Revenue Talks - A Podcast for Modern Revenue Teams

Breaking Down Silos with Christopher Varites of Paycor

Breaking Down Silos with Christopher Varites In this episode of the Revenue Engagement Podcast, we have Christopher Varites joining us on the show. Chris is the director of revenue operations and technology at Paycor, and he has a fantastic career journey that he will be sharing with us. Throughout his experience, Chris has successfully provided strong and effective leadership, guidance, and direction to numerous staff members and clients while implementing efficient and innovative business and technical solutions to the complex issues facing his firm, staff, and customers. Chris is a firm believer in asking questions and asking them in the right way. He insists that before you do anything, you need to know the 'why.' Chris and I will have an amazing conversation on working with different silos, building a positive culture, and I believe you can borrow a few points from the episode. Are you ready to learn from Chris? Listen in to this episode. Key Talking Points of the Episode: * How Chris has confronted challenges around building business silos and aligning the teams * How to make different silos work together under one roof * Building a positive revenue culture * Tools and strategies that Chris uses to keep the positive culture alive * What things are challenging the status quo in the engagement world? * Text messaging and sales teams from an operational perspective Quotes from the Episode: "Recognition is huge. A simple, hey, great job on this, or hey, you know, great, great job or whatever it may be. It's a simple gesture, but it does hold its weight and gold." "The silver bullet is identifying a single pane of glass for a seller to execute exactly what they need to execute on in one screen." "Ask the right questions, and make sure the questions are formatted in a way where you're going to be able to get or extrapolate a lot of additional insight outside of what just that question is asking." "Take yourself away from focusing more on the more tactical KPIs on just box-checking exercises, and push individuals to focus more on the quality." Connect with Chris Varites LinkedIn [https://www.linkedin.com/in/varites/] Resources Mentioned: Green Lights by Matthew McCaughey [https://www.amazon.com/Greenlights-Matthew-McConaughey/dp/0593139135] Start with Why- Simon Sinek [https://www.amazon.com/Start-Why-Leaders-Inspire-Everyone/dp/1591846447]

Rakhi Voria, Director, IBM Global Digital Sales and Development

Rakhi will share how the Covid pandemic and even consumer trends prior to our "new normal" have changed the sales arena. She will give us an inside look into what the IBM sales development culture looks like and share a few strategies to boost revenue in our own organizations. Rakhi is the director of global digital sales development at IBM, a Forbes business development contributor speaker, and a Women in Sales advocate. Listen in and learn Rakhi’s secrets to building a successful sales development team and elevating their role within a global sales organization. Key Takeaways 1. Metrics that Rakhi follows to monitor the team’s health and success 2. How has the pandemic changed IBM’s sales development motions 3. How the pandemic has affected the sales world 4. Digital sales development culture at IBM. How has Rakhi re-energized the sales development culture at IBM 5. What can we do to make our organizations better when it comes to revenue? 6. One skill that Rakhi wishes that she had learned earlier 7. Personal advice to a younger generation looking to get into sales Quotable Moments * “The way my team and I engage with clients hasn’t changed, but the conversations have.” * “Take a list of all your personal objectives, all your professional objectives, blend them together and then prioritize. “ * “It’s important to be able to say no, and to figure out how you should prioritize and spend your time.” * “I think my curiosity and my eagerness to learn ended up being one of my greatest strengths. It led me to new opportunities, both professionally and personally.” Connect With Rakhi LinkedIn [https://www.linkedin.com/in/rakhivoria/] Resources Mentioned: Thrive: The Third Metric to Redefining Success and Creating a Life of Well-Being, Wisdom, and Wonder- Arianna Huffington [https://www.amazon.com/Thrive-Redefining-Success-Creating-Well-Being/dp/0804140863]

Courtney Rice of the Sacramento Kings

When it comes to an organization's focus on customer experience, the Sacramento Kings are an industry leader. Engaging fans the "King's Way," is all about personalization at scale and developing deep relationships with fans. We need to consider a lot of aspects that impact its overall performance extensively. In the conversation today, Courtney touched on a lot of topics that help generate better sales and revenue. Key Takeaways 1. Learn about the "King's Way" approach that they practice at Sacramento Kings. It involves customization and taking a customer-first approach in every interaction that you have. 2. Transparency helps with generating self-awareness and managing the conversations with the different people you're working with. 3. Having candid conversations with their team and the leadership group helped them with the cultural aspect a lot through the trying times. 4. Learn the importance of organically finding those people that would support you in the long run. 5. Courtney shares the most significant learning from her experience so far. She says being able to consider and work on constructive criticism helped her improve a lot as a professional. Connect with Courtney * LinkedIn - https://www.linkedin.com/in/courtneymblake [https://www.linkedin.com/in/courtneymblake] Connect with Us * Website - https://conquer.io [https://conquer.io]