Data & Studies.
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Most recent Data & Studies.
Revenue Insights Blog Post
The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
The Evolution of Revenue Enablement: From Training Function to Strategic Revenue Driver
How Modern Revenue Enablement is Transforming B2B Sales Success In today’s rapidly evolving B2B landscape, where over 50% of new revenue comes from existing accounts, the role of revenue enablement has never been more critical. But what exactly does modern revenue enablement look like, and how is it driving organizational success? In this deep dive,…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…
Fearless Leadership: Calculated Risk-Taking in Modern Sales
In an era where B2B sales is increasingly driven by data and automation, Raja Agrawal, VP of Sales at BrowserStack, makes a compelling case for something decidedly human: fearlessness. His journey from a small Indian village to leading global enterprise sales teams offers profound insights into what it takes to succeed in today’s rapidly evolving…
Why Remote-First Sales Leadership Actually Works, Raja Agrawal, VP of Sales at BrowserStack
In this episode of Revenue Insights, Adam Roberts is joined by Raja Agrawal, VP of Sales at BrowserStack, to discuss his journey from a rural Indian village to global sales leadership, the evolution of B2B buying behaviors, and strategies for managing a 100% remote global sales team. They also explore the impact of AI on…
The Science of Top Sales Performance: What Sets Elite Sellers Apart
In an era where B2B sales face unprecedented challenges, understanding what separates top performers from their peers has never been more crucial. Recent data from Ebsta’s analysis of 4.7 million opportunities worth $57 billion reveals a growing performance gap between elite sellers and the rest of the sales force. The timing couldn’t be more critical….
How Top Sellers Outperform Their Peers [Webinar Replay]
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 top sellers apart. They reveal why top performers close 30% of deals at the discovery stage, how early stakeholder engagement increases win rates, and which proven techniques help B and C…
“Why I Eliminated Discovery”: Lauren Boynton’s Bold Sales Strategy
In a recent interview for our Revenue Insights podcast, Lauren Boynton, Vice President of Sales at Qstream, shared how optimizing sales processes and focusing on customer success can drive revenue growth, including eliminating the Discovery stage. Lauren highlights the importance of aligning sales and customer success teams, implementing structured methodologies, and leveraging AI to enhance…
Optimizing Sales Processes: Lauren Boynton of Qstream on SPICED Methodology
In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, Vice President of Sales at Qstream, and they discuss SPICED sales methodology, customer retention and sales enablement. Together, they explore the fascinating journey of Lauren’s career from project management to sales leadership, the importance of customer success in driving revenue, and the…