The Lab by DemandScience

Running a revenue organization in a hybrid/remote work world

Post-covid, organizations have entered a new phase trying to learn or re-learn how to work in a remote-first or hybrid workplace. This topic comes up in every company meeting or planning session and has been something companies have been discussing for some time now.  On the fourth episode of our podcast, The Lab by DemandScience, our own CRO, Chris Rack [https://www.linkedin.com/in/christopherrack/], discussed the topic with Andrew Bolis [https://www.linkedin.com/in/andrewbolis/], Chief Marketing Officer at Streetbees and Bradley Paster [https://www.linkedin.com/in/bradleypaster/], Chief Revenue Officer at GuardSquare, to get their perspectives.

Time to be the boss

Do great individual contributors make good leaders? What even makes a good leader? Watch and listen as our CRO Chris Rack [https://www.linkedin.com/search/results/all/?keywords=christopher%20rack&origin=RICH_QUERY_TYPEAHEAD_HISTORY&position=0&searchId=c4415b28-747b-41cd-ac01-cad29097383c&sid=26p], has an interesting conversation with Ajay Manglani, VP of Marketing at Chargebee [https://www.linkedin.com/in/ajaymanglani/] representing the Marketing perspective and Darin Alpert, VP of Strategy at RepVue [https://www.linkedin.com/in/darinalpert/] representing the Sales perspective. Just because you're great at something doesn’t guarantee that you’ll be great at leading other people to do what you've excelled at. Being a great athlete doesn’t guarantee you’ll be a great coach. Being a great salesperson doesn’t guarantee you’ll be a great sales manager. Managing others requires a very different skill set from making an individual contribution. As a leader, you need to focus on how your team members will achieve success, what development they need to improve and what methods they can best use to achieve results. To help individual contributors thrive, we need to focus less on developing managers—and start creating leaders instead.

Navigating Tough Economic Times in Sales & Marketing

It's apparent we aren't in Kansas anymore Toto! Join Lauren Alt Kishpaugh, Vice President of Marketing at Postal.io [https://www.linkedin.com/in/lauren-alt/] and Sahil Mansuri, CEO at Bravado [https://www.linkedin.com/in/sahilmansuri/] as they discuss with our CRO Chris Rack [https://www.linkedin.com/in/christopherrack/] what's happening in the market and how it will affect us (on both the sales and marketing sides of the fence). What do you the biggest challenge is for sales and marketing will be in the coming 12-18 months?

CRO or No?

There’s a lot of discussion around the role of a CRO, specifically within B2B organizations, and if they need to be part of those businesses. Some think, what’s the point? While others believe they need to represent the sales side of the business. On the first episode of our newest podcast, The Lab by DemandScience, our own CRO, Chris Rack [https://www.linkedin.com/in/christopherrack/], discussed the topic with Kevin McKeown [https://www.linkedin.com/in/kevinrmckeown/] (CRO of Mailgun) and Darryl Praill [https://www.linkedin.com/in/darrylpraill/?originalSubdomain=ca] (CMO at AgoraPulse) to get their perspectives. Find out where they land ...