The Revenue Leadership Podcast with Kyle Norton

John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, shares his insights on layering sales-led growth atop product-led foundations. He discusses how to adapt sales strategies as startups scale and highlights the importance of customer success teams. Eitel emphasizes data-driven decision-making in product investments and the balance between self-service and sales-led approaches. He also explores the evolving role of Chief Revenue Officers and the significance of mental health awareness in leadership.

In today’s episode, Kyle sits down with Florin Tatulea, Head of Sales Development at Common Room, to discuss the evolution of outbound sales in the context of AI and technology. Florin shares insights on the importance of understanding signals and intent in sales, the changing profile of sales reps, and the role of RevOps in strategizing outbound efforts. The discussion highlights the need for collaboration across departments and the importance of sales reps mastering AI tools to effectively engage with prospects. They also explore the changing role of sales development leaders, the hiring process, and the significance of compensation in retaining talent. The discussion emphasizes the need for a diverse skill set within sales teams and the importance of continuous learning and adaptation in a rapidly changing environment.New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Key Moments:(00:00) Introduction(01:49) Understanding Outbound Sales and AI's Role(08:38) Defining Signals and Intent in Sales(10:58) The Evolution of Outbound Sales: From 1.0 to 3.0(14:47) The Profile of an Outbound 3.0 Sales Rep(32:35) Building Champions in Rev Ops(38:03) Leveraging AI for Account Insights(39:53) Human Touch in AI Outreach(45:52) Innovative Approaches to Outbound Sales(49:57) The Evolution of Networking and Referrals(01:01:59) Teaching and Sharing Insights with Prospects(01:05:04) The Role of Sales Development Leaders(01:09:53) Hiring and Developing Effective Sales Teams(01:15:08) The Importance of Compensation and Career Paths in Sales

Kevin "KD" Dorsey, Chief Revenue Officer at Finally, dives into the transformative power of AI in sales. He shares real-world applications, like developing internal AI agents and call scoring systems, to boost team performance. KD highlights the gap between AI's potential and its implementation, emphasizing a tactical approach to leverage AI effectively. The discussion also touches on the importance of leaders taking breaks to foster organizational growth, pinpointing how AI can streamline documentation and enhance training efficiency.

Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, shares his expertise in sales commission planning. He dives into effective strategies for crafting comp plans that motivate sales teams and achieve business goals. Topics include understanding what drives sales reps, the importance of clear and achievable incentives, and the balance needed in commission structures. Ryan also discusses how collaborative plans can promote teamwork while examining modern compensation trends and their impact on sales behavior.

In this conversation, Alex Kramer, the CRO of Cresta, shares insights from his journey transforming Cresta into a contact center AI leader. He dives into the gritty realities of securing that first enterprise customer and the necessity of team endurance in a competitive landscape. Alex discusses the evolving dynamics of enterprise sales, the role of AI in optimizing success, and the critical importance of resilience, using Shackleton's Antarctic expedition as a metaphor for overcoming business challenges.

Matt Braley, the third employee at InvoiceCloud, transformed the company from a modest half-million in ARR to a staggering $4 billion acquisition. He shares insights on scaling an alliance ecosystem, growing partnerships from 15 to 50 and generating significant revenue. Discover his unique VECTOR framework designed to qualify partnerships, avoid common pitfalls, and achieve strategic alignment. Matt emphasizes the importance of clear goals, incentive alignment, and effective collaboration for fostering successful partnerships that drive business growth.

Neal Patel, the CRO at Crunchbase and a tech veteran with 25 years of experience, shares invaluable insights for revenue leaders. He discusses how to assess company viability beyond vanity metrics, aligning with executive peers for sustainable growth, and recognizing red flags in traditional approaches. The conversation dives into AI's disruption of go-to-market strategies, emphasizing a future where smarter, smaller tech stacks prevail. Patel highlights the critical role of CROs in adapting to market dynamics while fostering customer relationships.

Andrew Johnston, Head of Sales at Superhuman, shares his expertise on transitioning from product-led to sales-led growth. He discusses challenges in targeting larger B2B deals and emphasizes the importance of a skilled sales team. The conversation highlights leveraging data and AI for customer engagement and sales strategies. Johnston also explores the cultural shifts needed for successful implementation, the necessity of personalization in outreach, and how to balance AI efficiency with the human touch in communication.

Vanessa Brangwyn, CRO of Modus, shares her journey through the tech industry, detailing the contrasts between venture capital and private equity environments. She discusses how PE firms prioritize efficiency and profitability, the challenges of navigating board dynamics, and the need for strategic market entry. Vanessa emphasizes the significance of a customer-centric approach and the advantages of her background in customer success. Plus, she offers insights on integrating go-to-market strategies post-acquisition and fostering teamwork in revenue leadership.

Ashley Grech, the Chief Revenue Officer at Xero, shares her expertise in navigating high-stakes decisions and solving complex revenue challenges. She discusses how to balance instinct with data, using frameworks like the driver tree to diagnose sales bottlenecks. Grech emphasizes the importance of regular performance evaluations and integrating diverse data sources for enhanced customer insights. She also highlights the balance between communication and collaboration in fostering team independence and shares insights on effective market expansion strategies.