Revenue Insights Podcast.

Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.

How Top Sellers Outperform Their Peers [Webinar Replay]

In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets elite sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…

“Why I Eliminated Discovery”: Lauren Boynton’s Bold Sales Strategy

In a recent interview for our Revenue Insights podcast, Lauren Boynton, Vice President of Sales at Qstream, shared how optimizing sales processes and focusing on customer success can drive revenue growth, including eliminating the Discovery stage. Lauren highlights the importance of aligning sales and customer success teams, implementing structured methodologies, and leveraging AI to enhance…

Optimizing Sales Processes: Lauren Boynton of Qstream on SPICED Methodology

In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, Vice President of Sales at Qstream, and they discuss SPICED sales methodology, customer retention and sales enablement. Together, they explore the fascinating journey of Lauren’s career from project management to sales leadership, the importance of customer success in driving revenue, and the…

Your Revenue Health Blueprint for 2025 (Webinar Replay)

In this episode of Revenue Insights, host Guy is joined by Jonny Adams, Managing Consultant at SBR Consulting, to discuss the importance of revenue health, the challenges faced by sales teams in hitting quotas, and how data-driven insights can transform sales performance. Tune in to discover strategies for improving sales processes, understanding buyer personas, and…

From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector (part of Netbricks), about sales career planning. In this episode, Guy and Dan explore career development in sales, navigating mergers and acquisitions, and strategies for building high-performing global sales teams. Dan…

Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow, about data-driven growth. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effective qualification, and strategies for improving sales team performance. Brad Cross is the Chief…

Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith, CRO at HackerOne

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne, on Scaling Cybersecurity Sales. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. Dean Hickman-Smith…

Building High-Converting Teams with Sean Murray, Senior Director of LeadIQ

This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ, on building high-converting teams. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today’s sales landscape…