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….
Why revenue teams need to adapt to meet the needs of their ICP with Kirk Fackre, Vice President of Sales, iCorps Technologies
Initially Kirk was suspicious of a career in sales but as he jumped from operations to sales manager and the industry evolved, he realized that sales is complex, it is a robust wide profession that requires both soft skills and hard skills. The biggest shift in Kirk’s experience has been a shift from traditional product sales to solution sales.
Show Notes
00:00 – 2:33.- Kirk’s story
2:33 – 4:34 – The importance of moving from product sales to solutions sales
4:35 – 8:15 – The challenge of achieving personalisation at scale
9:03 – 12:12 – Why transactional sales is coming to an end
13:55 – 17:09 – How to cut-through the noise in sales
17:10 – 19:20 – Kirk’s perspective on small business sales
19: 36 – 20:40 – What Kirk has learned in the last 5 years
21:09 – 23:40 – Why revenue teams need to adapt to meet the needs of their ICP
24:10 – 27:40 – Don’t assume, validate your ideas (Please use this for the first post)
27:57 – 29:00- Why salespeople need to plan
29:00 – 30:50- How iCorps are navigating a revenue team without revenue operations
31:00 – 32:05- Kirk’s advice for salespeople
Learn more:
The Challenger Sale by Matthew Dixon and Brent Adamson
Subscribe to the Revenue Insights Podcast: