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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.
Leveraging Trustworthy Data Insights for RevOps Success with Lisa Trumbley, Director of Data and RevOps with 10+ years experience
This week on the Revenue Insights Podcast, we are joined by Lisa Trumbley, Director of Data and RevOps with 10+ years experience
In this episode, Lee and Lisa delve into her time at Versature (now acquired by net2phone Canada), highlighting her approach to sourcing trustworthy data insights that can improve decision-making across forecasting, prioritization, and qualification. They further explore the benefits of equipping frontline sales teams with data insights to help them hit their OKRs.
Lisa spent the best part of a decade at Versature, which has now been acquired by net2phone Canada. As the Director of Data and Revenue Operations, Lisa worked with marketing, sales, customer success, support, and finance to ensure the accuracy of data, goals, processes and frameworks for defining, targeting, and prioritizing the most profitable business. Lisa came into this role after having held three different roles in the company, helping to build them from a startup: Manager of Marketing Strategy and Investment, Senior Data Analyst, and Digital Business and Marketing Analyst.
- Lisa Trumbley on LinkedIn
- net2phone Canada Website
- Ebsta Revenue Insights Newsletter
- ROI Tracking Presentation
- Lost Opportunities Tracking Guide
- 00:32 – From startup to scale up: Lisa’s work with Versature
- 03:36 – Determining ROI on ad campaigns
- 09:07 – Crucial data points for reporting on ROI
- 22:59- Using data to inform and improve decision making
- 30:09 – Equipping teams with insights
- 38:47 – Connecting insights with OKRs
How To Trust In Your Data
Lisa strongly advocates for collecting multiple data sources together to turn a Salesforce into a single source of truth. At Versature, it was important for her to track lead sources from how it came in to when it closed, keeping a timeline of it through the entire sale cycle. With multiple data sources it can be hard to keep track of each individual lead, and so she had to implement automation where possible. This all led towards creating a dataset the team could trust, which then led into the reports and dashboards she built to show where they are seeing ROI.
Using Data To Improve Decision-Making
With data they could trust, Versature were able to utilize insights to improve their decision-making, namely in forecasting, prioritization, and qualification. Forecasting is difficult with inaccurate data, and so building out a dataset they could trust made the forecasting process simpler, smoother, and far more accurate. Qualification is a big deal on the sales side, and with a greater amount of data, it becomes far easier. Finally, by seeing where they were getting a solid ROI, they were able to prioritize where to put the effort in to become more profitable.
Equipping Teams With Insights To Hit OKRs
When delivering insights to teams on the frontline, her and her colleagues would connect the insights together with individual OKRs. For example, if a sales rep needed to improve their win-rate, they would be delivered insights that were configured and presented in a way that demonstrate how changing their behavior and approach would directly translate into improving their win-rate.
Subscribe to the Revenue Insights Podcast:
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