10/10 GTM

Our guest for Episode 41 is Emma Galler, VP of Sales at Formstack. Prior to joining Formstack, Emma held leadership roles at GRC, Built In, and Aerotek. She brings more than a decade of experience to the conversation.  In this episode, Ross and Emma discuss why driving execution excellence hinges on creating a winning culture, building a cadence around operational excellence, and understanding why having a strong pipeline solves all problems. 

Kyle Coleman, CMO at Copy.ai, shares over a decade of sales and marketing expertise. He dives into why aligning value propositions with strategic initiatives is essential for sales success. Kyle emphasizes the need to validate messaging through actual customer interactions and the importance of understanding executive priorities. The conversation also highlights the evolution of sales strategies, shifting from product features to impactful value narratives. Engaging customers directly is crucial for leadership, fostering better decision-making and strategy alignment.

Jacco Van der Kooij, Founder of Winning by Design, boasts over 20 years of sales experience. In this conversation, he emphasizes the importance of understanding growth dynamics, particularly the shift from customer acquisition to retention in SaaS. He discusses how AI is transforming B2B sales, making it essential for sellers to adapt to new buyer expectations. Jacco also highlights the rising value of genuine sales skills and the need for creating memorable, customer-centric sales experiences as the landscape evolves.

From 2022 to 2023, companies spent $101.8 billion training new and current employees. On average, it takes six months for most companies to reach the break even point for onboarding. The bottom line? Hiring and training employees is expensive. To succeed in today’s economy, organizations need to focus on building high-performing sales teams that stick around.  In this masterclass, leaders from Aiwyn, NetApp, and Matrix discuss how to create a winning culture, retain top performers, and up-level your team to achieve 10/10 performance. They cover how to:  Define a high-performing sales team Build a winning sales culture that upholds GTM standards and retains top talent Implement proven strategies, tools, and training to cultivate A-players

Ryan Lazar, the Country Manager for Qualtrics in Canada, brings over 15 years of sales expertise to the discussion. He shares his transformative journey from engineering to sales, emphasizing the value of meritocracy. Ryan delves into strategies for execution excellence, including the importance of building strong communities, maintaining consistency, and practicing radical candor in leadership. He also explores the unique challenges of navigating Canadian market mindsets and the significance of establishing client trust for successful partnerships.

In this discussion, leaders from SafeBase, a cybersecurity pioneer, and HubSpot, a marketing software giant, delve into the critical role of security in business. They emphasize how integrating security into sales strategies fosters trust and boosts revenue. The conversation covers effective risk management practices, proactive collaboration among departments, and the importance of structured resources for sales teams to confidently address security inquiries. Strategies for enhancing customer engagement through transparency and automation are also highlighted.

Our guest for Episode 35 is Jon Feldman, Vice President of Sales at anecdotes.ai. Jon is an award-winning VP who brings more than two decades of experience to the conversation.  In this episode, Ross and Jon discuss the importance of positioning, strategy over tactics, and developing effective leaders to drive execution excellence across sales and CS teams. 

We're diving deep into the world of deal execution with the Modern Sales Pros. In their recent Mega SKO, Ross led a panel discussion featuring Chris Calkin, VP of Sales at Census, and Justin Bullock, VP Sales at Envoy.

Our guest for Episode 33 is Jeff Rosset, CEO at Sales Assembly. Jeff brings more than two decades of leadership experience to the conversation.  In this episode, Ross and Jeff discuss the critical role of data-driven decision making, the importance of building a system that works, and why continuous learning and skill development is crucial. 

Phil Dantas, Director of Sales at Clio with over a decade in the field, dives deep into the world of sales leadership. He emphasizes the necessity of defining excellence and establishing clear standards to boost team performance. Phil highlights the importance of role-playing to refine skills and the need for operational rigor in building a successful sales process. He also discusses the balance between immediate revenue and long-term strategies, while stressing simplicity in sales practices to drive focus and accountability among reps.