The Revenue Leadership Podcast with Kyle Norton

Eric Gilpin, CRO of G2, shares his 15 years of revenue leadership experience, including his time at Upwork. He discusses the transition from sales leadership to revenue executive, stressing the alignment of goals with a mission. The conversation dives into refining the Ideal Customer Profile and the importance of adaptability in planning. Eric highlights leveraging friction for growth and emphasizes leadership principles that foster collaboration. He also touches on the balance between remote and in-person work, underlining the value of effective communication in driving success.

Mark Berg, former VP of Revenue at Shopify, delves into his sales journey and the principles that fueled his success in product-driven organizations. He discusses the alignment of sales strategies with long-term company missions and the importance of building high-impact partnerships. Mark shares insights on navigating product-centric cultures, emphasizing customer needs over short-term gains, and fostering collaboration across teams to drive creativity. He also highlights trust and empathy as vital elements in effective leadership and partnerships.

In this discussion, Mark Kosoglow, co-founder and CEO of Operator.ai, shares his journey from mall shoe sales to leading top-tier sales teams at Outreach and Catalyst. He delves into the importance of creating repeatable revenue engines and building effective sales processes through measurement and technology. Highlights include the significance of hiring for traits over skills, utilizing data analysis to optimize sales strategies, and fostering a culture of enablement for onboarding success. Mark emphasizes the balance between process and adaptability in achieving consistent growth.

Sam Blond, a seasoned sales leader with a track record at EchoSign, Zenefits, and Brex, shares his wisdom on cultivating exceptional leadership and high-performing teams. He discusses the importance of promoting from within and the essential traits of standout sales leaders. Sam emphasizes hiring talent density, maintaining a positive attitude, and fostering a strong work ethic as key components of success. Dive into his insights on navigating leadership development and strategic hiring in fast-paced environments, highlighting how these practices create thriving organizational cultures.

Stevie Case, the Chief Revenue Officer at Vanta and a former VP at Twilio, shares her dynamic journey from tech sales to security compliance. She discusses the importance of building high-performing revenue teams and the impact of a thriving, supportive culture. Stevie touches on the challenges of growth predictability, the necessity of data-driven decision-making, and the crucial role of structured frameworks in fostering a learning organization. With insights into leadership scaling and integrating AI, she emphasizes adapting strategies to navigate a competitive landscape.

Asad Zaman, CEO of Sales Talent Agency and co-host of Topline Podcast, shares his expertise in sales recruitment within the tech sector. He discusses the challenges of hiring top talent when demand outstrips supply, emphasizing a structured process. Zaman highlights the necessity of emotional intelligence and strategic empathy in candidates. He also offers insights on building a robust hiring framework, the significance of detailed scorecards, and innovative methods like podcasting for recruitment, ensuring companies attract and retain high-impact sales professionals.

Mark Niemiec, Chief Revenue Officer at Salesloft, discusses his transformation journey from Salesforce to Salesloft. He emphasizes the shift from product-driven to platform-focused strategies, highlighting the importance of operational discipline and preserving company culture. Topics like integrating diverse talent while maintaining cultural integrity and the need for a unified sales strategy to enhance forecasting accuracy are explored. Mark also shares insights on leveraging customer data and collaborative ecosystems to drive business success.

Mark Roberge, Co-founder of Stage 2 Capital and former CRO of HubSpot, shares his journey through sales leadership and venture capital. He discusses the transformative impact of AI on tech strategy and emphasizes that great leaders don’t have to excel in every area. Roberge also highlights the importance of continuous learning in sales, navigating psychological barriers in decision-making, and the significance of aligning technology adoption with sales needs to drive team success.

Dini Mehta, an executive in residence at Peak 15 Ventures and former CRO of Lattice, shares her expertise on scaling multi-product strategies. She discusses her personal journey from India to leading tech sales in the U.S. Dini unveils the intricacies of transitioning to a multi-product approach, emphasizing the role of structured training and team recognition. She also highlights the importance of aligning personal aspirations with company goals, fostering community, and leveraging customer feedback for impactful product launches.

In this engaging talk, Kevin 'KD' Dorsey, CRO of Finally and founder of Sales Leadership Accelerator, shares his expertise in building successful startup sales teams. He emphasizes the vital role of sales playbooks, outlining the 'five P's': people, prospects, problem, process, and product. KD discusses the importance of structured onboarding, fostering a culture of continuous learning, and the power of observation in training. He also advises new leaders to focus on influence rather than control, offering practical insights for nurturing effective sales strategies.