Revenue Execution: Defining the Standard for Revenue Excellence

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. 

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 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. 

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!

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. 

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 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.”