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

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.

• Get in touch with Emily Maxie on LinkedIn
• Listen to Over the Air available on all platforms
• Check out the book Crossing the Chasm

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 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 called Ops Cast by MO Pros.

Listen in to Brandi, Matt and Mike discuss the hows and whys of Community for CMOs and marketers and the importance of Finding Your Tribe.

Get in touch with Matt Heinz

• On Linkedin
• On Twitter
• Get in on the conversation with the Sales Pipeline Radio podcast hosted by Matt

Get in touch with Mike Rizzo

• On Linkedin
• On Twitter
• Instagram
• Join the Mo Pros Community
• Get in on the conversation with the MarketingOps Podcast
• More info on the Marketing Pros website

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 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.

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.

This week our host Brandi Starr is flying solo for National Email Week. It’s all about understanding the unparalleled potential of email in B2B marketing. 

Brandi Starr, a visionary in B2B marketing and Chief Operating Officer at Tegrita, dives deep into why executive attention towards email strategy is crucial. Email is often underrated in B2B due to its low cost and perceived difficulty in measurement. In this insightful solo episode, Brandi unveils how email, when done right, can significantly impact lead generation, opportunity creation, customer retention, and more.

She'll share data-driven case studies showcasing how strategic email campaigns can drive revenue, improve deal velocity, and bolster long-term customer relationships. Brandi stresses the importance of accurate measurement and attribution of email campaign success and advocates for a coordinated approach across multiple marketing channels. 

Join Brandi on Revenue Rehab as she breaks down the essential role email plays in a comprehensive B2B marketing strategy, and how marketing leaders can tap into this resource to transform their approach.

Topic #1 Leveraging Multiple Channels with Email [08:24]

"I really see email as the backbone of our multi-channel strategy," Brandi Starr states. "When a contact engages but doesn't convert, we’ve found tremendous success in using LinkedIn ads to re-engage. The beauty of email in this approach is its scalability and ability to sustain engagement over a longer period." She adds, "By complementing email with social campaigns and nurturing through thought leadership webinars, we're tapping into different touchpoints that continue to drive interest and interaction."

Topic #2 Optimizing Email Engagement Through Data [14:17]

Brandi emphasizes the importance of utilizing data from email campaigns to steer broader marketing strategies. "The insights from your email data are gold. They can inform everything from which content to syndicate to how to word your messaging for higher registration rates," she says. "It's not just about open or click rates; it's about understanding the journey and using that data to refine our approach across all channels."

Topic #3 Email’s Role in Long-Term Customer Retention [32:45] 

"Email is invaluable beyond just lead gen—it's a key player in customer retention and product engagement," Brandi notes. "By identifying accounts at risk and deploying targeted email campaigns, we've been able to re-engage and retain customers who might otherwise have been lost." She explains, "Effective communication, especially during the transition from sales to customer success, is critical. Emails, if done right, provide those necessary touchpoints that keep the customer journey smooth and consistent."

Brandi’s “One Thing” is to have a conversation with all of the email stakeholders. If the person responsible for email is the only one thinking about email, then you're not doing it right. The full marketing team needs to consider the use of email in all aspects of the business and how they can leverage the data. “This is a place where if you, as the leader of the marketing team, give it the proper attention, not that you need to stay in the weeds, but take a moment to get in the weeds with your team to really understand how do you unlock the potential of email. Because again, email is low cost and high impact if done well.”

Get in touch with Brandi on LinkedIn.

Connect with Revenue Rehab on LinkedIn.

Follow Tegrita 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

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 need to define successful brand advocacy; and the necessary metrics that need to be tracked to achieve results.

Jam-packed with advice around the customer advocacy journey, creating brand advocates, and measuring activity for marketing success, you won’t want to miss this insightful episode!

• Connect with Adrian 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.

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 informative discussion in this latest episode of Revenue Rehab.

• Get in touch with Yushau Sodiq on LinkedIn or Twitter
• Listen to Yushau Sodiq and Dr. Diana’s podcast F the Jones available on all platforms
• And check out Yushau’s comedy (Yoshee) on TikTok
• For more information about ‘CMO to CRO: The Revenue Takeover By The
  Next Generation Executive’ book check out the website here

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 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.

• 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 RevenueRehab.live.

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 questions like: What is the best time to move on? What is the right way to untangle yourself?  What is Conscious Uncoupling and why it makes sense for your career to implement this strategy.

• Get in touch with Adam 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.

• Get in touch with Maija on LinkedIn
• Get in touch with Maija on Twitter

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 examples and numbers why your company rep matters.  And how to act to improve yours. Don’t miss it!  

• Get in touch with Ali Jawin on LinkedIn, Twitter, Instagram, or Facebook
• Get in touch with Lexi Taylor Wan on LinkedIn
• For more details on how people feel, think, and act towards companies globally, check out the Global RepTrak Report: The 2022 Global RepTrak® 100 is the definitive ranking of corporate reputation for the world’s leading companies

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 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 avoiding Private Equity Pitfalls.

Get in touch with Jenn:

• On LinkedIn
• On Twitter
• On Instagram
• On Facebook
• Check out the Reprise website

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, 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 successfully execute a rebrand and Russ’s four key points to approaching any rebrand should not be missed!

• Get in touch with Russ on Twitter
• Check out Lytho’s website

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 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 marketers deserve, and need, a proper seat at the table.

Filled with advice that every marketing professional needs to hear, we promise that you will love listening to this episode!

• Get in touch with Christina on LinkedIn or Twitter
• Looking for ways to build influence across your organization?
  • Check out Christina’s website
  • Tune in to All Things Growth Podcast
  • Find more on the book Sway: Implement the G.R.I.T. Marketing Method to Gain Influence Drive Corporate Strategy

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.

A podcast full of solid advice from a seasoned MarTech pro, you won’t want to miss this episode!

• Connect with Tiffany on Twitter and Instagram
• Find out more about Skyspace Global on their website

Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, or Google Podcasts and find more episodes on our website RevenueRehab.live.

This week on Revenue Rehab, our host Brandi Starr is joined by Ellza Malek and Baron Lukas. Ellza, a principal and CMO at ExecHQ, leads the international group supporting organizations expanding into new markets. Ellza, an award-winning CMO, drives businesses into the future. With a data-driven and strategic mindset, she has led global marketing teams, spearheaded brand transformations, and achieved remarkable results. Baron is an executive leader, board member, advisor, coach, and retired Marine Corps Colonel. Baron has 43 years of leadership, management, and mentoring experience. His professional career spans a diverse spectrum of positions: fighter pilot, instructor, strategist, intelligence officer, professor, commander, and finally, business executive, entrepreneur, board member, and advisor. In this insightful episode of Revenue Rehab, Brandi, Ellza, and Baron dive into the intricacies of international market expansion. They redefine the roles of C-suite members in revenue generation, emphasizing the importance of cultural intelligence, legal compliance, and staying agile. From addressing the critical phases of going global to sharing actionable insights and proven strategies, our experts shed light on making your mark overseas successfully.

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 women and minorities face, you won’t want to miss this episode!

• Get in touch with Andrea on Twitter & LinkedIn
• Follow Andrea on Instagram & Facebook
• Check out Andrea's website

Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, or Google Podcasts and find more episodes on our website RevenueRehab.live.

• Get in touch with MK Gelter on Twitter
• Follow MK Gelter on Instagram
• Looking for elevated gifts that help your brand stand out? Check out Loop & Tie Website

In this episode of "Revenue Rehab," our host Brandi Starr is joined by Michelle E. Dickinson, a renowned figure in mental health innovation, workplace resilience training, and personal mastery. With a background encompassing TED talks, best-selling authorship, and transformative consulting work, Michelle brings a wealth of insights to the table.

Tune in as Brandi and Michelle delve into the crucial topic of resilience in leadership, focusing on guiding teams through emotional fatigue. From practical meditation tips to fostering trust and compassion within teams, they explore actionable strategies for leaders to navigate and support their teams' emotional well-being effectively.

Discover how to cultivate resilient teams, lead others during a period of emotional exhaustion, and empower your leadership approach with the invaluable advice shared by Brandi Starr and Michelle E. Dickinson on "Revenue Rehab."

Topic #1 Importance of Meditation in Reducing Emotional Fatigue [08:15]

“I think even just five minutes a day is a great starting place… As you become more comfortable, then you can add on another five or ten minutes.”

Topic #2 Building Trust and Compassion in Leadership [16:47]

"Trust and compassion are the foundations of strong leadership. Listening actively and showing empathy can truly drive team performance and loyalty."

Topic #3 Strategies for Supporting Team Resilience and Well-being [23:32]

"Encouraging team members to disconnect and take care of themselves is crucial. A supportive leader can help create a positive work environment that fosters well-being."

Michelle's 'One Thing' is to prioritize self-care by dedicating time in the morning just for yourself. "Before diving into the day's demands, take at least ten minutes to enjoy a moment with your coffee or tea. Breathe, set intentions, and engage in a brief meditation. Giving yourself this time at the start of the day can positively influence how the rest of your day unfolds, leading to a more grounded and peaceful start."

Michelle's Buzzword to Banish is the phrase 'it is what it is'. She seeks to eliminate this phrase as she perceives it as conveying a sense of resignation and lack of agency. Michelle finds this phrase to be passive-aggressive and unhelpful in fostering positive change and problem-solving. By banishing 'it is what it is', Michelle aims to encourage a mindset of empowerment and proactive engagement with challenges.

Get in touch with Michelle E. Dickinson:

• LinkedIn
• Instagram
• Facebook
• TikTok
• Trifecta MH LLC Website

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 Greg Plum, a distinguished expert in ecosystem channel development.

Meet Greg Plum, a trailblazer who has built partner programs from scratch for multiple SaaS providers and facilitated Partner Ready's ecosystem academy. With lobbying on Capitol Hill in support of the IT industry, delivering three TEDx talks, and active involvement in various industry councils and mentoring programs, Greg's contributions are nothing short of extraordinary.

In this episode of Revenue Rehab, Brandi and Greg delve into the intricacies of the partner ecosystem, distinguishing between channels and ecosystems. Drawing from Greg's vast experience, they explore how marketing leaders can leverage partner ecosystems to enhance understanding of their Ideal Customer Profile, thereby improving collaboration with influencers and increasing the value proposition to both customers and their influencers. 

"Your ICP isn't just a target; it's the foundation for all your partnerships," stresses Greg Plum. "Misalignment is the main reason partnership programs fail. By focusing on a few perfectly aligned partners who can mutually support your goals, you're setting the stage for meaningful and productive collaborations."

Topic #2 Building Mutually Beneficial Partnerships [16:22]

Brandi shares, “The biggest mistake companies make is focusing on how partners can benefit them rather than seeing it as a two-way street. It's about creating mutually beneficial relationships that open new avenues for revenue that wouldn't exist otherwise. Misalignment often stems from this one-sided mindset, and that’s why partner programs fail."

Topic #3 Managing Channel Conflicts Effectively [32:45]

 "Channel conflicts are inevitable, but transparency and a customer-first approach can turn these conflicts into opportunities," explains Greg Plum. "I had a case where two different partners brought in the same deal. We handled it by being transparent with everyone involved and letting the customer decide who they wanted to work with. It's crucial to have clear processes and the right people to manage these conflicts effectively."

Greg’s 'One Thing' is to start with your ideal customer profile (ICP) when developing your partner strategy. "Identify three of your top clients and conduct a thorough 90-minute discovery call to deeply understand their needs, tech stacks, and ecosystem influencers. This will help you pinpoint the right partners who align perfectly with your business goals and customer needs. It's not about having a large number of partners; it's about cultivating a few, perfectly aligned relationships that can drive significant mutual success. Approach this like an IndyCar pit stop—each partner has a unique job but a common goal of serving the customer. By focusing on these key alliances and understanding the nuances of your top clients, you'll be better equipped to create a robust and effective partner ecosystem."

Greg's Buzzword to Banish is ‘thought leader’ and ‘ecosystem.’ He shares, "These terms are so overused and have lost their original significance. Everyone today is a 'thought leader' without genuinely bringing new insights to the table, and 'ecosystem' has become a catch-all phrase that muddles more than it clarifies. I've started advocating for the term 'evangelist' instead, because it implies a deeper, more authentic level of advocacy and engagement."

Get in touch with Greg Plum:

• LinkedIn
• Website
• PRTNERNOMICS Free Starter Membership which includes the Partnering Foundations course, PF Exam, and digital certification badge (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 Neil Rogers, Author & VP of Sales at Rogers Marketing. 

Neil has built a successful career in sales and marketing that spans almost forty years in a variety of industries, ranging from pharmaceuticals to military defense contractors. But before the multiple sales awards and accolades, Rogers spent ten years slinging beers behind the bar at some of the top establishments in and around Boston. The lessons learned during his “cocktail years” have provided him with the skills needed to excel in sales and marketing. And now, he’s sharing the knowledge gleaned from long nights of sticky floors and slinging shots that have propelled Rogers to the upper echelons of salesmanship.

This episode is a deep dive into the significance of blending traditional methods with modern marketing tactics to achieve lasting success in the fast-evolving business landscape.

Topic #1 The True Value of Hospitality in Business [08:22] “The essence of hospitality isn’t confined to hotels and bars; it’s foundational in creating genuine customer connections regardless of your business sector,” Neil articulates. He stresses the importance, noting, “What I learned from my time-serving drinks wasn’t just about crafting a perfect cocktail, but about understanding people and creating moments that matter. This same principle applies directly to engaging customers in any business environment.” “These minor details and personal touches," Neil adds, "can set you apart in a crowded market.”

Topic #2 Reinventing Direct Mail and Relationship Building [17:45] Neil explains, “In an age where digital noise is louder than ever, going back to basics like direct mail can cut through the clutter.” He elaborates on integrating traditional tactics with modern strategies, saying, “Direct mail isn’t just about sending letters. It’s about personalization, about being memorable. Combine that with today’s analytics, and you target not just effectively but meaningfully.” Brandi adds, “It’s about leveraging every tool in our arsenal to maintain that crucial human touch.”

Topic #3 Longevity and Ethics in Marketing [32:18] Neil emphasizes long-term success tied to ethical practices, stating, “You can chase quick wins or you can build lasting relationships based on integrity.” He further advises, “Honesty, fairness, and sincerity aren’t just moral choices; they are strategic advantages in business.” Discussing the impact of these values, Neil notes, “When clients trust you, they not only return, they become advocates for your brand. That’s the real power of ethical business practices.” 

Neil’s  ‘One Thing’ is to develop a process for prospecting new clients or launching new products, and stick to a multi-touch, multi-media micro-marketing campaign for 90 days, making adjustments along the way.

 Neil has two Buzzwords to Banish, "dive in" and “super”. Neil wishes to eliminate these phrases because he feels, "They’re overused to the point of losing all meaning. Every meeting, every call—it's always “let's dive in” and “super.”

Get in touch with Neil Rogers:

LinkedIn

• Twitter
  Website
• 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

This week our host Brandi Starr is joined by Jeff Winters, CRO of Abstrakt Marketing Group.

While at a previous sales position, Sapper founder Jeff Winters implemented a unique email strategy that consistently landed him in Fortune 100 boardrooms. But every time he finished his pitch, these companies would grill him on his strategy: “Great product, but how the heck did you get this meeting?" In 2013, after hearing this a dozen-too-many times, he started Sapper Consulting. Since then, Jeff has led the business to become one of the fastest growing companies in St. Louis and was most recently featured in St. Louis Business Journal’s list of 40 under 40. He is a candid, thoughtful, and dynamic leader. Once Sapper was acquired by Abstrakt Marketing Group in 2021, Jeff took over as Chief Revenue Officer, leading the sales and sales enablement teams tasked with getting the company to reach their $70M yearly sales goal.

In this episode of Revenue Rehab, Brandi and Jeff address the challenge of ineffective BDR/SDR emails that often get overlooked and demonstrate how a refined email strategy can significantly increase meeting acquisition rates.  

Topic #1 Evolving Email Strategy in Sales [09:28] “There's no such thing as a good list, you have to verify everything," Jeff states, underscoring the necessity of due diligence in sales prospecting. "A lot of people skip these steps and then wonder why their email campaigns aren't effective. It’s about the discipline in verification, and then actually getting out there and confirming email addresses.” Jeff continues, emphasizing, "This is what separates the successful outreach from the noise in your inbox."

Topic #2 The Art of Writing Sales Emails [17:45] Jeff explains the nuanced craft of engaging potential clients via email. “Avoid traditional greetings and close with something unexpected. Use an ampersand, keep it short, and stay away from jargon that makes your email cringey,” he advises. Brandi adds, “It’s about connecting with the person on the other end, understanding their problem, and presenting your email as a conversation starter, not just a pitch.”

Topic #3 Integrating Technology and Email Sequences [31:09] “Technology now plays a bigger role in making sure our emails get noticed,” Jeff remarks, discussing the evolution of email tools. “We’ve moved from just crafting content to focusing on how to get our emails into the eyes of decision-makers.” He shares, “A successful email sequence involves multiple touchpoints over weeks, combining emailing with calling, respecting the cool-off periods, and constantly testing our strategies to optimize for response rates.” This approach, he notes, is crucial for maintaining domain health and avoiding being blacklisted.

Jeff advises revenue leaders to base their sales planning and budgeting on the number of meetings rather than traditional sales quotas. He suggests assessing how many meetings are held, which channels are used, and the closure rates of each channel. By focusing on these metrics, leaders can create more accurate and reliable forecasts, transitioning from quota-based forecasting to a model that emphasizes the effectiveness of meetings in generating sales.

Jeff Winters’ Buzzword to Banish is the term "value add." He expresses his disdain for the phrase by explaining, “It’s just so overused and nebulous. Everyone throws it around without really understanding what actual value they’re adding.” Jeff wants to rid the business world of this term to encourage clearer, more meaningful communications. 

Get in touch with Jeff Winters:       

• Abstrakt Marketing
• LinkedIn
  Instagram
• YouTube
• 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

This week our host Brandi Starr is joined by Kurt Uhlir, Chief Marketing Officer at Ethereal Innovations.

Kurt is a sought-after marketing leader that's been called "king of scaling". He has built and run growth for early-stage companies as well as those over $500M in annual revenue and assembled teams across six continents. 

In the past few years, he's been an executive with a public company and coached dozens of mid-market companies, in addition to giving numerous keynotes and podcast guest appearances about growing companies of all sizes with high-achieving servant leadership and modern marketing.

In this episode of Revenue Rehab, Brandi and Kurt will tackle exploring how marketing leaders can adopt servant leadership to enhance team performance, foster innovation, and drive meaningful customer engagement.     

Topic #1 Defining Leadership Styles [05:02] “There are only two styles of leadership,” Kurt explains, “there's an authoritative leadership style, which at the end of the day says, ‘Hey, do what I say exactly how I say to do it, or there's the door, you're fired’. And then there's a servant leadership approach, which is a very different approach that says, ‘Hey, I've hired you for a business reason to help the company hit business outcomes. And my job then is not to tell you exactly what to do…it's to serve you to help you better accomplish the outcomes the company has hired you to do.”

Topic #2 Assessing Your Leadership Approach [13:35] “I think that part of that is a self-assessment,” Kurt says, “taking 15 to 20 minutes, once a once a week.”.  The reality, he says, is that “the vast majority of executives I’ve worked with, they don't think that they're an authoritative boss.” He continues “and if you talk to their team, they're like, ‘she is so nice’. But if you underlie this nice personality, they're still the authoritative boss, they just don't realize it. They think because they're nice and they ask how the weekend went, that they're not an authoritative boss. That's not what servant leadership is, servant leadership is coming in every day and saying, ‘hey, I want to see you to be successful in your job. How can I make that better?’”

Topic #3 Reflecting on Decisions [28:34] Kurt encourages listeners to consider including a decision self-assessment habit to help them to lean into developing service style leadership.  He suggests identifying three potential mistakes or missteps taken in the past, recognizing that wrong decisions often feel right until proven otherwise by resulting data. Additionally, he suggests that team participation in this exercise can foster open communication and potential blind spots.

Kurt’s ‘One Thing’ is to evaluate where you are in your leadership style.  Take a vacation, Kurt quips, and that will reveal the answer to the question “are you a servant leader, or are you an authoritative leader? What do you think would happen to your team, if you just didn't show up to work for the next four weeks? If you're not confident that you're sure that the people reporting to you could make enough decisions to keep things at least pretty much status…you're an authoritative leader.”

Kurt’s Buzzword to Banish is ‘AI’. “I'm actually really sick of hearing artificial intelligence or AI right now, especially from people that have no idea what it actually means.” 

Get in touch with Kurt Uhlir: 

• LinkedIn
• Kurt Uhlir
• Twitter
• Instagram
• YouTube
• Pinterest
• 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 Eileen Campbell, Founder of Womintuition.

Meet Eileen Campbell, a force to be reckoned with in the world of marketing and insights. From launching US operations for a global Insights agency, to serving as CEO of a $1B consulting firm and serving as CMO for one of the world's most iconic entertainment brands, she's done it all. 

Oh, and let's not forget about the start-up she co-founded, which reached $30MM revenue in just four years. Today, she leads Womintuition, a growth advisory service and serves on a number of boards.

In this episode of Revenue Rehab, Brandi and Eileen will tackle addressing the gap between CMOs' aspirations for board positions and the challenging reality of securing these roles, while exploring actionable strategies to improve their chances.        

Topic #1 CMOs and Board Service [06:34] Eileen encourages CMOs who are pursuing serving on a Board to consider their current professional impression and the old stereotype of the CMO as the ‘corporate artiste’; “if I'm the CMO of a company am I being invited in to present to my own company's board? And am I privy to the concerns in that boardroom?”  Because, she says, “if that's not happening in your own company, it's highly unlikely that you are presenting the skills that will be valued in someone else's company.”

Topic #2 Serving on Boards: Dream vs. Reality [12:42] Serving on a board requires significant preparation, Eileen explains. Understanding of financials as well as a willingness to fulfill legal obligations of serving on a board, all add up to serious commitment rather than an easy path to wealth or prestige. She continues, “there's a lot of legal liability associated with board work. So, you need to be aware of that, because that's certainly a risk. [There’s] also reputational risk. If you sit on the board of a company that has some sort of serious public relations problem, by default you will take some of that heat.”

Topic #3 Board Service: Self Evaluation [26:24] Eileen presents several factors to consider when it comes to motivation to joining a board, whether it's the pursuit of prestige and leadership recognition, seeking an income stream, or the inclination to give back and impart knowledge.  She encourages CMOs to ponder; “I think just really understanding your own ‘why’, which I think is important in sort of everything in life, right? Why do I want to do this? Why does this matter to me? And that helps guide your choices.”

Eileen’s ‘One Thing’ is: “I would seriously consider whether there's an opportunity for you to get P&L responsibility,” she says, “if you really, really, really want to serve on a board, it will be easier if you've had P&L experience, it's not an absolute, but it will be easier.”  She continues, “and, if you don't feel like you have the skill set for P&L responsibility, you might want to question whether you have the skill set for board service.” 

Eileen’s Buzzword to Banish is not one but two phrases ‘it is what it is’ and ‘low hanging fruit’. The first Eileen wants to banish because, she says, “I think it is the most passive aggressive thing on the face of the earth.”  The second, she quips, is “mostly because I think it sounds dirty.”  

Get in touch with Eileen Campbell: 

• LinkedIn
• Womintuition

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 Deidre Hudson, Revenue Marketing Leader, Speaker, and Author.

With over 20 years of experience, Deidre Hudson has built and scaled demand generation and revenue marketing functions for companies ranging in size from under a million to over $5 billion in revenue. She has appeared on several podcasts and frequently speaks about fixing what's broken in marketing.  

Deidre takes a holistic approach and is deeply committed to expanding the art and science of marketing. She is also the author of "How the F*ck Did I Get Here" where she speaks about her journey to personal self-actualization and transformation.

 In this episode of Revenue Rehab, Brandi and Deidre will tackle unveiling how to break free from the monotony of life on autopilot, by making transformative changes towards living with purpose and intention.

Topic #1 Journey Beginnings: Data-Driven [06:34] “I was in undergrad for accounting. And I was working in the marketing department of a human rights non-profit organization. And we were doing lots of demographic and behavior-based segmentation, using lots of data, kind of psychographics, demographics. And I just became fascinated with that,” Deidre says, “So that's how I fell into it. And I switched my major to marketing. And it's been marketing ever since.”

Topic #2 Unconventional Edge [10:30] “I was doing this data-driven stuff before data was cool,” Deidre quips, “before it was cool to be, you know, like a nerd or whatever.”  She continues, “I got inspired by the stories that I was able to extract from data analysis [and] from what I learned going back to those roots that I had about really being able to take these different data sets, from a psychographic and demographic and behavioral perspective…and how do I create messaging that's going to appeal to them.”

Topic #3 Journey Pivot: Routine to Intentional [21:13] “I talk about this in my book, and I think it was a couple of little things. I started hyperventilating. And I would wake up every morning, and it was like just this feeling of dread,” she says, “I realized that this is not how life is supposed to be. And I just started doing a lot of examination…I shifted my focus in that I started to feel more like I had a choice in taking on some roles. I had a choice in who I presented in those roles. I had a choice in [asking myself] how am I going to receive you know things that are being said and things that are being done,” Deidre says, “I just I felt like I had more dominion over the things that were taking place around me.”

Deidre’s ‘One Thing’ is to spend time projecting ahead to where you want to be with intention.  “Just make sure to look at the things you're doing today and see if that fits in line with you be becoming that person that you want to be tomorrow. We do that in business, right? We look at our revenue goals, we work backwards from our revenue goals and say, ‘these are the things we need to do to achieve that’ and apply that same thing to you as a person, your personal and professional goals as well.”

Deidre’s Buzzword to Banish is the phrase “roll up your sleeves”. “When you are talking with people and looking to join a new company for your next role or opportunity, a phrase that you often hear is we want somebody that's going to come in and ‘roll up their sleeves’,” Deidre says, “I think we just need to banish that and just be real and say what it is that we're actually looking for when you're in those situations. What are you actually looking for? What does that actually mean?”

Get in touch with Deidre Hudson:

• LinkedIn
• Deidre Hudson
• How the F*ck Did I Get Here

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 on Revenue Rehab, our host Brandi Starr is joined by Moira Vetter, Founder and CEO of Moto Moto Agency.

Meet Moira Vetter, a seasoned marketing visionary thriving at the intersection of strategy and innovation. From leading growth for global brands and mid-market companies to navigating the intricacies of publicly traded firms, Moira possesses a wealth of experience in strategic, long-term business planning and marketing innovation. 

In this episode, Brandi and Moira delve into the pressing need for brands to extend their runway and relax immediate KPIs to foster innovation and enter new markets. They discuss the essential practice of setting aside a portion of the marketing budget for R&D, protecting it against the unpredictability of results. The conversation touches on the ever-evolving marketing landscape, marked by digital transformation, automation, and the dilemmas of mergers and acquisitions.

Tune in as Moira shares her insights on building a fluid two-year plan, balancing short-term goals with long-term brand development, and maintaining confidence amidst rapid change. For marketing leaders feeling the pressure of constant transformation, this episode offers valuable strategies and a reassuring perspective on finding direction and making impactful decisions. Join us for a therapeutic session designed to reignite your confidence and strategic vision on Revenue Rehab.

Topic #1: The Need for Innovation and Flexibility in Marketing [08:25] “If marketing is constantly being driven by immediate KPIs, there's simply no room left for innovation... Brands need that longer runway to test, learn, and ultimately thrive in new markets,” Vetter asserts. She emphasizes, “Setting aside a specific percentage of the marketing budget for R&D protects your long-term interests, even without immediate results.”

Topic #2: Adapting to the New Marketing Landscape through Collaboration [16:47] “Leaders must advocate for the value of innovation within the c-suite and ensure budgets for testing aren't cut,” Vetter advises. Brandi Starr adds, “Marketing roles are undergoing rigorous change due to digitalization, and it's crucial to align leadership measurement with integrated technology... the expectation now is to measure every effort, and adaptability is key.”

Topic #3: Building Confidence in Uncertain Times [29:33] “In the face of unexpected changes, staying calm and making decisions, even when things aren’t perfect, is crucial,” Vetter reiterates with a nod to Winston Churchill. Brandi Starr concurs, “We might not always get it right, but it’s about acknowledging what isn’t working, what’s being done to fix it, and learning from those actions.” Vetter further suggests, “Developing a fluid, two-year plan helps maintain long-term thinking while adapting to change, balancing both short-term revenue goals and long-term brand development.”

Moira Vetter's 'One Thing' is to create a fluid, two-year plan starting from today. “Consider both the short and long term in your strategy. Identify the key stakeholders who will impact your future and incorporate flexibility into your planning process. By doing so, you provide a longer runway for action and growth, which is crucial in this dynamic business environment. While traditional one-year plans have their place, the two-year plan allows for adaptability, ensuring your brand's sustained innovation and market engagement."

Moira’s Buzzword to Banish is the phrase ‘synergy’. She wants to banish it because, she says, “It’s overused to the point of being meaningless and often masks a lack of real strategy or substance.” Moira believes that relying on 'synergy' diminishes the importance of clear, concrete plans and objectives in business discussions.

Get in touch with on:

LinkedIn

Marketing Madhouse 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

This week our host Brandi Starr is joined by Lihong Hicken, Chief Executive Officer at TheySaid.

Lihong is the co-founder and CEO of Theysaid (Theysaid.io), a company that is disrupting the customer engagement space to drive business growth. With a background in user experience and B2B revenue growth, Lihong is transforming the way businesses interact with their customers by leveraging the power of journey pulsing and advanced analytics. 

Fun fact: Lihong started Theysaid when her daughter was just 3 weeks old, demonstrating her passion and commitment to innovation in the industry. Niko Bonatsos, Managing Director at General Catalyst, describes Lihong as 'a Force of Nature,' recognizing her unwavering determination and drive to transform the customer engagement space.

In this episode of Revenue Rehab, Brandi and Lihong will tackle the belief that it is customer value VOC (not NPS) that is a leading signal of churn.

Topic #1 Tech Leader Insights: Churn and Upselling [07:06] “The first biggest learning I got from interviewing these 50 tech company CEOs and COOs, is that when I ask them ‘how does your team know if your customer is about to churn?’ And 80% of the companies say, ‘Oh, we look at their product usage or login section’…When I asked them, ‘Okay, so how does your team know if a customer's ready to buy more?’” Lihong says, “100% of the companies said that we talk to our customers in the form of customer reaching out to us.”   

Topic #2 Critical Shift: Customer Insights and Timing [09:52] Lihong explains how the typical customer journey gathers data too late to prevent churn.  Communicating frequently with your customers to gather good data is key to preventing churn and being successful in upselling she explains. “Depending on who you are, and where your journey is, the frequency and the questions sent to you will be different,” Lihong says, “and these questions are curated to find risk and growth opportunities.”

Topic #3 What Does Good Data Look Like? [24:35] “I think there's three different levels of the goodness.  Typically, in the short term, like within a month, you may find some [dissatisfied] customers who you may be lucky enough to catch them before they make the change is layer number one,” Lihong shares.  Layer number two is picking out where there is opportunity for cross sell deals.  Layer three is identifying growth opportunities of your existing customers.

Lihong’s ‘One Thing’ is to identify insights you wish you knew about your customers. “Add a few questions that, you know, that's something that you wanted to know, maybe a little bit uncomfortable to ask customer face to face,” Lihong advises, “write them down, and then ask them either on the next call with them, or in the NPS survey.” 

Lihong’s Buzzword to Banish is ‘synergy’. “It's funny, I didn't know what that it meant,” Lihong says, “[but] ever since I got to business school at Berkeley it was everywhere…it is too overused.”

Get in touch with Lihong Hicken:

• LinkedIn
• LinkedIn Live
• TheySaid

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 Max Gomez, Chief Marketing Officer at Next Net Media.

Max Gomez Montejo is the influential Chief Marketing Officer at Next Net Media, a company at the cutting edge of data-driven marketing solutions. His visionary leadership extends to various brands, most notably the HOTH, a renowned search engine marketing firm that empowers businesses to amplify their online visibility. The HOTH offers a comprehensive range of services, including managed SEO, PPC, blog content creation, and link building, making it a one-stop destination for enhancing search engine traffic. Moreover, the HOTH provides a reseller SEO program tailored for agencies, affiliates, and consultants, expanding its impact within the digital marketing landscape.

Max's professional journey boasts a rich variety of experience in e-commerce, travel, telecommunications, and B2B sectors. At Next Net Media, his strategic acumen and digital marketing expertise have propelled the company to the forefront of the industry. Through Max's guidance, Next Net Media consistently delivers remarkable returns on investment, solidifying its reputation as an industry leader.

Going beyond his corporate accomplishments, Max shares his knowledge and wisdom as a guest professor at multiple universities. His dedication to shaping the marketing leaders of tomorrow underscores his commitment to the industry's future and continuous innovation. 

In this episode of Revenue Rehab, on the couch Brandi and Max will tackle demystifying how AI is reshaping search strategies and what marketers must do to stay ahead in the ever-evolving SEO and SEM landscape.

Topic #1 Organic Panic? [06:24] “We're seeing an evolution of organic channel,” Max says, “what would happen if you…couldn’t spend money on paid ads, and if you couldn’t get any jobs done on social media; the most important channel is going to remain your organic effort.”  He continues, “in a nutshell, organic efforts right now are still the number one source of traffic, the number one source of conversions from a website; if your website doesn't have 50 or 60% of traffic from organic sources, you need to be worried. But at the same time, you need to find a new story to be discovered and to understand the search and the user’s intent.”

Topic #2 Google Algorithm [17:07] “I will give you three things you need to ask yourself before panicking or not. The first one, Google is penalizing those who have been repurposing domains” says Max.  “The second one is abuse of AI, meaning that you just create content without any context…And the third one is kind of a messy one, if you were bragging on social media or on different websites that Google didn't pay attention when [you were] abusing of AI or something like that, you're going to get penalized.”

Topic #3 Don’t Put All Your Eggs in One (AI) Basket [25:44] “Up to a certain point, you can rely on AI to analyze your data to analyze what's happening in the Search Console, to give you different indexing, maybe help from a developer development perspective,” Max advises, “but if you if you want to trust AI to create 100% of your content, that's going to be a big no-no. Because, again, AI could know tons of things about the world, but the only one who knows about your business is the business owner, the brand, the team, the company. So don't forget your expertise and your experience on each subject.”

Max’s ‘One Thing’ is 3 steps: “First, go to Search Console, and analyze what's happening with your metrics there, especially in a couple of metrics…Second, check out the CPR, because maybe you have a low CPR, you can do some things to get more traffic, more clicks…And then third, check the keywords that users have been using to find you, once you have those keywords, think if you're creating content for those keywords.”

Max’s Buzzword to Banish is the alphabet soup of acronyms; “I would like to eliminate using just words to communicate a strategy. I'm really tired of hearing when we have different conversations, and they say, ‘I think the CPA of the AI strategy is not working because the MLA Q is not working’. What are you saying when you’re just putting different letters in front of the audience. I think we just need to get rid of those things.”

Get in touch with Max Gomez:

• LinkedIn: Next Net Media
• LinkedIn: Max Gomez
• The HOTH on Instagram
• The HOTH on YouTube
• Next Net Media

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 an exceptional returning guest, Matt Heinz, Founder and President at Heinz Marketing. 

Matt Heinz has more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries, and company sizes. Throughout his career, Matt has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. 

In this special 100th episode of Revenue Rehab, on the couch Brandi and Matt will tackle unpacking the secrets to being a standout leader, building teams that are as passionate as they are productive, and nailing the basics that drive business and brand growth. 

Topic #1 Self Reflection, Purpose, and Impact [05:56] “I fundamentally believe if you don't look back at sort of your earlier stages of your career in life, and if you don't cringe a little bit, you're probably not improving,” Matt reflects, “and [you’re] probably not sort of learning enough and becoming a better, not just better at what you do, but a better human, a better contributor to society and the people around you.”

Topic #2 Leadership: Balancing Culture and Business [17:07] “Well, first, I would just say that if you if you are feeling that struggle, if you're feeling that tension, you are already a great leader,” Matt says, “because that means you are prioritizing, your brain is already prioritizing, supporting the people on your team.” 

Topic #3 Strategies for Accelerating Revenue Growth [29:45] To get there, Matt says, “we have to pull back all the way back honestly, to corporate strategy. And let's not dwell on this a lot. But like, where are you as a business? Are you early stage? Are you in Product Market Fit mode? Where are your funding sources? And what do they need? What are the shareholder or stakeholder objectives?” He continues, “because if we just sit here and say, ‘we should start a community’, or you know what, ‘we should start a podcast’, or ‘how come we're not advertising here?’, ‘how come we're not winning the search wars?’, or whatever it is. Legit questions. But without context of ‘why’, we're just going to fight over a variety of well-meaning priorities.” 

Matt’s ‘One Thing’: “I'm going to quote Eric Schmidt, former CEO chairman of Google, I remember, years ago, he was on stage at Dreamforce with Marc Benioff and at one point in telling a story he said, ‘life is short work with people you enjoy’.”

Matt’s Buzzword to Banish: “There's a category of buzzwords I describe as what I'm selling led growth,” he says, “it just seems like everyone's trying to say, well, you can lead use this to the growth or you can use this to lead growth or this tactic or this channel. And way too often, it's the company selling you a solution for that, that is coming up with that.”

Get in touch with Matt Heinz:

• LinkedIn
• Twitter
• Heinz Marketing

Episode 14 - Finding Your Circle: The Importance of Community for Personal Growth

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 Jennifer Hopkins, Senior Vice President of Marketing at Sonar.

Jennifer Hopkins, the driving force behind the marketing strategy at Sonar, has 14 years as a B2B marketing executive.  She’s known for driving category-leading brands to unprecedented growth and helping founders successfully exit.

With a knack for sales acquisition, she thrives at the intersection of art and analytics, constantly pushing the envelope to deliver campaigns that not only resonate but also deliver tangible results. As CMO, Jennifer understands the value of building high performance marketing teams and collaborating across the C-Suite to propel growth. 

When not crafting the next big campaign, she can be found enjoying time with her family in her new role as mom or mentoring the next generation of marketing trailblazers.  

On the couch in this week’s episode of Revenue Rehab, Brandi and Jennifer will tackle sales and marketing success and increasing pipeline velocity via collaboration and a healthy competitive mindset.

Topic #1 Building Healthy Competition: Marketing and Sales [05:49] “I think the first thing is that you've got to have a marketing leader who's not afraid to put a number on their back,” Jennifer says. “I think that starts this healthy kind of Olive Branch of building a relationship, building trust.”  The second thing Jennifer identifies as a critical factor is alignment, “both sales and marketing leaders, they've got to have their teams aligned on the same KPIs, the same targets that they're going after.”

Topic #2 Creating a Collaborative Environment [13:43] “My number three is you've got to bring people into the fold,” Jennifer explains, “alongside your sales leadership, you've got to create a collaborative environment. Oftentimes, these teams that are siloed, they're not even meeting regularly.”  The most successful approach, Jennifer stresses, is going to be top-down, “your marketing leader and your sales leader have to find a way to make sure that the team sees the value in these meetings.”

Topic #3 Ensuring Time Spent is Valuable [19:28] “I think this kind of leads me into the fourth point of,” Jennifer says, “you've got to share the data. And you got to be transparent across both teams.”  She continues “I think the important thing is too, your entire marketing team, and your entire sales team doesn't have to be in a meeting all the time together…I think it's finding the right meetings and putting the right people in the same room…whether it's your head of marketing, or your head of demand gen who's hearing those conversations, they've got to then bring it back to the team.”

Jennifer’s ‘One Thing’ is: “Audit your current process, like take five minutes and actually sit down and think ‘how am I currently collaborating with the sales team?’ And if you're doing all four of the things that we talked through today, awesome, high five, keep doing it. If there's something that you haven't tried yet, my one homework would be pick one. Try it out for 30-60 days and see if it's helping.”

Jennifer’s Buzzword to Banish is ‘frothy’. “I've heard it a lot in the past year and a half in regard to capital flowing around the marketplace,” Jennifer says, “but for me, it just, it's a little cringe worthy.”

Get in touch with Jennifer Hopkins:

• LinkedIn
• Sonar

Episode 38: Marketing & Sales Divide: Perspective from Both Sides

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This week our host Brandi Starr is joined by Anastasia Pavlova, Founder & CMO at Bold GTM.

Anastasia is not your average CMO.  She is a go-to-market strategist with a robust foundation in business, backed by an MBA from the prestigious Haas School of Business, and enriched by nearly 20 years of full-funnel marketing experience across B2B SaaS, cybersecurity, ecommerce, and B2C Tech. Her career spans a wide range of company stages, from agile VC/PE-backed start-ups to established enterprises.

Her journey has been anything but linear. Starting her career in Europe, Anastasia has not only helped companies there but also scaled US go-to-market teams across the European and APAC markets. This global experience, combined with her background in linguistics, gives her a unique edge in leveraging AI language models to communicate effectively and understand customers deeply.

On the couch in this week’s episode of Revenue Rehab, Brandi and Anastasia will tackle optimizing B2B customer marketing to enhance retention and maximize cross-selling success.  

Topic #1 Retention vs Growth Stages Strategies [05:52]  “I think that it really depends on the size of the company and the stage that they're in,” says Anastasia, “as companies move from sort of first building the product and building the initial customer base, they start expanding to become a platform, and then they start launching new products. So, there's more opportunities to cross sell additional products into their existing customer base. And companies just have more levers, perhaps they grow through acquisitions. So, they acquire new customers, or they acquire new tools. So, there are additional opportunities for them to cross sell into the existing base.”

Topic #2 The Changing Landscape of the Buying Environment [12:06] “The old lead gen marketing playbook just doesn't work anymore,” Anastasia explains, “the reality is that when companies operate in silos and…marketing is responsible for driving in MQL, sending them over to SDRs, and then trying to set up meetings and bombarding all the prospects with mass email…and putting gates in front of prospects, and then doing SDR cold calls…it translates into lots of inefficiencies for companies and frustrated buyers and longer sales cycles.”  She continues, “companies that are working in this outbound sales go-to-market motion, they really need to think about a more integrated and targeted way to go-to-market.”

Topic #3 An Integrated Go-to-Market 5 Step Framework [29:52] “The framework is very simple,” Anastasia says, “it's five steps that starts with setting the goals, or really getting everyone on the page with regard to the goals.” Step two is selecting the accounts that you’re going to focus on.  Step three, she explains, is developing content that would help you drive whether it is retention or cross sell, for example.  Step four is running campaigns, she says “that's what we just touched upon which tactic tactics are available to you, where do you find your customers, and testing different things and see what works.”   The final step is measuring and optimizing.

Anastasia’s ‘One Thing’ is: “if you are in customer marketing, make sure that you go and talk to your sales and customer success leaders and align with them on the goal. So, understand the goals in their priorities and start thinking about how you can partner with them together and drive the same outcomes and what things you need to do to change your current processes in order to help them achieve the same goals.”

Anastasia’s  Buzzword to Banish is ‘Doing more with less’. “It's not about doing more with less,” Anastasia says, “it is about doing the right things, right. And it's focusing on the outcomes that you're trying to drive and really focusing on what will make the biggest impact. So, it is not about quantity of things that we do, we really need to focus on quality.”

Get in touch with Anastasia Pavlova:

LinkedIn

Bold GTM

Episode 72: Deciphering Customer Desires

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This week our host Brandi Starr is joined by Melissa Moody, GM at Matcha. 

A full-stack marketing executive with a profound commitment to user-centric innovation, Melissa followed her 14-year tenure in large-partner marketing at Google with a role as Founder and CMO at tech start-up Gated. In her current role at Matcha, a Commsor brand, she champions the concept of “go-to-network” with a focus on the role of building connections for professional growth. 

Additionally, she is host of the 2 Pizza Marketing podcast for small-team marketers and recently launched a bootstrapped social advocacy tool.  Melissa lives and works in Anchorage, Alaska.

On the couch in this week’s special episode of Revenue Rehab, in honour of International Women's Day, Brandi and Melissa will tackle Unleashing Potential: Women Empowering Women.

Topic #1 Wednesday Women [05:37] “About a year and a half ago, this wonderful woman named Leslie Greenwood had posted on her LinkedIn feed, I'd like to see more women CEOs in my feed, she just wasn't getting enough of them,” Melissa explains, “probably about six months ago, I posted in my feed, I'd like to see more women founders.”  This alignment sparked a conversation between the two; “we said ‘we should do something, just a small pebble into the water, let's make a few ripples. And maybe it'll cause something bigger’, and what happened was once a week on Wednesdays, as you might imagine, we started featuring an extraordinary executive woman.” 

Topic #2 Amplifying the Professional Voices of Women [18:05] “It does come back to what we do with Wednesday Women,” Melissa advises, “I would say just do something small, start small, put something out into the universe. Maybe you have a speaking opportunity that you weren't going to take, maybe you submit your bio to be on a podcast that you really, really love. Maybe you just start posting regularly, you know, twice a week on LinkedIn, just to add your little pebble to this pile…we need authenticity, we don't need you to be the best person who's ever run a demand generation campaign, we need you to be someone who's done it, and to talk about it and to talk about your lived experience.”

Topic #3 Empowering More Women: [24:50] “I do think uplifting others is one of the best content strategies out there right now,” says Melissa,  “so if we're talking to people who are actually running content teams, or running social media, consider how uplifting others, specifically in this case if we want to put the emphasis on women, uplifting women can be a part of your content strategy. So, by that, I mean, if you're spotlighting successful clients, do you have a balanced roster? If you are supporting folks who are great customers of yours are you uplifting people who are of both genders?”

Melissa’s ‘One Thing’ is: “Let me give a small and a large. So, if you need a small today, whoever's listening, write one of your public outputs, so maybe it's in your newsletter, maybe it's your podcast, maybe it's your LinkedIn post, make one of those purely uplifting someone else who is fantastic,” she says.  “On the larger…if you have some budget, even a small amount, can go a long way toward making a difference in in creating more uplift and shining the spotlight. So yeah, we're shining a spotlight.” 

Melissa’s Buzzword to Banish is ‘Bruh’. “Well, you told me I could pick anything, and it doesn't have to be professional,” Melissa says, “I have two teens. And you know, I went immediately to ‘motion’ and ‘drinking from the firehose’ and ‘circle back’. And I said no, what would I really want to disappear? It's ‘Bruh’.” 

Get in touch with Melissa Moody:

LinkedIn

Matcha

Podcast: 2 Pizza Marketing

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This week our host Brandi Starr is joined by Orly Glick, Founder and CEO of ESGgo, the AI-powered operating system for sustainability.

Orly has lived and worked in different countries and speaks several languages. Before founding ESGgo she was a Partner at Vintage, where she invested in technology start-ups and VC funds and built and led the Value-Added Services practice, bringing start-up innovation to solve corporate challenges. 

Prior to that, Orly worked at McKinsey & Company for two careers driving digital transformation for global enterprises. Orly spent 10 years in California where she worked at Merrill Lynch in asset management and private banking. Before that, she started and led a boutique consulting company in the Netherlands, Belgium, and France. 

For the first 8 years of her career, Orly worked in technology, in the IDF and at Indigo-HP as a service engineer and technical trainer. Orly is a guest lecturer and speaker at Tel Aviv University.

Orly lives in Israel with her husband and three children and is passionate about technology, naturopathic medicine, cultures, and diversity. She is an avid baker and a VR beat saber player.

On the couch in this week’s episode of Revenue Rehab, Brandi and Orly will tackle Building a Better Tomorrow: ESG Strategies for Impactful Marketing.

Get in touch with Orly Glick:

• LinkedIn
• ESGgo

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 Jaina Mistry, Director, Brand and Content Marketing at Litmus.

 As the Director of Brand and Content Marketing at Litmus, Jaina leads a team that strives to create captivating and educational content for email marketers of all stripes. An #emailgeek to her core, Jaina’s worked in and around email for over 15 years and is now taking her email expertise into the world of brand and content marketing.

 On the couch in this week’s episode of Revenue Rehab, Jaina will tackle Email ROI Unlocked: Unraveling Insights from Litmus's Report.

Get in touch with Jaina Mistry:

• LinkedIn
• Litmus

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 Tracy Sestili, Chief Revenue Officer at Intellimize.

Tracy is the former Chief Marketing Officer (CMO) turned Chief Revenue Officer (CRO) at Intellimize where she brings a holistic perspective and approach to the organization to drive end-to-end revenue generating strategies.  Prior to Intellimize, she has led teams at Fountain, SparkPost, CA Technologies, Cisco, and TiVo. 

Tracy has 20+ years’ experience helping GTM teams drive brand awareness along sustainable and scalable revenue streams.

She has served on the board of Women for WineSense, is an active member of CHIEF, and co-founded a non-profit for lung cancer, for which she received a Bay Area Jefferson Award.  Tracy has also been an adjunct professor in digital marketing at UC Berkeley and San Francisco State University and has authored a book on digital marketing.

In the fifth installment of Revenue Rehab’s My Journey series, on the couch in this week’s episode, Brandi and Tracy tackle My Journey with Tracy Sestili: Going from CMO to CRO

Topic #1 Going Wide and Varied or Going Deep [07:10] Tracy describes a key conversation that guided some of her decisions on next steps for her career while she was at TiVo; “I went to lunch with the CMO there and she said, ‘What do you want to do with your career?... your resume is very deep. And you know, you can go wide and be very varied. Or you can go deep in one area and sort of make that your career path. Have you thought about what you want to do?’”

Topic #2 Finding Your Career Path: Taking Time for Reflection [15:30] “I think it's hard for people to take a break, and sit back and consider that it does take, literally taking time off,” Tracy says.  “I always recommend to people, when you kind of feel like you're burned out, maybe they'll take a staycation or something and try to decompress and really give it some thought about what you want to do.”

Topic #3 The Journey from CMO to CRO [25:05] “It is not something that I sought out, it kind of fell in my lap,” Tracy reflects.  Built off an existing solid relationship with the CEO, who offered her the position, she considered that rapport as well as the company culture when she finally decided to make that move. “I also really love working for my CEO, he's just the kindest human and he's a very good thought partner. And I think that that's important if you're going to make that transition, to have a good relationship with your CEO and have a good relationship with finance. Because that, that's all that the CRO does, right? And those are the reasons why I said yes.”  

Tracy’s ‘One Thing’, when it comes to evaluating making the transition from CMO to CRO, “I think you need to get in the trenches with sales,” she says, “and see if you can shadow a salesperson from like, start to finish to really determine first, if that's something that you want to do, right? And then from there…seeing if you really understand the bigger picture of what's happening across the org from a data perspective, like, do you have insight to understand that? To me, those are the two things that I think would really help you decide if you want to do it.”

Tracy’s Buzzword to Banish is ‘attribution.  “I think now that I've gone from CMO to CRO it drives me even more crazy,” Tracy says, “[attribution] just really trips up marketers as a whole to try to figure out who gets credit for what, it’s exhausting you know, if it's working, it's working and there's no need to fight over credit in my opinion.”

Get in touch with Tracy Sestili on:

LinkedIn

Twitter

Intellimize

e-Book: Filling in the blanks of your ABM program

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This week our host Brandi Starr is joined by Celeste Berke Knisely, Certified Sales Trainer & Founder at Celeste Berke Knisely Sales Training & Coaching. 

Celeste, a self-proclaimed “Sales Growth Strategist” is a natural collaborator and partner to executives who easily pinpoint gaps in strategy and creates road maps to implement plans and achieve targets. Passionate about creating cross-functional collaboration, team development, and delivering results across top-performing teams.

Celeste has over 21 years of experience within the non-profit and for-profit arenas; holding both a B.S. and M.S. degree.  In her last corporate role, Celeste held the position of Regional Director of Sales and Marketing for a privately held hospitality management company overseeing 19 properties, a sales team of 50+, and $105M in annual sales. Her accolades include the Director of Sales of the Year award, 2x Manager of the Year, and being named 40 under 40 for the Triad Business Journal. Celeste also holds a certified sales designation from Marriot International and in 2023 was named one of the Top 15 LinkedIn Experts in Denver by Influence + Digest.

In early 2020, Celeste branched out on her own to scale a female-owned consulting and training business. Celeste holds the designation of Certified Gap Selling Training Partner with A Sales Growth Company and the Gap Selling Methodology. Celeste resides in Colorado with her husband and daughter.

On the couch in this week’s episode of Revenue Rehab, Brandi and Celeste will tackle Transforming Sales with Gap's customer-centric focus in Gap Sales Approach: The Key to Customer-Centric Sales.

Get in touch with Celeste Berke Knisely:

• LinkedIn
• YouTube
• Podcast: The Sales Edge

Celeste Berke Knisely Sales Training & Coaching / Certified Gap Selling Training Partner with A Sales Growth Company

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 on Revenue Rehab, host Brandi Starr sits down with Mark Osborne, a top marketing technology trailblazer and best-selling author renowned for driving substantial revenue growth for clients.

Mark is on a mission to eradicate the notion of 'growth hacks', instead advocating for sustainable growth systems rooted in fundamental strategies. He underscores the criticality of unifying marketing, sales, and customer success around the metric of pipeline velocity to achieve transformational growth and market dominance.

In this episode, Brandi and Mark dive deep into the importance of defining context for ideal customer profiles throughout the sales process, the perils of unqualified leads, and the game-changing potential of better coordination between marketing and sales in nurturing campaigns and defining lead qualification criteria.

Tune in as they explore what success looks like for companies that effectively tackle these challenges and the positive implications for businesses when these problems are solved. Get ready for an insightful discussion on driving revenue faster through better marketing-sales integration.

Topic #1: Importance of Visual Tools in Analyzing Systems [05:12] "Flowcharts are really powerful tools to help analyze and improve systems within organizations," Mark Osborne emphasizes. "By visually mapping out the critical path of processes, you can identify bottlenecks, set KPIs at crucial steps, and refine the process to achieve exponential growth." Brandi Starr agrees, adding "Visual tools make it easier to communicate complex processes and get everyone on the same page."

Topic #2 Unifying Revenue Teams for Transformational Growth [14:37] Mark Osborne suggests, "To achieve transformational growth and dominate a marketplace, companies need to unify marketing, sales, and customer success under a shared objective of growing revenues." He recommends "creating a unified revenue team, building a scorecard with KPIs across the revenue system, and aligning incentives based on the scorecard to remove friction and create coordination." Brandi Starr concurs, stating "Measurement and accountability are key to creating alignment and removing friction between revenue teams." 

Topic #3 Defining Context for Ideal Customer Profiles [22:51] Brandi Starr and Mark Osborne discuss the importance of defining context for ideal customer profiles throughout the sales process. "Companies often fail to effectively communicate this context," Brandi observes, leading to "unqualified leads and decreased resource allocation for the best opportunities." Mark expands, "By better defining lead qualification criteria and setting up targeted nurturing campaigns, marketing and sales can collaboratively improve pipeline velocity and accelerate revenue growth."

Mark's 'One Thing' is to get your revenue team together and define your revenue system. "The very first thing is to get the team together, define your system and think through the roles, especially if you're a small company... it's really easy because you've probably got one or two people in marketing and then a handful of salespeople. Get those folks together and start to define what that looks like and what you're trying to achieve." He encourages listeners to download the free book offered in the show notes, which provides templates and a guide on modern revenue strategies to help you get started.

Mark's Buzzword to Banish is 'growth hacks'. He wants to get rid of this concept forever because he believes "growth hacks are not a thing. Growth hacks don't exist." Instead, Mark emphasizes building sustainable growth systems based on fundamental strategies. 

Get in touch with 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 Angela Chong, Founder and Executive Producer of Amplify Podcasts.

2024 marks Angela’s fourth year in the podcasting industry, previously managing a talented team of producers and working with mid-enterprise level clients.  As a Founder, Angela believes in conducting business with emotional intelligence, emphasizing Empathy, Encouragement and Empowerment as her core values.

Before leaping into podcasting, Angela served in a variety of roles in Digital Marketing, Sales, and Customer Success. She knows that her experiences set her up for success in the work she's doing now as a small business owner. 

She is a proud wife to Paul, and together they have an under one year old daughter, and fur-baby, Zuko.

On the couch in this week’s episode of Revenue Rehab, Brandi and Angela tackle Podcasting Power: Building Relationships That Last. 

Get in touch with Angela Chong: 

• LinkedIn
• Instagram
• Amplify Podcasts
• Podcast: Personal Podcaster

Episode 66 - The Power of Podcasting - Cultivating Brand Love through Authentic Stories

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 the rest of the Tegrita Executive team; Mike Geller, Rolly Keenan, and Max Stoddard.      

Mike Geller is the cofounder of Tegrita and is the firm’s principal technologist. Mike graduated from the famed Toronto Metropolitan University and wasted no time in building a 20-year career covering all angles of marketing technology consultancy. Mike’s a self-proclaimed coffee snob, an author, a Trekkie, a husband, and a proud dad to two children.

Rolly Keenan is the Chief Revenue Officer at Tegrita and resides in Colorado. He is a born leader and the key growth specialist at Tegrita. Rolly brings 25 years of diverse experiences at the likes of LinkedIn, Oracle, Gallup, and the US Olympic Volleyball Teams. Graduating with his MBA in Marketing from Northwestern University’s Kellogg School of Management, Rolly has had some unique experiences in his career including making over 500,000 cold calls and he has even spent time in training for high-stakes negotiation protocol for hostage situations. He is a partner to the wonderful, Veronica, and a father to six children and one dog, Nala.

Max Stoddard is the Chief of Staff at Tegrita and is passionate about enabling growth & success. She loves seeing anything run more smoothly and people achieve more because of her contribution. Having spent most of her career working for start-ups, within established companies embarking on something new and in traditional industries in the midst of disruption. She strives to make things better! She’s mentored many colleagues and helped others build their careers. Max has flipped existing, outdated processes on their heads to streamline and add sanity to obsolete approaches. She has also helped build new processes and practices from the ground up for ground-breaking services and products.

Brandi Starr is the Chief Operating Officer at Tegrita and of course, the host of Revenue Rehab.  Brandi is a true Modern Marketing Maven; she believes marketing magic happens at the intersection of strategy, creativity, and technology. In her role at Tegrita, Brandi helps companies of varying sizes to attract, convert, close, and retain customers using technology. Voted one of the top 50 Women You Need to Know in Martech, 2018 Brandi's 20+ year career has spanned a variety of industries and marketing disciplines. Brandi is the Co-Author of CMO to CRO, The Revenue Takeover by The Next Generation Executive. When she’s not making the magic happen, you can find her on a plane (she loves to travel), eating street tacos (#TacosAreLife), or spending time with her family.

On the couch in this week’s episode of Revenue Rehab, Brandi and the ELT will unpack Tegrita's unique approach and universal business insights in Tegrita at Ten: Innovations & Universal Lessons.

Get in touch with the team on LinkedIn:

• Mike Geller
• Rolly Keenan
• Max Stoddard
• Brandi Starr 

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 Kim Barnes, Co-Founder at Parenting Aging Parents.

Kim Barnes has spent 30+ years on the air! She was an award-winning reporter and news anchor for 15 years. Since leaving news, she is also seen in corporate videos, commercials and does voiceover work. 

Kim works with her former sportscaster husband as Barnes Team Media where they work with executives, entrepreneurs, speakers, and small business owners who want to improve their on-camera presence for video, virtual presentations, media interviews, as well as public speaking. They have a son who graduated from Texas A&M and a daughter who graduated from UT. 

Kim & Mike also have parents in their 80’s in Dallas and Houston and are navigating long distance caregiving. They launched Parenting Aging Parents in 2021 to help others trying to help their parents. 

Parenting Aging Parents provides content, connection, and community so caregivers don’t feel alone and have the information they need to navigate this challenging time. PAP has a website with 80+ expert interviews and they lead a private Facebook group with more than 9000 adult children. They like to say, “We’re all in this together!”.

On the couch in this week’s episode of Revenue Rehab, Brandi and Kim will tackle finding harmony in work, life, and parental support in Executive Caregivers: Managing Work and Elderly Parents.

Get in touch with Kim Barnes and Parenting Aging Parents on:

• LinkedIn - Kim Barnes
• LinkedIn – Parenting Aging Parents
• Instagram
• Facebook
• YouTube
• Parenting Aging Parents

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