The Revenue Leadership Podcast with Kyle Norton

Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, shares his insights on fueling significant revenue growth by exploring new markets and aligning cross-functional teams. He discusses the value of customer-driven strategies over competitive pressure and how to effectively time product launches. Jason highlights the importance of tailored approaches for market entry, particularly in vibrant regions like Latin America. He also delves into the interplay between go-to-market strategies and product innovation, emphasizing adaptability and continuous learning for success.

Sangeeta Chakraborty, former CRO of Miro and early-stage investor, shares her innovative approach to go-to-market strategies. She argues for embracing product thinking over rigid processes, emphasizing continuous iteration and customer engagement. Sangeeta discusses the outdated notion of 'post-sales' and advocates for a customer success model. The conversation also dives into leadership shifts, talent evaluation beyond conventional metrics, and the importance of a collaborative culture in startups. Her insights promise to reshape how companies approach revenue and customer relationships.

In this engaging discussion, Hayden Stafford, President and CRO at Seismic and former Microsoft leader, shares his insights on transforming businesses from single-product to multi-product platforms. He dives into the strategic shifts in sales tactics and talent development necessary for growth. Hayden highlights the importance of ecosystem partnerships and tailored messaging that resonates with varied stakeholders. He also discusses the vital role of an independent value consulting team to enhance customer satisfaction and the need for effective internal feedback mechanisms.

Luke Arno, the Chief Revenue Officer at Transcend and seasoned expert in SaaS sales, shares how enablement is the often-missed key to driving sales productivity. He unveils his three-part framework for effective enablement—onboarding, ongoing development, and in-the-moment strategy. The conversation dives into hiring strategies, measuring enablement's impact, and fostering a culture of accountability and coaching. Luke also discusses aligning sales and marketing for success, and introduces the 'CRAMPS' framework to improve employee engagement.

Join Mike Donohue, CRO at 11X and former sales leader at Square and PayPal, as he delves into the revolutionary integration of AI in sales. Discover how digital workers, Alice and Julian, now handle 90% of the sales prospecting, drastically reshaping sales roles. Mike discusses the future of sales jobs, the need for evolving skills in tech, and why CROs must embrace AI to stay relevant. He highlights how traditional sales structures are giving way to AI-driven tactics that enhance efficiency and productivity.

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.