From Turbulence to Tenure: Retaining A-Players Through Change
This document features a conversation with Naomi Brezi, Chief Revenue Officer at Ruffalo Noel Levitz, discussing strategies for retaining top talent amid organizational changes.
From Turbulence to Tenure: Retaining A-Players Through Change A Conversation with Naomi Brezi, Chief Revenue Officer at Ruffalo Noel Levitz EPISODE 225 Steve MacDonald HOST:
Table of Contents • [1:40] Introduction to Naomi Brezi • [30:25] Full Podcast Episode • [2:45] Episode Highlights Video • [4:58] Listening, Proof, and Credibility Is The New Sales Play • [4:46] Segmenting To Scale Using ABM Plays That Compound • [3:14] Say No To Shiny Objects, Yes To ICP • [3:52] Leading Through Reorgs To Protect People And Pipeline • [4:34] Retaining A-Players With Recognition And Clear KPIs • [4:34] Play The Long Game In PE Environments • [0:51] Short - Retaining A-Players With Recognition And Clear KPIs
ABOUT Naomi Brezi Naomi Brezi, Chief Revenue Officer at Ruffalo Noel Levitz, explains how to lead through constant transformation without burning out teams or customers. She frames today’s trust recession and shows why credibility must be earned at every touch. Naomi maps a dual-track plan that balances quarterly targets with long-term brand and people investment. She closes with practical ways to protect morale, pipeline, and relationships.
FULL EPISODE "You can't over-communicate when you're leading in times of uncertainty. You have to communicate more and more often, and you have to really make this a practice. This really helps build that trust and honesty." – Naomi Brezi
(2:45) Episode Highlights Video
[4:58] Listening, Proof, and Credibility Is The New Sales Play "When we look at how to bridge that gap in trust in the business, you have to listen. If you don't listen to what problem or challenge is trying to be solved for and you're just thinking how to answer this really quickly just to move the sales forward, you're not going to be able to provide a thoughtful response to what challenge or goal they're trying to solve for." – Naomi Brezi
[4:46] Segmenting To Scale Using ABM Plays That Compound “What has been successful for me is using market segmentation with tier one being strategic accounts where the ABM play is heavily invested in personalization, executive round tables, joint innovation solutions sessions, and thought leadership. Those strategic relationships will help lay the foundation for a more long-term focus. It balances where you can plan for long-term growth while still making those short-term goals.” – Naomi Brezi
[3:14] Say No To Shiny Objects, Yes To ICP “Keep your team and your strategy focused on your core business and disciplines, and serve your customers and your prospects as best as possible. Do not try to just go after every shiny object that appears.” – Naomi Brezi
[3:52] Leading Through Reorgs To Protect People And Pipeline “When you go through quarter after quarter of downsizing and shifting priorities, what happens to your good talent is they begin to ask themselves, what does this mean to me, my family, my income. My approach has always been to communicate as much as I can, and as clearly and quickly as possible, about why we're changing, what we're changing, and what's not.” – Naomi Brezi
[4:34] Retaining A-Players With Recognition And Clear KPIs “I recognize my team and my team members for them going above and beyond and looking at some small sales spiffs or things that I can do to make sure that the behavior and the KPIs that we're driving forward is reflected in the compensation piece.” – Naomi Brezi
[4:34] Play The Long Game In PE Environments “If you don't invest in your brand and your people, and if you don't listen to your customers, a year or two later, you're going to find that your pipeline is going to dry up and you're going to be left scrambling.” – Naomi Brezi
YOUTUBE SHORT: "I recognize my team and my team members for them going above and beyond and looking at some small sales spiffs or things that I can do to make sure that the behavior and the KPIs that we're driving forward is reflected in the compensation piece." – Naomi Brezi
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