This week on the Revenue Insights Podcast, we’re joined by Aaron Hill, SVP Growth Strategy at The Arbinger Institute.

In this episode, Aaron discusses his approaches to sales functions at The Arbinger Institute. He discusses the two key principles he has brought to his role: building meaningful relationships and delivering recurring impact to generate recurring revenue. He further delves into the Arbinger Institute’s Influence Pyramid philosophy and the current challenges he is facing across his sales team.

Aaron Hill is an experienced Revenue Leader, Operator, and Consultant. As the Current SVP of Growth Strategy at The Arbinger Institute, he designs and executes all sales and growth strategies. He is further a part-time Advisor for jaxx.ai, where he provides product direction and strategic go-to-market guidance, and Co-Founder of Funnel House, a consultancy specializing in sound fundamentals to hit sales goals.

This week on the Revenue Insights Podcast we are bringing you a very special episode all about deal slippage. Featuring insights from our previous guests Sandeep Wagchoure, Jeremy Bono, Steven Birdsall, Joey Gilkey, and Jaime Konzelman, this is an episode you don’t want to miss out on.

Sandeep Waghchoure is the Vice President of Sales Operations at insightsoftware. His career has primarily revolved around Dell, where he assumed several significant leadership positions, culminating in the role of Senior Director of Global Finance Operations. In 2022, he embarked on a new chapter, joining insightsoftware, where he is spearheading the development and expansion of operational capabilities aimed at achieving enhanced sales productivity and accelerated quote-to-cash velocity within a dynamic and rapidly growing environment.

Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn.

Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.

Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts.

Jaime Konzelman is the Vice President of Sales at Unisys. Jaime has also held the position of Vice President of Sales at Atos. Before that, she was a Marketing Manager at Acxiom, Luxor Hotel and Casino, and Posterscope. She also has vast knowledge and experience in business and people management and is constantly looking for ways to improve relationships that will foster business growth.

This week on the Revenue Insights Podcast, we’re joined by four-time CRO and six-time COO, Steven Birdsall

In this episode, Steven delves into the core fundamentals of building a sales team; how both sales and operations can function together as a cohesive unit; how successful people think about life and business; and the most important, key qualities of a top performer. He also explains the true value of mentoring and how to use it to ensure your team’s success.

Steven Birdsall is an impressive and passionate man, having been a Chief Revenue Officer (CRO) four times over, and a Chief Operating Officer (COO) six. His most recent role was as the Executive Vice President of Global Sales at Qlik, and prior to that he was the Head of HCM Cloud Application Sales at Oracle; CRO at Anaplan; and the Executive Vice President and CRO at Radial Inc.

This week on the Revenue Insights Podcast, we are joined by Sandeep Waghchoure, Vice President of Sales Operations at insightsoftware, a leading provider of reporting, analytics, and performance management solutions.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jeremy Bono, GM/VP Sales at Phenom, a purpose-driven organization delivering AI-powered talent experiences to global enterprises.

In this episode, we discuss the importance of focussing on selling outcomes rather than software. Jeremy takes us through actionable advice to perfecting the discovery aspect of the sales process, teaches us how to multi-thread deals amid the landscape of increasing stakeholder numbers, and shares how Phenom have been increasing quota attainment across the sales team.

Jeremy Bono is a visionary leader with a record of developing and executing strategies that drive growth and profitability in hyper-competitive markets. As the current GM/VP Sales at Phenom, he is responsible for leading enterprise and industry vertical sales teams. He is further an Executive Member of Pavilion, hosting monthly standup meetings with other members to create a community to share and learn.

This week on the Revenue Insights Podcast we are joined by Aurelien Mottier, CEO and Co-Founder of Operatix as he interviews Guy Rubin, CEO of Ebsta.

In this episode, Guy and Aurelien discuss the results of the 2023 Ebsta B2B Sales Benchmark Report. They delve into how you can improve the efficiency of your sales teams; strategies for noticing and preventing deal slippage; and what you need to learn from the 23% of sales representatives contributing 83% of revenue.

Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals.

Aurelien Mottier is the CEO and Co-Founder of Operatix, a sales acceleration company helping technology companies across Europe and North America to identify new revenue streams, increased qualified sales pipeline, and accelerate channel development. He is also the host of the B2B Revenue Acceleration Podcast, dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry.

This week on the Revenue Insights Podcast we head over to RevBrains’ online conference, ‘The RevOps Mastery’, to hear from Guy Rubin, CEO of Ebsta.

In this episode, Guy discusses the outcomes of the Ebsta 2023 B2B Sales Benchmark Report, highlighting both the good news and the bad news. He highlights the secrets behind high-performing sales teams before delving into the seven steps for building your own high-performing team, beginning with capturing the right data, and ending with standardizing a data driven forecast cadence.

Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded in 2012, Ebsta now delivers real-time forecasting tools and uses engagement trends to benchmark live pipeline against previously close won deals. Guy Rubin on LinkedIn

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Joey Gilkey, CEO at Apex Revenue, a sales partner firm that helps established B2B companies ramp their sales outcomes by realigning four key sales processes, message market fit, sales strategy, hiring and training, and leading.

In this episode, we focus on doing sales right by removing the chaff and looking at the real drivers of sales outcomes. Joey shares his insights on pivoting from product-market fit to message-market fit; aligning your sales strategy with client needs; turning the 80/20 sales team performance on its head; and why we need visionary leaders to drive sales outcomes. This is just the tip of the iceberg!

Joey Gilkey is a serial founder and entrepreneur with multiple high-value exits behind him. He is the CEO of Apex Revenue which operates as a fractional VP of Sales to ramp sales results at established B2B companies. He is an innovative thought leader because he thinks outside of the box, strips away what’s superfluous, and focuses on the core drivers of sales outcomes. Joey believes that with the evolution of technology and processes, companies have added multiple layers over the core processes hence losing sight of what counts.

In this episode of the Revenue Insights Podcast, host Guy Rubin is joined by Jeff Marcoux, CMO at

Bombora, a company that uses intent data services with a primary focus on assisting in understanding what businesses are actively researching, empowering them to take strategic actions in sales, marketing, and other related initiatives.

In this episode, we tackle how to improve your team's efficiency in strategy, time, and energy across deals that are on track as a marketing or operations leader. We go over the significance of efficient metrics like conversion rates and pipeline velocity for optimizing marketing operations, the marketing approaches used by 29% of top performers who consistently meet their quotas, as well as predictive and actionable strategies that align with sales objectives, identifying successful deal patterns to inform your future strategies.

Jeff is an expert in marketing and is dedicated to helping organizations achieve their revenue targets. Driven by a passion for challenging the status quo, he’s always at the forefront of innovation, actively seeking opportunities for collaboration and alignment with sales and product teams! Jeff's natural inclination as a builder enables him to architect solutions that fill the sales funnel, accelerate the pipeline, and increase win rates.

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is a problem solver in the revenue operations space. You must listen to this episode if you’re forced to be hands-on with your teams. The touch points covered include redefining success metrics, achieving sales process consistency by defining entry and exit points in the funnel, and how to make accurate forecast calls. Brad also touches on using MEDDPICC to qualify deals and prevent deal slippage and spotting and removing friction points in your funnel.

Brad McGinity is the CRO at Hone. Brad describes himself as someone who has spent his career in sales and marketing at early-stage software companies and a successful cofounder of Windsor Circle. He has participated in over $110M in fundraising across 10+ rounds as a cofounder, board member, VP Sales, and CRO. Brad is passionate about sales, marketing, fundraising, leadership, and strategic planning.