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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.
How to embrace change in your revenue function with Pilar Schenk, COO at Cisco Global Security & Collaboration
Pilar has an incredible amount of experience at enterprise-sized companies. During her 15 years at Dell, she was able to figure out her strengths and passions and found herself switching roles every 2 to 3 years. Pilar loves change, being close to the customer, and driving growth.
00:40 – 4:30- Pilar’s story
05:02 – 08:45- Pilar’s role at Cisco and how the collaboration function operates
09:10 – 12:08 – How to unite teams behind a single vision
12:37 – 15:40 – How the role of operations is maturing
15:50 – 17:30 – How to hire go-to-market talent
18:15 – 22:31- Tackling the problem of having no visibility of your numbers
22:40 – 25:05 – How to evolve your tech stack with a new operations function
25:20 – 28:44- How to get teams rowing in the same direction (please use for main release)
29:30 – 31:55 – Pilar’s Book Recommendation – Great at Work by Morten Hansen
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