Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

How Top Sellers Outperform Their Peers [Webinar Replay]

In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets elite sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…

Optimizing Sales Processes: Lauren Boynton of Qstream on SPICED Methodology

In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, Vice President of Sales at Qstream, and they discuss SPICED sales methodology, customer retention and sales enablement. Together, they explore the fascinating journey of Lauren’s career from project management to sales leadership, the importance of customer success in driving revenue, and the…

From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector (part of Netbricks), about sales career planning. In this episode, Guy and Dan explore career development in sales, navigating mergers and acquisitions, and strategies for building high-performing global sales teams. Dan…

 

How to use Mental Models to Close More Deals, with Sunne Kumaar, Global Vice President of Sales at ServiceNow

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.

Sunne has held the position of Sales Director at Salesforce and Accenture. Sunne has a wealth of knowledge and experience of international trade. Additionally, he reads widely and keeps up with various commercial and technological trends.

Timestamps:

00:32 – 01:30 – Sunne’s Story

01:57 – 03:52 – What is a mental model?

04:04 – 06:47 – The 5 Whys – and how to use it to get to the root cause

07:08 – 10:12 – How to use the 5 whys in your sales process

10:51 – 16:40 – How ServiceNow used First Principles to trigger 150% YoY growth

18:14 – 26:21 – Using Inversion to prevent deals from slipping or from being lost

27:06 – 28:31 – How to use Inversion sparingly to drive the most value

29:34 – 31:20 – How to recognize mental models and use them in your day-to-day

31:30 – 37:33 – How Occam’s Razor can be used to take a simple approach that works first before building complexity on top that can scale

38:41 – 42:17 – How to find the balance between a simple process that everyone can understand and allowing the emotional art of sales to thrive

42:40 – 45:32 – Sunne’s Book Recommendation: Howard Marks – The Most Important Thing

Subscribe to the Revenue Insights Podcast: