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Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. We’ll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since “people buy from people”. Hosted by Mariana Cogan and Art Harding.
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Aligning Marketing, Sales, and Customer Success for Building a Successful Content Pipeline with Ali Jawin, Vice President of Global Marketing at The RepTrak Company
26:50
26:50
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26:50
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Ali Jawin, Vice President of Global Marketing at The RepTrak Company, joins Mariana Cogan to share why building a successful pipeline engine is a team sport between marketing, sales, and customer success. Ali's expertise includes growth marketing, marketing autom…
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The Rise of SaaS MarTech with Briana Belisle, Executive Vice President of Marketing at Field Nation
17:19
17:19
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17:19
Back in 2015, organizations had eight SaaS applications on average. By 2021, that number has increased to 110 applications. And for companies with more than 10,000 employees, it can be up to 447 applications. In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Briana Belisle, Executive Vice President of Marketing …
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How to Reduce Your Customer Churn Rate and Improve Customer Retention with Tara Pawlak, Head of Marketing at GetAccept
18:07
18:07
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18:07
On average, in large enterprise sales, when a rep leaves a company, the accounts stall for 93+ days before a new one re-engages with that client. In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tara Pawlak, Head of Marketing at GetAccept, joins Mariana Cogan to share actionable insights and practices to lower …
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How to Breathe Life Into Dormant Pipelines with Jill Rowley, GTM Advisor & LP at Stage 2 Capital
21:07
21:07
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21:07
In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Jill Rowley, GTM Advisor & LP at Stage 2 Capital, joins Mariana Cogan to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales professionals can address this challenge. Jill has spe…
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Sales Angle: A Winning Sales Methodology for a Healthy Pipeline with Tom Lloyd, VP of Marketing at SEDNA
20:21
20:21
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20:21
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Tom Lloyd, VP of Marketing at SEDNA, joins Art Harding to discuss why every company has to deal with twenty-five to fifty percent of dormant future quarter pipelines and how marketing and sales leaders can address this challenge. Tom is a marketing l…
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Marketing Angle: Beating Mediocre Engagement Rates with James McArthur, CEO of CROO
20:06
20:06
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20:06
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, James McArthur, CEO of CROO, joins Mariana Cogan to understand why on average, sixty to seventy percent of accounts within a territory have little to no engagement and how RevOps can tackle that challenge. James is a Revenue Operations Architect with…
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Sales Angle: Beating Mediocre Engagement Rates with Andrew Johnston, Director of Sales at Scale AI
20:55
20:55
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20:55
Description: In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Andrew Johnston, Director of Sales at Scale AI, joins Art Harding to understand why on average, sixty to seventy percent of accounts within a territory don’t have healthy engagement and how sales reps can turn things around to tackle this challenge. …
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Marketing Angle: The Three Steps of Reactivating and Accelerating Dormant Pipelines with Monique Elliott, SVP of Global Marketing at Schneider Electric
13:58
13:58
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13:58
Monique has spent the last twenty-two years in B2B marketing, working for multiple large global industrial manufacturers. She has experience across various segments and markets, including financial services, power industries, metals, mining, CPG, energies, and chemicals. They cover: 👉 [00:47 - 02:50] Monique’s background and expertise 👉 [02:50 - 06…
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Sales Angle: How Sales and Marketing Alignment Increase Revenue by Forty Percent with Mike Wolber, Chief Revenue Officer at Rent Dynamics
16:22
16:22
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16:22
Mike is a professional technology, business process, relationship building, and sales enthusiast, passionate about solving business challenges by connecting customers to the right solution. Before Rent Dynamics, he held several roles at G5 and Nike. Mike is also the host of Modern Multifamily Podcast, where he interviews experts in the multifamily …
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Marketing Angle: Knowing Your Customer and Building Trust with Peter Vescuso, Chief Marketing Officer at Dragos
15:53
15:53
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15:53
Peter is a B2B Marketing executive passionate about digital and content marketing and known for building brands and marketing organizations that deliver superior results. In his Chief Marketing Officer role, Peter leads the marketing strategy and operations in partnership with the sales team. They cover: 👉 [05:40 - 07:38] Getting to know your custo…
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Sales Angle: How to Win Over Your Buyers Through Digital Selling with Liz Christo, Partner and GTM Advisor at Stage 2 Capital
17:39
17:39
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17:39
Over the last few years, we have observed a significant digital transformation and modernization of sales, marketing, and services. One of the specific stats is the increasing number of buyers that prefer to engage with sellers digitally versus in-person. So why do we see that shift towards digital? In this episode of Hidden in Plain Sight: The Ent…
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Marketing Angle: Why People Buy From People with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL
22:33
22:33
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22:33
A statistic shows that: 86% of sales professionals have lost or stalled a deal in the last twelve months based on decision-makers changing roles. What does that mean for your sales process? In this episode of Hidden in Plain Sight, Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL, joins Mariana Cogan to identify the re…
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Sales Angle: Why People Buy From People with Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix
20:17
20:17
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20:17
In the first episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix, joins Art Harding to discuss how salespeople can ensure a great customer experience. Kathy has over twenty years of experience in sales, strategy, and operations. She currently works in three …
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