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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 create a culture of accountability as a RevOps team of one with Robb Finkelstein, Head of Revenue Operations at Heyday
Robb started off in sales operations and worked in the fintech sector before finally discovering his passion for e-commerce. He was intrigued by Heyday’s business model and had always been keen to build a RevOps function from scratch. Robb was lucky enough to join HeyDay just as they exited stealth mode with Series A funding.
[00:30] – Robb’s story
[02:05} – How Heyday’s business model is unique
[03:56] – Building RevOps from the ground up
[05:25] – What Robb prioritised first
[07:50} – Taking the learnings from ShipBob previously into Heyday
[09:30} – The secret to creating a culture of accountability
[10:47] – How Heyday’s sales process has changed over time
[14:26] – The challenges and opportunities for their AEs and SDRs
[17:18] – How the onboarding process is very different at Heyday
[18:30] – The benefits of being a RevOps team of one
[20:43] – When you are in a team of one – how do you prioritize the jobs that need to be done, and how do you weigh them against what you want to be done
[23:15] – What are the essential, needed, and nice to have tools in your tech stack
[26:35] – How Heyday gets value from tools which help them to be creative with their outreach
[28:05] – Resources that have helped Robb – Outreach’s blog for learning about sales engagement
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