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PODCAST

The Innovative Revenue Leader

This podcast explores the future of sales performance, giving Chief Revenue Officers and other growth leaders the insights, tools, and stories they need to lead with confidence. Through candid conversations with top executives, analysts, and tech innovators, we uncover how to harness data, optimize talent, and build tech-enabled sales teams that win. Listeners will walk away with actionable strategies to drive growth, outpace change, and future-proof their revenue engine.

business management

All Episodes

23:55

Seeing Through The Marketing Data Mirage

The Innovative Revenue Leader ·

2026/01/28

The metrics look great, but the pipeline doesn’t. That tension sparked a frank conversation with Bill Hobbib, CMO of Demand Science, about the marketing data mirage—why so many programs appear to win on dashboards yet fail where it counts: qualified opportunities and predictable revenue. We dig into what really signals buying intent, how to stop chasing ghosts, and why AI-only content is quietly eroding brand trust. We start by breaking down the core problem: clicks and topic interest are no...

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26:39

Boardroom Agents, Real ROI

The Innovative Revenue Leader ·

2026/01/21

Forget AI theater—this conversation gets into the real decisions leaders face when moving from copilots to autonomous agents. We unpack what the board actually cares about: where agents sit in the customer journey, how they reshape processes that humans or legacy software used to carry, and what that means for ROI, accountability, and experience design. John Arnold, Head of Product Marketing and Strategic Advisory at Creatio, brings hands-on insight from large enterprises and high-growth tea...

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15:31

Executives See Growth While Sellers Feel The Squeeze

The Innovative Revenue Leader ·

2026/01/14

If you’ve ever felt the boardroom’s optimism collide with the grind of the field, this conversation will sound familiar. We unpack fresh pulse data from roughly 175 people across sales, marketing, and customer success to reveal why executives say growth is up while sellers feel squeezed, and how AI is changing workflows in ways that actually stick. We start with the split: leaders reading future indicators versus sellers living inside over-assigned quotas. That gap shows up again when we com...

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15:07

Driving Growth With Usage-Based Sales

The Innovative Revenue Leader ·

2026/01/07

Growth doesn’t happen when a contract is signed. Growth happens when customers actually use what they bought, day after day. We wrap our usage-based sales series by connecting the dots between pricing strategy, operations, and compensation—showing a concrete path from “right to buy” to realized revenue you can bank on. We start by reframing the sales motion for consumption models. Winning access is only the opening move; the real work is guiding adoption and hitting a clear, data-backed ramp...

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25:00

Comp Plans That Drive Real Usage

The Innovative Revenue Leader ·

2025/12/17

Most comp plans buy the wrong behavior in a usage-based world—and the results show up as stale pipelines, noisy dashboards, and hunters who drift into farming. We sat down with seasoned sales ops leader Chuck Lee to unpack how to pay for outcomes that actually matter: a clean start, a predictable ramp, and a scalable hand-off that sticks. We trace a real transformation inside a large inbound motion where reps were incentivized to chase the oldest leads and obsess over consumption...

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18:37

Inside The ROI Of AI: Why System-Level Intelligence...

The Innovative Revenue Leader ·

2025/12/11

The loudest AI often isn’t the smartest. We dig into fresh research with Curtis Schroeder, Head of Research and Insight at Varicent, to unpack a striking pattern among 150 revenue leaders: most expect the biggest ROI from system-level AI—forecasting, territory design, quota setting, incentive modeling—while investments still chase seller-facing tools that look great in a demo but struggle to compound impact. Curtis explains why AI for revenue is really two markets. Seller AI promises instant...

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24:12

AI Priorities That Actually Move Revenue

The Innovative Revenue Leader ·

2025/12/10

Headlines scream about AI every day, but the real story is quieter: the teams winning with AI aren’t chasing shiny tools, they’re rebuilding how revenue work gets done. We sat down with Dan Morgese, Director of Content Strategy and Research at Gong, to unpack the new State of AI report and reveal what separates impact from noise. The report pairs a survey of 3,000 director-plus leaders with Gong Labs analysis of 7.1 million closed opportunities, giving us both market sentiment and inside-the-...

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17:40

Transforming Revenue Through Usage-Based Models

The Innovative Revenue Leader ·

2025/12/03

Unlock the secrets of usage-based sales models and revolutionize your growth strategy with insights from Daragh King, Vice President of Sales Operations at XBO. This episode is your ticket to understanding how transforming from traditional CRM-based opportunity management to innovative usage-based approaches can give you a competitive edge. Through Daragh’s expertise, we explore the intricacies of customer promise and realization, and how a simple pricing agreement can lay the groundwor...

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10:16

Bringing It All Together: Driving Through Growth With AI

The Innovative Revenue Leader ·

2025/11/26

What if you could revolutionize your sales process and boost your team's productivity without adding a single new hire? Join us as we uncover the transformative power of AI in sales with insights drawn from a compelling Salesforce study and engaging conversations with three seasoned sales leaders. Discover how AI is reshaping sales workflows, enabling teams to reclaim valuable time for direct customer interactions and driving substantial growth and value creation. We emphasize the critical ro...

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32:14

Harnessing Data and AI for Sustainable Growth:...

The Innovative Revenue Leader ·

2025/11/19

What if aligning your sales, marketing, and customer success teams could unlock the hidden potential for revenue growth? Join us as Matt Naeger, Trilliad's Chief Solutions Officer, shares his insights on breaking down organizational silos to foster collaboration and data integration, as revealed in Trilliad's 2025 Sustainable Growth Survey. With Matt's expertise, we uncover the strategic advantage of a unified approach, emphasizing the significance of setting KPIs with a customer-centric focu...

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16:45

Navigating the Shift to Usage-Based Sales Models

The Innovative Revenue Leader ·

2025/11/12

Join us as we explore the transformative shift towards usage-based sales models in enterprise organizations, especially within the SaaS industry. In this episode, we're thrilled to have Anthony McPartlin, a seasoned expert in sales operations and enablement, share his invaluable insights. Together, we unravel the compelling benefits of usage-based pricing, from aligning better with perceived customer value to enhancing net revenue retention. With examples from industry leaders like Snowflake ...

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32:48

Revolutionizing Business: How RevOps and AI Are...

The Innovative Revenue Leader ·

2025/11/05

Join us for an insightful discussion as we explore the evolving role of Revenue Operations (RevOps) with special guests Amy Cook and Ryan Westwood, founders of Fullcast. This episode is a unique opportunity to understand how RevOps is redefining traditional business operations by aligning revenue growth with organizational efficiency. Amy and Ryan share compelling insights from recent surveys, illustrating how the RevOps role is increasingly elevated, often reporting directly to CEOs, and nav...

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10:16

Bringing It All Together: Driving Through Growth With AI

The Innovative Revenue Leader ·

2025/10/29

What if you could revolutionize your sales process and boost your team's productivity without adding a single new hire? Join us as we uncover the transformative power of AI in sales with insights drawn from a compelling Salesforce study and engaging conversations with three seasoned sales leaders. Discover how AI is reshaping sales workflows, enabling teams to reclaim valuable time for direct customer interactions and driving substantial growth and value creation. We emphasize the critical ro...

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20:48

Empowering Sales Success with AI Insights

The Innovative Revenue Leader ·

2025/10/22

Mike Groenevald, the Vice President of Global Sales at Everstage, takes center stage as we explore the exciting intersection of AI and sales. Known for his strategic insights, Mike reveals how Everstage is reimagining its role as a CPQ company to better serve its conservative customer base. Our discussion uncovers the transformative potential of AI, particularly in automating manual sales tasks like quote and proposal creation. By harnessing tools such as Slack and Teams to extract valuable i...

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20:45

Using AI to Drive Sales Efficiency

The Innovative Revenue Leader ·

2025/10/15

Phil Harrell, a seasoned revenue executive with a track record of scaling hyper-growth companies, joins me to explore how AI is set to revolutionize sales efficiency. We'll uncover the promise of AI in transforming selling time by reducing non-selling activities, even by a modest 1%, which can lead to significant productivity gains. We'll discuss strategic initiatives for making the most of saved time, ensuring that it's not left to individual sellers to decide. Listen as we project substanti...

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16:52

Revolutionizing Sales With AI in 2026

The Innovative Revenue Leader ·

2025/10/08

Mary Shea, co-founder of Meerkat, Inc. graces our inaugural episode of The Innovative Revenue Leader podcast, sharing her expertise in sales transformation through AI. As a visionary in harnessing AI for revolutionizing sales strategies, Mary opens up about how Chief Revenue Officers can navigate the evolving tech landscape. She shares insights into her innovative strategies at Meerkat, Inc. where AI and channel partnerships are key to securing enterprise deals and preparing to introduce B2B ...

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0:53

The Innovative Revenue Leader

The Innovative Revenue Leader ·

2025/10/01

Unlock the secrets to elevating your role as a Chief Revenue Officer in a tech-driven world. Join me, Seth Mars, as we explore how CROs can effectively harness technology and AI to drive success by 2026. This month, our podcast is buzzing with insights from three pioneering revenue innovators who dive deep into the evolving responsibilities of CROs. Listen in as they share their unique perspectives, practical strategies, and key actions to help you stay ahead in an ever-changing business envi...

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17 results

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