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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...
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
35:30 – 38:38 – Chris’ book recommendations – Cal Newport’s Be so good they can’t ignore you and Jonah Berger’s Invisible Influence
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