Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
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...
Fundamental Pillars for Developing a Best-In-Class Revenue Operations (RevOps) Team with Darren Fay, Director of Revenue Operations and Intelligence at Instructure
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Darren Fay, Director of Revenue Operations and Intelligence at Instructure. They discuss strategies to build world-class revenue operations teams. They further delve into the role of trust and transparency as important tools for workforce growth and development.
As director of revenue operations and intelligence, he has helped scale the revenue operations unit at Instructure. He’s helped the company execute its sales and marketing goals.. He was previously Sr. Manager, Sales and Marketing Operations at Instructure. He was the manager of revenue operations and strategic business development at Claravine. He’s also held other sales and marketing roles in his career. Darren’s LinkedIn
- Darren’s LinkedIn
- Instructure’s Website
- Crucial Conversations by Kerry Patterson et al
00:23-01:29 – Darren’s story and how he got into Instructure
02:20 – 04:02 – Structure of RevOps at Instructure and Darren’s hierarchy
04:10 – 04:40 – How do the different teams of the Revenue operations work together, and how they blend with the company
04:50 – 05:45 – Alignment as an essential factor in developing a best-in-class Revenue ops team structure
07:04 – 07:45 – How to develop the best decisions/solutions in rev ops
09:30 – 10:52 – Foundational pillars for developing a best-in-class ops team
15;52 – 17:28 – How to ensure all teams and units across the company are aligned
18:00 – 19:45 – Secrets for coaching sales reps to help them constantly provide value
20:23 – 21:44 – How to prioritize the most important goals of the team and organization
23:52 – 25:32 – Key lessons from last year
26:26 – 28:50 – How to develop your team members to handle greater responsibilities
31:59 – 33:00 – Importance of workforce growth and development
36:34 – 36:45 – Darren’s book recommendation – Kerry Patterson’s Crucial Conversations
Subscribe to the Revenue Insights Podcast: