Revenue Reimagined

In today's episode of Revenue Reimagined, we're joined by Chris Eldridge, EVP Ops at InfluenceLogic.
Chris Eldridge is a RevOps leader with over a decade of experience in helping grow and operate startups. He’s currently the EVP of Operations at InfluenceLogic, an Influencer Marketing Agency running some of the largest Influencer Programs in the world, and a Growth Partner and Investor at Wasabi Ventures, where he helps scale B2B and B2C startups. Eldridge emphasizes the importance of having a solid RevOps foundation during late A to B funding rounds and the need for a RevOps person to be a super-connector with high technical acumen and strong business understanding. The ideal RevOps person should report directly to the CEO for alignment and coordination. Eldridge also touches upon the debate over who should own RevOps within an organization, suggesting that the CEO or a Chief Revenue Officer (CRO) could oversee it. The hosts also discuss the importance of identifying the Ideal Customer Profile (ICP) and utilizing RevOps for capacity planning and technology optimization as a company scales.
During today's show, Chris shares his secrets on:
- who would function best in RevOps
- the role of the CEO and RevOps and how they work together
- what RevOps is and is NOT (hint: we're not here to update a HubSpot flow)
Any founder, entrepreneur, or business leader can steal the lessons Chris shares in this episode and use them for their own success.
Follow Chris - https://www.linkedin.com/in/chriseldridge0/
PS - huge shout out to Sendoso for sponsoring our show.
We could not do this without you.
See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 Lastly, we have a gift for you!
Struggling to understand why your revenue isn't growing at the rate you want?
Take your free GTM GapTM Self-Assessment to uncover reasons why and what to do about it.
https://revenuereimagined.typeform.com/gtmgap

In today's episode of Revenue Reimagined, we're joined by Eric Iannello, Head of Sales at SalesRoom.
Eric shares his passion for outbound sales and the top sales strategies that work, like the importance of focusing on conversions rather than meetings. He emphasizes the need to understand the value of conversions, target the right audience, articulate a clear message, and balance sales and marketing efforts. Iannello also discusses the shift from traditional outbound sales methods to more personalized engagement, the importance of building relationships and networks, and the role of outbound marketing within a company. Additionally, he touches upon productivity hacks and the significance of respecting others' time. Throughout the conversation, Iannello emphasizes the need for clear direction, proper methodology, and effective strategies in sales and marketing processes.
During today's show, Eric shares his secrets on:
- why meetings set is NOT a good metric for success
- the importance of leveraging and building a following
- the top sales strategies that work
Any founder, entrepreneur, or business leader can steal the lessons Eric shares in this episode and use them for their own success.
Follow Eric - https://www.linkedin.com/in/eric-iannello/
PS - huge shout out to Sendoso for sponsoring our show.
We could not do this without you.
See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 Lastly, we have a gift for you!
Struggling to understand why your revenue isn't growing at the rate you want?
Take your free GTM GapTM Self-Assessment to uncover reasons why and what to do about it.
https://revenuereimagined.typeform.com/gtmgap

If you're feeling frustrated and overwhelmed by constantly trying different
sales tactics without seeing the desired increase in revenue, then you are not
alone!
Despite your efforts to implement various strategies, you may find
that potential clients are not responding positively or converting into actual
sales, leaving you questioning the effectiveness of your approach.
In this episode, you will be able to:

• Unlock the criticality of tailoring your sales outreach efforts for optimal customer response.
• Discover the process of maneuvering sales approaches in real-time for bolstering revenue streams.
• Learn about the shifting realities of content creators in the B2B marketing scene and how it affects your business. Gain an understanding of the long-term profit significance that lies within a strong emphasis on customer retention strategies.
• Absorb the importance of active customer feedback listening as a means to fine-tune your go-to-market strategies.

Here's some more info on our guest, Nikki Ivey:
Nikki Ivey is a master strategist in the sales community.
Her journey from a former CRO to her current role as a Senior Strategic Account
Broker at OppGen is a testament to her undying passion and dedication to the
field.
Known as a LinkedIn Top Voice, Nikki’s insights and innovative
strategies echo across the industry, cultivating a culture of success and
efficiency.
Apart from her professional commitments, Nikki wears her
Floridian heritage as a badge of honor and the essence of her sunny
disposition can be experienced in her approach towards her work.
Nikki will be giving away 1 free consultation session to a lucky subscriber of the Revenue Reimagined newsletter.
Register today (link below)!

🎁 Lastly, we have a gift for you!
Struggling to understand why your revenue isn't growing at the rate you want?
Take your free GTM GapTM Self-Assessment to uncover reasons why and what to do about it.
https://revenuereimagined.typeform.com/gtmgap

Have you ever heard these common myths about sales? Myth #1: Sales is all
about selling products. Myth #2: Salespeople are born, not made. Myth #3:
The key to sales success is having a magnetic personality. In this episode,
our guest Sarah Brazier will debunk these myths and share the truth about
starting with the problem in sales to provide effective solutions.
Meet Sarah Brazier,
Sarah Brazier, a beacon within the sales community acclaimed for her
authentic insights, shared on LinkedIn, surrounding the world of sales. Now
known as a significant LinkedIn top voice and celebrated woman in sales.
Sarah's initial career path saw her in the arenas of nonprofits and acting,
providing her with a unique perspective on mastering the art of
communication. Now serving as an account executive and the President's
Club winner, Sarah shares her best practices, derived from her own wins and
losses in sales, thereby influencing her followers and peers in the sales
community with her unparalleled expertise.
What's the job to be done, what are the problems that
happen when we do that job? What's the best way to
solve it? - Sarah Brazier
In this episode, you will be able to:
- Discover why effective leadership is a cornerstone to successful sales
operations.
- Draw parallels between the nurturing nature of parentship and
transformative leadership that cultivates growth.
- Learn how to tailor your sales strategies through an understanding of
different generational learning styles.
- Uncover the key to effective problem-solving in sales and how it leads
to providing effective solutions.
- Realise the importance of personal branding and maintaining a
delicate balance between representing your company and advocating
your personal interests on social media.
Effective Leadership in Sales
Effective leadership in sales involves championing autonomy and critical
thinking among team members. By encouraging contributions from all team
members, strategies can encompass a broader perspective, leading to more
effective solutions for customers. When leaders demonstrate trust in their
team's ability to problem solve independently, it fosters a culture that
promotes creativity and growth, ultimately boosting sales performance.
The resources mentioned in this episode are:
-Check out the Revenue Reimagined newsletter for show notes,
giveaways, and tactical advice on how to uncomplicate revenue.
-Visit Gong's website to learn more about their product and how it can
help your sales team.
-Follow Sarah Brazier on LinkedIn to see her quicky sales posts and
learn from her tactics for winning deals.
-Listen to account executive calls to learn and develop your sales skills,
even if you're an SDR or in another role.

🎁 Lastly, we have a gift for you!
Struggling to understand why your revenue isn't growing at the rate you want?
Take your free GTM GapTM Self-Assessment to uncover reasons why and what to do about it.
https://revenuereimagined.typeform.com/gtmgap

In this episode of the Revenue Reimagined podcast, Emir Atli, co-founder and CRO of Hockey Stack, shared his insightful experiences transitioning from Y Combinator to building a powerful revenue operations tool for B2B companies. The conversation delved into hiring mistakes, the intricacies of marketing attribution, the significance of sober company culture, and the overall dynamics of sales processes.
Major Topics Discussed
1. Biggest Mistake: Hiring Wrong People
Emir emphasized that hiring the wrong individuals can waste valuable time and resources:
Resulted in a six-month setback for his company.
Highlights the emotional and mental drain of managing poor hires.
2. Marketing Attribution Challenges
Atli outlined why attribution remains a significant hurdle for many companies:
-Companies often have multiple data sources tracking different buyer journey aspects.
-APIs and tracking systems are often incompatible, making it difficult to create a unified picture of the customer journey.
Common Misconception: Marketing and sales often have conflicting views about attribution, complicating the credit allocation for generated leads.
3. Effective Growth Strategy
Emir shared how Hockey Stack addressed its growth strategy:
-They differentiated their approach for Enterprise vs. Mid-Market segments, recognizing the need for distinct strategies.
-They were advised to treat Enterprise sales as a company-wide effort, requiring aligned processes across all departments.
4. Culture of In-Office Work
Emir has strong views on the necessity of an in-office culture:
-He believes a thriving office culture enhances productivity.
-Promoting meaningful connections allows for faster feedback and decision-making.
-While a hybrid model might be viable, Emir maintains that in-person interactions lead to better performance and team spirit.
Overall, Emir’s journey with Hockey Stack reveals important lessons for current entrepreneurs. From understanding the critical nature of hiring talent, navigating the complexities of attribution, and cultivating a robust office culture, these insights offer valuable guidance for companies aiming for significant growth. Emir's reflections position him as a thought leader in the B2B revenue operations sector, showcasing how thoughtful approaches can yield substantial rewards in achieving business objectives.
Follow Emir: https://www.linkedin.com/in/emircatli/
PS - huge shout out to Sendoso for sponsoring our show.
We could not do this without you.
See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 Lastly, we have a gift for you!
Struggling to understand why your revenue isn't growing at the rate you want?
Take your free GTM GapTM Self-Assessment to uncover reasons why and what to do about it.
https://revenuereimagined.typeform.com/gtmgap