Choosing The Right Sales Employer w/ Ryan Walsh, CEO at RepVue

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Feb 27, 2025

Ryan Walsh, Founder and CEO of RepVue and former top leader at ChannelAdvisor, shares invaluable insights into selecting the right sales employer. He discusses the challenges facing B2B outbound sales, including the impact of automation. Walsh emphasizes the importance of transparency in the sales job market and how RepVue aids professionals in making informed decisions. They also explore the evolving landscape of sales quotas and the significance of branding in today's marketplace, including strategies for leveraging platforms like LinkedIn.

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ADVICE

Leverage Brand for Outbound

Build brand awareness to improve outbound sales efforts.
Personal brand, especially for CEOs, can significantly increase engagement and warm up leads.

INSIGHT

Growth at All Costs Persists

Growth at all costs remains the primary focus for VC-backed businesses.
The shift is in funding availability, requiring profitability alongside growth.

INSIGHT

Over-Hiring Impacts Quota Attainment

Low sales quota attainment in tech is often due to over-hiring fueled by abundant funding.
This leads to decreased rep morale and a less efficient sales organization.

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Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ryan Walsh.

Ryan graduated from the University of North Carolina at Chapel Hill in 1999 and then started his career as a Category Manager before getting into Enterprise Sales at ChannelAdvisor, where he worked his way up the ladder to Director, VP, and CRO over a nearly 16 year period, leading the company to $112M in revenue and a successful IPO in 2013.

After ChannelAdvisor, Ryan got into consulting before starting his most recent and current venture, where he serves today as the Founder and CEO of RepVue; a platform that provides salespeople with detailed compensation and quota attainment data, to help them choose the right employer.

Needless to say, there’s a direct overlap between the questions I’ve been asking on this podcast and the work Ryan is doing at RepVue, so I’m particularly excited to get his thoughts and find out first-hand how he thinks you should pick your next sales employer.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:02:24 Outbound Sales

00:14:22 Growth-at-all-Costs

00:22:44 Sales Quota Attainment

00:37:52 Average Sales Tenure

00:44:59 AI in Sales

00:51:14 RepVue Top Advice

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QUESTIONS:

1. Is outbound sales broken? What’s changed and what’s working?

2. What’s going on with Growth-at-all-Costs vs efficiency and profitability?

3. What do you think is the reason for low sales quota attainment?

4. What do you think is the reason for low average sales tenure?

5. What’s your take on AI in sales over the next 5-10 years?

6. After 7 years building RepVue, what’s your top advice for job seekers?

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LINKS:

RepVue: https://www.repvue.com

Ryan on X: https://x.com/ryan_c_walsh

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

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Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.