Today, we’re joined by Ollie Sharp, Chief Revenue Officer at Trumpet, and someone who has made a huge impact in the world of sales leadership.
From being part of LinkedIn’s early European team to leading Salesloft’s growth across EMEA, Ollie has been at the forefront of building successful sales teams and cultures.
In this episode, we explore some really important topics for anyone in sales or leadership. First, we talk about the role of mental well-being in sales and how creating a supportive environment can unlock your team’s full potential.
Then, we dive into what it takes to scale a business internationally—both from a cultural and operational perspective.
And finally, we discuss the power of diversity, not just in hiring but in building truly inclusive teams that perform better together.
Ollie’s insights are practical, honest, and packed with takeaways you can apply right away, so please enjoy my conversation with Ollie.
Today we're joined by Kevin McIntyre, the Chief Revenue Officer at Dealfront.
Kevin dives into the fascinating journey of merging two distinct companies, EchoBot and Leadfeeder, into what is now Dealfront.
We get to hear firsthand about the challenges and triumphs of creating a unified brand and strategy across different European markets.
First off, Kevin will share insights on blending different go-to-market strategies from each company, which is crucial for anyone looking to understand how complex business integrations work.
Then, we'll delve into how they managed to maintain performance while fostering excitement across newly merged teams—super relevant for any business undergoing changes.
Lastly, he’ll touch on the strategic use of first-party data in refining customer profiles, a must-know for sales and marketing pros.
So please enjoy my conversation with Kevin!
In 1 month and a half it's time for the We Are Sales conference 2024, and two weeks ago we had a great session during our roadshow in Amsterdam.As a speaker we had Frederik Maris, head of EMEA at Zoom as one of our speakers.
In his keynote he talks about: - The importance of MEDDICC and how to apply it
- The framework he uses to identify, build and test champions
- How to spot the difference between a coach & a champion We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
In less than 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year.
We go back to the keynote of Anne-Sophie Lotgering, Chief Enterprise Market Officer at Proximus.
In her keynote she talks about:
- The importance of growth mindset & culture
- How Proximus implemented agile across the organisation
- The different types of Agile & how this was done for the revenue department
We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
The results of implementing Agile at scale for the revenue organisation of Proximus
In less then 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year. We go back to the keynote of Christopher Engman, Founder of Megadeals. In his keynote he talks about: - The 5 cornerstones to closing Megadeals - How you cna scale your rainmakers to close more deals - The importance of marketing to supercharge your sales We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
In today's episode we welcome Toni Holbein on the show!
You might know or have heard of Toni by now, because he is truly building himself a personal brand, and thank god he is, because he got stuff to share.
Today, Toni is going to challenge the activity of "sales forecasting". Does it truly drive its purpose? And yes, we all like to be in control and forecasting makes us feel being in control... but, to what extent?
That's why today Toni will talk about: Go-To-Market forecasting.
He's going to spill the beans on three key points: the real value of forecasting beyond just the numbers, how to integrate Go-To-Market insights into your sales predictions for a fuller picture, and why aligning your team's efforts can make or break your forecast's accuracy.
Hope you enjoy the episode with Toni!
In just over 2 months it's time for the We Are Sales conference 2024, so it's time to step back in time and take a look at one of the keyotes of last year.
We go back to the keynote of Pablo Dominguez, co-author of the book "What a Unicorn Knows" & operating partner at Insight Partners.
In his keynote he talks about:
We hope you enjoy this episode of the podcast & that we'll see you at the We Are Sales conference 2024 on May 16th.
In today’s podcast we are joined by Toby Carrington, Chief Business Officer at Seismic.
Toby isn't just any expert; he's a mastermind in transforming sales strategies and nurturing customer relationships, making him a treasure trove of insights for anyone looking to excel in sales
Our conversation is about how to fit better today’s buyer's expectations. Toby touches on the concept of aligning sales processes with buyer behavior, rather than pushing a predetermined sales agenda.
These are the three key takeaways you can look forward to:
We hope you enjoy our discussion with Toby!
Today, we're joined by Rytis Meskauskas, Chief Revenue Officer at NordVPN.
Rytis opens up about NordVPN's strategic entrance into the B2B market.
Because you see - NordVPN initially serviced the B2C market only.
It is then through a fascinating journey from recognizing the untapped potential in their existing B2C base, that they decided to launch a dedicated B2B SaaS offering.
In today’s conversation will be talking about:
So please enjoy my conversation with Rytis!
Today we're chatting with Andy Champion, VP & GM International at Highspot.
Andy was here to share his wisdom on coaching and developing leaders.
One thing's for sure: things have changed a lot since last year and will keep changing into next year.
Therefore, maintaining a continuous feedback & adaptation loop, facilitated by skilled coaches & great leaders, is something every organization should aspire to have.
And so today, with Andy, we are talking about how leaders can step up their game by investing time in becoming ace coaches, that not only develop talents, but also attract and retain them.
Andy's going to spill the beans on the mindset shift leaders ought to make, how he is trying to be the best coach he can be in his day-to-day, practical coaching tips like using the GROW model in one-on-ones, and we'll even touch on how AI is and will be changing the coaching game.
We hope you enjoy our conversation with Andy!
Today we're joined by Patrick Trümpi, Chief Sales Officer at Unique. You might know Patrick as a respected thought leader on Linkedin, but he's definitely more than that: a real strategist and go-getter. In today's episode, Patrick is sharing the recent pivot they've undergone at Unique. Back in 2021 they launched Unique, a conversational intelligence platform targeted at tech companies. However, they didn't anticipate the fast influx of new entrants, making it a red ocean to compete in. So, they got thinking, and decided it would be a smarter strategic bet to go all-in on one vertical: banking. Patrick takes us in this pivotal journey. He tells us how they went about this and the transformation the GTM team had to go through. What's more, Patrick is sharing some key learnings, relevant for anyone working on enterprise customers. We hope you enjoy our conversation with Patrick!
Today we're joined by Tom Glasson, the founding CEO of Scalewise.
Tom's here to drop some serious knowledge on hiring VP Sales, and trust me, he knows his stuff.
At Scalewise, they're helping B2B tech companies by providing permanent or interim, fractional VP Sales.
This makes Tom super qualified to talk about (1) whether or not you're in the stage of needing a VP sales, (2) the common slip-ups companies make when hiring one and (3) how to nail it when bringing a VP Sales on board.
So in today's episode, we'll chat about why timing is everything when hiring, the different "sales leadership roles" and their respective responsibilities, the magic of using an interview scorecard to keep things fair, and why you’ve got to get everyone on board when making this big decision.
Enjoy our conversation with Tom!
Today, we're hanging out with Martin Mackay, the Chief Revenue Officer at Versa Networks.
In our chat, we're getting the inside scoop on how Martin turns around underperforming sales teams and how he kicks revenue growth into high gear.
Martin's going to break down why treating sales as a process is key. As he would say "no outcome without processes".He is also going to tell us why setting clear expectations and motivating the team is a crucial foundation.
And lastly, he's got some solid advice on why it's super important to keep learning, stay accountable, and balance the highs and lows in sales.
So, please enjoy our conversation with Martin!
Today we're hanging out with Pierre Trannoy, founding CEO of Atscale, one of Europe's leading scaling partner in the tech scene.
What's unique about Atscale, is that their team of Operating Partners are former CROs, CCOs, VP sales; so, by leaders who have been there, done that.
This has also been the case for Pierre. His first sales leadership experience dates back from 2017, when he took over the sales team of Criteo for the French market.
And today's conversation will be focused around that experience, as that particular story, is one of ups and downs.
Pierre started as an AE, and eventually got promoted thanks to outstanding performance. However, right after taking over, team performance drops to a low 50% target achievement.
It's then through impulse control, analysis, building back the foundations, and important decision-making that, eventually, he was able to rekindle the growth to a 270% target achievement.
So, gear up for some real talk on sales, culture, and team building.
We hope you enjoy our conversation with Pierre!
Today, we're joined by Doreen Pernel, Chief Sales Officer at Scaleway.
In our conversation, we zoomed in on two separate discussions, but both incredibly important to reflect on.
First, Doreen's giving us the lowdown on handling different types of teams, from individual contributors to managers, and what she looks for in her team leaders.
Plus, she's got some great tips on making sure there is always strong business continuity in case she ever would have to be absent or leave.
Next, we're also going to talk about being a woman in the world of sales leadership.
Doreen's faced her fair share of challenges and she's got some stories to tell. We'll cover everything from dealing with stereotypes to juggling work and family life.
We hope you enjoy our conversation with Doreen!
Please meet Tarmo van der Goot, who until recently scaled Chargebee as VP of Sales EMEA.
In 2020, Chargebee had limited footprint in our region, which was mainly coming through inbound. So, in order to accelerate growth, a robust outbound Go-To-Market (GTM) strategy was necessary.
So that's what Tarmo did: he has built the outbound strategy and built a team that would be responsible to execute on it. In a period of 3 years, the team grew from 2 to 90 FTEs and revenue grew by 10x.
Therefore, in this episode we talked about various subjects that should be close to any dedicated sales leaders in this growth stage: (1) finding & hiring a rockstar team; (2)onboarding & coaching these talents and (3) the few critical, managerial elements that truly mattered, according to Tarmo.
We hope you enjoy our conversation with Tarmo!
Please meet Jérémie Trouillet, VP of Sales at Bulgaria's one and only unicorn.
That's right—we had the chance to sit down with the scaling brain behind Payhawk.
Jérémie joined Payhawk in June 2022, just after their impressive Series B extension, making them Bulgaria's first unicorn with a total raise of $225M.
In other words, Jérémie stepped in at a crucial time, tasked with navigating the company through a phase of intense growth and high expectations.
Long story short: in 1.5 years, Payhawk had to go from ambition to execution, including an expansion into 7 regions, increasing the revenue team from 20 to 100 people, resetting expectations for the sales team and building robust processes, among other things.
Tune in if you're interested in the dynamics of scaling a company, as Jérémie has been sharing his experiences and key results he's achieved at PayHawk.
We hope you enjoy this episode!
How about building a culture that drives performance? Are you bringing the team together once in a while? Are you offering flexible working hours? Can people work remotely? Are you investing in their happiness at work? If yes, good, but that is NOT what a culture is all about. It can contribute to it, but they sure are not the foundations that defines the “culture”. This makes us think: what are the foundations of a culture and how can one build & manage it? Those are the exact questions that got answered by Emily Ponder, Head of GTM EMEA at Front and ex-Head of Sales UKI at Linkedin, on the latest podcast episode. Emily joined the unicorn Front about 2 years ago with the mission of leading the GTM team in our region. HQ had recruited her along with a team of ICs and another manager to get things started. This means that there wasn’t much of a team, nor culture before she joined. Today, she is reporting zero regretted attrition and her team has consistently had higher engagement scores than the company average, as well as higher scores for questions relating to ‘being connected’ and ‘understanding the company’s mission’. In this episode of the podcast, you'll learn how Emily goes about building & managing an intentional culture, Emily's leadership style & a couple of mistakes she has made while leading the teams at Linkedin and at Front. Please enjoy our conversation with Emily!
In 2020 Jim Rudall took on the challenge to lead EMEA’s team at Shopify.
Back then, there was a huge growth potential for Shopify. However, to make it happen, they had to grow and they had to grow fast.
While attacking new segments, new countries and introducing new sales motions, the sales team went from 10 to 95 people in 18 months.
During these 18 month, the team at Shopify shifted from inbound to outbound, moved upmarket and started to cross- and upsell to existing customers.
All these new dynamics had a significant impact on the kind of skills, experience, values, and openness to change that the team needed.
In today’s episode Jim explains us how he went about scaling Shopify, the mistakes he made along the way, and tons of hiring & onboarding tips.
Happy listening!
Want more enterprise clients to a point that you’re becoming the #1 vendor for your enterprise segment? If yes, say no more, because we are bringing to you Mark Goldberger!
For the last 5 years, Mark has been building enterprise sales teams that are absolutely killing it.
He has kind of built it from the ground up at TripActions. He started as the first and only enterprise AE. He closed the first deals, built a playbook while doing it. He then quickly moved into leading a team, and then a global team of enterprise sellers.
Next, in 2022 Mark joined Ramp as Head of Enterprise Sales. Quarter after quarter, they are breaking records. Just after being one quarter in, Mark's team was achieving 385% to quota - just to say, Mark knows what he's talking about.
So today, we are talking about how to build an enterprise sales motion, what it takes to excel in enterprise sales and, Mark's tactical playbook, among other things.
We hope you enjoy our conversation with Mark!
