10/10 GTM

In this engaging discussion, Alex Kane, Enterprise AE at Samsara with nearly seven years in sales, shares insights on mastering storytelling to enhance sales effectiveness. He emphasizes the importance of a winning mindset and authentic relationships in sales. Alex breaks down how relatable narratives can influence purchasing decisions and position salespeople as trusted partners. The conversation also touches on balancing fear with optimism in sales conversations, advocating for a positive vision to inspire clients and reshape outcomes.

Nabeil Alazzam, Founder and CEO of Forma.ai, shares his expertise in optimizing sales compensation for Fortune 500 companies. He discusses how sales can be a powerful growth lever and the crucial need for fair earning opportunities within teams. Nabeil highlights the importance of aligning compensation with performance metrics and adapting strategies through AI. He also emphasizes the collaboration necessary between departments to enhance customer experiences while motivating sales representatives. Prepare for insightful takes on transparency and tailored approaches in sales!

In today's competitive B2B market, simply ‘having a sales process’ isn't enough. If you don’t obsess over a value-based customer journey that translates from the C-suite down to day-to-day conversations in the field, you’ll miss targets.To consistently win, the best leaders are driving a value-centric approach that makes it easy for front-line sellers and managers to build trust and strong relationships with potential customers.

Our guest for Episode 51 is Evan Seder, Head of Sales at Persona. Before joining Persona two years ago, Evan spent nearly five years at Stripe, where he was a founding member of the product sales organization.   In this episode, Ross and Evan discuss the importance of owning your week, writing things down, and taking agency over your work. 

Alli Sitkiewicz, the SVP of Sales at Built In, shares her journey from journalism to a thriving sales career. She emphasizes the significance of controlling what you can in both personal and professional realms. Alli dives into strategies for investing in top performers and enhancing team effectiveness through structured practices and clear communication. She discusses the challenges of transitioning into leadership and the value of nurturing a supportive, predictable work environment that boosts performance and collaboration.

Our guest for Episode 50 is Andrew Johnston, Head of Sales at Superhuman. Before joining Superhuman, he held leadership roles at companies like Scale AI and Twilio. With over a decade of experience, Andrew brings valuable insights and expertise to the conversation.  In this episode, Ross and Andrew discuss strategies for moving upmarket, fostering creativity in sales, and building a culture of trust and transparency. 

Asad Zaman, CEO at Sales Talent Agency and founding member of Pavilion, shares his transformative journey from student to CEO. He emphasizes the critical need for hard work and strategic selling. The conversation explores the evolving landscape of sales hiring, balancing experience and potential. Asad also discusses the concept of product market fit as a dynamic process rather than a static goal. Lastly, he offers insights on intentional career planning, urging listeners to evaluate job offers with a clear understanding of their personal ambitions.

Stevie Case, CRO at Vanta, boasts a diverse background with over 20 years in sales leadership, including roles at Twilio and Visa, and a history as a professional gamer. She shares her unique insights on transitioning from competitive gaming to sales, highlighting how those skills translate to operational excellence. The conversation covers establishing a culture of problem solvers, nurturing a data-driven learning environment, and balancing accountability with openness in leadership. Stevie emphasizes the importance of empathy and genuine relationships in advancing sales careers.

Explore the transformative shift towards value selling in today’s SaaS landscape. Discover how businesses are prioritizing ROI and strategic goal alignment over mere product features. Learn about innovative coaching techniques that elevate sales processes, and the role of authentic customer stories in refining sales strategies. Delve into the importance of a growth mindset within sales teams, and the necessity of clear accountability in field sales. Uncover practical frameworks for remote selling and the value of ongoing learning in driving success.