Revenue Mavericks Podcast

Mastering Complex and Long B2B Sales Cycles with Daren Reschke, SVP of Sales @ Entrata

Daren Reschke is a senior sales executive with over 20 years of sales experience. He is currently serving as the Senior Vice President of Sales at Entrata, a software company that sells ERP solutions to multi-family housing property managers. Previous to Entrata, he has worked in various sales roles across companies like Inside Sales, Xant, Crux Connect and Doba.com. In this episode, Daren reveals the methods and processes that can help you champion the sales of complex B2B software having longer sales cycles. He talks about growing Entrata’s revenue by 6x in 3 years, the training method and cadence he uses, and what goes into deal review meetings that make his sales reps do a great job. He also shares the metrics and their benchmarks he uses to track team performance, and discusses the reasons why great reps often do not make for the best sales leaders.

Why Simplicity is Key to RevOps Success with Ross Rich, CEO at Accord

Ross Rich, CEO at Accord, discusses simplicity as a key driver of revenue success and shares tips for RevOps leaders on keeping goals, metrics, and compensation plans simple yet effective. Ross is a passionate team builder and sales nerd with over 13 years of experience in sales and marketing. As CEO of Accord, he is trying to help revenue teams drive execution excellence by enforcing their standards for how they sell, onboard, and expand with customers.

Why Strategic RevOps is Critical for Modern Businesses with Craig Rosenberg, Chief Platform Officer at Scale Venture Partners

Craig, Chief Platform Officer at Scale Venture Partners, manages the Scale GTM Platform which leverages data and community to deliver the expertise SaaS companies require in their move from founder-led growth to becoming a repeatable high-growth GTM machine. Previously, he was Distinguished Vice President in the Sales Practice for Gartner, where he advised revenue leaders on strategic decisions and wrote innovative research on new GTM strategies. In this episode, he talks about the evolution of RevOps into a more strategic operating model that improves overall business performance by optimizing processes and aligning GTM teams. He also touches on the challenges of managing multiple revenue streams, the role of metrics in aligning departments, and how RevOps can help businesses better understand and support their buyers by being more data-driven.

Revenue Alignment: Eliminating Silos for Efficient Growth with Kyle Lacy, CMO at Jellyfish

Kyle Lacy is a seasoned marketer and has over 14 years of professional experience working in marketing roles in early-stage startups as well as big giants like Salesforce and Seismic. He is currently the Chief Marketing Officer at Jellyfish and also serves as a strategic advisor to multiple companies. In this episode, he talks about the importance of alignment across revenue teams in driving the growth and success of a business. He shares tips and techniques that can help companies foster better alignment across sales, marketing CS and finance teams such that all of them speak to the same success metrics and drive the company towards the same shared goal. Kyle also talks about the role of RevOps in achieving this alignment and how it can act as a strategic partner to leadership teams.

How to Build a Truly Customer-Centric GTM Strategy with James Kaikis, Head of GTM at TestBox

James Kaikis is the head of GTM and Chief Solutions Officer at TestBox. He has over 14 years of experience working across various industries ranging from hospitality to B2B SaaS and Venture Capital. His expertise lies in sales strategy and execution, customer relationship management, social selling, SaaS and technology solutions, team leadership and management, PreSales operations, and business development. In this Revenue Mavericks episode, he shares his journey of transforming TestBox’s GTM strategy to be more customer-centric. He talks about how he challenged the norms and workflows of traditional B2B SaaS businesses and how he managed to put the customer at the focal point of all their operations to drive higher customer satisfaction. He also shares the difficulties he faced during the transformation and the metrics that they track to measure success.