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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.
Social selling, empathy in sales, and diagnosing problems with your sales process with Sebastian van Heyningen, President – Revenue Operations Consultant at Central Metric
Starting off as an SDR, Sebastian rejected the traditional sales route of becoming an AE. He felt he was more suited to being a full-cycle seller, working through the entirety of the sales cycle. Sebastian now consults with many high-growth businesses to integrate RevOps into their processes.
00:32 – 05:25- Sebastien’s Story
05:56 – 08:34- How sales teams are slowly becoming more progressive
09:16 – 10:52- Lacking empathy and understanding is holding back businesses
11:36 – 13:04 -How leadership can turn empathy for their revenue teams into value
13:33 – 16:15 – Why sales teams have to adapt to the new buyer journey
16:47 – 18:37 – How to diagnose problems with your sales process
19:46 – 22:32 – The importance of adapting to new ways of selling
23:10 – 28:50- Why social selling is about driving referrals – not leads
29:10 – 33:19 – Why PLG is so popular in RevOps communities right now
33:31 – 34:40 – Sebastien’s Book Recommendation – Thank you for Arguing by Jay Heinrichs
34:58 – 38:19 – Sebastien’s dreams of becoming an un-billionaire
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