Revenue Execution: Defining the Standard for Revenue Excellence
Revenue Execution is a podcast hosted by Ross Rich that focuses on the practical implementation of B2B sales strategies. It interviews top leaders to discuss how to transform sales processes into enforceable standards and improve revenue infrastructure. The show avoids high-level theory and emphasizes operational reality for sales teams.
Episodes
How to Build a Revenue Engine That Doesn't Break as You Scale | Navin Persaud of 1Password
Have you ever wondered why GTM teams break as they scale? You can do all the “right” things (or what you think are the right things) and still hit a wall. If this sounds familiar, you’re not alone. In this episode, Ross sits down with Navin Persaud, VP of Revenue Operations, at 1Password, to break down the 3 most common reasons GTM teams struggle as they grow and how you can build one that doesn’t
Is Your Sales Process Now Irrelevant? | Scott Barghaan
Our guest for this episode is Scott Barghaan, a seasoned sales leader who serves as an advisor, professor, and investor to a range of organizations. Prior to joining the Kellogg School of Management, Scott held leadership roles as an SVP at Salesforce and GM at Dell. He brings more than two decades of experience to the conversation. In this episode, Ross and Scott discuss the future of AI in sales
Relationships, Consultative Selling & High-Impact Inputs | Jeff Perry, CRO at Carta
Are you struggling with long enterprise sales cycles? Jeff Perry, CRO of Carta, reveals why "being busy and having meetings" is the silver bullet to B2B sales success—and how his team turned 18-month sales cycles into a competitive advantage through patient selling.In this episode, Jeff shares battle-tested sales leadership strategies from his journey at Oracle, DocuSign, and scaling Carta from ea
Role-Based Enablement & The Metrics that Prove it Works | Jordan Watson, Director, Customer First Enablement at Okta
Our guest is Jordan Watson, Director of Customer First Enablement at Okta. Before joining Okta in 2024, Jordan held leadership roles at Broadcom and VMware. She brings more than a decade of sales and marketing experience to the conversation. In this episode, Ross and Jordan break down why role-based enablement outperforms company-wide programs and how teams can measure its real impact.
How Customer-Centricity Drives Success | Vanessa Brangwyn, CRO at Motus
Our guest for is Vanessa Brangwyn, VP Sales, Motus. With more than a decade of revenue experience, Vanessa has held leadership roles at Pavilion and Achievers before joining Motus in 2024.In this episode, Ross and Vanessa discuss Vanessa’s 3 tips to drive execution excellence: being customer-centric in everything you do, leveraging RACIs and clear ROEs, and running deal accelerator workshops.
Let Your Top Reps Run Sales Training | Andrew Zinger, Sr. Director of Global Sales Enablement at Fastly
Our guest for is Andrew Zinger, Senior Director, Global Sales Enablement, Fastly. Andrew is a seasoned sales enablement leader with over 20 years of experience. Before joining Fastly in 2023, he held leadership roles at top technology companies, including Figma, Dropbox, and Salesforce.In this episode, Ross and Andrew discuss how to drive execution excellence through adaptive enablement leadership
Introducing Revenue Execution with Ross Rich
The world of B2B SaaS has fundamentally changed. The era of "growth at all costs" is behind us, and the margin for error has disappeared. In a market defined by tighter budgets and the rapid rise of AI, the old playbooks for execution simply don’t work anymore.You’ve invested in the right GTM strategy and enablement programs. But if your sales process is still scattered across static documents whi
Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social (Revisited)
This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social.Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal m
How to Structure Your GTM Team for Growth with Kyle Norton, CRO at Owner (Revisited)
Some conversations are so foundational that they deserve an encore. That's why we're re-releasing one of our most popular episodes ever, a conversation that has stood the test of time.Ross is joined by Kyle Norton, CRO at Owner. With more than a decade of sales leadership experience, Kyle breaks down the evergreen principles of building a high-performing sales machine. Together, they explo
The 3-Question Enablement Framework with Kunal Pandya, VP Global Revenue Enablement at Corsearch
Our guest for Episode 88 is Kunal Pandya, VP Global Revenue Enablement at Corsearch. With a career rooted in the tech industry, Kunal has worn many hats including as investor, founder, and senior leader. Prior to joining Corsearch, he held leadership roles at SAP, Taulia, and UserZoom. In this episode, Ross and Kunal discuss data-driven enablement, exploring leadership and strategy and effective c
Why a ‘Fast Start’ is Non-Negotiable with Dana Therrien, VP of Sales Performance Management at Anaplan
Our guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the
Sales Best Practices: The What and How with John McMahon, Author of The Qualified Sales Leader (Revisited)
If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.This i
Is Your RevOps Team Biased? Lessons from RevOpsAF 2025
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!Today, we’re taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo. After spending time with some of th
Operationalizing Deal Excellence with Nicole Brambila, CRO at Medely (Revisited)
We're bringing back some fan favorite episodes! This week, we're bringing back Nicole Brambila's interview from January 2024. Nicole Brambila is the CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet. In this episode, Ross and Nicole discuss how to operationalize deal excell
A Leader's Guide to Building a High-Performance Sales Engine with Sean Brophy, Head of Global Sales at Pigment
Our guest for Episode 82 is Sean Brophy, Head of Global Sales, Pigment. With over two decades of sales experience focused on data and analytics, Sean brings a wealth of knowledge to the conversation.In this episode, Ross and Sean discuss Sean’s three vital focus areas that drive sales excellence — people, pipeline, and enablement. When these elements are refined and aligned, they create a circular
Authenticity Is Your Only Competitive Advantage with Eric Agnew, CRO at Ignitium
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!Our guest for Episode 81 is Eric Agnew, CRO, Ignitium. Over the past seven years, Eric has played a pivotal role in the company's growth, serving in key leadership positions including CRO, VP of Customer Success, and VP of Account-Based Marketing. With 10+ years of experience in sales and marketing, Eric brings a wealth of insight t
How to Build a Zero-Ego Sales Culture with Taylor Jones, VP of Sales, at CoLab Software
Our guest for Episode 80 is Taylor Jones, VP of Sales, CoLab Software. With over a decade of sales leadership experience, including roles at Salesforce, Zip Intake-to-Procedure, and as a Founder of BlackArrow, Taylor brings a sharp perspective on coaching, performance, and building high-performing sales teams. In this episode, Ross and Taylor discuss the power of data-driven coaching, how to maxim
How to Build a Culture of Excellence & Win in Competitive Markets with Arnab Mishra, CEO of Xactly
With longer and more complex sales cycles, it’s harder than ever to capture and keep a prospects attention — let alone win in highly saturated, competitive markets. So the question is, how can organizations navigate these extended sales cycles and outperform their competitors?In this fireside chat, Ross and Arnab Mishra, CEO of Xactly, discuss how to build a culture of excellence and win in compet
Leading with Strength, Selling with Product Featuring Catie Ivey, Chief Revenue Officer, at Walnut
Our guest for Episode 78 is Catie Ivey, Chief Revenue Officer at Walnut. Catie’s on a mission to empower the next generation of sellers and sales leaders, and she brings more than a decade of sales experience to the conversation.In this episode, Ross and Catie discuss Catie’s three keys to drive execution excellence: taking a strength-based leadership approach, product-centric selling, and alignin
Leading with Authenticity to Drive Execution Excellence
In this panel discussion, we chat with Alina Vandenberghe, Co-CEO and Co-founder of Chili Piper, Kris Rudeegrapp, Co-CEO of Sendoso, and Evan Huck, CEO and Co-founder of UserEvidence, about what truly sets the best B2B SaaS companies apart. From building personal brands and unifying teams around a clear vision to navigating next-gen technology and AI, we explore how authenticity fuels GTM executio
Successful AI Implementation isn’t about Technology with Mike Murchison, CEO at Ada
Our guest for Episode 76 is Mike Murchison, the CEO and Co-founder of Ada, an AI customer service platform dedicated to making customer service extraordinary for everyone. He brings more than a decade of experience to the conversation. In this episode, Ross and Mike discuss how to navigate buying and selling AI by understanding the problem you’re trying to solve.
Why Your AI Strategy is Failing with Josh Solomon, VP Sales, at Ask-AI
Our guest for Episode 75 is Josh Solomon, VP Sales, Ask-AI. Before joining Ask-AI in 2023, Josh held leadership positions at Ada and BioConnect. He brings more than a decade of experience to the conversation. In this episode, Ross and Josh discuss how you should be thinking about AI as a revenue leader. They explore the importance of zooming out, thinking medium term, and rebuilding your playbook
Building High-Performing GTM Teams & Creating a Culture of Excellence
What does it take to build a culture of excellence in 2025? From AI and other emerging technologies to building go-to-market teams from the ground up, it can be difficult to separate the signal from the noise. In this panel discussion, we chat with James Roth, CRO at ZoomInfo; Matt DeLauro, President at SEON; and Kyle Norton, CRO at Owner.com, to explore how organizations can build and scale high-
Who Owns the Data? with Keith Jones, GTM Systems Lead at OpenAI
Our guest for Episode 73 is Keith Jones, GTM Systems Lead, OpenAI. Keith is a college dropout turned “professional nerd and technologist.” Prior to joining OpenAI, he held leadership roles at Gartner, MURAL, and Zenput.In this episode, Ross and Keith discuss how to be a good partner to your Systems team, the smartest ways to evaluate and buy technology, and how to balance the demands of finance wi
The Secret to Seller Productivity with Karan Singh, VP GTM Strategy, Revenue Operations & Enablement at LaunchDarkly
Our guest for Episode 72 is Karan Singh, VP GTM Strategy, Revenue Operations & Enablement, LaunchDarkly. Before joining LaunchDarkly, Karan held senior leadership positions at Sapphire Ventures, Procore Technologies, and SalesSource, where he spearheaded major product rollouts and guided organizational growth. In this episode, Ross and Karan discuss the importance of establishing consistent ri
Your Buyers Don’t Care About Your Product with Robert Clarkson, CRO at Stripe
Our guest for Episode 71 is Robert Clarkson, CRO, Stripe. Robert brings decades of experience to the conversation. Prior to joining Stripe in 2023, he held leadership roles at Payoneer, PayPal, and American Express.In this episode, Ross and Robert discuss why it’s crucial to understand that customers buy outcomes, not products. They also talk about how sales is a people business, and that to succe
Why Finance Leaders Are Prioritizing Companies with Strong AI Roadmaps
Finance teams are a goldmine of insights, holding everything from precise forecasting data to strategic cost-management know-how. By collaborating with finance early and often, sales teams can anticipate potential hurdles, optimize pricing strategies, and negotiate from a position of strength — ultimately closing more deals, quicker. In this CFO panel, we invited two finance leaders — Danielle Cer
Structure, Champion Building & Teamwork with Chris Taylor, Founder and President, at OneMove Advisory
Our guest for Episode 69 is Chris Taylor, Founder and President, OneMove Advisory. Before launching his own company, Chris held leadership roles at Databricks, Hortonworks, and TIBCO. He brings more than 30 years of experience to the conversation. In this episode, Ross and Chris share three tips for achieving execution excellence: structure, champion building, and teamwork.
Committing to the Craft of Selling with Abe Smith, Chief of Global Field Sales Operations at Freshworks
Our guest for Episode 68 isAbe Smith, Chief of Global Field Sales Operations at Freshworks. Abe built his 30+ sales career working for high-growth B2B SaaS companies. In this episode, Ross and Abe discuss how to balance the craft, passion, and professionalism of sales execution excellence with a tech-driven future.
Swarming Accounts & Proactively Preventing Churn with Christian Kletzl, CEO, at UserGems
Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization —
Clear Incentives and Accountability with Kathleen Waid, Fractional CRO
Our guest for Episode 66 is Kathleen Waid, a Fractional CRO working with companies like SilentEight, Themis, JUMO, Valid and Solo.one. Kathleen is a sales and revenue expert who brings more than two decades of experience to the conversation.
In this episode, Ross and Kathleen discuss the importance of accountability, empowerment, and measurement in driving execution excellence. They also explore h
Getting Fish on the Table with Ed Armishaw, Sales Director at ServiceNow
Our guest for Episode 65 is Ed Armishaw, Sales Director, ServiceNow. Before joining ServiceNow, Ed held leadership roles at Salesforce and Walkbase. He brings more than 18 years of experience to the conversation.
In this episode, Ross and Ed discuss three strategic tips for achieving execution excellence in enterprise sales. They explore the importance of leading as part of a team rather than bei
Data, Definitions & Peak Customer Moments with Jen Igartua, CEO at Go Nimbly
Our guest for Episode 64 is Jen Igartua, CEO at Go Nimbly. She spends her days helping high-growth companies craft frictionless, human-centered buying experiences, bringing over a decade of expertise to the conversation.
In this episode, Ross and Jen discuss how marketers can set reps up for success, why streamlining definitions matter, and the importance of foundational data.
Using AI Agents to Build a Productive Revenue Org with Alina Vandenberghe, CEO at ChiliPiper
Our guest for Episode 63 is Alina Vandenberghe, CEO at ChiliPiper. Alina is a serial entrepreneur with over two decades of experience. Prior to founding ChiliPiper in 2016, she held leadership positions at Sharecare, Pearson, and Bloomberg.
In this episode, Ross and Alina discuss how to build a more productive revenue organization with AI agents.
Hiring, ICP, and Cross-functional Alignment with Jason Abrams, VP of Revenue Strategy at Plenful
Our guest for Episode 62 is Jason Abrams, VP of Revenue Strategy at Plenful. Before joining Plenful in June of 2024, Jason held leadership positions at Spring Health, Color, and Lyra Health. He brings more than a decade of sales experience to the conversation.
In this episode, Ross and Jason discuss why it’s important to identify what works for your ideal customer profile (ICP), hire excellent re
Building a Culture of Ownership & Transparency with Andrew Dubowec, Chief Growth Officer at League
Our guest for Episode 61 is Andrew Dubowec, Chief Growth Officer at League. Before joining League in 2016, Andrew held leadership roles at Union Capital and North. He brings more than 15 years of experience to the conversation.
In this episode, Ross and Andrew discuss how to promote an “own it” culture, embrace growth as a team sport, and build a culture of transparency.
People-Centric Strategies to Drive Effectiveness and Impact, with Shannon Hopkins, RVP, Enterprise Account Management at BetterUp
Our guest for Episode 60 is Shannon Hopkins, RVP, Enterprise Account Management at BetterUp. With over a decade of leadership experience at companies like League, Inc. and Salesforce, Shannon brings a wealth of insight and expertise to the conversation.
In this episode, Ross and Shannon discuss how to enhance manager effectiveness, support high-performing individuals, and promote overall team wel
Building a Culture of Change, Alignment & Focused Skill Development with Matt Braley, Former CRO at InvoiceCloud
Our guest for Episode 59 is Matt Braley, former CRO, InvoiceCloud. Rising through the ranks from AE to CRO, Matt spent over a decade with InvoiceCloud, driving its growth from $28M to $170M in ARR and playing a key role in its $4B IPO.
In this episode, Ross and Matt discuss why it’s important to cultivate a culture that embraces change, builds strategic alliances, and develops reps one skill at a
Ruthlessly Qualifying Your Time with Colin Specter, SVP of Revenue at Orum
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Our guest for Episode 58 is Colin Specter, SVP of Revenue at Orum. Before joining Orum five years ago, Colin led sales teams at Namely and brings over a decade of leadership experience to the conversation.
In this episode, Ross and Colin discuss why driving excellence in sales boils down to your attitude and activity, and how well
Balancing Paranoia & Optimism with Dini Mehta, Executive in Residence at Peak XV Partners
Our guest for Episode 57 is Dini Mehta, Executive in Residence at Peak XV Partners. Dini is a seasoned sales leader with more than 15 years of experience.
In this episode, Ross and Dini dive into the importance of building with principles and leading with values, strategies to optimize focus, and the balance between staying short-term paranoid and long-term optimistic.
How to Master Storytelling with Alex Kane, Enterprise AE at Samsara
Our guest for Episode 56 is Alex Kane, Enterprise Select Account Executive at Samsara. Alex has been with the company for nearly seven years, witnessing and contributing to its growth from a startup to a publicly traded company.
In this episode, Ross and Alex discuss the importance of building and maintaining a winning mindset, motivation, and storytelling in sales.
The Art of Sales Compensation with Nabeil Alazzam, CEO at Forma.ai
Our guest for Episode 55 is Nabeil Alazzam, Founder and CEO at Forma.ai. Before founding his company, Nabeil helped Fortune 500 companies optimize their sales compensation programs, an experience that inspired him to start Forma.ai in 2016.
In this episode, Ross and Nabeil discuss using sales as a growth lever, the importance of fair and transparent earning opportunities across the sales team, and
Mastering the Fundamentals with Paul Canty, Head of Sales at Pulley
Value-Driven Sales: From Frameworks to the Field with OneTrust, Freshworks, and Redhat
In today's competitive B2B market, simply ‘having a sales process’ isn't enough. If you don’t obsess over a value-based customer journey that translates from the C-suite down to day-to-day conversations in the field, you’ll miss targets.To consistently win, the best leaders are driving a value-centric approach that makes it easy for front-line sellers and managers to build trust and strong relatio
Owning Your Week & Your Work with Evan Seder, Head of Sales at Persona
Our guest for Episode 51 is Evan Seder, Head of Sales at Persona. Before joining Persona two years ago, Evan spent nearly five years at Stripe, where he was a founding member of the product sales organization.
In this episode, Ross and Evan discuss the importance of owning your week, writing things down, and taking agency over your work.
Investing in Top Performers & Building Predictability with Alli Sitkiewicz, SVP of Sales at Built In
Our guest for Episode 51 is Alli Sitkiewicz, SVP of Sales at Built In. Alli joined Built In in 2015 as an Account Executive and steadily advanced from Director to VP, and now SVP. With over a decade of relevant experience, she brings valuable insights to the conversation.
In this episode, Ross and Alli discuss the importance of controlling the controllables, investing in your top performers, and s
Building a Culture of Trust & Transparency with Andrew Johnston, Head of Sales at Superhuman
Our guest for Episode 50 is Andrew Johnston, Head of Sales at Superhuman. Before joining Superhuman, he held leadership roles at companies like Scale AI and Twilio. With over a decade of experience, Andrew brings valuable insights and expertise to the conversation.
In this episode, Ross and Andrew discuss strategies for moving upmarket, fostering creativity in sales, and building a culture of tru
Putting in the Work & Raising the Bar with Asad Zaman, CEO at Sales Talent Agency
Our guest for Episode 49 is Asad Zaman, CEO at Sales Talent Agency. Asad has been with the Sales Talent Agency for over a decade and he’s also a Founding Member of Pavilion, the world’s leading private community for GTM leaders.
In this episode, Ross and Asad discuss the importance of putting in the work, raising the bar for hiring, and making product market fit (PMF) an ongoing concern.
From Pro-Gaming to Revenue: The Power of Ownership with Stevie Case, CRO at Vanta
Our guest for Episode 38 is Stevie Case, CRO at Vanta. Before joining Vanta, Stevie held leadership roles at Twilio and Visa. She brings more than 20 years of experience to the conversation.
In this episode, Ross and Stevie discuss the importance of inspecting what you expect, establishing clear ownership, and why creating a culture of problem solvers drives accountability and better outcomes.
Value Selling: Building a Culture of Impact with Freshworks, MongoDB, and Xactly
Traditional product-centric sales tactics are no longer effective, especially given the diverse and strategic spending patterns of SMBs and enterprises on SaaS. 45% of SMBs spend $600,000 or less annually on SaaS, while 38% allocate between $600,000 and $2.4 million. On the other hand, 38% of enterprises spend between $2.4 million and $12 million annually, with 26% exceeding $12 million and 11% in
Setting Clear Expectations & Fostering an Entrepreneurial Culture with Niki Phillips, Sr.Director of Sales at Hootsuite
Our guest for Episode 46 is Niki Phillips, Senior Director of Sales at Hootsuite. She brings more than a decade of sales experience to the conversation.
In this episode, Ross and Niki discuss why setting clear expectations, communicating on progress, and fostering an entrepreneurial culture are key strategies for driving execution excellence.
The Unconventional Rise to CRO with Kevin McIntyre, Chief Revenue Officer at Dealfront
Our guest for Episode 45 is Kevin McIntyre, CRO at Dealfront.
In this episode, Ross and Kevin discuss fostering a culture of communication and transparency, building solid management systems, and defining and strengthening go-to-market motions for lasting success in the B2B SaaS landscape.
Blowing Sh*t Up, Being Strategic & Delighting in What You Don’t Know with Marina Golemis, SVP of North America Sales at ShipBob
Our guest for Episode 44 is Marina Golemis, SVP of North America Sales at ShipBob. Marina is a seasoned sales leader with over 15 years of experience.
In this episode, Ross and Marina discuss the importance of shaking things up, being strategic about the ‘get it done’ attitude, and delighting in what you don’t know.
Presenting to Senior Execs & Impressing VCs with Diana Kimball Berlin, Partner at Matrix
Our guest for Episode 43 is Diana Kimball Berlin, Partner at Matrix. For over three years, Diana has been collaborating with former founders and company builders to lead Series A investments. With extensive experience as a board member, investor, and former VP of product, she brings a wealth of knowledge to the conversation.
In this episode, Ross and Diana discuss how to partner with product team
The Importance of Inputs, Outputs, and Outcomes with Chris Calkin, VP of Revenue at Census
Our guest for Episode 42 is Chris Calkin, VP of Revenue at Census. Chris brings more than a decade of sales and revenue leadership to the conversation.
In this episode, Ross and Chris discuss the importance of every team member providing both inputs and outputs, the necessity of confirming the desired outcome before each call, and the critical role of setting a go-live date while holding everyon
Why Pipeline Solves All Problems with Emma Galler, VP of Sales at Formstack
Our guest for Episode 41 is Emma Galler, VP of Sales at Formstack. Prior to joining Formstack, Emma held leadership roles at GRC, Built In, and Aerotek. She brings more than a decade of experience to the conversation.
In this episode, Ross and Emma discuss why driving execution excellence hinges on creating a winning culture, building a cadence around operational excellence, and understanding why
Why Your Value Proposition Isn't Sticking with Kyle Coleman, CMO at Copy.ai
Our guest for Episode 40 is Kyle Coleman, CMO at Copy.ai. Kyle brings more than a decade of Sales and Marketing leadership experience to the conversation.
In this episode, Ross and Kyle discuss the importance of account POVs, contact POVs, and value proposition alignment with strategic initiatives. They explain how these elements are crucial for driving execution excellence across sales teams.
Growth, Discipline & Effective GTM with Jacco Van der Kooij, Founder, Winning by Design
Our guest for Episode 39 is Jacco Van der Kooij, Founder of Winning by Design. He brings more than two decades of sales experience to the conversation.
In this episode, Ross and Jacco discuss why understanding growth, establishing effective go-to-market (GTM) processes, and maintaining discipline in execution are all key to successfully scaling your organization.
Building High-Performing Sales Teams
From 2022 to 2023, companies spent $101.8 billion training new and current employees. On average, it takes six months for most companies to reach the break even point for onboarding. The bottom line? Hiring and training employees is expensive. To succeed in today’s economy, organizations need to focus on building high-performing sales teams that stick around.
In this masterclass, leaders from Aiw
Building Community, Consistency & Radical Candor with Ryan Lazar, Country Manager, Qualtrics
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Our guest for Episode 37 is Ryan Lazar, Country Manager Canada, Qualtrics. Before joining Qualtrics six years ago, Ryan held roles at CareerBuilder, Unisync Group, and Xerox. He brings more than 15 years of sales experience to the conversation.
In this episode, Ross and Ryan explore Ryan’s three strategies for achieving execution
Closing with Confidence: Security as a Competitive Edge in the Sales Process
In today’s rapidly evolving world, security breaches are becoming more common. In order to build a sustainable business, organizations must make security a top priority. But for many organizations, this is easier said than done.
In this masterclass, leaders from SafeBase and HubSpot share insight into why security is a top priority, when it’s best to bring security into the conversation with cust
Mastering Positioning, Strategy & Leadership with Jon Feldman, VP of Sales at anecdotes.ai
Our guest for Episode 35 is Jon Feldman, Vice President of Sales at anecdotes.ai. Jon is an award-winning VP who brings more than two decades of experience to the conversation.
In this episode, Ross and Jon discuss the importance of positioning, strategy over tactics, and developing effective leaders to drive execution excellence across sales and CS teams.
Mega SKO: Mastering the Art of Deal Execution: Insights from the Frontlines
We're diving deep into the world of deal execution with the Modern Sales Pros. In their recent Mega SKO, Ross led a panel discussion featuring Chris Calkin, VP of Sales at Census, and Justin Bullock, VP Sales at Envoy.
Data Driven Decision Making and Building a System that Works with Jeff Rosset, CEO at Sales Assembly
Our guest for Episode 33 is Jeff Rosset, CEO at Sales Assembly. Jeff brings more than two decades of leadership experience to the conversation.
In this episode, Ross and Jeff discuss the critical role of data-driven decision making, the importance of building a system that works, and why continuous learning and skill development is crucial.
Defining Excellence, Role Plays, and Up-skilling Reps with Phil Dantas, Director of Sales at Clio
Our guest for this episode is Phil Dantas, Director of Sales at Clio. Phil brings more than a decade of sales experience to the conversation.
In this episode, Ross and Phil discuss why revenue leaders must define excellence, consistently role play and up skill their reps, and inspect expected outcomes.
Strategies to Drive Sales Enablement Success for Adoption & Impact
Over $70B is spent annually up-leveling revenue teams. This begs the question: How much of this investment translates into tangible improvements for how account executives and customer success managers engage with prospects and customers?
In this masterclass, enablement leaders from Databricks, Teamwork, and Slack discuss how to assess whether your enablement investments are effectively bridging
Nailing the Problem, Asking Great Questions & Overcoming Confirmation Bias with David Priemer, Founder of Cerebral Selling
Our guest for Episode 30 is David Priemer, Founder & Chief Sales Scientist at Cerebral Selling. David began his career as a research scientist before pivoting to sales. He brings more than 20 years of sales experience to the conversation.
In this episode, Ross and David discuss why it’s important to nail the problem rather than jumping to solutions, the art of asking great discovery questions
Effort, Mutual Plans & Paranoia in the Sales Cycle with Paul Snelson, SVP of Global Sales at SysAid
Our guest for Episode 29 is Paul Snelson, SVP of Global Sales at SysAid. Before joining SysAid, Paul held leadership roles at Meal Ticket, TouchBistro, and Salesforce. He brings more than two decades of experience to the conversation.
In this episode, Ross and Paul discuss why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales rep.
Mastering Fundamental Sales Skills to Close More Deals in 2024
In an era marked by market volatility, bringing in new business has become increasingly challenging. With larger buying committees, extended deal cycles, and stricter budgets, the landscape of selling has evolved. To navigate the complexities of this new world, there’s one essential tool in your sales stack you can count on: the fundamentals.
In this masterclass, revenue leaders from SEON, Rev,
How to Streamline Buying & Selling with Peter Borkovich, SVP Sales at Yotpo
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Our guest for Episode 27 is Peter Borkovich, SVP of Sales at Yotpo. With a wealth of experience spanning two decades, Peter has held leadership positions at InVision and Salesforce before joining Yotpo.
In this episode, Ross and Peter discuss the why behind deals, the 3 levels of a sale, and how to make it easier for buyers to buy
Winning Customers and Driving Growth with Chloe Stewart, Fractional CRO
Our guest for Episode 26 is Chloe Stewart, Fractional CRO, and former CRO at Pilot.com. Chloe is an accomplished revenue leader who builds and executes GTM models for high-growth companies. She brings more than 15 years of sales experience to the conversation.
In this episode, Ross and Chloe discuss the importance of being someone customers want to buy from, the necessity of holding yourself acco
Measuring, Celebrating & Course Correcting Sales Initiatives with Mark Wayland, CRO at Box
Our guest for Episode 25 is Mark Wayland, CRO at Box. Before joining Box in 2019, Mark held leadership positions at Tanium, Salesforce, and Gartner, Inc. He brings more than three decades of experience to the conversation.
In this episode, Ross and Mark discuss the importance of codifying deal excellence, partnering with frontline managers, and implementing effective strategies to measure, celebr
Mutual Action Plans & Multi-threading Strategies with Dan Wardle, VP of Sales at Noibu
Our guest for Episode 24 is Dan Wardle, VP of Sales at Noibu. Before joining Noibu, Dan held leadership positions at Vidyard, Salesforce, and Blackberry. He brings two decades of experience to the conversation.
In this episode, Ross and Dan discuss Dan’s top three tips for operationalizing deal excellence across revenue organizations. They explore the importance of ironing out next steps, establi
The Critical Role of Your ICP, Training & Deal Reviews with Dan Dal Degan, Co-founder of Talas
Our guest for Episode 23 is Dan Dal Degan, Co-founder of Talas. Dan brings 37 years of sales experience to the conversation, with more than two decades working specifically in SaaS.
In this episode, Ross and Dan discuss the critical factors for closing more deals, emphasizing the importance of establishing your ideal customer profile (ICP), conducting monthly seller training sessions, and hosting
Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Our guest for Episode 22 is Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social. Prior to joining Sprout Social, Cale spent 11 years at Salesforce working in leadership roles.
In this episode, Ross and Cale discuss three tips for operationalizing deal excellence. These include understanding the three 'whys' b
How to Build a Winning Account Plan in 2024
In 2024, just showing up on calls and going through the motions won't cut it. To come out on top, you need to up your game with solid planning, thorough research, and flawless execution.
And the best way to do this consistently is by creating detailed account plans. These plans cover everything from researching company priorities to mapping out stakeholders, aligning with executives, and devis
How to Position Products and Problems to Close Deals with Jen Allen-Knuth, Founder of DemandJen
Our guest for Episode 20 is Jen Allen-Knuth, Founder of DemandJen. Jen brings 18 years of sales experience to the conversation, and has worked at companies such as Challenger and Gartner.
In this episode, Ross and Jen discuss how to position products and problems to close deals. They explore strategies for territory prioritization and identifying problem fits, alongside techniques to guide prosp
Mastering Deal Reviews, Stage Transparency, and Team Calls with Beau Brooks, VP of Sales & CS at Teamwork
Our guest for Episode 19 is Beau Brooks, VP of Sales & CS at Teamwork. Beau brings more than a decade of experience to the table. Before Teamwork, he held leadership positions at Factorial HR, Formstack, and Signpost.
In this episode, Ross and Beau discuss why it’s necessary to review pain on all internal deals, make deal stage progression transparent, and run team-level calls.
The Critical Role of Documentation, Dry Runs, and Structure with Kyle Norton, CRO at Owner.com
Our guest for Episode 18 is Kyle Norton, CRO at Owner.com. Kyle is recognized as a top sales prospecting voice on LinkedIn. He brings more than a decade of sales leadership experience to the conversation.
In this episode, Ross and Kyle discuss the importance of documenting everything, conducting dry runs before key meetings, and why you need to have a structure in place to scale your sales org.
Operationalizing Deal Excellence with Nicole Brambila, CRO at Medely
Our guest for Episode 17 is Nicole Brambila, CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet.
In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes.
Recommended
Mother Daughter Relationship Show
Skin Deep MDs with Dr. Mamina Turegano, Dr. Lindsey Zubritsky and Dr. Jenny Liu
girl talk 🎧🫧
Booked, Blonde & Busy w/ Olivia Ponton
LOVE SOMEONE with Delilah
Classical Christian Education
Veritas Vox - The Voice of Classical Christian Education
Enjoy Teaching Again | Elementary, Teacher Burnout, Student Behavior, SEL, Classroom Management
Entrepreneur Kids Legacy Show - Family Motivation, Business Boss Babies, Inspirational Speakers and Healthy fun food
McKinsey on Consumer and Retail
megahired.com
Telli Talks with Telli Swift
