Michelle Swan joins us to talk about the objective and subjective value drivers that her growth-equity firm, Tercera, uses to evaluate firms. We learn that value is often in the eye of the beholder.
Interviews
Conversations with industry experts sharing unique perspectives on the challenges and opportunities in professional services marketing.
Is the Unified Commercial Engine Organizational Structure Right for Professional Services Firms?
The Unified Commercial Engine used by Smart Technologies is an intuitive and innovative approach to organizing the sales and marketing function. We discuss the pros and cons of using it in professional services firms.
Blowing Up Sales and Marketing with the Unified Commercial Engine
What would happen if you blew up sales and marketing altogether? As it turns out, Jenna Pipchuk and Jeff Lowe of Smart Technologies did just that. And amazing things started to happen.
Applying Conversational Intelligence with Revenue.io CEO, Howard Brown
Conversational Intelligence is the "game tape" for high-performance salespeople. Learn from industry leader, Revenue.io's CEO, Howard Brown how to apply this game-changing technology to your revenue generation efforts.
Unleashing the Power of Sales and Marketing Tech with Dan Gottlieb from Gartner – Pt 2
We discuss more tech roll-up chaos and answer the question, "Is Saletech the new Martech?"
Unleashing the Power of Sales and Marketing Tech with Dan Gottlieb from Gartner – Pt 1
We discuss revenue-tech stacks, virtual selling, data stories, tech roll-up chaos, and what it all means to those responsible for leading growth in a B2B environment.
Lightning in a Bottle-What It Feels Like When a Sales Team Fires On All Cylinders
Enverus Chief Sales Officer, David Ranucci, shares what it feels like for a firm to have the organizational alignment that moves a market. Learn what your firm needs to do to empower Sales to sell like the "good ol' days" referred to in brand histories.
Florian Heinrichs from Consultancy, Client Friendly, talks Marketing and Pro Services Life
Flo Heinrichs, long-time R&P listener, former Accenture marketer turn consultant, joins us from Germany to talk entrepreneurship, juxtapose big and small firm life, and banter in true R&P fashion.
The Evolution of Modern Sales Training with Shayne Jackson from Gartner
Shayne Jackson from Gartner shares insights on the evolution of sales training: what it takes to get into Gartner's new Sale Training Magic Quadrant, what to look for in a training vendor, and how to ensure an ROI on this huge investment in your people.
Scott Brinker, Chiefmartec and HubSpot’s VP Platform Ecosystem, Riffs on the Sales and Marketing Trends of the 2020s
Scott Brinker joins us to discuss the Martech trends and patterns exponentially impacting sales and marketing organizations. Learn how to competitively position your firm's tech to exploit them and drive broader firm success.