EPISODE · Feb 6, 2026 · 45 MIN
How to Drive Revenue Growth Without Chasing New Leads with Stephanie Valenti
from Revenue Problem Solvers · host Operationalize
Most revenue leaders are obsessed with new leads. Meanwhile, they're sitting on hidden revenue in their existing customer base.In this episode, Stephanie Valenti (SVP at BILL) shares how she built a post-sales motion that outperformed new business, all without hiring a single new rep.You'll learn:- Why your existing customers are your fastest path to growth- The lions vs zebras framework for structuring revenue teams- The childhood question that reveals if someone's in the wrong role- How to build a post-sales motion in a transactional business- The exact moment Stephanie realized post-sales could outperform new businessKEY TIMESTAMPS:02:45 - Why CROs default to net new07:30 - Lion vs Zebra sales teams14:10 - The churn blind spot (months 3–9)22:40 - The ONE post-sales metric that matters31:15 - How to redesign quotas for net growth41:00 - What new revenue leaders should do first52:30 - Monday morning action stepsCONNECT WITH STEPHANIE: LinkedIn: https://www.linkedin.com/in/stephanievalenti/Thank you to the great team at Virtual Causeway for sponsoring this episode. To learn more, visit www.virtualcauseway.com and mention the show for a special rate. Follow Revenue Problem Solvers to get weekly insights from revenue leaders solving real growth challenges.
What this episode covers
Most revenue leaders are obsessed with new leads. Meanwhile, they're sitting on hidden revenue in their existing customer base.In this episode, Stephanie Valenti (SVP at BILL) shares how she built a post-sales motion that outperformed new business, all without hiring a single new rep.You'll learn:- Why your existing customers are your fastest path to growth- The lions vs zebras framework for structuring revenue teams- The childhood question that reveals if someone's in the wrong role- How to build a post-sales motion in a transactional business- The exact moment Stephanie realized post-sales could outperform new businessKEY TIMESTAMPS:02:45 - Why CROs default to net new07:30 - Lion vs Zebra sales teams14:10 - The churn blind spot (months 3–9)22:40 - The ONE post-sales metric that matters31:15 - How to redesign quotas for net growth41:00 - What new revenue leaders should do first52:30 - Monday morning action stepsCONNECT WITH STEPHANIE: LinkedIn: https://www.linkedin.com/in/stephanievalenti/Thank you to the great team at Virtual Causeway for sponsoring this episode. To learn more, visit www.virtualcauseway.com and mention the show for a special rate. Follow Revenue Problem Solvers to get weekly insights from revenue leaders solving real growth challenges.
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How to Drive Revenue Growth Without Chasing New Leads with Stephanie Valenti
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