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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.
Head Of Sales Operations: Fabien Meunier of MarketFinance
Fabien Meunier 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.
You can learn more about:
Fabien entered sales operations from sales
Fabien’s success in sales came from his resourcefulness, whilst in sales he relied on the data, processes and tech that was available to him to improve his own sales process. Fabien found that the transition into sales operations was a natural career progression as he really enjoys optimizing other peoples sales processes.
He has experience creating and growing customer experience teams, later down the line he got exposed to Salesforce and shortly became the product owner. This led him to a sales operations role at Moody’s (the credit rating agency), he then moved into a larger company within the sales operations team.
Using Salesforce to build bridges
When asked about how Fabien boosts productivity of the businesses he works within, he answer refers to Salesforce… he uses this CRM to “build bridges between departments”. In one case, internal collaboration was fragmented between various tools, he migrated all departments onto Salesforce which made it easier for individuals to communicate about their projects.
This shows Fabien’s expertise as his focus wasn’t just on increasing the productivity of the sales team… he was focusses on improving the productivity of the whole business: sales operations is not just constrained to improving sales.
What challenges is Fabien having during self-isolation?
The virus lead to everything changing very quickly for Fabien and MarketFinance, the sales team had a significant increase in the number of data requests received but dealt with this influx well. Fabien claims that working from home has actually increased productivity and accountability because people want to show that they are working and are on top of their tasks.
Fabien #1 sales metric
It’s simple… a clear forecast of the revenue within your sales cycle (this could be four weeks, a quarter or 6 months – whatever your sales cycle is). The predictability provides time and energy for the sales team to concentrate on the tasks at hand, as opposed to focusing too much on numbers, micro-managing (up or down) and making constant changes of direction as a result.
This predictability provides room for sales (and sales ops!) to focus on the process and doing what they are great at, as opposed to focusing on the outcome or the target. Fabien shares that too often sales individuals and managers project themselves in the future, dream, plan or argue the expected revenue outcome, and their minds stay there, as opposed to being present, influencing the now and taking the customer through the next step of the sales journey.
Who has had the most influence in Jeremy’s career?
There has been a lot of people who have had an influence throughout his career such as:
- Raj Bhatia – Global Head of Marketing at Moody’s
- Shahbaz Sharyar – Financial Analyst at Moody’s Investors Service
- Alexis Ortiz Heaney – Managing Director, Commercial Operations
- Gavin Sumner – Vice President of Sales at MarketFinance
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