Revenue Rehab – Détails, épisodes et analyse

This week our host Brandi Starr is joined by Corey Quinn, Best-Selling Author and Expert in Agency Growth.

Meet Corey Quinn, an industry maven with a wealth of experience in guiding agencies beyond founder-led sales. With an extensive tenure in agency management and a best-selling book to his name, Corey has dedicated his career to helping agencies escape the founder's shadow and find sustainable growth through vertical market specialization.

In this episode of Revenue Rehab, Brandi and Corey dive deep into the nuances of understanding target audiences and crafting empathetic messaging. They explore the transition from founder-led sales to building versatile sales teams and the immense value this brings to larger organizations. Corey shares real-world examples, such as business owner Luke Agebrotten’s success story, and provides a step-by-step process to achieve focused vertical market expertise. 

Join Brandi and Corey as they discuss the benefits of approaching change with curiosity, the importance of thought exercises in business evolution, and strategies for founders to adopt a less hands-on sales approach, all aimed at maximizing growth and efficiency.

Topic #1: Understanding Target Audiences and Empathetic Messaging [07:22] Corey Quinn emphasizes the necessity for businesses to deeply understand their target audiences beyond generic marketing language. “Even larger organizations must create messages that resonate on an empathetic level,” Quinn states. “It’s not just about industry jargon; it’s about truly aligning your identity with the industry you serve.”

Topic #2 Transitioning from Founder-Led Sales to Scalability [14:45]Brandi Starr and Corey Quinn discuss the challenges involved in moving away from a founder-led sales model and transitioning to a scalable approach. “Gradually replacing the founder's role, while building the brand to meet its promises, is key,” Starr advises. Quinn adds, “Creating a specific vertical market focus through client grouping and revenue analysis can facilitate this shift and mitigate churn.”

Topic #3 Specializing in Vertical Markets for Higher Rewards [22:57]Corey Quinn outlines the high rewards and lower risks associated with vertical market specialization. “Identify your vertical market through quantitative and qualitative analysis,” Quinn suggests. “By focusing deeply and empathically on a specific industry, you can create more targeted marketing campaigns and a repeatable sales process that doesn’t rely on the founder's personal network or judgment.”

Corey Quinn’s 'One Thing' is to approach change with curiosity instead of a rigid commitment. "Take one element of your business, maybe that’s your target market, your client messaging, or your sales process, and experiment with it. Don’t think of it as a permanent change; consider it an exploration. This mindset will allow you to discover valuable insights without the pressure of long-term commitment. Just like conducting market tests or collecting customer feedback, this practice can open up pathways to more effective strategies and sustainable growth."

Corey's Buzzword to Banish is "viral." Corey criticizes the term for misleading marketers into chasing fleeting trends rather than focusing on genuine customer engagement and long-term value. He underscores that the obsession with going viral detracts from building sustainable, meaningful relationships with the target audience. The use of "viral" often results in short-sighted marketing strategies, leading to temporary spikes in attention but not necessarily in stable growth or loyal customer bases.

Get in touch on:

LinkedIn

Twitter

Instagram

Facebook

YouTube

Podcast

TikTok

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

This week our host Brandi Starr is joined by Jason Kramer, Founder of Cultivise, a consulting firm specializing in B2B lead nurturing strategies and technology.

Meet Jason Kramer, a seasoned expert who has identified and bridged revenue gaps in marketing and sales funnels for businesses of all sizes. Through his innovative work at Cultivise, Jason empowers companies to connect prospect and customer data with marketing campaigns and sales activities, driving better quality leads and substantial revenue growth.

In this episode of Revenue Rehab, Brandi and Jason dive into the challenge of cleaning dirty data, aligning technology with business goals, and the importance of holistic reflection on marketing efforts. Discover actionable strategies to nurture leads effectively, harness the power of CRM, and boost your team’s productivity by leveraging the right technology. Whether you're struggling with data chaos or looking for ways to enhance your sales and marketing connectivity, this episode promises invaluable insights. 

Topic #1: The Challenge of Dirty Data in Business Processes [08:22]

“Cleaning data is like convincing your child to clean their room,” Jason Kramer explains. “It’s not glamorous, but it’s essential. You can’t just fix one corner and expect everything to be perfect. It’s a continual commitment to maintaining a clean state, and this process needs to be holistic.”

Topic #2: Evaluating Marketing Channel Effectiveness [17:45]

“A key part of successful marketing is tracking and attributing where your best leads come from,” Brandi Starr comments. “If you’re able to predict which channels generate the most revenue, you can tailor your future investments efficiently.” Jason Kramer builds on this, “We used QR codes to track lead origins and found that Facebook leads were less effective because we couldn’t connect with them reliably. This insight told us we needed to tweak our approach.”

Topic #3: The Gap in Lead Nurturing [23:14]

“Companies often treat marketing and sales as separate silos,” Jason Kramer notes. “Marketing qualified leads (MQL) and sales qualified leads (SQL) are concepts that emphasize the importance of handoffs between teams, yet many companies fail to nurture leads who aren’t ready to buy yet. A systematic nurturing process, like email sequences and education, can increase conversion rates by 63%.” 

Jason's 'One Thing' is to start with a technology inventory. "Begin by taking a comprehensive inventory of the technology and software that you currently use within your sales and marketing teams. Identify what's being utilized effectively and what's not, and then consider the integration points between these tools. This will help you free up budget, ensure alignment with your business goals, and streamline your data flow. Remember, the right technology should support your strategy, not define it. By taking this first step, you'll lay the groundwork for better lead nurturing and ultimately, drive revenue growth."

Take this actionable step to create a clear and organized snapshot of your current technology landscape, which will help in making informed decisions moving forward.

Jason Kramer’s Buzzword to Banish is "synergy." He wants to banish it because, as he explains, “It’s become this catch-all word that, frankly, presents more confusion than clarity. Companies throw it around without really understanding or explaining what it truly means in their specific context. Instead of driving alignment, the term often ends up muddling communication.”

Get in touch on:

LinkedIn

Facebook

YouTube

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 

This week our host Brandi Starr is joined by Karen Mangia, a recognized thought leader in the realms of customer success and employee experience.

Karen is a powerhouse in the world of business strategy and growth. With her extensive experience at Salesforce and her role as a sought-after keynote speaker and author, she brings invaluable insights into flexible frameworks for the modern workplace.

In this episode of Revenue Rehab, Brandi and Karen explore the intricacies of integrating flexibility within organizational structures. They delve into innovative approaches like PTO exchange, discuss the importance of understanding employee motivators, and highlight actionable strategies for balancing remote work policies. Plus, they tackle the ever-persistent trust gap between employers and employees, sharing how to build clear, purposeful policies that resonate with today’s workforce.

Join us as we navigate the evolving landscape of workplace dynamics and uncover essential strategies for attracting, retaining, and progressing top talent. All this and more on this week's episode of Revenue Rehab: It's like therapy, but for marketers.

Topic #1 Flexibility Within a Framework [05:27]

“The idea of flexibility within a framework is not about an all-or-nothing approach. It’s about understanding employee motivators and offering choices, like PTO exchange, where employees can spend PTO on things other than traditional time off,” explains Karen Mangia. “It’s essential for leaders to recognize that flexibility is possible within a structured framework.”

Topic #2 Remote Work Policies & Trust [12:46]

Brandi Starr posits, “We often see friction when it comes to remote work from anywhere. I remember a case where an employee wanting to work from their vacation spot became a problem. What are your thoughts on the difference between remote work from home and from anywhere?” In response, Karen Mangia highlights, “It’s crucial to have clear policies and expectations to avoid hardships on the team. Organizations need to set purposeful policies and communicate them effectively to build trust and transparency.”

Topic #3 Attracting and Retaining Top Talent [18:33]

Karen Mangia stresses the importance of curiosity, stating, “Ask questions to understand why employees prefer certain work arrangements. This understanding is key to attracting, retaining, and progressing top talent. When leaders are curious and seek to understand employee preferences and values, they can create a workplace strategy that benefits everyone.”

Karen Mangia’s ‘One Thing’ is to develop a deeper curiosity about your team's needs and preferences. "Take the time to ask thoughtful questions and genuinely listen to your employees. Understanding what motivates them and their individual circumstances can provide valuable insights that help in creating flexible, yet structured arrangements that benefit both the organization and its people. This practice not only fosters a sense of trust but also leads to more tailored, effective policies that enhance overall productivity and employee satisfaction."

Karen’s Buzzword to Banish is ‘synergy’. Karen wants to banish this word because, she says, "It's overused and often masks a lack of real collaboration." She emphasizes that true teamwork should be about meaningful partnerships and tangible results, not just tossing around jargon to appear cooperative.

Get in touch with Karen Mangia on:

• LinkedIn
• Engineered Innovation Group
• Podcast: Success from Anywhere
• Facebook
• Instagram
• Twitter
• Youtube

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

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.

Get in touch with Ed Frame on:

• LinkedIn
• Exemplify

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

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 experiencing to develop a Meaningful Pipeline, as it is becoming clear, More Spend is NOT Enough.  

Get in touch with Jen Anderson-Alonzi on:

• LinkedIn
• Shift Paradigm

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

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. 

Get in touch with Alon on LinkedIn and  with Will 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

On the couch Brandi, Alon and Will will tackle CMO Exit Strategies.

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! 

Get in touch with Christina Kyriazi 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

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.

Get in touch with Eric Eden on

• LinkedIn
• Twitter
• Instagram

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

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 dysfunctional team.

Get in touch with Patrick Ward on

• Nanoglobals.com
• LinkedIn
• Twitter
• Instagram
• Facebook
• YouTube
• Tiktok
• 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

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!

• Get in touch with Carol Grant on LinkedIn
• Syndio

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