Shows
The Innovative Revenue LeaderInside The ROI Of AI: Why System-Level Intelligence Beats Shiny Sales ToolsThe loudest AI often isn’t the smartest. We dig into fresh research with Curtis Schroeder, Head of Research and Insight at Varicent, to unpack a striking pattern among 150 revenue leaders: most expect the biggest ROI from system-level AI—forecasting, territory design, quota setting, incentive modeling—while investments still chase seller-facing tools that look great in a demo but struggle to compound impact.Curtis explains why AI for revenue is really two markets. Seller AI promises instant productivity stories yet demands training, process change, and continuous behavior shifts. System AI upgrades decision quality at the core, creating compou...
2025-12-1118 min
CMO ConfidentialDr. Joel Shapiro | Kellogg School | What an NFL Injury Analysis Can Teach Business About ResilienceA CMO Confidential Interview with Dr. Joel Shapiro, Managerial Economics & Decision Sciences Professor at the Kellogg School of Management at Northwestern, formerly Varicent Chief Analytics Officer. Joel discusses his NFL study including why some teams handle injury better then others, the idea of finding variables which can't be seen by the naked eye, and his conclusion that resilience has a lot to do with planning, resource deployment and the foresight to think about potential problems. Key topics include: the importance of back-ups; the ability to find business problems that can be solved with data; and how to use data...
2025-12-0930 min
Millennium Live | A Leadership & Discovery PodcastEpisode 349 | Building a High-Performing Revenue Organization: Data-Backed InsightsOn this episode of Millennium Live, Curtis Schroeder, one of the leading voices in revenue technology, sales performance management, and the future of commercial operations, joins the podcast! His unconventional career path across academia, technology, and sales. Curtis shares a major focus of Varicent’s Market Spotlight report, which surfaced some staggering insights - and reveals about how companies actually make decisions about growth. From misaligned quotas to the long-term impact of poorly designed incentive plans, Curtis calls out the systemic issues that quietly undermine performance every day. We also dive into his latest research on AI in sales, wh...
2025-11-1740 min
CMO ConfidentialDr. Joel Shapiro | Northwestern | The Grocery Prediction Case - It's Not Just About the DataA CMO Confidential Interview with Dr. Joel Shapiro, Managerial Economics & Decision Sciences Professor at the Kellogg School of Management at Northwestern, formerly Varicent Chief Analytics Officer. Joel discusses the difference between Data Science and Data Leadership, how many "little, better decisions" aggregate into something meaningful, and why everyone should remember that "data doesn't make decisions." Key topics include: understanding asymmetric risk, how intangibles scuttled a profitable data driven opportunity; why you should never say "because the model says so;" and the need to set error expectations to build trust. Tune in to hear about his research on planning for...
2025-05-2035 min
Outbound Squad[PipeGen Live] How to land meetings with busy executives (and common mistakes to avoid)This episode is the audio from our recent webinar on landing meetings with busy executives. We were joined by Steven Bryerton, SVP of Sales at ZoomInfo, Laura Guerra, Vice President, Regional Sales at Varicent, and Kyle Nelson, Regional Sales Manager at Varicent.Check out the show notes, more free content, and get coaching at https://outboundsquad.com
2024-11-2658 min
Revenue Rebels: On the Record Sales PodcastJob hunting in a competitive market: Career transitions in sales leadership with Laura Guerra (VP of Sales, Varicent)Landing the right leadership role is tricky – especially in today’s market. In this episode, Laura “LG” Guerra, VP of Sales at Varicent, shares how she navigated a challenging five-month job search and the strategies that got her the role of her dreams. Learn how to leverage past experiences, tailor your interview approach, and stay motivated through setbacks. Plus, LG offers tips on standing out in the job market and selecting the right opportunity. If you’re in the middle of a career transition or looking to level up, this episode is packed with practical advice you won’t want...
2024-10-1737 min
Coach2Scale: How Modern Leaders Build A Coaching CultureTransforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes. Takeaways:Prioritize i...
2024-10-0851 min
What I Wish I KnewHow Revenue and Technology Teams Align to Stay Innovative | ft. Special Guests Avinash Yegyanarayanan and Prithiv PermalEver feel like Business and Technology teams are speaking two different languages when working together?
On this episode of 'What I Wish I Knew' by Varicent, we're joined by two business systems experts, Avinash and Prithiv from Moody's, as they discuss the pitfalls of broken and siloed communication between the two teams, and how to fix it to create the perfect environment for collaboration and innovation.
Wonder how do Business and Technology teams align to stay innovative? Do you know how to leverage Generative AI to enhance business operations? How do you approach the "Build...
2024-08-2336 minWhat I Wish I KnewUnlocking the Secrets to Successful Revenue Operations | ft. Special Guest Jason CahillRevenue operations is the glue that connects the
revenue engine inside your organization—but how do you make it drive at full-speed? On this episode of What I Wish I Knew, we're joined by Jason Cahill, VP of Revenue Operations at Venture, for a conversation about the importance of revenue operations, how to apply a data-driven approach, how to foster a learning culture, and how to streamline operations.
2024-06-2827 minWhat I Wish I KnewWhy Progressive Insurance Carriers Are Adopting SPM | ft. Special Guest Tom DavisReady to dive into the world of sales performance management within the insurance industry? Tom Davis, Vice President of Insurance Sales at OpenSymmetry, breaks down his key insights on driving alignment, reducing costs, and enhancing the producer experience to unlock superhero status in insurance sales. Tune into this episode to explore the challenges, successes, and failures faced in his journey, and uncover strategies to optimize and improve sales performance management for revenue growth, improved margins, and increased competitiveness.
2024-06-2829 min
Design DowntimeJustin Godard Loves to Ride a BikePut on your bicycle helmet and join us in the bike lane, as Justin Godard talks about his lifelong passion of cycling. Justin reflects on the changing role the bike has played in his life, from childhood, through teenage years, to adulthood. He shares how the bike offers a balance of exploration and physical challenge, and how it fosters a bond with his daughter.Guest BioJustin Godard (he/him) is a design leader with extensive experience in cultivating collaborative, innovative, and user-centered design cultures within major tech organizations. Currently leading a team...
2024-06-0625 min
Revenue Reinvention: New Pathways to ProfitabilityTransforming Your Revenue Model to Stay Ahead with Kimberly Deobald of AvalaraThis episode features an interview with Kimberly Deobald, the Chief Revenue Officer at Avalara.In this episode, Kimberly shares advice for revenue leaders on how to stay ahead in a fast-changing industry. By emphasizing important areas like AI, improving customer experiences, and building a strong team, Kimberly shares her keys to ultimately achieving the maturation of RevOps.About Kimberly:Kimberly oversees marketing, revenue operations, and sales performance and strategy at Avalara. With more than 20 years of experience building and leading high-performance sales and operations teams, Kimberly has a track record of scaling sales...
2024-04-2435 minWhat I Wish I KnewElevate Your SPM Strategy | ft. Special Guest Bettina KaemmererSales organizations in EMEA are grappling with a market that's as predictable as London weather ☀️☔️🍃. Compounded by different regional sales cultures and regulations, navigating this landscape requires a hefty dose of agility 💪. But it's not just the internal challenges that EMEA sales teams face. Buyer behaviour is shifting, demanding swift responses and adaptations. So, how do you stay ahead in this dynamic market? It's all about cross-functional communication and the right technology. In this episode, we're joined by sales compensation expert, Bettina Kaemmerer. As a trusted advisor for high-performing sales organizations in EMEA, she will shar...
2024-04-0234 minWhat I Wish I KnewRethinking Sales Performance Management | ft. Special Guest James MulliganIncentive Compensation tech has long stood as the cornerstone of sales performance management (SPM). However, with the explosive growth of artificial intelligence (AI) and other emerging technologies, sales experts are now searching for the next big game-changer. Sales organizations are demanding a proactive approach that connects sales planning with incentive compensation. Traditional go-to-market methods and disconnected systems make you too slow and too reactive to change. Join host Jacklyn Lane and special guest James Mulligan, a leader in the SPM space, as we explore the new realities of SPM and the rise of sales planning. In t...
2024-02-2730 min
Marketer of the Day with Robert Plank: Get Daily Insights from the Top Internet Marketers & Entrepreneurs Around the World1024: The Future of Economic Success with Chief Revenue Scientist Dr. Martin FlemingThe integration of AI technologies can significantly contribute to economic success by enhancing productivity, streamlining processes, and fostering innovation across various industries. Automation and machine learning algorithms in AI have the potential to optimize resource allocation, reduce operational costs, and create new business opportunities, thereby contributing to economic growth.
Dr. Martin Fleming is distinguished fellow at the Productivity Institute and the Chief Revenue Scientist at Varicent. With a rich background that includes working at IBM's Watson Research Lab, Dr. Fleming brings a wealth of ideas about the world, economics, and artificial intelligence. Today, Dr. Fleming is going to have an...
2024-02-0629 minWhat I Wish I KnewThe Revenue Transformation and SPM Connection | ft. Special Guests Sri Ayyeppen and David KohariIs it the right time for a revenue intelligence transformation?
In this market, it’s not a luxury, it’s a must. When you invest in sales revenue planning, you understand your data and clients better, and you can make strategic decisions faster.
Jacklyn Lane is joined by Argano leaders Sri Ayyeppen, CRO and David Kohari, VP, Customer Success.
Tune in to discover:
Why organizations must prioritize revenue transformation now, more than ever
Explore the dynamics of the sales performance management market, where strategic guidance and optimization of a sales team's efforts are pivotal f...
2024-01-3121 minWhat I Wish I KnewHow to Navigate Revenue Volatility | Special Guest Ryan D'SouzaCross-functional leader Ryan D'Souza joins host Jacklyn Lane to discuss strategies and actions you can take to minimize the impact of revenue volatility and create a predictable growth engine.
Gain valuable insight into:
Why unifying your tech stack is important for your customer experience.
How to minimize the impact of volatility by improving not removing.
How culture has an impact and what to do with a ‘Founderitis’ diagnosis.
Why you need a Customer Journey owner.
Why you can’t have a predictable revenue engine without aligning
sales and marketing.
Don't miss this engaging c...
2024-01-1928 minWhat I Wish I KnewHow Does Sales Comp Drive Sustainable Growth? | Special Guest Bruce Jackson, Blue Horizons GroupClosing the deal takes 4x the effort, with far less reward. In a disruptive market, sellers need help. What is your strategic secret weapon to combat volatility and build a positive sales culture? 🔍 📢 Spoiler alert: Your go-to-market model and sales compensation strategies are the power duo many haven’t tapped into yet. Join Jacklyn Lane and Bruce Jackson, VP of Strategy Services at Blue Horizons Group as they dive into tactics and strategies for supporting sellers and driving profitable revenue growth. You’ll get valuable tactics and strategies for: ➡️ Adjusting your go-to-market strategy to keep...
2024-01-1934 minWhat I Wish I KnewWhy Sales Compensation Plans Must Change | Special Guest Sacha BakhtWhen was the last time you re-assessed your sales plan?
What are some early warning signs that indicate you need to adapt and adjust?
How does a collaborative culture help drive wins?
In this episode of What I Wish I Knew, Jacklyn Lane and Sacha Bakht answer these questions and more.
Who is this session for?
Revenue leaders and sales professionals who are looking for tactics and strategies for:
✔ Understanding the building blocks of your comp plan
✔ Identifying early warning signs of trouble within your team
✔ Why the no-fail culture doesn’t lead to wins
✔ How to use...
2024-01-1133 minWhat I Wish I KnewTop 5 Sales Tips | 2023 Sales Insights Unwrapped💥 What a year! 💥
It’s a wrap on What I Wish I Knew, season 2.
This season, we tackled those topics top of mind for sales
professionals.
Watch as host Jacklyn Lane takes us through her Top 5
Insights of the season.
🤝 How is tech and sales culture intertwined?
🎢 How has sales changed in this challenging market?
🎯How can the three-legged stool support the customer journey?
👀 What is a sales tremor?
🧐 How is AI impacting the industry?
Are you looking to increase your revenue while motivatin...
2024-01-1116 minWhat I Wish I KnewSales Insights: How to Future Proof for Sustainable Revenue | Special Guest Sam CockerillSustainable, repeatable revenue growth is the goal. But at what cost? 🤔 How important is the customer buying journey? How do you get that locksmith moment? And when is it okay to fire a customer? 👀
Host Jacklyn Lane will be joined by special guest, Sam Cockerill, who serves as Chief Commercial Officer at Sama.
Together, they’ll share fresh insights and real-world experiences for navigating the ever-changing world of sales.
Learn steps to build a sales incentive plan that really works?
2023-10-3128 min
Moody's Talks - Inside EconomicsAI and a Bit of AdvertisingGiven the strong counter narratives regarding the impact of artificial intelligence on the economy – from bright optimism that AI will significantly lift productivity growth and wealth to dark pessimism that it will lead to a dystopic increase in unemployment and cybercrime – we asked Martin Fleming to sort it out. And the former chief economist of IBM and current author and Chief Revenue Scientist at Varicent does just that. And Mark does a bit of advertising along the way.For more about Martin Fleming, click hereFor more on Martin Fleming's book, Breakthrough: A Growth Revolution, clic...
2023-09-081h 15What I Wish I KnewStrategies for Sales Team Success in a Volatile Market | Special Guest Amii StephensonA storm of revenue volatility is in full force. Caught in the middle of it all? Your sales team. Growing economic tensions. Consumer uncertainty. Costs are high. Confidence is low. It’s no wonder The Alexander Group predicts that only 23% of sellers will hit quota this year. Our host Jacklyn Lane is joined by special guest Amii Stephenson, VP of Sales at Maple, to talk about actions you can take to empower sellers to defy the odds.
Fair and competitive compensation is vital to attracting and retaining great employees, especially in sales. Learn how different ways of ca...
2023-05-2531 min2023-05-2400 min
Everything is salesUnshakeable: Thriving in recessionThis epsiode, we look at what sales teams can do to make themselves recession-proof. Topics discussed are from a sales leader's and rep's perspective. They include how to deliver change management, difficult messages internally, and prospecting in a difficult environment. With: Shabri Lakhani, Subject Matter Expert at Kaspr. Matthew Blanchard, GM EMEA at Varicent.
2023-05-1142 min
B2B Content Show: A Podcast About the How, What, and Why of B2B Content MarketingContent marketing in uncertain economic times w/ Vanessa HartungIn this episode of The B2B Content Show, host Jeremy Shere is joined by Vanessa Hartung, Director of Content Marketing at Varicent. They discuss how uncertain economic times can impact content marketing teams, and Vanessa shares examples of the type of content her team is now producing and why. Vanessa also outlines her thoughts on why it’s important to keep marketing during a recession. Highlights: How Vanessa’s team has shifted their content marketing strategy to respond to the current economic outlook The importance of value-based content in uncertain economic times Why it’s i...
2023-03-0110 min
Leadership Exposé Podcast: Success Talk with Steven PaulEpisode 60 : Maggie Calle : Evolution of cyber security teams and the CISO relationship with c-level executives and the BoardIn this episode, Steven Paul hosts Maggie Calle. Maggie currently serves as the chief information security officer at Varicent, based in Canada. For over two decades, she has held several leadership roles in the financial, insurance, and retail and technology sectors. She has successfully embedded “tone at the top” in the management and oversight of cybersecurity and risk management programs supporting business objectives, innovation and digital transformation. She has been recognized as Women to Watch by the Risky Women organization, Canada's Top 20 Women in Cybersecurity by ITWC, Top Influencer in Cybersecurity by IFSEC Global, and Cybersecurity Woman of th...
2022-11-3048 min
The Sales Hacker PodcastA Holistic Approach to Compensation StructuringIn 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 LearnBuilding a compensation structure that works for both salespeople and the companyA holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and moreBest practices for managing your sales team through economic uncertainty Show Agenda and TimestampsAbout Scot...
2022-09-2730 minThe Sales Hacker PodcastA Holistic Approach to Compensation StructuringIn 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 LearnBuilding a compensation structure that works for both salespeople and the companyA holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and moreBest practices for managing your sales team through economic uncertainty Show Agenda and TimestampsAbout Scott & Varicent [02:44]Best practices for designing compensation structure [07:00]How salespeople are empowered to s...
2022-09-2730 min
The GTMnow PodcastA Holistic Approach to Compensation StructuringIn 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 LearnBuilding a compensation structure that works for both salespeople and the companyA holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and moreBest practices for managing your sales team through economic uncertainty Show Agenda and TimestampsAbout Scott & Varicent [02:44]Best practices for...
2022-09-2730 min
The Revenue HustleAttributes of a GREAT Customer Success Manager- The Revenue Hustle #17 - Chris LongoWe're joined by Chris Longo, Director of Customer Success at Varicent. Varicent is the industry leader in Sales Performance, Sales Planning and Incentive Compensation Management software. Chris leads a team of Enterprise Customer Success Managers (CSM) and he shares the attributes he looks for that indicate a person will be a GREAT CSM. You also need to hear how Chris trains his team to improve in an area CSMs need the most development!
Chris's Revenue Rules:
For customer success managers, background matters more than experience does.
Conversations with customers is what makes the magic ha...
2022-06-2938 min
The Confidence CollectionSales Confidence with Marc Altshuller - Look outside your networkMarc Altshuller, President & CEO, Varicent, joined James Ski to kick off the Sales Confidence Podcast for 2021, with some great tech insights from a sales and marketing superstar.
2021-02-0737 min
Tabaghe 16 طبقهEpisode 8 - الگو برداری و خودشناسی | دانیال شیدوشIn this episode I catch up with my good friend Danial Shidvash as COVID-19 has brought us back in Toronto. Danial started his career as a tech consultant and later joined a start-up called Varicent, which was acquired by IBM. Danial helped with its expansion to the growth markets, and currently looks after its operation for AsiaPacific. Hosted on Acast. See acast.com/privacy for more information.
2020-08-191h 32
Evolvers53: Sell the Way You Buy: Articulate Value to Win the Deal - w/ David Priemer (Cerebral Selling)What is the secret to selling? David Priemer says it's simple. Just sell the way you buy.
David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his accidental career in sales with Influitive, Salesforce, Varicent and Infor to decompose the best way to connect, engage and win over your customer.
In this interview we discuss what makes a great remote selling experience, the best way to do discovery and demos, and the important difference between ROI and value.
https://www.linkedin.com...
2020-06-1736 min