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Learn from the brightest minds how to predictably and efficiently grow revenue.
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...
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....
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...
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.
- The Power of Monitoring Sales Activity with Adam Wenhov, Sales Operations Manager at GetAccept
- When Enterprise Sales Ops Goes Remote with Matthew Mulhern, Sr. Manager, Customer Success Cross-Franchise Operations at VMWare
- Sales and Revenue Operations Leader: Greg Larsen of Lingotek
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