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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...
Director, Sales & Revenue Enablement: Bryan Grobstein of Instaworks
Bryan Grobstein jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.
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Bryan has an incredible journey…
Prior to joining InstaWorks, Bryan had worked with companies like Groupon and MindBody Inc. within global sales teams. For him, the transformation from working with an extensive team to a relatively smaller one was less about having hands-on experience with the sales rep, but more about the exciting journey of building an organization from scratch.
Sales playbooks for productivity, empowerment, and enablement
During his career in sales enablement, Bryan finds the role of playbooks a very helpful resource in maintaining productivity. Documenting the daily operations in a playbook makes the sales operation effective, which eventually enables the company to identify what impact sales operations are having on the organization. The best and average practices documented in this playbook can further be utilized for proactive forecasting and planning.
In fact, he says that the best playbook is peer-driven. At his company, each member of the sales team takes part in documenting the playbook and helps other team members, especially new hires resonate with the strategies that work.
‘It’s ultimately about having good conversations’
As with any sales team, Bryan’s work also involves a lot of sales tech. Especially now that his sales team is exclusively working from home – communication tools such as Slack have been of immense help.
But despite working with multiple communication tools and gadgets, Bryan finds good old fashioned phone calls are the best way to connect with a prospective decision-maker. Sales are all about having a great conversation and even in the midst of numerous dynamic communication channels – just picking up the phone to chat is the best way to connect, says Bryan.
#1 sales metric: number of decision-maker contacts
Bryan says that the conversion time between accessing the decision-makers’ contact and setting up an appointment is the most important sales metrics; and one that is often overlooked as well.
He says that the key sales methodology focuses on the first impression. While laying emphasis on getting a qualifying sale is critical to define the true skill set, it is usually analyzed by the first conversation a sales rep has with the decision-makers’.
Bryan’s biggest influences
Bryan says that working with the team at MindBody was a great learning experience for him. His two biggest influences:
- Brandon Roberts – Senior Director, Sales Operation at MindBody, Inc.
- Hilary Headlee – Head of Global Sales Ops + Enablement at Zoom
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