10/10 GTM

This week, we’re sharing a masterclass we held recently with an incredible panel of sales & CS leaders on how to use mutual action plans (MAPs) to win & expand more deals. We talked about why every seller should be using MAPs to partner with buyers and get them to value quickly, so you can hit revenue targets and build long-term advocates for your product. Get more takeaways from the masterclass here! Meet the experts: Ryan Sydor, VP of Manufacturing, Automotive and Energy Sales at Salesforce – has ~2 decades of sales & leadership experience at Salesforce, Clio, & more Jocelyn Brown, Head of CS & Sales at Hypercontext – 15+ years managing high-performing sales & CS teams in B2B & SaaS Daniel Cacic, Enterprise Solutions Director at Kurios – B2B enterprise sales leader leading an early stage team of six in the EdTech space

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Swapnil Shinde, CEO & Co-Founder of Zeni. Zeni is an AI-powered startup bookkeeping and accounting service. Swapnil is a 3x founder and led Zeni’s sales for its first two years, closing over 100 customers single-handedly. Swapnil chats with Ross about founder-led sales, what to look for in your first reps, and his top book recs for startup/sales leaders. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter! Every other Thursday, we'll share conversations with top sales leaders, invites to masterclasses & other events, and more. You can check out past editions here.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! This week, we’re sharing a “jam session” we held recently with Marissa Fuhrer, Senior Manager of Enterprise Sales at Figma. Figma has built a winning sales-assisted motion on top of their PLG core to move up-market seemingly overnight. One of the secrets to their sales success? Making the most of every deal through buyer collaboration. In this jam session, Ross talked to Marissa live on Zoom, and sales leaders had the chance to ask questions about collaborating with buyers and building a scalable, customer-first sales process. If you want to watch the session instead, check it out on YouTube. For more content like this, subscribe here to get podcast updates and the From Vendorship to Partnership newsletter! About Marissa Marissa Fuhrer is a Senior Sales Manager at Figma. Prior to Figma, Marissa spent a few years at Dropbox, Scoop and BrightEdge, where she helped lead sales efforts in the Education space as well as public companies around the US. In her free time, Marissa enjoys spending time with her 4 legged daughter, Winnie.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Clay Bentley, VP of Sales at Metadata. Before joining Metadata two and a half years ago, Clay led sales at G2 Crowd for four years, and previously worked as an AE at several SF-area companies and startups. He told Ross: “Startups are my thing – they get me out of bed in the morning.” Listen to the episode for insights & advice from Clay on common early stage sales mistakes, balancing priorities, and coaching your reps. About Clay & Metadata Clay is the VP of Sales at Metadata, and was formerly the VP of Sales at G2. His journey has taken him from SF → Chicago → Nashville, where he currently lives. Metadata automates paid campaign execution and strategy, eliminating manual and repetitive work for B2B Marketers. Metadata is hiring! Check out their open roles here.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Christian Borrelli, VP of Global Sales at CaptivateIQ! Christian joined CaptivateIQ as one of the first employees, and has scaled the sales team to 100+ since then. In this episode, Christian & Ross chat about the future of B2B startup sales, what most people get wrong about sales at startups, and using data to iterate on your sales process. About Christian: Christian Borrelli leads the sales organization at CaptivateIQ, the leader in commission management software. Prior to joining CaptivateIQ as one of its first employees and scaling the sales team to 100, Christian held finance and operations roles at Siemens, Cybereason, and EMC. He currently resides in Austin, TX.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Kevin Nothnagel, VP of Sales at Clockwise. Kevin is a multi-time sales and revenue leader with a wealth of sales and PLG knowledge from his time at Dropbox, Productboard, and now growing the team at Clockwise. He and Ross talk about building playbooks, celebrating your losses, and other sales teams they look up to. About Kevin and Clockwise: Kevin Nothnagel is VP Sales at Clockwise, and previously built sales teams at Productboard, Facebook, and Dropbox. He joined Clockwise to build the sales team and help organizations everywhere find more Focus Time to be happy & productive at work. Clockwise automates many of the everyday chores of managing your team's calendars and is used by over 10,000 organizations such as Netflix, Atlassian, and Uber.

Welcome back to From Vendorship → Partnership, Season 2: Seller’s Journey! Our guest this week is the one and only Mark Roberge: co-founder at Stage 2 Capital, author of the best-selling The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales. To say the least, Mark has a ton of incredible sales insights to share (way more than we could cover in 20 minutes!) Subscribe for more content like this, and check out the Stage 2 Capital Accelerator that Mark mentions in the episode. About Mark: Mark Roberge is Co-Founder at Stage 2 Capital, the first VC fund run and backed by go-to-market executives. He is also Senior Lecturer at the Harvard Business School. Prior to these roles, Mark served as Chief Revenue Officer at HubSpot where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark is the author of the bestselling book, The Sales Acceleration Formula, and has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures.

Welcome back to From Vendorship to Partnership, Season 2: Seller's Journey! Today we have a special episode: we’re sharing a masterclass with former Stripe sales leaders (and Ross’ former colleagues!) who are now leading sales at other top orgs & startups: Ryan O’Holleran, Director of Enterprise Sales at Airwallex Geraud Gonzales, Director of US Partner Sales at PayPal Abby Westby, Head of Platforms at Parafin They talked to Ross about their experience building and scaling the Stripe sales team together, tips for moving into leadership roles, and other advice for startup sales teams. For more startup & sales content like this, subscribe to our email list at https://inaccord.com/from-vendorship-to-partnership

Becca Lindquist is the Head of Sales at dbt Labs, helping to 10x Enterprise revenue and grow the sales team from 3 to 20+ in the past year. She enjoys figuring out the sales and GTM motions in the early part of the startup journey, and talked to Ross about all things early stage sales in this week's episode. Subscribe to From Vendorship to Partnership for more episodes like this! Interested in learning directly from leaders who helped build & scale one of the most successful startup sales teams? On Tuesday, April 12 at 2pm Eastern, we’re hosting a masterclass with former Stripe sales leaders (and Ross’ former colleagues): Ryan O’Holleran, Director of Enterprise Sales at Airwallex Geraud Gonzales, Director of US Partner Sales at Paypal Abby Westby, Head of Sales at Parafin We’ll talk about their experience as AEs scaling the Stripe sales team together, and their advice & lessons learned when moving from sales rep roles → leadership roles. Save your seat for the masterclass here!

Welcome to the first episode of Season 2: Seller’s Journey! This season, our host and Accord CEO & Founder Ross Rich talks to startup sales leaders – diving deep into their experience building winning processes, coaching & scaling teams, and partnering with customers. Our guest this episode is Andrew Bothwell, SVP of Sales and Success at Spekit. Andrew has been scaling sales teams for the past 17 years, and is a Salesforce, Zendesk, Talkdesk, and WalkMe alum. He and Ross chat about common mistakes from startup sales leaders, how to approach building your sales team in today’s competitive job market, and the importance of having a growth & learning mindset. Subscribe to From Vendorship to Partnership for more episodes like this!