Revenue Makers

It’s taking more resources to earn the same number of returns, whether it’s revenue or prospects. Latané Conant, Chief Revenue Officer at 6sense, coined a term for it: B2B inflation. It’s why it’s imperative for business leaders to understand how they can best allocate their precious resources to achieve healthy growth.On this episode of Revenue Makers, Latané shares her thoughts on navigating B2B inflation and managing dwindling resources. Listen to learn how to stand out among other businesses and capitalize on the engagement you do have.In this episode, you’ll learn: Surrounding yourself with crazy driven people enables you to achieve great things.It’s more important now than before to focus your resources on your ideal customer profiles to minimize your waste. Adopting generative AI can enable massive productivity boosts without needing to hire additional employees.Things to listen for:[03:51] Defining B2B inflation[08:24] Addressing B2B inflation within the company[13:30] Balancing healthy growth with tightening budgets[19:06] Planning in a time of B2B inflation[21:56] Maximizing your time in front of customers[24:29] Tips for executing well in the current economy[26:35] Wrapping upResources:6sense RevenueCity: https://revcity.6sense.com/home/

OK, so a new tactic for your revenue teams is introduced. It makes total sense. It’s going to make their lives easier (and their bonuses bigger)...why the heck aren’t they adopting it?Casey Carey knows the answer. On this episode of Revenue Makers, Casey Carey, Chief Marketing Officer at Quantive, shares stories of how the strategic approach to marketing and generating revenue has helped his company grow effectively. Listen in to understand just how the philosophy works and how you could implement it into your business. And, he reveals the secret he uncovered as to why more teams aren’t adopting this “no-brainer” approach (and how he overcame it with his teams).In this episode, you’ll learn: Beginning at the account-level is the foundation of an account-based strategy.Accounts-based marketing can form the basis for solid decision making.While the philosophy isn’t perfect, it could potentially be the best in the industry so far.Things to listen for:[00:22] What is an Account-Based Marketing Strategy?[06:24] Key Criteria for ICPs[14:22] How the CMO Role has Evolved [19:41] Changing Metrics for an Account-Based Strategy[21:21] Casey’s Account-Based Success Story[28:15] The Important Role of Technology[31:48] The Most Ridiculous Thing Casey Had to Do

HOT TAKE:Revenue generation does not rest solely on the shoulders of sales and marketing teams.Every member of an organization has a vital role in the revenue equation, and a well-executed plan is the key to sustainable success.In this episode, Kristi Faltorusso, Chief Customer Officer at Client Success, shares the strategies and mindsets she uses in her organization to cultivate a one-revenue team.As you’ll hear, it’s all about ensuring team alignment with a North Star metric and sustaining that original plan throughout all quarters, not just the first. In this episode, you’ll learn: How the shape of your customer success efforts depends on your big-picture business goalsHow accountability and ownership are critical ingredients for successful customer success teamsWhy metrics don’t exist in a vacuum; checking them against others helps you determine their accuracyThings to listen for:[02:04] Introducing Kristi [04:35] What it means to be a one-revenue team[09:43] Aligning teams under a North Star metric[11:26] The challenge of enablement[14:41] Rethinking CSM processes[19:47] Tracking short, medium, and long-term goals[26:09] Investing in customers[30:34] The most ridiculous thing Kristi had to do