Revenue Execution: Defining the Standard for Revenue Excellence

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.

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. 

After an especially challenging 2022, sales leaders need a predictable path to hitting their 2023 revenue targets. The key? A clearly defined sales methodology that ALL your reps can consistently follow. In this masterclass for senior sales leaders, we covered how to maximize your reps’ productivity & drive repeatable revenue through your sales methodology – increasing your sales efficiency by implementing a proven process. You’ll learn: 🔁 How to operationalize your MEDD(P)ICC methodology 💯 Tips for empowering your reps with a proven process 📈 Tactics for driving more revenue with fewer resources Meet the experts: Pleasant Middelhof, Manager, New Business Sales at Rollworks – passionate educator turned sales leader; formerly at Outreach and Pendo Elizabeth Andrew, SaaS Sales Executive & Strategic Advisor – experienced advisor & 3x VP of Sales, formerly at Netomi, Skillsoft, Parley Pro & Dropbox Want more B2B sales content, best practices & events like this? Check out our bi-weekly newsletter!

David Barron, the Global Director of Sales at HubSpot, shares his extensive expertise in sales and product development. He discusses the importance of clearly defined sales roles to enhance team effectiveness and emphasizes setting clear expectations for boosting productivity. David advocates for hiring candidates with a growth mindset and highlights the need for authenticity in B2B sales. He also delves into relational selling and how technology can optimize sales processes, offering innovative strategies for a successful sales experience.

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!