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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion
Chris began his career at TransUnion in the membership function and within a few weeks started building out customer training. The term sales enablement did not exist back then and within a few years Chris had a team of 12 people overseeing sales training, development, technology and operations. From there, Chris moved to the international arm of TransUnion where he went from supporting a 100 million dollar business to supporting 7 regions and 33 countries.
00:40 – 3:30 – Chris’ story at Transunion
03:55 – 05:45 – How the sales team space has evolved in the past 10 years
06:27 – 11:22 – How to build relationships between operations, enablement, and sales teams
11:38 – 12:50 – Breaking down silos between go-to-market teams
13:13 – 16:10 – How to turn data into insights that empower sales teams
16:25 – 18:41 – The process for identifying what data you need, and how to use the insights from it
19:17 – 22:51 – How to simplify your CRM so sellers want to use it
23:32 – 26:11- How to build a CRM sales reps want to use
26:55 – 30:02 – How Transunion are training and retaining sales reps
30:10 – 33:34 – Why digital selling is both an opportunity and a challenge
33:50 – 35:10 – Why digital selling and in-person selling will continue to live side-by-side
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