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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....
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...
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...
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
Diagnosing problems with your sales process
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