10/10 GTM

Catie Ivey, Chief Revenue Officer at Walnut, is passionate about shaping the future of sales leadership. In this discussion, she reveals her three keys to execution excellence: leveraging strength-based leadership, embracing product-centric selling, and aligning go-to-market teams. Catie highlights the shifting power dynamics of product-led growth and the importance of user-centric design. She shares insights on overcoming communication gaps among teams and cultivating a customer-centric culture to drive success.

Join Alina Vandenberghe, Co-CEO of Chili Piper, Evan Huck, CEO of UserEvidence, and Kris Rudeegrapp, Co-CEO of Sendoso, as they share insights on authentic leadership in B2B SaaS. They discuss the power of building personal brands and fostering team alignment through clear communication. The conversation dives into leveraging AI for team performance and nurturing long-lasting customer relationships. Explore how innovative marketing strategies can drive revenue and the importance of hiring and developing top talent for sustained success.

Our guest for Episode 76 is Mike Murchison, the CEO and Co-founder of Ada, an AI customer service platform dedicated to making customer service extraordinary for everyone. He brings more than a decade of experience to the conversation. In this episode, Ross and Mike discuss how to navigate buying and selling AI by understanding the problem you’re trying to solve.

Josh Solomon, VP of Sales at Ask-AI, brings over a decade of leadership experience from Ada and BioConnect. He shares insights on how revenue leaders must embrace an AI-first approach and reshape their playbooks. The discussion highlights the evolving B2B landscape, where enhancing customer experience with AI is paramount. Solomon also addresses the pitfalls of rapid tech adoption and the importance of a grounded strategy. With AI tools optimizing sales processes, he emphasizes the need for hands-on experience to truly transform team productivity.

James Roth, CRO at ZoomInfo, shares insights on leveraging AI in sales, emphasizing the need to maintain personal connections. Matt DeLauro, President at SEON, discusses strategies for building high-performance go-to-market teams and the importance of effective onboarding. Kyle Norton, CRO at Owner.com, highlights the vital role of frontline managers in team success. The trio also delves into operational excellence and the indispensable nature of post-sale processes to drive sustained revenue growth.

Keith Jones, GTM Systems Lead at OpenAI, shares insights from his journey as a tech leader, highlighting the importance of adaptability and empathy in operations. He discusses effective strategies for evaluating technology and the critical role of stakeholder engagement in project management. Keith also emphasizes the transformative impact of AI tools in enhancing vendor evaluations and streamlining data management processes, offering practical tips for businesses to improve accuracy and decision-making.

Karan Singh, VP of GTM Strategy at LaunchDarkly, brings a wealth of experience from B2B SaaS and venture capital. He discusses the importance of establishing consistent rituals for sales success. Karan emphasizes setting SMART goals and how technology can amplify productivity. The conversation also covers strategies for enhancing seller performance through proactive engagement and effective delegation. Lastly, he underscores the need for leadership in adapting to change, advocating for a more collaborative approach in driving organizational innovation.

Robert Clarkson, the CRO at Stripe with decades in fintech leadership, shares valuable insights on sales and customer focus. He emphasizes that customers prioritize outcomes over products, shifting the sales approach towards understanding their motivations. Robert discusses the transition from traditional sales tactics to forging genuine partnerships, highlighting the importance of empathy in building lasting loyalty. He also underscores the need for ongoing customer engagement and feedback to ensure products meet real needs and drive revenue growth.

Finance teams are a goldmine of insights, holding everything from precise forecasting data to strategic cost-management know-how. By collaborating with finance early and often, sales teams can anticipate potential hurdles, optimize pricing strategies, and negotiate from a position of strength — ultimately closing more deals, quicker. In this CFO panel, we invited two finance leaders — Danielle Cerisano, CFO at League, and Tyler Sloat, CFO and COO at Freshworks — to share how to scale operations and partner effectively with your finance department. 

Chris Taylor, Founder and President of OneMove Advisory, shares his impressive journey from Navy pilot to sales leader in the tech industry. He dives into the importance of structured cadences in B2B sales, which balance immediate goals with long-term strategy. Taylor emphasizes the significance of building champions within organizations to drive excitement and success in deals. He also encourages moving away from the lone wolf mentality to foster teamwork and collaboration, highlighting that respect and culture are key to achieving sales excellence.