Rev-n-u Unplugged

Team Will Never Out Perform It's Culture

The conversation covers three primary themes: Evolution of the Revenue Leader, Winning the Talent War, and Building Cultures that Multiply Revenue. Each theme is explored in depth, highlighting the changing role of revenue leaders, the importance of winning the talent war, and the impact of culture on revenue multiplication. The conversation covers the importance of setting clear expectations for candidates, the varying interview processes based on the role, the significance of peer-level interviews, the need for transparency in the interview process, the lack of investment in interview training, the impact of culture on revenue, and the role of accountability in leadership.TakeawaysRevenue leaders have evolved from focusing solely on sales to orchestrating the entire revenue ecosystem.Winning the talent war requires a focus on employee engagement from the very first interview.Culture plays a critical role in multiplying revenue and requires the involvement of all functional leaders.The role of the CRO has expanded to include influence across functions and a deep understanding of data and messaging. Clear expectations are crucial for candidatesInterview processes should be tailored to the roleTransparency in the interview process is valued by candidatesInvestment in interview training is lackingCulture has a significant impact on revenueAccountability is essential in leadership

Different not Better

The conversation delves into the importance of positioning and messaging in sales, the impact of selling the problem vs. selling the product, the role of ICP in sales strategy, the significance of sales enablement and technology, and the analysis of sales strategy and its impact. The conversation delves into the critical importance of execution in sales methodology, the implementation and impact of the SPICED sales methodology, the process of choosing the right sales methodology for a business, the role and impact of sales enablement in business growth, and the significance of leveraging data and consultative approaches in sales leadership.TakeawaysSelling the problem vs. selling the productImportance of positioning and messaging in salesThe impact of ICP (Ideal Customer Profile) on sales strategy Execution is keySales enablement is about consistent execution and repeatabilityChapters00:00 Positioning and Messaging in Sales05:34 ICP and Sales Strategy12:05 Sales Enablement and Technology20:55 The Importance of Execution in Sales Methodology30:08 The Role and Impact of Sales Enablement in Business Growth36:08 Leveraging Data and Consultative Approaches in Sales Leadership

Winning Culture

In this conversation, Joe Marcin discusses the critical aspects of negotiation, building a winning culture, and selecting top talent in sales. He emphasizes that negotiation begins from the first interaction with a customer and highlights the importance of establishing a give-get framework. Joe also shares insights on creating a culture of accountability and mutual success within sales teams. Furthermore, he outlines the key traits to look for when selecting winners in sales, including curiosity, creativity, and grit. The discussion also touches on the significance of structured onboarding processes and competency frameworks to ensure sales reps are set up for success.

Unblocking Issue My Team Has

Culture is a never-ending journey. And accountability starts with figuring out what you're being accountable to."Ron Gupta, CRO at Vendavo, has spent 15 years taking mid-to-late stage startups through their messiest inflection points. In this episode, he pulls back the curtain on what actually works when scaling sales teams.The brutal truth? Your A-players don't leave after 3 years. They leave in the first 6 months if you get the onboarding wrong.In this conversation, we break down:→ Why culture falls flat in the second and third layer of leadership (not at exec level where you think it does)→ The difference between accountability and fear - and why managing by spreadsheets kills both→ How to interview A-players who are "master chameleons" - Ron's 3-stage process that actually works→ Why the first 6 months are make-or-break for top talent (and what you must do in that window)→ The nuances of vertical SaaS when your entire TAM is 60 companies and 300 people - you can't afford a single bad conversationPlus, Ron shares the story of hiring an "A-player" who had zero success for 10 months... then became number one by a mile at his next company. Context is everything.If you're hiring senior sales talent, scaling a team, or trying to build accountability without toxicity - this episode will save you from expensive mistakes.

The discussion kicks off with a focus on why executives must confront churn and enhance customer experiences. Insights reveal a deep dive into churn metrics, highlighting the leaky bucket analogy. The conversation emphasizes the importance of cascading accountability, ensuring each team understands their role in customer retention. Leaders are challenged to reflect on their responsibilities in reducing churn and improving overall retention strategies.

Churn isn't just a customer success problem—it's a sales problem. And it's costing you millions.In this episode, Vanessa Brangwyn pulls back the curtain on customer expansion revenue and why most companies are getting it completely wrong. She reveals the uncomfortable truth about early-stage churn, when to split customer success from account management, and how her company jumped gross retention by 5 percentage points using AI.If you're a CRO chasing new logos whilst revenue leaks out the back door, this conversation will change how you think about growth. Vanessa doesn't do corporate fluff—just honest talk about what actually works when your entire company needs to own retention.Key topics:Why 8 out of 10 onboarding churns are sales problems, not CS issuesWhen to specialise customer success roles (and how to comp them without warfare)Using AI to predict churn before renewal conversationsThe difference between CSMs who identify opportunities and account managers who close themHow to build a revenue engine from your install base, not just new logosVanessa Brangwyn is a software executive with two decades in B2B enterprise sales. She went from CSM to CRO over 12 years and has scaled revenue teams across HR tech and fintech.