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The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the brightest minds in RevOps. Listen for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps and Revenue Intelligence to the next level.
336 Episodes
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In this episode of the Revenue Insights Podcast, host Guy Rubin sits down with Tera Gillen, Vice President of Global Operations at Atlantic Growth Solutions, for a deep, practical conversation on what sustainable growth really looks like in modern B2B organizations. With a career spanning leadership roles at Skillsoft, Docebo, and now Atlantic Growth Solutions, Tera brings a rare blend of operational rigor and human-centered leadership. Together, Guy and Tera explore how aligning people, process, and technology is the key to predictable growth—without burning out your teams or alienating your customers. From redefining ICP through the voice of the customer, to building retention engines driven by executive-level engagement, this episode is packed with real-world insights for sales leaders, RevOps professionals, and customer success teams navigating growth in an AI-driven world. Key takeaways: ✔ Growth starts with listening to your customers ✔ Retention is driven by engagement, not just usage ✔ Data matters—but context and storytelling matter more ✔ The best RevOps teams power the entire executive strategy ✔ Sustainable growth is built by empowering people, not exhausting them Whether you're a CRO, RevOps leader, sales manager, or founder, this conversation will challenge how you think about growth, retention, and leadership heading into 2026.
In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta founder and MD of Revenue Intelligence at Fullcast, sits down with Mike Huffaker, Chief Revenue Officer at Planet DDS and host of The Dental Economist Show. Mike's journey into SaaS leadership didn't start in technology. Instead, it started by selling high-end Italian shoes to retailers like Neiman Marcus and Nordstrom. But when he looked around Silicon Valley and realized tech was reshaping the world, he took a leap that would redefine his career. After breaking into SaaS through an early-stage startup, Mike quickly rose through the ranks building remote sales teams, opening multiple offices, and scaling organizations from scratch. Today, as CRO at Planet DDS, he leads a rapidly growing revenue organization that has helped scale the company from $12M ARR to more than $100M. In this conversation, Mike shares the leadership mindset that fueled that growth, why curiosity is the most underrated trait in sales, how listening deeply to customers creates category leadership, and why many assumptions about career ceilings in tech are simply wrong. If you're a sales leader, founder, or revenue operator, this episode reveals how great leaders turn curiosity into growth, build loyal customers, and scale SaaS companies in unexpected industries.
In this episode, Ben O'Mathuin shares how to transform Customer Success from a retention function into a strategic revenue engine. Learn how to align Sales and CS, coach CSMs for commercial impact, and drive predictable growth from existing accounts.
Discover how Recast Software's VP of Sales, Mikey Abts, is redefining sales-generated opportunities. In this episode of Revenue Insights, learn how to move beyond traditional BDR models with freemium strategies, AI-driven qualification, and relationship-focused selling to drive consistent revenue growth. [The Revenue Insights Podcast is sponsored by Mailtrap. Try Mailtrap for free: https://l.rw.rw/revenue_insights_3]
Explore how Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, joins host Guy Rubin on the Revenue Insights podcast to discuss leveraging data, AI, and strategic alignment to transform sales enablement, drive measurable revenue impact, and create sustainable behavioral change. [The Revenue Insights Podcast is sponsored by Mailtrap. Try Mailtrap for free: Mailtrap.io]
In this week's eisode of Revenue Insights, Adam Roberts sits down with Daryl Weldon, VP of Sales at Verisys, to discuss her journey from clinician to sales leader and the keys to building high-performing, trust-based teams in today's AI-driven sales landscape.
In this episode of Revenue Insights, Greg Leos, Payments Division Leader at Weave, unpacks the critical breakdown in employer-employee trust and its impact on revenue growth, talent retention, and workplace performance. Drawing on over two decades of global revenue leadership, he shares actionable strategies for building authentic cultures, balancing performance with respect, and creating environments where top performers thrive.
Discover proven sales qualification strategies in this greatest hits episode of Revenue Insights. Learn how top revenue leaders implement MEDDIC and Acxiom frameworks to improve pipeline quality, drive adoption, and close bigger deals.
In this episode of Revenue Insights, Adam Roberts chats with Popl VP of Sales Dieter Heren about evolving from RevOps to sales leadership, using AI without losing human connection, consolidating tech stacks, and building data-driven, efficient revenue teams.
In this episode of Revenue Insights, host Guy Rubin speaks with Sam Jacobs, Founder and CEO of Pavilion, about the evolving challenges of B2B sales and revenue leadership. Sam explains why the SaaS playbook is no longer effective, how AI is reshaping go-to-market strategies, and why customer retention is now the true growth driver. They dive into data-backed approaches for building resilient revenue teams, pushing back on unrealistic targets, and thriving in an increasingly volatile market.
In this episode of Revenue Insights, host Guy Rubin speaks with Kyle Morden, VP of Sales at HiHello, Inc., about how AI and data-driven strategies are transforming modern sales. Kyle shares why 44% of sales contacts never make it to CRM—and what that means for pipeline accuracy and team efficiency. They explore how sales leaders can strike the right balance between automation and authentic human connection to drive long-term customer relationships.
In this episode of Revenue Insights, host Guy Rubin sits down with Alex Rich, VP of Sales North America at GitGuardian, to discuss how focused channel partnerships can drive scalable revenue. Alex shares his "Focus Partner Model," insights on avoiding channel conflict, and why well-supported partner managers can outperform individual reps. Perfect for sales leaders looking to turn partnerships into a core growth engine.
In this episode of Revenue Insights, host Guy Rubin talks with Shianne Sampson, Global VP of Sales at Eventbrite, about turning around underperforming sales teams through data-driven leadership and culture-first coaching. Discover how side-by-side coaching, clear expectations, and tough personnel decisions can create a high-performance sales culture built for sustainable success.
In this episode of Revenue Insights, host Guy Rubin talks with Matt Hemingway, VP of Sales & Operations at Axcient and Olympic silver medalist, about applying disciplined coaching and culture-first leadership to build high-performing sales teams. Learn how the SPAC framework, strategic hiring, and internal promotion drive sustainable revenue growth.
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Ian Wessel, VP of Revenue Operations and Strategy at Monta, to discuss how RevOps drives business transformation. Ian shares insights on proving ROI, aligning cross-functional teams, and leveraging data for strategic decision-making. With over 17 years of experience across companies like Salesforce and Intercom, he offers practical strategies for scaling revenue operations and connecting GTM execution to measurable outcomes.
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore the evolving landscape of enterprise software sales. 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 also discusses how AI and analytics are reshaping sales qualification, customer engagement, and revenue optimization. With over 17 years of experience in enterprise software, Hervé provides actionable takeaways for sales leaders looking to scale their teams and drive growth in an increasingly competitive market.
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, speaks with Dan Sylvester about the evolving dynamics of B2B sales and customer success. Dan shares insights on aligning value across teams, balancing automation with human engagement, and redefining ideal customer profiles for sustainable growth. With extensive experience in revenue leadership, he specializes in optimizing customer journeys, scaling high-value activities, and driving measurable outcomes. This episode offers key takeaways for revenue leaders looking to enhance sales efficiency, improve customer advocacy, and adopt smarter growth strategies.
In this episode of Revenue Insights, host Guy Rubin speaks with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, about the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, measuring effectiveness, and the impact of AI and remote work on modern sales strategies. With 18+ years of experience at Red Hat, Pendo, and PagerDuty, she specializes in aligning global teams, scaling enterprise sales, and shifting organizations from transactional selling to strategic partnerships. This episode is packed with valuable takeaways for sales leaders and enablement professionals looking to optimize performance and drive revenue growth.
In this episode of Revenue Insights, Adam Roberts talks with Raja Agrawal, VP of Sales at BrowserStack, about his journey from a rural Indian village to global sales leadership. They explore the evolution of B2B buying behaviors, managing a 100% remote sales team, the role of AI in sales operations, and the importance of cultural intelligence in global markets. With experience at SAP, Microsoft, and BrowserStack, Raja shares practical insights on fearless leadership, remote team management, and adapting to modern sales environments. Tune in for actionable strategies on driving global sales success.
![How Top Sellers Outperform Their Peers [Webinar Replay]](https://static.libsyn.com/p/assets/d/8/0/e/d80e802e9c2b93dad959afa2a1bf1c87/c241c340-e944-11ef-b9b7-6fbb1d072a6d.png "How Top Sellers Outperform Their Peers [Webinar Replay]")
In this data-driven episode of Revenue Insights, Guy Rubin and Adam Roberts analyze 4.7 million sales opportunities worth $57 billion to uncover what sets elite sellers apart. They discuss why top performers close 30% of deals at discovery, the importance of early stakeholder engagement, and strategies to elevate B and C players. Guy Rubin, CEO of Ebsta, is an expert in revenue intelligence, while Adam Roberts, Sales Director at Ebsta, specializes in sales strategy and pipeline optimization. Together, they share actionable insights on qualification, multi-threading, and sales effectiveness. Tune in to learn how to replicate top-performing sales behaviors and drive results.
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