In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Callum Henderson, CRO of EngageTech, a B2B sales development company. They identify the key traits common to all high-performing sales development teams: resilience, determination, and curiosity. Callum shares his insights on instilling them in your sales development reps in 2023 and the importance of unique and customized messaging for your ideal customer profiles. He also touches on the relevance of personalization in outbound prospecting.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Dan Waldschmidt, CRO at Panzura, an IT services and consulting company. They discuss sustaining growth in a turbulent economic environment and the key differentiators of high performers. Dan highlights how growth in the current economic scenario should be driven by focusing on leads that fit your ideal customer profile. He highlights a conversion focus, an eye for detail, and alignment with the company’s mission as key performance differentiators. Hence, these are traits to look for at the talent acquisition stage.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Christian DeMarais, Director of Revenue Operations and Strategy at Wix. Christian shares his insights on maintaining revenue growth during market uncertainty and downturn. His solution is to stay focused on the variables you can control while not getting distracted by the ones you don’t control. Christian also shares the Wix concept of multiple revenue teams working with clients at different points in the sales funnel.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ian Moyse, Head of Sales at ChAI. He shares valuable tips to enhance sales teams' performance, including why conversations trump communication and the importance of pivoting from building rapport to building relationships. Ian has valuable insights on the piggy bank principle that builds rapport and leads to building client relationships.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL. They discuss how she set up the RevOps team at JLL, the challenges of scaling it, and why RevOps must be aligned internally and with the customer journey.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Briana Yarborough, Co-founder at CModel. They discuss how C-Model combines big data at companies with AI models to deliver decision intelligence and sales revenue prediction. Along the way, Briana shares her insights of working with companies across the growth spectrum, from tech startups to enterprise-scale companies.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Stuart Dale, VP of Revenue at Screenloop. They discuss the roadmap for taking a SaaS startup from zero revenue to $1 million and from $1 million to $5 million and beyond. They also discuss the type of talent required at each milestone of scaling.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Kimberley Haley, VP of Revenue Operations at Talend. They discuss the concept of ABP (always be planning), zero-based budgeting, and internal change management to retain customers and stay ahead of the competition. They also discuss best practices to follow to succeed in a dynamic business environment.