The Revenue Insights Podcast Ebsta

This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend.

In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors drive pipeline and revenue growth, and how to use AI to qualify deals.

Louis is a senior executive and global digital transformation expert with over 25 years of experience accelerating growth in the software space. He currently acts as Vice President of Revenue Operations at Buildertrend, a leading project management software provider for the home building industry. Prior to this, he has held roles at big-name companies like PayPal, Google, and Amazon Web Services.

This week on the Revenue Insights Podcast, we are joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion.

In this episode, Guy and Kathleen explore community-led marketing and its impact on pipeline growth, how data can be used to drive a community-led GTM strategy, and how to improve customer retention through cohort analysis.

As Senior Vice President of Marketing and Growth at Pavilion, Kathleen leads both marketing and sales departments in their mission to grow topline revenue. She is also a GTMfund Member, as well as an advisor at SkillCat and SmallWorld.

This week on the Revenue Insights Podcast, we are joined by Michael Dalley, CRO at Aerial Vantage.

In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can’t sell to someone who can’t buy.

Michael is a seasoned sales leader who currently acts as Chief Revenue Officer for Aerial Vantage, leading AI and computer vision technology initiatives to transform aerial data into actionable insights. His previous roles include Chief Revenue Officer at Denim Social and Gainfully.

This week on the Revenue Insights Podcast, we are joined by Katharine Reagan, Chief Revenue Officer at Sago.

In this episode, Guy and Katharine explore how Sago have pivoted from an exclusively Inbound-led to an Outbound sales motions, touching on the four ‘metrics that matter’, when to introduce qualification methodologies, and the four stages of the sales pipeline.

Katharine is a revenue acceleration expert, currently serving as Chief Revenue Officer at Sago, a global market research organization bringing human answers to business questions through digitally-transformed solutions. Prior to this, she was at Gartner for nearly 20 years, most recently as VP of New Products Sales and Business Transformation in the Digital Markets division.

This week on the Revenue Insights Podcast, we are joined by JD Miller, Chief Revenue Officer at Kantata. In this episode, Guy and JD dive into the importance of leveraging data analysis in sales to become a top performer, as well as the impact of technology and data on sales teams. JD shares the attributes of top performers, the importance of personalization and active listening in sales messages, and how to successfully manage an annual sales plan.

JD is a sales-oriented executive leader with vast experience guiding PE-backed and pre-IPO firms through their growth into large public companies. His expertise includes leading sales transformations, building high-performing sales teams, and implementing rapid growth strategies while ensuring operational efficiency for large enterprises. As a passionate "SMarketing" advocate, JD excels at bridging the gap between sales and marketing.

This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl.

In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and improve customer lifecycle management. They delve into strategies for building trust, creating compelling value propositions, and fostering consultative relationships. They further delve into the importance of understanding customer environments, maintaining credibility, and continuously iterating on account plans. Additionally, they share insights on leveraging AI and other technologies to enhance the sales process and deliver consistent value to clients.

Anthony is a growth leader with a track record of driving significant revenue increases and building robust customer-facing organizations. At Splunk, he led the Americas Field Organization from pre-IPO to $1 billion in revenue, and as Chief Revenue Officer at Aisera, he increased revenue eightfold. Before joining Mabl, where he will drive global adoption of their low-code intelligent test automation, he quadrupled revenue as Senior Vice President at CloudBees. Blake is a high-performing professional with over a decade of experience in customer-facing roles, who founded the Postman GTM Enablement motion. He is now leveraging his extensive expertise to empower Mabl's Go-To-Market team. Kirsten is an Experienced Customer Success Leader with a demonstrated history of working in the SaaS industry with a specific concentration in cloud computing and QA automation.