This week on the Revenue Insights Podcast, we are joined by Louis Poulin, Vice President of Revenue Operations at Buildertrend.In this episode, Guy and Louis explore improving the efficiency and effectiveness of revenue generation by consolidating and aligning operations teams. Discover how to make an impact in just 90 days, understand what factors…

Episode 232: On this episode of “The Building Code,” Zach and Charley are chatting with Jordan Duggan, general manager at Caprock Design + Build. Jordan has extensive experience in various areas of construction with over 15 years in the industry. He’s always learning about advancements inbuilding science, new product developments and installation t…

Today on “The Building Code,” Zach and Charley are sitting down with Chris Meeken, owner of Black Tie Group. With time spent in the U.S. Marine Corps, Chris honed his leadership skills to build a highly skilled team of craftsmen. Now they work together to create partnerships with homeowners and ensure a high-quality, stress-free construction experi…

This summer, we’re bringing you five minisodes of “The Building Code” where we’re getting to know some of the brands we work with for CBUSA and Buildertrend Purchasing. In each of these quick, 15-minute episodes, Zach is chatting exclusively with brand reps to explore each partnership and how their products and services are bringing value to our cu…

Episode 230 On this episode of the “The Building Code,” Zach and Charley are chatting with Morgan Molitor, co-founder and creative director at Construction2style. As a husband and wife duo, Morgan and her husband Jamie have used their guiding principle of authenticity to turn what started as a lifestyle blog into a vibrant design + build company an…

This week on the Revenue Insights Podcast, we’re excited to share a talk by the redoubtable Guy Rubin, Founder and CEO of the Revenue Operations Community.In this episode, Guy dives deep into the power of clean data and how it transforms sales strategies. On stage at GTM EMEA 2024 hosted by Pavilion, Guy emphasizes the importance of focusing on you…

This summer, we’re bringing you five minisodes of “The Building Code” where we’re getting to know some of the brands we work with for CBUSA and Buildertrend Purchasing. In each of these quick, 15-minute episodes, Zach is chatting exclusively with brand reps to explore each partnership and how their products and services are bringing value to our cu…

Episode 229: Today on “The Building Code,” Zach and Charley are chatting with Tyler Farrell, owner of Killowen Construction and a bit of a celebrity in the construction world. Tyler and his team build luxury custom homes in Heber City, Utah and surrounding areas. Their goal is to ensure that their work is honest, and their homes are forever. Tyler …

This summer, we’re bringing you five minisodes of “The Building Code” where we’re getting to know some of the brands we work with for CBUSA and Buildertrend Purchasing. In each of these quick, 15-minute episodes, Zach is chatting exclusively with brand reps to explore each partnership and how their products and services are bringing value to our cu…

Episode 228: On this episode of “The Building Code,” Zach is flying solo with podcast guest Kathy Svetina, founder of NewCastle Finance. She and her team offer fractional CFO services to help small business owners ensure financial health and sustainability. Kathy has been at the helm of her own business for five years, but before that, she worked f…

This summer, we’re bringing you five minisodes of “The Building Code” where we’re getting to know some of the brands we work with for CBUSA and Buildertrend Purchasing. In each of these quick, 15-minute episodes, Zach is chatting exclusively with brand reps to explore each partnership and how their products and services are bringing value to our cu…

Episode 227 Today on “The Building Code,” Zach and special guest host Jon Walker, Buildertrend’s chief technology officer, are speaking with industry visionary Booker T. Washington, founder and CEO of Techie Homes Inc. in Atlanta, Georgia. Booker is a creative real estate developer and investor who pioneered the first black-developed micro-communit…

This summer, we’re bringing you five minisodes of “The Building Code” where we’re getting to know some of the brands we work with for CBUSA and Buildertrend Purchasing. In each of these quick, 15-minute episodes, Zach is chatting exclusively with brand reps to explore each partnership and how their products and services are bringing value to our cu…

This week on the Revenue Insights Podcast, we are joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion.In this episode, Guy and Kathleen explore community-led marketing and its impact on pipeline growth, how data can be used to drive a community-led GTM strategy, and how to improve customer retention through cohort analysis.As Senior V…

Episode 226: On this episode of “The Building Code,” Zach and Charley sitting down with returning guests, Joe Christensen and Adam Shaeffer, co-founders of Cardinal Crest Homes in Kansas City, Missouri. They offer their clients a memorable custom home building experience with step by step interior design consulting and in-house architectural servic…

Today on “The Building Code,” Zach and Charley are chatting with returning guest, Benji Carlson, director of content at Breakthrough Academy. Benji works with a team to create free, educational content that makes Breakthrough Academy an industry-leading advising and coaching company for contractors in North America. Tune in to the full episode to h…

This week on the Revenue Insights Podcast, we are joined by Michael Dalley, CRO at Aerial Vantage.In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can’t sell to someo…

Episode 224: On this episode of “The Building Code,” Charley and his dad James Burtwistle are co-hosting a special Father’s Day episode. They’re chatting with Cassie Parra, VP of operations and design manager, and Max Christiansen, founder and sales director, at Tru Builders. Cassie and Max work together as a father-daughter duo at their family-own…

Today on “The Building Code,” Zach and Charley are joined by Gloria Fuentes, founder of GloJoy Construction, a design build company tackling projects in New York, Texas, Florida – just to name a few. Gloria’s background in banking and real estate investing lead her to construction management where she brings projects to life – whether it be in the …

This week on the Revenue Insights Podcast, we are joined by Katharine Reagan, Chief Revenue Officer at Sago.In this episode, Guy and Katharine explore how Sago have pivoted from an exclusively Inbound-led to an Outbound sales motions, touching on the four ‘metrics that matter’, when to introduce qualification methodologies, and the four stages of t…

Episode 222: Today on “The Building Code,” Zach and Charley are hosting a live recording in front of Buildertrend’s Product team. They’re joined by industry leaders Heather and Steve Tankersley, co-owners of Tankersley Construction and long-time users of Buildertrend, as they share their candid feedback about the software. They know what it takes t…

This week on the Revenue Insights Podcast, we are joined by JD Miller, Chief Revenue Officer at Kantata. In this episode, Guy and JD dive into the importance of leveraging data analysis in sales to become a top performer, as well as the impact of technology and data on sales teams. JD shares the attributes of top performers, the importance of perso…

On this episode of “The Building Code,” Zach and Charley guestless talking about a couple topics they’re truly passionate about. They’re bringing listeners the inside scoop on some exciting internal changes that’ll positively impact the success of our customers and their businesses. In Charley’s words, “We want to make sure we're not just a product…

This week on the Revenue Insights Podcast, we are joined by Anthony Palladino, Chief Revenue Officer, Blake Kelly, Head of Enablement and Partnerships and Kirsten Vonck, Head of Customer Success at Mabl.In this episode, Lee, Anthony, Blake and Kirsten explore how the Value Hypothesis framework goes beyond basic discovery to drive sales success and …

On this episode of “The Building Code,” Zach and Charley have Nelnet Bank’s Landon Weaver and Andrew Clark in studio. Landon and Andrew have both worked in home improvement financing for over a decade. They currently work together at Nelnet seeking to create the best home improvement program in the industry. They’re driven to understand the builder…

Today on “The Building Code,” Zach and Charley are in studio with Mike Weaver, vice president of sales at Emser Tile. Mike’s been with Emser Tile for 18 years, holding a variety of positions before landing in his current role. During his time at the company and working in sales, he realized making connections and finding solutions for customers lea…

This week on the Revenue Insights Podcast, we are joined by Leslie Venetz, Founder of The Sales-Led GTM Agency.In this episode, Lee and Leslie explore the impact of intent on win rates, including how to effectively use data and intent signals throughout the sales process, the role of events in sales, and the importance of active listening.Leslie is…

This week on the Revenue Insights Podcast we are joined by Kristen Habacht, Chief Revenue Officer at Typeform.In this episode, Lee and Kristen explore product-led growth (PLG) motions, touching on Typeform’s single funnel approach and where zero party data feeds into it. They further discuss why PLG salespeople need to avoid falling into the bad ha…

On this episode of “The Building Code,” Zach and Charley are sitting down with Danielle and Michael Gutelli, co-founders of Clark + Aldine, an award-winning design build company in Plymouth Michigan. Their team specializes in residential remodeling, interior design and space planning. Tune in to the full episode to hear about the value of using tec…

Today on “The Building Code,” Zach and Charley are joined by Katie Kath, partner and interior designer at Jkath Design Build + Reinvent. Katie and her husband Jesse run the business as a team, and share a love for historic homes in the Twin Cities. They specialize in making older homes functional for modern life while honoring each home’s unique de…

This week on the Revenue Insights Podcast we are joined by Jarred Young, VP of Sales at Maropost.In this episode, Lee and Jarred discuss what defines top performing sales reps, including how Jarred helps to move his reps from good to great, why it’s important to focus on execution, and how partnerships can be an effective channel.Jarred is VP of Sa…

On this episode of “The Building Code,” Zach and Charley are sitting down with Nikolas Scoolis, manager of economic research, at Zonda. Nikolas works with the research team at Zonda to put together analysis and insights for both private and large public home builders and track economic and housing trends. Tune in the full episode to hear more about…

This week on the Revenue Insights Podcast we are joined by Chris Turner-Green, Vice President of Sales, EMEA at TechnologyAdvice.In this episode, Lee and Chris explore B2B media sales, discussing how it differs from wider B2B sales and how it is shifting towards being more similar to B2C sales. They also touch on how to become a thought leader and …

Today on “The Building Code,” Zach and Charley are chatting with returning guests Maranda Adams and Ashley Kuhn, co-founders of Blair Freeman. This dynamic duo runs their business with a “people first, project second” approach, which means they focus on transparency and make the process of building, buying and selling clear for everyone involved. T…

This week on the Revenue Insights Podcast we are joined by Akira Mamizuka, Vice President of Global Sales Operations at LinkedIn. In this episode, Lee and Akira explore LinkedIn’s sales ops structure, quota setting philosophy, and strategies for driving performance improvement, as well as the characteristics of top performers and how LinkedIn optim…

Episode 214: On this episode of “The Building Code,” Zach and Charley are sitting down with Jon Walker, chief technology officer here at Buildertrend. Jon has an impressive background with more than 30 years of proven experience in technology leadership roles. Today, he works directly with our Product Engineering team to optimize the platform and p…

Episode 213: Today on “The Building Code,” Zach and Charley are chatting with husband-and-wife team, Chris and Yvonne Johnson, owners of Reclaimed Karma, a boutique design + build firm based out of Marietta, Georgia. After diving headfirst into renovating their own home, they discovered a true passion for helping others do the same. Listen to the f…

This week on the Revenue Insights Podcast we are joined by Willem Hendrickx, CRO at Vectra AI.In this episode, Lee and Willem explore Vectra AI’s sales function, including their approach to partnerships, combining quality and quantity for the 2024 pipeline, and Willem’s approach to leadership.Willem is CRO at Vectra AI, an AI-driven threat detectio…

Episode 212: On this episode of “The Building Code,” Zach and Charley are sitting down with Mark Williams, founder of Mark D. Williams Custom Homes and host of “The Curious Builder” podcast. Mark’s home-building experience has been fueled by his endless curiosity and ability to adapt, learn and grow for nearly two decades. Tune in to the full episo…

This week on the Revenue Insights Podcast we are joined by Paulo Veloso, CRO at Digibee.In this episode, Lee and Paulo discuss the importance of outcome-based selling, why finding the right fit is crucial to building a high-performing team, and how to think outside the box when selling.As CRO at Digibee, Paulo leads the global sales and business de…

Episode 211: On this episode of “The Building Code,” Zach and Charley are chatting with returning guest and friend, Russ Stephens, business strategy specialist and co-founder of the Association of Professional Builders in Australia. The APB, established in 2014, helps custom home builders generate more leads, more sales and increase margins while i…

This week on the Revenue Insights Podcast we are joined by Fractional CRO John Hammond.In this episode, Lee and John explore the 2024 B2B Sales Benchmark Report findings and discuss their own experiences of top performers, the current state of sales coaching, and how to effectively lead high performance teams.As a fractional Chief Revenue Officer, …

On this episode of “The Building Code,” Zach and returning guest host, Courtney Mattern, are sitting down with Alyssa Sinclair, senior manager of customer success at CBUSA. Alyssa was hired as the 10th employee of CBUSA and has been at the company for over seven years. She now has a depth of knowledge about material purchasing and how to prioritize…

This week on the Revenue Insights Podcast we are bringing you a very special episode all about what sets apart top performers. Featuring insights from our previous guests Sean Frazer, Chris Elliott, Jennie Drimmer, Adrian Davis, Bob Marsh, Collin Mitchell, and Aaron Hill, this is an episode you don’t want to miss out on.…

Episode 209: Today on “The Building Code,” Zach and Charley are joined by Terry Paterson, president and CEO of Paterson Project Management, Inc. Terry, originally from Cape Town, South Africa built his first couple houses at the age of 20. After moving to the U.S. at 23, he got involved with the development of a small luxury hotel, which eventually…

In this exclusive episode of the Revenue Insights Podcast, Guy presents the key insights from the 2024 B2B Sales Benchmark Report and reveals how top sales performers are achieving success, delves into how technology can streamline the qualification process and improve sales team performance, and why effective objection handling, relationship build…

In this episode, Lee and Jennie explore sales kickoffs, discussing how to make them engaging and effective as well as how to communicate business impact during them. They further dig into why sellers need to slow down during discussions with clients.By Ebsta

Episode 208: On this episode of “The Building Code,” Zach and returning guest host, Courtney Mattern, are joined by Brad Leavitt, president of AFT Construction in Scottsdale, Arizona. Brad is an award-winning builder who’s used Buildertrend since 2017. He and his team have a modern approach when it comes to business, and they build homes that are n…

In this episode, Lee and Chris explore the evolving sales landscape and how this is affecting BizLibrary’s go-to-market strategy, how self-sourcing sets top-performing salespeople apart, and how to make a balanced work environment that lets people thrive while still delivering results.By Ebsta

Episode 207: Today on “The Building Code,” Zach and Charley are together again chatting with industry leader Nick Schiffer, owner of NS Builders, Materia Millwork and Motif Media. Nick has been building a highly skilled and creative team who shares his enthusiasm for building luxury custom homes since 2014. Having a diverse team of collaborators an…