Revenue Execution: Defining the Standard for Revenue Excellence

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.

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.