Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast

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.coInstructions on how to follow, rate and review are here.Hidden in Plain Sight is handcrafted by our friends over at: fame.so

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

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 alignmentIf 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

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 conclusionsIf 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.capitalInstructions on how to follow, rate and review are here.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, 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