The Attributes of Top-Performing Reps according to 7 Revenue Experts

This week on the Revenue Insights Podcast we are bringing you a very special episode all about what sets apart top performers. Featuring insights from our previous guests Sean Frazer, Chris Elliott, Jennie Drimmer, Adrian Davis, Bob Marsh, Collin Mitchell, and Aaron Hill, this is an episode not to be missed.

Sean Frazer is a seasoned RevOps professional, with nearly a decade of experience in the space. He currently acts as VP of Revenue Operations at Dental Intelligence, a software company providing actionable insights and automation to dental practices of all sizes. He is further an Advisor at Sendoso, a platform designed to help businesses engage with their customers in new and unique ways.

In his fifteen years in the tech landscape, Chris Elliott has piloted the rise of multiple SaaS brands. He is currently Chief Revenue Officer at BizLibrary, working at the helm of the strategic vision and execution for the company’s global revenue streams. Prior to this, he has held Head of Sales positions at Oversight and Achievelt, as well as VP of Major Accounts at NAVEX and Regional Sales Manager at Paycom.

Having been in Sales leadership roles for twenty years, Jennie Drimmer is a dynamic commercial leader with a track record of accelerating growth in SaaS and Consulting businesses. She has been recognized as a Top 50 UK Sales Leader by Sales Confidence three times in the last five years — 2019, 2020, and 2022 — among other awards and accolades. She currently acts as Chief Revenue Officer at Thomas International, an HR platform.

Adrian Davis is a seasoned sales strategist and trusted advisor to CEOs and sales leaders, bringing over 25 years of experience in strategic sales. As the President & CEO of management consulting firm Whetstone, he collaborates with global giants like Johnson & Johnson, KPMG, Motorola, and Dupont, renowned for delivering innovative solutions that enhance customer value and drive exponential sales growth. 

Bob Marsh has spent his career in high-growth companies and currently serves as Chief Revenue Officer at Bluewater Technologies, a design-forward technology company that helps craft moments that connect and inspire. He helps a team of 250+ experts guide brands through their storytelling process using audio-visual technology at both live events and in the workplace.

Collin Mitchell has over fifteen years of sales experience and is passionate about driving revenue growth for sales teams with top of funnel services. He is currently a Managing Partner at Leadium, having previously been VP of Sales, where he helps B2B SaaS companies generate qualified leads and appointments. He further hosts the Sales Transformation Podcast and is an investor and advisor to several organizations, drawing on his three successful exits as a founder and co-founder.

Aaron Hill is an experienced Revenue Leader, Operator, and Consultant. As the Current SVP of Growth Strategy at The Arbinger Institute, he designs and executes all sales and growth strategies. He is further a part-time Advisor for jaxx.ai, where he provides product direction and strategic go-to-market guidance, and Co-Founder of Funnel House, a consultancy specializing in sound fundamentals to hit sales goals. 

Episode Resources:

• Sean Frazer on LinkedIn  

• Chris Elliott on LinkedIn

• Jennie Drimmer on LinkedIn

• Adrian Davis on LinkedIn

• Bob Marsh on LinkedIn

• Collin Mitchell on LinkedIn

• Aaron Hill on LinkedIn

• Ebsta Revenue Insights Newsletter

Time Stamps:

• 01:40 – Sean Frazer: Self-sourcing opportunities
• 05:26 – Chris Elliott: Supplementing the organization’s pipeline
• 06:55 – Jennie Drimmer: Slowing down to understand the broader impact
• 08:10 – Adrian Davis: Storytelling makes a good seller
• 10:19 – Bob Marsh: Understanding your best customers
• 13:17 – Collin Mitchell: Learning to qualify and disqualify
• 17:07 – Aaron Hill: Building genuine relationships with clients

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Recommended Episodes:

• Should You Replicate Your Top Performers? With Sean Frazer, VP of Revenue Operations at Dental Intelligence
• Effective Leadership, Evolving Go-To-Market Strategies, and Self-Sourcing with Chris Elliott, CRO of BizLibrary
• Crafting an Effective Sales Kickoff with Jennie Drimmer, CRO of Thomas International
• Navigating Sales Chaos and Clarifying Opportunities for Revenue Teams with Adrian Davis, President and CEO at Whetstone
• Selling with Simplicity: Helping Customers Make Decisions with Bob Marsh, Sales Keynote Speaker & CRO at Bluewater
• Disqualifying Early: Leadium’s Key to Success with Managing Partner Collin Mitchell
• Building Meaningful Relationships and Delivering Recurring Impact: Aaron Hill’s Guiding Principles