10/10 GTM

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. 

Our guest for Episode 6 is Nate Vogel, VP Global GTM Enablement at Gong. Nate brings more than two decades of sales experience to the conversation, with a background at Southwestern Advantage, Tableau, Salesforce, and Gong.  In this episode, Ross talks to Nate about how data drives insight into adoption and why it’s crucial to train leaders first. Nate brings more than three decades of sales experience to the conversation, with a background at Southwestern Advantage, Tableau, Salesforce, Gong, and now Databricks.

Join revenue leaders from Databricks, experts in data analytics, Anthropic, pioneers in AI, and Salesforce, specialists in sales strategies, as they discuss the art of account planning. They emphasize the need for in-depth research and strong stakeholder mapping to tilt deal outcomes in your favor. The conversation highlights the importance of building trust through personalized approaches and maintaining authentic relationships, especially in a post-COVID world. Get ready to enhance your sales strategies with actionable insights and innovative approaches!

Leaders discuss the importance of sales methodologies in B2B revenue execution, customization based on success, challenges in implementation, and the changing expectations of B2B buyers. They highlight the importance of effective coaching and behavior change transformation. Speaker emphasizes being a nutritionist in sales, challenges faced, and the need for a defined methodology. Challenges of implementing and coaching sales methodologies are discussed, including building trust, guiding individuals, and focusing on teaching rather than creating clones.

Our guest this week is Alison Elworthy, EVP of RevOps at HubSpot. Alison’s career at HubSpot spans 12 years, during which she has successfully held positions in marketing ops, global customer success, sales ops, and rev ops.  In this episode, Ross talks to Alison about why experience creates stronger frontline leaders, strategies for optimizing processes with a customer-centric focus, and tips for creating a strong partnership between rev ops and sales. 

John McMahon, a former CRO and author of The Qualified Sales Leader, dives deep into the art of sales management. He discusses the importance of simplifying processes to enhance team effectiveness. Listeners learn about the critical role client success plays in revenue growth and the nuances of hiring and training for diverse sales tasks. McMahon also breaks down the MedPIC sales qualification framework, emphasizing structured training and feedback, while exploring the dynamics of authority and influence in sales strategies.

Our guest this week is Maura Brady, Head of Verticals at 6Sense. Maura brings more than a decade’s worth of sales wisdom to the conversation with experience at 6Sense, Medallia, Oracle Marketing Cloud and Responsys (Acquired by Oracle). In this episode, Ross talks to Maura about her three tips to improve deal execution and the importance of “the meeting before the meeting.” 

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution — leading to predictable forecasts (and better sleep).  Our guest this week is Sam Taylor, CRO at Endgame. Sam’s background is predominantly in sales, with experience at Dropbox, Quip, Salesforce, and Loom. But outside of the office, he prioritizes getting outdoors and spending time with his family.  In this episode,Ross talks to Sam about leadership, strategy, and execution within revenue orgs. 

10/10 GTM is a podcast by Accord that dives into how B2Bs most successful Revenue Leaders win (no matter the product or market). Discover secrets from the best to achieve your repeatable revenue goals. In this season, we talk to legendary leaders such as 5x CRO John McMahon, and execs from 6Sense, JB Sales, Chili Piper, and Hubspot about how to drive consistent sales execution — leading to predictable forecasts (& better sleep).