In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake shares how the function of revenue operations (RevOps) has evolved over the past decade. He breaks down rev ops into four pillars and shares his experience in scaling tech companies from 220 million to over a billion in ARR. Jake also shares the benefits of pivoting to a six-month planning cycle while finding the right balance between planning and implementing ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Rouzbeh Rotabi, Chief Revenue Officer and revenue leader at Orum, Marketa and more. The free-flowing discussion pivots around staying engaged with your customers and using the insights to tailor your go-to-market strategy. Rouzbeh explains how feedback from customers and prospects can identify pain points that can be addressed with messaging and positioning. A quick caveat, they can vary from market to market. Lee and Rouzbeh also discuss implementing feedback loops and engagement metrics to identify risk and shape s ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton speaks with Eddie Reynolds, CEO of Union Square Consulting, a consulting firm for B2B SaaS startups. They have a free-flowing discussion about focusing on revenue efficiency and plugging leaks in the sales funnel and revenue processes. Eddie shares his insights on how you can proactively spot leaks and simple ways to fix them. He also discusses how to drive more revenue from analyzing your sales process to spot where revenue is coming from. He also shares how to feed those insights back into the sales process to increase revenue ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, Chief Marketing Officer at Jotform, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the Chief Marketing Officer at Jotform, an online form builder service. Steve has sub ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, VP of Sales Operations at Jotform, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the VP of Sales and Operations at JotForm, an online form builder service. Steve has s ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Steve Hartert, Chief Marketing Officer at JotForm, an online form builder service in the middle of a hyper-growth phase. Steve shares an insider's view of a hyper-growth environment and learnings from managing hyper-growth teams. Steve explains the value of crafting your marketing strategies based on insights from data analytics. He also shares insights on how to build an internal framework for sustainable scaling. Steve Hartert is the Chief Marketing Officer at JotForm, an online form builder service. Steve has sub ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Luke Trewin, Founder and Managing Director of Modern Visual, a consulting service focused on delivering strategic and revenue strategies to its clients. They discuss how to create a data foundation for scalability and how to use analytics to gather decision-making insights across the customer journey. Luke also shares insights on how to overcome analysis paralysis syndrome ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Bion Behdin, Chief Revenue Officer and Co-Founder of First AML, a Regulation Technology company providing end-to-end Customer Due Diligence solutions. Bion is passionate about building relations because relationships help to close deals. The episode is filled with insights on how to build relationships with the right personas. Bion also does a deep dive into the STRONGMAN strategy for managing the critical areas of the sales cycle ..read more

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in sales and revenue teams. Julian shares some tips on how to mitigate churn at your compa ..read more

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 insi ..read more