Posts Tagged ‘salesforce forecasting’
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.
Read MoreThe Four Levers to Accelerate Deal Velocity with Loren Brockhouse, CRO at BigHand
In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Loren Brockhouse, CRO at BigHand. BigHand gives organizations the tools and data to enhance key productivity metrics and create value for the business, its employees, and clients. Loren shares insights into the four levers companies can use to drive deal velocity while optimizing expenses across sales and marketing. He also shares strategies for change management at sales-led organizations to pivot toward revenue management. Loren also touches on the importance of building relationships of depth and width with clients and shares strategies for doing more with less in the current challenging environment.
Read MoreHow to Build Your Go-To-Market Strategy Around Partnerships with Phillip C Aimé, Chief Revenue Officer at Drivonic
In this episode of the Revenue Insights Podcast, host Lee Bierton connects with Phillip C Aimé, Chief Revenue Officer at Drivonic, the automobile industry’s popular people-based digital platform. Phillip discusses the importance of client retention and how data can help you gather valuable business insights. Phillip also touches on the value of teamwork in achieving business goals, handling peaks and troughs of business performance, and the challenges facing the automotive industry today.
Read MoreThe Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing.
Read MoreHow to Build Your Pipeline Through Social Selling with Tim Hughes, CEO of DLA Ignite
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.
Read MoreThe Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.
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