Revenue Discussion: Recent Episodes
Usights
In the Revenue Discussion podcast we'll talk about everything related to revenue trends, challenges within revenue teams and the future of revenue teams. Every week we'll invite an inspirational revenue leader to talk about insights, strategies and tactics that have been or are still crucial in their growth as a revenue leader. Join us on our journey and get inspired. Join the community on www.u-sights.be
Today we're joined by Kevin McIntyre, the Chief Revenue Officer at Dealfront.
Kevin dives into the fascinating journey of merging two distinct companies, EchoBot and Leadfeeder, into what is now Dealfront.
We get to hear firsthand about the challenges and triumphs of creating a unified brand and strategy across different European markets.
First off, Kevin will share insights on blending different go-to-market strategies from each company, which is crucial for anyone looking to understand how complex business integrations work.
Then, we'll delve into how they managed to maintain performance while fostering excitement across newly merged teams—super relevant for any business undergoing changes.
Lastly, he’ll touch on the strategic use of first-party data in refining customer profiles, a must-know for sales and marketing pros.
So please enjoy my conversation with Kevin!
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In 1 month and a half it's time for the We Are Sales conference 2024, and two weeks ago we had a great session during our roadshow in Amsterdam.As a speaker we had Frederik Maris, head of EMEA at Zoom as one of our speakers.
In his keynote he talks about:- The importance of MEDDICC and how to apply it
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The framework he uses to identify, build and test champions
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How to spot the difference between a coach & a championWe hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
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In less than 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year.
We go back to the keynote of Anne-Sophie Lotgering, Chief Enterprise Market Officer at Proximus.
In her keynote she talks about:
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The importance of growth mindset & culture
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How Proximus implemented agile across the organisation
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The different types of Agile & how this was done for the revenue department
We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
The results of implementing Agile at scale for the revenue organisation of Proximus
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In less then 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year.We go back to the keynote of Christopher Engman, Founder of Megadeals.In his keynote he talks about:- The 5 cornerstones to closing Megadeals- How you cna scale your rainmakers to close more deals- The importance of marketing to supercharge your salesWe hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
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In today's episode we welcome Toni Holbein on the show!
You might know or have heard of Toni by now, because he is truly building himself a personal brand, and thank god he is, because he got stuff to share.
Today, Toni is going to challenge the activity of "sales forecasting". Does it truly drive its purpose? And yes, we all like to be in control and forecasting makes us feel being in control... but, to what extent?
That's why today Toni will talk about: Go-To-Market forecasting.
He's going to spill the beans on three key points: the real value of forecasting beyond just the numbers, how to integrate Go-To-Market insights into your sales predictions for a fuller picture, and why aligning your team's efforts can make or break your forecast's accuracy.
Hope you enjoy the episode with Toni!
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In just over 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year.
We go back to the keynote of Pablo Dominguez, co-author of the book "What a Unicorn Knows" & operating partner at Insight Partners.
In his keynote he talks about:
- How to create maximum results with your revenue teams with minimum means
- How to implement lean principles into your commercial organisation
- How you can start yourself by implementing the "SCALE" framework
We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
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In today’s podcast we are joined by Toby Carrington, Chief Business Officer at Seismic.
Toby isn't just any expert; he's a mastermind in transforming sales strategies and nurturing customer relationships, making him a treasure trove of insights for anyone looking to excel in sales
Our conversation is about how to fit better today’s buyer's expectations. Toby touches on the concept of aligning sales processes with buyer behavior, rather than pushing a predetermined sales agenda.
These are the three key takeaways you can look forward to:
- We'll unpack how B2B buyer expectations have changed and what this means for selling today;
- Toby will let us in on how we can speed up sales cycles effectively. And lastly;
- we’ll dive into how AI is shaping not just the way we sell, but how buyers make their decisions; making everything quicker and smarter.
We hope you enjoy our discussion with Toby!
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Today, we're joined by Rytis Meskauskas, Chief Revenue Officer at NordVPN.
Rytis opens up about NordVPN's strategic entrance into the B2B market.
Because you see - NordVPN initially serviced the B2C market only.
It is then through a fascinating journey from recognizing the untapped potential in their existing B2C base, that they decided to launch a dedicated B2B SaaS offering.
In today’s conversation will be talking about:
- How they went about identifying the B2B opportunity within a B2C framework
- The challenges of attacking the B2B market from zero
- Mastering the art of running parallel B2C and B2B strategies without losing focus.
So please enjoy my conversation with Rytis!
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Today we're chatting with Andy Champion, VP & GM International at Highspot.
Andy was here to share his wisdom on coaching and developing leaders.
One thing's for sure: things have changed a lot since last year and will keep changing into next year.
Therefore, maintaining a continuous feedback & adaptation loop, facilitated by skilled coaches & great leaders, is something every organization should aspire to have.
And so today, with Andy, we are talking about how leaders can step up their game by investing time in becoming ace coaches, that not only develop talents, but also attract and retain them.
Andy's going to spill the beans on the mindset shift leaders ought to make, how he is trying to be the best coach he can be in his day-to-day, practical coaching tips like using the GROW model in one-on-ones, and we'll even touch on how AI is and will be changing the coaching game.
We hope you enjoy our conversation with Andy!
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Today we're joined by Patrick Trümpi, Chief Sales Officer at Unique.You might know Patrick as a respected thought leader on Linkedin, but he's definitely more than that: a real strategist and go-getter.In today's episode, Patrick is sharing the recent pivot they've undergone at Unique.Back in 2021 they launched Unique, a conversational intelligence platform targeted at tech companies. However, they didn't anticipate the fast influx of new entrants, making it a red ocean to compete in.So, they got thinking, and decided it would be a smarter strategic bet to go all-in on one vertical: banking.Patrick takes us in this pivotal journey. He tells us how they went about this and the transformation the GTM team had to go through.What's more, Patrick is sharing some key learnings, relevant for anyone working on enterprise customers.We hope you enjoy our conversation with Patrick!
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Today we're joined by Tom Glasson, the founding CEO of Scalewise.
Tom's here to drop some serious knowledge on hiring VP Sales, and trust me, he knows his stuff.
At Scalewise, they're helping B2B tech companies by providing permanent or interim, fractional VP Sales.
This makes Tom super qualified to talk about (1) whether or not you're in the stage of needing a VP sales, (2) the common slip-ups companies make when hiring one and (3) how to nail it when bringing a VP Sales on board.
So in today's episode, we'll chat about why timing is everything when hiring, the different "sales leadership roles" and their respective responsibilities, the magic of using an interview scorecard to keep things fair, and why you’ve got to get everyone on board when making this big decision.
Enjoy our conversation with Tom!
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Today, we're hanging out with Martin Mackay, the Chief Revenue Officer at Versa Networks.
In our chat, we're getting the inside scoop on how Martin turns around underperforming sales teams and how he kicks revenue growth into high gear.
Martin's going to break down why treating sales as a process is key. As he would say "no outcome without processes".He is also going to tell us why setting clear expectations and motivating the team is a crucial foundation.
And lastly, he's got some solid advice on why it's super important to keep learning, stay accountable, and balance the highs and lows in sales.
So, please enjoy our conversation with Martin!
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Today we're hanging out with Pierre Trannoy, founding CEO of Atscale, one of Europe's leading scaling partner in the tech scene.
What's unique about Atscale, is that their team of Operating Partners are former CROs, CCOs, VP sales; so, by leaders who have been there, done that.
This has also been the case for Pierre. His first sales leadership experience dates back from 2017, when he took over the sales team of Criteo for the French market.
And today's conversation will be focused around that experience, as that particular story, is one of ups and downs.
Pierre started as an AE, and eventually got promoted thanks to outstanding performance. However, right after taking over, team performance drops to a low 50% target achievement.
It's then through impulse control, analysis, building back the foundations, and important decision-making that, eventually, he was able to rekindle the growth to a 270% target achievement.
So, gear up for some real talk on sales, culture, and team building.
We hope you enjoy our conversation with Pierre!
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Today, we're joined by Doreen Pernel, Chief Sales Officer at Scaleway.
In our conversation, we zoomed in on two separate discussions, but both incredibly important to reflect on.
First, Doreen's giving us the lowdown on handling different types of teams, from individual contributors to managers, and what she looks for in her team leaders.
Plus, she's got some great tips on making sure there is always strong business continuity in case she ever would have to be absent or leave.
Next, we're also going to talk about being a woman in the world of sales leadership.
Doreen's faced her fair share of challenges and she's got some stories to tell. We'll cover everything from dealing with stereotypes to juggling work and family life.
We hope you enjoy our conversation with Doreen!
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Please meet Tarmo van der Goot, who until recently scaled Chargebee as VP of Sales EMEA.
In 2020, Chargebee had limited footprint in our region, which was mainly coming through inbound. So, in order to accelerate growth, a robust outbound Go-To-Market (GTM) strategy was necessary.
So that's what Tarmo did: he has built the outbound strategy and built a team that would be responsible to execute on it. In a period of 3 years, the team grew from 2 to 90 FTEs and revenue grew by 10x.
Therefore, in this episode we talked about various subjects that should be close to any dedicated sales leaders in this growth stage: (1) finding & hiring a rockstar team; (2)onboarding & coaching these talents and (3) the few critical, managerial elements that truly mattered, according to Tarmo.
We hope you enjoy our conversation with Tarmo!
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Please meet Jérémie Trouillet, VP of Sales at Bulgaria's one and only unicorn.
That's right—we had the chance to sit down with the scaling brain behind Payhawk.
Jérémie joined Payhawk in June 2022, just after their impressive Series B extension, making them Bulgaria's first unicorn with a total raise of $225M.
In other words, Jérémie stepped in at a crucial time, tasked with navigating the company through a phase of intense growth and high expectations.
Long story short: in 1.5 years, Payhawk had to go from ambition to execution, including an expansion into 7 regions, increasing the revenue team from 20 to 100 people, resetting expectations for the sales team and building robust processes, among other things.
Tune in if you're interested in the dynamics of scaling a company, as Jérémie has been sharing his experiences and key results he's achieved at PayHawk.
We hope you enjoy this episode!
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How about building a culture that drives performance? Are you bringing the team together once in a while? Are you offering flexible working hours? Can people work remotely? Are you investing in their happiness at work? If yes, good, but that is NOT what a culture is all about. It can contribute to it, but they sure are not the foundations that defines the “culture”. This makes us think: what are the foundations of a culture and how can one build & manage it? Those are the exact questions that got answered by Emily Ponder, Head of GTM EMEA at Front and ex-Head of Sales UKI at Linkedin, on the latest podcast episode.Emily joined the unicorn Front about 2 years ago with the mission of leading the GTM team in our region. HQ had recruited her along with a team of ICs and another manager to get things started. This means that there wasn’t much of a team, nor culture before she joined. Today, she is reporting zero regretted attrition and her team has consistently had higher engagement scores than the company average, as well as higher scores for questions relating to ‘being connected’ and ‘understanding the company’s mission’.In this episode of the podcast, you'll learn how Emily goes about building & managing an intentional culture, Emily's leadership style & a couple of mistakes she has made while leading the teams at Linkedin and at Front.Please enjoy our conversation with Emily!
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In 2020 Jim Rudall took on the challenge to lead EMEA’s team at Shopify.
Back then, there was a huge growth potential for Shopify. However, to make it happen, they had to grow and they had to grow fast.
While attacking new segments, new countries and introducing new sales motions, the sales team went from 10 to 95 people in 18 months.
During these 18 month, the team at Shopify shifted from inbound to outbound, moved upmarket and started to cross- and upsell to existing customers.
All these new dynamics had a significant impact on the kind of skills, experience, values, and openness to change that the team needed.
In today’s episode Jim explains us how he went about scaling Shopify, the mistakes he made along the way, and tons of hiring & onboarding tips.
Happy listening!
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Want more enterprise clients to a point that you’re becoming the #1 vendor for your enterprise segment? If yes, say no more, because we are bringing to you Mark Goldberger!
For the last 5 years, Mark has been building enterprise sales teams that are absolutely killing it.
He has kind of built it from the ground up at TripActions. He started as the first and only enterprise AE. He closed the first deals, built a playbook while doing it. He then quickly moved into leading a team, and then a global team of enterprise sellers.
Next, in 2022 Mark joined Ramp as Head of Enterprise Sales. Quarter after quarter, they are breaking records. Just after being one quarter in, Mark's team was achieving 385% to quota - just to say, Mark knows what he's talking about.
So today, we are talking about how to build an enterprise sales motion, what it takes to excel in enterprise sales and, Mark's tactical playbook, among other things.
We hope you enjoy our conversation with Mark!
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Meet Jorge Bestard, head of Enterprise sales EMEA at Canva.
Canva is known for its successful PLG go-to-market motion. However, like with many of the successful use cases in PLG, eventually - and especially if the goal is to grow enterprise accounts - a sales team is added to the motion.
This is called product-led sales. It is obviously different than having a purely sales-led motion. Product-led sales, or PLS, takes the best of both motions: PLG and sales-led.
Now, Jorge has done the move for Canva in the EMEA region, but his PLS experience really started at Miro, when he used to be responsible for the UKI GTM.
In today's conversation, we are talking about this motion much more in detail and unpack what’s very particular about it.
If you're running a PLG motion and are thinking to move into PLS, then, please enjoy, my conversation with Jorge!
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I'm pleased to introduce to you: Steve Richard.
Calling Steve a "sales expert" would be an understatement. Not only did he manage for 17 years a company, essentially, offering sales training and a done-for-you service.
In 2015 he also co-founded ExecVision, one of the first conversational intelligence platform, that got acquired by Mediafly in 2022.
Today, Steve holds the position of SVP Revenue Enablement at Mediafly, the revenue enablement platform empowering customer-facing teams to plan, predict, coach, and engage at the highest levels.
However, in our conversation with Steve, we discuss the new rules of prospecting for 2024!
With the further evolution of generative AI and automation tools, the way to get through the sales clutter has definitely changed, and Steve and I agreed that it wouldn't hurt to have a honest conversation about it.
We are talking, on the hand, about the fundamentals of great prospecting, and on the other, about what's working and what's not in today's conditions.
More specifically, we touch on concepts such as the 3x3-research, how to leverage chatGPT to come to a good hypothesis, what channels to double down on, what practices don’t cut it anymore, the role of tech in prospecting, how to have strong team collaboration, and when and how to partner with an outbound agency.
In short: a conversation packed with a ton of value;
We hope you enjoy our conversation with Steve!
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Today we are bringing to you Pieter Geeraerts.
Pieter has just finished his mission at Expensya as CRO, and before that, he has hold several leadership positions, such as CEO of Mobilexpense, Chief Banking Officer at Isabel Group and Head of Sales at Worldline, among others.
With Pieter we delved into the topic of “pricing”.
Many of us are not yet pricing the right way. Too often prices are set too low. This could be the case because we are not pricing based on value or because we are still working with the prices we once set up long time ago.
However, Pieter, at multiple occasions, raised prices. Sometimes times 2. And that, WHILE maintaining the same win rate and churn.
Therefore, in today's interview, we are talking about (1) how to get to the right pricing, (2) the step by step approach in raising prices, (3) and we also touch on concepts such as price discrimination & discounting.
“Once we won a deal, but later I heard that the competitor they almost chose had their prices set 10 times higher. However, we also heard that the price was not among their top 5 reasons for choosing us. That's when I realized that, yes, we won the deal, but it felt like we lost €2.2 million.”
Please enjoy our conversation with Pieter!
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If you are planning to expand internationally with your business, I bet you’ll like this episode.
If you are also selling to public organisations, make sure to grab your notepad, this episode is going to be a masterclass for you.
Today we are bringing to you Dillon Twombly, CRO at Via, to talk about their market expansion playbook.
Via is a pioneer in transit tech and with its software they’re enabling organisations to digitise their existing transportation networks and launch new and innovative services, with the goal of making transportation more accessible, efficient, affordable and sustainable.
Dillon has joined Via about 5 years ago with the goal of building B2B sales and customer success motions to propel Via’s growth in their transition of working with cities and transit agencies.
Since Dillon joined the company, Via has experienced an compound annual growth rate (CAGR) of 200% over the last 5 years. Moreover, by now, Via has expanded in +700 cities, 40 countries and counts ~ 1,100 people, dispersed in 16 different countries.
Therefore, in our interview with Dillon we unpack Via’s expansion playbook, their hyper-localisation strategy and the challenges they had to face while expanding, such as preserving the global company culture and the sunk cost fallacy.
Please enjoy our discussion with Dillon Twombly.
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In this week’s episode we are bringing to you Giuseppe Mozzillo, CRO at the highest-valued unicorn in Spain, Job&Talent.
Job&Talent is a world-leading platform that operates as a marketplace for temporary workers, with a focus on blue-collar industries like logistics, call centers, and data entry.
Their GTM strategy is to land and expand inside carefully selected logos. While this was a very effective growth strategy at the beginning, it eventually faced a bump on the road.
The sales organisation at Job&Talent used to be very simple. In each market there was a sales manager leading reps that were responsible for the full sales cycle: landing and expanding the accounts.
However, one can imagine what happens once a rep has too many accounts inside their portfolio: new business starts to decrease.
“Once New Business became less than 5% of the total revenue generated, we understood something had to change.” - Giuseppe
Their solution: split the team in two.
They split the team in a hunting team, focusing on new business, and a farming team, focusing on account management.
This transition, though necessary, faced a lot of hurdles and in this interview Giuseppe shared all their learnings from their experience.
By now, New Business has grown by 60% and totals 12% of total revenue, compared to 6-7% from before the transformation.
We hope you enjoy our conversation with Giuseppe!
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In this episode we are bringing to you Florent Tardivel, CCO of Swan, an innovation leader in the world of fintechs.
Swan offers a Banking-as-a-Service platform (BaaS). What does that mean? Swan is owner of an “e-money” license. With this they have the right to perform actions similar to banks (e.g. hold, receive and send money; issue cards) and they offer this license at the use of other companies. Companies that wish to embed banking features in their application.
In this interview Florent takes us in their European expansion. Florent joined Swan about 2 years ago right after it raised its series A.
Back then, the team had about 15 projects secured, closed by the CEO and Chief of Staff. There was no actual sales in place.
Fast-forward today, they have just signed their 100th clients and there are expanding geographically- with offices in 3 countries and doing business in more than 13.
And they are just getting started.
In today’s discussion:
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You’ll get how Swan started in France but expanded beyond it. As you will see, they purposely embedded an European culture early on.
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You’ll also get what the advantages are of being local. It’s not always necessary to be local for doing business. Yet, Swan opened an office in Germany, Spain and soon will open one in the Netherlands. Why is that?
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Last but not least, you’ll learn a lot about today’s condition of the FinTech scene’s and how it’s not too late to disrupt the market, together with Swan.
Please enjoy our discussion with Florent Tardivel.
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Hesitant if you are serving the right customers? Is your LTV:CAC ratio below 3? If that’s the case, you might want to tune in to this episode.
We have invited Petra Dobrocka, CCO at Byrd, to the podcast. Byrd is the fast-growing ecommerce fulfillment partner for (online) retailers in Europe and the UK.
Their mission: providing smaller online retailers with the same fulfillment capacities as the ecommerce giants.
Except focusing on the very small online retailers seemed to be an issue: “Our LTV:CAC ratio was around 1 to 2. So if you think about it, you invest money to then just generate that money back. This is not what is expected from a successful business.”
And so Byrd’s team got thinking: how to solve for this problem?
That’s exactly what we interviewed Petra about. In this episode we discuss how Byrd increased LTV by simply moving upmarket.
Obviously, this is easier said than done. That’s why in this episode:
- You’ll hear how they transformed their GTM motions to speak to that new audience. As you’ll see, Byrd centralised a lot around “trust”
- You’ll also hear what that meant for the revenue team. For example, how they had to work even more closely together and move into consultative selling.
- And lastly, Byrd has been moving upmarket whilst expanding to new markets. So you will also hear about the alignment of the expansion team and the revenue team. You might even be surprised by what Petra shared about this…
Long story short, Byrd has more than doubled their LTV:CAC ratio and, among other reasons, this helped them close a €50M investment round last year. Go Byrd!
Please enjoy our discussion with Petra!
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In this episode we warmly welcomed Max von Bahr Emilson, CCO at TrueLayer, on the podcast.
TrueLayer is Europe's leading open banking payments network.
In September 2021 they raised a whopping $130M, and with that they reached the “unicorn status” - a valuation above 1 billion dollars.
About 4 years ago TrueLayer had just gone from 0 to 1 and they were ready to scale to 10: That's when Max entered and took over the revenue department.
4 years later they are scaling like crazy: +80 FTEs in the revenue department and they are experiencing closing ratios of about 70%.
As Max shares in the podcast “My problem is not winning the deal- my problem is the speed at which my customers take decisions.”
So how can we also start worrying less about “closing the deal” just like Max?
That’s what we will be unpacking in this episode.
Note: Context is everything and therefore we are aware that Max’s experiences might not be relevant to everyone. Make sure to consider that when listening to this episode.
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An organisation that rebounded from the COVID crisis to reach €150M in ARR in less than 3 years? There must be a story behind this, right? Our thoughts exactly. That is why we have invited Jean-Christophe “JC” Taunay-Bucalo, Travel Perk’s CRO, to the podcast for an exclusive interview.JC is a 2-time CRO. His first CRO experience was at Vend, where he grew the company from 0 to 20M ARR in 5 years. The company exited to Lightspeed form almost half a billion. But JC was just getting started. He quickly took over the reins of the ambitious Travel Perk as Chief Revenue Officer. And wait until you’ve heard that story... Not only did they grow revenue from 0 to 150M in ARR in 6 years, but they did that while facing the COVID crisis in year 3.What you need to know is that Travel Perk is a travel management software. So COVID for them, meant literally starting from zero. Overnight, business stopped.In this interview we are unpacking Travel Perk’s story.- You’re gonna hear how they went from 0 to 1 in less than a year, and how it’s all about intuition, being focused on a narrow target & hustling hard.- You’re also gonna get how they went from 1 to 20M ARR 2 years later, and what their key principles were for this rapid growth- We’ll talk about how suddenly they had to face their worst crisis ever and what managerial decisions they had to make that ultimately determined the future of Travel Perk.- And lastly, you're going to hear about how grit, determination, and discipline not only helped them survive the crisis but also emerged stronger from it.Please enjoy our episode with JC. If there is anything you’ve learned, we would love to read your main takeaways via a LinkedIn post.
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Meet Sanne De Ridder, the Chief Commercial Officer at TopDesk Belgium!
In this episode, Sanne shares his journey towards Revenue Leadership.After finishing university and going through three job interviews, Sanne accepted an inside sales position at TopDesk. That's where his adventure began.
He gradually progressed within the company, transitioning from inside sales to account manager, then from account manager to sales manager, and finally reaching his current role as chief commercial officer. Now, he oversees a team of around 50 full-time employees.
In this episode, we delve into the transformative changes in the organizational structure of TopDesk. They focused on breaking down barriers between departments and establishing multidisciplinary teams.
We also explore topics such as the "4DX" methodology, which drives high performance, the company culture and how it is maintained, and Sanne's growth mindset.
We hope you enjoy listening to it!
On today's episode we've invited Bart Van Eijck, managing partner at ValueSelling Associates.
We’ll be talking about his road to revenue leadership, his learnings along the way and how he ended up as managing partner at ValueSelling Associates. We’ll discuss his biggest achievements during this road, and even more importantly, the methods behind these achievements. For example: how he doubled the win rate at Gartner Inc, which grew revenue from €330M to €480M.
Besides that, Bart will share the trends in sales management he sees, from working with his clients on a daily basis.
Enjoy the episode!
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Today in Road to Revenue Leadership we have Edward Boute as our guest. Edward is head of Google Cloud for the BeLux region. In this episode we explore different storylines about both Edward’s professional career as well as on his personal development. From a professional perspective for instance, we go deeper on his love for sales, how he found in Google the right culture for him to thrive and what sets apart great leaders from mediocre ones. Besides that we get to know that on a yearly basis Edward does a review on his year where he breaks down the good, the bad and the ugly. Next, he’ll proceed to eliminate the ugly one by one, to make his next year even better.
Curious how 10X thinking is involved in all this? You’ll find out throughout the episode!
Enjoy!
What is Lean in sales & how can you implement lean in your sales organization, that's the central question in this episode.
In episode 45 of the Road to Revenue Leadership we have Pablo Dominguez as a guest. Pablo leads the Sales and Customer Success Advisory teams at Insight Partners. He is responsible for partnering with Insight’s GTM leaders to help them accelerate growth and maximize the potential of their GTM teams.
Recently he wrote "What a Unicorn Knows" together with Matthew May. In their book they document their SCALE framework on how to use Lean Principles to drive sustainable growth.
On May 11th Pablo will also speak at We Are Sales in Brussels, to talk more about his framework and how you can implement it in your sales organization. More info: https://wearesales.be/
Enjoy the episode!
What is Lean in sales & how can you implement lean in your sales organization, that's the central question in this episode.
In episode 45 of the Road to Revenue Leadership we have Pablo Dominguez as a guest. Pablo leads the Sales and Customer Success Advisory teams at Insight Partners. He is responsible for partnering with Insight’s GTM leaders to help them accelerate growth and maximize the potential of their GTM teams.
Recently he wrote "What a Unicorn Knows" together with Matthew May. In their book they document their SCALE framework on how to use Lean Principles to drive sustainable growth.
On May 11th Pablo will also speak at We Are Sales in Brussels, to talk more about his framework and how you can implement it in your sales organization. More info: https://wearesales.be/
Enjoy the episode!
Join us on this episode of the Road To Revenue Leadership Podcast as we speak with Lucie Kroemer, Chief Sales Officer and Vice-President at Capgemini BeLux.
Lucie shares her remarkable journey of building a successful sales organization despite not having any prior experience as a sales manager.
With her background in navigating and adapting to unknown environments, Lucie was able to use her adaptability as a key character trait to transform Capgemini BeLux into a solidly performing organization with double-digit growth. Today, her responsibilities cover a wide perimeter of €300M, leading a team of 60 FTE based in Belgium, Luxembourg, and India.
Listen in as she shares valuable insights on leadership, adaptability, and building a successful sales organization in today's ever-changing business landscape.
In this episode of the podcast, Dylan interviews Edwin Van Waes, a revenue leader with vast experience in sales and leadership.Edwin takes us on his road to revenue leadership, from studying engineering to selling technology, becoming a direct contributor first, and then a leader of large teams.Edwin shares his experiences at Nortel Networks, Cognos, SAS, and Salesforce, among others. He highlights the importance of creating an environment of trust, leading by example, empowering teams to create accountability, and being a coach while also managing.In the second part of the episode, Edwin explains the fundamental differences between being a coach and being a manager in a leadership role. He highlights the importance of focusing on the basics, making sure the business can be monitored properly, and introducing a drumbeat to keep the pace going.This episode is full of insights for anyone aspiring to be a leader in their field, as well as for experienced leaders looking to sharpen their skills.Enjoy!
Meet Jan Bultinck in this episode of the Road to Revenue Leadership! Jan started his career in banking, switched to managing an indoor sport center, before moving to ERP sales, where he discovered what resonated with him. In this episode Jan shares his key learnings on
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How and where to find good mentors
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Leading a 100+ FTE global software sales team at Materialise
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The importance of building innovative working environments
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The secret formula of launching a SaaS business inside a mature organisation
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The “9 meter jump” concept
Curious about all this? Please enjoy the episode!
Road to Revenue Leadership with Sébastien Bruyr
- Growing Odoo from 50 employees to a tech unicorns
- From employee number 50 to CCO of a Tech unicorn
- From 50 to 2.500 employees, the incredible story of Sébastien Bruyr at Odoo
Welcome to this episode of the Road to Revenue Leadership Podcast! In this episode we sat down with Sébastien Bruyr.
Sébastien started at Odoo when they were just a few employees and has since grown with the company while navigating their sales strategies and position in the market.
Today Sébastien is the CCO at Odoo. During this episode he will talk about his experience from starting at the small company that Odoo was back when he started at the company to where they are now. Furthermore he’ll share his views on what it takes to be a good sales leader. Lastly he’ll touch on different aspects of the sales strategy at Odoo, like their recent move to change their pricing.
If you are interested in the story of Odoo then this is the episode for you! Enjoy!
Welcome to today's episode! In this edition, we have a special guest, Christopher Engman, who will be sharing with us his experience on what it takes to land those megadeals.
Christopher is known as one of the pioneers of ABM and a thought leader in orchestrating and landing megadeals.
He has a wealth of experience as a serial entrepreneur, CRO, and even CIO, bringing a unique perspective to the conversation.
So, what does it take to land those megadeals? According to Christopher, the short answer is to solve the rainmaker dependency, but the long answer is what you'll get by listening to this episode.
We hope you enjoy this insightful conversation with Christopher Engman.
Please meet Sven, your high performance coach!
Even though Sven does not have a background in sales or direct sales experience, he has insights to share with us about the role of a high performance coach and what high performance is all about.
In this episode, Sven discusses common challenges that sales professionals face, such as fear of rejection and emotional ups and downs.
He also shares his thoughts on how a high performance coach might approach coaching a sales representative through these challenges.
While this episode was originally intended for ambitious sales professionals, it ended up being relevant for sales leaders as well. If you are a sales leader looking to coach your team, this episode is definitely worth a listen.
Enjoy!
Meet Patrick De Pauw!
Patrick is Founder & CEO of Social Seeder, a platform solution that enables large organizations to roll out their employer branding & employee advocacy strategy.
Patrick is all about authenticity. “It’s like people have a 6th-sense, to tell whether someone is being authentic or not”, shares Patrick.
Furthermore, his business thesis is that Word-of-Mouth and Family & Friends are the primary acquisition channel for new talents & new business.
Bring these two topics together and you have an awesome podcast discussion on how we can leverage the power of authentic employees in business.
Tune in to learn more about the power of authenticity in employer branding and how it can benefit your company.
We hope you enjoy this one!
In today’s episode it’s going to be all about Customer Success.
We have invited Nieves Canada to the show. Nieves is currently Global VP Customer Success at iText. Coming from a sales background, she eventually came in contact with CS and absolutely loved it.
While providing as much value as possible to the customers is her main goal, she still flexes that one sales muscle: proactivity.
Customer Success for Nieves is all about being proactive. Whether it’s to provide more value with the existing business relationship, avoiding churn or generating upsell and/or cross-sell opportunities.
Therefore, in this episode we went even further and asked Nieves what it takes to hire and develop a best-in-class CS team.
We cover topics such as recruiting the team, organizing the team, thinking of career developments, compensation plan, KPIs to track, and so much more. If you are coming from an account management or customer success background, you’ll absolutely love this one.
Enjoy!
Please meet Nathalie Van Oost, Partner at Merluno, a consulting agency assisting companies in their B2B growth.
In this episode we unpack Nathalie’s beliefs on what makes or breaks a good sales. Not surprisingly, everything starts with building human-to-human connections and detaching yourself from the outcome.
But what does that actually mean? And how can you discover your true potential? What is the winning mindset in sales?
All of that and more is what we discussed in this episode, enjoy!
This is the shortest episode we've ever record with the Revenue Discussion Podcast.
In this episode you'll get the latest updates from all the upcoming events by Usights.
Next to that we'll talk about the positioning of the community & the sales leaders we'll be focusing on with the community.
Enjoy the episode!
If you have a certain topic you want us to cover in the next Founder Episode, let us know.
Please meet David Uytterhaeghe! David is an incredible sales person that recently made the jump to become a sales outbound coach. And thank god he finally did!
In this episode we talk about just anything related to sales outbound. We start by unpacking David’s story on how he started doing door-to-door sales and evolved into the excellent sales person he is now.
We also touch on cold outbound channels such as phone & email. David shares passionately important elements you must consider and even demo his cold calling opener.
If you are performing sales outbound activities, I can strongly recommend this one - enjoy!
Kjelle Alaers has been in sales for more than 15 years.
Even though to the outside world it looked like he was doing more than alright: crushing targets most of the time, doing the calls, going into the sales meetings…
However, inside, Kjelle was struggling.
I cannot thank Kjelle enough to come on the show showing that much vulnerability.
I am certain that it isn't easy for many other reps out there. Sales is hard. We have to face rejections, objections, the pressure of sales targets, and so on.
Having stress is part of the job, but how you cope with it is on you.
Please listen to this podcast if you also value the importance of mental health.
Kjelle shared with us how he suffered from several panic attacks. We hope for you it doesn’t get that bad, but make sure to recognize the symptoms early on.
Sales is hard, but let yourself be in control of how hard you make it for yourself.
Enjoy this episode!
RevOps is an upcoming theme within revenue organizations, but what is it exactly? What is the role of RevOps & when does it start to become relevant for a scale-up to have a responsible for rev ops? In this episode of the Revenue Discussion podcast we have Andrea Balducci, Head of Revenue Operations at Sortlist, as a guest.
In this episode we'll talk about his development into a role in RevOps, the methods he uses to identify opportunities of improvements and best practices he learned by putting his knowledge into practice.
We hope this episode helps you in identifying & solving the inefficiencies and misalignments in your commercial department.
"How will Web3 impact the revenue organization?" That’s the central question of episode 31 of The Revenue Discussion podcast.
To answer this question in depth we have invited Dado van Peteghem to the show. Dado has always been a thought leader when it comes to helping organizations with their innovation vision & strategy. The last couple of years he’s been heavily involved in the newest development regarding blockchain, web3, NFT, metaverse etcetera.
During the episode we’ll talk about the importance of community-driven sales on the revenue organizations, how Web3 can help with this and see some great examples of how companies are using Web3.
Want to learn more about Web3? Get in touch with Dado!
Enjoy the episode!
Time for an update on our side again. Last week we explained the partner-first strategy in detail, but thanks to some great news we’re able to pivot again from this strategy. What is that precisely? You’ll have to listen to the episode to get up to speed!
Besides that we go more into detail about the cohort-based learning & the members environment we’re building right now!
We end the podcast with a sneak peak of what's to come for the We Are Sales conference on May 11th.
Today we’ve invited Christophe Bostyn to the show. If you don’t know who he is, he is Director Global GTM Strategy & Business Intelligence at Showpad.
In this episode we unpacked Showpad's vision on the future of sales management & sales leadership.
We talked about modern selling, how to be buyer-journey first, remote selling, the evolution of the sales profession, how to lead based on data, and so much more!
We hope you enjoy this episode!
Today we’ve invited Jeroen Poels to the show. If you don’t know who he is, he is the founder & CEO of Deltaworx, a leading staffing agency for students.
In this episode we unpacked Jeroen’s story. For instance, at an early age he was able to build, grow & maintain a successful business.
But how did he find his first clients? How was he able to scale this up? At what point did he have to recruit a sales team? How did all this influence Deltaworx’ growth journey?
Moreover, we touch on his views on failures, board of directors, the power of a personal brand, and so much more.
We hope you enjoy this episode!
Michael Humblet has more than 20-years of sales experience & has held titles such as sales director, VP of sales, head of sales… you name it!
However, recently Michael decided to focus on something else because he saw a big shift happening in the market. For instance, Michael noticed people were no longer buying as they used to. Technology has disrupted the buying journey and that had consequences for the revenue department.
That’s why after 20 years in sales Michael decided to found Chaomatic, a video marketing agency with a big focus on storytelling.
In this episode we’ll talk about how to acquire new customers, the importance of content creation & how the future of sales might look like.
Enjoy the episode!
How innovative is your revenue organization?
What does that even mean? Let’s be honest, we know that “innovation” is crucial for sustainable growth, but what does that entail?
That’s why we asked Isabella Pratita to the show. Isabella is founder & CEO of Higrowth, a data-driven marketing agency, helping innovative players to accelerate their growth using data.
In this discussion we unpack what it means to build an innovative revenue organization. We touch on concepts such as the lean start-up principle, the sprint methods, business prototyping & design thinking.
Learn in this episode about Isabella’s methodology on how to leverage the power of data to build that innovative revenue organization.
Enjoy!
Already 25 episodes of The Revenue Discussion Podcast, this means it’s already half a year ago when we started this initiative! Thank you all for listening to the podcast, be prepared for even more episodes on everything Revenue Growth. In this episode Maarten & Dylan will be discussing a wide range of topics. First of all you get to know the approach we’ll be taking to grow the community, namely the Partner-First approach. Followed by that we’ll discuss the different initiatives we’ve been testing over the last couple of months and how they will be adjusted in the future. Next to that we’re also revealing a new concept we’ll be launching in the near future. Lastly we’ll talk about the positioning of the community and how we see the community evolving in the future. Enjoy the episode!
Do you know how long it takes, on average, between the first time your prospect hears about your company and when you close a deal with them?
Do you know what really brings in new revenue month after month?
Do you know what marketing activities you should be focusing on?
Do you know when exactly sales must take action to secure an SQL?
All solid questions we, as revenue leaders, ought to ask ourselves.
Well, let’s bring someone on the show that can help us with this. We have invited Steffen Hedebrandt to the show. Steffen is co-founder & CMO of Dreamdata.io.
Their mission is to gain visibility in what actually drives B2B revenue. That means: capturing, consolidating and transforming customer & revenue data into visual insights. So that you as a leader can make better & more educated decisions.
In this episode, Steffen shares with us some key stats & learnings he got from his experience with Dreamdata.
We hope you enjoy this one!
Ever wondered what it takes to kill it as an Enterprise AE?
For instance, the rules are different there. In Enterprise Sales we are talking about heavy deals, with sophisticated decision making units & buying criteria. Also, you don’t close a deal just by yourself after a couple of sales meetings. The process is long & requires a lot of discipline and commitment.
That’s why we asked Thomas Dalberto, Enterprise AE at Microsoft, as a guest on the show to clear things up.
We cover a couple of interesting topics, such as: -Should becoming an Enteprise AE be a career goal?
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How is it different from other sales jobs?
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What sales methodology should you work with?
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What is multi-stakeholder management?
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What is a “champion” and what’s the influence of that champion on your success of capturing the deal?
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How do you make sure you are always a step ahead of competitors?
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Who do you collaborate with?
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What does the day-to-day of an Enterprise AE look like?
So, are you ready to kill it as an Enterprise AE?
If so, please enjoy the episode!
Get inspired by the story of EASI on how they’ve built a winning sales culture that attracts & retains talents.
In times where it’s rough to get the right talents, it is key to build an environment and culture that’s attractive.
We have invited Thomas Van Eeckhout to the show. If you don’t know who is, he is co-CEO at EASI, an IT company that provides cloud, security & software solutions.
What makes the story of Easi so unique, is their power to attract & keep very talented salespeople.
To throw some stats here:
· They have been voted “Best Place To Work” 8 times in a row
· They recruit +100 people per year
· In less than 3 years, they have gone from 250 to 450 employees
Together with Thomas, Dylan tries to understand what it means to build a winning sales culture, how to maintain it & how we can try to systemize this in a way that it can grow with the growth of the company.
We hope you get inspired by their story.
When building out a scaleup, the sales organization is one of the most important aspects in scaling the business. Therefore we’re always curious on how scaleups are handling this important aspect of their growth.
In this week’s episode Niels Van Weereld, CEO of Metamaze, will talk to us about his experience in building out Metamaze. You’ll get to know the aspects that went well, the things he would do differently next time and the key learnings in terms of revenue growth.
A must listen if you’re about to build out your revenue department.
Enjoy the episode!
Maarten is back on the 20th episode of the Revenue Discussion podcast, for the Usights founders update.
In this episode we talk about the events and activities we've been planning over te summer to help the sales professionals in Belgium improve in their activity. Beside that you get the overall vision of where we want to take the community in order to be relevant for the Belgian sales professionals.
We hope you enjoyed your summer and are ready to get started again! Enjoy the episode!
What role will AR play in the sales process of the future?
Yes, that’s one of the questions we asked Tom in episode 19 of the Revenue Discussion podcast. In this episode we talk about technology in sales and how it can improve the sales process and the decision making process of the prospect. Besides that we talk about the change in the sales landscape and how sales professionals will (have to) change.
Enjoy the episode!
If at the end of the demo the discussion maker doesn’t ask for a price, the deal is probably dead.
This is one of the takeaways we got in the 18th episode of the Revenue Discussion podcast from Juan Schmitz. In this episode he’ll explain us more about the sales processes of tech startups.
In this episode we’ll go through the process of startup sales, get best practices from Juan and discuss the different stages in startup sales, based on the size of a startup.
Enjoy the episode!
How experiences in acting, psychology & teaching provided the foundations of a sales methodology. On the 17th episode of the Revenue Discussion Podcast we have Jozefien De Feyter as our guest. In this episode we go deeper into the role of psychology in sales & the importance of a personal approach, both for the sales professional as for each customer.
They always say: “treat a person how you want to be treated”, but Jozefien likes to put it another way: “Treat the person how they want to be treated”. This is just to say that people are different, so you need to act in different ways to put the customer at ease. But remember: you don’t need to have a click with a person to make a sale!
Curious why this is the case? Watch the full episode.
Enjoy!
In the 16th episode of the Revenue Discussion podcast we'll talk about everything in regards to systems needed in a sales organization. To do so we invited Cedric Royer to explain the systems he puts into place when he enters an organization and what the impact is of each change. Of course not all processes are good, so we’ll also talk about the importance of questioning the current systems & processes that are already there. This episode will show you how you can kill intuition & work in a systemized way.
Enjoy the episode!
Every 5th episode of the Revenue Discussion podcast we talk about everything that's going on at Usights. Since the last episode of this kind, We Are Sales took place. In this episode we'll be reflecting on the event: what went well & what could go better.
We continue the episode with what's next for Usights, we have some exciting news...
Enjoy the episode!
Bram Vandevelde, CEO of Leadcamp is the guest on episode 14 of the Revenue Discussion Podcast. During the episode we'll take a deep dive in his relationship with sales, how this inspired him to start Leadcamp, the power of Leadcamp and his views on a variety of topics. Enjoy the episode!
In the 13th episode of The Revenue Discussion podcast we have Pascal Persyn as our guest, CEO of Perpetos. In this episode we take a deep dive into commercial excellence.
For a lot of people the views of Pascal might be a surprise and a real eyeopener. One of these things is fact that marketing & sales alignment with internal KPIs is not the way to go, it’s all about the alignment with the customer. Also Pascal doesn’t believe in a linear, standardized process for sales professionals. In this episode we unpack these views of Pascal and many other interesting learning.
Enjoy the episode.
In this episode of the Revenue Discussion Podcast we got the chance to learn more about Marvin, country manager of the French speaking regions at GoStudent, & his role at GoStudent. GoStudent is a venture backed EdTech unicorn that's disrupting the tutoring market.
During this episode we'll be taking a deep dive in the growth of GoStudent & the most important aspects in achieving this growth.
We'll be touching on topics like: the importance of culture, what you should be looking for when recruiting new talents, how leadership has to change at a certain moment & so much more.
Ready to scale your business?
Enjoy the episode!
What are the keys to scaling your organization? This is the main question we tried to answer in the 11thepisode of the revenue discussion podcast with Harold Roquet, head of SMB Sales at Deliverect.
Throughout the podcast Harold shared with us his learnings from scaling the SMB team at Deliverect. At the moment he joined the company was just composed of a couple of people, by now the whole company has grown to a rocketship of more than 350 people.
Listen to the podcast if you want to learn more about the difficulties in scaling, what Harold is looking for in new recruits and so much more.
Enjoy the episode!
During this 10th episode Dylan & Maarten give a behind the scenes of what is happening at Usights. Learn how these entrepreneurs took on the challenge to build the leading sales community. Subscribe to the podcast 👉 https://www.u-sights.be/podcast/
In our 9th episode we had the pleasure to have Carmina Coenen on the podcast. We start the episode of with the first big topic of the day: lifelong learning. In Carmina’s eyes it’s key to keep learning and improving your skills in order to stay relevant in our fast changing environment. Besides that, not just learning, but really setting up a plan of where you want to go and what you have to learn in order to get there.
The second part of the episode goes deeper into diversity, inclusion and the importance of representation to get to a more diverse workplace. This even led the conversation to the possibility of a change in culture within an organization & how that comes about.
The last big chapter of the podcast touches on Value Driven Leadership. We go deeper into the way Carmina wants to lead her teams and the most important aspects of doing so.
This was only a very short summary of the event, listen the full podcast to learn more about Carmina and these topics.
In this 8th episode of the revenue discussion podcast we had the pleasure to have Koen De Witte on the show. Koen is the Managing Director & Founder of LeadFabrid, a pioneer in the alignement of sales & marketing operations in complex B2B environments.
In this episode we go into depth about the growth of Martech, how this technology is still evolving and what the future is for both Martech & Salestech.
Enjoy this episode full of leasons from the Mar- & Salestech world.
What are the keys to allign your marketing & sales teams in order to become a revenue team? This is a topic we discussed extensively with Kurt during Ep 7 of the Revenue Discussion podcast.
In this podcast we go deeper into the importance of the alignement of marketing & sales teams and really break the silos that exist within the organization.
If you want to learn more about the topic, Kurt will give a session about alignement during We Are Sales 2022: https://www.u-sights.be/we-are-sales/
Enjoy the episode!
In the 6th episode of the Revenue Discussion podcast we had a deep dive into sales excellence with Luc Vanheule. As the global director of sales excellence at Materialise, he's constantly optimizing the way sales is done on a global level. For us this was the perfect opportunity to have a deep dive in everything surrounding sales excellence and enablement.
We have a special announcement to make: Usights is gaining a member!
We're very proud to say that the new member is....
watch the episode for the answer.
Let us know what you think of the new acquisition!
In episode 4 of the Revenue Discussion podcast we had the honour to have Alexandra on the podcast, in which we talked about a wide range of topics. A large part of the conversation was centred around Alexandra's career in tech at Google, a career that might have been different if it wasn't for a visit to her friend in Dublin. Besides that, we talked a lot about company culture, self-development and self-awareness.
One thing that’s for sure: Dylan clearly did his homework for this episode, even our guest noticed it… Take a listen to the episode and you’ll know what I mean.
Enjoy!
Calling Jeroen an ambitious person is an understatement... Eventhough he's still at the beginning of his carreer, he's already active as the AMEA Program manager at Pinterest. In this podcast we go deeper into the career of Jeroen, his key learnings from starting in a managing role, what the future of sales holds and we even end up talking about the metaverse. Enjoy this episode!
In this second episode of the Revenue Discussion podcast, Bruno tells us about his story in sales. You'll learn how he went from hating sales to having a 30-year career in sales. As the managing director of The House of Sales he come in contact with sales people on a daily basis. One of the many things he'll explain is why only 5% of sales people have the right to call themselves real sales professionals and what makes a good sales professional. Enjoy the episode!
You might know Peter already from his own podcast "What's on your mind", where he talks about mindset, personal growth and selling. In his day-to-day life Peter is active as sales director at Dropsolid. In this episode we dive deeper in Peter's sales career, the future of sales, what makes a great sales professional and so much more. Enjoy the episode!
Welcome to episode 0 of the Revenue Discussion podcast. In this episode we'll tell you about the pivot we decided to make with Usights, in order to become the leading sales community in Belgium. You'll learn more about us (the founders), discover the reasoning behind the change, what the community entails and get a sneak peak on what's coming in the following months.