299 episodes

The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the greatest minds in RevOps. Tune in every Thursday for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps to the next level.

The Revenue Insights Podcast Ebsta

    • Business
    • 4.8 • 23 Ratings

The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the greatest minds in RevOps. Tune in every Thursday for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps to the next level.

    From Inbound to Outbound: The Sago Sales Transformation with CRO Katharine Reagan

    From Inbound to Outbound: The Sago Sales Transformation with CRO Katharine Reagan

    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.

    • 25 min
    How Top Sellers Use Data to Win Big with JD Miller

    How Top Sellers Use Data to Win Big with JD Miller

    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.

    • 31 min
    Mastering Sales and Customer Lifecycle Through Value Hypothesis with the GTM Team from Mabl

    Mastering Sales and Customer Lifecycle Through Value Hypothesis with the GTM Team from Mabl

    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.

    • 51 min
    Active Listening, Intent Data, and Events as Pipeline Game Changers with Leslie Venetz of The Sales-Led GTM Agency

    Active Listening, Intent Data, and Events as Pipeline Game Changers with Leslie Venetz of The Sales-Led GTM Agency

    This week on the Revenue Insights Podcast, we are joined by Leslie Venetz, Founder of The Sales-Led GTM Agency.

    In this episode, Lee and Leslie explore the impact of intent on win rates, including how to effectively use data and intent signals throughout the sales process, the role of events in sales, and the importance of active listening.

    Leslie is Founder of The Sales-Led GTM Agency, providing B2B Sales training and GTM consulting for organizations with 10+ reps or 10M+ revenue. She is also Founder of Revenue Revelry, Advisor & Evangelist at Regie.ai, and GTM Partner at Common Room and SetSail.

    • 34 min
    A Single Funnel Approach to PLG Motions with Kristen Habacht, CRO at Typeform

    A Single Funnel Approach to PLG Motions with Kristen Habacht, CRO at Typeform

    This week on the Revenue Insights Podcast we are joined by Kristen Habacht, Chief Revenue Officer at Typeform.

    In this episode, Lee and Kristen explore product-led growth (PLG) motions, touching on Typeform’s single funnel approach and where zero party data feeds into it. They further discuss why PLG salespeople need to avoid falling into the bad habits that come from taking a ‘toll booth’ approach to sales.

    Kristen is CRO at Typeform, an online form builder software company. She is further a Board Member at software and tech brands Refined, Passion.io, and GuideCX. She brings nearly twenty years of experience in sales, having held positions at companies such as Trello, Atlassian, and Shogun.

    • 41 min
    Excellence in Execution with Jarred Young, VP of Sales at Maropost

    Excellence in Execution with Jarred Young, VP of Sales at Maropost

    This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost.

    In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it’s important to focus on execution, and how partnerships can be an effective channel.

    Jarred is VP of Sales at Maropost, a global unified commerce platform that connects companies with their customers at every step of their journey. Prior to this, he held positions as VP of Sales at Terminus and Director of Sales at Formstack.

    • 41 min

Customer Reviews

4.8 out of 5
23 Ratings

23 Ratings

Fred & Terri ,

Lots of solid content

After listening to a few episodes I found many interesting nuggets that can help many businesses think through challenges they may be facing.

Steven_Birdsall ,

Fantastic Podcast!

Great show with myriad important topics to anyone in sales or any go to market function. Excellent host!

Happy Seb ,

Great Show Great Team

Much love to the team putting this together. Everyone is clearly very knowledgeable. The guests are top notch, and the topics are relevant. A good listen if you are in revenue, B2B, SaaS, or all 3!

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