The Revenue Insights Podcast

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The Revenue Insights Podcast Podcast

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.

  1. 47 MIN AGO

    Data-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQ

    This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at Evolution IQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now leverages AI to transform the insurance sector. Rob Gupta is the Chief Revenue Officer at EvolutionIQ, who created the world's first fully AI-driven claims guidance platform for the most sophisticated insurance carriers in the world. He is also an LP and part of the Investment Committee at Triphammer Ventures, an Alumni Ventures' venture capital fund for alumni of Cornell that invests in companies with a Cornell connection. Before this, Ron was the Chief Revenue Officer at Ushur, and Vice President of Sales at Conga.

    39 min

  2. 6 DAYS AGO

    Beat the Benchmark: 2024 B2B Sales Benchmarks and How to Improve Rep Quota Attainment [Live Webinar Replay]

    This week on the Revenue Insights Podcast, Adam Roberts, Sales Director at Ebsta, and Guy Rubin, Ebsta’s founder and CEO, explore key insights from analyzing billions of dollars of pipeline data, focusing on the challenges sales teams face, the importance of prioritizing the right opportunities, and how to handle objections. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.

    30 min

  3. 1 AUG

    What’s Driving Performance for the Most Successful Teams in H1 2024?

    This week on the Revenue Insights Podcast, we’re excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community. In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on your Ideal Customer Profile (ICP) and how doing so can streamline your sales process and boost conversion rates. As the leading voice in Revenue Operations, Guy brings invaluable insights into optimizing sales performance and leveraging data effectively.

    20 min

  4. 18 JUL

    90 Days to Make an Impact with Louis Poulin of Buildertrend

    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.

    32 min

  5. 4 JUL

    Happy Customers Lead to More Customers with Kathleen Booth of Pavilion

    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.

    29 min
  6. You Can’t Sell to Someone Who Can’t Buy with Michael Dalley, CRO at Aerial Vantage

    20 JUN

    You Can’t Sell to Someone Who Can’t Buy with Michael Dalley, CRO at Aerial Vantage

    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.

    33 min
  7. From Inbound to Outbound: The Sago Sales Transformation with CRO Katharine Reagan

    6 JUN

    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.

    26 min
  8. How Top Sellers Use Data to Win Big with JD Miller

    30 MAY

    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.

    32 min
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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.

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