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 teams, implementing data-driven strategies, and the critical role of the MEDDIC methodology in modern sales processes. He also discusses how AI and analytics are reshaping sales qualification, customer engagement, and revenue optimization. With over 17 years of experience in enterprise software, Hervé provides actionable takeaways for sales leaders looking to scale their teams and drive growth in an increasingly competitive market.

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 automation with human engagement, and redefining ideal customer profiles for sustainable growth. With extensive experience in revenue leadership, he specializes in optimizing customer journeys, scaling high-value activities, and driving measurable outcomes. This episode offers key takeaways for revenue leaders looking to enhance sales efficiency, improve customer advocacy, and adopt smarter growth strategies.

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 revenue operations and enablement, measuring effectiveness, and the impact of AI and remote work on modern sales strategies. With 18+ years of experience at Red Hat, Pendo, and PagerDuty, she specializes in aligning global teams, scaling enterprise sales, and shifting organizations from transactional selling to strategic partnerships. This episode is packed with valuable takeaways for sales leaders and enablement professionals looking to optimize performance and drive revenue growth.

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 a 100% remote sales team, the role of AI in sales operations, and the importance of cultural intelligence in global markets. With experience at SAP, Microsoft, and BrowserStack, Raja shares practical insights on fearless leadership, remote team management, and adapting to modern sales environments. Tune in for actionable strategies on driving global sales success.

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, the importance of early stakeholder engagement, and strategies to elevate B and C players.

Guy Rubin, CEO of Ebsta, is an expert in revenue intelligence, while Adam Roberts, Sales Director at Ebsta, specializes in sales strategy and pipeline optimization. Together, they share actionable insights on qualification, multi-threading, and sales effectiveness. Tune in to learn how to replicate top-performing sales behaviors and drive results.

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 and how innovative sales methodologies are reshaping the industry.

Lauren Boynton, VP of Sales at Qstream, has over 13 years of experience across customer success, project management, and sales enablement. With a background in television and software, she leads initiatives to improve sales efficiency and customer outcomes, driving changes in sales methodologies and processes for better forecasting and pipeline management.

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. Jonny shares strategies for improving sales processes, understanding buyer personas, and using technology to drive growth.

With over 20 years of experience, Jonny has worked with 1,000+ organizations across sectors like technology, professional services, and finance. He discusses key challenges faced by go-to-market teams and highlights the importance of adopting a data-driven approach to enhance sales outcomes and develop effective revenue strategies.

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 to global sales leader, the importance of strategic career planning, and the challenges of leading teams through acquisitions.

Dan Drees is the Global Vice President of Sales at Endpoint Protector, where he leads a team of 20 employees across multiple regions. With a unique background starting in philosophy before transitioning to tech sales, Dan brings a strategic approach to sales leadership and team development.

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 effective qualification, and strategies for improving sales team performance through data-driven insights.

Brad Cross is the Chief Revenue Officer at Upflow, where he leads sales, customer success, marketing, and operations. With over 20 years of experience in sales leadership, Brad has successfully transitioned from MarTech to FinTech, bringing his expertise in customer engagement and relationship management to the financial sector.

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 sales, and how AI is transforming sales enablement and performance. With over 20 years of experience scaling InfoSec and identity companies, Dean shares insights on building global teams, leveraging partner ecosystems, and creating effective sales enablement programs in today's virtual environment.

Dean Hickman-Smith is the Chief Revenue Officer at HackerOne, where he leads a global team helping organizations find and fix critical vulnerabilities through ethical hacking. He has held leadership positions at companies including Netscreen, Proofpoint, and AeroHive. At HackerOne, he oversees a team of 70+ sellers globally, managing the world's largest network of ethical hackers with over 2 million people on their platform.