Beste Rosalyn Santa Elena podcaster (2024)

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Unlocking Inside Sales Success with Brooke LaFleur 31:26

6M ago31:26

31:26

In this episode, Brooke and Derrick delve into the intricacies of inside sales, highlighting its potential for success when executed strategically. They emphasize the importance of finding the right balance in investment, technology, and operational support to scale up effectively. With insights into building strong partnerships between inside and …

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Optimizing Revenue Operations with Rosalyn Santa Elena #056 47:04

7M ago47:04

47:04

In this episode, Derrick interviews Rosalyn Santa Elena, Founder of The Revenue Operations Collective. Throughout the discussion we talk about the strategic imperative for companies to invest in RevOps early, the nuances of influencing without authority as RevOps professionals, and the common pitfalls encountered in forming a RevOps function. One o…

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Beyond Predictable Revenue with John Barrows 53:49

7M ago53:49

53:49

John Barrows is the CEO of JB Sales and honestly one of my idols so it’s with great pride and honor that I can say this is his second time on the show. In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and ful…

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The Integrity Edge of Sales Leadership with Ralph Barsi #054 45:17

7M ago45:17

45:17

This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks. Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what hi…

1
Sales Consulting From Zero to Scale with Pete Mickartz 57:10

8M ago57:10

57:10

This interview is with an old friend and boss of mine; Pete Mickartz who is currently the Director of Sales at Veraset, the leading global location data provider enabling companies to innovate with anonymized GPS location data. Throughout the first half of my discussion with Pete we delve into the story of his sales consulting venture, ZeroToTwenty…

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Mastering the Art of Sales Consulting with James Rores #052 47:04

8M ago47:04

47:04

James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps. James is very likely one of the most experienced sales consultants in the world and in this episode…

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An Org-Wide Customer Success Mindset with Matthew Armstrong #051 32:09

8M ago32:09

32:09

In this episode, Matthew Armstrong, Head of Customer Success at Sidechain Security, shares insights into building a thriving customer success organization. We learn about aligning objectives with clear metrics, proactive engagement, and personalized approaches. We discuss the importance of cross-functional collaboration and gathering post-sale feed…

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Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050 49:38

8M ago49:38

49:38

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 20…

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The Enablement Advantage: Elevating Your Customer Journey with Paul Butterfield #049 49:16

9M ago49:16

49:16

Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel. Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success. Paul shares insights on prioritizing enablement in building eff…

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Coaching for Success: The Intersection of Sports and Sales Coaching with JR Butler 47:18

9M ago47:18

47:18

JR Butler is the CEO & Founder of the Shift Group and our interview covers a range of topics including the balance between talent and coaching, personal drivers of success, and practical leadership strategies. It also touches on the transferability of skills from sports to sales and highlights the importance of effective coaching and continuous imp…

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How Engage AI Is Transforming Social Selling on LinkedIn with Jason Tan #047 32:57

9M ago32:57

32:57

In this interview, Derrick chats with Jason Tan, the founder of Engage AI. They shed light on the strategies that propelled the platform's growth to an impressive 30,000 users in just three months. Jason recounts his journey as a technical founder and the challenges he faced in sales and marketing, which brought to explore alternative methods to bu…

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Mastering the Psychology of Sales and Breaking the Upper Limit with Justin Michael #046 28:36

9M ago28:36

28:36

Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting. In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedo…

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Intent-Driven Outreach: Prospecting Success in Your Obtainable Market with Samuel Maia Verhegge #045 42:09

10M ago42:09

42:09

In this episode I have the honor of interviewing Samuel Verhegge, the Co-Founder of Revenue Precision, a B2B sales consulting firm that specializes in Sales Operations Consulting, SDR-as-a-Service, and providing Fractional SDR Management. During our talk Sam shares game-changing insights into effective prospecting strategies. He highlights the impa…

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Ai in Go-to-Market Strategies with Jeremey Donovan #044 41:16

10M ago41:16

41:16

In this episode, we delve into a fascinating journey with Jeremey, exploring his transition from leading research analyst teams in technical domains like semiconductors to steering product management, product marketing, and sales strategies. This sets the stage for our main focus – Artificial Intelligence in go-to-market strategies. Jeremy shares i…

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A Mix of Our Top 10 Interviews from Season #1 (2023) 23:41

10M ago23:41

23:41

In this special episode of The Sales Consultant Podcast, we unveil the top 10 episodes from our last season, each packed with valuable insights. From exploring win-loss data and cracking the cold call code to discussing emotional intelligence, AI in prospecting, and real-time sales enablement tech, these episodes cover a diverse range of topics cru…

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How The Best B2B Marketers Are Measuring Success in 2023 with Jason Bradwell from B2B Better 41:08

1y ago41:08

41:08

Jason Bradwell, founder of B2B Better, joins Tara Robertson on Demand Gen Chat to discuss the relevance of marketing qualified leads (MQLs) in B2B marketing. Jason argues that MQLs are still important in certain contexts, particularly in enterprise settings with long sales cycles and complex buying committees. He emphasizes the need for a clear def…

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Process Optimization for Navigating the Revenue Engine with Aviv Bergman, CEO and Co-Founder at Gluework 36:30

1y ago36:30

36:30

Having a seamless, comprehensive end-to-end revenue process enables your business to have the right visibility to navigate your business towards its targets and goals. But many still cringe when they hear the word “process”. In this episode of The Revenue Engine podcast, Aviv Bergman, the CEO and Co-Founder at Gluework, shares why process is import…

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How To Drive Pipeline with Interactive Demos with Natalie Marcotullio from Navattic 38:24

1y ago38:24

38:24

Natalie Marcotullio, Head of Growth and Operations at Navattic, joins Tara Robertson, Head of Demand Gen at Chili Piper, to discuss the influence of B2B marketing teams on buyers. Natalie challenges the idea that marketers have complete control over the buyer's journey and emphasizes the importance of understanding how buyers actually make purchasi…

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Episode 84: Building the Revenue Engine for Sales with Jakub Hon, the CEO and Co-Founder at SALESDOCk 35:27

1y ago35:27

35:27

Having a strong sales infrastructure is critical to building the revenue engine. But determining what you need at different stages of growth can be difficult. In this episode of The Revenue Engine podcast, Jakub Hon, the CEO and Co-Founder at SALESDOCk, shares his recommendations for turning opportunities into business by having the right sales dep…

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Trust Calling with The Cold Call CEO Ryan Pereus #042 55:15

1y ago55:15

55:15

In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection. The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing i…

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How To Nail Your First Quarter in a New Marketing Role with Grant Duncan from HST Pathways 37:54

1y ago37:54

37:54

Grant Duncan, VP Marketing at HST Pathways, joins Tara Robertson on Demand Gen Chat to discuss the importance of keeping the top-level menu on landing pages, the use of AI in marketing, and his checklist of metrics for starting a new marketing role. Grant emphasizes the need for a buyer-friendly landing page experience and highlights the potential …

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The Win-Loss Maturity Curve and Buyer-Centric Win-Loss Data with Andrew Peterson #041 47:34

1y ago47:34

47:34

In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data t…

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How GTM Teams Should Be Using AI with Jen Allen-Knuth from Lavender.ai 31:44

1+ y ago31:44

31:44

Jen Allen Knuth, Community Growth at Lavender, joins Tara Robertson, Head of Demand Gen at Chili Piper, to discuss the power of community in marketing and sales. Jen shares her hot take on the current trend of creating communities just for the sake of having one, emphasizing the importance of listening and observing to identify unmet needs. She als…

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Lessons from Seventeen Years of Sales Consulting and Advising Over 7,500 Clients with James Rores #040 51:31

1+ y ago51:31

51:31

James Rores is the Founder and CEO of Floriss Group. In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares …

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What You Need to Know Before Starting ABM with Jodi Cerretani from RollWorks 51:15

1+ y ago51:15

51:15

Jodi Cerretani, VP of Revenue Marketing at RollWorks, challenges the notion that the MQL is dead. She believes that the MQL is still important and that marketers have an obligation to drive higher quality MQLs with a Fit-focused approach. Jodi shares how her team defines MQLs and the signals they use to pass leads to sales. She also discusses the i…

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Igniting the Revenue Engine with Jonathan J. Mentor, CEO and Founder at Successment 45:38

1+ y ago45:38

45:38

Driving revenue is a bit of art and a bit of science. The more science - meaning data and insights, but also repeatable, proven processes - the more likelihood of success. In this episode of The Revenue Engine podcast, Jonathan J. Mentor, the CEO and Founder of Successment, shares his proven method of RevOps Science that helps B2B startups ignite r…

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Cracking the Cold Call Code and Unleashing Sales Success with Dan Jourdan #039 45:08

1+ y ago45:08

45:08

In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching, and advice on cold call openers and incorporating humor…

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How LinkedIn's Marketing Team Uses LinkedIn with Alex Rynne from LinkedIn 43:48

1+ y ago43:48

43:48

Alex Rynne, the leader of global content and social strategy for LinkedIn Marketing Solutions, joins Tara Robertson on Demand Gen Chat to discuss the power of creativity in B2B marketing. They debunk the myth that B2B marketing is boring and share insights from LinkedIn's research on the growing importance of creative campaigns in the B2B space. Th…

1
Driving Revenue with Marketing - with Jessica Gilmartin, CMO at Calendly 31:33

1+ y ago31:33

31:33

The role of Marketing in driving revenue has changed significantly. In this episode of the Revenue Engine Podcast, Jessica Gilmartin, the Chief Marketing Officer at Calendly, shares how to be a successful Marketing leader by cutting through the noise, marketing for both product-led and sales-led GTM motions, and always being in lock step with Sales…

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Sales Consulting Chronicles: From Fixer to Founder with Jason Pearl #038 58:53

1+ y ago58:53

58:53

In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients. Discover how Jason earned the…

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How B2B Marketers Can Create Hype Cycles with Emir Atli from HockeyStack 36:48

1+ y ago36:48

36:48

In this episode of Demand Gen Chat, Emir Atlı, Co-Founder and CRO at HockeyStack joins Tara Robertson to talk about the amazing growth at HockeyStack has seen recently, mainly thanks to their LinkedIn presence. He shares how HockeyStack creates hype around their product by launching new features every two weeks and turning small additions into teas…

1
Using AI to Accelerate Your Team's Prospecting Workflow with Wissam Tabbara #037 1:01:33

1+ y ago1:01:33

1:01:33

Time Stamps: [1:40] The problem that Wissam is helping to solve with Truebase. [5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads. [13:00] Writing a hyper personalized email. [19:00] We discuss how many hours every week SDRs spend on resea…

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How To Use Gamification To Motivate Your Team and Increase Performance with Sindre Haaland #036 45:01

1+ y ago45:01

45:01

Sindre Haaland is the CEO and Founder of SalesScreen, the first gamification platform for sales teams. I first met Sindre at the Sales Development Conference hosted by Tenbound in Austin, TX and as a huge fan of using contests and gamification to motivate teams I knew I had to have him on the show. We start out by discussing ideas around goal setti…

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Generating Qualified Pipeline on Autopilot with Christian Kletzl, CEO and Co-Founder at UserGems 27:54

1+ y ago27:54

27:54

Pipeline generation is always top of mind. How do you generate a qualified pipeline? And how can you automate this? In this episode of The Revenue Engine Podcast, Christian Kletzl, the CEO and Co-Founder at UserGems, joins Rosalyn to discuss how to reduce pipeline anxiety by leveraging the right customer data to put pipeline generation on autopilot…

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Partner with RevOps To Exceed Your Growth Targets with Rosalyn Santa Elena at The RevOps Collective 27:56

1+ y ago27:56

27:56

In this episode of Demand Gen Chat, Rosalyn Santa Elena, Founder and CRO at The RevOps Collective shares her insights on how working closely with RevOps can be key for marketers to succeed, especially in tough times. Rosalyn talks about the rise of revenue operations as a function and how it is being talked about more in a marketing sense. She reco…

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Fostering a Sales Environment Where Everyday Each Rep Can Bring Their Best with Damon McLean #035 54:49

1+ y ago54:49

54:49

Damon McLean is the Head of Sales Development at Assembled, a workforce and vendor management platform whose mission it is to create a support operations platform that helps companies maintain exceptional customer experiences. I’ve known Damon for several years and had the opportunity to work alongside him and see first hand how he works with teams…

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Why Working Cross-Functionally is Crucial in 'Squeeze Times' 48:14

1+ y ago48:14

48:14

Amber Bogie from Reachdesk dives into the reality of B2B marketing and how it can be challenging during times when budgets and headcounts are tight. She believes that navigating these challenges can actually enhance marketers' skills, emphasizing the need for close collaboration with CFOs. Amber also discusses direct mail trends and an effective ou…

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Generating Better Pipeline With New Innovative Approaches to Demand Gen with Ollie Whitfield #034 47:18

1+ y ago47:18

47:18

Ollie Whitfield Leads Demand Gen at VanillaSoft where he’s been for nearly 3-years and crushing it every quarter. In addition to his work with VanillaSoft he also Co-hosts The 0 to 5 Million Podcast. I’ve been a fan of Ollie’s content for years and had to bring him on to talk to us about what really works in 2023 in terms of Demand Generation and G…

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Legendary Sales Development Leadership with James Barton #033 56:52

1+ y ago56:52

56:52

James Barton is a seasoned Sales Development leader with over 13 years of managing SDR teams big and small. Currently he is the Head of Sales Development at Venafi, a world-class cyber-security company dedicated to protecting and managing machine identities. In this episode, we talk about what it’s like leading Sales Development at very large enter…

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How To Prepare To Sell Your Business And Have a Strong Exit with Christine McDannell #032 39:20

1+ y ago39:20

39:20

Christine McDannell is the proud Founder of The Magnolia Firm, an international M&A and business brokerage firm. Before starting Magnolia and helping companies buy and sell their businesses, she spent over 20 years building and selling her own companies. In this episode, Christine provides incredible advice for any founders or future founders out t…

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Powering the Revenue Engine with Effective Lead Generation with Michael Maximoff, Co-Founder and Managing Partner at Belkins 45:17

1+ y ago45:17

45:17

Lead generation. More leads. Better leads. Quality leads. Businesses want to generate more leads and book more quality appointments. But how? In this episode of the Revenue Engine podcast, Michael Maximoff, the Co-Founder and Managing Partner at Belkins, shares his experience and insights that helped make Belkins an award-winning full-scale agency,…

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How To Run a Successful B2B Paid Ad Program in 2023 with Silvio Perez from AdConversion 49:11

1+ y ago49:11

49:11

Silvio Perez, the founder of AdConversion, shares his perspective on what it takes to run a successful B2B paid ad program in 2023 with Tara Robertson on this episode of Demand Gen Chat. Silvio also shares valuable insights on Google’s shift away from third-party cookies in 2024 and the impact of remarketing audiences, suggesting that it is equally…

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The Role of Evangelism In Your Growth Strategy with Amelia Taylor #031 55:49

1+ y ago55:49

55:49

Amelia Taylor Heads up Evangelism for Regie.ai and in this episode she helps us understand how companies can leverage the role of Evangelist to fuel their community-based growth strategy. She also goes into detail on how one might pursue a path into corporate evangelism. #salesconsultantpodcast #evangelism #salescommunities #ai #chatgpt4 Time Stamp…

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How To Out Care Your Competition By Developing Your Emotional Intelligence with Phil Johnson #030 53:08

1+ y ago53:08

53:08

Phil Johnson is the Founder & CEO of Master of Business Leadership Program where he has been helping executives as a leadership coach for over 20 years. In this episode we talk about the power of emotional intelligence (EQ) and how it has a greater ROI in generating revenue than IQ. We talk about “How To Out Care Your Competition By Developing Your…

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