Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
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 flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief…
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 insight into how it can be demystified to create a successful organization. He also explores his experiences…
Building High-Performing Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2, on how to build high-performing sales cultures. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles….
Incentivize sales to update the CRM by showing them the ROI with Christopher Kingman, Global Head of Digital Sales Enablement at TransUnion
Chris began his career at TransUnion in the membership function and within a few weeks started building out customer training. The term sales enablement did not exist back then and within a few years Chris had a team of 12 people overseeing sales training, development, technology and operations. From there, Chris moved to the international arm of TransUnion where he went from supporting a 100 million dollar business to supporting 7 regions and 33 countries.
Show Notes:
00:40 – 3:30 – Chris’ story at Transunion
03:55 – 05:45 – How the sales team space has evolved in the past 10 years
06:27 – 11:22 – How to build relationships between operations, enablement, and sales teams
11:38 – 12:50 – Breaking down silos between go-to-market teams
13:13 – 16:10 – How to turn data into insights that empower sales teams
16:25 – 18:41 – The process for identifying what data you need, and how to use the insights from it
19:17 – 22:51 – How to simplify your CRM so sellers want to use it
23:32 – 26:11- How to build a CRM sales reps want to use
26:55 – 30:02 – How Transunion are training and retaining sales reps
30:10 – 33:34 – Why digital selling is both an opportunity and a challenge
33:50 – 35:10 – Why digital selling and in-person selling will continue to live side-by-side
35:30 – 38:38 – Chris’ book recommendations – Cal Newport’s Be so good they can’t ignore you and Jonah Berger’s Invisible Influence
Subscribe to the Revenue Insights Podcast: