Sales Operations.

Expand your sales knowledge with the latest analysis and expertise from high-performing sales teams.

Auditing the Customer Journey with Penina Shtauber, Marketing Director at ScaleOps

This week on the Revenue Insights Podcast, we are joined by Penina Shtauber, Marketing Director at ScaleOps, Israel’s leading HubSpot partner and Revenue Operations company.

In this episode, Lee and Penina explore ScaleOps’ work providing both revenue operations and marketing operations as a service. They delve into the issues surrounding CRM adoption, how businesses can align marketing and sales, as well as the process of auditing the customer journey.

As Marketing Director, Penina is responsible for leading all marketing efforts at ScaleOps, including company partnerships, brand development, live event and webinars, and content strategy. She has developed marketing operations at over 40 companies ranging from enterprises to SMEs across the HubSpot ecosystem. She is also a member of the HubSpot Partner Advisory Board representing the voice of the partner community when it comes to major decisions for the HubSpot program.

Enable Your Prospects, Not Just Your Team with Roy Schuhmacher, VP, Sales and Business Development at NAS

This week on the Revenue Insights Podcast, we are joined by Roy Schuhmacher, VP of Sales and Business Development at NAS Recruitment Innovation, a leader in recruitment marketing.

In this episode, Lee and Roy discuss his journey from running his own business to starting at the bottom of the business food-chain. They further delve into identifying and replicating winning behaviors, the value of personalization and how to scale it, and the importance of enabling prospects, not just your team.

5 Ways to Use the Ebsta Integration With HubSpot to Improve Sales Performance

How to improve adoption of HubSpot with Ebsta

Unlocking the Full Potential of Enterprise Sales with Shannon Reedy, Chief Revenue Officer at Terakeet

This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth.

Reverse Engineering Your Sales Meetings with Kevin O’Connell, Vice President Global Sales at Seismic

This week on the Revenue Insights Podcast, we’re joined by Kevin O’Connell, Vice President Global Sales at Seismic.

In this episode, Kevin discusses his experience driving the sales team at Seismic. He talks us through the importance of preparation for all aspects of sales and how he operationalizes good preparation across his team. He further delves into the value of mutual action plans and how being candid with clients can turn around high risk customer accounts.

Kevin O’Connell is an experienced sales leader with expertise across sales, operations, and marketing, with a consistent track record of hitting and exceeding revenue growth targets. He is the current Vice President of Global Sales at Seismic, the global leader in enablement, helping organizations engage customers, enable teams, and ignite revenue growth.

Building Meaningful Relationships and Delivering Recurring Impact: Aaron Hill’s Guiding Principles

In this episode, Aaron discusses his approaches to sales functions at The Arbinger Institute. He discusses the two key principles he has brought to his role: building meaningful relationships and delivering recurring impact to generate recurring revenue. He further delves into the Arbinger Institute’s Influence Pyramid philosophy and the current challenges he is facing across his sales team.

Relationship Building, Revenue Indicators, and Quota Attainment: Deal Slippage Insights from Six Experts

This week on the Revenue Insights Podcast we are bringing you a very special episode all about deal slippage. Featuring insights from our previous guests Brad McGinity, Sandeep Wagchoure, Jeremy Bono, Steven Birdsall, Joey Gilkey, and Jaime Konzelman, this is an episode you don’t want to miss out on.

How to Develop Top-Performing Salespeople with Four-time CRO & Six-time COO, Steven Birdsall

This week on the Revenue Insights Podcast, we’re joined by four-time CRO and six-time COO, Steven BirdsallIn this episode, Steven delves into the core fundamentals of building a sales team; how both sales and operations can function together as a cohesive unit; how successful people think about life and business; and the most important, key qualities of a top performer. He also explains the true value of mentoring and how to use it to ensure your team’s success.Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.

Actionable Ways to Improve Revenue Velocity with Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware

In this episode, Lee and Sandeep share key strategies to prevent pipeline slippage and address the challenge of accelerating revenue velocity. They also dive into the importance of empowering your sales team with personalized insights to foster a strong relationship between sales and operations and accelerate revenue growth.

B2B Sales Benchmarks: 2023 H1 Update

The latest update from the 2023 B2B Sales Benchmarks analysis of over $37bn in pipeline.

How to Sell Outcomes, Not Software with Jeremy Bono, GM/VP Sales at Phenom

In this episode, we discuss the importance of focussing on selling outcomes rather than software. Jeremy takes us through actionable advice to perfecting the discovery aspect of the sales process, teaches us how to multi-thread deals amid the landscape of increasing stakeholder numbers, and shares how Phenom have been increasing quota attainment across the sales team.

Efficiency on a Smaller Scale: Advice from Aurelien Mottier, CEO and Co-Founder of Operatix, and Guy Rubin, CEO of Ebsta

This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta.

In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue.

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 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals.

Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.