What I Wish I Knew

Hosted by Varicent

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Aug 2024

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About the show

Join our host, Jacklyn Lane, as she chats with experts about sales industry topics that... you guessed it... you wish you knew more about. Quota woes to seller motivation, and all the tech in between, dive into insights, stats, trends, and all the important details that'll keep you ahead of the game.

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13 recent

August 23, 202436 min

How Revenue and Technology Teams Align to Stay Innovative | ft. Special Guests Avinash Yegyanarayanan and Prithiv Permal

Ever feel like Business and Technology teams are speaking two different languages when working together? On this episode of 'What I Wish I Knew' by Varicent, we're joined by two business systems experts, Avinash and Prithiv from Moody's, as they discuss the pitfalls of broken and siloed communication between the two teams, and how to fix it to create the perfect environment for collaboration and innovation. Wonder how do Business and Technology teams align to stay innovative? Do you know how to leverage Generative AI to enhance business operations? How do you approach the "Build vs. Buy" problem in tech? Discover the answers to these questions (and more) on this episode of 'What I Wish I Knew'⁠ by Varicent.

June 28, 2024Episode 627 min

Unlocking the Secrets to Successful Revenue Operations | ft. Special Guest Jason Cahill

Revenue operations is the glue that connects the revenue engine inside your organization—but how do you make it drive at full-speed? On this episode of What I Wish I Knew, we're joined by Jason Cahill, VP of Revenue Operations at Venture, for a conversation about the importance of revenue operations, how to apply a data-driven approach, how to foster a learning culture, and how to streamline operations.

June 28, 2024Episode 429 min

Why Progressive Insurance Carriers Are Adopting SPM | ft. Special Guest Tom Davis

Ready to dive into the world of sales performance management within the insurance industry? Tom Davis, Vice President of Insurance Sales at OpenSymmetry, breaks down his key insights on driving alignment, reducing costs, and enhancing the producer experience to unlock superhero status in insurance sales. Tune into this episode to explore the challenges, successes, and failures faced in his journey, and uncover strategies to optimize and improve sales performance management for revenue growth, improved margins, and increased competitiveness.

April 2, 2024Episode 334 min

Elevate Your SPM Strategy | ft. Special Guest Bettina Kaemmerer

Sales organizations in EMEA are grappling with a market that's as predictable as London weather ☀️☔️🍃. Compounded by different regional sales cultures and regulations, navigating this landscape requires a hefty dose of agility 💪. But it's not just the internal challenges that EMEA sales teams face. Buyer behaviour is shifting, demanding swift responses and adaptations. So, how do you stay ahead in this dynamic market? It's all about cross-functional communication and the right technology. In this episode, we're joined by sales compensation expert, Bettina Kaemmerer. As a trusted advisor for high-performing sales organizations in EMEA, she will share her experiences and insights into how to set your sales teams up for success. Tune in for strategies and tactics that set successful EMEA sales teams apart, including: ➡️ Understanding the impact of diverse sales cultures and regional regulations ➡️ Navigating the shifts in buyer behaviors and strategies for supporting these changes ➡️ Managing a new level of stress for sales teams internally ➡️ Executing more frequent planning to address emerging challenges ➡️ Implementing connected technology and securing internal buy-in Whether you're a seasoned sales professional or a newcomer to the EMEA market, this episode is packed with insights and strategies for elevating your performance. 🚀 Key Moments 00:00 Introductions 01:27 Key Trends in the EMEA market 03:13 Digital Transformation in the EMEA region 04:30 Internal Sales Team Challenges 06:18 Non-Monetary Rewards 09:52 Sales Leaders Management Tactics 13:08 Changing Buyer Behaviors 15:19 Doing More with Less 24:00 Importance of Open Communication 25:59 Frequent Sales Planning cycles 31:33 Quick Questions

February 27, 2024Episode 230 min

Rethinking Sales Performance Management | ft. Special Guest James Mulligan

Incentive Compensation tech has long stood as the cornerstone of sales performance management (SPM). However, with the explosive growth of artificial intelligence (AI) and other emerging technologies, sales experts are now searching for the next big game-changer. Sales organizations are demanding a proactive approach that connects sales planning with incentive compensation. Traditional go-to-market methods and disconnected systems make you too slow and too reactive to change. Join host Jacklyn Lane and special guest James Mulligan, a leader in the SPM space, as we explore the new realities of SPM and the rise of sales planning. In this episode, James will not only share his first-hand experiences of witnessing and actively participating in this SPM transformation over the years. Tune in as we explore: 💡 How Sales Performance Management is transforming? 💡 How to effectively integrate Incentive Compensation and Sales Planning? 💡 The emerging expectations from sales planning solutions 💡 How to leverage data, analytics, and AI for forward-looking insights We also cover key finding from a recent Sales Management Association report. Read the full report for insight into how you can set your team up for success in today’s change-intensive environment. Key Moments 00:00 Introductions 01:14 SPM: 20 years ago to now 04:06 Empowering Sales Teams through an Integrated Sales Eco System 07:43 AI’s Impact on Sales Performance Management 09:34 What’s next for SPM? 12:35 The Importance of Connected GTM Planning 15:56 Managing and Adapting to Change 21:49 Technology and Collaboration 26:05 Quick Questions

January 31, 2024Episode 121 min

The Revenue Transformation and SPM Connection | ft. Special Guests Sri Ayyeppen and David Kohari

Is it the right time for a revenue intelligence transformation? In this market, it’s not a luxury, it’s a must. When you invest in sales revenue planning, you understand your data and clients better, and you can make strategic decisions faster. Jacklyn Lane is joined by Argano leaders Sri Ayyeppen, CRO and David Kohari, VP, Customer Success. Tune in to discover: Why organizations must prioritize revenue transformation now, more than ever Explore the dynamics of the sales performance management market, where strategic guidance and optimization of a sales team's efforts are pivotal for reaching sales objectives Why process, people and technology need to be aligned How Sales Performance Management and agility are connected Why you can’t afford to 'set it and forget it' Key Moments 00:00 Introductions 01:20 What is Revenue Transformation? 03:08 Why Sales Performance Management is Critical 07:31 Revenue Transformation Customer Success Story 09:02 The Rise of the Chief Revenue Officer (CRO) 13:42 The Role of Finance in Sales Performance Management 15:45 The Pillars of Sales Performance Management 19:44 Key Takeaways

January 19, 2024Episode 228 min

How to Navigate Revenue Volatility | Special Guest Ryan D'Souza

Cross-functional leader Ryan D'Souza joins host Jacklyn Lane to discuss strategies and actions you can take to minimize the impact of revenue volatility and create a predictable growth engine. Gain valuable insight into: Why unifying your tech stack is important for your customer experience. How to minimize the impact of volatility by improving not removing. How culture has an impact and what to do with a ‘Founderitis’ diagnosis. Why you need a Customer Journey owner. Why you can’t have a predictable revenue engine without aligning sales and marketing. Don't miss this engaging conversation packed with expert advice from Ryan D'Souza! Discover how revenue intelligence improves sales execution and makes more money for your company

January 19, 2024Episode 334 min

How Does Sales Comp Drive Sustainable Growth? | Special Guest Bruce Jackson, Blue Horizons Group

Closing the deal takes 4x the effort, with far less reward. In a disruptive market, sellers need help. What is your strategic secret weapon to combat volatility and build a positive sales culture? 🔍 📢 Spoiler alert: Your go-to-market model and sales compensation strategies are the power duo many haven’t tapped into yet. Join Jacklyn Lane and Bruce Jackson, VP of Strategy Services at Blue Horizons Group as they dive into tactics and strategies for supporting sellers and driving profitable revenue growth. You’ll get valuable tactics and strategies for: ➡️ Adjusting your go-to-market strategy to keep sellers engaged. ➡️ Focusing sellers on the most productive opportunities. ➡️ Empowering your sellers to be better negotiators. ➡️ Making decisions based on data, not gut feel. Don't miss this timely conversation! Learn more about creating the sales compensation plan for your business. Boost ROI.

January 11, 2024Episode 433 min

Why Sales Compensation Plans Must Change | Special Guest Sacha Bakht

When was the last time you re-assessed your sales plan? What are some early warning signs that indicate you need to adapt and adjust? How does a collaborative culture help drive wins? In this episode of What I Wish I Knew, Jacklyn Lane and Sacha Bakht answer these questions and more. Who is this session for? Revenue leaders and sales professionals who are looking for tactics and strategies for: ✔ Understanding the building blocks of your comp plan ✔ Identifying early warning signs of trouble within your team ✔ Why the no-fail culture doesn’t lead to wins ✔ How to use data, how not to use data Learn more about creating the best sales compensation plan for your business. Boost ROI. Key Moments 00:00 Introduction 01:18 How to understand the health of the sales plan 07:57 Mid-year assessment best practices 11:24 Pipeline and win-rates 13:10 Identifying the sales tremors 16:28 The Impact of a supportive and collaborative sales culture 20:54 Data is not a ‘Gotcha’ mechanism 22:54 How can comp motivate good behaviors? 25:24 When to reward performance? 26:54 The power of non-monetary recognition 32:14 Wrap up

January 11, 2024Episode 616 min

Top 5 Sales Tips | 2023 Sales Insights Unwrapped

💥 What a year! 💥 It’s a wrap on What I Wish I Knew, season 2. This season, we tackled those topics top of mind for sales professionals. Watch as host Jacklyn Lane takes us through her Top 5 Insights of the season. 🤝 How is tech and sales culture intertwined? 🎢 How has sales changed in this challenging market? 🎯How can the three-legged stool support the customer journey? 👀 What is a sales tremor? 🧐 How is AI impacting the industry? Are you looking to increase your revenue while motivating your salespeople to be the best they can be? Check out our What is Sales Performance Management blog?