Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why Traditional Pipeline Management Is Dead with Kyle Morden
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Kyle Morden, Vice President of Sales at HiHello Inc., for a compelling discussion on pipeline management and the digital transformation of modern sales and the growing role of AI in revenue operations. With over two decades of sales leadership experience…
CRO Collective: Aligning Strategy, Systems, and Success with Guy Rubin
In this insightful episode of the CRO Collective Podcast, host Warren Zenna is joined by Guy Rubin, CEO of Ebsta, to discuss the current state and evolution of the Chief Revenue Officer (CRO) role in both the US and UK. With increasing recognition of the CRO’s strategic importance, they explore the systemic challenges, short tenures,…
Cracking Quota Attainment and Sales Performance with Guy Rubin, CEO of Ebsta
This week on Topline, hosts AJ Bruno, Asad Zaman, and Sam Jacobs are joined by Guy Rubin, CEO of Ebsta, to discuss the 2025 GTM Benchmark Report and what its data reveals about sales performance, quota attainment, and the evolving role of revenue leadership. Guy dives into how data from almost $50B in pipeline and…
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
Timestamps:
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
Subscribe to the Revenue Insights Podcast: