The Road to Revenue Podcast
What really moves the needle on Revenue? Find out on the world's first podcast that explores in detail the impactful strategies and tactics applied to the Revenue Bow-tie Funnel.
Join RevOps Automated founder and CEO Natalie Furness as she's joined by a series of special guests to uncover the real truth behind revenue.
Subscribe to the podcast
Listen and subscribe now on Spotify and Apple Podcasts, or follow the links to open your app: Spotify | Apple Podcasts
Episode 6: Scaling Benchmarks: A Practical Checklist for Evaluating Readiness to Scale in the Post Growth-At-All-Costs Era
On this week’s episode of the 'Road to Revenue' podcast, we are joined by Josh Allen, who was recently appointed Chief Revenue Officer at Quickbase. As a seasoned CRO, Josh is an expert in scaling businesses and driving revenue. Host Natalie Furness sits down with him to discuss what is needed for success in the CRO role—fast.
With less than 60 days in his current CRO role, Josh shares his take on how CROs and revenue leaders can set themselves up to make an impact in the crucial early days.
The conversation covers everything from acquiring talent to suit today’s business climate to evaluating true readiness to scale. They discuss the value of partnerships and how to integrate those relationships into the sales process. He and Natalie go on to emphasise the importance of having robust data infrastructure in place to properly measure key metrics like customer lifetime value and the cost of customer acquisition. This, and plenty more actionable advice, make it a must-listen for revenue leaders looking to deliver tangible results.
The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Episode 5: How to Increase B2B Sales Velocity with Buyer Enablement
On this week’s episode of ‘The Road to Revenue,' Nick Telson, entrepreneur, angel investor and podcaster joins us to talk buyer enablement through the lens of his latest start-up, digital sales room platform, Trumpet.
Road to Revenue host, Natalie Furness from RevOps Automated quizzes Nick on his experiences of implementing buyer enablement within the businesses he has worked with. From when and where in the revenue bowtie buyer enablement is most effective, to how it can be used to improve the progression of multi-stakeholder deals, this week’s episode is a deep dive into the value of an effective buyer enablement function.
They discuss topics including putting the ‘A-ha’ moment into marketing collaterals, removing happy ear bias, and uncovering secret stakeholders. Covering both the potential and pitfalls, Nick and Natalie lay out the case for buyer enablement from day one, with practical advice for getting it right.
The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Episode 4: Scaling from $10M to $100M: How to Replace Gut Instincts with Process-Centric Operations
This week, ‘The Road to Revenue’ is joined by Jacco van der Kooij, founder of Winning by Design, a B2B sales consultancy that supports sales, customer success, and marketing teams as they design, build, and scale their revenue organisations.
What are the differences between growing a business to $10 million and scaling to $100 million? Jacco explains in his unique style. Find out why your business is a rocket ship that needs to operate with a factory mindset. Hear more on the big themes in Jacco’s book Revenue Architecture as he delves into how businesses can improve GTM operations, some of the big pitfalls he sees with how businesses approach revenue, and the need for a holistic approach. With views on AI, the end of growth at all costs, and the need for disciplined execution, this episode is packed with insight from a true RevOps thought leader.
The "Road to Revenue" is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Episode 3: Automating Quality: Kyle Coleman on AI, SDRs, and Outbound Excellence
On this week’s episode of the 'Road to Revenue’ podcast, we are joined by Kyle Coleman, CMO at Copy.ai, king of the cold email, and expert on how AI can help businesses eliminate go-to-market bloat.
Kyle sits down with host Natalie to discuss why businesses need to start thinking differently about AI to make the most of it, and what approaches allow orginisations to 10x their top sales performers, save hundreds of productive time every year, and gain an operational edge.
Kyle shares his views on the sales team of the future that rejects the idea that hyper-specialised hiring is a cure-all for sales challenges and embraces AI workflows. He provides us with practical advice on reducing go-to-market bloat and explains why AI-empowered sales teams are attainable for organisations of any size.
'Road to Revenue' is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Episode 2: The Secret to Recurring Revenue: Why Winning Customers Isn't Enough with Daniel Zarick
Our guest on ‘The Road to Revenue’ this week is Daniel Zarick, CEO and co-founder of Arrows, a customer onboarding solution for teams using HubSpot.
This is not HubSpot onboarding 101; it’s an in-depth look at how to deliver the best experience for customers once they come on board. Daniel, along with host Natalie Furness, look at customer onboarding from all angles. Helping customers reach the ‘aha!’ moment for your product faster, why we should see onboarding as an extension of the sales process, how to empower customers to onboard themselves, and the all-important question of measuring success—it’s all covered in this week’s episode.
'Road to Revenue' is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Episode 1: "What it takes to grow pipeline when inbound marketing isn't working: Knowing when and how to pivot" ft Mary Grothe, CRO at PNI
On this week’s episode of the 'Road to Revenue’ podcast, we are joined by Mary Grothe, Chief Revenue Officer at PNI, founder of House of Revenue, and author of the number one bestseller ‘Destination Remarkable.’
Mary gives her unfiltered view on taking a radically different approach to generating a sales pipeline. Using real-world metrics and examples from her work within PNI, the value of face-to-face interactions and the relationship aspect of CRM management.
She joins host Natalie Furness from RevOps Automated to discuss the risk of ineffectiveness that can come with digital ‘set and forget’ approaches and what happens when you remove recognition for vanity metrics.
'Road to Revenue' is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.
Subscribe to the podcast
Listen and subscribe now on Spotify and Apple Podcasts, or follow the links to open your app: Spotify | Apple Podcasts
Road to Revenue Podcast: Special Guests
CRO of PNI•HCM
CEO and Co-founder of Arrows
Founder, Winning by Design
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What to expect from the Road to Revenue podcast
Join top experts in revenue operations to hear their thoughts on the progression being made in the space.
What insights do they have from their work? What strategies should you be implementing in your business? What trends are they seeing in the field?
In each episode, Natalie will delve into the detail with her guest to help uncover the real meaning behind revenue.
Natalie Furness, Co-Founder RevOps Automated
Natalie has extensive experience in RevOps and a proven track record of success in helping companies increase their revenue. She is the founder of RevOps Automated, a RevOps Consultancy that provides HubSpot RevOps Transformation and RevOps as a Service.
She is also the author of the annual RevOps Report, a must-read for anyone who wants to stay up-to-date on the latest trends and best practices in RevOps.