10/10 GTM

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. 

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 

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.

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.

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. 

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. 

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.

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.

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.