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Learn from the brightest minds how to predictably and efficiently grow revenue.
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....
Building Trust and Credibility Through Data-Based Feedback with Basil Murray, VP of Enterprise Commercial Sales at DHI
In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching...
The Four Levers to Accelerate Deal Velocity with Loren Brockhouse, CRO at BigHand
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Loren Brockhouse, CRO at BigHand. BigHand gives organizations the tools and data to enhance key productivity metrics and create value for the business, its employees, and clients. Loren shares insights into the four levers companies can use to drive deal velocity while...
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 retention, the interrelationship between various departments within a business, and the necessity for a seamless transition during a leadership change.
Zach has held the positions of Head of Sales at CEB, Africa Report for CNBC, and AirDNA. He also has vast knowledge and experience in revenue generation and is constantly finding strategies to improve businesses.
- Zach’s LinkedIn
- Insight Revenue’s Website
- Zach’s Book Recommendation – Never Split the Difference by Chris Voss
00:20 – 03:40 – Zach’s Story
04:00 – 07:30 – How to build a high-performance business model
07:35 – 08:20 – Theory of change management
10:00 – 14:00 – Approaches to implementing change management
14:21 – 18:05 – Leveraging on auditing using the CV Gartner model
18:14 – 26:21 – Businesses should be customer-centric
27:06 – 28:31 – Improving the success rate of the customer service
23:14 – 27:33 – How proper handing over to the CS improves the adoption and retention of business strategies
31:30 – 37:33 – Ensuring successful execution of change management
40:09 – 43:10 – Having 20% improvement in performance by having constant conversations with customers and implementing observations
43:28 – 46:41 – Identifying high-performance professionals
46:50 – 49:00 – Zach’s Book Recommendation: Chris Voss- Never Split the Difference
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