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The past ~15 years have seen a massive boom in the American economy. Newer companies have only known a time of plenty and hyper-growth. Now, many founders and leaders find themselves facing new and uncharted territory. How do they weather a recession? We talked to Ryan Blackwell, CRO at Renaissance Learning. His advice? Focus on the fundamentals. We unpacked the “fundamentals cake” layer by layer. It starts with understanding your mission, your people, your customers, and thinking inside the box. Listen in before we spoil the rest. More information about our guest, Ryan Blackwell: LinkedIn Profile: https://www.linkedin.com/in/ryblackwell/ Company Website: https://www.renaissance.com  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at [email protected].

If you want to make more sales, you need to make the most of today’s trends. Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, believes digital sales is the future of sales as a whole. Going digital can help you target customers more accurately, sell products faster, and bridge the gap between individuals and buying committees. In this episode of Revenue Innovators, we talked to Christopher about: — What the future of digital sales will look like — How communication between sellers and customers is changing — Why you should purge your pipeline Listen in to unpack this with us. More information about Christopher and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/christopherkingman/ Company Website: https://www.transunion.com/hp202112A Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at [email protected].

Revenue leaders: Are you thinking like an ecologist? Quick refresher: an ecologist studies how wildlife interacts with their environment. On today's episode, Conner Burt (Co-Founde r and President at Lessonly ) describes Revenue Operations' nirvana state as a "healthy wetland." Now, if you're thinking ew gross a swamp with bugs—you're missing the big picture and how valuable it is to the ecosystem. Plants are improving water quality, food is nourishing the animals, and more. In the same way, RevOps is under-appreciated. Leaders must adopt a strategic, long-term mindset to understand how decisions impact the entire revenue ecosystem. Listen in to unpack this with us. More information about Conner and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/connerburt/ Company Website: https://seismic.com/lessonly/ Do Better Work by Max Yoder   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. Email us with feedback and guest suggestions at [email protected].

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model. Cheryl Turja, Sr. Director, DMe Business & Education Sales at Adobe, joins us for a deep dive into how she views the sales journey, how she interviews new sellers, and her belief that storytelling is woven into the core of every sale. Join us as we discuss: Storytelling in sales and bringing your authentic self Shifting from in-person sales to remote sales The art and science of selling products Best practices for interviewing new sellers The “Adobe for All” principle to prioritize diversity and inclusion For information about Cheryl and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/cherylturja/ Company Website: https://www.adobe.com/ Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at [email protected].

As rough as it sounds to untangle the mess of a 20+ year old CRM, the change management work can be even more of a challenge than the technical side. For companies ready to make an evolutionary change versus an incremental growth change, it’s going to take a complete revision of how to position, equip, and unify sellers into a true RevOps function. Today, TJ Macke, SVP Strategy at Sapper Consulting, LLC, joins the show to help us cut through the glut of technology to know exactly how to deliver what a buyer needs when they need it. Join us as we discuss: The messy, difficult process of updating your legacy CRM Necessary mind shifts around change management and leadership The risk/ambition continuum in sales tech Why RevOps must unify the buying and selling journeys   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at [email protected].

Companies are starting to pivot from using data to inform the process and have data lead their entire decision making process.To accomplish this, companies need more than just great data analysts, they need great data storytellers. Our conversation with Neil Hoyne, Chief Measurement Strategist at Google dives into: How using data creates holistic growth Great data storytellers are key to extracting value from data Why changing privacy laws are forcing companies to find new ways to collect meaningful data    More information about Neil Hoyne and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/neilhoyne/ Company Website: https://about.google/  Other Relevant Links: https://www.amazon.com/Converted-Data-Driven-Way-Customers-Hearts/dp/0593420659/ref=sr_1_1?crid=28JH64QJCZ6HI&keywords=neil+hoyne&qid=1647459243&sprefix=neil+hoyne%2Caps%2C93&sr=8-1   New! Email us with feedback and guest suggestions at [email protected]. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

For women to make progress in the tech industry, we need to acknowledge that everybody plays a role. Hear our conversation with Eva Helén, Founder & CEO at EQ Inspiration and author of Women in Tech: A Book for Guys: Why the best leadership is focused on others How to adopt a mindset of awareness, humility, and progress Seven character prototypes on the matrix: advocates, allies, and the chauvinist  More information about Eva and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/ehelen/ Company Website: https://eqinspiration.com/ Other Relevant Links: https://eqinspiration.com/product/women-in-tech-a-book-for-guys/  Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at [email protected].

Women have overcome incredible hurdles for their careers in professional sales. While we’ve made progress, there’s more distance to go to attain true equity. In this episode, Heidi Solomon-Orlick, Founder & CEO at GirlzWhoSell, and Janice B. Gordon, Founder at Scale Your Sales, join the show to discuss what they learned from the stories from women in sales featured in their new book, Heels to Deals. Join us as we discuss: How the culture of sales excludes women Stories from Heidi’s and Janice’s personal and professional lives Addressing the pay gap by measuring it Confidence, imposter syndrome, and performance   Check out these resources we mentioned: Heels to Deals by Heidi Solomon-Orlick Scale Your Sales Podcast  Harvard Business Review article  Exhaustive study on the state of women in b2b sales   Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at [email protected]. 

People aren’t robots—shocker, we know—and yet the expectation is often for employees to perform without feelings or emotional responses. The best ideas come from open conversations about strategy, and sometimes that means doing some mental masturbation. Today’s guest, Jeff Davis, Associate Director of Business & Brand Strategy at AbbVie, talks with us about the revelations from switching between sales and marketing, how those two departments can work together, and explains what the heck mental masturbation means. Join us as we discuss - Addressing the pain points between sales and marketing collaboration - Focusing on quality, not only quantity - Who should be promoted to CRO? (one common option makes Jeff nervous) - The importance of Revenue operations - The state of sales and marketing today Check out Jeff’s book: Create Togetherness Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Sangram Vajre, Co-Founder and Chief Evangelist Officer at Terminus, talks with us about becoming a founder donor for a non profit that is 3d printing houses, why he looks at the world through a lens of charitable giving, along with advice on how to course correct your Go-to-Market organization if you’ve gone off track. Join us as we discuss: - What prompted him to become a founding donor with New Story Charity - How to know if your Go to Market org is broken - The five “valleys of death” you may find yourself in - How to climb your way out of those valleys - The journey from point solution provider to platform provider Check out these resources we mentioned during the podcast: - Sangram’s new book, MOVE: The 4 Question Go-to-Market Framework - New Story Charity, the non profit that Sangram is donating all book profits to. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Today’s guest, Joshua Thomas, VP of External Communications at Flock Safety, talks with us about how machine learning can reduce human biases and provide ethical, actionable evidence to police in crimes with cars involved. A fascinating and timely conversation! Join us as we discuss: - Delivering both felt safety and actual safety - How Flock started with a bunch of break-ins - The ins and outs of ethical machine learning - Mitigating bias and serving justice with vehicle data - 4 principles for building products for social justice Check out these resources we mentioned during the podcast: - Unwarranted by Barry Friedman - New York University’s Policing Project Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website. Listening on a desktop & can’t see the links? Just search for Revenue Innovators in your favorite podcast player.

Revenue Operations is fundamentally interdisciplinary. Without that essential notion about combining disciplines, most people don’t even know what RevOps is. In this episode, we speak to someone who has literally written the book on RevOps: Stephen Diorio, Executive Director at The Revenue Enablement Institute. Join us as we discuss: - How RevOps is a system like a computer - Pros and cons of creating a super big operations function - The strength of RevOps is an interdisciplinary strength - Digital, data, technology, and RevOps - Stephen’s book (forthcoming April 2022): Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, or our website.