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Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast
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A tartalmat a Kathy Kelleher biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Kathy Kelleher vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.
Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. We’ll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since “people buy from people”. Hosted by Mariana Cogan and Art Harding.
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13 epizódok
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Manage series 3399729
A tartalmat a Kathy Kelleher biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Kathy Kelleher vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.
Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. We’ll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since “people buy from people”. Hosted by Mariana Cogan and Art Harding.
…
continue reading
13 epizódok
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1 Aligning Marketing, Sales, and Customer Success for Building a Successful Content Pipeline with Ali Jawin, Vice President of Global Marketing at The RepTrak Company 26:50
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Ali Jawin, Vice President of Global Marketing at The RepTrak Company, joins Mariana Cogan to share why building a successful pipeline engine is a team sport between marketing, sales, and customer success. Ali's expertise includes growth marketing, marketing automation, and customer acquisition for both B2B and B2C organizations. She is a marketing leader who has built her career designing growth strategies and programs for digitally-focused global organizations. Besides her role at The RepTrak Company, Ali is also a member of the Chief company and Forbes Communications Council. They cover: 👉 [05:48 - 09:39] Business reputation is everything 👉 [09:39 - 15:00] Bringing BDRs into the content creation process 👉 [15:00 - 16:59] Building a successful pipeline engine 👉 [16:59 - 19:19] Measuring on pipeline 👉 [21:55 - 23:51] How to use video content to connect to your customer If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: http://bit.ly/3vg8Rml 👉 Spotify: http://bit.ly/3jKzJZq And connect with Ali here: 👉 LinkedIn: https://www.linkedin.com/in/alijawin/ 👉The RepTrak Company Website: https://www.reptrak.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 The Rise of SaaS MarTech with Briana Belisle, Executive Vice President of Marketing at Field Nation 17:19
Back in 2015, organizations had eight SaaS applications on average. By 2021, that number has increased to 110 applications. And for companies with more than 10,000 employees, it can be up to 447 applications. In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Briana Belisle, Executive Vice President of Marketing at Field Nation, joins Mariana Cogan to share how marketers can take full advantage of a wealthy marketing tech stack. Briana is a professional marketer and a specialist in content design, market research, and campaign execution. Before Field Nation, Briana spent more than a decade at SPS Commerce, where she held different positions, including Director of Marketing Services, Senior Marketing Services Manager, and Marketing Services Manager. They cover: 👉 [09:11 - 12:36] MarTech and customer experience 👉 [12:36 - 15:28] Managing the SaaS MarTech 👉 [15:28 - 18:51] Integrating the tech stack If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: http://bit.ly/3vg8Rml 👉 Spotify: http://bit.ly/3jKzJZq And connect with Briana here: 👉 LinkedIn: https://www.linkedin.com/in/justbriana/ 👉 Field Nation Website: https://fieldnation.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 How to Reduce Your Customer Churn Rate and Improve Customer Retention with Tara Pawlak, Head of Marketing at GetAccept 18:07
On average, in large enterprise sales, when a rep leaves a company, the accounts stall for 93+ days before a new one re-engages with that client. In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tara Pawlak, Head of Marketing at GetAccept, joins Mariana Cogan to share actionable insights and practices to lower that number and help revenue teams increase their win rates. Tara Pawlak is a dynamic marketing expert with over fifteen years of experience building GTM plans with a great passion for marketing operations and automation, marketing strategy, demand generation, marketing technology, and B2B lead generation. Besides her role at GetAccept, Tara is also the Vice President of Demand Generation at Revenue Grid, an Executive Member at Pavilion, and a member of the CMO Alliance. They cover: 👉 [02:40 - 05:03] Aligning the GTM teams 👉 [05:03 - 06:27] Where should customer marketing be placed? 👉 [08:17 - 10:06] How do you ensure that a timely topic actually gets discussed in a timely manner? 👉 [10:28 - 12:21] How do you keep in alignment with your sales team? 👉 [12:21 - 13:53] Adopting a customer-centric mindset If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: http://bit.ly/3vg8Rml 👉 Spotify: http://bit.ly/3jKzJZq And connect with Tara here: 👉 LinkedIn: https://www.linkedin.com/in/tara-pawlak/ 👉 GetAccept Website: https://www.getaccept.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 How to Breathe Life Into Dormant Pipelines with Jill Rowley, GTM Advisor & LP at Stage 2 Capital 21:07
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Jill Rowley, GTM Advisor & LP at Stage 2 Capital, joins Mariana Cogan to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales professionals can address this challenge. Jill has spent more than two decades in B2B SaaS with experiences in many notable companies, like Oracle, Affinio, Eloqua, Sales for Life, Nudge, Marketo, TrackMaven, Accompany, and HubSpot. Her work focuses on changing the B2B buying environment and what revenue teams need to do to evolve their culture, skills, processes, data, and tools. They cover: 👉 [05:07 - 09:14] Leveraging data and tech stack 👉 [09:41 - 14:39] How can marketing teams review and adjust their strategies effectively? 👉 [14:39 - 20:00] Why should marketers focus on pipeline quality over quantity? If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: http://bit.ly/3vg8Rml 👉 Spotify: http://bit.ly/3jKzJZq And connect with Jill here: 👉 LinkedIn: https://www.linkedin.com/in/jillrowley/ 👉 Stage 2 Capital Website: https://www.stage2.capital/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Sales Angle: A Winning Sales Methodology for a Healthy Pipeline with Tom Lloyd, VP of Marketing at SEDNA 20:21
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales leaders can address this challenge. Tom is a marketing leader who has worked across several verticals and GTM motions in marketing to SMBs and enterprises. He specializes in marketing strategy, demand generation, brand strategy and development, customer experience transformation, messaging, digital marketing, events, and leadership. Besides his role at SEDNA, Tom is also Executive Member of Pavilion. They cover: 👉 [04:52 - 06:11] What does a healthy pipeline look like? 👉 [06:41 - 08:48] How does a sales methodology play into knowing where a pipeline is? 👉 [09:44 - 11:21] What's the cost to marketers of the unhealthy pipeline? 👉 [12:14 - 13:20] What drives the coverage ratios most people think they need for their business? 👉 [14:47 - 16:33] How should we train marketing and sales professionals to manage pipelines effectively? If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: 👉 Spotify: And connect with Tom here: 👉 LinkedIn: https://www.linkedin.com/in/tllloyd/ 👉 SEDNA Website: https://sedna.com/ Instructions on how to follow, rate and review are here . About the Show Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd , VP of Marketing at SEDNA , joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipeline and how marketing and sales leaders can address this challenge. Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge. James is a Revenue Operations Architect with over a decade of experience building revenue processes and a member of Wizards of Ops and RevGenius. He is also a system agnostic operator who is equally comfortable doing configuration work on a project developing a long-term operations strategy. Before CROO, James was the Vice President of Revenue at Compete and the Director of Revenue Planning and Operations at LeafLink. They cover: 👉 [05:01 - 08:52] The dream revenue operations platform 👉 [08:52 - 13:00] Increasing engagement rates 👉 [13:00 - 16:02] Aligning sales and marketing If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: https://bit.ly/3vg8Rml 👉 Spotify: https://bit.ly/3PLhVsV And connect with James here: 👉 LinkedIn: https://www.linkedin.com/in/jrmcarthur 👉 CROO Website: https://www.croodelivery.com Instructions on how to follow, rate, and review are here . About the Show Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur , CEO of CROO , joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge. Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Sales Angle: Beating Mediocre Engagement Rates with Andrew Johnston, Director of Sales at Scale AI 20:55
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory don’t have healthy engagement and how sales reps can turn things around to tackle this challenge. Andrew is a product-led sales expert with experience building and managing scaling sales teams in developer-focused and technical SaaS products. In his role as Director of Sales at Scale AI, Andrew focuses on building the company's Mid-Market and PLG sales team from the ground up. In addition to the Director role at Scale, Andrew is an Angel Fellow at On Deck, Member at GTMFund, and an Executive Member at Revenue Collective. They cover: 👉 [02:37 - 05:44] What does a healthy account engagement mean? 👉 [05:45 - 08:50] Why do sales reps struggle to engage accounts in their territory in a healthy way? 👉 [11:33 - 16:28] Best sales tactics and strategies for ensuring healthy account engagement If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. And connect with Andrew here: 👉 LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/ 👉 Scale AI Website: https://scale.com/ Instructions on how to follow, rate and review are here . About the Show Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast features open conversations with sales, marketing, and customer success champions. In each episode, our expert guests will teach you how to drive sales productivity as we analyze real-life revenue metrics from multiple angles. Meta Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston , Director of Sales at Scale AI , joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory don’t have healthy engagement. Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Marketing Angle: The Three Steps of Reactivating and Accelerating Dormant Pipelines with Monique Elliott, SVP of Global Marketing at Schneider Electric 13:58
Monique has spent the last twenty-two years in B2B marketing, working for multiple large global industrial manufacturers. She has experience across various segments and markets, including financial services, power industries, metals, mining, CPG, energies, and chemicals. They cover: 👉 [00:47 - 02:50] Monique’s background and expertise 👉 [02:50 - 06:26] How does marketing contribute to delivering pipeline and revenue? 👉 [06:29 - 08:58] Reactivating a pipeline 👉 [08:58 - 12:27] Building a successful marketing career 👉 [12:27 - 13:37] Episode’s conclusions If you want to learn practical ways to boost sales productivity and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 YouTube: 👉 Apple: 👉 Spotify: 👉 RSS: And connect with Monique here: 👉LinkedIn: https://www.linkedin.com/in/monique-elliott/ 👉 Website: https://www.se.com/ww/en/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Sales Angle: How Sales and Marketing Alignment Increase Revenue by Forty Percent with Mike Wolber, Chief Revenue Officer at Rent Dynamics 16:22
Mike is a professional technology, business process, relationship building, and sales enthusiast, passionate about solving business challenges by connecting customers to the right solution. Before Rent Dynamics, he held several roles at G5 and Nike. Mike is also the host of Modern Multifamily Podcast, where he interviews experts in the multifamily industry. They cover: 👉 [03:04 - 04:45] What sales and marketing alignment mean 👉 [04:45 - 08:55] Measuring the alignment level between sales and marketing 👉 [08:55 - 11:39] Sales and marketing alignment obstacles 👉 [11:39 - 13:06] How to improve sales and marketing alignment If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. Subscribe here: 👉 Apple: 👉 Spotify: And connect with Mike here: 👉 LinkedIn: https://www.linkedin.com/in/mikewolber/ 👉 Rent Dynamics Website: https://rentdynamics.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Marketing Angle: Knowing Your Customer and Building Trust with Peter Vescuso, Chief Marketing Officer at Dragos 15:53
Peter is a B2B Marketing executive passionate about digital and content marketing and known for building brands and marketing organizations that deliver superior results. In his Chief Marketing Officer role, Peter leads the marketing strategy and operations in partnership with the sales team. They cover: 👉 [05:40 - 07:38] Getting to know your customers better 👉 [07:38 - 10:44] Building trust in the digital space 👉 [10:58 - 12:48] Aligning marketing with sales 👉 [12:50 - 15:18] Tracking marketing contribution to revenue If you want to learn practical ways to enhance your marketing efforts, boost sales productivity, and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. And connect with Peter here: 👉LinkedIn: https://www.linkedin.com/in/petervescuso/ 👉Dragos Website: https://www.dragos.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Sales Angle: How to Win Over Your Buyers Through Digital Selling with Liz Christo, Partner and GTM Advisor at Stage 2 Capital 17:39
Over the last few years, we have observed a significant digital transformation and modernization of sales, marketing, and services. One of the specific stats is the increasing number of buyers that prefer to engage with sellers digitally versus in-person. So why do we see that shift towards digital? In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Liz Christo, Partner and GTM Advisor at Stage 2 Capital, joins Art Harding to discuss why sixty-six percent of buyers prefer digital interactions over in-person, how sellers can adapt to this shift, and what businesses need to run a modern digitally driven companies. They cover: 👉 [04:53 - 06:50] Liz’s background and expertise 👉 [06:50 - 09:38] Why do most buyers prefer digital interactions over in-person ones? 👉 [09:38 - 13:40] How can enterprise sellers adapt to customers' increasingly digital interaction? 👉 [13:40 - 17:36] What measures can businesses take to become more digitally-driven? 👉 [17:36 - 20:40] What to look for as companies prepare to scale? 👉 [20:43 - 17:00] Episode’s conclusions If you want to learn practical ways to boost sales productivity and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. And connect with Liz here: 👉LinkedIn: https://www.linkedin.com/in/lizchristo 👉 Website: https://www.stage2.capital Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Marketing Angle: Why People Buy From People with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL 22:33
A statistic shows that: 86% of sales professionals have lost or stalled a deal in the last twelve months based on decision-makers changing roles. What does that mean for your sales process? In this episode of Hidden in Plain Sight, Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL, joins Mariana Cogan to identify the reasons behind and actionable insights to help you overcome these challenges in your future sales. They cover: 👉 [01:24 - 05:45] Lorena’s background and career 👉 [05:45 - 08:34] What is a RevOps executive specialized in marketing? 👉 [08:34 - 10:51] From product to a data-driven intentional revenue creator 👉 [10:51 - 14:00] Dealing with decision-makers changing roles 👉 [14:00 - 17:46] How can marketing executives help their teams manage decision-makers changing roles? If you want to learn practical ways to boost sales productivity and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. And connect with Lorena here: 👉LinkedIn: https://www.linkedin.com/in/moraleslorena/ 👉 Website: https://www.us.jll.com/ Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
1 Sales Angle: Why People Buy From People with Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix 20:17
In the first episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix, joins Art Harding to discuss how salespeople can ensure a great customer experience. Kathy has over twenty years of experience in sales, strategy, and operations. She currently works in three different roles: the Senior Vice President of SaaS Engineering at Nutanix, as a part-time Advisory Board Member at SkyGeni, and as a part-time Member of the Board Of Directors for IonQ. They cover: 👉 [01:04 - 02:58] Kathy’s background and role at Nutanix 👉 [02:58 - 08:15] The buyer’s perspective on how people sell 👉 [08:15 - 13:08] How can sales teams cope and manage the changes in the buying circles? 👉 [13:08 - 16:43] Where do sales and marketing have some of the biggest opportunities to collaborate? If you want to learn practical ways to boost sales productivity and increase revenue, tune into this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast. And connect with Kathy here: 👉LinkedIn: https://www.linkedin.com/in/kathychou1 👉 Nutanix Website: https://www.linkedin.com/company/nutanix 👉 SkyGeni Website: https://www.linkedin.com/company/skygeni 👉 IonQ Website: https://www.linkedin.com/company/ionq.co Instructions on how to follow, rate and review are here . Hidden in Plain Sight is handcrafted by our friends over at: fame.so…
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