10/10 GTM

In this episode, we're sharing a masterclass we hosted with leaders at CoachCRM, Elemy & Stripe – covering topics like: Optimizing every step of the buying journey to hit your goals Identifying & removing friction in your sales process Building a repeatable process around rep best practices Meet the panelists: Cory Bray, Co-Founder at CoachCRM and ClozeLoop Trevor Clark, SVP Growth at Elemy Ryan Libster, Head of Enterprise Sales, East at Stripe Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

Early in Josh’s career, he built a $1M book of business exclusively through cold calling and outbound selling. Later, he moved into sales leadership and led a 25-person BDR team at WalkMe, and now leads the Commercial Sales team at Lob. And in Josh’s spare time, he and four partners built SDRDefenders, a community of revenue professionals dedicated to elevating the role of SDRs, which was acquired by Pavilion in 2021. Listen to the episode to hear Josh talk about why the bar for sellers is low today, how sales leaders can help raise it again, and his thoughts on where the future of B2B sales is headed. Want more B2B sales best practices & content like this? Subscribe to our bi-weekly newsletter!

In this episode, we're sharing a masterclass we hosted with leaders at UserGems, Ashby, and Craft Ventures – covering topics like: How to drive more pipeline & deals through strong buyer relationships How to build close partnerships at every step of the customer journey Tactics for standardizing a buyer-first sales process across your team Meet the panelists: Christian Kletzl, CEO & Co-Founder at UserGems – passionate about all things pipeline generation and revenue alignment Mike Marg, Partner at Craft Ventures – former seller & sales leader at Dropbox, Slack, and Clearbit Mike Clapson, VP of Sales at Ashby – previously helped scale Slack from $8M to over $800M+ in ARR Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

In this discussion, Eric Ortner, VP of Sales at Handle, shares his intriguing journey from law to sales, leveraging his legal background in a tech startup environment. He emphasizes the importance of customer feedback and the collaboration between sales and product teams. Eric also explores the balance of process and agility when crafting a sales strategy, adapting to a post-pandemic world, and the value of authentic relationships in remote settings. Plus, he dispels myths about introverts in sales and discusses the challenges of scaling in startups.

Our Seller's Journey guest this week is Trent Dressel, Senior Account Executive at Qualtrics! Trent started in software sales as an SDR, put in over 50,000 cold calls, and over the past 4+ years has moved up the ranks to his current role. He’s passionate about B2B sales and provides content and resources to other sellers via his LinkedIn, YouTube, website, and other social channels.  In this episode, he chats with Ross about his biggest lessons learned, advice for building strong buyer relationships, and his thoughts on the future of B2B sales. Want more B2B sales content like this, including exclusive events & tactics from top sales leaders? Subscribe to our bi-weekly newsletter!

Our guest this week is Jonathan Press, Director of Strategic Accounts at Galley. Jonathan definitely has one of the most interesting backgrounds of all the sales leaders we’ve talked to, with past experience as an actor, opera singer, and Paratrooper in the Israeli Defense Forces. But for the past four years, he’s helped lead sales and GTM at Galley, which helps food companies see the data behind their operations to empower them to make more profitable decisions. He and Ross chat about aligning your sales team around a shared mission, partnering with buyers, and building repeatability into your playbook. Want more B2B sales content like this? Subscribe to the bi-weekly From Vendorship to Partnership newsletter!

Our guest this week is Chuck Brotman, Co-Founder of Blueprint Expansion! Chuck has been in sales and sales leadership roles for nearly 20 years, and pivoted his career to launch Blueprint Expansion in 2020 with the goal of helping companies recruit and hire exceptional GTM talent. He’s passionate about the problems Blueprint Expansion solves, especially for early stage startups, and chatted with Ross about how sales teams can up-level their hiring game. Want more B2B sales content like this? Subscribe to our bi-weekly newsletter, From Vendorship to Partnership!

Welcome back to the From Vendorship to Partnership podcast, season 2 – Seller's Journey! Our guest this week is Chris Bondarenko, VP of Sales - North America & APAC at Docebo. He talked to Ross about trends in B2B sales, his experience in sales from small hyper-growth startups to an 800+ person org, and why creating an environment of constant learning is so important in sales. Subscribe to our newsletter to stay updated on new episodes and more B2B sales content like this!

In this masterclass, Pete Kazanjy, a SaaS GTM expert and founder of Modern Sales Pros, joins Adam Boushie and Belal Batrawy to discuss managing up as a sales leader. They highlight the importance of effective communication, aligning expectations with executives, and being proactive about challenges. Emotional intelligence becomes crucial for navigating tricky dynamics with superiors. The panel also stresses the need for transparency and strategic self-advocacy to enhance engagement and career advancement in sales leadership.

Mutual action plans (MAPs) are a no-brainer for your sales team if you’re looking to make the most of every deal – especially if your sales are complex and involve multiple stakeholders. When you proactively align with buyers on a clear path to a buying decision, deal velocity and win rates increase! In this masterclass, we dive into what great MAPs look like, how to implement them across your sales team, and how to get your reps actually using MAPs consistently. Featuring sales pros: Manuel Hartmann, CEO & Founder at SalesPlaybook – SalesPlaybook’s CEO & founder; worked with 200+ B2B entrepreneurs to help them accelerate their market traction Milena Kaul, VP of Sales at Atrium – experienced B2B sales leader; previously Senior Sales Director at Flock Safety and SalesLoft Christian Krause, AE at Salesforce – Account Executive partnering with Switzerland startups & VCs; sales advisor helping junior salespeople crush quotas Want the key takeaways from this masterclass? Check out this blog on Mutual Action Plan best practices.