Revenue Rehab
Tegrita
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For Chief Marketing Officers and Chief Revenue Officers; transparent (and entertaining) conversations to develop collective solutions and takeaways to the biggest challenges faced by revenue teams.
Relax, Re-ignite, Re-evaluate, Re-build and Re-connect with Brandi Starr on Revenue Rehab; it’s like therapy, but for marketers.
Continue the conversation online using the hashtag #RevenueRehab and follow us on IG/Twitter @RevenueRehab.
Available episodes
Newest first
Oldest first
5 days ago
Personal Brand Building on LinkedIn: Option or Requirement + Tips for How
This week our host, Brandi Starr, is joined by Christopher Roche, CEO at Catalyst Consulting.
Chris Roche is the Founder and CEO of Catalyst Consulting, a full-service revenue and pipeline growth focused marketing agency. Catalyst specializes in partnering with B2B SAAS companies on both strategy and execution of demand generation.
In this week’s episode of Revenue Rehab, Brandi and Chris discuss the pros, cons, and everything in-between when it comes to Personal Brand Building on LinkedIn: Option or Requirement + Tips for How.
Links:
Get in touch with Christopher Roche on:
* LinkedIn
* TikTok
* Catalyst Consulting
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Mar 8, 2023
Building Trust: 3 Ways to Gain More Credibility With the C-suite
This week our host Brandi Starr is joined by Stacey Danheiser, the Founder and CMO at Shake Marketing Group.
Stacey Danheiser is a seasoned marketing executive specializing in building go-to-market strategies and high-performing marketing teams for scaling b2b organizations. Helping to transform over two dozen B2B enterprises from product pushers to customer-value led organizations, Stacey’s approach to grow revenue and profits through targeted, cohesive marketing and sales has led her clients to achieve 118% year over year revenue growth, Inc 5000 listings, over $200 million in closed sales, 90% marketing team retention, customer ‘sweet spot’ growth of 207% year over year.
Stacey runs Soar Marketing Society, a B2B marketing community & mentorship program to help B2B marketers build more credibility with the C-suite. Through customized guidance and training, she helps her students learn how to build customer-focused strategies that drive results. Stacey has also appeared as a guest speaker at various in-person and virtual events led by the Business Marketing Association, University of Colorado LEEDS alumni, Hays, Jack Welch Management Institute, and >30 marketing and business podcasts.
As co-author of two marketing books covering marketing and sales alignment, customer value propositions, and how to develop high-performing marketing teams, Stacey has further contributed her advice to Forrester Research and has written numerous articles for The Journal of Sales Transformation and the ISMM publication Winning Edge.
In this week’s episode of Revenue Rehab, join Brandi and Stacey on the couch as they guide CMOs to greater success through their discussion on Building Trust: 3 Ways to Gain More Credibility With the C-suite.
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Mar 1, 2023
Sales Management Misconceptions: Why the Most Popular Techniques Don't Work
This week our host Brandi Starr is joined by Rene Zamora, Part-Time Sales Management Consultant at Sales Manager Now.
Rene is one of the original Fractional Sales Managers, founding Sales Manager Now in 2006 after a 25-year corporate career in sales and sales management. In 2018 he authored Part-Time Sales Management, a guide written for small business owners who manage their sales teams. He has consultants working for him, his business is growing, and he loves to give and share.
In this week’s episode of Revenue Rehab, on the couch Brandi and Rene dig into Sales Management Misconceptions: Why the Most Popular Techniques Don't Work.
Links:
Get in touch with Rene Zamora on:
* LinkedIn
* Twitter
* YouTube
* Sales Manager Now
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Feb 22, 2023
The #1 Reason CMOs Get Fired: Lack of Alignment With Their CEO
This week our host Brandi Starr is joined by Kip Knight, author, coach, and Operating Partner at CMO Coaches, a national coaching network for marketing leaders.
Kip is also an Operating Partner at Thomvest, a $500 million VC fund based in the Bay Area Kip, a Board member at Netbase Quid, a leading consumer analytics company, and a Senior Advisor with Drake Star Partners, an investment bank specializing in the technology and communication sectors.
Kip has worked in over 60 countries, starting his career at P&G in brand management. He has held numerous senior executive roles at PepsiCo, YUM Brands, eBay, and H&R Block, including CMO at Taco Bell and president of H&R Block.
He is founder of the U.S. Marketing Communication College, dedicated to teaching communication strategy to diplomats in the State Department. Kip is the co-author of Crafting Persuasion: A Leader’s Handbook to Change Minds and Influence Behavior and author of Learn to Leap: How Leaders Turn Risk into Opportunities. Kip earned his B.S. degree from LSU in marketing and his MBA from the University of Cincinnati.
In this week’s episode of Revenue Rehab, on the couch, Brandi and Kip dig into a topic sure to interest both current CMOs and marketers looking to step into the role; The #1 Reason CMOs Get Fired: Lack of alignment with their CEO. Links:
* Get in touch with Kip Knight on:
* LinkedIn
* Twitter
* CMO Coaches
* Wish you took more chance with your life and career? Check out the book “Learn to Leap: How Leaders Turn Risk Into Opportunity” on Amazon.
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Feb 15, 2023
Brand Positioning: Achieving Growth, Even with Non-Mission Critical Offerings
This week our host Brandi Starr is joined by Brendan Dell, Messaging Expert & Tech Executive at Brendan Dell.
A positioning and messaging expert to top technology brands, Brendan’s clients include Expedia, ADP, HP, YC and 99 Start Ups portfolio companies, and many others. His book the 12 Immutable Laws of High-Impact Messaging shares rules for standing out in crowded markets.
Brendan’s new course, $1B Pitch, examines the 8 elements of $1B pitches. His podcast Billion Dollar Tech reaches founders, executives, Venture Capitalists and Private Equity investors globally.
In this week’s episode of Revenue Rehab, on the couch, Brandi and Brendan tackle the critical issue of Brand Positioning: Achieving Growth, Even with Non-Mission Critical Offerings. Links:
Get in touch with Brendan Dell on:
* LinkedIn
* Instagram
* Brendan Dell
* Billion Dollar Tech Podcast
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Feb 8, 2023
In-House vs Outsourced: The Debate
This week our host Brandi Starr is joined by B2B marketing leader, Adi B. Reske.
Adi has many years of experience as a B2B marketing leader, she is an entrepreneur with a love of coffee and traveling and is an aspiring birthday cake baker living in Boston, MA.
In this week’s episode of Revenue Rehab, join Brandi and Adi on the couch as they discuss a hot topic in marketing; In-House vs Outsourced: The Debate. Links:
Get in touch with Adi B. Reske on:
* LinkedIn
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Feb 1, 2023
The Modern Marketing Playbook: Advice for Early-Stage Tech Start-ups
This week our host, Brandi Starr, is joined by Joseph Reynoso, founder and CEO at Tierra Nueva Interactive.
Joe is a sustainable growth advisor with 12 years of integrated experience designing, activating, measuring, and optimizing go-to-market strategies for early & mid-stage tech companies. A B2B Demand Generation Strategy firm, Tierra Nueva Interactive is focused on helping SAAS founders and their teams reduce waste, increase pipe, and accelerate sales velocity in more customer-centric way.
In this week’s episode of Revenue Rehab, and likely of particular interest to early-stage SaaS tech heads of marketing, listen as Brandi and Joe dive into a valuable discussion on The Modern Marketing Playbook: Advice for Early-Stage Tech Start-ups. Links:
Get in touch with Joseph Reynoso on:
* LinkedIn
* Tierra Nueva Interactive
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Jan 25, 2023
Ad Privacy Legislation: What It Means, What It Doesn't, & Why There's No Need to Panic
This week our host, Brandi Starr, is joined by Gary Kibel, a partner at law firm Davis+Gilbert LLP in New York City, in the Digital Media, Technology & Privacy Practice Group.
Gary is a Certified Information Privacy Professional (CIPP) and a member of the Publications Advisory Board of the International Association of Privacy Professionals (IAPP). He advises ad tech companies, advertising agencies, publishers, brands, and other commercial entities regarding transactions for interactive media, behavioural advertising, social media, programmatic media buying, affiliate marketing, data collection and usage, and other emerging products and services regarding a wide range of issues, including digital media and privacy issues, insertion orders, leveraging data, advertising issues, privacy disclosures, contractual obligations, security breaches, and compliance with a wide variety of privacy laws and self-regulatory obligations. Gary also serves as General Counsel to the Performance Marketing Association.
Davis+Gilbert, a full-service law firm, is recognized as one of the premier law firms in the United States representing the marketing communications industry for over 110 years. The firm is an associate member of the Interactive Advertising Bureau (IAB).
In this week’s very timely episode of Revenue Rehab, Brandi and Gary shed much needed light on Ad Privacy Legislation: What It Means, What It Doesn't, & Why There's No Need to Panic. Links:
Get in touch with Gary Kibel on:
* LinkedIn
* Twitter
* Davis+Gilbert LLP
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Jan 18, 2023
My Journey with David Meyer: Starting From 6 People in a Livingroom
This week our host Brandi Starr is joined by David Meyer, Managing Director SD Services / Chief Revenue Officer at Clarify.
As a co-founder of Clarify, David has been intimately involved in every aspect of growing the business from 6 people in a living room to the 180 people they are today.
Clarify services global and scale-up technology companies to help create sustainable revenue growth through the provision of Sales, Marketing and Talent consulting and services.
David’s experience in selling and leading sales teams working with high value technology ($100,000s to $10s of millions) into Enterprise Commercial, Central Government as well as SMB has translated into a breadth of sales experience that could not have been gained anywhere else.
As a huge believer in the power of helping others, David is immensely proud to serve in his role as a Trustee for the Clarify Foundation. Since its formation the Foundation has raised over £150,000, every penny of which has been spent directly on projects in Uganda supporting the local community.
In this week’s episode, the third installment of Revenue Rehab’s My Journey series, on the couch Brandi and David discuss his path to co-founding Clarify in My Journey with David Meyer: Starting from 6 people in a Livingroom. Links:
Get in touch with David Meyer on:
* LinkedIn
* Clarify
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Jan 11, 2023
Kickstarting Lead Flow: Strategies and Tactics to Becoming a Content Machine
This week our host, Brandi Starr, is joined by Carly J. Cais, Founder & CEO at RevvSpark.
Carly is an expert in streamlining B2B technology companies to ignite rapid growth. One of her most effective strategies in achieving this is her 5-step process which focuses on Sales, Positioning, Acquisition & Assessment, Responsibility, and Kickstarting Lead Flow.
She helps SaaS companies gain market traction, build inbound, increase closing, fill the pipeline, and scale, specializing in companies in the Startup to Scaleup phase (Seed - Series B), below $25M in revenue.
As a speaker, Carly has spoken on a variety of topics related to technology, start-ups, business, & marketing, and she is a PDX Women in Technology mentor and volunteer.
In this week’s episode of Revenue Rehab, on the couch Brandi and Carly tackle Kickstarting Lead Flow: Strategies and Tactics to Becoming a Content Machine. Links:
Get in touch with Carly J. Cais on:
* LinkedIn
* Facebook
* The Conversion Content System (freebie for listeners!)
* RevvSpark
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
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Jan 4, 2023
Influencer Marketing: Leveraging Leaders & Advocates to Drive Demand
This week our host, Brandi Starr, is joined by Dan Dillon, Chief Marketing Officer at Reveal Mobile.
Dan is responsible for all aspects of Reveal Mobile's marketing strategy, execution and measurement centered on generating qualified demand, sales pipeline and MRR. He has nearly 20 years of software marketing experience with expertise in marketing and sales alignment, revenue marketing, positioning, and messaging, influencer marketing, content marketing, and PR.
In this week’s episode of Revenue Rehab, Brandi and Dan Dillon dive into the hot topic of Influencer Marketing, with an important distinction: B2B Influencers. Join us for our first episode of 2023: Influencer Marketing: Leveraging Leaders & Advocates to Drive Demand. Links:
Get in touch with Dan Dillon on:
* LinkedIn
* Reveal Mobile
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.li…
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Dec 14, 2022
Marketing & Sales Divide: Perspective from Both Sides
This week our host Brandi Starr is joined by Amelia Taylor, Strategic Sales & Lead Evangelist at regie.ai and Tara Pawlak, Head of Marketing at GetAccept.
Amelia is known as a daily challenger of the status quo, a devoted mother of 2, a former D1 athlete, and highly skilled in the art of sales communication. She specializes in content creation for modern GTM teams, meeting buyers where they ""live"", GTM strategies, strategic sales techniques, social revenue generation, brand building, and SDR coaching backed by EQ + IQ.
Tara is a B2B Marketing leader who has a passion for all things revenue & strategic marketing, with a special focus on demand generation, operations, and analytics. She currently leads the GetAccept US & EU marketing teams to grow demand by leveraging brand, demand gen strategies to create exciting buzz and trying out the latest marketing tech trends. In her spare time, Tara enjoys spending every minute with her husband, 3 kids and high energy labradoodle.
Be sure…
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Dec 7, 2022
My Journey Mike Simmons: An Uncommon Career Path to GTM Leadership
This week our host Brandi Starr is joined by Mike Simmons, Fractional (CRO) Sales & Success Leader at Catalyst Sale.
Mike has worked in high growth tech companies over the past 22+ years as an individual contributor and leader. With pivotal roles at UPS, SmartForce (acquired by SkillSoft), O’Reilly Media, and with clients such as Intel, Microsoft, MIT, the Walt Disney Company, Full Sail University, and a number of early-stage start-ups.
A coach, an enabler, and a leader who knows that legacy is built through developing better leaders, Mike’s work is built on a combination of processes, frameworks, methods, tools, & applied thinking. He helps business leaders and founders find clarity, stop second-guessing the work they do, and take the next logical step.
In this week’s episode, the second installment of Revenue Rehab’s my journey series, Brandi and Mike discuss his unusual path to the present in My Journey Mike Simmons: An Uncommon Career Path to GTM Leadership. Links:
Get…
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Nov 30, 2022
Gated vs Non-Gated Content: Taking Sides on the Issue
This week our host Brandi Starr is joined by Wendy White and Jaime Romero in a conversation centered around Gated vs Non-Gated Content: Taking Sides on the Issue. Wendy is the CMO at Daxko and Jaime is the Vice President of Corporate Marketing at Fortinet.
With an agile mindset of a start-up CMO combined with the broad operational, financial depth of a F100 executive, and as a high-tech marketing expert, Wendy White’s business acumen combined with her technical expertise is a 1 - 2 punch. She drives tangible business, revenue, and brand results, transforming and revitalizing teams, building marketing functions from the ground up, and leads through change.
A data driven and a people-centric marketing leader with a focus on business outcomes, Jaime Romero is currently Vice President of Corporate Marketing at Fortinet (FTNT) driving brand and demand. With over 15 years of marketing experience, he builds high performing marketing teams and is constantly on the lookout for great talent.…
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Nov 23, 2022
My Journey with Tyler Shields: Analyst, Investor, CMO
This week our host Brandi Starr is joined by Tyler Shields, CMO at JupiterOne.
Tyler advises, guides, and operates high tech start-ups primarily in the B2B cyber security space. As a former market analyst, engineer, product manager, marketing leader, and partnership manager, Tyler builds and grows businesses – in all aspects. He is a board advisor or board member at multiple firms and an investment advisor for multiple venture capital and debt firms and his experience includes starting, leading, and growing companies including JupiterOne, CA Technologies, Sonatype, Signal Sciences, Veracode, Symantec, LURHQ, Secureworks, and @Stake.
As a well-known leader in entrepreneurship and innovation in the cyber security market, and having spoken at many major industry conferences, his expert commentary has been referenced online and in print by publishers such as Rolling Stone, Bloomberg, Forbes, Reuters, and the LA Times.
In this week’s episode, the first of Revenue Rehab’s my journey…
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Nov 16, 2022
Competitive Intel vs. Competitor Obsession: Striking the Right Balance
This week our host Brandi Starr is joined by Tiziana Barrow, Founder and CEO at Tilagia and Gerardo Dada, CMO at Catchpoint. On the couch Brandi, Tiziana and Gerardo will tackle Competitive Intel vs. Competitor Obsession.
Tiziana Barrow has spent the last 20+ years of her career in the B2B high tech Industry in key positions, including VP of Marketing, Principal Marketing Consultant, Director of Competitive & Market
Intelligence, and Analyst Relations. Passionate about building strategies, innovative campaigns, and the teams that thrive to deliver, Tiziana is very much a change agent marketer who finds satisfaction in producing high quality results. She has also been part of building and growing start-up companies, including Symantec, the industry’s most popular antivirus software provider and Eloqua—prior to the Oracle acquisition—a marketing automation platform.
Gerardo Dada has over 20 years of experience in technology marketing and has been at the center of the Web, Mobile…
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Nov 9, 2022
Collaborative Not Cookie Cutter: A New Approach to Event Sponsorship
This week our host Brandi Starr is joined by Phil Stanley, Senior Strategist at InVision Communications.
Phil lives in the Boston area with his wife and has a son, 28 years old, and a daughter who is 25 years old. Phil is focused on the B2B space and is adept at listening and consulting with his clients to understand their aspirations, goals, and objectives to create unique experiences. Phil is responsible for translating market conditions into insights, recommendations, and positive outcomes for clients. He has worked with brands such as Splunk, ServiceNow, Intel, Nvidia, Microsoft and IBM.
In this week’s episode, Brandi, and Phil tackle event sponsorship. In their discussion, Phil expounds upon the value of event sponsorship, the need to understand objectives and the ROI of sponsoring events with a focus on being Collaborative Not Cookie Cutter, A New Approach to Event Sponsorship. Links:
Get in touch with Phil Stanley on:
* LinkedIn
* InVision Communications
Subscribe, li…
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Nov 2, 2022
CMO Exit: Securing a Coveted Board Seat
This week our host Brandi Starr is joined by Coco Brown and Sabrina Hannam. Coco is the Founder & CEO at Athena Alliance and Sabrina is the CEO & Board Chair at Boardswell. On the couch Brandi, Coco and Sabrina will tackle CMO Exit: Securing a Coveted Board Seat.
Athena Alliance has helped thousands of leaders grow and advance in their executive careers and has brought over 400 women to corporate boards from growth stage private companies to name brand public companies. And as the founder and CEO, Coco has personally worked with hundreds of top leaders, CEOs, and boards to evolve modern leadership. She’s served on ten commercial and non-profit boards and advisory boards, and has led two notable companies (Taos, acquired by IBM, and now Athena). She is part of Nasdaq's Governance Insights Council and is often called on to share guidance to the evolving focus and breadth of responsibility within the Modern Boardroom.
Boardswell is a B2B technology enabled marketplace start-up that le…
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Oct 26, 2022
Aligning with Sales: Listening, Saying No, and Creating a Positive Feedback Loop
This week our host, Brandi Starr, is joined by John Brezinsky, VP of Global Product Marketing for Searchmetrics.
A technology company, Searchmetrics helps enterprises increase revenue by leveraging insights from search data. John has also worked for some of the largest companies in the world, like Pearson, as well as feisty start-ups like FiscalNote. In that time, he has built product marketing teams and launched successful campaigns that drive business. John’s passions include messaging, competitive positioning, and saltwater aquariums.In this week’s episode, Brandi and John tackle the relationship between Marketing and Sales teams. In their discussion, they share the value that can be found in an improved collaboration and how marketers can better start Aligning with Sales: Listening, Saying No, and Creating a Positive Feedback Loop.
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Oct 19, 2022
Web3: What it Means for B2B Marketers
This week our host Brandi Starr is joined by Hana Jacover, the Chief Hype Officer & Coach at Hype House Consulting.
After 10+ successful years of building and executing marketing and marketing operations strategies for B2B Tech companies, Hana started seeing a critical pattern. Not around campaign performance or KPIs, the latest marketing jargon, tools, and technology...but around the people. This most essential pillar seemed to be experiencing burnout, imposter syndrome, hyper-productivity without desired results, lack of management training, and more. And the most impacted? The high performers who are giving their all and likely stepping into (or recently have) leadership roles. This gap drove Hana to re-evaluate how she could better serve the B2B marketing community and democratize coaching to address and close these critical gaps for the incoming C-level.
Hana shares that her goal is to make coaching accessible for everyone and use her experience to provide a balance between rol…
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Oct 12, 2022
Event Sponsorships: Value or Waste
This week our host Brandi Starr is joined by Elizabeth Irvine, the VP of Marketing for MarketMuse, where she drives the content, demand generation and sales enablement initiatives for the organization.
Elizabeth spent over eight years at TechTarget, five of which were in London where she built the site marketing department for the new European branch spanning four international markets and languages. She spent a year at Gartner, building an audience for their marketing-focused product as well as a year at an early-stage start-up, Code Ocean.
Elizabeth joined MarketMuse in 2018 as the first full-time marketer and built the marketing structure and automation from the ground up. Additionally, Elizabeth organized the marketing launch for MarketMuse’s first self-serve products, launched an affiliate program and regularly litters the company slack with corny quips and The Office gifs.In this week’s episode, Brandi and Elizabeth discuss the intricacies of Event Sponsorships. Touching on…
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Oct 5, 2022
Managing Through Rough Times: How to Lead with Vulnerability and Authenticity
This week our host Brandi Starr is joined by Max Stoddard, Chief of Staff at Tegrita.
Max is passionate about enabling growth and success and loves seeing anything run more smoothly and people achieve more because of her contribution. Throughout much of her career, at both start-ups and within established companies, Max has successfully flipped existing, outdated processes on their heads to streamline and add sanity to obsolete approaches. Max has mentored many colleagues and helped others build their careers.
In this week’s episode, on the couch, Brandi and fellow ‘Tegritan’ Max tackle Managing Through Rough Times. Join them for real talk on How to Lead with Vulnerability and Authenticity.
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Sep 28, 2022
Growth & Scaling: Achieving a Successful Exit as CMO
This week our host Brandi Starr is joined by Meagen Eisenberg, CMO of TripActions.
Meagen has spent over 20 years in high-tech, previously at MongoDB (Nasdaq: MDB) and on the board of G2, Terminus and Reactful. Before MongoDB, Meagen was VP of Demand Generation at DocuSign (Nasdaq: DOCU).
Named Top 25 for B2B Marketing Influencers, Meagen has advised over 30 tech companies such as Loom, Branch.io, CoreOS, and Productboard, 7 of which were acquired in the past few years. Meagen has an MBA from Yale SOM, and a B.S. degree in MIS and a minor in CSC from Cal Poly – SLO.In this week’s episode, Brandi and self-described builder, Meagen, tackle Growth & Scaling. With 17 successful exits since 2011 as an operator and advisor, including 3 IPOs and 14 mergers and acquisitions, CMOs will get the blueprint for Achieving a Successful Exit as CMO directly from a proven expert.
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Sep 21, 2022
Growth is a Holistic Objective: Measuring Success Across the Revenue Cycle
This week our host Brandi Starr is joined by Duane Dufault, Head of Revenue at SellingSaas & 1build.
Duane is a college dropout, construction worker who made a complete shift in his life over a decade ago so he could be home for his kids.
He’s sold just about everything from newspapers, toilets and flooring, printers door to door, to SMB Saas and mid-market, all the way up to fortune 100 Enterprise Software. You name it, Duane has sold it, sold into, or helped someone else sell it.In this weeks’ episode, Growth is a Holistic Objective, Duane and Brandi really dig into the entirety of the sales cycle. From beginning to end, to structure and resale, to incentivizing revenue teams, on the couch Brandi and Duane will tackle Growth is a Holistic Objective: Measuring Success Across the Revenue Cycle. Links:
Get in touch with Duane Dufault on:
* LinkedIn
* Twitter
* Instagram
* Facebook
* TikTok
* Duane Dufault Website
* SellingSaas podcast
Subscribe, listen, and rate/…
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Sep 14, 2022
Secret Sauce of Data: Leveraging Product Data for SaaS Marketing Leaders
In this episode of Revenue Rehab, Brandi Starr is joined by Mona Akmal.
Mona is the CEO and co-founder at Falkon, a go to market intelligence platform with a mission to replicate successful deals for sales and marketing teams. As a product and engineering veteran with over 10 years of managing product teams at companies such as Microsoft, Zulily, Code.org and Amparity, Mona loves building solutions to technically difficult problems. She has helped build many products, businesses and teams from zero to scale, including taking doc in the cloud OneDrive and Office from 1 million to 1 billion, and from zero to 11 million in ARR at Amparity.
On the couch, Mona and Brandi will discuss how marketing teams in SaaS companies can effectively leverage product usage data. Mona opens up to talk about how product data should be a top priority rather than being used for indexing on intent, data, and dark social.
Links:
* Get in touch with Mona on LinkedIn
* Learn more about Falkon
Subscribe,…
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Sep 7, 2022
Considering Being a Fractional CMO? Tips to Get You Started
In this episode of Revenue Rehab, Brandi Starr is joined by Angus Robertson. Angus is a fractional CMO with Chief Outsiders and co-chair of the Comp TIA business applications and advisory council. Chief Outsiders consists of more than 100 fractional CMOs, who help companies grow through best-in class marketing strategy and execution. Previously, Angus was CRO at a business continuity firm Axcient where he managed sales, marketing and partner success. Angus was also EVP of Marketing at Conversant acquired by OneTrust, CMO at insightsoftware and VP of Product Marketing at public telecoms company Spirent.
On the couch, Angus and Brandi will discuss the pros and cons of the Fractional CMO role, as well as delving into some deciding factors when making the move.
Links:
* Get in touch with Angus Robertson on LinkedIn
* Learn more about Chief Outsiders
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio a…
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Aug 31, 2022
Un-Siloed: Leading a Single Revenue Team
This week our host Brandi Starr is joined Helen Baptist, a COO and member of the executive team at PathFactory. Responsible for all revenue and customer satisfaction, Helen also leads sales, marketing, partnerships, and customer experience and is the executive sponsor of the DE&I committee.
Helen started her career as a secretary and has held numerous GTM team positions, including marketing, customer success, and business development, allowing her to bring an end-to-end view of the customer journey to playbooks she has developed and deployed.In this weeks’ episode, Un-Siloed - Leading a Single Revenue Team, Helen and Brandi deconstruct the silo through the lens of Helen’s unique role as a COO who owns all of revenue. This 35-minute guided tour to creating a successful post-sale experience in the customer journey is one you won’t want to miss! Links:
Get in touch with Helen Baptist on:
* LinkedIn
* Twitter
* Instagram
Subscribe, listen, and rate/review Revenue Rehab Podc…
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Aug 24, 2022
Journey + Process: Unlocking the Values of Existing Customers
This week our host Brandi Starr is joined by Ed Frame founder of Exemplify based in Melbourne, Australia. Ed designed Exemplify to help businesses work with customers that truly appreciate them, with a focus on getting qualified leads that turn into long-term, satisfied customers.
Ed has established a “Customer Longevity Framework”; turning buyers into repeat customers, brand advocates and referral partners without increasing your ad spend. Working with his clients to improve customer experience, Ed uses the power of Hubspot CRM and Email Automation, implementing these through workshops and strategic customer mapping sessions.
in this week’s episode, Journey +Process, tackling issues many CMOs are facing today when it comes to driving revenue, on the couch Brandi and Ed dig deep into mapping out the customer journey and the processes needed to create a world class post-sale customer experience. Links:
Get in touch with Ed Frame on:
* LinkedIn
* Exemplify
Subscribe, liste…
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Aug 17, 2022
Meaningful Pipeline: More Spend is NOT the Answer
This week our host Brandi Starr is joined by Shift Paradigm VP & Sr Principal advisor Jen Anderson-Alonzi where they discuss Pipeline Strategies for CMOs.
Jen Anderson-Alonzi is a CMO and GM with nearly 20 years of experience in transformation, turnaround, and scaling businesses. Jen has built out more than half a dozen revenue organizations, turned around a failing enterprise, launched new products and divisions, and scaled fledgling start-ups. She's currently an executive with Shift Paradigm, a marketing strategy and technology consulting firm that helps organizations solve the invisible problems that hurt performance, aligning them from top-to-bottom around growth.
In this new era of post-pandemic marketing, an ongoing shift in spending continues to emerge affecting consumer and B2B markets alike. CMOs assessing product-market fit or the psychology of buyers is critical to success, especially within B2B marketing.
On the couch Brandi and Jen tackle the struggle CMOs are experienc…
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Aug 10, 2022
CMO Exit Strategies: Fractional CMO
This week we are joined by Alon Waks and Will Scott.
Alon Waks is a 4-time CMO/marketing leader and seasoned enterprise software executive, having helped B2B and SaaS companies scale and expand their GTM over 20 years. Alon focuses on inbound, outbound and ABM, with compelling B2B2C content and results-based marketing programs.
Will is a Fractional CMO, with 25 years international experience leading B2B Technology Marketing and Product Management teams. He is also a partner in the B2B Product Marketing agency, Aventi Group, and is also a Program Leader at Kellogg School of Management in their executive Digital Marketing and Product Strategy programs.
If you are a CMO considering moving into a fractional role, this episode is packed with real-world advice you can put into action. So, join Brandi, Alon and Will on the couch for 35+ to tackle CMO Exit Strategies. Links:
Get in touch with Alon on LinkedIn and with Will on LinkedIn
Subscribe, listen, and rate/review Revenue Rehab Podc…
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Aug 3, 2022
Voice of the Customer: Understand Your Customers' Needs and Feelings
This week our host Brandi Starr is joined by Vice President of Marketing at Ekos, Christina Kyriazi. In this episode, Brandi and Christina are tackling the impact and importance of understanding your customers’ needs.
A self-proclaimed data nerd turned marketer; Christina Kyriazi has a deep passion for data driven marketing that puts the customer at the forefront of every decision. Through her obsession of analyzing results to get to the heart of customer needs, Christina strives to passionately amplify the voice of customers at every business meeting, effectively staying on top of ever shifting and evolving marketplaces and trends.
Join Brandi and Christina for this week's episode, as they discuss essential and informative insights on the importance of listening to the voice of the customer, how to access it and why it matters. With so much packed in to just 30 minutes, today’s session of Revenue Rehab is one you can’t afford to miss! Links:
Get in touch with Christina Kyria…
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Jul 27, 2022
CMO In Residence: Leading at a Venture Capital Firm
This week our host Brandi Starr is joined by CMO in Residence Eric Eden to discuss Leading at a Venture Capital Firm.
As the Chief Marketing Officer at InGO, with 20 plus years of experience in technology marketing for internet services and SaaS solutions, Eric Eden joins Brandi in discussing the ins and outs of the role of a CMO at a Venture Capital Firm.
Sharing his expertise stemming from real life experience building successful marketing teams, implementing marketing technology solutions effectively, driving demand in B2B marketing and increasing shareholder value with best-in-class marketing initiatives, Eric is the ideal expert to take listeners through what it means to lead at a Venture Capital Firm.
From the power of referrals, and the evolution of B2B marketing, to why customization matters, this episode is packed full of insights and strategies valuable for any CMO. Links:
Get in touch with Eric Eden on
* LinkedIn
* Twitter
* Instagram
Subscribe, listen, and rate/…
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Jul 20, 2022
Clean Up on Aisle 11: Turnaround Strategies When You've Inherited a Dysfunctional Team
This week our host Brandi Starr is joined by Patrick Ward to discuss Turnaround Strategies When You've Inherited a Dysfunctional Team.
Our guest, Patrick Ward is the VP of Marketing for Rootstrap, a custom software development consultancy that digitally transforms companies like MasterClass & Google, along with A-List Celebrities like Tony Robbins & Snoop Dogg.
"In my current role,” says Patrick, “I inherited a ‘growth-hacking’ oriented team that failed to drive any meaningful revenue for the business - in 2 years I built a predictable pipeline from scratch (0-$36M), a team that delivers results the same as one 3X the size and have 4X’ed ($5-20M) the company in the same span of time."
Whether you’re a CMO taking over a team or you have a team that you think can just work better, this episode is packed with real-world advice and strategies you can put into action. So, join Patrick and Brandi on the couch for 40 minutes packed with strategies on how to turnaround that dysf…
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Jul 13, 2022
Building a Diverse Team: Challenges in Recruiting Diverse Talent
In this episode of Revenue Rehab, Brandi Starr is joined by marketing strategist Carol Grant, who has over 20 years’ marketing experience across multiple areas including product marketing, digital, retail, enterprise, and SaaS.
As the CMO at Syndio, a SaaS company focused on helping large enterprises achieve workplace equity, Carol is uniquely positioned to join Brandi in discussing strategies on how to build a diverse team.
This week Brandi and Carol walk us through how to begin, where to focus and what strategizing looks like when it comes to diversifying your teams.
So, grab a pen and paper or open that notes app and settle in for 45+ mins of so many great recommendations, insights, and key takeaways, you’ll be ready to start Building Your Own Diverse Teams and tackling Challenges in Recruiting Diverse Talent in no time! Links:
* Get in touch with Carol Grant on LinkedIn
* Syndio
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google…
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Jun 29, 2022
Service-Market Fit: Mastering Market Fit Isn't Just for Product Orgs
This week Brandi Starr is joined by Emily Maxie, CMO at Very, to discuss Service-Market Fit.
Emily is a builder who loves solving problems that no one has ever solved before. Emily has led product-market fit strategy at two high-growth tech start-ups, resulting in five-year revenue growth of 1200% at Very, an Internet of Things consulting company, and successful Series A and B rounds for a total of $31.6M in funding at Skuid, a SaaS platform for customizing Salesforce applications.
From the nitty gritty of product-market fit vs. service-market fit, to figuring out your total addressable market, to team building, Brandi and Emily dig in to using the service-market fit model to form or re-shape service businesses.
So, get settled on the sofa for Episode 15, Service-Market Fit: Mastering Market Fit Isn't Just for Product Orgs for a thorough and illuminating discussion in this latest episode of Revenue Rehab. Links:
* Get in touch with Emily Maxie on LinkedIn
* Listen to Over the A…
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Jun 22, 2022
Finding Your Circle: The Importance of Community for Personal Growth
This week our host Brandi Starr is joined by not one but two experts to discuss Finding Your Circle - The Importance of Community for Personal Growth.
Who better to discuss this topic than Matt Heinz of CMO Coffee Talk and Mike Rizzo, the Community-led Founder of MO Pros?
Matt Heinz has 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries, and company sizes. Hi career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty.
Mike Rizzo is also the founder of MarketingOps.com and with his extensive background in marketing Mike helped build, launch, manage and optimize Mavenlink's first-ever user community and Client Advisory Board programs. He is the founder of MO Pros - The Community for Marketing Operations Pros that is growing with an average of 110 new members every month and he is also the co-host of the podcast call…
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Jun 15, 2022
Demand Generation: What's Working, What's Not and the Role Messaging Plays
In the episode “Demand Generation: What's Working, What's Not and the Role Messaging Plays”, Brandi Starr is joined by Jamie Walker, SVP of Global Marketing at Keyfactor. Jamie is responsible for leading a high-performance marketing team that drives brand, demand and experience. Prior to Keyfactor, Jamie held various marketing roles at high-growth start-ups leading all aspects of demand marketing, including client up-sell, digital, testing optimization, account-based marketing, field marketing and channel marketing.
In this episode, Brandi and Jamie discuss focusing beyond the numbers, Brand vs. Demand Generation and how to get the most out of your campaigns. Links:
Get in touch with Jamie Walker:
* On LinkedIn
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live.
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Jun 8, 2022
Customer Advocacy: The Key to Winning at NetNew and Retention
In the episode, ‘’Customer Advocacy: The Key to Winning at NetNew and Retention’’, Brandi Starr was joined by Adrian Chang, Senior Director, Field & Customer Marketing at Mindtickle. Adrian’s experience as an award-winning executive comes with more than 17 years of hands-on experience. His accolades to date include orchestrating marketing programs and customer success initiatives for generating win-win outcomes for B2B and B2C environments.
In this episode, Adrian discusses the importance of customer advocacy; the necessity of putting the customer first, and allowing the end customer and their experience to guide marketing - particularly within B2B environments.
Emphasizing the need to invest time and energy into converting customers to loyal brand advocates, Adrian believes in a holistic approach when it comes to this journey. According to Adrian, successful customer advocacy starts with literacy on what it takes to create a customer, and an advocate. He also discusses the…
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Jun 1, 2022
Perfecting the Customer Experience: Addressing the Changing Buyer Journey
In this episode of Revenue Rehab, Brandi Starr is joined by Yushau Sodiq Vice President of Verint. Yushau is a marketing executive with over 20 years of experience in all things marketing, including digital, product, and operations, his career spans Fortune 500, consulting, and start-ups working with some of the world's largest brands, like Behr Paint, Dell, and Coca-Cola. He’s also co-host of the popular Podcast 'F the Joneses', with his Physician and Life Coaching wife, Dr. Diana.
In this episode, Yushau shares some key insights into how and why we should shift from the linear imagery of the traditional marketing ‘funnel’.
Yushau and Brandi also discuss the shifting Buyer Journey, how CMOs can address it and the critical role data plays in that journey.
We’re taking on Perfecting the Customer Experience; from the Buyer Journey as an infinite loop, to key take-aways from Revenue Takeover, to why data matters, you’re invited to get settled on the sofa for an insightful and…
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May 25, 2022
Celebrate Your Small Wins: Leading to Create a Collaborative Culture
This week our host Brandi Starr is joined by Avnita Gulati to discuss The importance of Celebrating Small Wins and how it leads to Creating a Collaborative Culture.
Avnita is the Sr. Director, Global Marketing Ops and Strategy at Visa, Inc. Avnita is a forward thinker that has transformed the marketing organization to scale by developing frameworks for cross-functional alignment, campaign management, content strategy and MarTech investment.
Brandi and Avnita discuss the connection between work culture, celebrating wins and team dynamics.
And the diagnosis is positive and optimistic! By the end of this episode, you'll be ready to implement this simple but powerful tool using Avnita’s three categories to boost your team’s performance and improve their dynamic. Links:
* Get in touch with Avnita on LinkedIn
Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website Rev…
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May 18, 2022
Conscious Uncoupling for CMOs: Moving Sideways to Move Up
In this episode of the Revenue Rehab, Brandi Starr is joined by Adam New-Waterson. Adam is the Startup Executive at HYE Partners. On the couch Brandi and Adam will tackle Conscious Uncoupling and the need to Move Sideways to Move Up and why it’s something CMOs and Marketing Executives should be doing.
On the bleeding edge of technology, Adam New-Waterson has pioneered advancements in marketing automation, sales development, account-based marketing, and product-led growth for 15 years. He’s implemented his own advice and transitioned to Head of Product and Interim CTO for sales and marketing solution Stack Moxie.
In this episode, Adam New-Waterson and Brandi Starr discuss transition in professional roles. Like the song goes “You've got to know when to hold 'em” and “Know when to fold 'em”.
If you’re a CMO or Head of Marketing who is considering new opportunities, or recently found yourself actively looking for a new role, this episode can help you determine answers to q…
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May 11, 2022
The People Part of Leading Marketing: Employee Development and Organizational Competency
In the episode, ‘’The People Part of Leading Marketing: Employee Development and Organizational Competency’’, Brandi Starr was joined by Maija Hurst, a marketing strategist who has worked for big-name brands such as REI and LG to leverage data driven insights to evangelize purposeful marketing content. In this episode, Maija discusses the importance of nurturing employees, offering advice such as including your fresh-out-of-college intern leadership meetings. Why? Because, the more you invest in your employees, the more likely it is they’ll stick around, grow, and make great strides for themselves, their team, and their organization - providing a win-win for everyone involved. Emphasizing the importance of investing time and effort in helping new employees grow, Maija believes that a culture of learning is a crucial first step in fostering an environment of enablement. Maija also discusses the importance of prioritizing soft skills over hard skills, as well as resiliency, agi…
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May 4, 2022
Your Company Rep Matters: How GenZ is Flexing Their Purchasing Power
In the episode “Your Company Rep Matters: How GenZ is Flexing Their Purchasing Power”, host Brandi Starr is joined by Ali Jawin, VP of Global Marketing and Lexi Taylor, Director of Content Marketing at The RepTrak Company. Ali and Lexi discuss tackling corporate reputation with data backed examples and trends. What is reputation really? From Sustainability to Diversity, Equity, and Inclusion, listen to dig right into how consumer perception necessitates that companies prioritize stepping up, not just to execute promises made but also communicate when they have followed through.
Does social media matter to your reputation? We discuss company conduct and perception. In the study discussed, one of the major drivers of reputation is conduct, and this was consistently looked-for by consumers across cohorts and age groups. It’s not just GenZ; everyone wants to see companies function in an ethical fashion.
In this episode, CMOs and marketers can come away with precise, data driven exa…
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Apr 27, 2022
Private Equity Pitfalls: PE Dynamics & How They Can Get in the Way
In the episode “Private Equity Pitfalls: PE Dynamics & How They Can Get in the Way”, Brandi Starr was joined by Jenn Steele, the VP of Marketing at Reprise, a demo creation platform that helps companies sell their product with their product. An enthusiastic advocate for Product-Led Growth (PLG), she is excited to get the word out about how Reprise helps companies increase their conversion rate by 60%.
In this episode, Brandi and Jenn discuss how the dynamics of private equity can present as obstacles for a CMO. Since the structure of PE firms is largely dictated by the board and how those funds are spent, this can present major challenges for CMOs.
Jenn Steele walks us through the structure of a PE firm, and how the departments (sales, finance), are viewed by the PE firm board and what that means to Marketing.
Emphasizing how finance and budgeting heavily informs the conversation and decisions at PE firms, Jenn discusses how to navigate this structure and gives some tips on avoi…
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Apr 20, 2022
Making of a Brand: Brand is Everything, Everything is Brand
In the episode “Making of a Brand: Brand is Everything, Everything is Brand”, Brandi Starr was joined by Russ Somers, CMO of Lytho. Russ has led marketing for B2B companies including TrustRadius, TrendKite (acquired by Cision), and Invodo (acquired by Industrial Color Labs). Russ is focused on helping power the creative and marketing teams that power major brands, and on having an awesome time while doing so.
In this episode, Russ shares his insight on the journey of rebranding. Having taken Lytho through a renaming and rebranding the entire company (which included a merging of two companies) in a short, 90-day span.
Through specific examples and broader concepts, Russ provides guidance and his expertise on rebranding from infancy through to project completion, how CMOs need to be at the center of the rebrand, from concept to execution, to foster communication and collaboration with stakeholders as a path to success of the rebrand.
This insightful conversation on how to successf…
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Apr 13, 2022
Everyone Has an Opinion: Building Influence Across the Organization
In episode four of the Revenue Rehab podcast, ‘’Everyone Has An Opinion: Building Influence Across the Organization’’, Brandi Starr was joined by Christina Del Villar, A Silicon Valley Marketing Executive Consultant, and author who helps companies transform, grow and scale, by leveraging technology. In this episode, Christina discusses how marketing professionals need to be recognized as the company revenue generators that they are. The main revenue generators have traditionally been associated with sales, but as Christina points out, without marketing, companies have no leads. Emphasizing the importance of feeling empowered to help generate revenue, Christina believes that every person in the company should lean into this, and marketing teams are no exception. Christina also discusses how marketing professionals are the backbone of every company, yet continually get undervalued, as she has first-handedly experience in the boardroom. Christina talks passionately about how marke…
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Apr 6, 2022
Out With The Old...Or Not: Change Management
In episode three of the Revenue Rehab podcast, ‘’Out With The Old...Or Not: Change Management’’, Brandi Starr was joined by Tiffany Chisholm Okirika, award winning marketing technology leader, and founder and CEO of Skyspace Global, a marketing technology firm. In this episode, Tiffany brings a unique perspective of how to avoid resistance to change within an organization. Tiffany discusses how a lack of communication with the people who are involved with change is often the root cause of resistance. Tiffany and Brandi also discuss the reluctance to change to new technologies, particularly pertaining to people who are experts in a certain platform, and who view a migration to another technology as a threat to their job security. Tiffany emphasizes the importance of realizing that change management is not necessarily a rip and replace method - it’s ultimately a method of improvement.
A podcast full of solid advice from a seasoned MarTech pro, you won’t want to miss this epi…
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Mar 30, 2022
Ladylike in the Conference Room: F%$# That, Bring Your Authentic Self
In episode two of the Revenue Rehab podcast, Ladylike in the Conference Room, Brandi Starr was joined by Andrea Lechner-Becker to discuss authenticity in the workplace, and how women in particular, can face more difficult barriers when it comes to bringing their true selves to work. Full of no nonsense advice, self-deprecating humor, and raw honesty, this podcast episode is guaranteed to open your mind to the reality of working as a woman within the corporate environment. Andrea discusses the experience of being the only female executive amongst all-male teams, and how being acutely self-aware helped her to overcome feelings of alienation and self-doubt. Andrea also opens up about the importance of sponsorship, to make allies that are in the room that she wanted to be in. This is particularly necessary when it comes to women, minorities, and underrepresented groups within the workforce. A podcast full of fascinating anecdotes, uplifting advice, and pragmatic solutions to the barriers w…
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Mar 23, 2022
The Anti-Bias CMO: How pro-growth CMOs can help eliminate unconscious bias in marketing
In episode one of the Revenue Rehab podcast, The Anti-Bias CMO, Brandi Starr was joined by MK Getler to discuss the biases that exist in everyday life, and how these biases also permeate marketing in today’s world. MK and Brandi discussed humans’ tendencies to put everything in boxes - to categorize gender, nationality, and ethnicity - and how we can overcome this, particularly when it comes to marketing. MK recommended a remedy to bias in the workplace: an anti-bias committee, consisting of people with varying backgrounds and life experience, who can help reduce bias in marketing collateral, as well as employment branding, such as job posts. Next, MK discussed how today’s consumer is becoming more savvy about performative brands, and how companies that are not aligning their actions with their mission and values - will inevitably be caught out. Next, Brandi and MK discussed how this shift is becoming more evident with Gen-Z and millennial consumers, who want to align their purch…
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Feb 24, 2022
IT, the Ally Revenue Teams Need
Not Including IT in Revenue Discussion Can Stifle Growth
To marketing leaders IT is more often viewed as a roadblock than an ally. IT is typically thought of as a back-office function focused on governance, security, infrastructure, etc. Rarely is IT brought into strategic discussions on revenue. This week’s guest Monique Weeks, Vice President of Information Technology at PT Solutions Physical Therapy, comes to the couch to challenge the norm. “Customer experience is what drives revenue, the way that people interact with your brand at every touch point is why they choose to buy, why they choose to stay. There are things that directly impact the customer experience that IT owns.” Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, or Google Podcasts and find more episodes on our website RevenueRehab.live.
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