How to Drive Revenue Growth Without Chasing New Leads with Stephanie Valenti
Fri Feb 06 2026
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 business
KEY TIMESTAMPS:
02:45 - Why CROs default to net new
07:30 - Lion vs Zebra sales teams
14:10 - The churn blind spot (months 3–9)
22:40 - The ONE post-sales metric that matters
31:15 - How to redesign quotas for net growth
41:00 - What new revenue leaders should do first
52:30 - Monday morning action steps
CONNECT 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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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 business KEY TIMESTAMPS: 02:45 - Why CROs default to net new 07:30 - Lion vs Zebra sales teams 14:10 - The churn blind spot (months 3–9) 22:40 - The ONE post-sales metric that matters 31:15 - How to redesign quotas for net growth 41:00 - What new revenue leaders should do first 52:30 - Monday morning action steps CONNECT 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.