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How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is as a problem solver in the revenue operations space. You must listen to this episode if you prefer to be hands-on with your teams. The touch points covered include redefining success metrics, achieving sales process consistency by defining entry and exit points in the funnel, and how to make accurate forecast calls. Brad also touches on using MEDDPICC to qualify deals and prevent deal slippage and spotting and removing friction points in your funnel.
Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023. Additionally, Jaime shares valuable career guidance to leaders on navigating and prospering in times of economic downturn.
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.
Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder and CEO at Insight Revenue
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer retention, the interrelationship between various departments within a business, and the necessity for a seamless transition during a leadership change.
How to close more target accounts with deal qualification
Sales methodologies guide sellers on how to engage prospects at various sales stages. At the very first stage, qualification methodologies (such as Challenger, BANT, MEDDPICC®, etc.) have long been established to create structure and process when opportunities enter the pipeline. Ultimately, the goal is to create consistency at different stages, ensuring sellers follow best practices…
Building Trust and Credibility Through Data-Based Feedback with Basil Murray, VP of Enterprise Commercial Sales at DHI
In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching teams to provide value to prospects and clients while building trust and reputation. Basil also touches on de-risking client churn and the importance of data in decision-making, demonstrating the ROI of products, and evaluating internal teams. Do the quotes below intrigue you? Make sure you listen to the full podcast.
The Four Levers to Accelerate Deal Velocity with Loren Brockhouse, CRO at BigHand
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Loren Brockhouse, CRO at BigHand. BigHand gives organizations the tools and data to enhance key productivity metrics and create value for the business, its employees, and clients. Loren shares insights into the four levers companies can use to drive deal velocity while optimizing expenses across sales and marketing. He also shares strategies for change management at sales-led organizations to pivot toward revenue management. Loren also touches on the importance of building relationships of depth and width with clients and shares strategies for doing more with less in the current challenging environment.
How to Run Pipeline Reviews (according to high-performing sales teams)
Pipeline reviews, love them, or hate them, are a vital fixture in a salesperson’s week. Done well, they are an opportunity for guidance, reflection, and improvement. Done poorly, they waste time, create frustration, and can leave reps feeling alienated. Pipeline reviews tread a fine line between helping a rep to make quota or creating friction…
How to Build Your Go-To-Market Strategy Around Partnerships with Phillip C Aimé, Chief Revenue Officer at Drivonic
In this episode of the Revenue Insights Podcast, host Lee Bierton connects with Phillip C Aimé, Chief Revenue Officer at Drivonic, the automobile industry’s popular people-based digital platform. Phillip discusses the importance of client retention and how data can help you gather valuable business insights. Phillip also touches on the value of teamwork in achieving business goals, handling peaks and troughs of business performance, and the challenges facing the automotive industry today.
6 Ways to Close More Deals (backed by data)
Sales communities flood with opinions and conjecture on how to win more deals successfully. In truth, all this advice is dependent on many factors. Who are you selling to? What industry are you targeting? What does the sales process look like? How long is the average sales cycle? How many stakeholders are typically involved in…
Building Scalable GTM Teams in a Legacy Industry: A Discussion with Jessica Wilkinson, CRO at Swish Fibre
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Jessica Wilkinson, CRO at Swish Fibre, a full-fiber broadband service in the U.K. She has built a robust multi-skilled toolkit over a seventeen-year journey that cuts across functions ranging from public relations to revenue operations. In her free-wheeling discussion with Lee, Jessica touches on a broad spectrum of topics linked to RevOps, including the difference between RevOps at legacy and tech companies, the three pillars of revenue operations, and her process of reimagining RevOps at her company. She also gives tips to upcoming revenue professionals and insights on measuring revenue teams’ success.
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.
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.