable growth and customer satisfaction. What’s One Thing You Can Do Today Alice Heiman's ‘One Thing’ is to take a critical look at your team's structure and collaboration. "Evaluate whether your current team setup fosters collaboration or creates silos. Make it a priority to realign your teams around customer-centric goals and ensure that leaders are not just meeting internal metrics, but also enhancing customer satisfaction. Regularly communicate these goals and check for seamless integration across departments. The focus should always be on closing gaps and ensuring the customer experience is at the forefront of every decision." Buzzword Banishment

Alice’s Buzzword to Banish is 'quota'. Alice wants to banish this word because, she explains, “the term 'quota' is too limiting and fails to reflect the true potential and performance of sales teams."

Links:

Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

…   continue reading

154 эпизодов

#Vice President

Все серии

×
 
Artwork

1
MQLs Aren’t Dead—But Your Definition Might Be 26:50

icon
26:50
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
26:50icon
 
In this Starr-Led solo episode of Revenue Rehab, Brandi Starr takes a But Also approach to the frequently heard declaration that MQLs (Marketing Qualified Leads) are dead. While acknowledging common frustrations around the inefficacy of current MQL definitions, she contends that the real problem lies in the lack of clarity and alignment between sales and marketing on what constitutes an MQL. Brandi outlines a collaborative approach to redefining MQLs that can harmonize sales and marketing teams and enhance pipeline quality. This episode is essential for CMOs and CROs who seek to improve lead processing and bolster revenue outcomes by fostering better interdepartmental cooperation. Episode Type: Starr-Led Brandi Starr cuts through industry noise with bold, unfiltered insights on revenue growth. These solo episodes challenge outdated advice, debunk myths, and break down industry reports to reveal what really drives results. Expect sharp commentary, data-backed analysis, and actionable strategies to refine your marketing and sales approach. Bullet Points of Key Topics + Chapter Markers: Topic #1: Importance of Defining MQLs Clearly [02:15] Brandy emphasizes that the term "Marketing Qualified Lead" (MQL) isn't the issue; rather, it's the lack of a clear, agreed-upon definition. Incorrect definitions lead to sales ignoring leads, causing friction between sales and marketing. She argues that an MQL should be an agreement between sales and marketing on when sales should engage. Topic #2: Focus on Middle of the Funnel [23:29] Brandy stresses that fixing the middle of the funnel is crucial for revenue growth. The middle of the funnel involves nurturing leads to reach the qualification that warrants sales involvement, thus impacting revenue. She points out that this stage can be vast and complex but is essential for orchestrating the buyer's journey effectively. Topic #3: The Fallacy of Volume-Based MQL Metrics [25:31] Brandy challenges the conventional approach of measuring success based on MQL volume. She argues that focusing on volume leads to misaligned incentives and poor-quality leads. Instead, she advises aligning goals with pipeline impact and improving the quality of leads, which leads to faster conversion, larger deal sizes, and enhanced collaboration between sales and marketing. Why Should Revenue Leaders Stop Ignoring This Problem Right Now? Because the MQL misunderstanding is sabotaging your sales-marketing synergy. Brandy argues that misaligned marketing qualified lead definitions cause sales to ignore leads, waste time, and crumble trust between departments. Ignoring this alignment crisis results in pipeline chaos, delayed deals, and missed revenue—addressing it is your fast lane to grow What’s the First Action Someone Should Take to Apply This Insight Today? Brandi says: If you can't quickly pull up the documented definition of an MQL for your organization, you have a problem. Sit down with sales and draft that clear, agreed-upon definition now—that's your first step to aligning and driving better revenue results. Takeaways Brandi emphasizes the critical need for alignment between sales and marketing to improve lead quality and ultimately impact revenue. She challenges leaders to shift their mindset from focusing on MQL volume to ensuring MQLs are aligned with true buyer intent and sales interest. The next steps? Leaders should clarify what truly signals buyer readiness by having deep conversations with sales and making sure there is clear, agreed-upon qualification criteria. The core message—define when sales should engage effectively to speed up deals, increase win rates, and get sales and marketing on the same page. Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
From Messy Data to Measurable Impact: A Case Study in Lead Management 38:18

icon
38:18
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
38:18icon
 
This week, our host Brandi Starr is joined by Mehak Chowdhary, a dynamic leader in marketing, growth, and brand strategy. With 15 years of experience under her belt, Mehak has successfully scaled businesses across diverse sectors like sports, climate tech, SaaS, and E-commerce, working internationally from Europe to Asia. In this episode of Revenue Rehab, Brandi and Mehak dive deep into the transformative journey of turning a chaotic lead process into a high-converting, automated pipeline. They explore the intricacies of Mehak's "route to qualified lead" framework, which originated from a landscape of mismanaged lead flow and evolved into a streamlined system of efficiency and precision. Join the discussion as they explore what it takes to transform a dysfunctional pipeline, why ICPs should be more than a static list, and how the right alignment between sales and marketing can speed up change. If you’re tired of sorting through unqualified leads and want a pipeline that delivers real results, this episode is for you! Episode Type: Case Study Revenue leaders who’ve been in the trenches share how they tackled real challenges—what worked, what didn’t, and what you can apply to your own strategy. These episodes go beyond theory, breaking down real-world implementation stories with concrete examples, step-by-step insights, and measurable outcomes. Bullet Points of Key Topics + Chapter Markers: Topic #1 Breaking Down the CRM Transformation [07:02] Mehak Chowdhary delves into the problem of visibility of who's where in an actual funnel. She recalls receiving an Excel sheet when she asked for data, highlighting the chaos and inefficiency. Mehak refers to this as the "copy paste monster," emphasizing the lack of data traceability and qualification. This moment is pivotal in transforming the process into a structured CRM framework. Topic #2 Evolving the Ideal Customer Profile [09:34] Mehak Chowdhary shares the importance of starting with the basics and evolving the ICP over time. She explains, "first up was that, if, is there a way to take this ICP and put it into the CRM system in a way that you're able to understand who they are," highlighting a step-by-step enhancement of understanding customer behavior. Brandi Starr affirms this by acknowledging the gradual ticking away at the ICP to gain a clear understanding of customer data. Topic #3 Navigating Sales and Marketing Alignment [29:48] Reflecting on overcoming challenges, Mehak Chowdhary highlights, "the fact that the teams could align and work together, the point that you were alluding to, that sales and marketing come together, that's really a game changer for companies if done well." This alignment is crucial for seamless operation, demonstrating how bridging departmental divides was a decisive factor in their success. What’s One Thing They Would Do Differently Mehak’s ‘One Thing’ is to invest in implementing CRM and automation right from the start. "Please invest the time and the money in a CRM and some good people. If you could think in terms of technology, you'll also build a lot of clarity and question yourself on how the whole process is going." This involves thinking strategically about your customer profiles and translating them into actionable data within your CRM system, allowing for the creation of well-planned systems and continuous optimization in your revenue processes. Buzzword Banishment Buzzword Banishment: Mehak’s Buzzword to Banish is the phrase 'secret sauce.' Mehak dislikes this term because she feels it suggests there is some sort of proprietary magic formula behind success, which undermines the hard work marketers put into learning about the industry and optimizing the marketing funnel. It implies that success comes from a mysterious trick rather than well-planned systems and continuous optimization. Links: LinkedIn: https://www.linkedin.com/in/mehakchowdhary/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
AI Is Making Marketing Specialists Obsolete #ChangeMyMind 38:23

icon
38:23
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
38:23icon
 
This week our host Brandi Starr is joined by Jorge Alvarez, seasoned B2B SaaS marketing leader and co-founder of Evolve IQ. Meet Jorge Alvarez, a powerhouse in the marketing realm with over two decades of experience in driving growth at fintech and data organizations. With four successful stints as a CMO and a history of managing a $500 million investment portfolio at American Express, Jorge has mastered the art of data-driven marketing strategies, ABM, and funnel optimization. Currently, he integrates the latest generative AI tactics to revolutionize team efficiency and deliver high-impact results at Evolve IQ. In this episode of Revenue Rehab, Brandi and Jorge explore how AI is transforming the marketing landscape. They delve into whether AI is making marketing specialists obsolete or is it merely the next evolution in team structure. This conversation navigates the balance between human expertise and AI capabilities, offering insights into the future of marketing roles and strategic leadership. Episode Type: Problem Solving Industry analysts, consultants, and founders take a bold stance on critical revenue challenges, offering insights you won’t hear anywhere else. These episodes explore common industry challenges and potential solutions through expert insights and varied perspectives. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Future of Marketing Teams with AI [00:05:46] Jorge Alvarez discusses the transformative role of AI in marketing, emphasizing how it will alter team structures: “The power of AI, it's huge. And when you start digging deeper into agentic AI and the possibilities that that enables, you see that it's going to change fundamentally. The way we work, like the way we set up our teams is going to be very different.” Topic #2 Specialists vs. Generalists in the Age of AI [00:08:27] Alvarez provides insight into the ongoing debate about the necessity of specialists vs. generalists in marketing as AI becomes more prevalent: “The way I see it is that you have your CMO that should be super experienced… and then you have generalists that are actually executing on those tasks and they work alongside maybe an engineer that is taking care of setting up the agents in the proper way.” Topic #3 Preparing for an AI-Driven Future [00:29:44] On adapting to new AI technologies, Alvarez shares advice for those early in their marketing careers: “I would say start learning about all sorts of tools, start implementing them at your job, if it's possible. Right…I see, I follow many, many podcasts and, you know, YouTubers and on a weekly basis, the number of advancements we get…it’s going to, if you don’t, it’s going to hit you in the face at some point.” What’s One Thing You Can Do Today Jorge's ‘One Thing’ is to dive into implementing AI with simple workflows and activities. “Just start jumping into it and testing different ways. You'll find yourself pleasantly surprised by the efficiency and possibilities these tools bring. Start small, explore what AI can offer in your tasks, and gradually incorporate it into your workflow to maximize its potential.” Rapid Fire Round In this rapid-fire round, Brandi Starr asked Jorge Alvarez four critical questions about balancing AI and human resources in business. When asked, “If your company is struggling to figure out where to leverage humans versus AI, what’s the first thing you should do?” Jorge’s advice was simple: Start implementing AI in small ways. Don’t overthink it; just begin testing and iterating. In response to “What’s one red flag that signals a company has this challenge but doesn’t realize it yet?” Jorge pointed out that if a company outright bans AI, that’s a sign they’re falling behind. When asked, “What’s the most common mistake people make when trying to determine human versus AI?” he emphasized that failing to revisit AI tools regularly is a huge misstep as what didn’t work two months ago may be game-changing today. Finally, to the question, “What’s the fastest action someone can take today to make progress?” Jorge doubled down: Start experimenting. The sooner you begin, the sooner you’ll uncover opportunities. Buzzword Banishment Jorge’s Buzzword to Banish is ‘ABM’ (Account-Based Marketing). Jorge argues for its banishment because “people throw ABM for many things that are not ABM and it kind of cheapens a little bit the impact of such an amazing methodology.” Brandi agrees, pointing out that it is not only overused, but often used incorrectly. Links: LinkedIn: https://www.linkedin.com/in/jorgealvareznyc/ CMO Blueprint: https://cmo-blueprint.beehiiv.com/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
DEI Cuts are Revenue Cuts #ChangeMyMind 49:09

icon
49:09
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
49:09icon
 
This week on Revenue Rehab, our host Brandi Starr is joined by two powerhouse guests, Sharon Nyangweso and Anna Radulovski. Meet Sharon Nyangweso, the innovative founder and CEO of Quake Lab. Sharon champions a radical problem-solving approach with an equity lens that is measurable, strategic, and grounded in design thinking. Her work revolves around dismantling invisible systems to promote inclusivity and equity in businesses. Anna Radulovski is the visionary founder of Women Tech Network, boasting a membership of 150,000 across 179 countries, along with leading initiatives such as Coding Girls and Executive Women in Tech. Anna is passionate about breaking barriers and redefining the tech landscape for women. In this Problem Solving episode, Brandi, Sharon, and Anna explore the critical importance of diversity, equity, and inclusion (DEI) as fundamental business drivers. As companies reconsider their DEI strategies under external pressures, our guests delve into the damaging myths around DEI, the impact on revenue, and why prioritizing equitable practices is not just morally right but strategically essential for sustainable business success. Episode Type: Problem Solving Industry analysts, consultants, and founders take a bold stance on critical revenue challenges, offering insights you won’t hear anywhere else. These episodes explore common industry challenges and potential solutions through expert insights and varied perspectives. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Business Imperative of DEI [07:47] “Our big original sin when it comes to this space... is thinking about equity as a moral imperative rather than a business imperative," Sharon Nyangweso notes. "The challenge is... you decide, oh, this is no longer beneficial to me because the social capital is either reducing or it has come up against too much backlash... However, for the organizations that started seeing it as a business imperative, that does have a moral aspect, but it is first and foremost a business imperative.” This approach demonstrates the potential long-term impacts of DEI on business metrics such as market share and customer loyalty. Topic #2 Diversity Beyond Ethnicity [16:55] “I think there is this misconception that DEI is strictly race, gender, and sexual preference," Brandi Starr mentions. She highlights the often overlooked segments like people with disabilities or mental health issues. "By doing things that help to accommodate some means, you are actually benefiting more." This discussion emphasizes how inclusivity in policies, like remote work, impacts a diverse range of individuals, ultimately benefiting the organization comprehensively. Topic #3 The Curb Cut Effect and Inclusivity [34:13] “If you are designing for the population who is most kind of marginalized... you are inadvertently going to capture the largest amount of people," Sharon Nyangweso explains. "A great example is with these curb cuts... initially created for people using mobility devices, yet they benefited an incredible influx of other people." This example illustrates how solutions designed for inclusivity often provide broader benefits, increasing operational efficiency and market reach. Rapid Fire Round In the rapid-fire round, Brandi Starr asked Sharon Nyangweso and Anna Radulovski four critical questions about tackling DEI challenges. When asked, “If your company has a DEI problem, what’s the first step you should take?” Anna emphasized the importance of analyzing data to pinpoint specific issues, as DEI challenges are often nuanced. In response to, “What’s one red flag that signals a company has a DEI problem but might not realize it yet?” Sharon highlighted that relying solely on training is a warning sign, indicating a lack of deeper systemic change. When asked, “What’s the most common mistake people make when trying to fix DEI challenges?” Anna pointed out that companies often expect underrepresented groups to solve DEI issues simply because they belong to those groups, which can lead to tokenism instead of real progress. Finally, to the question, “What’s the fastest action someone can take today to make progress on DEI?” Sharon recommended conducting an organizational audit to uncover challenges and guide targeted action. Links: Sharon Nyangweso Instagram: https://www.instagram.com/thequakelab/ Links: Anna Radulovski LinkedIn: https://www.linkedin.com/in/annaradulovski/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
From Doubt to Confidence: Mastering the C-Suite Journey 23:30

icon
23:30
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
23:30icon
 
This week on Revenue Rehab, host Brandi Starr takes the mic for an insightful solo episode in celebration of episode 149. Join Brandi as she reflects on the journey of Revenue Rehab and the evolution it sets to embark upon with its upcoming format relaunch. Brandi opens up about the podcast's inception, conceived during the pandemic as a dynamic alternative to traditional book launch events for "CMO to CRO: The Revenue Takeover by the Next Generation Executive," and evolved into a vital platform where marketing leaders find their voice and share collective challenges. In this intimate episode, Brandi candidly explores lessons learned over three years—affirming the power of pushing past self-doubt, understanding shared industry struggles, and the wisdom in never getting too comfortable. As the face of Revenue Rehab and COO of Tegrita, she reveals how the podcast has not only enriched her connections and insights but has also played a significant role in business growth and community building. With an eye towards the future, Brandi teases the podcast's new format and invites listeners to reflect on their own challenges, urging them to embrace the hard things in their lives. Prepare to be both inspired and encouraged, as Brandi Starr embodies the essence of Revenue Rehab: a communal space for transparent and transformative conversations designed to empower marketing leaders. Bullet Points of Key Topics + Chapter Markers: Topic #1 Starting Revenue Rehab and Embracing Vulnerability [00:00:35] "When we initially launched the book CMO to CRO the Revenue Takeover by the Next Generation Executive, we launched during COVID...Instead of doing in person events, we went the path of gaining exposure for the book through being a guest on various podcasts. And going through those conversations was not only really enjoyable, but we recognized that we had a missed opportunity...I wanted to create a safe space for marketing leaders especially, but really all of go-to-market to have a place to talk about the challenges and to have some open conversations." Topic #2 Tackling Self-Doubt and Building Confidence [00:06:55] "And it's one of those things that you, you know, you get to a certain level within the organization or within your career and people start to look at you almost like superhuman...And that self-doubt and a little bit of imposter syndrome I have learned creeps in. So much for all of us having conversations with people that I look up to and admire and hearing them talk about how they too have challenges with self-doubt or with imposter syndrome really humanizes everyone." Topic #3 The Importance of Community and Continuous Learning [00:12:44] "And so one of the catalysts for changing the format of the podcast and, you know, trying to push a little harder is that never get comfortable. And that's something that, you know, it's very easy to get comfortable, get complacent, and just, you know, keep moving along. And so the lesson that I take from, from that is the importance of having the right people in your corner...You know, sometimes have they have to voluntell. I always love the term voluntold. You know, you that you need to do something different." What’s One Thing You Can Do Today In Brandi Starr's solo episode of Revenue Rehab, her 'One Thing' for the audience is to reflect on areas where you may be experiencing self-doubt or complacency and take proactive steps to challenge these feelings. Brandi encourages listeners to identify the hard thing they've been considering and take action. Whether it’s pursuing a hobby, seeking a promotion, or changing jobs, she urges you to step outside of your comfort zone and overcome any doubts. By doing so, you can foster personal and professional growth beyond perceived limitations. Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
The Future of Operations: Harnessing AI for Predictive Insights 27:52

icon
27:52
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
27:52icon
 
This week our host Brandi Starr is joined by Tracey Fudge, the visionary behind AI by Thrive. Meet Tracey Fudge, a dynamic leader revolutionizing the intersection of marketing and artificial intelligence. With a career dedicated to untangling the complexities of marketing operations, data analytics, and AI, Tracey bridges gaps that stagnate revenue growth, making her consultancy a catalyst for marketing success. In this episode of Revenue Rehab, Brandi and Tracey dive into the transformative potential of AI in marketing operations. As the world grapples with the rapid evolution of AI, they explore actionable insights to dispel fears and effectively harness AI for predictive analytics, lead routing, and much more. This engaging conversation offers strategies for aligning marketing and revenue operations to drive unprecedented revenue breakthroughs. Bullet Points of Key Topics + Chapter Markers: Topic #1 Embracing AI in Marketing Operations [03:24] "Everyone's talking about AI and it's almost like everyone's having an existential moment with it," Tracey elaborates, addressing the looming anxiety among leaders about AI's impact. She reassures them, "We've had AI for a long time and it's just doing things faster now with AI," emphasizing the steady and strategic integration of AI into marketing strategies without fear of job loss. Topic #2 The Importance of Clean Data for AI [05:00] Tracey underscores a critical point: "AI is useless if the data does not make sense." She suggests companies should “clean your data and make sure that it is centralized in one place,” highlighting the necessity of organized and accurate data to leverage AI effectively, with tools ready to act on real-time, reliable information. Topic #3 Overcoming Territorial Data Silos [10:55] Brandi highlights a common organizational challenge, "I just never understand that my data, your data sort of mentality," while advocating for integration. Tracey adds, "AI is leveling the field...lean on each other a little bit more as one cohesive team," pointing out that AI can serve as a catalyst for breaking down silos and fostering collaboration across different departments. What’s One Thing You Can Do Today Tracey’s ‘One Thing’ is to identify and automate repetitive tasks within your organization. “Look at the few tasks that people do that are mundane and repetitive and outline those and then figure out how to automate those to make things faster. Look at the things that people don't want to do and see if you could automate that. That's kind of a fun exercise too.” By tackling these types of tasks, you can enhance efficiency and free up your team to focus on strategic initiatives that drive growth. Buzzword Banishment Tracey’s Buzzword to Banish is ‘collaborate’. Tracey wants to banish it because she feels it's just so overused. Although she acknowledges that she loves a good collaboration, the frequency of its usage has made it a bit of a cliché in industry conversations. Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Transformative Leadership: Building Resilience in Revenue Teams 31:38

icon
31:38
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
31:38icon
 
This week our host Brandi Starr is joined by Michael Allison, CEO of the Adversity Academy Leadership Development Company. Meet Michael Allison, a U.S. Marine Corps Veteran, Purple Heart recipient, and leadership expert with over 20 years of experience transforming lives and organizations. As a globally recognized keynote speaker, Michael has delivered transformative presentations to Fortune 500 companies like Microsoft, NBC, and the University of Columbia, emphasizing leadership, resilience, and corporate culture. In this episode of Revenue Rehab, Brandi and Michael delve into the leadership crisis facing organizations today, exploring how outdated models result in disengagement, high turnover, and a lack of resilience. They'll share insights on empowering employees at every level, tying effective leadership to revenue growth, and strategies for fostering a culture of accountability and transformation. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Unleadership Concept: Empowering Every Level [17:33] Michael Allison introduces the concept of "unleadership," highlighting that anyone with courage and willpower can assume leadership roles. He shares, "We realized that a lot of people have this mindset of thinking that I do not have a leadership role." By encouraging a culture where every employee feels empowered, Allison underscores the importance of involving all team members in innovative processes, regardless of their position. Topic #2 Silent Killers in Leadership and Their Impact on Revenue [10:48] Allison identifies the silent killers of leadership within organizations, such as dismissing employee contributions and fostering a culture of fear. He states, "Whenever you actually shut down an employee or shut down a staff member...these are some of the silent killers." He emphasizes the importance of listening to employees and leveraging their ideas to enhance operational efficiency and revenue generation, as exemplified by his work with the railroad industry. Topic #3 Complacency Kills: Driving Organizational Success with Resilient Leadership [20:38] Michael Allison stresses the crucial lesson of "complacency kills" learned in the military, which translates to the business world as a need for constant vigilance and adaptability. He explains, "Leadership does not stay there. Which is why I talk about you do not want to get complacent." Allison highlights that empowering teams to avoid complacency is integral in ensuring ongoing growth and success in organizations. What’s One Thing You Can Do Today Michael’s ‘One Thing’ for the audience is to critically assess your current leadership model and practices. Begin by asking yourself if your approach genuinely inspires resilience, or if it's driven by outdated models and fear-based strategies. He recommends investing in leadership transformation by moving beyond mere management tactics to true leadership development. Additionally, make resilience a core part of your business strategy, equipping your team with the necessary mindset, tools, and skills to propel forward. Adopting these steps will empower you to make significant improvements within your team and organization. Buzzword Banishment Buzzword Banishment: Michael’s Buzzword to Banish is ‘content is king’. Michael wants to banish this phrase because he believes there are deeper aspects to consider beyond just stating those words. He engages in discussions with companies to explore what content truly means in relation to their industry, company, and audience, emphasizing there's much more to it than the simplified statement. Links: LinkedIn: https://www.linkedin.com/in/iammichaelwallison/ Instagram: https://www.instagram.com/iammichaelwallison/ Facebook: https://www.facebook.com/michael.allison.121398 X: https://twitter.com/iammikewallison YouTube: https://www.youtube.com/@iammichaelallison Podcast: https://theadversityacademy.com/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
AI with a Human Touch: Empowering Leaders to Lead with Authenticity 38:46

icon
38:46
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
38:46icon
 
This week on Revenue Rehab, host Brandi Starr is joined by the innovative Mona Bavar, founder of Blu Apples.AI and DLISH.. Mona is a trailblazer in the intersection of technology, creativity, and human connection, leveraging her expertise to help entrepreneurs integrate AI to amplify creativity and streamline operations. She is known for her work with archetypes, guiding individuals and businesses to align strategies with purpose-driven narratives. Join Brandi and Mona as they delve into the transformative power of understanding personal and brand archetypes, and how this introspection can drive meaningful revenue growth. Discover how embracing your unique vision and infusing innovation can make a brand stand out authentically in today's competitive market. This episode promises to inspire leaders and marketers to embrace empathy, vulnerability, and creativity to lead effectively and tell compelling brand stories. Bullet Points of Key Topics + Chapter Markers: Topic #1 Understanding Archetypes in Leadership [04:54] Mona Bavar discusses the significance of archetypes in leadership, referencing Carl Jung’s work to explain how they help leaders understand themselves better: “As you grow, you go into these other archetypes… and as you go through life, you have these different archetypes that are—you’re exposed to, and they become a part of your identity.” She emphasizes this self-awareness as crucial for effective leadership and connecting with your team. Topic #2 Personal and Brand Storytelling [29:48] Bavar highlights the importance of personal storytelling in brand development, sharing her own experiences: “I put together these gift boxes with food and design… there's a story now, and these gift boxes tell that story every time.” She connects authentic storytelling to creating an emotional connection with the audience, which is key to standing out and fostering brand loyalty. Topic #3 Integrating AI with Human Touch [32:22] Mona explains the role of AI in business with a focus on maintaining a human element: “Our agency is AI with a human touch. And the importance of it is… if you don’t know your why, if you don’t know why you are starting a business and why you want to create the content… you need someone as a soundboard.” This integration ensures authentic brand presentation and helps businesses leverage AI without losing their unique voice. What’s One Thing You Can Do Today Mona’s ‘One Thing’ is to begin a journey of self-exploration with AI. She suggests not only reaching out to her agency, BlueApples.AI, for a discovery call but also encourages utilizing AI tools individually. “There are guides you can purchase or just go sit down in front of your LLM, whether it's chat, GPT, Claude, Gemini, whatever, and start to play with it, having fun. And my intention was to have fun. And that's how I approach AI. Have fun with it.” Mona emphasizes exploring the archetypes and understanding what resonates with you as the first step in cultivating a deeper self-awareness and applying it effectively in both personal and professional realms. Buzzword Banishment Mona’s Buzzword to Banish is ‘passion’. Mona wants to banish this word because, she explains, "I think it's misused most of the time and overused a lot of the time.” Links: LinkedIn: https://www.linkedin.com/in/bavar/ Instagram: https://www.instagram.com/blueapples.ai/?hl=en Facebook: https://www.facebook.com/dlishus.it/ YouTube: https://www.youtube.com/channel/UCGiUrUGqlyY4rM2wMj28RpQ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Navigating AI: Unlocking Growth with Intelligent Agents 32:17

icon
32:17
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
32:17icon
 
This week our host Brandi Starr is joined by Lillian Pierson, a trailblazer in AI-driven growth and strategic marketing. Meet Lillian Pierson, a global authority on leveraging AI for business success. With over a decade of experience, she has not only empowered 10% of the Fortune 100 companies but also served as a fractional CMO for high-growth tech brands. As the author of "The Data & AI Imperative," Lillian's expertise has been a guiding light for numerous startups aiming to scale with data-driven strategies. In this episode of Revenue Rehab, Brandi and Lillian dive deep into the world of AI agents and their role in revolutionizing marketing efficiency. Lillian shares insights on harnessing data and AI to drive marketing-led growth, while also exploring the nuances of identifying AI use cases to maximize business impact. Join them in unraveling the future of AI in marketing and uncover practical steps for revenue leaders to embrace these transformative technologies. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Proliferation of AI Experts [00:01:59] "A lot of people are branding themselves as AI experts... I've been working in the data analytics, data science, AI space for over a decade... after ChatGPT... everyone and their mother comes and like the whole Industry just changed overnight, and there's like a million AI experts," Lillian Pierson remarks. This reflects the saturation of self-proclaimed expertise in AI without the depth of experience or understanding required. Topic #2 The Role of AI Agents in Marketing Efficiency [00:06:15] "Almost every revenue leader is looking for more efficient ways to grow their business... I can speak on how to use data and analytics and AI... for marketing-led growth in a more efficient way. So less basically less man hours, less faster, higher-quality outputs sort of thing," Lillian explains. She introduces the concept of AI agents as tools for enhancing marketing operations and reducing the workload on human resources. Topic #3 Embracing Multi-Agent AI Systems [00:08:19] "Multi AI agent systems... where the rubber hits the road. I'm running them in my business... I started searching and within... I found this solution within 10 minutes," Lillian shares. She highlights the power and potential of multi-agent AI systems to transform business processes, using her personal implementation as a case study to showcase their impact on efficiency and innovation in marketing strategies. What’s One Thing You Can Do Today Lillian’s ‘One Thing’ is to explore the possibilities of AI tools for various use cases within your business. “Go to future tools, and it basically will have all the AI tools you can imagine for all the different use cases, and start exploring and looking what's in there, and if they've got tools in there that can support your use case, and then just do some very quick and lean iterative testing to see if this might be something you could start adopting now.” This approach allows you to discover early-moving AI solutions that are not heavily hyped and ensure they align with your business objectives. Buzzword Banishment Lillian's Buzzword to Banish is the phrase 'AI expert.' She wants to banish this term because she feels it is overused and often misrepresents the level of expertise individuals have, especially following the release of ChatGPT version 4. Many people claim to be AI experts after minimal experience, which diminishes the credibility of those who have dedicated significant time and effort to understanding and applying AI technologies. Links: LinkedIn: https://www.linkedin.com/in/lillianpierson/ X: https://x.com/strategy_gal Podcast: https://www.youtube.com/@strategy_gal Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Unlocking Data Potential: Streamlining Your Infrastructure for Revenue Growth 41:17

icon
41:17
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
41:17icon
 
This week on Revenue Rehab, our host Brandi Starr is joined by Emmanuel Billy Gillis-Harry, Founder and Chief Data Officer of Terra Bullion. Meet Emmanuel, a dynamic leader with over six years of expertise in analytics, data science, and AI. With a proven track record in transforming businesses into data-driven powerhouses, Emmanuel leads Terra Bullion, a consultancy delivering innovative analytics solutions to online retail businesses and beyond. Beyond consulting, he shines as a thought leader in AI and analytics, recognized for his marketing and strategic insights. In this episode, Brandi and Emmanuel dive into modernizing data infrastructure. They explore best practices and highlight the pressing need for clean, scalable, and efficient data structures, particularly in today's big data era. Discover Emmanuel's expert strategies for overcoming common pitfalls, achieving business alignment, and leveraging AI to unlock the full potential of data for decision-making. Bullet Points of Key Topics + Chapter Markers: Topic #1 Misuse of AI and Data Driven Buzzwords [00:01:37] "Well, I mean, I guess I won't really say get rid of, but I would bring it into, into the light of getting misused. And that's pretty much AI slash data driven in terms of organization use." Emmanuel highlights a growing concern about how terms like AI and data-driven are often misused within organizations, emphasizing the need for accurate application to align expectations and results properly. Topic #2 Modernizing Data Infrastructure [00:03:50] Emmanuel stresses the foundation of AI's success is rooted in data quality: "Crappy data in, crappy results out. So the better data in, the better results are." He discusses what modern data infrastructure should embody—scalability, efficiency, and business alignment—urging organizations to assess and modernize their data handling practices effectively to achieve meaningful business outcomes. Topic #3 Strategy and Business Alignment [00:21:22] "It definitely comes first because at the end of the day it's going to cost you money," Emmanuel asserts regarding the importance of starting with a clear business use case. He discusses the necessity of aligning data projects with business objectives to avoid over-engineering and unproductive spending, highlighting the critical role of strategic planning before diving into technical implementations. What’s One Thing You Can Do Today Emmanuel's 'One Thing' for listeners is to conduct a self-audit of your data infrastructure and engage with an expert to understand your current data landscape. "Audit your current data stack, understand what it looks like, where you lack, and speak to an expert to help you even understand that beyond just what you could see. Identify a lot of inefficiencies, and align where your gap is. This self-awareness should be the homework; it sets up a strategy for data modernization and helps you explore how your data can truly drive decision-making and generate impact." Buzzword Banishment Buzzword Banishment: Emmanuel’s Buzzword to Banish is actually a combination of "AI" and "data driven." He explains that it's not about getting rid of these terms entirely, but addressing their misuse. Emmanuel points out that organizations often misuse these terms, which can lead to misunderstandings or improper expectations. He emphasizes the importance of using these terms correctly to make a real difference in transforming businesses into data-driven organizations. Links: LinkedIn: https://www.linkedin.com/in/emmanuel-b-67282aa6/ Podcast: https://terabullionnexus.com/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Mastering Marketing Attribution: Uncovering the Secrets to Revenue Impact 34:02

icon
34:02
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
34:02icon
 
Brief Description of Episode This week, our host Brandi Starr welcomes Zeke Camusio, the innovative mind behind Data Speaks. Meet Zeke Camusio, a seasoned entrepreneur and founder of an AI-powered analytics platform that's revolutionizing how companies interpret data to drive growth. With a robust background in economics and data science, Zeke has spent the last two decades crafting AI and data analytics solutions, empowering businesses across industries to make informed, data-driven decisions. In this insightful episode of Revenue Rehab, Brandi and Zeke delve into the intricacies of marketing attribution. They'll explore how businesses can effectively utilize data and AI to discern which marketing strategies truly fuel sales growth and how to optimally allocate resources to elevate their marketing efforts. Bullet Points of Key Topics + Chapter Markers: Topic #1 Importance of Marketing Attribution [03:03] Zeke Camusio emphasizes the significance of understanding marketing attribution by stating, "being able to identify what is going to create the biggest impact for my business, you know, then allows you to focus. And that little focus and concentrating your resources is really what moves companies forward more than anything else." He articulates that the goal of attribution is not about "you versus me," but rather about helping organizations optimally allocate resources. Topic #2 Challenges with Traditional Attribution Models [07:32] Zeke discusses the limitations of traditional attribution methods, explaining, "the problem is when we look at the amount of revenue that say, for example, Google Ads is claiming... you got one sale, not three." He points out that existing data from advertising platforms is often unreliable, with multiple platforms claiming credit for a single conversion, which leads to overestimated return on investment from certain marketing channels. Topic #3 Incrementality and Impact-Based Attribution [15:38] Zeke introduces the concept of incrementality as a solution to flawed attribution practices: "Incrementality is basically the marketing lingo for a randomized control trial, which is you have a control group and a treatment group." He describes using geographic segmentation to measure actual impacts on sales and how this method can result in "statistical relevance" without disrupting business operations, allowing for more accurate budgeting decisions. What’s One Thing You Can Do Today Zeke's ‘One Thing’ is to adopt a scientific approach by consistently sitting with your data. “Even though you don't have an attribution platform or a team of data scientists, creating the habit of sitting with your data once a week is really key. So, you need a consistent schedule and you need to agree before going into it what metrics you're going to be looking at. You need one primary metric and between three and five secondary metrics. You decide on these and look at the trends consistently.” This practice helps you begin to understand the data's story, paving the way for informed decisions based on emerging patterns and trends. By honing this habit, you strengthen your foundation in using data to optimize performance, even without advanced infrastructure. Buzzword Banishment Zeke’s Buzzword to Banish is the phrase ‘circle back’. Zeke wants to banish this phrase because he finds it "not concrete enough." He emphasizes the importance of specificity in communication and prefers when people say, "I don't know and I will get back to you," while being specific about the next steps and timeline. Links: LinkedIn: https://www.linkedin.com/company/dataspeaks/ X: https://x.com/DataSpeaksAI Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
The Consumer Connection: Unlocking Insights for Authentic Marketing 33:07

icon
33:07
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
33:07icon
 
This week on Revenue Rehab, our host Brandi Starr is joined by Sunny Dublick, the award-winning marketing specialist and founder of Sunny Dublick Marketing. Sunny Dublick, a marketing revolutionary from New Jersey, has an impressive career spanning over 15 years with high-profile clients like the Philadelphia 76ers and Hanes brands. Known as the pink starburst of marketing experts, Sunny creatively bridges the art and science of marketing to grow authentic brands. Beyond marketing, she's an avid painter and self-proclaimed taco fanatic. In this episode, Brandi and Sunny delve into the often-overlooked realm of consumer behavior and research in marketing. They explore how understanding consumer motivations doesn't have to be daunting, expensive, or exclusive to major brands. Tune in as they discuss how CMOs can reconnect with consumers despite technological advances increasing the gap, and provide actionable insights to reignite creativity in marketing strategies. Bullet Points of Key Topics + Chapter Markers: Topic #1 Understanding Consumer Behavior in Marketing [04:57] Sunny Dublick emphasizes the underutilization of consumer research in marketing strategies. She argues that marketers have access to vast amounts of data on what consumers do, but not enough on why they do it. "You kind of see these major companies, these major brands like the Coca Cola's, the Apples of the world, and you think that those are the kind of brands and companies it's reserved for and it's not true at all." Dublick highlights the need for marketers to get closer to consumers through methods like surveys and interviews to bridge the gap created by increased automation. Topic #2 The Disconnect Between Marketers and Consumers [05:46] Sunny highlights a critical issue: marketers being more distant from consumers than ever before. "I mean, I think we opened the floodgates when it came to digital advertising. It was one of those things that all of a sudden it was accessible to anybody." She discusses how digital marketing's vast reach has led to a scenario where consumers are bombarded with irrelevant marketing messages, resulting in burnout and disconnection. Topic #3 Inspiring Creativity in Marketing [06:11] Sunny expresses a desire for marketers to reinvigorate creativity in their approach, moving away from formulaic strategies. She says, "I would just do jumping jacks if I was able to inspire people to think more different about how it is that they perceive their current marketing efforts and to get more creative." Dublick asserts that the best marketing aligns deeply with understanding consumers, thereby letting creativity and innovation guide the messaging. What’s One Thing You Can Do Today Sunny's 'One Thing' is to engage in genuine conversations with your customers to understand their lives beyond your product or service. "Just ask them about their lives, their process, why they've chosen you over others. Focus on an open, candid conversation about what their lives are like and how your product or service fits into that." This approach helps to create a more authentic connection and provides insight that can enhance your marketing strategies. Start by reaching out to one customer for a conversation, focusing on understanding their perspective and needs, rather than just promoting your business. Buzzword Banishment Sunny’s Buzzword to Banish is a phrase, ‘work smarter, not harder’. Sunny feels this phrase immediately comes across as an insult, implying inefficiency or poor time management. She believes it's a smoke and mirror type phrase that is essentially meaningless unless accompanied by practical advice to improve efficiency. Links: LinkedIn: https://www.linkedin.com/in/sunnydublick/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on ouR website RevenueRehab.live .…
 
Artwork

1
Rethinking B2B Sales: Adapting to the Digital Native Buyer 41:14

icon
41:14
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
41:14icon
 
This week, our host Brandi Starr is joined by Ray Hartjen, writer, musician, and seasoned marketer. Meet Ray Hartjen, a marketing virtuoso with a rich history spanning five decades, who has seamlessly pivoted between industries from investment banking to SaaS software. Despite the varied roles, one constant shines through: his deep passion for storytelling. Ray is the author of three published books, including "Revenue Orchestration & Today's New Era of B2B Sales and Marketing". In this episode of Revenue Rehab, Brandi and Ray delve into the evolving landscape of the B2B buyer journey, emphasizing how today's digital-first, self-service oriented buyers are changing the game. They explore key data points highlighting these shifts and discuss the crucial role of orchestration in aligning marketing, sales, and customer success teams to meet these new demands effectively. With actionable strategies and insights, Ray shares how revenue teams can adapt and thrive amidst the changing buyer expectations. Tune in to discover how to reimagine your tactics, optimize your processes, and embrace a culture of experimentation to propel your revenue team forward. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Changing B2B Buyer [00:02:56] “Based on Data that today's B2B buyer has changed… today's buyer can get turned off immediately by, by, you know, the timeless practice of cold calling." says Hartjen. He emphasizes that buyers are now mostly digital natives who prefer self-service and use technologies like search and keywords extensively. They work in buying groups and look for user reviews and referrals early in their buying journey, disrupting traditional bottom-of-funnel practices. Topic #2 Importance of Revenue Orchestration [00:16:41] “How do you put them together in a way that you optimize…less is more, if you're going to have a higher return.” Hartjen explains, “It takes a lot of planning… something that we can just get and kind of quickly look on a dashboard perspective to see, are we directional?” He emphasizes that orchestrating efforts across the entire revenue team, including marketing, sales, and customer success, requires meticulous planning, coordination, and a focus on optimizing plays to ensure efficiency and effectiveness in go-to-market strategies. Topic #3 Experimentation and Adaptation [00:36:46] “Don't be afraid to experiment, test and learn… How can we activate what ifs into our go to market efforts and see what impact they might have. Test and learn.” advises Hartjen. He stresses the importance of continuously experimenting with new strategies and learning from the results to keep up with the changing marketplace, urging teams to prioritize adaptability and continuous improvement. What’s One Thing You Can Do Today Ray’s ‘One Thing’ is to not be afraid to experiment, test, and learn. “I think the marketplace will forgive an error that is made with good intentions behind it. If you try different campaigns and plays, begin to get that information, test and learn, and continuously improve what's working, what's not working, what should we do more of, what should we do less of, what do we need to learn, relearn and unlearn, and then repeat. Especially in this digital marketplace, everything is quickly measurable and also changeable. So go out there and experiment.” Buzzword Banishment Buzzword Banishment: Ray’s Buzzword to Banish is ‘lean into’. Ray wants to banish this term because it was so overused by his colleagues about 15 years ago that it now provokes a physical reaction from him whenever he hears it. He also humorously acknowledges the possibility that he might end up using the banned phrase multiple times during the conversation. Links: LinkedIn: https://www.linkedin.com/in/rayhartjen/ Instagram: https://www.instagram.com/rayhartjen/ Facebook: https://www.facebook.com/ray.hartjen X: https://x.com/RayHartjen YouTube: https://www.youtube.com/@RayHartjen TikTok: https://www.tiktok.com/@rayhartjen5 Amazon: https://www.amazon.com/stores/Ray-Hartjen/author/B0BK56H9TV?ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Mastering AI in Marketing: From Junior Colleague to Revenue Generator 38:47

icon
38:47
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
38:47icon
 
This week our host Brandi Starr is joined by Steven J. Lewis, Founder of the Sydney-based marketing agency, Taleist. Meet Steven J. Lewis, a pioneering force in direct response copywriting and AI integration. From developing innovative techniques to using AI for audience research and content creation to delivering copy that’s 80% ready for publication, Steven is revolutionizing the way we approach marketing. In this episode of Revenue Rehab, Brandi and Stephen delve into the common pitfalls of AI tool implementation, unveil effective techniques to optimize AI for content creation, and provide actionable insights to enhance your marketing workflow. Get ready to transform the way you leverage AI in your marketing strategies. Bullet Points of Key Topics + Chapter Markers: Topic #1: The Importance of Detailed AI Prompts [00:03:53] "If you find yourself starting a conversation with your AI with one sentence, you're doing it wrong. That, that's, that's it. I would like people to check themselves and to know that if they see their employees or team members or whoever it might be typing into a chat, please summarize this document for me. And that is the most they think they can get from their AI. That's what I'd like people to realize. Hang on a minute, we're not doing this right." - Steven J. Lewis Topic #2: AI as a Thought Partner [00:17:45] "Chat GPT is a Formula one car that not only can write if you prompt it correctly, but can help you with your thinking. So a lot of the prompts that I write for people, like in my course, make Chat GPT your CMO, right? That is a course that is a lot of it is about getting chat GPT to consult to you." - Steven J. Lewis Topic #3: Custom GPTs and Workflow Enhancements [00:25:44] "And that gives you a richness of response from Chat GBT that you're just never going to get by saying, I'm writing an email to mothers aged over 35 who live in, you know, the continental U.S. you're just never going to get an answer from Chat GPT that gives you the same richness as if you've structured the data first." - Steven J. Lewis What’s One Thing You Can Do Today Steven’s ‘One Thing’ is to get started with understanding your voice using AI. “I've got a five-minute course on my website. It's free. You have to give me your email address. So, okay, it's not free. I will charge you one email address in order to take it. But it's a video, so you can watch part of the video first. It will show you how to get chat GPT to write in your tone of voice exactly like you. What if you could make it sound exactly like you? So I've got a prompt that will divine your tone of voice and give that back to you so that you can use that as a prompt to ChatGPT.” To get started, visit Steven’s website and take the mini-course to learn how to make ChatGPT write in your unique tone of voice. This foundational step can transform how you leverage AI for more personalized and effective messaging in your marketing efforts. Buzzword Banishment Steven's Buzzword to Banish is ‘passion’. Steven wants to banish 'passion' because, he explains, "because passion is about you. It's not about your customers or your clients. Your clients don't care if you're passionate. If I go to the dentist, I do not care if my dentist is passionate. I care if my dentist is good at his job." Links: ChatGPT Mini Course: https://taleist.agency/chatgpt-mini-course/ LinkedIn: https://www.linkedin.com/in/stevenlewissydney/ YouTube: https://www.youtube.com/user/TaleistTV Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Artwork

1
Deliverability Dynamics: Navigating Email's Ever-Changing Landscape 32:24

icon
32:24
icon
iconicon Прослушать Позже
iconicon Прослушать Позже
iconicon Списки
iconicon Нравится
32:24icon
 
This week our host Brandi Starr is joined by MV Braverman, Founder of Inbox Welcome. Meet MV Braverman, a trailblazer in email marketing with a focus on helping small businesses master email deliverability and sender reputation. MV's expertise extends far beyond just crafting compelling email campaigns; they're an industry thought leader frequently sharing insights on top podcasts. In this episode of Revenue Rehab, Brandi and MV will debunk common email marketing myths, delve into the critical importance of email deliverability, and explore actionable strategies to enhance subscriber engagement and email list health. From decoding bounce codes to leveraging AI summation tools, they'll provide a comprehensive guide to ensure your emails not only reach the inbox but captivate your audience. Bullet Points of Key Topics + Chapter Markers: Topic #1 Rise of Email Deliverability Challenges [07:22] MV Braverman accentuates the shifting landscape of email deliverability, saying, "Metrics you see on your dashboard are only a portion of the story. Recent changes from Google and Yahoo mean we're constantly having to adjust our strategies. It's not just about sending emails; it's about navigating an evolving environment and ensuring our messages truly reach our audience." Topic #2 The Misconception of the Promotions Tab [14:45] MV Braverman clears up common misunderstandings about email categorization, stating, "Landing in the Promotions tab is not a death sentence for your email. It's still the inbox, and often, users peruse this tab with a buying mindset. Viewing these tabs as opportunities rather than obstacles can shift how you approach your campaigns." Topic #3 Vital Email Design and Accessibility [22:30] "Content should be accessible to everyone," MV underscores. "That means considering factors like ADA compliance and colorblindness. Simplifying email design by focusing on text first can enhance accessibility. We need to ensure our emails are engaging whether viewed on mobile, desktop, or even in dark mode." What’s One Thing You Can Do Today MV’s ‘One Thing’ is to shift your mindset from using vanity metrics to focusing on engagement. “Just start by segmenting your list to identify the most engaged subscribers and treat them like VIPs. Focus on building a relationship and providing value. It’s easy to get caught up in trying to achieve higher open rates or increasing the size of your list, but engagement is what truly matters. Nurturing these relationships will naturally lead to better deliverability and stronger customer loyalty. Begin monitoring engagement trends rather than vanity metrics, and you’ll see a more robust and effective email strategy take shape.” Buzzword Banishment Buzzword Banishment: MV Braverman's Buzzword to Banish is the term "email blast." MV wants to banish it because it implies that email marketing can be done in a haphazard, one-size-fits-all manner, which couldn't be further from the truth. MV emphasizes that effective email marketing is about nurturing relationships with subscribers and continually refining and personalizing content, not just sending out mass emails without thought or strategy. Links: LinkedIn: https://www.linkedin.com/in/mvbraverman Facebook: https://www.facebook.com/inboxwelcome Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts , Spotify , Google Podcasts , Amazon Music , or iHeart Radio and find more episodes on our website RevenueRehab.live…
 
Loading …

Добро пожаловать в Player FM!

Player FM сканирует Интернет в поисках высококачественных подкастов, чтобы вы могли наслаждаться ими прямо сейчас. Это лучшее приложение для подкастов, которое работает на Android, iPhone и веб-странице. Зарегистрируйтесь, чтобы синхронизировать подписки на разных устройствах.

 

icon Daily Deals
Слушайте шоу на 500+ тем
Player FM - приложение для подкастов
Работайте офлайн с приложением Player FM !
Get it on App Store Get it on Google Play

Краткое руководство

Лучшие подкасты
Порошин, Лукомский. CappuccinoCatenaccio
SportHub Media
Бег Вреден
Книги на миллион | бизнес блог
Патология Юмора
Сергей Стиллавин и его друзья
[КАКТУС] Подкаст о Кино и не только
Телеовощи
Экономика
Развлекательный IT-подкаст Радиома
Весь эфир
Аудионовости
Будет сделано! Личная эффективность. Никита Маклахов
Теория всего
Naked Science
Laowaicast - подкаст про Китай
Это Провал
Трасса 161
У Холмов Есть Подкаст
Убийственные истории
Player FM logo
Помощь/Вопросы и ответы | Обновиться | Рекламировать
Искусства|Бизнес|Комедии|Экономика|Развлечения|Новости|Политика|Религия
Наука|Футбол|Спорт|Рассказы|Технологии|Документально-криминальные фильмы
Авторское право 2025 | Карта сайта | Политика Конфиденциальности | условия обслуживания | | Авторские права
Episode being played series thumbnail
icon icon
/

Просмотреть Player FM в ...
Player FM
Browser
Chrome
Safari
Firefox
Слушайте это шоу, пока исследуете
Прослушать