Revenue Mavericks Podcast

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Dec 2024

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About the show

Welcome to the Revenue Mavericks Podcast where we host some of the sharpest minds in RevOps and Sales to learn what really drives revenue growth. Our “Mavericks” are top leaders who’ve navigated the highs and lows of scaling revenue at leading companies. In each episode, we sit down for a chat about the tactics, metrics and frameworks they use to drive predictable growth. No fluff, just real talk about revenue.

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27 recent

December 4, 2024Episode 1225 min

Mastering Complex and Long B2B Sales Cycles with Daren Reschke, SVP of Sales @ Entrata

Daren Reschke is a senior sales executive with over 20 years of sales experience. He is currently serving as the Senior Vice President of Sales at Entrata, a software company that sells ERP solutions to multi-family housing property managers. Previous to Entrata, he has worked in various sales roles across companies like Inside Sales, Xant, Crux Connect and Doba.com. In this episode, Daren reveals the methods and processes that can help you champion the sales of complex B2B software having longer sales cycles. He talks about growing Entrata’s revenue by 6x in 3 years, the training method and cadence he uses, and what goes into deal review meetings that make his sales reps do a great job. He also shares the metrics and their benchmarks he uses to track team performance, and discusses the reasons why great reps often do not make for the best sales leaders.

September 26, 2024Episode 1122 min

Why Simplicity is Key to RevOps Success with Ross Rich, CEO at Accord

Ross Rich, CEO at Accord, discusses simplicity as a key driver of revenue success and shares tips for RevOps leaders on keeping goals, metrics, and compensation plans simple yet effective. Ross is a passionate team builder and sales nerd with over 13 years of experience in sales and marketing. As CEO of Accord, he is trying to help revenue teams drive execution excellence by enforcing their standards for how they sell, onboard, and expand with customers.

September 17, 2024Episode 1037 min

Why Strategic RevOps is Critical for Modern Businesses with Craig Rosenberg, Chief Platform Officer at Scale Venture Partners

Craig, Chief Platform Officer at Scale Venture Partners, manages the Scale GTM Platform which leverages data and community to deliver the expertise SaaS companies require in their move from founder-led growth to becoming a repeatable high-growth GTM machine. Previously, he was Distinguished Vice President in the Sales Practice for Gartner, where he advised revenue leaders on strategic decisions and wrote innovative research on new GTM strategies. In this episode, he talks about the evolution of RevOps into a more strategic operating model that improves overall business performance by optimizing processes and aligning GTM teams. He also touches on the challenges of managing multiple revenue streams, the role of metrics in aligning departments, and how RevOps can help businesses better understand and support their buyers by being more data-driven.

September 6, 2024Episode 931 min

Revenue Alignment: Eliminating Silos for Efficient Growth with Kyle Lacy, CMO at Jellyfish

Kyle Lacy is a seasoned marketer and has over 14 years of professional experience working in marketing roles in early-stage startups as well as big giants like Salesforce and Seismic. He is currently the Chief Marketing Officer at Jellyfish and also serves as a strategic advisor to multiple companies. In this episode, he talks about the importance of alignment across revenue teams in driving the growth and success of a business. He shares tips and techniques that can help companies foster better alignment across sales, marketing CS and finance teams such that all of them speak to the same success metrics and drive the company towards the same shared goal. Kyle also talks about the role of RevOps in achieving this alignment and how it can act as a strategic partner to leadership teams.

August 19, 2024Episode 826 min

How to Build a Truly Customer-Centric GTM Strategy with James Kaikis, Head of GTM at TestBox

James Kaikis is the head of GTM and Chief Solutions Officer at TestBox. He has over 14 years of experience working across various industries ranging from hospitality to B2B SaaS and Venture Capital. His expertise lies in sales strategy and execution, customer relationship management, social selling, SaaS and technology solutions, team leadership and management, PreSales operations, and business development. In this Revenue Mavericks episode, he shares his journey of transforming TestBox’s GTM strategy to be more customer-centric. He talks about how he challenged the norms and workflows of traditional B2B SaaS businesses and how he managed to put the customer at the focal point of all their operations to drive higher customer satisfaction. He also shares the difficulties he faced during the transformation and the metrics that they track to measure success.

July 30, 2024Episode 736 min

How to Build a High-Performing Sales Team With the "Moneyball" Approach with Jeremey Donovan, EVP RevOps & Strategy at Insight Partners

Jeremey is a seasoned leader with over 25 years of professional experience. He is the Executive Vice President of RevOps and Strategy at Insight Partners where his team supports scaling RevOps at their portfolio companies. Before Insight Partners, Jeremey had an eclectic career spanning semiconductor engineering, product development/management, and sales & marketing leadership at Xilinx, Gartner, AMA, GLG, CB Insights, and SalesLoft. In this episode, he tells us how to build a stellar sales team that consistently delivers solid results. Jeremey shares data-backed insights from primary and secondary research about what attributes make highly successful sales leaders and CROs. He also tells us the qualities that make up successful SDRs and enterprise reps and discusses the efficacy of sales methodologies like MEDDIC in driving sales success.

July 3, 2024Episode 631 min

How Win-Loss Analysis Increases Revenue Growth with Spencer Dent, Co-Founder & Co-CEO of Clozd

Spencer Dent is the Co-founder and Co-CEO of Clozd, and has over seven years of experience helping companies win more revenue in the competitive B2B sales landscape. In this episode, he shares his insights from analyzing win-loss data of companies of various sizes with different sales motions. He talks about what a best-in-class win-loss analysis process looks like and the key things to keep in mind as companies set it up. He tells us what actually makes buyers buy and how GTM teams can tweak their sales and PLG motions to drive more revenue by becoming more buyer-centric. He also debunks some common sales myths and shares key aspects of brand-building that companies can focus on to close more deals.

May 24, 2024Episode 537 min

Revenue Efficiency: Generate More Revenue with Less Cost with Eddie Reynolds, CEO at Union Square Consulting

Eddie Reynolds is the CEO of Union Square Consulting and has over 20 years of experience working in sales, customer success and marketing teams of B2B SaaS companies and investment banks. In this episode, he shares frameworks and strategies that have helped companies increase their revenue efficiency, enabling them to drive more revenue with less cost. He talks about the Revenue Efficiency Pyramid, a tool for RevOps teams to assess their maturity level, and gives tips on how teams can up-level their revenue operations. He also discusses the importance of strategic RevOps and the trends that he sees shaping up in the future.

April 18, 2024Episode 439 min

Scaling RevOps in a High-Growth Business with Dan Cook, CEO at PDQ

Dan is the CEO of PDQ and has previously worked as the CRO at Lucid Software (maker of Lucidchart) where he set up their revenue organization and scaled it to an ARR of $150 Million. In this Revenue Mavericks episode, Dan Cook talks about his journey from being an early employee to becoming the CRO of Lucid Chart and shares valuable lessons and tips for RevOps professionals that can help them set up a scalable and efficient RevOps function in high-growth startups.

March 31, 2024Episode 326 min

How AI Will Help Revenue Teams Do More With Less with Nathan Clegg, CRO @ Squeeze

Nathan Clegg is a seasoned professional with over two decades of revenue executive experience. He is the CRO of Squeeze, where they use artificial intelligence (AI) to help clients land and close more deals. In this episode, he talks about how AI can be implemented in organizations from a RevOps perspective. He shares his knowledge on how revenue teams can reap maximum returns from AI, which tasks can be assigned to AI and what revenue teams need to be careful about when implementing AI into their processes. Towards the end, he also shares advice for revenue professionals to succeed in their careers.