• Revenue Rehab

  • By: Tegrita
  • Podcast

Revenue Rehab

By: Tegrita
Listen for free

  • Summary

  • For Chief Marketing Officers and Chief Revenue Officers; transparent (and entertaining) conversations to develop collective solutions and takeaways to the biggest challenges faced by revenue teams. Relax, Re-ignite, Re-evaluate, Re-build and Re-connect with Brandi Starr on Revenue Rehab; it’s like therapy, but for marketers. Continue the conversation online using the hashtag #RevenueRehab and follow us on IG/Twitter @RevenueRehab.
    2022
    Show more Show less
activate_Holiday_promo_in_buybox_DT_T2
Episodes
  • Visionary Leadership: The CMO’s Market-Driven Journey to CRO

    Visionary Leadership: The CMO’s Market-Driven Journey to CRO
    Oct 2 2024
    This week our host Brandi Starr is joined by Latane Conant, Chief Revenue Officer at 6sense. Meet Latane Conant, a trailblazer in revenue technology with a visionary approach that's reshaping the industry. As the Chief Revenue Officer at 6sense, she oversees Marketing, Sales, Customer Success, Partnerships, and Professional Services, driving the company's exponential growth. Latane's dynamic career includes penning the influential book "No Forms, No Spam, No Cold Calls," and founding the CMO Coffee Talk and Empowered CMO Network, platforms for marketing leaders to connect and innovate. In this episode of Revenue Rehab, Brandi and Latane dive deep into breaking down silos in go-to-market strategies and the value of integrating marketing, sales, and customer operations under a unified leadership. Listen in for Latane’s insights on overcoming challenges in revenue leadership, the critical nature of planning as "dreaming in detail," and practical advice for aspiring CMOs and CROs. Bullet Points of Key Topics + Chapter Markers: Topic #1 Buzzword Banishment: The Ambiguity of "Customer Journey" [09:14] Latane Conant expresses her desire to do away with the term "customer journey" due to its overuse and ambiguity. "I think 'customer journey' is one of those terms that has lost its meaning due to overuse," Latane says. "It’s so broad and vague that it doesn’t really help us understand or improve our strategies anymore. It’s time we get rid of it and focus on more specific objectives and outcomes." Topic #2 Team Recognition and Trust [14:37] Latane Conant emphasizes the importance of recognizing and appreciating team members. "Your team is everything," she states. "I like to think of my team as my 'ride or dies' because success is a collective effort. It’s not just about having a vision but about everyone doing their part and feeling valued for it. When your team feels appreciated, they’re more motivated to go the extra mile." Topic #3 Scaling Challenges in Revenue Leadership [22:51] Latane Conant talks about the difficulties of scaling amid economic uncertainties. "One of the hardest things is context switching and feeling like there’s never enough time," she explains. "The first year in a new role is particularly challenging because you have these big plans and visions that take time to execute. It’s crucial to zoom out and recognize the progress you’re making, even if it takes longer than expected. Having support from your loved ones helps keep things in perspective." So, What’s the One Thing You Can Do Today? Latane’s ‘One Thing’ centers around deeply connecting with the market to form clear and strategic initiatives. “Make sure to dive into win-loss studies through direct interviews rather than relying on surveys. Get hands-on with your customers, understanding their perspectives and needs intimately. By doing so, you’ll be able to implement meaningful and impactful lightning strike programs that resonate and drive significant results.” Buzzword Banishment: Buzzword Banishment: Latane’s Buzzword to Banish is "customer journey." She wants to banish this phrase because it is overused and often leaves too much room for ambiguity. Latane says, "The term is tossed around so frequently that its true significance gets lost, making it hard to align on what it really means within organizations." Links: Get in touch on: LinkedIn Amazon 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
    Show more Show less
    41 mins
  • Evolving SDR Roles: The Future of Personalization and AI in Sales

    Evolving SDR Roles: The Future of Personalization and AI in Sales
    Sep 25 2024
    This week our host Brandi Starr is joined by Laura Zwahlen, Co-Founder of Zwalen Bennett Rescue Ranch. Dive into the world of high-growth tech and animal rescue with Laura Zwahlen, who boasts over 25 years of driving startups to acquisition or IPO in the tech sector. Laura and her husband traded the hustle and bustle of the Bay Area for the serene pastures of Austin, Texas, where they founded the Zwalen Bennett Rescue Ranch, dedicated to the rescue and rehabilitation of neglected animals. In this episode of Revenue Rehab, Brandi and Laura delve into the evolving role of the Sales Development Representative (SDR) in today's market. They explore the integration of AI to enhance, rather than replace, the SDR role, and discuss strategies for reducing task saturation among SDRs to boost productivity. Tune in to uncover actionable insights on improving personalization in lead prioritization, successful adoption of new tools and processes, and the critical importance of role clarity within SDR teams. Plus, get a glimpse into Laura's inspiring work at the rescue ranch and how it's impacted her family and personal growth. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Role of AI in SDR Efficiency [08:40] “AI can complement the SDR role by enhancing effectiveness and efficiency,” explains Zwahlen. She emphasizes, “It’s not about replacing SDRs, but about automating repetitive tasks to free up time for more valuable activities.” This includes leveraging tools like Hemantech AI and Tact AI to reduce task saturation, enabling SDRs to focus on high-value interactions. Topic #2 Personalization in Lead Prioritization [11:37] Zwahlen asserts the necessity for personalized outreach: “Generic outreach is ineffective; personalization is increasingly important in a high-noise market.” Starr highlights the issue within CMO communities, stating, “There’s a lot of complaints about SDR outreach making incorrect assumptions,” underscoring the need for well-targeted efforts. Successful personalization involves understanding potential customers deeply, which can be aided by AI-driven insights. Topic #3 Clear Processes and Role Clarity for SDR Teams [13:17] “Clear, articulated processes are essential for SDR team success,” states Zwahlen. Drawing from her experience, she advocates for bifurcation in SDR roles: “Separate handling of inbound leads and outbound efforts is crucial.” Responding swiftly to marketing-qualified leads within a tight SLA and hiring for specific strengths are keys to optimal performance. Starr concurs, emphasizing the distinct requirements and necessary context for inbound versus outbound roles. So, What’s the One Thing You Can Do Today? In traditional therapy, the therapist gives the client homework. But in Revenue Rehab, I like to flip that on its head. Laura’s ‘One Thing’ is to conduct a comprehensive "day in the life" exercise for your SDR team. “Take the time to meticulously map out, hour by hour, where your SDRs are spending their time. Look at every task they handle, identify the pain points, and see where artificial intelligence can step in to ease the burden. This granular inspection will highlight the inefficiencies and reveal the areas ripe for optimization. It’s about pinpointing what's working well and doubling down while addressing the bottlenecks to enhance overall productivity and effectiveness.” Buzzword Banishment: Laura’s Buzzword to Banish is "double click." Laura finds this buzzword particularly irksome due to its overuse and general annoyance. She notes that while it might have started as a tech-specific term, it’s now been stretched far beyond its meaningful context, making it more of a distraction than a useful term in professional discussions. Links: Get in touch on: Linkedin Facebook 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
    Show more Show less
    39 mins
  • Visual Impact: Crafting Presentations That Speak Louder

    Visual Impact: Crafting Presentations That Speak Louder
    Sep 18 2024
    This week our host Brandi Starr is joined by Emily Schneider, a specialist in presentation design and visual storytelling. Meet Emily Schneider, an expert in translating complex content into engaging visuals. With nearly two decades of experience in marketing and branding, Emily knows how to tailor specific conversations to facilitate informed and impactful business decisions. In her work with clients, Emily focuses on visual storytelling across three critical aspects: slide intention, content, and visuals. Her emphasis on balancing content and visual elements, simplifying data presentation, and using consistent design principles has helped many businesses elevate their presentations. In this episode of Revenue Rehab, Brandi and Emily will dive deep into effective data visualization, slide design, and presentation techniques, exploring how to enhance storytelling and communication within business settings. Tune in for actionable insights and practical advice on making your presentations more impactful and engaging. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Essentials of Slide Intention [08:12] "Balancing between content and visuals is crucial to keep your audience engaged. Focus on 2-3 key takeaways so you don’t overwhelm them," Emily Schneider advises, "Remember, slides are there to support you, not take the spotlight." Topic #2 Effective Data Visualization Techniques [18:27] "Differing data sets require unique approaches. Simplify your charts—remove unnecessary labels and keys, highlight essential numbers, and use color coding to make connections clear," Emily states. "The goal is clarity and retention; people are 65% more likely to remember visually designed information." Topic #3 Practical Tips for Presentation Planning [32:15] "Intentionality and structure are paramount. Start early and segment your preparation into dedicated time blocks," Emily recommends. "This allows for a refined, high-quality presentation. Giving yourself about ten days can make a significant difference in the final product." This layout mirrors the tone, style, and format you requested, focusing on the key points discussed by Emily Schneider and featuring direct quotes to maintain authenticity and relevance So, What’s the One Thing You Can Do Today? Emily’s ‘One Thing’ is to plan ahead and allocate sufficient time to prepare presentations. "Start your planning process early, even if your board dates aren’t fixed yet. Use structured and functional time blocks to draft and refine your presentation. This way, you're allowing yourself the necessary turnaround time to really hone in on integrating data and crafting your story. It’s about being intentional and making sure every element adds value to your presentation, ultimately enhancing clarity and engagement." This aligns with the principle of “less is more,” ensuring your content is concise yet impactful. Begin this process by identifying key takeaways and crafting your slides with a clear, consistent visual style. Buzzword Banishment: Buzzword Banishment: Emily’s Buzzword to Banish is "Make it sexy" when referring to PowerPoint presentations. Emily wants to banish this phrase because she finds it inappropriate in a business context. She expressed, "It doesn't add any value and often leads to confusion on what is actually being asked.” Links: Get in touch on: LinkedIn 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
    Show more Show less
    33 mins
Management Marketing Economics
Show more Show less

What listeners say about Revenue Rehab

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com reviews

Amazon reviews
No Reviews are Available