The Revenue Insights Podcast

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.

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.

In this episode of Revenue Insights, host Guy is joined by Lauren Boynton, VP of Sales at Qstream, to discuss her career journey from project management to sales leadership. They delve into the role of customer success in driving revenue and how innovative sales methodologies are reshaping the industry. Lauren Boynton, VP of Sales at Qstream, has over 13 years of experience across customer success, project management, and sales enablement. With a background in television and software, she leads initiatives to improve sales efficiency and customer outcomes, driving changes in sales methodologies and processes for better forecasting and pipeline management.