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. 

Show Notes:

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

Learn more: 

Diagnosing problems with your sales process 

Social selling 

Subscribe to the Revenue Insights Podcast: 

Posted in

Speak with our experts and see how Ebsta will help improve your sales

New call-to-action
New call-to-action
Logo Icon (White)@2x

Newsletter Signup

Share this article

Related Content

Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion

In this episode of the Revenue Insights Podcast, Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion, talks about building relationships between operations, enablement and sales teams, Customer Relationship Management and digital selling.

How to embrace change in your revenue function with Pilar Schenk, COO at Cisco Global Security & Collaboration

In this episode of the Revenue Insights Podcast, Pilar Schenk, Cisco Global Security & Collaboration, shares her experiences at Dell, and talks about strengths, passions, customer relationships, and growth.

Why a customer-first approach is a key to growth with Evan Liang, CEO of LeanData

Early on in Evan’s career, as a general manager, he ran into problems getting systems to work well together. He…