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….
How to use Mental Models to Close More Deals, with Sunne Kumaar, Global Vice President of Sales at ServiceNow
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.
Sunne has held the position of Sales Director at Salesforce and Accenture. Sunne has a wealth of knowledge and experience of international trade. Additionally, he reads widely and keeps up with various commercial and technological trends.
- Sunne’s LinkedIn
- Sunne’s Twitter
- Service Now’s Website
- Sunne’s Book Recommendation – The Most Important Thing by Howard Marks
Timestamps:
00:32 – 01:30 – Sunne’s Story
01:57 – 03:52 – What is a mental model?
04:04 – 06:47 – The 5 Whys – and how to use it to get to the root cause
07:08 – 10:12 – How to use the 5 whys in your sales process
10:51 – 16:40 – How ServiceNow used First Principles to trigger 150% YoY growth
18:14 – 26:21 – Using Inversion to prevent deals from slipping or from being lost
27:06 – 28:31 – How to use Inversion sparingly to drive the most value
29:34 – 31:20 – How to recognize mental models and use them in your day-to-day
31:30 – 37:33 – How Occam’s Razor can be used to take a simple approach that works first before building complexity on top that can scale
38:41 – 42:17 – How to find the balance between a simple process that everyone can understand and allowing the emotional art of sales to thrive
42:40 – 45:32 – Sunne’s Book Recommendation: Howard Marks – The Most Important Thing
Subscribe to the Revenue Insights Podcast: