Table of Contents

Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky

In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…

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…

How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales.

With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role of the MEDDIC methodology in modern sales processes. He discusses how AI and analytics are reshaping sales qualification, customer engagement, and revenue optimization, offering practical strategies for sales leaders navigating today’s complex B2B environment.

From managing customer relationships in the subscription economy to aligning sales, marketing, and customer success teams around shared value drivers, Hervé provides a comprehensive look at what it takes to scale revenue operations effectively.

He highlights the importance of early finance stakeholder engagement, the role of first-line sales managers in driving performance, and why systematic sales qualification is more crucial than ever. Tune in for expert insights on transforming sales strategies and achieving sustainable growth.

Time Stamps:

  • [00:00] Intro & Career Journey into Tech Sales
  • [03:17] From Entrepreneur to Corporate Leadership
  • [08:18] Managing a 250-Person Revenue Team at EDB
  • [10:38] The Evolution of Software Sales & Subscription Models
  • [15:30] Data-Driven Leadership: Metrics that Matter
  • [22:30] Implementing MEDDIC: A Step-by-Step Approach
  • [30:44] Essential Tech Stack for Revenue Operations
  • [37:02] The Future of RevOps and Digital Transformation
  • [40:27] Key Takeaways & Closing Thoughts

Highlights of how top performers handle objections 80% earlier

The Subscription Renewal Revolution
Hervé Timsit reveals how customer renewal behavior has fundamentally changed in the last 5 years, with purchasing offices now scrutinizing every subscription renewal. This shift requires sellers to effectively “resell” their solution annually rather than relying on automatic renewals. Organizations must engage with customers long before renewal time, as decisions are typically made 6 months in advance.

Data analytics help identify early warning signs and prioritize which accounts need immediate attention. The most successful teams maintain C-suite relationships throughout the customer lifecycle, with executive-level QBRs leading to 7x higher cross-sell/upsell rates.

Data-Driven Revenue Leadership
Timsit spends 60-90 minutes daily analyzing real-time data across pipeline, engagement, renewals, and activity metrics using custom SQL queries. This data-driven approach allows leaders to have more informed conversations with their teams by connecting “gut feel” with concrete metrics.

The focus spans both leading indicators like activity quality and pipeline velocity, as well as performance metrics across demand generation and outbound prospecting. Field time with customers provides crucial context to validate what the data suggests about customer health and team performance.

Implementing MEDDIC at Scale
Rather than rolling out MEDDIC all at once, Timsit recommends introducing one component per quarter, starting with pain identification as the foundation. The methodology must become second nature during customer interactions, not just theoretical knowledge reviewed after meetings.

Success requires alignment across sales, sales engineering, customer success and renewals teams to ensure consistent qualification language. The approach helps teams identify and focus on winnable deals earlier while eliminating resources spent on opportunities unlikely to close.

The Evolution of RevOps
The modern RevOps function has evolved beyond traditional sales operations to become a strategic driver of revenue optimization. A successful RevOps team focuses on seamlessly instrumenting processes to maximize customer face time while providing crucial insights on pricing, upsell strategies and new logo acquisition.

The VP of RevOps should operate as a peer to Sales, Marketing, and Success leadership with the gravitas to drive organizational change. Data visualization and clear business impact metrics are essential for gaining executive buy-in on RevOps initiatives.

Subscribe to the Revenue Insights Podcast: