Revenue Insights Podcast
The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the brightest minds in RevOps. Listen for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps and Revenue Intelligence to the next level.
Episodes
Eleanor O'Neill: The Hidden Revenue Engine You're Ignoring (Hint: It's Your Customers)
In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta founder and MD of Revenue Intelligence at Fullcast, sits down with Eleanor O'Neill, Chief Revenue Officer at Mont, a company that operates at the intersection of infrastructure, sustainability, and next-generation software. Eleanor started as an engineer, moved through CIO and CTO roles, led customer organizations and now sits
Tyler Will: The Death of Seat-Based SaaS: Why AI Changes Everything
In this episode of the Revenue Insights Podcast, Guy Rubin, Ebsta founder, MD of Revenue Insights at Fullcast, and host of the Revenue Insights podcast, talks with Tyler Will, VP of Revenue Operations at Intercom, to discuss one of the most aggressive AI pivots in SaaS. Tyler has led revenue operations through global scale at Bain, LinkedIn, and now Intercom where he's helping transform the compan
Peter Grant: The GTM Reset No One Is Prepared For
In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta Founder, MD of Revenue Insights at Fullcast, sits down with Peter Grant, Chief Revenue Officer at You.com, to discuss what it really takes to scale in an AI-first world and why most revenue teams are quietly falling behind. Peter has built his career at the exact moment that industries shift—joining Siebel Systems, Salesforce,
Tera Gillen: Sustainable Growth, Revenue Retention & the Human Side of Sales
In this episode of the Revenue Insights Podcast, host Guy Rubin sits down with Tera Gillen, Vice President of Global Operations at Atlantic Growth Solutions, for a deep, practical conversation on what sustainable growth really looks like in modern B2B organizations. With a career spanning leadership roles at Skillsoft, Docebo, and now Atlantic Growth Solutions, Tera brings a rare blend of operatio
Mike Huffaker: The Hidden SaaS Opportunity Inside Dentistry
In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta founder and MD of Revenue Intelligence at Fullcast, sits down with Mike Huffaker, Chief Revenue Officer at Planet DDS and host of The Dental Economist Show. Mike's journey into SaaS leadership didn't start in technology. Instead, it started by selling high-end Italian shoes to retailers like Neiman Marcus and Nordstrom. But whe
Why 52% of New Revenue Now Comes From Existing Customers | Ben O Mathuin
In this episode, Ben O'Mathuin shares how to transform Customer Success from a retention function into a strategic revenue engine. Learn how to align Sales and CS, coach CSMs for commercial impact, and drive predictable growth from existing accounts.
This VP Grew Revenue from $15M to $45M Using These Sales Strategies | Mikey Abts
Discover how Recast Software's VP of Sales, Mikey Abts, is redefining sales-generated opportunities. In this episode of Revenue Insights, learn how to move beyond traditional BDR models with freemium strategies, AI-driven qualification, and relationship-focused selling to drive consistent revenue growth. [The Revenue Insights Podcast is sponsored by Mailtrap. Try Mailtrap for free: https://l.rw.rw
Why 75% of Sales Deals Fail (And How AI Can Fix It) | Vanessa Metcalf
Explore how Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, joins host Guy Rubin on the Revenue Insights podcast to discuss leveraging data, AI, and strategic alignment to transform sales enablement, drive measurable revenue impact, and create sustainable behavioral change. [The Revenue Insights Podcast is sponsored by Mailtrap. Try Mailtrap for free: Mailtrap.io]
The AI Sales Revolution: Why B-Players Won't Survive the Next 3 Years | Daryl Weldon
In this week's eisode of Revenue Insights, Adam Roberts sits down with Daryl Weldon, VP of Sales at Verisys, to discuss her journey from clinician to sales leader and the keys to building high-performing, trust-based teams in today's AI-driven sales landscape.
Why 69% of Workers Don't Engage & How Revenue Leaders Can Fix It | Greg Leos
In this episode of Revenue Insights, Greg Leos, Payments Division Leader at Weave, unpacks the critical breakdown in employer-employee trust and its impact on revenue growth, talent retention, and workplace performance. Drawing on over two decades of global revenue leadership, he shares actionable strategies for building authentic cultures, balancing performance with respect, and creating environm
How High-Growth Companies Nail Sales Qualification
Discover proven sales qualification strategies in this greatest hits episode of Revenue Insights. Learn how top revenue leaders implement MEDDIC and Acxiom frameworks to improve pipeline quality, drive adoption, and close bigger deals.
Why Only 1 in 5 Reps Hit Quota—And How Data-Driven Leaders Fix It | Dieter Heren
In this episode of Revenue Insights, Adam Roberts chats with Popl VP of Sales Dieter Heren about evolving from RevOps to sales leadership, using AI without losing human connection, consolidating tech stacks, and building data-driven, efficient revenue teams.
How Pavilion Scaled to 10,000 Members—Without Traditional Marketing | Sam Jacobs
In this episode of Revenue Insights, host Guy Rubin speaks with Sam Jacobs, Founder and CEO of Pavilion, about the evolving challenges of B2B sales and revenue leadership. Sam explains why the SaaS playbook is no longer effective, how AI is reshaping go-to-market strategies, and why customer retention is now the true growth driver. They dive into data-backed approaches for building resilient reven
Why Traditional Pipeline Management Is Dead with Kyle Morden
In this episode of Revenue Insights, host Guy Rubin speaks with Kyle Morden, VP of Sales at HiHello, Inc., about how AI and data-driven strategies are transforming modern sales. Kyle shares why 44% of sales contacts never make it to CRM—and what that means for pipeline accuracy and team efficiency. They explore how sales leaders can strike the right balance between automation and authentic human c
Why Channel Partners Drive 3X Higher Win Rates—The Hidden Data with Alex Rich
In this episode of Revenue Insights, host Guy Rubin sits down with Alex Rich, VP of Sales North America at GitGuardian, to discuss how focused channel partnerships can drive scalable revenue. Alex shares his "Focus Partner Model," insights on avoiding channel conflict, and why well-supported partner managers can outperform individual reps. Perfect for sales leaders looking to turn partnerships int
The Data-Driven Sales Turnaround: 37% Growth in Under 12 Months ft. Shianne Sampson
In this episode of Revenue Insights, host Guy Rubin talks with Shianne Sampson, Global VP of Sales at Eventbrite, about turning around underperforming sales teams through data-driven leadership and culture-first coaching. Discover how side-by-side coaching, clear expectations, and tough personnel decisions can create a high-performance sales culture built for sustainable success.
Why Top Sales Leaders Get Coaching Wrong—And How an Olympian Fixes It with Matt Hemingway
In this episode of Revenue Insights, host Guy Rubin talks with Matt Hemingway, VP of Sales & Operations at Axcient and Olympic silver medalist, about applying disciplined coaching and culture-first leadership to build high-performing sales teams. Learn how the SPAC framework, strategic hiring, and internal promotion drive sustainable revenue growth.
The Untold Truth of RevOps—How Only 20% of Teams Drive 80% of Impact with Ian Wessel
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Ian Wessel, VP of Revenue Operations and Strategy at Monta, to discuss how RevOps drives business transformation. Ian shares insights on proving ROI, aligning cross-functional teams, and leveraging data for strategic decision-making. With over 17 years of experience across companies like Salesforce and Intercom, he o
How Top Performers Handle Objections 80% Earlier—And Win More Deals with Hervé Timsit
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore the evolving landscape of enterprise software sales. Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role of the MEDDIC methodology in modern sales processes. He also discusses how AI and analytics are re
Why Your ICP is Wrong—And How to Fix It with Dan Sylvester
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, speaks with Dan Sylvester about the evolving dynamics of B2B sales and customer success. Dan shares insights on aligning value across teams, balancing automation with human engagement, and redefining ideal customer profiles for sustainable growth. With extensive experience in revenue leadership, he specializes in opti
Why Sales Training Fails - And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin speaks with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, about the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, measuring effectiveness, and the impact of AI and remote work on modern sales strategies. With 18+ years of experience at Red Hat, P
Why Remote-First Sales Leadership Actually Works
In this episode of Revenue Insights, Adam Roberts talks with Raja Agrawal, VP of Sales at BrowserStack, about his journey from a rural Indian village to global sales leadership. They explore the evolution of B2B buying behaviors, managing a 100% remote sales team, the role of AI in sales operations, and the importance of cultural intelligence in global markets. With experience at SAP, Microsoft, a
How Top Sellers Outperform Their Peers [Webinar Replay]
In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets elite sellers apart. They discuss why top performers close 30% of deals at discovery, the importance of early stakeholder engagement, and strategies to elevate B and C players. Guy Rubin, CEO of Ebsta, is an expert in revenue intelligence, while
"Why I Eliminated Discovery": Lauren Boynton's Bold Sales Strategy
In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, VP of Sales at Qstream, to discuss her career journey from project management to sales leadership. They delve into the role of customer success in driving revenue and how innovative sales methodologies are reshaping the industry. Lauren Boynton, VP of Sales at Qstream, has over 13 years of experience across customer success
Your Revenue Health Blueprint for 2025 (Webinar Replay)
In this episode of Revenue Insights, host Guy is joined by Jonny Adams, Managing Consultant at SBR Consulting, to explore revenue acceleration, challenges in meeting sales quotas, and the impact of data-driven insights on sales performance. Jonny shares strategies for improving sales processes, understanding buyer personas, and using technology to drive growth. With over 20 years of experience, Jo
From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector, part of Netbricks. In this episode, Guy and Dan explore the evolution from philosophy graduate to global sales leader, the importance of strategic career planning, and the challenges of leading teams through acquisitions. Dan Drees is the Global Vice Pres
Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effective qualification, and strategies for improving sales team performance through data-driven insights. Brad Cross is the Chief Revenue Officer at Upflow, where he l
Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. With over 20 years of experience scaling InfoSec and identity companies, Dean shares insights
Building High-Converting Teams with Sean Murray of Lead IQ
This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today's sales landscape. Sean Murray is Senior Director of Sales and Sales Development at
Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief Operations Officer
Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement
In this episode, Guy and Adam discuss enhancing B2B sales relationships and engagement, particularly in light of the challenging economic landscape that characterized 2023 and early 2024. They also explore the importance of consistency in the sales process, leveraging executive networks, and utilizing AI technology for deeper engagement insights. Guy Rubin is the founder and CEO of Ebsta, the Reve
Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences scaling tech companies from $220 million to over $1 b
Building High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles. They also discuss the need for a collaborative culture and the significan
Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. Brady Holcomb is the Fractional CRO at Matium, the supp
Data-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQ
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at Evolution IQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now leverages AI to transform the insurance secto
Beat the Benchmark: 2024 B2B Sales Benchmarks and How to Improve Rep Quota Attainment [Live Webinar Replay]
This week on the Revenue Insights Podcast, Adam Roberts, Sales Director at Ebsta, and Guy Rubin, Ebsta's founder and CEO, explore key insights from analyzing billions of dollars of pipeline data, focusing on the challenges sales teams face, the importance of prioritizing the right opportunities, and how to handle objections. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platf
What's Driving Performance for the Most Successful Teams in H1 2024?
This week on the Revenue Insights Podcast, we're excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community. In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on your Ideal Customer Profile (ICP) and how doing so c
90 Days to Make an Impact with Louis Poulin of Buildertrend
This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend. In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors drive pipeline and revenue growth, and how to us
Happy Customers Lead to More Customers with Kathleen Booth of Pavilion
This week on the Revenue Insights Podcast, we are joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion. In this episode, Guy and Kathleen explore community-led marketing and its impact on pipeline growth, how data can be used to drive a community-led GTM strategy, and how to improve customer retention through cohort analysis. As Senior Vice President of Marketing and Growth at Pavilio
You Can't Sell to Someone Who Can't Buy with Michael Dalley, CRO at Aerial Vantage
This week on the Revenue Insights Podcast, we are joined by Michael Dalley, CRO at Aerial Vantage. In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can't sell to someone who can't buy. Michael is a seasoned sales lea
From Inbound to Outbound: The Sago Sales Transformation with CRO Katharine Reagan
This week on the Revenue Insights Podcast, we are joined by Katharine Reagan, Chief Revenue Officer at Sago. In this episode, Guy and Katharine explore how Sago have pivoted from an exclusively Inbound-led to an Outbound sales motions, touching on the four 'metrics that matter', when to introduce qualification methodologies, and the four stages of the sales pipeline. Katharine is a revenue acceler
How Top Sellers Use Data to Win Big with JD Miller
This week on the Revenue Insights Podcast, we are joined by JD Miller, Chief Revenue Officer at Kantata. In this episode, Guy and JD dive into the importance of leveraging data analysis in sales to become a top performer, as well as the impact of technology and data on sales teams. JD shares the attributes of top performers, the importance of personalization and active listening in sales messages,
Mastering Sales and Customer Lifecycle Through Value Hypothesis with the GTM Team from Mabl
This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl. In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve
Active Listening, Intent Data, and Events as Pipeline Game Changers with Leslie Venetz of The Sales-Led GTM Agency
This week on the Revenue Insights Podcast, we are joined by Leslie Venetz, Founder of The Sales-Led GTM Agency. In this episode, Lee and Leslie explore the impact of intent on win rates, including how to effectively use data and intent signals throughout the sales process, the role of events in sales, and the importance of active listening. Leslie is Founder of The Sales-Led GTM Agency, providing
A Single Funnel Approach to PLG Motions with Kristen Habacht, CRO at Typeform
This week on the Revenue Insights Podcast we are joined by Kristen Habacht, Chief Revenue Officer at Typeform. In this episode, Lee and Kristen explore product-led growth (PLG) motions, touching on Typeform's single funnel approach and where zero party data feeds into it. They further discuss why PLG salespeople need to avoid falling into the bad habits that come from taking a 'toll booth' approac
Excellence in Execution with Jarred Young, VP of Sales at Maropost
This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost. In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it's important to focus on execution, and how partnerships can be an effective channel. Jarred is VP of Sales at Maropost, a global unified commerce platf
Adapting to B2C Trends in the B2B Market with Chris Turner-Green of TechnologyAdvice
This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice. In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and how it is shifting towards being more similar to B2C sales. They also touch on how to become a thought leader and the impact of AI on both business and buyers. Chr
Optimizing Sales Operations Success with Akira Mamizuka of LinkedIn
This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn's sales ops structure, quota setting philosophy, and strategies for driving performance improvement, as well as the characteristics of top performers and how LinkedIn optimizes their sales organization for success. Akira M
The Power of Partnerships with Willem Hendrickx, CRO of Vectra AI
This week on the Revenue Insights Podcast we are joined by Willem Hendrickx, CRO at Vectra AI. In this episode, Lee and Willem explore Vectra AI's sales function, including their approach to partnerships, combining quality and quantity for the 2024 pipeline, and Willem's approach to leadership. Willem is CRO at Vectra AI, an AI-driven threat detection and response solution for hybrid and multi-clo
How to Close 7+ Figure Deals with Paulo Veloso, CRO at Digibee
This week on the Revenue Insights Podcast we are joined by Paulo Veloso, CRO at Digibee. In this episode, Lee and Paulo discuss the importance of outcome-based selling, why finding the right fit is crucial to building a high-performing team, and how to think outside the box when selling. As CRO at Digibee, Paulo leads the global sales and business development strategy for a fast-growing and innova
Closing the Sales Performance Gap with Fractional CRO John Hammond
This week on the Revenue Insights Podcast we are joined by Fractional CRO John Hammond. In this episode, Lee and John explore the 2024 B2B Sales Benchmark Report findings and discuss their own experiences of top performers, the current state of sales coaching, and how to effectively lead high performance teams. As a fractional Chief Revenue Officer, John works with a number of companies to maximiz
The Attributes of Top-Performing Reps according to 7 Revenue Experts
This week on the Revenue Insights Podcast we are bringing you a very special episode all about what sets apart top performers. Featuring insights from our previous guests Sean Frazer, Chris Elliott, Jennie Drimmer, Adrian Davis, Bob Marsh, Collin Mitchell, and Aaron Hill, this is an episode you don't want to miss out on.
Analysis of $54 billion in revenue: Insights from the 2024 B2B Sales Benchmark Report
In this exclusive episode of the Revenue Insights Podcast, Guy presents the key insights from the 2024 B2B Sales Benchmark Report and reveals how top sales performers are achieving success, delves into how technology can streamline the qualification process and improve sales team performance, and why effective objection handling, relationship building, and proactive opportunity management matters.
Crafting an Effective Sales Kickoff with Jennie Drimmer, CRO of Thomas International
In this episode, Lee and Jennie explore sales kickoffs, discussing how to make them engaging and effective as well as how to communicate business impact during them. They further dig into why sellers need to slow down during discussions with clients.
Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary
In this episode, Lee and Chris explore the evolving sales landscape and how this is affecting BizLibrary's go-to-market strategy, how self-sourcing sets top-performing salespeople apart, and how to make a balanced work environment that lets people thrive while still delivering results.
Should You Replicate Your Top Performers? With Sean Frazer, VP of Revenue Operations at Dental Intelligence
In this episode, Lee and Sean explore RevOps at Dental Intelligence, from the four data points critical to every sale to the time-saving capabilities and use cases of AI. They further touch on whether or not you should replicate your top performers as they might not always be using the best practices.
Don't Neglect the Discovery Stage with Frédéric Guitton of QLM
In this episode, Lee and Frédéric discuss the paramount importance of the discovery stage for managing QLM's customers' journeys, including how to align sales teams on the ICP, what sets apart the top performers, and how Frédéric helps his teams hit their targets.
Bringing Authenticity Back Into Sales with Stephen Thomas, CRO of Asigra
In this episode, Lee and Stephen discuss the importance of authenticity, relationship building, and open communication with customers for sales and RevOps leaders.
A People-First Approach to RevOps with Srujan Joshi of EventMobi
This week on the Revenue Insights Podcast, we are joined by Srujan Joshi, Revenue Operations Lead at EventMobi.
The State of B2B Sales in 2024 with Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate, Inc
This week on the Revenue Insights Podcast, we are joined by Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate, Inc.
Selling in 2023 & Beyond: What the Top 1% Have Figured Out
In this exclusive episode of the Revenue Insights Podcast, we delve back into the vault to pick the most impactful insights from our expert guests of 2023. We'll spotlight key takeaways that slipped by, aiming to supercharge your go-to-market strategy, thought leadership, and beyond, propelling them to new heights.
Navigating Sales Chaos and Clarifying Opportunities for Revenue Teams with Adrian Davis, President and CEO at Whetstone
This week on the Revenue Insights Podcast, we are joined by Adrian Davis, President and CEO at Whetstone
Why Do You Win and Lose Deals? Find Out from Four Revenue Experts
This week on the Revenue Insights Podcast, we are bringing you a special episode on understanding why you win and lose deals, and then leveraging that data to close more deals consistently. We're revisiting four of our esteemed guests: Loren Brockhouse, Zach Gropper, Rouzbeh Rotabi, and Eddie Reynolds.
Selling with Simplicity: Helping Customers Make Decisions with Bob Marsh, Sales Keynote Speaker & CRO at Bluewater
This week on the Revenue Insights Podcast, we are joined by Bob Marsh, Sales Keynote Speaker & CRO at Bluewater
The Art and Science of Selling with Andy Paul, Author, Podcaster, and Speaker
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
Why Do You Win and Lose Deals? Insights from Guy Rubin, CEO of Ebsta, at Inbound 2023
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
A 5-Step Framework For Efficient Coaching with Consultant Justin Jay Johnson
This week on the Revenue Insights Podcast, we are joined by Justin Jay Johnson, CEO and Founder of Justin Jay Johnson Consulting and GTM Advisor at FitGrid.
Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience
This week on the Revenue Insights Podcast, we are joined by Lisa Trumbley, Director of Data and RevOps with 10+ years experience
Disqualifying Early: Leadium's Key to Success with Managing Partner Collin Mitchell
This week on the Revenue Insights Podcast, we are joined by Collin Mitchell, Managing Partner at Leadium, an award-winning B2B lead generation agency.
The Path to Sales Success: How to Create a High Performance Sales Team
This week on the Revenue Insights Podcast, we are joined by Thomas Boccard, SVP of Sales at GlobalData, a leading information services company on a mission to help clients decode the future and profit faster.
B2B Sales Benchmarks: INBOUND '23 Special with Guy Rubin, CEO of Ebsta
This week on the Revenue Insights Podcast, we head over to Inbound 2023 to hear from Guy Rubin, CEO of Ebsta.
Auditing the Customer Journey with Penina Shtauber, Marketing Director at ScaleOps
This week on the Revenue Insights Podcast, we are joined by Penina Shtauber, Marketing Director at ScaleOps, Israel's leading HubSpot partner and Revenue Operations company. In this episode, Lee and Penina explore ScaleOps work providing both revenue operations and marketing operations as a service. They delve into the issues surrounding CRM adoption, how businesses can align marketing and sales,
Enable Your Prospects, Not Just Your Team with Roy Schuhmacher, VP, Sales and Business Development at NAS
This week on the Revenue Insights Podcast, we are joined by Roy Schuhmacher, VP of Sales and Business Development at NAS Recruitment Innovation, a leader in recruitment marketing. In this episode, Lee and Roy discuss his journey from running his own business to starting at the bottom of the business food-chain. They further delve into identifying and replicating winning behaviors, the value of per
Unlocking the Full Potential of Enterprise Sales with Shannon Reedy, Chief Revenue Officer at Terakeet
This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth. In this episode, Lee and Shannon dive into the importance of transitioning from founder-led to sales-led sales, building meaningful connections wi
Reverse Engineering Your Sales Meetings with Kevin O'Connell, Vice President Global Sales at Seismic
This week on the Revenue Insights Podcast, we're joined by Kevin O'Connell, Vice President Global Sales at Seismic. In this episode, Kevin discusses his experience driving the sales team at Seismic. He talks us through the importance of preparation for all aspects of sales and how he operationalizes good preparation across his team. He further delves into the value of mutual action plans and how b
Building Meaningful Relationships and Delivering Recurring Impact: Aaron Hill's Guiding Principles
This week on the Revenue Insights Podcast, we're joined by Aaron Hill, SVP Growth Strategy at The Arbinger Institute. In this episode, Aaron discusses his approaches to sales functions at The Arbinger Institute. He discusses the two key principles he has brought to his role: building meaningful relationships and delivering recurring impact to generate recurring revenue. He further delves into the
Relationship Building, Revenue Indicators, and Quota Attainment: Deal Slippage Insights from Six Experts
This week on the Revenue Insights Podcast we are bringing you a very special episode all about deal slippage. Featuring insights from our previous guests Sandeep Wagchoure, Jeremy Bono, Steven Birdsall, Joey Gilkey, and Jaime Konzelman, this is an episode you don't want to miss out on. Sandeep Waghchoure is the Vice President of Sales Operations at insightsoftware. His career has primarily revolve
How to Develop Top-Performing Salespeople with Four-time CRO & Six-time COO, Steven Birdsall
This week on the Revenue Insights Podcast, we're joined by four-time CRO and six-time COO, Steven Birdsall In this episode, Steven delves into the core fundamentals of building a sales team; how both sales and operations can function together as a cohesive unit; how successful people think about life and business; and the most important, key qualities of a top performer. He also explains the true
Actionable Ways to Improve Revenue Velocity with Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware
This week on the Revenue Insights Podcast, we are joined by Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware, a leading provider of reporting, analytics, and performance management solutions.
How to Sell Outcomes, Not Software with Jeremy Bono, GM/VP Sales at Phenom
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jeremy Bono, GM/VP Sales at Phenom, a purpose-driven organization delivering AI-powered talent experiences to global enterprises. In this episode, we discuss the importance of focussing on selling outcomes rather than software. Jeremy takes us through actionable advice to perfecting the discovery aspect of the sales pro
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