Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

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…

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…

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…

 

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: