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Episode Summary There are many benefits of the marketing and sales teams working together. It helps generate better leads, improve conversion rates, and eventually, increase company revenue. But how do you align marketing and sales strategy? In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. They talk about why buying needs to be a team sport, why forecasting won't lead to the growth you need, and the importance of diversity in technology. Guest-at-a-Glance💡 Name: Mariana Cogan 💡 What she does: She's the CMO of People.ai. 💡 Company: People.ai 💡 Noteworthy: Mariana is known for building strong alignment with sales. She's also a committed advocate of diversity inclusion and founded the Hispanic ERG resulting in building the best teams and bringing different lenses to the C-suite. 💡 Where to find Mariana: LinkedIn

Episode SummaryAI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience.  In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in the hospitality space and how it can help enrich customer experience. He also talks about his transition into the C-Suite and becoming the CEO of Bite. Finally, Brandon shares valuable advice for anyone who is considering a career change but fears that it is a mistake. Guest-at-a-Glance💡 Name: Brandon Barton 💡 What he does: Brandon is the CEO of Bite. 💡 Company: Bite 💡 Noteworthy: Brandon Barton is a hospitality tech entrepreneur and has used his experience in operations at top hospitality groups to build and scale early-stage tech products. Before Bite, Brandon was employee number four at Resy, a leading restaurant reservation platform, where he built and oversaw sales operations. Bite's goal is to elevate hospitality, which is also Brandon's passion. 💡 Where to find Brandon: LinkedIn

Friday Fundamentals 188: Carl-Erik Michaelson 

In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets. What You’ll Learn Why money alone will will never be enough Find love in what you do and for the people around you How your early career will inform the later part of your career   Show Agenda and Timestamps About Carl-Erik & TicketCo [00:40] Biggest lessons in building a business [06:35] The power of remote work [11:03] Pay it forward [19:48] Sam’s Corner [00:00]

Friday Fundamentals 187: Alex Buckles

In this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us for an engaging conversation about developing and implementing new, effective go-to-market strategies.

Friday Fundamentals 186: Patrick Hudgins

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.What You’ll Learn Creating careers with incentive compensation to prevent off-shoring Running a business on profitability when not sourced through outside capital Focusing on the employee retention for company growth

Friday Fundamentals 185: Ido Niv-Ron

In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. .What You’ll Learn It’s never too late to make a career change, be open-minded to it Keeping a level head in an uncertain economy for 2023 Finding opportunities in the economy with the uncertainty

Friday Fundamentals 184: Haydar Al Saad

In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to expand your business. What You’ll Learn Mitigating churn by finding your happy customers and expanding with them Profiling your customer success teams Customer success investment as revenue generation  Show Agenda and Timestamps About Haydar and RevSetter[02:05] Differences in retention platform features [08:18] Finding the right Customer Success people [15:32] Why Execution is more important than Innovation [19:29] Paying it forward [23:38] Sam’s Corner [26:08]

Friday Fundamentals 183: Alex Schrecengost

DESCRIPTION In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.What You’ll Learn You don’t need to be perfectly qualified for every opportunity. The importance of getting started and having a plan Why you need to give yourself permission to be successful

Friday Fundamentals 182: Scott Barton

In this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team.What You’ll Learn Building a compensation structure that works for both salespeople and the company A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more Best practices for managing your sales team through economic uncertainty   Show Agenda and Timestamps About Scott & Varicent [02:44] Best practices for designing compensation structure [07:00] How salespeople are empowered to shape how they’re recognized & rewarded [13:00] Increasing productivity by lowering the bar for success [14:42] Advice to management teams navigating the current economic uncertainty [20:43] Paying it forward [22:29] Sam’s Corner [25:10] 

Friday Fundamentals 181: Brandon Barton

In this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career. What You’ll Learn What it means to create an incredible experience for people How technology is impacting the restaurant industry during global labor shortages The transferable skills needed to make an industry or career jump

Friday Fundamentals 180: Tim Strickland

In this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s growth, how to lead large organizations, and how to dominate the market during economic difficulty. What You’ll Learn How ZoomInfo grew from a small company to one with a billion in annual run rate The importance of resilience and adaptability What it takes to lead a high-growth company How to approach leadership in a large organization