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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

Using Feedback Loops to Drive Revenue Growth with Rusty von Waldburg, President and Founder at Spokes Group
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Rusty von Waldburg, President and Founder at Spokes Group, a consultancy in the SaaS Revenue space. Rusty brings twenty-six years of product and revenue experience to the conversation as he discusses different revenue touchpoints, including GTM strategies, improving market fit by implementing feedback loops, and creating targeted buyer personas. He also shares tips on tracking AE productivity and leading revenue metrics you need to monitor. Rusty also builds the persona of a typical high performer for the listeners, something to keep in mind when you hire.
38:36 3/23/23
The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.
60:06 3/16/23
How to Deliver Better Lifetime Value from Customer Insights with Rouzbeh Rotabi, Chief Revenue Officer
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marqeta and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape strategy. There’s a brilliant piece on leveraging revenue efficiently for sustainable growth, a paradigm shift from the growth at all-cost strategy—“Slow down to speed up.”
44:34 3/9/23
How to Improve Revenue Efficiency During a Bear Market with Eddie Reynolds, CEO of Union Square Consulting
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Eddie Reynolds, CEO of Union Square Consulting, a consulting firm for B2B SaaS startups. They have a free-flowing discussion about focusing on revenue efficiency and plugging leaks in the sales funnel and revenue processes. Eddie shares his insights on how you can proactively spot leaks and simple ways to fix them. He also discusses how to drive more revenue from analyzing your sales process to spot where revenue is coming from. He also shares how to feed those insights back into the sales process to increase revenue through higher conversion without adding more at the top of the funnel.
45:09 3/2/23
An Insider’s View of a Hyper-Growth Company with Steve Hartert, Chief Marketing Officer at Jotform
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, Chief Marketing Officer at Jotform, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the Chief Marketing Officer at Jotform, an online form builder service. Steve has substantial experience in building best-in-class brands and growing market share for emerging companies, including tech, B2B and B2C. His expertise includes marketing, creative development, messaging, brand positioning, marketing analytics and partnering with sales to drive growth.
41:30 2/16/23
Making Data-Driven Decisions Across the Customer Journey with Luke Trewin, Founder and Managing Director of Modern Visual
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Luke Trewin, Founder and Managing Director of Modern Visual, a consulting service focused on delivering strategic and revenue strategies to its clients. They discuss how to create a data foundation for scalability and how to use analytics to gather decision-making insights across the customer journey. Luke also shares insights on how to overcome analysis paralysis syndrome.
33:50 2/9/23
Building Relationships and Using STRONGMAN Strategy to Close Sales Cycles with Bion Behdin, CRO and Co-Founder of First AML
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Bion Behdin, Chief Revenue Officer and Co-Founder of First AML, a Regulation Technology company providing end-to-end Customer Due Diligence solutions. Bion is passionate about building relations because relationships help to close deals. The episode is filled with insights on how to build relationships with the right personas. Bion also does a deep dive into the STRONGMAN strategy for managing the critical areas of the sales cycle.
31:54 2/2/23
How to Demonstrate ROI of Revenue Operations with Julian Hannabuss, Director of Revenue Operations at Procurify
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.
29:03 1/26/23
How to Build Your Pipeline Through Social Selling with Tim Hughes, CEO of DLA Ignite
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.
38:09 1/19/23
The Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.
43:47 1/12/23
How to Make Your Sales Development Teams Excel in 2023 with Callum Henderson, CRO of EngageTech
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Callum Henderson, CRO of EngageTech, a B2B sales development company. They identify the key traits common to all high-performing sales development teams: resilience, determination, and curiosity. Callum shares his insights on instilling them in your sales development reps in 2023 and the importance of unique and customized messaging for your ideal customer profiles. He also touches on the relevance of personalization in outbound prospecting.
35:16 1/5/23
How to build a resilient foundation for your go-to-market teams with Dan Waldschmidt, Chief Revenue Officer at Panzura
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Dan Waldschmidt, CRO at Panzura, an IT services and consulting company. They discuss sustaining growth in a turbulent economic environment and the key differentiators of high performers. Dan highlights how growth in the current economic scenario should be driven by focusing on leads that fit your ideal customer profile. He highlights a conversion focus, an eye for detail, and alignment with the company’s mission as key performance differentiators. Hence, these are traits to look for at the talent acquisition stage.
39:04 12/29/22
Focus on Controllables to Drive Revenue Growth with Christian DeMarais, Director of Revenue Operations and Strategy at Wix
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Christian DeMarais, Director of Revenue Operations and Strategy at Wix. Christian shares his insights on maintaining revenue growth during market uncertainty and downturn. His solution is to stay focused on the variables you can control while not getting distracted by the ones you don’t control. Christian also shares the Wix concept of multiple revenue teams working with clients at different points in the sales funnel.
42:04 12/22/22
Why Relationships Drive More Revenue Than Rapport With Ian Moyse, Head of Sales at ChAI
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ian Moyse, Head of Sales at ChAI. He shares valuable tips to enhance sales teams' performance, including why conversations trump communication and the importance of pivoting from building rapport to building relationships. Ian has valuable insights on the piggy bank principle that builds rapport and leads to building client relationships.
40:38 12/15/22
Doing More with Less and Aligning GTM Teams to the Customer Journey with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL. They discuss how she set up the RevOps team at JLL, the challenges of scaling it, and why RevOps must be aligned internally and with the customer journey.
39:24 12/8/22
How to Build a Single Source of Truth to Make Better Decisions With Briana Yarborough, Co-Founder at C-Model
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Briana Yarborough, Co-founder at CModel. They discuss how C-Model combines big data at companies with AI models to deliver decision intelligence and sales revenue prediction. Along the way, Briana shares her insights of working with companies across the growth spectrum, from tech startups to enterprise-scale companies.
34:27 12/1/22
The Scaling Journey from 0 to $5 Million at a SaaS Startup With Stuart Dale, VP of Revenue, at Screenloop
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Stuart Dale, VP of Revenue at Screenloop. They discuss the roadmap for taking a SaaS startup from zero revenue to $1 million and from $1 million to $5 million and beyond. They also discuss the type of talent required at each milestone of scaling.
45:49 11/24/22
Always Be Planning - A Look at Zero-Based Budgeting and Change Management with Kimberley Haley, VP of Revenue Operations at Talend
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Kimberley Haley, VP of Revenue Operations at Talend. They discuss the concept of ABP (always be planning), zero-based budgeting, and internal change management to retain customers and stay ahead of the competition. They also discuss best practices to follow to succeed in a dynamic business environment.
40:13 11/16/22
Fundamental Pillars for Developing a Best-In-Class Revenue Operations (RevOps) Team with Darren Fay, Director of Revenue Operations and Intelligence at Instructure
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Darren Fay, Director of Revenue Operations and Intelligence at Instructure. They discuss strategies to build world-class revenue operations teams. They further delve into the role of trust and transparency as important tools for workforce growth and development.
37:40 11/10/22
How to Scale a Category-creating SaaS Organization with Carl Carell, Co-founder and Chief Revenue Officer at GetAccept
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Carl Carell, Co-founder and Chief Revenue Officer at GetAccept. They discuss the importance of category creation in the SaaS space, how to scale a category-creating SaaS organization, and the tools, technology, and processes necessary for this upscaling. They further delve into the importance of data and how to work with sales reps to get the best results from them.
45:40 11/3/22
How to use Mental Models to Close More Deals, with Sunne Kumaar, Global Vice President of Sales at ServiceNow
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.
46:56 10/28/22
The Role of Content, People and Processes in Driving Predictable Revenue Growth, with Emil Dyrvig, Chief Revenue Officer at Templafy
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Emil Dyrvig, Chief Revenue Officer at Templafy. They discuss the go-to-market strategies that define Templafy’s growth advantage, practical suggestions for making the correct hiring decisions, and the uniqueness of Templafy’s content enablement process as a high-value driver.
37:09 10/20/22
[Greatest Hits] Unifying your Go-to-Market Tech Stack with Namrata Ram, VP of Sales Strategy and Operations at Slack
In this episode of The Revenue Insights podcast, Namrata Ram, VP of Sales Strategy and Operations at Slack, shares the uniqueness of Slack’s PLG sales process, the importance of creating consistency across global revenue teams, and how Slack fosters collaboration across their revenue teams.
35:40 10/6/22
Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion
In this episode of the Revenue Insights Podcast, Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, talks about building relationships between operations, enablement and sales teams, Customer Relationship Management and digital selling.
38:59 9/29/22
How to embrace change in your revenue function with Pilar Schenk, COO at Cisco Global Security & Collaboration
In this episode of the Revenue Insights Podcast, Pilar Schenk, Cisco Global Security & Collaboration, shares her experiences at Dell, and talks about strengths, passions, customer relationships, and growth.
32:58 9/22/22
Why a customer-first approach is a key to growth with Evan Liang, CEO of LeanData
In this episode of the Revenue Insights Podcast, Evan Liang, CEO of LeanData shares his revenue operations experience and how people are going to need their data and processes to be more efficient in order for them to drive sales and marketing efficiencies.
45:44 9/15/22
Why revenue teams need to adapt to meet the needs of their ICP with Kirk Fackre, Vice President of Sales, iCorps Technologies
In this episode of the Revenue Insights Podcast, Kirk Fackre, Vice President of Sales, iCorps Technologies shares how his journey evolves from operations to sales.
32:23 9/8/22
Social selling, empathy in sales, and diagnosing problems with your sales process with Sebastian van Heyningen, President - Revenue Operations Consultant at Central Metric
In this episode of the Revenue Insights Podcast, Sebastien van Heyningen, President - Revenue Operations Consultant at Central Metric shares topics about sales in one insightful discussion.
39:32 9/1/22
The digital transformation of sales teams in action with Leore Spira, Head of Revenue Operations at Buildots
In this episode of the Revenue Insights Podcast, Leore Spira, Head of Revenue Operations at Buildots shares her strategies, journey and experiences all in one RevOps discussion.
39:39 8/25/22
How to create a culture of accountability as a RevOps team of one with Robb Finkelstein, Head of Revenue Operations at Heyday
In this episode of The Revenue Insights podcast, Robb Finkelstein, Head of Revenue Operations at Heyday, shares how he started off in sales operations and worked in the fintech sector before finally discovering his passion.
29:15 8/18/22