Ralph Lentz is Chief Revenue Officer of Recurly, a leading subscription management platform. In today’s business environment, many high-growth enterprises use a subscription-based business model to generate a predictable stream of revenue. Join us on this episode, as Ralph and I discuss many topics including how companies use Recurly to reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.
[3:24] Find out more about Recurly, a SaaS based platform, that helps reduce churn and increase subscription revenues.
[5:18] What industries/companies are being transformed by the adoption of a subscription-based revenue model?
[9:02] How Recurly helps companies to recover revenue.
[11:51] What are the biggest challenges for Ralph in scaling his SaaS sales team?
[14:42] What are the key factors Ralph uses in hiring SDR candidates for his team?
What’s your most powerful sales attribute?
Who is your sales role model?
My dad, and my boss at CA Technologies, John Michelsen.
What’s one book that every salesperson should read?
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon et al.
What music is on your playlist right now?
Classic Rock - Journey, Van Halen, Fleetwood Mac, Abba.