No surprises: show up fully briefed and make it a shared responsibility (with Rebecca (Bogler) Grimes from SheerID) | Ep. 238

“No surprises” is the way teams need to operate—because alignment is tough when teams have different incentives, objectives, and motivations. On Scrappy ABM, Mason Cosby is joined by Rebecca (Bogler) Grimes, the CRO of SheerID, to talk through tips, tricks, and pieces of advice for creating the same experience from inbound to the selling cycle, implementation handoff, and into retention and growth strategies that straddle teams.

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The conversation keeps coming back to being intentional: documenting conversations, preparing well before meetings, doing research, and making conversations forward-looking and specific to an individual account. Rebecca also shares how tools, AI features, and synced systems support a “catalog” of what’s been discussed—so nobody has to say “catch me up.” From OKRs and scorecards to collaboration and compensation, the thread is simple: revenue is owned by everybody.

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👤 Guest Bio

Rebecca (Bogler) Grimes is the CRO of SheerID and describes her role as “full cycle,” owning marketing, sales, and customer success. She talks about shared responsibility across the organization, performance management culture, and using tools and documented next steps so teams can show up fully briefed and avoid surprises. When asked where to find her, Rebecca points people to LinkedIn.

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📌 What We Cover

1. Creating a seamless handoff process from inbound lead → selling cycle → implementation handoff → retention and growth strategies
2. Being more intentional about documenting conversations, preparing before meetings, and keeping conversations forward-looking
3. Using Gong and AI features to catch up on what’s been discussed and identify “yellow lights”
4. Setting the expectation that you can visibly see where things are—so there’s no “catch me up on where things are” moment
5. Building a playbook with a clear delineation of ownership, plus warm introductions with onboarding and CSMs
6. Operating with no surprises, using inspection by leadership and exception reports (meeting notes, next steps, timeline shifts)
7. Embracing a performance management culture with objectives and key results, an OKR framework, and an org-wide scorecard
8. Having a hypothesis for ABM success criteria beyond a singular metric—and being agile with check-ins, signals, and pivots

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🔗 Resources Mentioned

1. Gong (AI features to help catch you up on conversations; “yellow lights”)
2. Slack (how teams stay connected; call people in to support)
3. Salesforce (“if it didn’t happen in Salesforce, it didn’t happen”)
4. ClickUp, HubSpot, Asana (tools referenced for keeping work and documentation visible)
5. Radical Candor
6. Measuring What Matters
7. ShopTalk (referenced as a big event example)
8. LinkedIn (where Rebecca points people to find her)
9. Scrappy ABM: Visit for more ABM tips and strategies
10. Connect with Mason on LinkedIn for a conversation about ABM

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