Posts by Tom Hunt
Don’t Neglect the Discovery Stage with Frédéric Guitton of QLM
In this week’s episode of the Revenue Insights Podcast, Frédéric Guitton, Chief Revenue Officer at Quality Labor Management, LLC (QLM), joins Lee to discuss the importance of the discovery stage in managing QLM’s customers’ journeys. Frédéric shares insights on how to align sales teams on the ICP, what sets apart top performers, and how he helps his teams hit their targets. Quality Labor Management is a full-service, privately-owned unique skilled trades staffing provider, specializing in workforce management for a wide array of industries. Frédéric is also an Independent Business Owner with Tresam Group, where he helps local businesses with their sales strategy, operational structures, and capitalization. Prior to these roles, he has held many C-Suite positions at a variety of companies, including RedTeam Software and Trax Financial.
Read MoreBringing Authenticity Back Into Sales with Stephen Thomas, CRO of Asigra
communication with customers for sales and RevOps leaders.
Stephen has over two decades of expertise in sales leadership and cybersecurity. He is currently the Chief Revenue Officer of Asigra, an award-winning agentless enterprise cloud backup and recovery platform that proactively hunts ransomware. Stephen is further an Advisor at MassChallenge, a global network for entrepreneurs and innovators.
Read MoreA People-First Approach to RevOps with Srujan Joshi of EventMobi
In this episode, Lee and Srujan explore the EventMobi person-first approach to RevOps. Srujan explains how most RevOps leaders go wrong by not considering the right person for a project, shares examples of times EventMobi got it wrong, and explores their recent integration of the CRM and how that has improved their collaboration across the team.
Read MoreThe State of B2B Sales in 2024 with Carlos Nouche, VP at Visualize, Inc. and Lisa Schnare, Managing Partner at ValueSelling Associate,
In this episode, Lee, Carlos and Lisa delve into B2B sales in 2024. They discuss the power of human connection, the value of authenticity, and the role of AI in enhancing productivity. Gain insights on personal branding, building credibility, and the importance of human-to-human connections.
Read MoreSelling 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.
Read MoreNavigating Sales Chaos and Clarifying Opportunities for Revenue Teams with Adrian Davis, President and CEO at Whetstone
In this episode, Lee and Adrian discuss the current state of revenue teams post-pandemic, highlighting the crucial role of empathy and adaptability in navigating customer challenges. Adrian emphasizes that sales teams must move beyond traditional pitches and prioritize deep discovery, focusing on understanding the customer’s “hero’s journey.” They delve into the “SOCKET” filter framework that offers a path for sales to let go of a mere transaction-only mindset and build lasting, value-driven partnerships.
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