623: Bain's Rishi Dave, the Secret of Top Sellers (Strategy Skills classics)

623: Bain's Rishi Dave, the Secret of Top Sellers (Strategy Skills classics)

In this episode with Rishi Dave, a partner in Bain's Commercial Excellence practice with deep expertise in B2B marketing and digital marketing, he explains the concept of a "Day 1 List" in B2B sales and marketing and the three things that will get a supplier or seller on the list. Rishi also discussed what a "sales play" is, how to build it, institutionalize the knowledge within the company, and get the sales team to adopt the sales play to fulfill their potential and increase their productivity and sales.

Rishi Dave partners with CMOs and management teams to drive marketing transformations and build modern marketing capabilities. He serves as an expert on the implementation of Bain's B2B Marketing Diagnostic and Sales Play System.

Rishi has held global CMO roles at public technology and cloud companies, including Dun & Bradstreet, Vonage, and MongoDB. Prior to these roles, he served as the global head of digital marketing for Dell's B2B businesses. Rishi started his career at Bain & Company.

As a marketing executive, Rishi has built world-class marketing organizations and capabilities that have driven top-line growth leveraging the right marketing technology, data, analytics and content strategy. Rishi has driven major brand and messaging transformations, reimagined digital customer experiences, and built and scaled go-to market models.

Rishi earned an MBA in Marketing from The Wharton School at the University of Pennsylvania as well as a BS in Chemical Engineering and an AB in Economics with Honors from Stanford University.

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636: Dr. John La Puma on the Hidden Health Costs of Indoor Living

636: Dr. John La Puma on the Hidden Health Costs of Indoor Living

Dr. John La Puma discusses how everyday environmental choices shape sleep, cognition, and long-term health. Drawing on research from medicine, neuroscience, and environmental science, he explains why ...

16 Mars 46min

635: McKinsey Senior Partner Chris Bradley on The Real Drivers of Long-Term Economic Growth

635: McKinsey Senior Partner Chris Bradley on The Real Drivers of Long-Term Economic Growth

Chris Bradley, Senior Partner at McKinsey & Company and Director of the McKinsey Global Institute, discusses the ideas behind his book A Century of Plenty and the long-term drivers of economic growth....

11 Mars 54min

634: BCG's Julia Dhar on Why 70% of Major Change Efforts Fail

634: BCG's Julia Dhar on Why 70% of Major Change Efforts Fail

Julia Dhar, Managing Director at Boston Consulting Group and founder of the firm's Behavioral Science Lab, joins us to discuss why most organizational change efforts fail and what leaders can do diffe...

9 Mars 51min

633: The Invincible Brain with Johns Hopkins Professor Dr. Majid Fotuhi

633: The Invincible Brain with Johns Hopkins Professor Dr. Majid Fotuhi

Dr. Majid Fotuhi, neurologist, neuroscientist, and adjunct professor at Johns Hopkins University, has spent decades studying how the brain ages and what determines whether cognitive performance declin...

4 Mars 55min

632: Building Healthier Workplaces Through Attuned Leadership (with Nidhi Tewari)

632: Building Healthier Workplaces Through Attuned Leadership (with Nidhi Tewari)

Nidhi Tewari, a highly sought after wellbeing and work culture speaker who applies her experience as a licensed therapist to the work world, has spent more than a decade advising high-performing leade...

2 Mars 54min

631: How Elon Musk Thinks (with Charles Steel)

631: How Elon Musk Thinks (with Charles Steel)

Charles Steel reflects on "more than two decades in private equity, banking," combined with "public service roles, including advising Tony Blair," and how these experiences led him to a late but power...

25 Feb 52min

630: Business Innovation and Strategic Growth Advisor, Lorraine Marchand, on Sustaining Growth Through Innovation

630: Business Innovation and Strategic Growth Advisor, Lorraine Marchand, on Sustaining Growth Through Innovation

Lorraine Marchand, startup CEO, advisor to Johnson & Johnson, member of the Pharmaceutical Advisory Board at Columbia Business School, and faculty at Wharton, discusses how leaders can sustain growth ...

23 Feb 53min

629: Ashley Herd, Former Head of HR North America at McKinsey, on What Effective Managers Actually Do

629: Ashley Herd, Former Head of HR North America at McKinsey, on What Effective Managers Actually Do

Ashley Herd, former Head of HR North America at McKinsey, joins this episode to discuss what effective leadership looks like in practice, especially in environments defined by speed, pressure, and inc...

18 Feb 56min

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