10/10 GTM

In 2024, just showing up on calls and going through the motions won't cut it. To come out on top, you need to up your game with solid planning, thorough research, and flawless execution. And the best way to do this consistently is by creating detailed account plans. These plans cover everything from researching company priorities to mapping out stakeholders, aligning with executives, and devising creative strategies.  In this masterclass, revenue leaders from Okta, Sailpoint, and Twilio share insight into how you can build account plans that arm your teams with the right information for their target accounts so they can land more meetings and win more deals. 

Our guest for Episode 20 is Jen Allen-Knuth, Founder of DemandJen. Jen brings 18 years of sales experience to the conversation, and has worked at companies such as Challenger and Gartner.  In this episode, Ross and Jen discuss how to position products and problems to close deals.  They explore strategies for territory prioritization and identifying problem fits, alongside techniques to guide prospects in rethinking their assumptions.

Our guest for Episode 19 is Beau Brooks, VP of Sales & CS at Teamwork. Beau brings more than a decade of experience to the table. Before Teamwork, he held leadership positions at Factorial HR, Formstack, and Signpost. In this episode, Ross and Beau discuss why it’s necessary to review pain on all internal deals, make deal stage progression transparent, and run team-level calls. 

Kyle Norton, CRO at Owner.com and a top sales prospecting voice on LinkedIn, shares insights from over a decade in sales leadership. He emphasizes the importance of thorough documentation and conducting dry runs to enhance team collaboration. The discussion sheds light on the critical role of structure in sales, allowing teams to focus on creative customer engagement. Kyle also talks about establishing performance standards and fostering a positive company culture to drive efficiency and growth in fast-paced environments.

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.