Sales Is King

In this episode, host Dan Sixsmith interviews Marilee Bear the CRO at Gainsight. Marilee reflects on her first year at the helm, discussing the company’s impressive growth trajectory, recent strategic acquisitions, and the challenges and opportunities presented by a major leadership transition. Marilee shares actionable strategies for improving net revenue retention, such as leveraging data-driven insights, fostering cross-functional collaboration, and investing in customer education. The conversation also explores the impact of AI on sales processes. Marilee offers candid leadership insights, discussing the importance of transparency, adaptability, and building a culture of continuous learning. She also recounts her career journey, from her early ambitions and formative experiences to the pivotal moments that led her to lead a major SaaS company, offering advice for aspiring leaders in the tech industry.Timestamps:Welcome and Introductions (00:00:01) Dan welcomes Marilee Bear who reflects on her first year at Gainsight, company growth, and recent leadership changes.Company Growth, Acquisitions, and Leadership Transition (00:00:30) Marilee discusses acquisitions, repositioning Gainsight for growth, and the CEO transition from Nick Mehta to Chuck Apathy.Team Structure and Business Unit Model (00:02:04) Explanation of new hires, business unit model, and leadership structure within product and customer success teams.Integrating Customer Success into Revenue Organization (00:03:21) Describes shifting customer success under the revenue team and the industry trend of CS as a revenue driver.Defining Roles and Realigning the Revenue Team (00:05:25) Outlines the jobs-to-be-done exercise, clarifying roles across sales, CS, and other go-to-market functions.Customer Success as a Pipeline Engine (00:06:24) Details how CS now contributes to pipeline generation and the metrics used to measure CSM impact.Net Revenue Retention (NRR) Challenges (00:07:29) Discussion of industry-wide NRR declines and the need for strategic retention and value delivery.Retention Strategies and Multi-threading (00:08:21) Emphasizes proactive retention, business value demonstration, and multi-threading within customer organizations.Competitive Landscape and Expansion Focus (00:12:29) Explains how competition now includes internal build vs. buy, and the importance of expansion within existing customers.Convergence of Sales and Customer Success Roles (00:13:53) Observes the merging responsibilities of CS and sales, with CS teams adopting more sales-like approaches.State of B2B Sales and Impact of AI (00:14:25) Explores ongoing challenges in B2B sales, the impact of generative AI, and the need for business acumen.Reaching C-level Executives and Sales Best Practices (00:17:00) Shares the difficulty of accessing executives, the importance of detective work, and value-driven outreach.Effective Sales Outreach to Executives (00:19:12) Marilee describes what makes sales outreach compelling: offering choices, concise meetings, and understanding executive preferences.Marilee’s Career Journey (00:21:31) Covers her early ambitions, work history from restaurants to Oracle, Akamai, Zendesk, and her path to Gainsight.Retention and Customer Success Experience (00:25:54) Highlights her experience with retention at Akamai, building CS teams, and her initial exposure to Gainsight.Key Career Lessons and Leadership Growth (00:28:54) Shares lessons on authenticity, operational rigor, and the importance of direct feedback and self-improvement.Leadership Philosophy and Team Management (00:33:58) Discusses leading diverse teams, empathy, balancing encouragement with accountability, and fostering a feedback culture.Definition of Success (00:36:00) Marilee defines success as delivering the best outcomes for customers, company, and self, in that order.Closing Remarks (00:36:43) Dan thanks Marilee, wraps up the episode, and previews future collaborations.

In this discussion, Sam Jacobs, CEO and founder of Pavilion, dives into his journey from finance to creating a thriving community for go-to-market professionals. He explores the growing anxiety among leaders due to shorter tenures and the transformative impact of AI on sales. Sam emphasizes the importance of community for success and discusses Pavilion's evolution during the pandemic. He also shares his insights on the future of sales, the need for continuous learning, and his personal definition of fulfillment and success.

In this episode, Dan Sixsmith interviews Stevie Case, the CRO of Vanta, discussing her unique career journey, the current state of B2B sales, and the importance of customer retention and growth strategies. They explore how Vanta integrates AI into its solutions and the significance of building a personal brand in sales. Stevie shares insights on leadership, motivating diverse teams, and her definition of success, emphasizing the importance of passion and authenticity in sales.TakeawaysVanta focuses on trust management, compliance, and security.Stevie's role as CRO involves driving top-line revenue growth.Sales should prioritize delivering customer value and building trust.AI is transforming the way businesses operate and sell.Stevie's journey from gaming to tech highlights the importance of leaning into discomfort.Leadership today requires adapting to an AI-driven landscape.Motivating teams involves showing up and sharing a clear vision.Building a personal brand is crucial for sales professionals.Authenticity in social media can enhance professional relationships.Success is defined by having a rich and interesting life.Chapters00:00 Introduction to Vanta and Stevie Case's Role04:22 The State of B2B Sales Today10:05 Customer Retention and Growth Strategies13:09 Integrating AI into Business Solutions16:48 Stevie Case's Unique Career Journey26:41 Leadership Evolution and Style29:28 Motivating a Diverse Team32:24 Building a Personal Brand in Sales35:38 Influences and Definitions of Success

In this episode of Sales is King, Dan Sixsmith interviews Mike Trkay, the Chief Information Officer at FICO. They discuss the evolving role of a CIO, the importance of customer engagement, and how technology decisions are made in a collaborative environment. Mike shares insights on differentiating in a competitive market, the significance of building trust with customers, and the lessons learned throughout his career. The conversation also touches on the changing expectations of buyers in the B2B space, particularly in relation to technology and AI.TakeawaysMike Trkay emphasizes the importance of a customer-focused role for a CIO.Technology decisions at FICO are made collaboratively across various teams.AI has been a part of FICO's operations for decades, focusing on predictive analytics.FICO differentiates itself by providing analytics rather than just raw data.Building trust with customers is crucial for long-term relationships.Managing expectations is key to successful customer engagement.Mike's career path highlights the value of mentorship and learning from experiences.Listening and asking questions are vital skills in business interactions.Business outcomes should take precedence over technology for technology's sake.The expectations of buyers are evolving, particularly with younger generations. Chapters00:00 Introduction to FICO and Mike Trkay's Role03:10 Navigating Technology Decisions in a Customer-Centric World06:24 FICO's Unique Position in the Market09:10 The Role of the CIO in Sales and Customer Relationships12:24 Managing Expectations and Building Trust15:12 Expanding Opportunities and Customer Experience18:12 Handling Issues and Turning Problems into Opportunities22:49 Building Strong Relationships with Clients25:23 Mike Trkay's Journey to CIO at FICO30:51 Mentorship and Early Career Lessons36:11 Navigating Stress and Decision-Making40:13 Understanding Modern Buyer Expectations45:02 Introduction to Sales Dynamics45:02 Understanding Customer Needs

In this episode of Sales is King, Dan Sixsmith interviews Keith Pearce, CMO of Gainsight, at the Gainsight Pulse Conference. They discuss the evolution of customer success, the impact of AI on the industry, and the importance of marketing in driving demand. Keith shares insights from his personal journey, leadership style, and his definition of success in the current market landscape.TakeawaysGainsight is a leader in customer success and AI integration.AI is enhancing rather than replacing customer success roles.The post-sale journey is crucial for customer retention.Marketing must align with customer success to drive demand.Brand trust is essential for business growth.Leadership requires meeting people where they are.Success is defined by pipeline goals and company evolution.The customer journey should be seamless across departments.Adaptability is key in a global business environment.Personal experiences shape leadership and marketing strategies.Chapters00:00 Welcome to Gainsight Pulse Conference02:56 The Evolution of Customer Success05:51 Marketing's Role in Demand Generation08:46 Personal Journey and Leadership Insights12:01 Defining Success in Today's Market

In Part 2 of their conversation, Seth Dallaire, Chief Growth Officer at Walmart joins Dan and reflects on his experiences in retail, technology, and leadership. He shares insights from the Consumer Electronics Show, discusses his career journey from Microsoft to Walmart, and emphasizes the importance of listening and understanding team dynamics in leadership. Seth also outlines Walmart's strategic priorities for the future, including the significance of retail media and the recent Vizio acquisition.Generative AI is transforming the advertising landscape.Effective time management is key in sales roles.Relocation can open up new career opportunities.Listening is a vital skill for effective leadership.Understanding consumer trends is essential for business growth.Investing in team training is crucial for success.Building trust through listening accelerates team performance.Retail media is a growing category in the industry.Walmart's focus on technology and data will drive future growth.00:00 Welcome Back03:03 Insights from the Consumer Electronics Show05:38 The Importance of Trends and Technology in Retail08:08 Career Journey: From Microsoft to Walmart10:38 Lessons from Microsoft: Sales and Management15:58 Navigating Career Moves and Relocation19:23 Superpowers in Leadership and Team Management25:52 The Role of Listening in Leadership30:02 Transitioning to Walmart: Experiences from Amazon and Instacart38:26 Future Priorities for Walmart and Strategic Growth

SummaryIn this episode, Dan Sixsmith interviews Anurag Goel, the Global Head of Business Value and Realization at Red Hat and one of the highest profile experts in the value engineering world. They discuss the importance of shifting the conversation from product features to business outcomes, the challenges of scaling business value, and the role of AI in enhancing value propositions. Anurag shares insights on navigating buyer confidence, the significance of customer success, and the value of partnerships. He also reflects on his personal journey and leadership style, emphasizing the importance of relationships and team growth in achieving success.TakeawaysThe shift from feature selling to value selling is crucial for success.AI's ROI is a major concern for customers today.Value selling provides a framework for addressing buyer confidence.Customer success is integral to maintaining and growing accounts.Partnerships are essential for scaling business value.Anurag's journey includes significant roles at SAP, Adobe, and Salesforce.Building relationships is key to success in sales and leadership.Cultural synergy is important for team cohesion, especially in remote settings.Success is defined by team impact, shared vision, and individual growth.Chapters00:00 Introduction to Business Value at Red Hat02:26 Scaling Business Value and Overcoming Challenges06:38 The ROI of AI: Insights and Strategies11:00 Navigating Buyer Confidence in Complex Sales14:11 Customer Success as a Demand Generation Strategy18:32 Partnering for Success: The Role of Partners21:17 Anurag's Journey: From Aspirations to Leadership30:41 Leadership Style and Team Motivation35:34 Defining Success: Goals for 2025

In this episode, Dan Sixsmith interviews Evanna Kearins, CMO for Europe at UiPath, discussing the evolving landscape of marketing, the integration of AI, and the importance of brand identity. Ivana shares insights on the dual nature of marketing as both an art and a science, the necessity of aligning marketing with sales, and her personal journey into the marketing field. The conversation also touches on leadership styles, team engagement, and defining success in a marketing role.TakeawaysAI is essential for modern marketing efficiency.Marketing now requires a balance of creativity and data-driven strategies.Dynamic and engaging content is crucial for audience engagement.Brand identity must evolve with market changes.Marketing should be integrated into overall business strategy.Sales and marketing alignment is key to generating pipeline.Sales teams often struggle to leverage marketing effectively.Understanding customer needs is vital for successful marketing.Leadership involves investing in team development and engagement.Success is defined by fulfillment and team collaboration.Chapters00:00 Introduction to Ivana Karens and UiPath01:19 The Future of Marketing: Embracing AI04:24 The Evolving Role of Marketing: Art and Science08:23 Content Strategies for Engagement11:30 Brand Evolution in B2B Marketing15:19 The Importance of Marketing in Strategy18:26 Hiring Trends in Modern Marketing20:19 Collaboration Between Marketing and Sales20:34 Aligning Sales and Marketing for Success26:00 Understanding Sales Challenges and Marketing's Role26:22 Evanna's Journey to Marketing Leadership31:40 Leadership Style and Team Engagement37:01 Defining Success and Fulfillment

In Part 1 of this conversation, Seth Dallaire, Chief Growth Officer at Walmart, discusses his new role and responsibilities, the importance of storytelling in business, and the challenges of meeting consumer expectations in a rapidly changing market. He shares insights on B2B selling, the significance of brand strategy, and lessons learned from his early career experiences. The discussion highlights the need for continuous improvement and adaptation in the retail landscape.TakeawaysSeth's role at Walmart encompasses various growth strategies.Understanding consumer marketing is crucial for success.Storytelling helps simplify complex ideas and gain buy-in.Consumer expectations are increasing, requiring continuous improvement.B2B selling requires urgency and differentiation in offers.Early career experiences shape future professional skills.Asking for money is a vital skill in sales.Transitioning to formal sales roles can be challenging but rewarding.Consultative selling is more effective than transactional selling.Building a brand requires understanding community roles and consumer needs.Chapters00:00 Introduction to Seth Dallaire and His Role at Walmart04:50 Skills and Challenges in a New Role10:45 Cultural Integration and Team Building at Walmart15:18 The Evolution of the Walmart Brand20:03 Insights on B2B Selling and Market Trends26:47 Early Ambitions and Career Beginnings38:19 First Formal Sales Job at Microsoft

In this engaging conversation, Dan Sixsmith interviews Bruno Bertini, the CMO of 8x8, discussing the evolving role of the CMO in today's business landscape. Bruno shares insights on branding, storytelling in B2B, and the importance of customer experience. He emphasizes the need for CMOs to be business operators, bridging gaps between marketing, sales, and customer success. The discussion also touches on leadership styles, personal growth, and the significance of mentorship in shaping one's career. Bruno concludes with a powerful mantra: 'Enjoy being while becoming.'TakeawaysBruno Bertini emphasizes the importance of storytelling in B2B marketing.The role of the CMO is evolving to become more integrated with business operations.Building a brand in a commoditized market requires a focus on customer-centric messaging.Effective marketing should be seen as a continuous process, not just a sales tool.Leadership in marketing involves fostering a culture of trust and high expectations.Mentorship plays a crucial role in professional development and growth.The CMO should act as a glue between different departments within the organization.Success is defined by continuous improvement and learning.A strong company culture is essential for team dynamics and performance.Enjoying the journey of growth is as important as the end goals. Chapters00:00 Introduction to Bruno Bertini and 8x802:17 The Role of Storytelling in B2B Branding06:16 The Evolving Profile of the CMO10:20 Marketing as the Glue in Organizations20:13 Bruno's Personal Journey and Early Influences27:47 The Duality of Creativity and Operations28:53 Early Influences and Entrepreneurial Spirit31:51 Transformative Experiences at Disney36:24 Path to Leadership and Mentorship39:45 Leadership Style and Team Dynamics44:23 The Role of Mentorship in Growth47:27 Defining Success and Continuous Improvement51:43 Introduction to the Conversation51:44 Exploring Key Themes52:00 Introduction to Sales Dynamics52:00 Understanding Customer Needs