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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 can streamline your sales process and boost conversion rates.
As the leading voice in Revenue Operations, Guy brings invaluable insights into optimizing sales performance and leveraging data effectively. -
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 use AI to qualify deals.
Louis is a senior executive and global digital transformation expert with over 25 years of experience accelerating growth in the software space. He currently acts as Vice President of Revenue Operations at Buildertrend, a leading project management software provider for the home building industry. Prior to this, he has held roles at big-name companies like PayPal, Google, and Amazon Web Services. -
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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 Pavilion, Kathleen leads both marketing and sales departments in their mission to grow topline revenue. She is also a GTMfund Member, as well as an advisor at SkillCat and SmallWorld. -
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 leader who currently acts as Chief Revenue Officer for Aerial Vantage, leading AI and computer vision technology initiatives to transform aerial data into actionable insights. His previous roles include Chief Revenue Officer at Denim Social and Gainfully. -
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 acceleration expert, currently serving as Chief Revenue Officer at Sago, a global market research organization bringing human answers to business questions through digitally-transformed solutions. Prior to this, she was at Gartner for nearly 20 years, most recently as VP of New Products Sales and Business Transformation in the Digital Markets division. -
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, and how to successfully manage an annual sales plan.
JD is a sales-oriented executive leader with vast experience guiding PE-backed and pre-IPO firms through their growth into large public companies. His expertise includes leading sales transformations, building high-performing sales teams, and implementing rapid growth strategies while ensuring operational efficiency for large enterprises. As a passionate "SMarketing" advocate, JD excels at bridging the gap between sales and marketing. -
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 into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients.
Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation. -
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 B2B Sales training and GTM consulting for organizations with 10+ reps or 10M+ revenue. She is also Founder of Revenue Revelry, Advisor & Evangelist at Regie.ai, and GTM Partner at Common Room and SetSail. -
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’ approach to sales.
Kristen is CRO at Typeform, an online form builder software company. She is further a Board Member at software and tech brands Refined, Passion.io, and GuideCX. She brings nearly twenty years of experience in sales, having held positions at companies such as Trello, Atlassian, and Shogun. -
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 platform that connects companies with their customers at every step of their journey. Prior to this, he held positions as VP of Sales at Terminus and Director of Sales at Formstack. -
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.
Chris is the current VP of Sales, EMEA at TechnologyAdvice, a full-service B2B media company delivering marketing and data for over 600 technology companies. Prior to this he was UK Managing Director at G+J iMD (International Media Sales) and Head of Title & Campaign Management at News UK. -
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 Mamizuka is the Vice President of Global Sales Operations, SaaS at LinkedIn. He has been at LinkedIn for over a decade. Akira currently represents 60% of total B2B revenue, and is responsible for Member & Customer Success teams, as well as Marketing Planning & Performance. Before LinkedIn, Akira was with McKinsey & Company for almost three years. -
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-cloud enterprises. He has been with Vectra for four years, and also acts as the SVP International. Prior to joining the company, Willem was Founder and Chairman of the Board at GIG Technology. -
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 innovative platform. Prior to this position, Paulo was VP of Sales for the Americas at Torq and Security Sales Area Vice President at Splunk. He also acts as an Advisor for Byos and is on the Cyber Security Advisory Committee Board at the University of South Florida. -
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 maximize and drive their revenue growth. Currently he acts as Non Executive Director at Routefusion, Commercial & GTM Business Advisor at Duel Tech, and CEO of JHKL. -
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.
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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.
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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.
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