10/10 GTM

Our guest for Episode 17 is Nicole Brambila, CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet.  In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes. 

Dustin Deno, Chief Revenue Officer at Affinity, shares insights on aligning incentive structures with business objectives to achieve sustainable growth. He discusses the challenges of managing revenue organizations amidst market fluctuations, emphasizing talent management and collaboration. Deno introduces innovative solutions like the 'swarm' support system for addressing sales underperformance and stresses the importance of effective coaching to build team confidence. He also highlights evolving hiring practices and the significance of personal well-being for leaders.

Doug Landis, a Growth Partner at Emergence Capital, delves into effective go-to-market strategies for SaaS companies. He discusses the crucial role of building consensus among stakeholders to close deals successfully. Doug emphasizes the importance of understanding the ‘whys’ behind each deal and warns that ignorance can be detrimental. The conversation also highlights how transparency and proactive communication are key to successful deal closures, especially during forecasting. Insightful strategies for aligning sales teams and enhancing collaboration are shared.

Our guest for Episode 14 is Jeff Benson, VP of Commercial Sales at enosix. Jeff brings more than two decades of experience leading global business growth in multiple regions and sectors, including Financial Services, Retail, and Regulated Industries. In this episode, Jeff and Ross discuss why the best sellers and revenue leaders take extreme ownership, maintain an iterative sales playbook, and are always qualifying opportunities. 

If you’re struggling to craft a compelling business case that will win the approval of even the most discerning CFOs, you’re not alone. In this challenging macroeconomic environment, financial decision makers are more critical than ever of new initiatives and their potential impact on the organization’s bottom line. With tighter budgets and increased scrutiny on every dollar spent, the pressure is on to present a case that is not only convincing but also backed by solid data and aligned with long-term strategic goals.  In this masterclass, finance, and revenue leaders from Ada, Webflow, and Own Company share insight into how to build a business case that addresses these concerns head-on, providing practical tips on how to demonstrate clear ROI, mitigate risks, and showcase how your initiative can drive sustainable growth and efficiency.  

Finance is becoming more involved in deals as organizations shift away from growth at all costs, and focus on efficient growth.  In this masterclass, CFOs from Figma, Sprout Social, and Vena Solutions share their thoughts on why finance involvement has shifted over the past few years, how to engage with finance teams on deals, and why conviction is important. 

Our guest for Episode 11 is Todd Caponi, an award-winning author of The Transparency Sale and The Transparent Sales Leader. Todd’s motto is ‘transparency sells better than perfection,’ and when he isn’t writing you can find him speaking and leading workshops for revenue leaders and teams.  In this episode, Ross talks to Todd about his coaching and leadership journey, the five F’s to follow, and why you should rethink what you measure and ask for. 

Getting on-site with key decision-makers can mean the difference between closing a deal or losing it. Face-to-face interactions enable sales reps to develop human connections, uncover hidden insights, remove uncertainty in deals, and overcome hurdles. But building these relationships and earning the right to get on-site has its challenges.  In this masterclass, revenue leaders from Box, Sprout Social, and CapIntel share insight into how they earn face-to-face time with champions and decision-makers, and why it’s so important. 

Our guest for Episode 9 is Tom Rowe, SVP of Sales at Chili Piper. Tom brings more than a decade of sales experience to the table. He’s worked at companies such as Caroo and Groupon, where he has held positions as an AE, Sales Manager, and VP.  In this episode, Ross talks to Todd about how to drive repeatability in the sales process by setting a firm agenda, always demoing on the first call, and never discounting. 

Our guest for Episode 8 is John Barrows, Founder and CEO of JB Sales. With more than 25 years of experience, John’s mission is to enhance the performance of sales reps while elevating the sales profession.  In this episode, Ross talks to John about how to master the science of sales by mapping out the buying and selling process, confirming and controlling the conversation, and leveraging a shared agenda.