Revenue Execution: Defining the Standard for Revenue Excellence

Our guest for this episode is Scott Barghaan, a seasoned sales leader who serves as an advisor, professor, and investor to a range of organizations. Prior to joining the Kellogg School of Management, Scott held leadership roles as an SVP at Salesforce and GM at Dell. He brings more than two decades of experience to the conversation. In this episode, Ross and Scott discuss the future of AI in sales, from redefining trust in an automated world to aligning GTM motions with modern behavior. They wrap up the conversation with predictions of what AI means for 2026. 

Jeff Perry, Chief Revenue Officer at Carta with prior leadership at Oracle and DocuSign. He talks about patient, consultative selling and why relationship-building is timeless. He highlights the role of SDRs, staying busy with meetings as a high-impact input, and hands-on leadership to scale upmarket success.

Our guest is Jordan Watson, Director of Customer First Enablement at Okta. Before joining Okta in 2024, Jordan held leadership roles at Broadcom and VMware. She brings more than a decade of sales and marketing experience to the conversation. In this episode, Ross and Jordan break down why role-based enablement outperforms company-wide programs and how teams can measure its real impact.

Our guest for is Vanessa Brangwyn, VP Sales, Motus. With more than a decade of revenue experience, Vanessa has held leadership roles at Pavilion and Achievers before joining Motus in 2024.In this episode, Ross and Vanessa discuss Vanessa’s 3 tips to drive execution excellence: being customer-centric in everything you do, leveraging RACIs and clear ROEs, and running deal accelerator workshops. 

Our guest for is Andrew Zinger, Senior Director, Global Sales Enablement, Fastly. Andrew is a seasoned sales enablement leader with over 20 years of experience. Before joining Fastly in 2023, he held leadership roles at top technology companies, including Figma, Dropbox, and Salesforce.In this episode, Ross and Andrew discuss how to drive execution excellence through adaptive enablement leadership, exploring how to balance strategic direction with rallying teams around a shared vision while staying flexible to evolving organizational needs.

The world of B2B SaaS has fundamentally changed. The era of "growth at all costs" is behind us, and the margin for error has disappeared. In a market defined by tighter budgets and the rapid rise of AI, the old playbooks for execution simply don’t work anymore.You’ve invested in the right GTM strategy and enablement programs. But if your sales process is still scattered across static documents while the market demands speed and precision, you are left with unpredictable results.It’s time to bridge the gap between theory and the new reality of execution.We are excited to announce the launch of Revenue Execution: Defining the Standard for Revenue Excellence, a new podcast launching on December 2nd.Hosted by Accord CEO and Co-Founder, Ross Rich, this show is for leaders dedicated to transforming sales theory into results. We skip the fluff to have honest conversations with the industry’s most successful leaders about the reality of building revenue infrastructure.Tune in each week as we break down how top leaders:Transform sales processes into enforceable revenue infrastructure.Get real ROI from their biggest investments: people and process.Operationalize AI to enforce playbooks that make every rep execute like a top performer.Create standards that drive consistency across the entire team.If you want to learn directly from tech’s top revenue leaders and operators about how they build their engines, this is the podcast for you.We are kicking things off with an incredible lineup of leaders navigating these shifts right now:Andrew Zinger – Senior Global Director, Global Revenue Enablement at FastlyVanessa Brangwyn – CRO at MotusJordan Watson – Director, Customer First Enablement at OktaChris Perry – CRO at CartaLaunching December 2nd on Spotify, Apple Podcasts, YouTube, or wherever you listen to podcasts.  

This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social.Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.

Kyle Norton, CRO at Owner.com, brings over a decade of sales leadership experience to the discussion. He shares invaluable insights on operationalizing deal excellence and the role of the Chief Revenue Officer in startups. The conversation delves into the power of documenting processes and conducting dry runs to improve team dynamics. Kyle emphasizes the need for structured sales processes that foster accountability and creativity, while also highlighting the significance of a strong company culture in navigating growth challenges.

Our guest for Episode 88 is Kunal Pandya, VP Global Revenue Enablement at Corsearch. With a career rooted in the tech industry, Kunal has worn many hats including as investor, founder, and senior leader. Prior to joining Corsearch, he held leadership roles at SAP, Taulia, and UserZoom. In this episode, Ross and Kunal discuss data-driven enablement, exploring leadership and strategy and effective coaching in practice. 

Dana Therrien, VP of Sales Performance Management at Anaplan, brings over 20 years of expertise from military finance to corporate strategy. He emphasizes the importance of a decisive approach to go-to-market planning for a fast start in sales. Key topics include the complexities of compensation and account segmentation, effective territory planning, and why selecting the right market is crucial. Therrien also discusses how automation can fix broken sales planning processes and the competitive advantage of decisiveness in achieving growth.