Bradley Hardy, Managing Director at Citizens Bank, talks about the the significance of cross-selling to top and bottom lines and his approach to doing it successfully. Brad shares that a strong customer relationship is the foundation for cross-selling and explains his process for introducing new products and experts to his clients. Brad also shares how he balances his sales activities so he has a consistent and reliable pipeline instead of feast or famine periods.    Bradley's Revenue Rules: Cross selling requires a strong customer relationship You need to balance your sales activities   Follow Bradley on LinkedIn: https://www.linkedin.com/in/bradley-a-hardy/   Where you can listen: Spotify: https://open.spotify.com/episode/0Snb6VMtRJYSWxn0vOPk6F?si=55c51b4655354ef7 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000671433800 YouTube: https://youtu.be/HO9uSw1XjVQ

On this episode we discuss all things Go-To-Market (GTM) strategy because if you don't get this right companies struggle to grow. We discuss what is GTM, why it is critical to have GTM alignment, and why most companies get it wrong. We are joined by marketing expert Margaret Irons, founder of Salt and Butter Marketing, and sales expert Brian Shay, founder of Lucrum Partners. This episode is also historic for 2 reasons: it is our first episode with 2 guests and Margaret is the first repeat guest!   Their revenue rules: Your go to-market strategy needs to be aligned Map your new customer journey   Follow them on LinkedIn: Margaret: https://www.linkedin.com/in/margaretirons/overlay/photo/ Brian: https://www.linkedin.com/in/salesskills/   Where you can listen: Spotify: https://open.spotify.com/episode/17gufdaFklO2MGOdBpcSJF?si=67624d4ac17a49cb iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000669038792 YouTube: https://youtu.be/SMrK2TYJpLo

We are joined by Sondra Imperative, most recently the Vice President of Brand Strategy and Marketing at Blue Cross Blue Shield Association and currently the founder of Persistent Courage. Sandra shares her unique insights into effective leadership, emphasizing the importance of putting people first—employees, customers, and suppliers—to drive profits. She also encourages leaders to get out and talk to customers, staff, and teammates to show you generally care about them and understand what improvements or issues they see inside the business.    Sandra's Revenue Rules: People equals profits. Leaders need to have the persistent courage to get up and get out.   Follow Sandra on LinkedIn: https://www.linkedin.com/in/sondraimperati/   Where you can listen: Spotify: https://open.spotify.com/episode/4GDj9vY8741i95nzvyZn9T?si=25313c1841ff4a25 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000666014298 YouTube: https://youtu.be/w6DSKl-ys0g

We sat down with Alex Pacak, Associate Director of Sales Enablement for Soft-serve Americas. Alex shares his personal story of how he navigated the tough days he experienced early in his sales career (including his failures), how he learned to overcome them, and how he found his way into Sales Enablement. His story includes being adopted and how his family shaped him and gave him the grit to overcome obstacles. This is a must listen for all growth leaders. You will be encouraged!   Alex's Revenue Rules: Embrace Failure--its is critical for your personal growth Know Your Why--it will get you through the tough days   Follow Alex on LinkedIn: https://www.linkedin.com/in/alexpacak/   Where you can listen: Spotify: https://open.spotify.com/episode/3pNlS8lY8vwPkJ72PzwUDW?si=32c0a262692242a9 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000663835711 YouTube: https://youtu.be/rG-LFLCr3n8

We sat down with Ruchir Nath, Director of Global Sales Strategy and Operations at Dell, to discuss his job as a sales fixer. He gets assigned to business units and product teams that are not hitting their sales targets to help leadership figure out the problems and get the revenue back on track.  Ruchir shares his invaluable insights on identifying and solving sales performance issues, navigating complex organizational structures, and driving operational excellence.   Ruchir’s Revenue Rules: Fight the problem, not the people. Operational excellence dictates growth.   Follow Ruchir on LinkedIn: https://www.linkedin.com/in/ruchirnath/   Where you can listen: Spotify: https://open.spotify.com/episode/5giPKCPvDE5bP68OFiejag?si=d0382113a10b48c8 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000661690017 YouTube: https://youtu.be/eba3oB-JJWI

On the latest episode we’re joined by Paul Wright, the Vice President of Sales Enablement at Acosta Group. Paul shares his insights on sales enablement and the importance of making a seller's job easy. Paul is passionate about making sure sales executives are knowledgeable and informed. And to do that sales execs have to be taught, not trained. Training is for animals, not people!   Paul's Revenue Rules: You don't train salespeople, you teach them. The sales rep is not the hero of the story, the client is.   Follow Paul on LinkedIn: https://www.linkedin.com/in/pnwright   Where you can listen: Spotify:  iTunes:  YouTube: https://youtu.be/_-vKmlnR6e0

On the latest episode we’re joined by Meenu Popli, the Director of Field Marketing for Storage in North America at Dell. Meenu shares that having an entrepreneurial mindset is the foundation for growth because it helps leaders be honest about the business' strengths & weaknesses (including themselves), listen to all stakeholders, and be able to make changes quickly.   Meenu’s Revenue Rules Operate with an entrepreneurial spirit Hire based on character, then build the skillset.   Follow Meenu on LinkedIn: https://www.linkedin.com/in/meenu-popli-98846117/   Where you can listen: Spotify: https://open.spotify.com/episode/5IdH2YYYOGOexuBH5XaTmW?si=85a6494ca43e4c75 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000651257828 YouTube: https://www.youtube.com/watch?v=bl-TEdah9EA

This conversation with Sanjay Verma will challenge every growth leader's thinking. Sanjay is the Managing Director at Alix Partners and the Global Leader of the Digital Innovation Practice. Sanjay shares his experience driving performance improvement and digital innovation at Alix Partners, helping clients navigate disruptions, improve performance, and identify new markets and revenue streams. His first revenue rule: Be 10x better than competitors to create lasting impact in the market.   Sanjay’s Revenue Rules: Be 10x better than the competition Only the paranoid survive.   Follow Sanjay on LinkedIn: https://www.linkedin.com/in/sanjayvermaiitk   Where you can listen: Spotify: https://open.spotify.com/episode/0YVgfFTo8fZwgnuSOM8XAS?si=4319ac0f5ff34c81 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000648395325 YouTube: https://youtu.be/sGj-wEyRGoo  

Aakash Shirodkar, the Practice Leader for Data and AI at Hexaware, challenges conventional beliefs that the customer is King. Instead Askash places value creation at the core with the customer a key stakeholder in that journey. He also provides a detailed, step-by-step process for how he does account planning to grow existing customers. This is rich and a must listen!   Aakash's Revenue Rules: Value creation is king, not the customer Account planning is the greatest hygiene in life   Follow Aakash on LinkedIn: https://www.linkedin.com/in/aakashshirodkar/   Where you can listen: Spotify: https://open.spotify.com/episode/3Cd9RiM23dgOVTfaXARQyG?si=2eeab31983b445f1 iTunes: https://podcasts.apple.com/us/podcast/the-revenue-hustle/id1538449270?i=1000642830436 YouTube: https://www.youtube.com/watch?v=qleyConUpQc

In this episode we are joined by Patrick Hogan, a Managing Director at CTG overseeing the America's Alliances and Channels. Patrick shares insights for driving revenue from alliances and partnerships. Many execs believe channel partnerships are the answer for easy growth but that isn't the case. Patrick shares lessons for growing channel revenue he has learned through first hand experience. He also shares how his background in aerospace engineering helps him be a better growth leader.    Patrick's Revenue Rules: Understand the behaviors and motivators behind the sales ecosystem Defining, designing and delivery of a tactical process is paramount for revenue growth Follow Patrick on LinkedIn: https://www.linkedin.com/in/patrick-hogan-0284754/   Where you can listen: iTunes: https://podcasts.apple.com/us/podcast/navigating-the-transition-to-sales-leadership-the/id1538449270?i=1000636731291 Spotify: https://open.spotify.com/episode/4J2xxPj0To2ms8yxLPdmmh?si=b88c4203418d4d01 Youtube: https://youtu.be/PgKURztjWdM

In this episode, we sit down with Barbara Pawar, the VP of Sales and Go-To-Market Lead for the U.S. Northeast at Avanade, an Accenture-owned company specializing in supporting the Microsoft ecosystem.   Barbara has a wealth of experience, having navigated the sales landscape from a Series D startup to the corporate giants like Amazon and Bloomberg. Barbara shares how to navigate the transition from AE to sales leadership using her own experiences and lessons learned. One important lesson for new sales managers is the importance of a business mindset.   Barbara's Revenue Rules: Transitioning from sales rep to sales manager requires a business mindset. To be successful in closing a deal, you have to align to the business priority. Follow Barbara on LinkedIn: https://www.linkedin.com/in/barbaramerolapawar/   Where you can listen: iTunes: https://podcasts.apple.com/us/podcast/navigating-the-transition-to-sales-leadership-the/id1538449270?i=1000636731291 Spotify:https://open.spotify.com/episode/6kR0lNiZwgFk4MobOTKO7F?si=8cc24c3e21624c1f Youtube: https://youtu.be/XrBuHXxeoyE

The CEO of UniQual Partners, Anand Seshadri, takes us through his growth journey from leading growth strategies insides the Fortune 500 to establishing his boutique management consulting firm. Anand shares that teams that know WHY their work matters drives growth and higher performance.    Anand’s Revenue Rules: Your people should know why they’re doing what they’re doing. Focus on the inside out rather than the outside in.   Follow Anand on LinkedIn: https://www.linkedin.com/in/seshadrianand/   References mentioned in the episode "Drive:The Surprising Truth About What Motivates Us" -  Drive | Daniel H. Pink (danpink.com) HBR publication - "The Culture Factor" - The Culture Factor (hbr.org)   Where you can listen: iTunes: https://podcasts.apple.com/us/podcast/understanding-why-drives-growth-and-financial/id1538449270?i=1000629657406 Spotify: https://open.spotify.com/episode/0aiBNbRLGIobXN5QwyeylG?si=21a6d4b7551b4e07 Youtube: https://youtu.be/qPox3MpfXGA

In this episode, we are joined by Cole Mayer, Regional Sales Director at Navisite. Cole discusses an often overlooked but critical aspect of enterprise sales--professional services. He sheds light on the profound value from services, with interesting anecdotes from his past, transforming the fears and apprehensions of many software sellers into a newfound appreciation and understanding for how services create champions. Cole's Revenue Rules: Professional Services breed authentic relationships. Mindset & attitude are the building blocks of success in sales. Follow Cole on LinkedIn: https://www.linkedin.com/in/cole-mayer-89104662/   Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/professional-services-breed-authentic-relationships/id1538449270?i=1000621674270 Spotify:https://open.spotify.com/episode/11HA8GrEQ8LO66rwhs3HOn?si=2d75953f40c44a18 Youtube: https://youtu.be/V0khU27OI7I

We’re joined by Francois-Xavier Reodo, CMO North America of Capgemini Invent. In this segment, FX shares that storytelling fuels the soul of an organization by more easily communicating who we are, what we stand for, and how we present ourselves in the marketplace. Stories are a natural and easy way to understand an organization for both internal and external stakeholders, which is critical in today's noisy environment. FX’s Revenue Rules: Storytelling fuels the soul of an organization. Always put your customer first.  Follow FX on LinkedIn: https://www.linkedin.com/in/reodofx/ Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/storytelling-fuels-the-soul-of-an/id1538449270?i=1000613125567 Spotify:https://open.spotify.com/episode/0LTQ2rZgdlTse6mH8bW6qH?si=da2b0ff234664c42 Youtube: https://youtu.be/-CUXZiC4zpA

In this latest episode, we're joined by Stephen D'Angelo, Partner in the Next Gen Sales practice at Boston Consulting Group. Stephen is also a former CRO, CEO, and VP of Sales.   Stephen helps companies transform their sales organizations and their go-to-market. Stephen emphasizes the importance of understanding the specific behaviors and skills that make a sales rep an A player, and how an A player in one organization doesn't guarantee they will be an A player in another. By defining success DNA, sales leaders can create the ideal account executive profile and set their teams up for success.   Stephen's Revenue Rules: Sales leaders must define the success DNA of their sales reps. Sales reps that win most often pick the right deals.    Follow Stephen on LinkedIn: https://www.linkedin.com/in/stephendangelo/   Stephen's Book (discussed in episode) A Single Day of Peace   Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/define-the-success-dna-of-your-sales-team-the/id1538449270?i=1000606456247 Spotify:https://open.spotify.com/episode/6ij5I9f8DRIQ8dYvD6jZnh?si=7e54e09c9c3a41ef YouTube: https://youtu.be/1QCdLBo8wJw

In this latest episode, we’re joined by Jaime Konzelman, the VP of Sales in North America and Canada for Unisys. Jaime shares her unique career journey and discusses her first revenue rule, which is that sellers who embody sales as service completely transform the buyer-seller relationship. Tune in to hear Jaime's thoughts on servant leadership in sales and how to build lasting relationships with customers. Jaime's Revenue Rules: Sellers who embody sales as a service completely transform the buyer seller relationship. Hustle and heart will set you apart. Follow Jaime on LinkedIn: https://www.linkedin.com/in/jkonzelman/ Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/transforming-the-buyer-seller-relationship-the/id1538449270?i=1000594777006 Spotify:https://open.spotify.com/episode/1cpF51Tl66eHdcfTtCDOoY?si=d234eb157a6a4ea8 YouTube: https://youtu.be/b3VdVWRx1bw Jaime's Book: Dealmaker: Finding Myself Behind the Closed Doors of America's Greatest Strip Clubs https://www.amazon.com/dp/B0B49B6W1C?ref_=pe_3052080_276849420

In this latest episode, we’re joined by Madi Rawlins, VP of Customer Success at Cyderes.  Madi has 26+ years of B2B experience in customer facing leadership roles with the past 13 years in cyber security. Madi is passionate about serving customers well and using customer insights to drive revenue growth.   Madi’s Revenue Rules:  Operationalize the customer voice. Renewals is a long game. Follow Madi on LinkedIn: https://www.linkedin.com/in/madirawlins/.   Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/operationalize-the-customer-voice-the-revenue-hustle/id1538449270?i=1000592427267 Spotify:https://open.spotify.com/episode/063wkQenMV3UIcsyIgOHuI?si=cd1b89b2a0fe4d6a YouTube: https://youtu.be/F1m9oytRkzg

In this latest episode, we’re joined by David Karp, VP of Customer Success at DISQO. In this episode, David reminds us that customers are people too. They are trying to look good in front of their boss, they want to help their colleagues, they want to get promoted….they also want to go home in time to have a meal with their family. David attributes much of his success to remembering customers are regular people and then helping them achieve their goals.    David’s Revenue Rules: Customers are people just like us.  The way to think about team is outside in, not inside out.   Follow David on LinkedIn: https://www.linkedin.com/in/davidalankarp   Where you can listen: iTunes: https://podcasts.apple.com/us/podcast/customers-are-people-too-the-revenue-hustle-25-david-karp/id1538449270?i=1000589386963 Spotify:https://open.spotify.com/episode/3uVWWWy5sbFLo67HDxasVy?si=ffac34d86ab44ad9 YouTube: https://youtu.be/DhjjfkXatQM  

In this latest episode, we’re joined by Subha Shrinivasan, VP of Customer Success at Rakuten Symphony.   How much do you REALLY care about your customers and their success? Shuba explains that your company's growth is directionally proportional to how much you care for your customers.  What does it mean to 'care' and what does it look like? How do you get your CS team to care? Shuba answers these questions and many more!   Subha’s Revenue Rules: Growth is proportional to how much you care about your customers. Invest in yourself to become a subject matter expert so that your company & customers can benefit   Follow Subha on LinkedIn: https://www.linkedin.com/in/shubha-vijay/   Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/care-for-your-customers-the-revenue-hustle-24-subha/id1538449270?i=1000587762867 Spotify:https://open.spotify.com/episode/1kSAW6BnBh45xzHXBozlOA?si=0e06a412718d477e YouTube: https://www.youtube.com/watch?v=lYo2Xoc_V_k  

In this latest episode of the Revenue Hustle, we’re joined by Rhodette Zuniga, the Director of Customer Success at Demandbase. New customers that just bought have high expectations so customer success teams responsible for their on-boarding have to properly manage their expectations! Customers want to solve all of their problems overnight, which is typically faster than their own organizations can move. Rhodette shares her framework & process for managing her customer's expectations to ensure great experiences.   Rhodette's Revenue Rules: Don’t bite off more than you can chew. Complex problems don't always require complex solutions.    Follow Rhodette on LinkedIn: https://www.linkedin.com/in/rhodettez/   Where you can listen: iTunes:https://podcasts.apple.com/us/podcast/managing-customer-expectations-the-revenue-hustle-23/id1538449270?i=1000585348440 Spotify: https://open.spotify.com/episode/1Oro6fxiBFcK5jqoIJg7Mo?si=e4413572e276448b YouTube: https://youtu.be/F8PEw5ias08