Revenue Makers

We’ve hit the big 5-0! What have we learned from 50 episodes of Revenue Makers? Aside from the fact that Adam and Saima always have something to say, we’ve gathered a wealth of insights along the way. In this episode, Saima Rashid and Adam Kaiser revisit the episodes that have sparked the most conversations and impact: Cold calling, Account-Based Marketing (ABM), and revenue operations. With 50 episodes under our belt, we’re just getting started! Tune in and tell us what you think—we’re all ears for your feedback. In this episode, you’ll learn: * Actionable tips for improving cold calling and prospecting * Best practices for building a high-performing revenue operations team * How to adjust your ICP as market conditions evolve Jump into the conversation: (00:00) Celebrating 50 episodes of Revenue Makers (04:47) Effective cold-calling strategies (06:55) Understanding the customer journey & attribution (10:32) The evolution of revenue operations (12:59) Know your ICP and its impact on planning (17:56) Challenges of shifting to an ABM approach

There can be no demand without a strong brand. In this episode, Benjamin O’Dell, Global Director of Demand Generation at Exclaimer, reveals how the company rebranded and transitioned to an Account-based marketing (ABM) strategy. Ben explains how Exclaimer built a strong brand identity through partnerships, ambassadors, and a deeper understanding of their ICPs. He also shares key lessons on personalization, aligning go-to-market teams, and leveraging AI to enhance operations. In this episode, you’ll learn: * Key steps to transitioning from an inbound strategy to an ABM approach * Strategies to overcome buyer indifference * Practical ways to use AI to streamline workflows Jump into the conversation: (00:00) The power of brand with Benjamin O’Dell (02:23) Exclaimer’s rebrand and its effects (05:36) Building a strong brand identity (08:39) Testing ABM and personalization strategies (13:32) Using AI to streamline marketing efforts (15:32) How to combat buyer indifference (18:21) Exclaimer’s accelerated growth strategy

Sales teams face immense pressure to meet monthly quotas, which often lead them to resort to tactics that prioritize their convenience over the customer’s needs. It’s time for sellers to step up and truly give a sh*t. In this episode, Jen Allen-Knuth, Founder of DemandJen, talks about what it means to care about your prospects. Having been in sales for 18 years, Jen points out the common pitfalls for sellers such as relying on outdated scripts, generic outreach, and shallow research. When sellers can demonstrate an understanding of their customer's pain points, they earn trust that lasts beyond the first call. In this episode, you’ll learn: * How to preempt and overcome the status quo with proactive messaging * The three outdated sales motions you should stop using * Ways to build relevance and urgency in every buyer interaction Jump into the conversation: (00:00) Customer-centric sales with Jen Allen-Knuth (06:40) Why most deals are lost to the status quo (09:48) Three outdated sales motions (13:28) The problem prompter framework (22:06) How to engage with “learners” vs. “hand raisers” (25:56) Leveraging AI for better outreach

When there’s so much content competing for attention, customers crave experiences that feel personal and relevant. In this episode, David Edelman discusses insights from his book, Personalized: Customer Strategy in the Age of AI. With decades of experience as a CMO, David shares his five core tenets of personalization and explores ways to measure their success. David also touches on how AI can help brands design better customer experiences that scale. In both B2B and B2C, David demonstrates how personalization serves as a powerful differentiator, relying on cross-functional alignment and a customer-centric approach. In this episode, you’ll learn: * How to leverage AI for scalable, context-driven personalization * Why personalization requires a cross-functional approach across departments * Examples of personalization done right in B2B Jump into the conversation: (00:00) Marketing personalization with David Edelman (05:22) Personalization in B2B (10:09) Personalization is cross-functional (12:46) Using AI appropriately for better customer experience (17:29) How to start personalization efforts (20:00) Core marketing principle: The 4C analysis ( 22:10) Measuring success in personalization Resources: Personalized: Customer Strategy in the Age of AI - https://www.amazon.com/Personalized-Customer-Strategy-Age-AI/dp/1647826276 [https://www.amazon.com/Personalized-Customer-Strategy-Age-AI/dp/1647826276]

Do you get tongue-tied when you’ve got to talk with the C-suite? You’re not alone. Learn from Carilu Dietrich, former CMO turned hypergrowth advisor, as shares her insights on how to communicate with executives. Having been in the C-suite herself, Carilu explains why too much detail can work against you and how top leaders are looking for clear recommendations backed by key data points. Learn how to deliver high-level insights that balance strategy with detail, using Carilu’s tips for crafting concise board presentations and emails that stand out to busy executives. In this episode, you’ll learn: * Essential skills for balancing detail with big-picture insights * The five pillars of effective communication and its applications * How to anticipate and prepare for the questions executives will ask Jump into the conversation: (00:00) Executive communication with Carilu Dietrich (02:26) “Too much detail makes you look junior” (05:42) How to write effective emails to executives (07:03) Present just the right level of detail (12:17) The five pillars of effective communication (17:22) Boards expect competency and communication (20:25) Impress your C-suite interviewers (23:56) Tips for board presentations and high-level meetings