Revenue Rehab

Tegrita

5.0 (6)
MARKETING
UPDATED WEEKLY

Revenue Rehab

For Chief Marketing Officers and Chief Revenue Officers; transparent (and entertaining) conversations to develop collective solutions and takeaways to the biggest challenges faced by revenue teams. Relax, Re-ignite, Re-evaluate, Re-build and Re-connect with Brandi Starr on Revenue Rehab; it’s like therapy, but for marketers. Continue the conversation online using the hashtag #RevenueRehab and follow us on IG/Twitter @RevenueRehab.

2 DAYS AGO

Haircut vs. Tattoo: Mastering Decision-Making Strategies

This week on Revenue Rehab, our host Brandi Starr is joined by Jurriaan Kamer, Co-Founder of Unblock. Meet Jurriaan Kamer, an innovation catalyst in organizational change and dynamic decision-making. With a wealth of experience transforming teams and shaping agile strategies, Jurriaan is a sought-after consultant and thought leader. He co-founded Unblock, a management consultancy dedicated to unlocking organizational potential and fostering thriving workplaces. In this episode of Revenue Rehab, Brandi and Jurriaan dive deep into the art of decision-making, distinguishing between haircut and tattoo decisions, and how leaders can empower their teams to make faster, more effective choices. They’ll explore real-world applications, learning from failures, and actionable frameworks to overcome slow decision-making and drive substantial results. Bullet Points of Key Topics + Chapter Markers: Topic #1: Haircut vs. Tattoo Decisions [07:45] Classify decisions into haircut (reversible) or tattoo (irreversible), marking a clear path for making quicker, low-stakes choices. “Haircut decisions don’t need extensive analysis or approval, like testing rebrand ideas,” says Kamer. On the flip side, “Tattoo decisions, such as mergers or total rebrands, require thorough consideration and consensus.” Topic #2: Self-Management and Decision Rights [15:32] Leaders must empower their teams by setting clear decision rights and boundaries. “Adopting the ‘waterline’ principle—where high-impact decisions below the waterline need oversight, but low-impact ones above it can be made autonomously—enhances decision-making efficiency and team empowerment,” suggests Kamer. Topic #3: Embracing Failures and Experimentation [23:11] Encouraging small-scale experiments and treating failures as learning opportunities fosters innovation. “Leaders should create a safe space for open dialogue where disagreements lead to progress,” shares Kamer. “Fail small, learn quickly, and then scale what works. This approach reduces the risk of significant setbacks while promoting a culture of continuous improvement.” What’s One Thing You Can Do Today Jurriaan's ‘One Thing’ is to embrace the "Is it safe to try?" mindset in decision-making. "Start by identifying decisions that are reversible—those haircut decisions. Encourage your team to experiment within set boundaries and reflect on these choices regularly. By asking, 'Is it safe to try?', you open up opportunities for growth and learning without the paralysis of over-analysis. This simple shift can accelerate decision-making and foster a culture of innovation within your organization." Buzzword Banishment Buzzword Banishment: Jurriaan's Buzzword to Banish is ‘synergy’. He wants to banish this word because, he says, "It's often used to gloss over real issues and lacks specificity, turning meaningful discussions into vague conversations." Brandi concurs, adding, “Alright, ‘synergy’, you’re out of here!” Links: LinkedIn: https://www.linkedin.com/in/jurriaankamer/ X: https://x.com/jurriaankamer YouTube: https://www.youtube.com/@jurriaankamer Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

33 min
DEC 11

Leadership at the Helm: CEOs' Role in Unifying Revenue Teams

This week our host Brandi Starr is joined by Alice Heiman, the Chief Sales Energizer and Host of "Sales Talk for CEOs." Meet Alice Heiman, a dynamic leader transforming the B2B sales landscape. With a stellar career in boosting sales, founding multiple start-ups, and hosting her own insightful podcast, Alice is a powerhouse in the world of sales and growth strategy. From her actionable advice for C-level executives to her innovative takes on structuring go-to-market teams, Alice brings a wealth of knowledge and experience to the table. Whether it's breaking down the barriers between departments or critiquing traditional quota systems, her insights are nothing short of enlightening. In this episode of Revenue Rehab, Brandi and Alice dive deep into the importance of collaboration, customer-centric strategies, and the evolving roles in the C-suite. Tune in for a riveting discussion on aligning sales, marketing, and customer success to drive revenue and enhance customer experiences. Bullet Points of Key Topics + Chapter Markers: Topic #1 Importance of Collaboration for Revenue Teams [08:51]: Alice Heiman underscores the essence of cross-departmental collaboration in eliminating internal barriers, stating, “When departments like sales, marketing, and customer success work together, we close the gaps that slow our processes, especially those hindered by internal legal or operational hurdles.” This cooperative spirit ensures smoother operations and better alignment with customer needs. Topic #2 Role of the Chief Revenue Officer (CRO) [16:32]: Alice Heiman provides insight into the role of the Chief Revenue Officer, explaining, “The CRO exists to bridge the gap between sales, marketing, and customer success. This role is crucial for aligning departmental goals and driving a unified strategy. Without a CRO, the CEO must take on the challenge of orchestrating these efforts, especially in smaller companies where each leader needs to wear multiple hats effectively." Topic #3 Customer-Centric Strategies Over Traditional Quotas [27:45]: Critiquing traditional quota systems, Alice advocates for a customer-first approach, pointing out, “Quotas often miss the mark by prioritizing financial targets over customer satisfaction. Instead, our strategies should be aligned with customer timelines and demands, fostering a more sustainable and loyal customer base. This shift requires us to focus on real customer insights and integrated market strategies rather than mere numbers." By keeping the conversation aligned with these key pillars of collaboration, leadership, and a customer-centric approach, Brandi and Alice bring actionable insights to the forefront, empowering revenue leaders to rethink their strategies for sustainable growth and customer satisfaction. What’s One Thing You Can Do Today Alice Heiman's ‘One Thing’ is to take a critical look at your team's structure and collaboration. "Evaluate whether your current team setup fosters collaboration or creates silos. Make it a priority to realign your teams around customer-centric goals and ensure that leaders are not just meeting internal metrics, but also enhancing customer satisfaction. Regularly communicate these goals and check for seamless integration across departments. The focus should always be on closing gaps and ensuring the customer experience is at the forefront of every decision." Buzzword Banishment Alice’s Buzzword to Banish is 'quota'. Alice wants to banish this word because, she explains, “the term 'quota' is too limiting and fails to reflect the true potential and performance of sales teams." Links: LinkedIn: https://www.linkedin.com/in/aliceheiman/ Instagram: https://www.instagram.com/janicebgordon/ Facebook: https://www.facebook.com/AliceHeimanLLC X: https://x.com/aliceheiman YouTube: https://www.youtube.com/@AliceHeiman Podcast: https://aliceheiman.com/podcast/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

40 min
DEC 4

Mastering Market Diagnosis: The Key to Effective Communication Strategy

This week on Revenue Rehab, our host Brandi Starr is joined by Richard Levy, an experienced MBA-level marketer with a wealth of expertise in growing brands and enhancing marketing effectiveness. Meet Richard Levy, a dynamic strategist known for his prowess in both brand and performance marketing. With a career that spans both large organizations and nimble start-ups, Richard has seamlessly blended strategic insights to drive financial success. In this episode, Brandi and Richard dive deep into the intricate world of distribution strategy and pricing considerations. They explore how traditional methods are evolving, and why understanding market diagnosis and crafting a solid strategy are crucial for effective communication. Richard also sheds light on the unique challenges faced by B2B vs. B2C dynamics and how the evolution of marketing roles is reshaping the commercial landscape. Tune in for a conversation that promises unexpected solutions to common challenges and emphasizes the importance of viewing situations from the customer’s perspective. Richard’s insights on the significance of the Chief Market Officer role and his approach to boosting brand salience over mere awareness are not to be missed. Bullet Points of Key Topics + Chapter Markers: Topic #1 Distribution Strategy: Direct vs. Intermediaries [07:15] Richard Levy emphasizes, "Deciding whether to go direct to consumer or through intermediaries such as retailers or wholesalers is crucial. It fundamentally impacts your financial model and your pricing strategy. It's not just a logistical choice; it's a strategic decision that can make or break your market approach." Topic #2 The Evolution of Pricing Strategies [14:42] "Traditional pricing methods are becoming obsolete," says Levy. "Today, pricing has to be a multifaceted approach, considering competition, value perception, and cost structures. The old one-size-fits-all model simply won’t cut it in today’s dynamic market environment." Topic #3 The Role of Market Diagnosis and Strategy in Communications [22:10] Levy asserts, "Too often, organizations jump straight into communications without the groundwork of market diagnosis and strategic planning. Effective communication stems from a deep understanding of segmentation, targeting, and positioning. You need to know precisely who you're speaking to and why before you decide how to communicate." These pointers encapsulate the essence of Richard Levy's insights on pivotal topics, from strategic distribution choices to the evolving nature of pricing and the foundational importance of thorough market diagnosis for successful communication. What’s One Thing You Can Do Today Richard’s ‘One Thing’ is to shift your focus from tactics to fundamentals. “Take a step back and diagnose your market thoroughly. Understand who your customers are, what they need, and how they perceive you. Before jumping into your next communication plan or tactical move, ensure you have a solid strategy rooted in accurate segmentation, targeting, and positioning. This foundational work is what differentiates a good marketer from a great one. It’s not about being louder; it’s about being smarter and more strategic. Recognize that marketing is more than just communication—it's about deeply understanding and effectively meeting your market's demands.” Buzzword Banishment Buzzword Banishment: Richard's Buzzword to Banish is 'brand awareness'. He wants to banish it in favor of 'brand salience'. Richard explains that brand awareness focuses merely on being known, whereas brand salience is about being thought of in buying situations, which is far more impactful and relevant for driving business revenue. Links: LinkedIn: https://www.linkedin.com/in/richardlevy1   Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

42 min
NOV 27

Banish Cold Outreach: Innovative Approaches to Boost Client Trust

This week our host Brandi Starr is joined by Dan Englander, CEO and founder of Sales Schema. Meet Dan Englander, a seasoned expert in the realm of B2B sales and account management. With a wealth of experience from leading new business efforts at Idea Rocket to authoring acclaimed books on sales strategies, Dan has seen it all. In this episode of Revenue Rehab, Brandi and Dan dive into the intricacies of selling in low-trust environments. Together, they unpack the challenges posed by today's competitive landscape and information overload, probing into strategies to de-risk sales conversations and foster meaningful connections. Tune in as they explore innovative approaches for complex sales, the importance of identifying trust-rich networks, and the evolving interplay between sales and marketing departments. Plus, Dan offers practical insight on navigating the world of personalized outreach at scale, making this episode a must-listen for any revenue leader looking to enhance their engagement tactics. Bullet Points of Key Topics + Chapter Markers: Topic #1 Defining Low-Trust Environments in B2B Sales [07:15] Understanding Market Skepticism: Dan Englander explains the challenges posed by low-trust environments. “In today’s B2B sales landscape, trust is at an all-time low due to the sheer amount of competition and information overload. COVID-19 has only exacerbated this, pushing everyone into remote work, making it harder to build genuine connections." Topic #2 Strategies for Selling in Low-Trust Environments [12:45] Low-Trust Sales Strategies: Dan discusses the difficulty of selling in a market saturated with information and options. "In a low-trust environment, the key is to de-risk the conversation. You have to build initial engagements around forming connections and finding commonality rather than just pushing value immediately." Topic #3 The Need for Personalized Outreach in Sales [29:52] Effective Outreach Techniques: Dan talks about the faults of traditional sales methods and the importance of personalization. "Cold outreach isn't effective anymore. We have to find areas where trust already exists and leverage those relationships. It’s about having knowledgeable team members making those calls and creating a systematic yet personal approach to outreach." This structure maintains the authoritative yet conversational tone, encapsulating key insights shared by Brandi Starr and Dan Englander while providing clear chapter markers for listener convenience. What’s One Thing You Can Do Today Dan’s ‘One Thing’ is to focus on ensuring the right people are executing tasks. “Just make sure that your team members are trained, motivated, and properly assigned. This means reviewing who is doing what and ensuring that everyone is working in roles that leverage their strengths and keep them engaged. By aligning the right people with the right tasks, you're setting up your team for success, making your outreach efforts more effective, and ultimately driving better results.” Buzzword Banishment Buzzword Banishment: Dan’s Buzzword to Banish is "virtual assistant." Dan wants to banish it because he finds it meaningless due to the global availability of talent and expertise, making everyone essentially virtual. Links: LinkedIn: https://www.linkedin.com/company/sales-schema/?viewAsMember=true Facebook: https://www.facebook.com/salesschema YouTube: https://www.youtube.com/playlist?list=PLaFCR8Z1_y7xuBuQyVe899i5WjaQWG6Y6 Podcast: https://www.salesschema.com/podcast/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

31 min
NOV 20

Inclusive Innovation: The Economic Imperative for Diverse Sales Teams

This week on Revenue Rehab, our host Brandi Starr is joined by Janice B. Gordon, Founder of Scale Your Sales. Meet Janice B. Gordon, a trailblazer in customer growth and sales innovation with over 20 years of experience. Named one of LinkedIn Sales’ 15 Innovating Sales Influencers, Janice bridges the gap between people and processes to fuel revenue growth. As the founder of the Scale Your Sales Framework and host of the "Scale Your Sales Podcast," she's a vocal advocate for diversity within sales teams. In this episode of Revenue Rehab, Brandi and Janice delve into the transformative impact of having diverse voices in leadership. They explore why traditional recruitment methods fall short and how to effectively engage a diverse customer base by building inclusive sales teams. Listen in for insightful strategies on fostering diversity, the economic imperative behind it, and actionable steps for creating high-performing, diverse teams. Bullet Points of Key Topics + Chapter Markers: Topic #1: The Economic Imperative for Diversity [08:14] "It's crucial to shift from a moral standpoint to an economic one. Diverse teams are 33% more likely to outperform. This isn't just about doing the right thing—it's about enhancing productivity and profitability," asserts Janice B. Gordon. Topic #2: Traditional Recruitment Pitfalls [15:22] "Traditional recruitment methods are not serving us anymore. We need to reach a wider community early on to truly increase diversity in our recruitment pools. It's about creating opportunities, not just checking boxes," emphasizes Janice B. Gordon. Topic #3: The Importance of Diverse Leadership [29:08] "To drive real change, we must start by assessing the diversity of our senior management and board. This promotes awareness and gentle agitation for change," Janice B. Gordon says. "It's about understanding where we are and what steps we need to take to improve." These key topics explore Janice B. Gordon's insights on the economic benefits of diversity, the necessity of revamping traditional recruitment methods, and the importance of diverse leadership in driving significant organizational change. What’s One Thing You Can Do Today? Janice’s 'One Thing' is for leaders to conduct an introspective evaluation of their organization's senior leadership and board diversity. “Take a close look at who is on your senior management team and board. Assess the level of diversity within these groups, and acknowledge any gaps that exist. This awareness is the first step in agitating for change, and it will set the groundwork for creating a more inclusive and representative environment at the highest levels of your company.” By starting with this evaluation, you pave the way for fostering diversity that naturally trickles down through the organization, setting a precedent for an inclusive company culture. Buzzword Banishment Janice’s Buzzword to Banish is ‘hunter’ and ‘target’. Janice wants to banish these terms because she feels, "they are militaristic and disrespectful to customers, framing the relationship as adversarial rather than collaborative." She advocates for using more respectful language that recognizes the value and humanity of the customers. Links: LinkedIn: https://www.linkedin.com/in/janice-b-gordon/ Instagram: https://www.instagram.com/janicebgordon/ Facebook: https://www.facebook.com/ScaleYourSalesJBG YouTube: https://www.youtube.com/@JaniceBGordon Podcast: https://scaleyoursales.co.uk/podcast/ TikTok: https://www.tiktok.com/@janice.b.gordon  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

43 min
NOV 13

My Journey with Rachel Minion: From Side Hustle to Six Figures

This week our host Brandi Starr is joined by Rachel Minion, Founder of Rockstar and Moon. Meet Rachel Minion, an unapologetic marketing strategist with a flair for creativity and a resilient spirit. From navigating the collapse of her family's printing business during the 2008 recession to building her own marketing empire, her journey is nothing short of inspirational. Leveraging her experience and existing client base, Rachel has successfully transitioned from a side hustle to a full-time thriving business, with her husband by her side, driving growth through technology and process efficiency. Today, she aims to help 100 businesses double their size and empower cancer warriors. In this episode of Revenue Rehab, Brandi and Rachel dive into the importance of believing in your "why," embracing flexibility when the universe redirects you, and the power of impactful daily reflection. Discover how Rachel's unique perspective on marketing and her journey of turning adversity into advantage can inspire you to make something out of nothing. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Genesis of Rockstar and Moon [08:12] “When the printing industry began to decline, I realized I had to pivot quickly,” Rachel Minion shares her turning point. “Using my background with my parents' business, I seized the opportunity to offer marketing services to my existing clients.” Brandi Starr acknowledges, “That’s a fantastic example of leveraging what you already have to create something new and impactful.” Topic #2 Embracing Change During COVID-19 [15:43] “The pandemic was a blessing in disguise for me,” admits Rachel. “Being furloughed from Ticketmaster pushed me to dive fully into Rockstar and Moon and gave me the time to focus and grow it.” Brandi reflects, “It’s all about following where the universe directs you, sometimes those unexpected turns in life take you exactly where you need to be.” Topic #3 The Importance of Complementary Skills [22:57] “My husband joining the business was a game-changer,” Rachel states. “His technology and process efficiency skills perfectly balance my creative strengths, helping us serve small businesses more effectively.” Brandi adds, “It’s crucial to recognize your skill gaps and fill them with talent that complements your strengths. That collaboration can elevate your business to new heights.” What’s One Thing You Can Do Today Rachel’s ‘One Thing’ is to form the habit of asking yourself how you can make an impact each day. "Take a moment every morning to reflect and identify one action that will drive positive change, either for yourself or for others. This daily intention not only creates a sense of purpose but also contributes to meaningful progress. Just like in marketing, where we aim for small conversions that build up, consider each impactful action as a micro yes towards your larger goals." Buzzword Banishment Rachel’s Buzzword to Banish is 'TOFU, MOFU, and BOFU'. She wants to banish these terms because she believes they represent an outdated view of marketing funnels. Rachel explains that these buzzwords imply prospects are simply falling through a funnel, whereas she envisions a more engaging journey where prospects make "micro yeses" and climb upwards. Links: LinkedIn: https://www.linkedin.com/in/rachelminion/ Instagram: https://www.instagram.com/rachminion/ Facebook: https://www.facebook.com/marketingrockstarr Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

30 min
NOV 6

Human-Centric Branding: How Authentic Connections Drive Success

This week our host Brandi Starr is joined by Lindsay Tjepkema, Founder of Human Brands Win. Meet Lindsay Tjepkema, a visionary leader reshaping the landscape of human-centric branding and marketing. As the former CEO of Casted, she spearheaded the integration of podcasting and video into effective marketing strategies. Now, through Human Brands Win, she is on a mission to empower brands to prioritize genuine human connections. In this episode of Revenue Rehab, Brandi and Lindsay dive into the transformative power of human-centric marketing. They explore the benefits of shifting away from fear and scarcity mindsets, and delve into practical frameworks like "BRAVE" to enhance daily decision-making. They also discuss the long-term impact of authentic brand building and the critical role of storytelling in developing meaningful customer relationships. Join us to uncover strategies that not only drive revenue but create lasting legacies. Bullet Points of Key Topics + Chapter Markers: Topic #1 Framework and Decision-Making in Marketing [05:12] “Using a specific framework for daily decisions can transform your marketing efforts,” Tjepkema asserts. “It shifts the focus to fostering human connections rather than operating from fear and scarcity. Whether you're posting on social media or writing emails, this approach ensures that human connection remains at the core.” Topic #2 Human Brand as a Differentiator [18:47] “Human connection may not be explicitly listed in RFQs, but it's a critical factor in decision-making through storytelling and empathy,” Tjepkema explains. “Brands that understand and resonate with their customers' stories stand out,” she notes. Brandi Starr agrees, emphasizing that “having an internal favorite or personal connection to a brand significantly influences decision-making.” Topic #3 Impact of Fear and Scarcity on Creativity [27:39] “The prevalent mindset of fear and scarcity is stifling creativity in business and marketing,” Tjepkema warns. “Over-reliance on data and the pressure for short-term ROI-driven decisions hinder relationship-building and long-term strategy.” Brandi Starr recalls, “Earlier in my career, less fear around taking risks allowed for more innovative marketing, similar to how excessive focus on health metrics can negatively impact well-being.” Buzzword Banishment Lindsay’s 'One Thing' is to create space for creativity within your team. “As leaders, it's crucial to hold space for creativity in your daily operations. Encourage your team to explore, express, and experiment without the constraints of immediate ROI concerns. Think about ways to foster an environment where innovation isn't stifled by fear and scarcity but nurtured through human connection and trust. This space for creativity is where genuine human brands are born, evolving into relationships that last.” So, What’s the One Thing You Can Do Today? Liz’s ‘One Thing’ is to delve into your metrics to uncover the priorities for your marketing strategy. "Look at your metrics. Those are probably the truest measure of how you're performing. And I would look at things not, I mean revenue growth. That's all important. Those are the obvious ones. But I would take a look at some more granular ones. Trends such as your sales cycle, has it been lengthening or shrinking your win rate? What are the trends going on there? Your win loss intel? Why are you winning? Why are you losing? So I would look at some of those more granular metrics to tell you just how or to signal to you how prioritized should a reworking of your marketing strategy be and whether you need to invest in research now or six months from now or a year from now. I think the metrics are going to give you the answer." B.R.A.V.E. Scorecard: https://lindsaytjepkema.com/scorecard Links: Get in touch on: LinkedIn: https://www.linkedin.com/in/lindsaytjepkema/ Website: https://lindsaytjepkema.com/ Instagram: https://www.instagram.com/human_brands_win/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

36 min
OCT 30

Budget-Friendly Breakthroughs: How Research Drives Revenue

This week our host Brandi Starr is joined by Liz Harr, Managing Partner at Hinge Marketing. Meet Liz Harr, an accomplished entrepreneur and executive specializing in brand management and growth strategies for professional services firms. Leading Hinge Marketing's client delivery team, Liz helps businesses solve critical marketing and brand-related challenges. With co-authorship of several influential books and research studies, including the Visible Expert Revolution and Hinge's annual high growth reports, Liz is a regular speaker and writer in professional services circles. In this episode of Revenue Rehab, Brandi and Liz dive into the power of research-driven marketing strategies. They'll uncover how understanding your target audience's behavior can lead to spending less while achieving significant revenue growth. Get ready to explore actionable tactics for developing a science-based marketing strategy that drives relevance and revenue. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Importance of Market Research [04:18] “When you approach your marketing with that formula in mind, your strategy is gold,” Harr emphasizes, identifying the powerful impact of research-driven strategies. She states, “Research yields relevance, and relevance yields revenue.” This key insight shapes the way marketing leaders should understand the behavior and needs of their target audience, ensuring that marketing efforts are not just aimless shots in the dark but are strategically aimed at achieving the highest impact. Topic #2 Conducting Effective Behavioral Research [07:45] Liz Harr underscores the need for structured conversations with your ideal clients: “You need to understand what keeps them up at 4 AM,” she says. Harr elaborates, “What are your chief organizational challenges? What criteria are important to you as you're whittling down that list from like 10 to 5 companies?” This type of research, focusing on why customers choose or reject certain solutions, is essential for crafting relevant marketing messages that resonate deeply with the target audience. Topic #3 Efficiency in Marketing Spend [16:48] Harr shares a poignant case study: “Instead of promoting some salesy aspect…you're actually promoting a piece of content,” she recalls, detailing how a client slashed their budget in half by switching to content marketing from costly, ineffective paid ads. She concludes, “We wrote some content and brought visibility to these executive guides…yielding better results with less spend.” This illustrates that understanding the target audience and meeting their needs with insightful content is more effective and economical compared to traditional, broad-spectrum advertising. Buzzword Banishment Liz’s Buzzword to Banish is “actionable insights.” Liz finds this term redundant and unnecessary, stating, “None of us have time for unactionable insights. We don't want unactionable insights. So just call it insights. That is what we mean. Let's just say what we mean.” So, What’s the One Thing You Can Do Today? Liz’s ‘One Thing’ is to delve into your metrics to uncover the priorities for your marketing strategy. "Look at your metrics. Those are probably the truest measure of how you're performing. And I would look at things not, I mean revenue growth. That's all important. Those are the obvious ones. But I would take a look at some more granular ones. Trends such as your sales cycle, has it been lengthening or shrinking your win rate? What are the trends going on there? Your win loss intel? Why are you winning? Why are you losing? So I would look at some of those more granular metrics to tell you just how or to signal to you how prioritized should a reworking of your marketing strategy be and whether you need to invest in research now or six months from now or a year from now. I think the metrics are going to give you the answer." Links: Get in touch on: LinkedIn: https://www.linkedin.com/in/eharr/ Website: https://hingemarketing.com/ Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

29 min

5

out of 5

6 Ratings

For Chief Marketing Officers and Chief Revenue Officers; transparent (and entertaining) conversations to develop collective solutions and takeaways to the biggest challenges faced by revenue teams. Relax, Re-ignite, Re-evaluate, Re-build and Re-connect with Brandi Starr on Revenue Rehab; it’s like therapy, but for marketers. Continue the conversation online using the hashtag #RevenueRehab and follow us on IG/Twitter @RevenueRehab.

Creator

Tegrita
Years Active

2022 - 2024
Episodes

138
Rating

Clean
Copyright

© 2022
Show Website

Revenue Rehab