Her Path to Revenue

Ep. 16. High Energy and Hard Boundaries - with Alice Heiman, Chief Sales Energizer

In this episode of Her Path to Revenue, Janelle sits down with Alice Heiman—sales advisor, speaker, and self-proclaimed Chief Sales Energizer—to unpack what it really takes to build scalable revenue engines while sustaining your energy, health, and life outside of work. Alice’s journey didn’t start in sales. From special education teacher to working alongside her father at Miller Hyman, to helping sell the company to private equity and eventually advising high-growth CEOs—her path is anything but traditional. But what stands out most isn’t just her experience—it’s how she’s built a career rooted in longevity, discipline, and self-awareness. From navigating burnout and chronic fatigue to designing a workweek that actually supports performance, Alice shares a deeply practical and honest look at what it takes to sustain success over decades—not just quarters. If you’ve ever felt like building revenue comes at the expense of your well-being, this conversation will challenge that assumption. In this episode, we cover: • How Alice transitioned from teaching into enterprise sales and consulting • What she learned from helping sell a company early in her career • Why energy—not just strategy—is a sales leader’s greatest asset • Practical ways to manage low energy, burnout, and even chronic fatigue • The power of calendar discipline and structuring your week for success • Why “balance” looks different for everyone—and how to find yours • The importance of undivided attention in both work and family life • How to build a business that supports your life—not consumes it • The mindset shift from working harder to working smarter Follow Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

Ep. 15. Me on the Mic: Transitioning to Enterprise ABM

In this episode of Her Path to Revenue, Janelle breaks down a real client story that started with a familiar question: - Should we move upmarket? - Do we need ABM? As companies begin to mature beyond SMB and leadership pushes for more predictable revenue, these questions come up more often—but the answer isn’t as simple as flipping a switch. Janelle walks through how one company, already performing well on paper, realized their go-to-market motion wasn’t built to support an enterprise expansion. Instead of jumping straight into ABM, they took a step back to reassess what actually needed to change. In this episode, you’ll learn: * How to evaluate whether moving upmarket is the right next step * Why account selection should be driven by data—not assumptions * The shift from selling to individuals to engaging full buying groups * What true alignment between marketing and sales actually looks like * How this approach generated over $1M in qualified enterprise pipeline in 45 days If you’re thinking about moving upmarket or exploring ABM, this episode gives you a practical, no-fluff look at what it really takes to make that transition work.

Ep. 14. Why Women Need to Stop "Helping" & The Rise of Fractional - with Melissa Moody, Co-Founder of Wednesday Women

Melissa Moody doesn’t believe in chasing logos. She believes in doing work that actually matters—and building businesses that last. In this episode of Her Path to Revenue, Janelle sits down with Melissa Moody—former Google leader, startup CEO, and now co-founder of Wednesday Women—to unpack what happens when you blend traditional SaaS growth with mission-driven business. After 14 years at Google during some of the most transformative moments in marketing—search, mobile, video, programmatic—Melissa made the leap into early-stage startups and eventually into building a company of her own. But Wednesday Women didn’t start as a business. It started as a simple idea: highlight one extraordinary woman every week. That small ripple turned into something much bigger. In this conversation, Melissa shares what it really takes to turn a mission into a sustainable company—and why so many founders struggle when emotion enters the equation. From pricing challenges to building a business model that actually works, to the growing shift toward fractional leadership and redefining success on your own terms—this episode is equal parts tactical and deeply human. If you’ve ever wrestled with aligning purpose and revenue, this one will hit. In this episode, we cover: • Why “the logo” doesn’t matter—and what actually does • The biggest mistake founders make when building mission-led businesses • Why pricing gets harder (and more emotional) when purpose is involved • How Wednesday Women grew from a side project into a full business • The rise of fractional leadership and what it signals about the market • Why curiosity—not confidence—is the ultimate power move in leadership • How to trust intuition alongside data when making career decisions Connect with Melissa on LinkedIn: https://www.linkedin.com/in/melissammoody/ [WEBINAR] The Rise of Non-W2 Leadership: Why More Executive Women Are Rethinking Traditional Roles: https://watch.getcontrast.io/video-access?slug=wednesday-women-the-rise-of-non-w2-leadership-why-more-executive-women-are-rethinking-traditional-roles&token=YYmtkfZTkW8VoXeqndzo3fzf

Ep. 13. Hired Pregnant. Built $200M. No Apologies w/ Joelle Kaufman, CTO @ GTM Flow

Joelle Kaufman has built her career around one simple truth: curve balls aren't the exception — they're the whole game. In this episode of Her Path to Revenue, Janelle sits down with Joelle Kaufman — 30-year tech executive, bestselling author, cancer survivor, and founder of Go-To-Market Flow — to unpack what it actually takes to build and scale revenue organizations when life keeps throwing you off course. Before advising leaders on strategic revenue growth, Joelle spent three decades in the trenches — from negotiating what she believes was the first seven-figure AI contract in history as a business school student, to walking into a CEO's office seven months pregnant and saying "I should be your CRO." That willingness to shoot her shot — even when the odds were stacked — is what shaped everything about how she leads today. Together, Janelle and Joelle dive into the real mechanics behind revenue leadership, including why reframing failure is the foundation of real confidence, how time constraints actually make you a better leader, and what most women get dangerously wrong about career advancement. They also get into the human side of building an extraordinary career — from navigating pregnancy in the C-suite to battling cancer without slowing down, and why balance is a myth you need to stop chasing. If you're a revenue leader, founder, or operator who's ever wondered how to keep climbing when life keeps interrupting, this conversation will change how you think about curve balls. In this episode, we cover: * Joelle's non-linear path from consulting to negotiating the first seven-figure AI contract in history * Why she walked into her CEO's office seven months pregnant and asked for the CRO role * How reframing failure is the real foundation of confidence * What her best salesperson taught her about focus, qualification, and winning * Why time constraints are actually a career superpower * The myth of work-life balance — and what triage really looks like * Her advice by decade: collect experiences in your 20s, focus in your 30s, lead boldly in your 40s Follow Joelle on LinkedIn: https://www.linkedin.com/in/joellekaufman/

Ep. 12. From Broken TVs to Building Empires - with Kristy McCarley, Founder and Managing Director @ Pure Firefly

Kristy McCarley built her career around one simple truth: the audience you own will always outperform the audience you rent. In this episode of Her Path to Revenue, Janelle sits down with Kristy McCarley — founder and managing director of Pure Firefly and the number one MailChimp partner agency in the US and Canada — to unpack what it actually takes to turn email into a real revenue engine for small businesses and nonprofits. Before scaling Pure Firefly into a full-service agency supporting hundreds of brands, Kristy spent years navigating entrepreneurship as a solo operator, a mom, and a self-described introvert who had to learn how to own every room she walked into. That experience shaped everything about how she approaches marketing today — because when you've run a business where every decision has consequences, strategy stops being theoretical very quickly. Together, Janelle and Kristy dive into the real mechanics behind email marketing and lifecycle growth, including why most businesses are still underestimating email as a revenue channel, how social media gives you reach but email gives you ownership, and what separates brands that see real ROI from those just sending blasts into the void. They also get into the human side of building something from scratch — from navigating imposter syndrome and perfectionism to finding the confidence to keep going when the results take longer than expected. If you're a founder, marketer, or small business owner trying to build a sustainable growth engine without blowing your budget on ads, this conversation will challenge how you think about the channels you invest in. In this episode, we cover: * Kristy's path from programming class to building the #1 MailChimp partner agency in North America * What her first business taught her about email that changed everything * Why you're renting your social audience — and what to do about it * The real reason most email strategies underperform * How to build and grow a qualified list that actually converts * The patience and strategy it takes to see email marketing pay off * Balancing entrepreneurship, motherhood, and showing up with confidence Follow Kristy on LinkedIn: https://www.linkedin.com/in/kristymccarley/