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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.
Why a customer-first approach is a key to growth with Evan Liang, CEO of LeanData
Early on in Evan’s career, as a general manager, he ran into problems getting systems to work well together. He faced data problems and process challenges. Being product and process-orientated, Evan quickly realized early that people are going to need their data and processes to be more efficient in order for them to drive sales and marketing efficiencies. This is the light bulb moment that led to the creation of LeanData.
00:45 – 2:00- Evan and Lean Data’s Story
02:10 – 05:22 – Where the inspiration for Lean Data came from
05:55 – 10:10- How being customer-first has been the key to Lean Data’s growth
10:30 – 11:58- The value of building valuable relationships with customers
12:24 – 14:45- How Lean Data’s go-to-market team is structured
15:16 – 17:49- Why the SDR function has been key to growing Lean Data’s pipeline
18:15 – 20:28 – How to retain great GTM talent
21:11 – 23:36 – Building revenue operations from a pool of advocates
25:12 – 28:18- Scaling the customer-first approach
29:23 – 31:32 – Why the digital transformation of sales teams is continuing to evolve
32:38 – 33:12 – The challenges of RevOps for enterprise companies
33:59 -35:40 – How to adapt the sales process to enterprise businesses
35:59 – 37:46 – Why being partner-centric would be driven more early growth
38:04 – 39:18 – Book Recommendation – Ben Horowitz’s The Hard Thing about Hard Things
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