Archive for January 2023
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 the sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.
Read MoreHow 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.
Read MoreWhy Relationships Will Be Your Secret Sales Weapon in 2023
The B2B space is a crowded one and we’ve got the secret to standing out. Account-based selling is the answer! This approach treats every account as a market of one by taking a more personal approach.
ABS has the potential to drive more wins, shorten your sales cycle and close larger deals for your businesses.
Read MoreThe 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.
Read More7 Most Common Mistakes When Annually Planning Sales
Planning has two main approaches. Let’s call them proactive and reactive planning. Good sales plans include both. They account for…
Read MoreHow 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.
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