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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.
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
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
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