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Learn from the brightest minds how to predictably and efficiently grow revenue.
Navigate the changing B2B sales landscape. Expert insights from the 2024 Benchmark report guide you towards improved win rates, shorter sales cycles, and lasting customer relationships.
Jennie Drimmer, CRO of Thomas International, joins the Revenue Insights Podcast to share strategies for crafting effective sales kickoffs. Learn how to focus on big themes, communicate business impact, and drive results in any economy.
Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary
Discover Chris Elliott's strategies for maximizing seller performance within today's buyer-driven sales environment. Learn how self-sourcing empowers top performers, why understanding buyer journeys is vital, and how to foster a high-energy work culture that boosts sales success.
Building a Successful PLG Revenue Strategy with Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision
Nicholas Ellis, Chief Information Officer and Head of Revenue Operations at InVision, joins us in the next episode of The Revenue Insights podcast to discuss revenue operation challenges and opportunities and the impact of Product-Led Growth (PLG) on sales.
Different roles, different perspectives
Having worked in several software organizational roles, Nicholas developed a firsthand understanding of an individual personal driver. For salespeople, that means effectively selling software. When you’re in the services part of the software organization, you care for the product to run successfully. And when you’re in the product management team, you should ensure that the product is easy to implement.
Balancing the revenue artistry and data
RevOps should think of operations and understand the life cycle from the very first moment. So think of your strategy and what you are trying to achieve, the assumptions you are making, and how you will follow that whole process from end to end.
Driving collaboration across teams
First, empathize with the challenges individuals deal with. Then, be curious about their work and start asking questions. Once you start asking and have a good partnership, you will learn from them and solve the organizational problems.
Changes in the enterprise sales and PLG
On the enterprise level, InVision made a significant shift from on-premise software to SaaS, while PLG has become a way of starting to trial software.
Integrating PLG into the sales process
The biggest challenge working with a PLG enterprise sales motion is ensuring you react to the customer’s needs without being overly pushy. There are two aspects of PLG. One is evaluating your solution value and whether or not this is a fit for the problem you are trying to solve. Second is providing a positive impact outside of the original organization you have engaged with.
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