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10/10 GTM

Latest episodes

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May 7, 2024 • 37min

Strategies to Drive Sales Enablement Success for Adoption & Impact

Over $70B is spent annually up-leveling revenue teams. This begs the question: How much of this investment translates into tangible improvements for how account executives and customer success managers engage with prospects and customers?  In this masterclass, enablement leaders from Databricks, Teamwork, and Slack discuss how to assess whether your enablement investments are effectively bridging the gap between strategy and execution. They cover:  How to adopt & enforce winning methodologies with rigor Rolling out new sales & cs processes that actually impact customer interactions Strategies to guarantee org-wide adoption of your proven best practices
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Apr 30, 2024 • 34min

Nailing the Problem, Asking Great Questions & Overcoming Confirmation Bias with David Priemer, Founder of Cerebral Selling

David Priemer, founder and chief sales scientist at Cerebral Selling, has over 20 years of experience in sales after starting as a research scientist. He discusses the importance of identifying customer problems before proposing solutions. David emphasizes the art of asking insightful discovery questions to uncover deeper needs. He also shares strategies to overcome confirmation bias, advocating for a relaxed communication approach that fosters emotional engagement and genuine connections in sales.
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Apr 23, 2024 • 29min

Effort, Mutual Plans & Paranoia in the Sales Cycle with Paul Snelson, SVP of Global Sales at SysAid

Our guest for Episode 29  is Paul Snelson, SVP of Global Sales at SysAid. Before joining SysAid, Paul held leadership roles at Meal Ticket, TouchBistro, and Salesforce. He brings more than two decades of experience to the conversation.  In this episode, Ross and Paul discuss why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales rep. 
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Apr 16, 2024 • 38min

Mastering Fundamental Sales Skills to Close More Deals in 2024

In an era marked by market volatility, bringing in new business has become increasingly challenging. With larger buying committees, extended deal cycles, and stricter budgets, the landscape of selling has evolved. To navigate the complexities of this new world, there’s one essential tool in your sales stack you can count on: the fundamentals.   In this masterclass, revenue leaders from SEON, Rev, and Sales Assembly share what sales teams need to do to close more deals in today’s challenging environment. They cover: Core sales skills Building a culture of excellence  Frequently overlooked sales skills 
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9 snips
Apr 9, 2024 • 26min

How to Streamline Buying & Selling with Peter Borkovich, SVP Sales at Yotpo

Peter Borkovich, SVP of Sales at Yotpo, brings over 20 years of leadership expertise from roles at InVision and Salesforce. He dives into the significance of understanding the motivations behind deals and introduces a three-pillar framework for effective sales. Their conversation covers optimizing sales strategies by focusing on customer engagement and strategic alignment during onboarding. Borkovich also shares insights on managing revenue leadership challenges while balancing the needs of buyers and sellers for smoother transactions.
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11 snips
Apr 2, 2024 • 31min

Winning Customers and Driving Growth with Chloe Stewart, Fractional CRO

Chloe Stewart, a seasoned revenue leader with over 15 years of sales experience and former CRO at Pilot.com, shares powerful insights on customer engagement. She discusses the critical importance of aligning teams around shared goals and effective communication to boost customer success. Chloe emphasizes the necessity of rigorous qualification criteria in the sales process to protect brand reputation. She also explores the psychological challenges faced by sales reps and highlights strategies for navigating market dynamics while maintaining team morale.
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Mar 26, 2024 • 22min

Measuring, Celebrating & Course Correcting Sales Initiatives with Mark Wayland, CRO at Box

Our guest for Episode 25 is Mark Wayland, CRO at Box. Before joining Box in 2019, Mark held leadership positions at Tanium, Salesforce, and Gartner, Inc. He brings more than three decades of experience to the conversation.  In this episode, Ross and Mark discuss the importance of codifying deal excellence, partnering with frontline managers, and implementing effective strategies to measure, celebrate, and course-correct sales initiatives. 
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Mar 19, 2024 • 27min

Mutual Action Plans & Multi-threading Strategies with Dan Wardle, VP of Sales at Noibu

Our guest for Episode 24 is Dan Wardle, VP of Sales at Noibu. Before joining Noibu, Dan held leadership positions at Vidyard, Salesforce, and Blackberry. He brings two decades of experience to the conversation.  In this episode, Ross and Dan discuss Dan’s top three tips for operationalizing deal excellence across revenue organizations. They explore the importance of ironing out next steps, establishing mutual action plans, and monitoring and enforcing multi-threading. 
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Mar 12, 2024 • 24min

The Critical Role of Your ICP, Training & Deal Reviews with Dan Dal Degan, Co-founder of Talas

Our guest for Episode 23 is Dan Dal Degan, Co-founder of Talas. Dan brings 37 years of sales experience to the conversation, with more than two decades working specifically in SaaS.  In this episode, Ross and Dan discuss the critical factors for closing more deals, emphasizing the importance of establishing your ideal customer profile (ICP), conducting monthly seller training sessions, and hosting weekly reviews of inspirational sales stories.
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Mar 5, 2024 • 25min

Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social

Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social, shares insights from his 11 years at Salesforce. He emphasizes the importance of understanding the 'whys' behind buyer motivations for successful sales. Cale discusses how frequent communication helps maintain deal momentum and the need to carefully calibrate deal risk. He highlights the challenges of aligning sales with product teams and stresses the critical role of frontline managers in navigating organizational priorities and driving team success.

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