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The Revenue Insights Podcast

The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the greatest minds in RevOps. Tune in every Thursday for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps to the next level.

Tracks

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.
30:21 2/22/24
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.
38:01 2/15/24
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.
45:13 2/8/24
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.
31:55 2/1/24
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.
36:09 1/25/24
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.
32:35 1/18/24
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.
38:53 1/11/24
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.
26:53 1/8/24
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
37:19 12/28/23
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.
23:09 12/22/23
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
37:40 12/14/23
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.
51:40 11/23/23
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.
19:41 11/16/23
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.
35:21 11/9/23
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
44:19 11/2/23
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.
27:17 10/26/23
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.
36:15 10/19/23
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.
22:43 10/12/23
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, as well as the process of auditing the customer journey. As Marketing Director, Penina is responsible for leading all marketing efforts at ScaleOps, including company partnerships, brand development, live event and webinars, and content strategy. She has developed marketing operations at over 40 companies ranging from enterprises to SMEs across the HubSpot ecosystem. She is also a member of the HubSpot Partner Advisory Board representing the voice of the partner community when it comes to major decisions for the HubSpot program.
29:31 9/21/23
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 personalization and how to scale it, and the importance of enabling prospects, not just your team. Roy Schuhmacher is the Vice President of Sales and Business Development at NAS Recruitment Innovation where he is responsible for GTM Strategy and Direction, TAM Research and Analysis, Sales Enablement, Sequence Design and Optimization, and much more. Prior to joining NAS, he was a Mid-Enterprise Account Executive at Beamery where he worked to create more human experiences for talent, unlocking the skills and potential of the global workforce.
39:10 9/7/23
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 with customers, how stage gate processes ensure operational consistency, and how to use data to improve the effectiveness of enterprise sales. Shannon became a part of Terakeet in 2009, right after earning her bachelor's degree in communications and rhetorical studies from Syracuse University. Today, she leads a team dedicated to driving the growth and success of Terakeet's clients. Shannon's expertise in precise program success metrics, coupled with her understanding of high-impact, high-yield strategies, has fostered strong client retention and created win-win partnerships.
35:24 8/31/23
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 being candid with clients can turn around high risk customer accounts. Kevin O’Connell is an experienced sales leader with expertise across sales, operations, and marketing, with a consistent track record of hitting and exceeding revenue growth targets. He is the current Vice President of Global Sales at Seismic, the global leader in enablement, helping organizations engage customers, enable teams, and ignite revenue growth.
29:44 8/24/23
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 Arbinger Institute’s Influence Pyramid philosophy and the current challenges he is facing across his sales team. Aaron Hill is an experienced Revenue Leader, Operator, and Consultant. As the Current SVP of Growth Strategy at The Arbinger Institute, he designs and executes all sales and growth strategies. He is further a part-time Advisor for jaxx.ai, where he provides product direction and strategic go-to-market guidance, and Co-Founder of Funnel House, a consultancy specializing in sound fundamentals to hit sales goals.
39:30 8/17/23
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 revolved around Dell, where he assumed several significant leadership positions, culminating in the role of Senior Director of Global Finance Operations. In 2022, he embarked on a new chapter, joining insightsoftware, where he is spearheading the development and expansion of operational capabilities aimed at achieving enhanced sales productivity and accelerated quote-to-cash velocity within a dynamic and rapidly growing environment. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc. Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts. Jaime Konzelman is the Vice President of Sales at Unisys. Jaime has also held the position of Vice President of Sales at Atos. Before that, she was a Marketing Manager at Acxiom, Luxor Hotel and Casino, and Posterscope. She also has vast knowledge and experience in business and people management and is constantly looking for ways to improve relationships that will foster business growth.
35:44 8/11/23
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 value of mentoring and how to use it to ensure your team’s success. Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.
53:44 8/3/23
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.
42:41 7/27/23
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 process, teaches us how to multi-thread deals amid the landscape of increasing stakeholder numbers, and shares how Phenom have been increasing quota attainment across the sales team. Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn.
40:51 7/20/23
Efficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and Guy Rubin, CEO of Ebsta
This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta. In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.
38:50 7/14/23
7 Proven Steps to Building a High-Performance Sales Team with Guy Rubin, CEO of Ebsta
This week on the Revenue Insights Podcast we head over to RevBrains’ online conference, ‘The RevOps Mastery’, to hear from Guy Rubin, CEO of Ebsta. In this episode, Guy discusses the outcomes of the Ebsta 2023 B2B Sales Benchmark Report, highlighting both the good news and the bad news. He highlights the secrets behind high-performing sales teams before delving into the seven steps for building your own high-performing team, beginning with capturing the right data, and ending with standardizing a data driven forecast cadence. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Guy Rubin on LinkedIn
25:29 6/29/23
The 6 Key Principles of Sales with Joey Gilkey, CEO of Apex Revenue
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Joey Gilkey, CEO at Apex Revenue, a sales partner firm that helps established B2B companies ramp their sales outcomes by realigning four key sales processes, message market fit, sales strategy, hiring and training, and leading. In this episode, we focus on doing sales right by removing the chaff and looking at the real drivers of sales outcomes. Joey shares his insights on pivoting from product-market fit to message-market fit; aligning your sales strategy with client needs; turning the 80/20 sales team performance on its head; and why we need visionary leaders to drive sales outcomes. This is just the tip of the iceberg! Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts.
42:39 6/22/23