Episodios

  • From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector

    From Philosophy to Sales: Navigating Career Transitions with Dan Drees, Global VP of Sales at Endpoint Protector
    Jan 17 2025
    This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dan Drees, Global Vice President of Sales at Endpoint Protector, part of Netbricks. In this episode, Guy and Dan explore the evolution from philosophy graduate to global sales leader, the importance of strategic career planning, and the challenges of leading teams through acquisitions. Dan Drees is the Global Vice President of Sales at Endpoint Protector, where he leads a team of 20 employees across multiple regions. With a unique background starting in philosophy before transitioning to tech sales, Dan brings a strategic approach to sales leadership and team development.
    Más Menos
    38 m
  • Your Revenue Health Blueprint for 2025 (Webinar Replay)

    Your Revenue Health Blueprint for 2025 (Webinar Replay)
    Jan 17 2025
    In this episode of Revenue Insights, host Guy is joined by Jonny Adams, Managing Consultant at SBR Consulting, to explore revenue acceleration, challenges in meeting sales quotas, and the impact of data-driven insights on sales performance. Jonny shares strategies for improving sales processes, understanding buyer personas, and using technology to drive growth. With over 20 years of experience, Jonny has worked with 1,000+ organizations across sectors like technology, professional services, and finance. He discusses key challenges faced by go-to-market teams and highlights the importance of adopting a data-driven approach to enhance sales outcomes and develop effective revenue strategies.
    Más Menos
    37 m
  • Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow

    Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow
    Dec 19 2024
    This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effective qualification, and strategies for improving sales team performance through data-driven insights. Brad Cross is the Chief Revenue Officer at Upflow, where he leads sales, customer success, marketing, and operations. With over 20 years of experience in sales leadership, Brad has successfully transitioned from MarTech to FinTech, bringing his expertise in customer engagement and relationship management to the financial sector.
    Más Menos
    36 m
  • Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith

    Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
    Dec 5 2024
    This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. With over 20 years of experience scaling InfoSec and identity companies, Dean shares insights on building global teams, leveraging partner ecosystems, and creating effective sales enablement programs in today's virtual environment. Dean Hickman-Smith is the Chief Revenue Officer at HackerOne, where he leads a global team helping organizations find and fix critical vulnerabilities through ethical hacking. He has held leadership positions at companies including Netscreen, Proofpoint, and AeroHive. At HackerOne, he oversees a team of 70+ sellers globally, managing the world's largest network of ethical hackers with over 2 million people on their platform.
    Más Menos
    36 m
  • Building High-Converting Teams with Sean Murray of Lead IQ

    Building High-Converting Teams with Sean Murray of Lead IQ
    Nov 28 2024
    This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today's sales landscape. Sean Murray is Senior Director of Sales and Sales Development at LeadIQ, a pipeline generation platform focused on delivering high-quality contact data. With over a decade of experience across various sales roles, Sean has transformed LeadIQ's sales development approach from a volume-based to a quality-focused strategy. Before LeadIQ, Sean held positions at Salesforce, Conga, and Meltwater.
    Más Menos
    38 m
  • Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore

    Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
    Nov 14 2024
    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 Operations Officer at Prodoscore, an AI-powered and employee-centric data intelligence solution dedicated to making teams more successful. Before working as COO, Mike held the position of Chief Revenue Officer. He has over twenty years of experience in sales leadership, team building, operations management, and customer experience. Mike has also worked for Vonage and Cbeyond.
    Más Menos
    24 m
  • Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement

    Beat The Benchmarks #2: How B2B Tech Sales Leaders Can Drive Better Relationships and Engagement
    Nov 7 2024
    In this episode, Guy and Adam discuss enhancing B2B sales relationships and engagement, particularly in light of the challenging economic landscape that characterized 2023 and early 2024. They also explore the importance of consistency in the sales process, leveraging executive networks, and utilizing AI technology for deeper engagement insights. Guy Rubin is the founder and CEO of Ebsta, the Revenue Intelligence Platform for Salesforce and Hubspot customers. He founded Ebsta in 2012 with an aim to score the world’s business relationships. Guy is also CEO Ambassador at Pavilion and CEO at Culuru Consulting. Adam Roberts has over ten years experience across sales and business development within global professional services firms and tech startups. He is Sales Director at Ebsta. Before this, Guy was Business Development Director - Key Accounts at Wood, and Director of Business Development at Introhive.
    Más Menos
    28 m
  • Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful

    Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
    Oct 24 2024
    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 scaling tech companies from $220 million to over $1 billion in Annual Recurring Revenue (ARR), the necessity of detailed planning in sales organizations, and the importance of contingency plans. Jake Hofwegen is the VP of Global Revenue Operations at Contentful and a revenue leader with over twenty-five years of experience in the revenue and sales operation space. He describes his role as helping technology companies grow and thrive by designing scalable and effective GTM programs. Jake has previously held similar positions at companies like NetSuite, McAfee, and Flexport.
    Más Menos
    1 h
adbl_web_global_use_to_activate_webcro768_stickypopup