Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
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 of LeadIQ
This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. 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 Sean Murray is Senior…
Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief…
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.
Show Notes:
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
35:30 – 38:38 – Chris’ book recommendations – Cal Newport’s Be so good they can’t ignore you and Jonah Berger’s Invisible Influence
Subscribe to the Revenue Insights Podcast: