Revenue Execution: Defining the Standard for Revenue Excellence

Our guest this week is Chuck Brotman, Co-Founder of Blueprint Expansion! Chuck has been in sales and sales leadership roles for nearly 20 years, and pivoted his career to launch Blueprint Expansion in 2020 with the goal of helping companies recruit and hire exceptional GTM talent. He’s passionate about the problems Blueprint Expansion solves, especially for early stage startups, and chatted with Ross about how sales teams can up-level their hiring game. Want more B2B sales content like this? Subscribe to our bi-weekly newsletter, From Vendorship to Partnership!

Welcome back to the From Vendorship to Partnership podcast, season 2 – Seller's Journey! Our guest this week is Chris Bondarenko, VP of Sales - North America & APAC at Docebo. He talked to Ross about trends in B2B sales, his experience in sales from small hyper-growth startups to an 800+ person org, and why creating an environment of constant learning is so important in sales. Subscribe to our newsletter to stay updated on new episodes and more B2B sales content like this!

In this masterclass, Pete Kazanjy, a SaaS GTM expert and founder of Modern Sales Pros, joins Adam Boushie and Belal Batrawy to discuss managing up as a sales leader. They highlight the importance of effective communication, aligning expectations with executives, and being proactive about challenges. Emotional intelligence becomes crucial for navigating tricky dynamics with superiors. The panel also stresses the need for transparency and strategic self-advocacy to enhance engagement and career advancement in sales leadership.

Mutual action plans (MAPs) are a no-brainer for your sales team if you’re looking to make the most of every deal – especially if your sales are complex and involve multiple stakeholders. When you proactively align with buyers on a clear path to a buying decision, deal velocity and win rates increase! In this masterclass, we dive into what great MAPs look like, how to implement them across your sales team, and how to get your reps actually using MAPs consistently. Featuring sales pros: Manuel Hartmann, CEO & Founder at SalesPlaybook – SalesPlaybook’s CEO & founder; worked with 200+ B2B entrepreneurs to help them accelerate their market traction Milena Kaul, VP of Sales at Atrium – experienced B2B sales leader; previously Senior Sales Director at Flock Safety and SalesLoft Christian Krause, AE at Salesforce – Account Executive partnering with Switzerland startups & VCs; sales advisor helping junior salespeople crush quotas Want the key takeaways from this masterclass? Check out this blog on Mutual Action Plan best practices.

Nick Casale, Director of Sales at Sendoso and an early hire at Talkdesk, shares his journey from startup to leadership. He discusses the importance of building a flexible sales process that balances autonomy and consistency among team members. Nick emphasizes empowering sales teams to connect authentically with customers rather than relying solely on scripts. He also delves into the challenges of navigating unexpected demands during negotiations and maintaining professional boundaries to identify qualified buyers effectively.

Welcome back to the Seller's Journey! This week, we're talking to Conor Dragomanovich, Director of Commercial Sales at Productboard. Conor joined Productboard in 2018 as a founding AE, and since then he's moved up to lead and scale the commercial sales team of 20+ AEs. He and Ross talked about common mistakes in startup sales, how to successfully partner with your reps, and future trends in B2B sales. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter for tactics from sales pros, info about upcoming masterclasses, and more resources for startup sales leaders today. About Conor Conor Dragomanovich is a Founding AE & Director of Commercial Sales at Productboard, an industry leading customer-driven product management system. Before Productboard, Conor was a Founding AE at Dealpath as well as a top performing rep at AppFolio. Before entering the world of Startups, Conor managed surf shops in Santa Barbara, CA.

It's our Customer Appreciation Week here at Accord, and since Stripe has been a big supporter of ours since the beginning, we couldn't think of a better episode to celebrate with. Our guest this week is the incredible Jeanne DeWitt Grosser, Head of Americas Revenue & Growth at Stripe! Jeanne has helped build and lead the sales team at Stripe for 6+ years; previously, she led SMB and mid-market sales for GSuite at Google.  Listen to the episode to hear her take on common sales leader pitfalls to watch out for, who you should hire as your early sales reps, and other tactics for early stage sales teams. To celebrate reaching 100+ paying customers at Accord, we're putting our amazing users in the spotlight. Check out this article to learn how we grew from 0 to 100+ customers in a year, and see how high-growth startups are winning & onboarding customers faster with Accord. About Jeanne Jeanne DeWitt Grosser has nearly 20 years of sales & GTM experience, and is currently the Head of Americas Revenue & Growth at Stripe, where she has spent 6+ years helping to build and lead sales. Previously, she was the CRO at Dialpad, and led SMB and mid-market sales in North America, Latin America, and the Japan & Asia Pacific regions for GSuite at Google.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey. This week, we’re sharing a masterclass we held with a panel of top revenue leaders on how to maximize NRR – the new startup North Star! We talked about best practices to action expansion opportunities & mitigate churn, who should own upsells & customer relationships, and NRR tactics for different sales motions. Get key takeaways from the masterclass here! Meet the experts: Brian Reuter, Director of Account Management at Figma – 10+ years GTM experience across the customer journey in sales, marketing, and CS Alex Heller, Head of Account Management at NYSHEX – 10+ years in sales & leadership at Flexport, Athena Health, etc. Connor Fee, CRO at Shortcut – 10+ years GTM & leadership experience at Clearbit, Winning by Design, UserVoice, & more

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! This week, we’re sharing a masterclass we held with a panel of veteran B2B sales leaders on how to hit your sales goals during a downturn. We talked about making the most out of every lead and opportunity, managing timelines & stakeholders when budgets are tight, and positioning your product as a “need to have” in this challenging time for tech. Get key takeaways from the masterclass here. Meet the experts: Renu Gupta, VP of Sales at Thrive – 15+ years sales leadership at Slack, Dropbox, Google, Cisco, etc. Elizabeth Andrew, Head of Sales at Netomi – 10+ years sales & leadership experience at Skillsoft, Dropbox, Parley Pro, etc. Jamie Wheeler, Head of Sales at MessageBird – 2 decades of experience (Twilio, Braze, Layer, etc) across sales, leadership, and founding startups

Mark Ripley is the VP of Sales at Mosaic, with 20+ years of sales and leadership experience. In this episode, he and Ross dive into how to effectively partner with customers and build better relationships by asking better questions during the sales process. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter for tactics from top startup sales leaders, invites to masterclasses, and more resources for high-growth B2B sales teams. Check out past editions and subscribe here! About Mark Mark Ripley is the VP of Sales at Mosaic. Mark is a revenue leader with 20+ years of experience in SaaS and Cloud Computing Software, with a successful track record building, leading and scaling high performance sales teams that consistently surpass revenue goals and grow market share. He has a reputation for building a vibrant culture and cohesive teams, united by their collective motivation to achieve ambitious team goals.