Abe Smith, Chief of Global Field Sales Operations at Freshworks, brings over 30 years of sales expertise in high-growth B2B SaaS companies. He discusses the evolution of sales, focusing on the shift from traditional methods to AI-driven strategies that enhance customer engagement. Abe emphasizes the importance of mentorship and continuous learning in refining sales skills. He also explores parallels between coaching in sports and sales, advocating for real-time data tools to boost performance. Authenticity and discipline emerge as key traits for successful sales professionals.

Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.

Our guest for Episode 66 is Kathleen Waid, a Fractional CRO working with companies like SilentEight, Themis, JUMO, Valid and Solo.one. Kathleen is a sales and revenue expert who brings more than two decades of experience to the conversation. In this episode, Ross and Kathleen discuss the importance of accountability, empowerment, and measurement in driving execution excellence. They also explore how to motivate teams with clear comp incentives, and why understanding why customers buy and renew is crucial. 

Our guest for Episode 65 is Ed Armishaw, Sales Director, ServiceNow. Before joining ServiceNow, Ed held leadership roles at Salesforce and Walkbase. He brings more than 18 years of experience to the conversation.  In this episode, Ross and Ed discuss three strategic tips for achieving execution excellence in enterprise sales. They explore the importance of leading as part of a team rather than being a lone wolf, establishing a strong point of view, and effectively telling your story to “get fish on the table.”

Our guest for Episode 64 is Jen Igartua, CEO at Go Nimbly. She spends her days helping high-growth companies craft frictionless, human-centered buying experiences, bringing over a decade of expertise to the conversation. In this episode, Ross and Jen discuss how marketers can set reps up for success, why streamlining definitions matter, and the importance of foundational data.

Alina Vandenberghe, CEO of ChiliPiper and a seasoned entrepreneur, shares her insights on leveraging AI agents to create a productive revenue organization. She discusses the balance of personal and professional dynamics while co-founding a tech company with her spouse. Alina reveals the unique journey of a female tech co-founder and highlights how AI can enhance B2B customer success and engagement. The conversation also covers the evolving role of sales professionals in an AI-driven landscape, emphasizing the irreplaceable value of personal connections.

Jason Abrams, VP of Revenue Strategy at Plenful, brings over a decade of sales expertise in tech and healthcare. He discusses the critical need to identify what works for your ideal customer profile and the importance of hiring exceptional sales reps. Jason emphasizes the necessity of empathy in leadership, standardizing sales processes, and effectively communicating ROI. He highlights the role of successful client conversations and cross-functional collaboration in achieving revenue growth, showcasing how strategic hiring is essential for any budding company.

Andrew Dubowec, Chief Growth Officer at League, shares his extensive experience in leadership and company culture. He discusses fostering an "own it" mindset and the importance of teamwork in driving growth. The conversation highlights how timing is crucial in product development, and emphasizes the need for transparency in sales strategies to enhance client relationships. Andrew also addresses the power of clarity in customer engagement, advocating for effective communication tailored to executives.

Shannon Hopkins, RVP of Enterprise Account Management at BetterUp, shares her insights on enhancing team effectiveness and well-being. She discusses strategies for empowering leaders, emphasizing the importance of psychological safety and individualized support. The episode also explores the crucial link between employee well-being and peak performance, highlighting the role of soft skills. Additionally, Shannon addresses the human element in leadership, stressing self-care and open dialogue to foster supportive workplace relationships.

Our guest for Episode 59 is Matt Braley, former CRO, InvoiceCloud. Rising through the ranks from AE to CRO, Matt spent over a decade with InvoiceCloud, driving its growth from $28M to $170M in ARR and playing a key role in its $4B IPO.  In this episode, Ross and Matt discuss why it’s important to cultivate a culture that embraces change, builds strategic alliances, and develops reps one skill at a time.