This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social.
Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.
Some conversations are so foundational that they deserve an encore. That's why we're re-releasing one of our most popular episodes ever, a conversation that has stood the test of time.
Ross is joined by Kyle Norton, CRO at Owner. With more than a decade of sales leadership experience, Kyle breaks down the evergreen principles of building a high-performing sales machine. Together, they explore the immense value of documenting everything, the strategic power of conducting dry runs, and the essential structure required to scale a sales organization effectively.
Our guest for Episode 88 is Kunal Pandya, VP Global Revenue Enablement at Corsearch. With a career rooted in the tech industry, Kunal has worn many hats including as investor, founder, and senior leader. Prior to joining Corsearch, he held leadership roles at SAP, Taulia, and UserZoom.
In this episode, Ross and Kunal discuss data-driven enablement, exploring leadership and strategy and effective coaching in practice.
Our guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the conversation.
In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the ultimate key to executing a fast start and winning the market.
If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.
We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.
This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:
The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.
Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.
How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Today, we’re taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo.
After spending time with some of the world’s top GTM leaders, one consistent theme stood out: no matter how the function evolves, RevOps leadership is the force multiplier. It’s what drives GTMt alignment and revenue efficiency, especially across the famously strong personalities of marketing, sales, and executive teams.
We're bringing back some fan favorite episodes! This week, we're bringing back Nicole Brambila's interview from January 2024.
Nicole Brambila is the CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet. In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes.
Our guest for Episode 82 is Sean Brophy, Head of Global Sales, Pigment. With over two decades of sales experience focused on data and analytics, Sean brings a wealth of knowledge to the conversation.
In this episode, Ross and Sean discuss Sean’s three vital focus areas that drive sales excellence — people, pipeline, and enablement. When these elements are refined and aligned, they create a circular effect that fuels fuel pipeline growth and ARR.
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!
Our guest for Episode 81 is Eric Agnew, CRO, Ignitium. Over the past seven years, Eric has played a pivotal role in the company's growth, serving in key leadership positions including CRO, VP of Customer Success, and VP of Account-Based Marketing. With 10+ years of experience in sales and marketing, Eric brings a wealth of insight to the conversation.
In this episode, Ross and Eric discuss why your clients' success directly drives your own, how authenticity builds trust and long-term value in business relationships, and why the race to find and engage buyers first determines who wins in the market.
Our guest for Episode 80 is Taylor Jones, VP of Sales, CoLab Software. With over a decade of sales leadership experience, including roles at Salesforce, Zip Intake-to-Procedure, and as a Founder of BlackArrow, Taylor brings a sharp perspective on coaching, performance, and building high-performing sales teams.
In this episode, Ross and Taylor discuss the power of data-driven coaching, how to maximize the ROI of time, and what it takes to build a collaborative culture without ego.
With longer and more complex sales cycles, it’s harder than ever to capture and keep a prospects attention — let alone win in highly saturated, competitive markets. So the question is, how can organizations navigate these extended sales cycles and outperform their competitors?
In this fireside chat, Ross and Arnab Mishra, CEO of Xactly, discuss how to build a culture of excellence and win in competitive markets. Drawing on his extensive leadership experience, Arnab shares practical insights on defining the right behaviors, setting clear expectations, and maintaining an adaptive mindset.
Our guest for Episode 78 is Catie Ivey, Chief Revenue Officer at Walnut. Catie’s on a mission to empower the next generation of sellers and sales leaders, and she brings more than a decade of sales experience to the conversation.
In this episode, Ross and Catie discuss Catie’s three keys to drive execution excellence: taking a strength-based leadership approach, product-centric selling, and aligning your go to market teams.
In this panel discussion, we chat with Alina Vandenberghe, Co-CEO and Co-founder of Chili Piper, Kris Rudeegrapp, Co-CEO of Sendoso, and Evan Huck, CEO and Co-founder of UserEvidence, about what truly sets the best B2B SaaS companies apart. From building personal brands and unifying teams around a clear vision to navigating next-gen technology and AI, we explore how authenticity fuels GTM execution and drives lasting success.
Our guest for Episode 76 is Mike Murchison, the CEO and Co-founder of Ada, an AI customer service platform dedicated to making customer service extraordinary for everyone. He brings more than a decade of experience to the conversation.
In this episode, Ross and Mike discuss how to navigate buying and selling AI by understanding the problem you’re trying to solve.
Our guest for Episode 75 is Josh Solomon, VP Sales, Ask-AI. Before joining Ask-AI in 2023, Josh held leadership positions at Ada and BioConnect. He brings more than a decade of experience to the conversation.
In this episode, Ross and Josh discuss how you should be thinking about AI as a revenue leader. They explore the importance of zooming out, thinking medium term, and rebuilding your playbook with an AI-first approach.
What does it take to build a culture of excellence in 2025? From AI and other emerging technologies to building go-to-market teams from the ground up, it can be difficult to separate the signal from the noise.
In this panel discussion, we chat with James Roth, CRO at ZoomInfo; Matt DeLauro, President at SEON; and Kyle Norton, CRO at Owner.com, to explore how organizations can build and scale high-performing GTM teams.
Our guest for Episode 73 is Keith Jones, GTM Systems Lead, OpenAI. Keith is a college dropout turned “professional nerd and technologist.” Prior to joining OpenAI, he held leadership roles at Gartner, MURAL, and Zenput.
In this episode, Ross and Keith discuss how to be a good partner to your Systems team, the smartest ways to evaluate and buy technology, and how to balance the demands of finance with the needs of your customers.
Our guest for Episode 72 is Karan Singh, VP GTM Strategy, Revenue Operations & Enablement, LaunchDarkly. Before joining LaunchDarkly, Karan held senior leadership positions at Sapphire Ventures, Procore Technologies, and SalesSource, where he spearheaded major product rollouts and guided organizational growth.
In this episode, Ross and Karan discuss the importance of establishing consistent rituals and cadences, break down how to set and track SMART goals, and examine how technology can act as a force multiplier.
Our guest for Episode 71 is Robert Clarkson, CRO, Stripe. Robert brings decades of experience to the conversation. Prior to joining Stripe in 2023, he held leadership roles at Payoneer, PayPal, and American Express.
In this episode, Ross and Robert discuss why it’s crucial to understand that customers buy outcomes, not products. They also talk about how sales is a people business, and that to succeed, you need to understand not just the buyer, but also your buyer’s customers.
Finance teams are a goldmine of insights, holding everything from precise forecasting data to strategic cost-management know-how. By collaborating with finance early and often, sales teams can anticipate potential hurdles, optimize pricing strategies, and negotiate from a position of strength — ultimately closing more deals, quicker.
In this CFO panel, we invited two finance leaders — Danielle Cerisano, CFO at League, and Tyler Sloat, CFO and COO at Freshworks — to share how to scale operations and partner effectively with your finance department.
