The Modern Revenue Executive

AI insights. Digital journeys. Human connections.

Top-performing revenue teams are mastering the art of using AI to connect marketing touchpoints with sales conversions. "The Modern Revenue Executive" brings you insider conversations with leaders from healthcare, financial services, telecommunications and more, who are breaking down traditional silos between teams. Join Invoca CEO Gregg Johnson as executives share their strategies for aligning marketing and sales teams, optimizing multichannel investments and creating seamless experiences that convert.

Get ready for powerful insights on leveraging AI, end-to-end attribution and revenue execution to drive measurable business growth in today's complex customer journey.

We’re kicking off the first episode of “The Modern Revenue Executive” with a conversation on breaking down silos between sales and marketing.

Michelle Barbeau, Chief Revenue Officer of eHealth, Inc., explains how she unified marketing and sales under one revenue-focused function. Michelle dives into how shared KPIs, cross-functional data access and daily standups helped build trust, drive collaboration and ultimately drive revenue.

Key Takeaways:

00:00 Introduction.

06:18 Why aligning people, process and priorities matters.

07:57 How shared conversion KPIs unlock growth.

09:27 The impact of inviting marketing into sales standups.

11:36 Structuring the go-to-market engine around AEP.

15:33 Diversifying beyond seasonal revenue peaks.

21:00 Replacing off-hours with empathetic AI agents.

26:50 Turning retention into a strategic growth lever.

31:30 Building trust through authentic brand messaging.

Resources Mentioned:

Michelle Barbeau

https://www.linkedin.com/in/michellebarbeau/

eHealth, Inc. | LinkedIn

https://www.linkedin.com/company/ehealthinsurance/

eHealth, Inc. | Website

https://www.ehealth.com

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#B2BSales #AIInMarketing #RevenueGrowth

Disclaimer: References to “about 50 organizations” and “LTV of two to three years” in this episode specifically refer to eHealth’s Medicare Advantage business.

We’re joined by Jeff Stewart, VP of Strategic Marketing at CHRISTUS Health, and Drew Landmeier, SVP and Chief Marketing and Communications Officer at Tufts Medicine. Together, they explore how leading health systems modernize patient access, unify fragmented data and adopt AI to improve both digital journeys and in-clinic care experiences.

Jeff and Drew share how AI is reshaping discovery, appointment booking, translation, clinician workflows and patient engagement while reducing friction, lowering operational costs and enabling more personalized, accessible care across diverse communities.

Key Takeaways:

00:00 Introduction.

04:46 Strong data foundations power digital patient experience.

08:09 Harmonizing backend systems for smoother patient flows.

11:52 Marketers cannot fall behind on GEO strategy.

14:46 AI will better define quality care for patients.

18:36 AI helps smaller systems compete with industry giants.

21:24 The magic toaster helps teams understand AI.

24:52 AI creates custom hospital images fast and cheaply.

29:36 Ambient listening lets clinicians focus on patients.

31:44 Patients feel more connected with ambient AI.

35:28 Podcasts reach highly targeted healthcare audiences.

Resources Mentioned:

Jeff Stewart

https://www.linkedin.com/in/jstewart1759/

Christus Health | LinkedIn

https://www.linkedin.com/company/christus-health/

Christus Health | Website

https://www.christushealth.org/

Drew Landmeier

https://www.linkedin.com/in/drewlandmeier/

Tufts Medicine | LinkedIn

https://www.linkedin.com/company/tuftsmedicine/

Tufts Medicine | Website

https://tuftsmedicine.org

“The Design of Everyday Things” by Don Norman

https://www.amazon.com/Design-Everyday-Things-Revised-Expanded/dp/0465050654

“Both/And Thinking” by Wendy K. Smith and Marianne W. Lewis

https://bothandthinking.net/

Well Beyond Medicine Podcast

https://nemourswellbeyond.org/

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#B2BSales #AIInMarketing #RevenueGrowth

In this episode, we’re joined by Don Batsford Jr., Head of Industry at Google. For today’s revenue teams, the question on everyone’s mind is: how is AI reshaping the way consumers discover, engage, and buy? From marketing to commerce to sales, no area is changing faster than search.

Don has spent his career at the intersection of digital marketing, technology, and consumer behavior. He brings a practitioner’s eye to how AI is redefining the customer journey, from search and discovery to purchase and loyalty, and what it means for marketers and revenue leaders right now.

Key Takeaways:

00:00 Introduction.

03:03 AI shifts search from keywords to exploratory conversational tools.

05:28 Everyday adoption of generative tools.

08:46 Google introduces AI mode and AI overviews.

11:58 Empathy emerges as the human edge.

14:50 AI supports complex, high-stakes decisions.

17:47 No single best experience exists.

20:15 With iteration, costs drop dramatically.

23:45 Lower cost enables edge-case solutions.

25:27 Streaming and TV as the new “rectangles.”

30:03 Connected TV offers growth potential.

Resources Mentioned:

Don Batsford Jr.

https://www.linkedin.com/in/donbatsfordjr/

Google | LinkedIn

https://www.linkedin.com/company/google/

Google Think Lead Gen | Website

https://adsonair.withgoogle.com/events/thinkleadgen2024

Google TV

https://tv.google/intl/en_uk/

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#Podcast #Search #Google #AI #Marketing #CustomerExperience

In this episode, we dive into a powerful conversation with Cliff Dinwiddie and Lorenzo Clark of Kinetic about building true sales and marketing alignment that drives revenue growth. These two executives demonstrate how seamless integration between teams creates measurable business results through data-driven collaboration, customer-first messaging and innovative AI applications.

Key Takeaways:

00:00 Introduction.

03:16 Seamless integration drives sales marketing alignment success.

07:54 Focus on selling service, not vanity metrics.

11:36 People buy value and solutions, not products.

15:24 Direct customer feedback improves solutions.

26:21 AI tests technology and helps us extract the insights to inform our decisions.

28:48 AI analyzes door conversations for sales optimization.

32:51 Daily communication builds trust and a respectful culture.

34:06 Alignment results are visible through technology and messaging.

46:39 “The Mamba Mentality” principles help transition from sports to professional success.

Resources Mentioned:

Kinetic website

https://business.windstream.com/

“The Mamba Mentality: How I Play” by Kobe Bryant

https://www.amazon.com/Mamba-Mentality-How-Play/dp/0374201234

Kevin Carroll

https://www.linkedin.com/in/kevincarrollkatalyst/

Thank you for tuning in to “The Modern Revenue Executive.”  If you enjoyed the episode, please give us a 5‑star rating and subscribe so you don’t miss the next one.

#Sales #Marketing #Leadership #Podcast #AI #CustomerExperience