The Death of a Salesman4 Aug 2021

The Rise of the Revenue Innovators

In this weeks episode, I am joined by the brilliant Mary Shea PhD.

Mary is the Global Innovation Evangelist at Outreach, prior to this she was a Principal Analyst at Forrester. She also has a PhD in Musicology & Ethnomusicology, which, as you will hear, is a word I am unable to pronounce.

What is a Revenue Innovator? Well, if you visit Mary's profile on LinkedIn, you will see this :

"Revenue Innovators : noun - a new cohort of revenue leaders who put buyers at the center of their strategies, who arm their sellers with the most innovative sales technologies, and who over-index on data, rather than intuition, to inform their business decisions. "

Quite a statement, I am sure you will agree.

In this podcast, Mary takes us through what this means.

She shares her fascinating background from playing in orchestra's around the world to her PhD to where she is now at Outreach.

Sales Engagement technology vs Engagement & Intelligence technology

Is Revenue Intelligence just Sales Enablement with a different name, or are we creating a new category?

CRM was never designed for sellers, so where are we now and what is its role for the 21st Century?

Point solutions becoming platforms of the future, what does this mean?

Are we creating a challenge for sellers by relying too much on automation?

How does this play into the "buyer first" and "buyer safety" and the discrepancy between seller & buyer?

Crafting buyer-centric strategies.

Do we need to re-brand how we refer to buyers?

The rise of the buying group, what does the mean?

Compensation plans focussed on quantitative metrics and why this is now a problem.

The "we have always done it this way" syndrome.

Sales & Marketing are still not aligned.

Is there a skills gap in Sales & Marketing to operate in a revenue intelligence-led world?

Are we really heading into a world where AI will make all the decisions for sellers?

The science vs the art of sales.

What does "in-person" mean today?

Can more traditional markets such as Professional Services, Financial Services and Insurance have Revenue Innovators and supporting technology platforms, such as Outreach?

Connect with Mary on LinkedIn https://www.linkedin.com/feed/

Follow Mary on Twitter https://twitter.com/sheaoutr

Subscribe to her podcast https://podcasts.apple.com/us/podcast/revenue-innovators/id1573980851

Learn more about Outreach https://www.outreach.io/

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