Revenue Insights Podcast
Business & Finance
About
The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the brightest minds in RevOps. Listen for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps and Revenue Intelligence to the next level.
Episodes
- Eleanor O'Neill: The Hidden Revenue Engine You're Ignoring (Hint: It's Your Customers)
Eleanor O'Neill, CRO at Mont, discusses with host Guy Rubin how revenue strategy must begin with the customer. Key points include the importance of AI in workflows, RevOps driving decisions, and customer success fueling growth. O'Neill sha…
- Tyler Will: The Death of Seat-Based SaaS: Why AI Changes Everything
Host Guy Rubin speaks with Tyler Will about the significant AI pivots occurring in the SaaS industry. They discuss the challenges and necessary changes for revenue organizations adopting AI, including rebuilding sales playbooks and shiftin…
- Peter Grant: The GTM Reset No One Is Prepared For
Peter Grant, CRO at You.com, explains on the Revenue Insights Podcast how ChatGPT has reset Go-To-Market strategies. He details how AI impacts sales performance, SaaS pricing, and outlines a framework for evaluating AI companies, focusing…
- Tera Gillen: Sustainable Growth, Revenue Retention & the Human Side of Sales
Tera Gillen and Guy Rubin explore sustainable growth strategies for B2B organizations, focusing on aligning people, process, and technology. Key takeaways include the importance of customer listening, engagement-driven retention, data cont…
- Mike Huffaker: The Hidden SaaS Opportunity Inside Dentistry
Mike Huffaker shares his journey into SaaS leadership and strategies for scaling revenue organizations, emphasizing curiosity and customer listening for category leadership, particularly within the dental industry.
- Why 52% of New Revenue Now Comes From Existing Customers | Ben O Mathuin
In this episode, Ben O'Mathuin shares how to transform Customer Success from a retention function into a strategic revenue engine. Learn how to align Sales and CS, coach CSMs for commercial impact, and drive predictable growth from existin…
- This VP Grew Revenue from $15M to $45M Using These Sales Strategies | Mikey Abts
Discover how Recast Software's VP of Sales, Mikey Abts, is redefining sales-generated opportunities. In this episode of Revenue Insights, learn how to move beyond traditional BDR models with freemium strategies, AI-driven qualification, an…
- Why 75% of Sales Deals Fail (And How AI Can Fix It) | Vanessa Metcalf
Explore how Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, joins host Guy Rubin on the Revenue Insights podcast to discuss leveraging data, AI, and strategic alignment to transform sales enablement, drive measurable revenue i…
- The AI Sales Revolution: Why B-Players Won't Survive the Next 3 Years | Daryl Weldon
In this week's eisode of Revenue Insights, Adam Roberts sits down with Daryl Weldon, VP of Sales at Verisys, to discuss her journey from clinician to sales leader and the keys to building high-performing, trust-based teams in today's AI-dr…
- Why 69% of Workers Don't Engage & How Revenue Leaders Can Fix It | Greg Leos
In this episode of Revenue Insights, Greg Leos, Payments Division Leader at Weave, unpacks the critical breakdown in employer-employee trust and its impact on revenue growth, talent retention, and workplace performance. Drawing on over two…
- How High-Growth Companies Nail Sales Qualification
Discover proven sales qualification strategies in this greatest hits episode of Revenue Insights. Learn how top revenue leaders implement MEDDIC and Acxiom frameworks to improve pipeline quality, drive adoption, and close bigger deals.
- Why Only 1 in 5 Reps Hit Quota—And How Data-Driven Leaders Fix It | Dieter Heren
In this episode of Revenue Insights, Adam Roberts chats with Popl VP of Sales Dieter Heren about evolving from RevOps to sales leadership, using AI without losing human connection, consolidating tech stacks, and building data-driven, effic…
- How Pavilion Scaled to 10,000 Members—Without Traditional Marketing | Sam Jacobs
In this episode of Revenue Insights, host Guy Rubin speaks with Sam Jacobs, Founder and CEO of Pavilion, about the evolving challenges of B2B sales and revenue leadership. Sam explains why the SaaS playbook is no longer effective, how AI i…
- Why Traditional Pipeline Management Is Dead with Kyle Morden
In this episode of Revenue Insights, host Guy Rubin speaks with Kyle Morden, VP of Sales at HiHello, Inc., about how AI and data-driven strategies are transforming modern sales. Kyle shares why 44% of sales contacts never make it to CRM—an…
- Why Channel Partners Drive 3X Higher Win Rates—The Hidden Data with Alex Rich
In this episode of Revenue Insights, host Guy Rubin sits down with Alex Rich, VP of Sales North America at GitGuardian, to discuss how focused channel partnerships can drive scalable revenue. Alex shares his "Focus Partner Model," insights…
- The Data-Driven Sales Turnaround: 37% Growth in Under 12 Months ft. Shianne Sampson
In this episode of Revenue Insights, host Guy Rubin talks with Shianne Sampson, Global VP of Sales at Eventbrite, about turning around underperforming sales teams through data-driven leadership and culture-first coaching. Discover how side…
- Why Top Sales Leaders Get Coaching Wrong—And How an Olympian Fixes It with Matt Hemingway
In this episode of Revenue Insights, host Guy Rubin talks with Matt Hemingway, VP of Sales & Operations at Axcient and Olympic silver medalist, about applying disciplined coaching and culture-first leadership to build high-performing sales…
- The Untold Truth of RevOps—How Only 20% of Teams Drive 80% of Impact with Ian Wessel
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Ian Wessel, VP of Revenue Operations and Strategy at Monta, to discuss how RevOps drives business transformation. Ian shares insights on proving ROI, alignin…
- How Top Performers Handle Objections 80% Earlier—And Win More Deals with Hervé Timsit
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore the evolving landscape of enterprise software sales. Hervé shares insights on leading global sales tea…
- Why Your ICP is Wrong—And How to Fix It with Dan Sylvester
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, speaks with Dan Sylvester about the evolving dynamics of B2B sales and customer success. Dan shares insights on aligning value across teams, balancing automat…
- Why Sales Training Fails - And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin speaks with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, about the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenu…
- Why Remote-First Sales Leadership Actually Works
In this episode of Revenue Insights, Adam Roberts talks with Raja Agrawal, VP of Sales at BrowserStack, about his journey from a rural Indian village to global sales leadership. They explore the evolution of B2B buying behaviors, managing…
- How Top Sellers Outperform Their Peers [Webinar Replay]
In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets elite sellers apart. They discuss why top performers close 30% of deals at discovery…
- "Why I Eliminated Discovery": Lauren Boynton's Bold Sales Strategy
In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, VP of Sales at Qstream, to discuss her career journey from project management to sales leadership. They delve into the role of customer success in driving revenue a…
- Your Revenue Health Blueprint for 2025 (Webinar Replay)
In this episode of Revenue Insights, host Guy is joined by Jonny Adams, Managing Consultant at SBR Consulting, to explore revenue acceleration, challenges in meeting sales quotas, and the impact of data-driven insights on sales performance…
- From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector, part of Netbricks. In this episode, Guy and Dan explore the evolution from philosophy graduate…
- Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effecti…
- Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B…
- Building High-Converting Teams with Sean Murray of Lead IQ
This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-perf…
- Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flex…
- Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement
In this episode, Guy and Adam discuss enhancing B2B sales relationships and engagement, particularly in light of the challenging economic landscape that characterized 2023 and early 2024. They also explore the importance of consistency in…
- Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as i…
- Building High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of ge…
- Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through sh…
- 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, a…
- 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…
- 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…
- 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 cons…
- 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…
- 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…
- 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, tou…
- 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 im…
- 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, Blak…
- 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 sig…
- 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 whe…
- 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 grea…
- Adapting to B2C Trends in the B2B Market with Chris Turner-Green of TechnologyAdvice
This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice. In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and ho…
- Optimizing Sales Operations Success with Akira Mamizuka of LinkedIn
This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn's sales ops structure, quota setting philosophy, and strategi…
- The Power of Partnerships with Willem Hendrickx, CRO of Vectra AI
This week on the Revenue Insights Podcast we are joined by Willem Hendrickx, CRO at Vectra AI. In this episode, Lee and Willem explore Vectra AI's sales function, including their approach to partnerships, combining quality and quantity for…
- How to Close 7+ Figure Deals with Paulo Veloso, CRO at Digibee
This week on the Revenue Insights Podcast we are joined by Paulo Veloso, CRO at Digibee. In this episode, Lee and Paulo discuss the importance of outcome-based selling, why finding the right fit is crucial to building a high-performing tea…