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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.
How to Scale a Category-creating SaaS Organization with Carl Carell, Co-founder and Chief Revenue Officer at GetAccept
Carl is a Co-founder and currently the Chief Revenue Officer at GetAccept. Carl has a wealth of knowledge and experience after being in the SaaS space for more than seven years. Additionally, he is an entrepreneur with a passion for finding new ways to develop the ever-changing sales landscape.
- Carl’s LinkedIn
- Carl’s Twitter
- GetAccept’s Website
- Carl’s Book Recommendation – Category Creation: How to Build a Brand That Customers, Employees, and Investors Will Love by Anthony Kennada.
00:39 – 06:12 – Carl’s Story
06:59 – 10:40- When to transition from founder-led sales into a predictable revenue model.
11:26 – 14:54 – Tools, technology, and processes are the foundation of a SaaS revenue engine.
15:10 – 18:16 – Why accurate data is critical for every GTM team.
19:38 – 24:47 – How GetAccept uses category-creation as a core part of their go-to-market strategy.
25:27 – 28:05 – Ops and Enablement – how both functions work together at GetAccept
28:43 – 31:24 – Enabling reps using data and insight
31:41 – 34:58 – How to work with reps to improve – rather than telling them what to do.
34:59 – 38:22 – How to solve problems as a go-to-market team
39:24 – 42:09 – Why hiring the wrong people hurts more than anything else
42:24 – 43:55 – Carl’s book recommendation- Category Creation: How to Build a Brand That Customers, Employees, and Investors Will Love by Anthony Kennada
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