Posts Tagged ‘SOD Podcast’

In this episode, Lee and Adrian discuss the current state of revenue teams post-pandemic, highlighting the crucial role of empathy and adaptability in navigating customer challenges. Adrian emphasizes that sales teams must move beyond traditional pitches and prioritize deep discovery, focusing on understanding the customer’s “hero’s journey.” They delve into the “SOCKET” filter framework that offers a path for sales to let go of a mere transaction-only mindset and build lasting, value-driven partnerships.

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.

In this episode, Lee and Bob discuss the importance of being genuine, thoughtful, and helpful in sales. Bob delves into the shift towards simplicity in sales and the importance of personalization in communicating with prospects. He shares valuable insights on defining ideal customer profiles, the characteristics of top performers, and the use of data to enhance sales performance.

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