Share this article

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

Related Content

Why Top Sales Leaders Get Coaching Wrong—And How an Olympian Fixes It with Matt Hemingway

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Matt Hemingway, Vice President of Sales and Operations at Axcient, to explore how disciplined coaching, intentional leadership, and a culture-first mindset drive sustainable sales performance. Drawing on his background as an Olympic silver medalist, Matt shares how the mindset of…

How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…

Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky

In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…

 

Why Do You Win and Lose Deals? Find Out from Four Revenue Experts 

This week on the Revenue Insights Podcast, we are bringing you a special episode on understanding why you win and lose deals, and then leveraging that data to close more deals consistently. We’re revisiting four of our esteemed guests: Loren Brockhouse, Zach Gropper, Rouzbeh Rotabi, and Eddie Reynolds.

Loren Brockhouse, CRO at BigHand, has over thirty years of experience in sales, marketing, and revenue operations. His goal is to build the most respected consultative revenue team in the Legal Tech space by incorporating processes and strategies built around empathy, social selling, why statements, and strength finders. Loren’s key skills revolve around building an exceptional culture that attracts and retains the best talent while motivating them to get better each day.

Zach Gropper is the founder and CEO of Insight Revenue. Zach has held the positions of Head of Sales at CEB, Africa Report for CNBC, and AirDNA. He also has vast knowledge and experience in revenue generation and constantly finds strategies to improve businesses. 

Rouzbeh Rotabi is the Chief Revenue Officer and GMT leader at Orum, Marqeta, and more. He has spent over twenty years leading revenue teams across various companies.

Eddie Reynolds is the CEO of Union Square Consulting, a consulting firm for B2B SaaS startups. He brings over twenty years of experience in the revenue management space. He is also a frequent speaker at industry engagements. 

Time Stamps:

  • 00:59 – Loren Brockhouse: Attribution data and its impact on deal velocity and win rates
  • 06:33 – Zach Gropper: Opportunity management and auditing go-to-markets
  • 12:30 – Rouzbeh Rotabi: Approaching cross-sell and upsell processes
  • 18:07 – Eddie Reynolds: Making spending cuts in the right places

Subscribe to the Revenue Insights Podcast:

Recommended Episodes: