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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.
Why revenue teams need to adapt to meet the needs of their ICP with Kirk Fackre, Vice President of Sales, iCorps Technologies
Initially Kirk was suspicious of a career in sales but as he jumped from operations to sales manager and the industry evolved, he realized that sales is complex, it is a robust wide profession that requires both soft skills and hard skills. The biggest shift in Kirk’s experience has been a shift from traditional product sales to solution sales.
00:00 – 2:33.- Kirk’s story
2:33 – 4:34 – The importance of moving from product sales to solutions sales
4:35 – 8:15 – The challenge of achieving personalisation at scale
9:03 – 12:12 – Why transactional sales is coming to an end
13:55 – 17:09 – How to cut-through the noise in sales
17:10 – 19:20 – Kirk’s perspective on small business sales
19: 36 – 20:40 – What Kirk has learned in the last 5 years
21:09 – 23:40 – Why revenue teams need to adapt to meet the needs of their ICP
24:10 – 27:40 – Don’t assume, validate your ideas (Please use this for the first post)
27:57 – 29:00- Why salespeople need to plan
29:00 – 30:50- How iCorps are navigating a revenue team without revenue operations
31:00 – 32:05- Kirk’s advice for salespeople
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