From Vendorship 👉 Partnership

Tips for multi-threading & aligning GTM to sell bigger deals, thoughts on the buying process & state of B2B sales, and some Accord updates.

In this edition: a gift card for your thoughts, masterclass w/ top GTM leaders, and upcoming events for revenue teams.

In this edition: 3 tips for stronger exec summaries, forecasting challenges & solutions, and a State of RevOps report.

In this edition of From Vendorship to Partnership: tips on product positioning, upgrading your exec summaries, and why perfection isn’t all it’s cracked up to be.

In this edition: 2023 sales stats, tactics for driving methodology adoption, and upcoming sales/GTM leadership events.

In this edition of From Vendorship to Partnership: how to reach ATL/BTL stakeholders, the sales book we gave every Accordion & 2 questions for you about this newsletter.

In this edition: match a masterclass on sales efficiency, catch up on all 3 parts of our MAP workshop series, & check out a personalized email we loved.

In this masterclass, we talked to Elizabeth Andrew & Pleasant Middelhof about how to use MEDD(P)ICC & other sales methodologies to drive repeatable revenue and maximize your team's efficiency in 2023.

In this edition: podcast chat w/ HubSpot’s Global Sales Director, sales tips from 30 Minutes to President’s Club, and a must-read product positioning book.

In this episode, Ross talks to HubSpot's David Barron about how to build a strong sales team in 2023, the pros of team quotas, and more tactics for sellers & sales leaders.

In this edition: the next MAP University workshop with Figma & Dealpath, tips for introducing mutual plans to your buyers, & LinkedIn posts we love.

In this edition: top resources, milestones, & highlights for Accord and the B2B sales community this year.

Josh Roth has led a 25-person BDR team at WalkMe, built the SDRDefenders community (which was acquired by Pavilion), and now leads Commercial Sales at Lob, but his favorite part of the job is executing deals. He talks to Ross about how to raise the bar for B2B sellers today and his thoughts on the future of sales.

In this edition: join our 3-part MAP workshop series with top sales leaders, plus listen to the latest pod interviews & enter to get a sales gift bundle!

Eric started his career as an attorney and didn't imagine that his path would lead to sales. Over a decade later, he's leading sales at Handle, and chats with Ross about his journey and lessons learned along the way.

In this edition: the best 15-min chats with B2B sales leaders this year, plus how to forecast more reliably & streamline your tech stack.

Trent Dressel 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 become a Senior Account Executive at Qualtrics. He chats with Ross about his biggest sales lessons learned and advice for building strong buyer relationships.

In this edition: MAP tactics from all levels of the sales org, plus a podcast chat with Galley’s Director of Strategic Accounts & more Accord updates.

Jonathan Press has spent the past 4 years helping grow sales & GTM at Galley. He and Ross talk about how to start building repeatability into your early sales process, partnering with buyers, and aligning your team around a shared mission.

In this edition: masterclass with the legend Todd Caponi + Drift’s Sr Sales Director, sales recruiting tactics, and a new way to view your MAPs in Accord.

In this episode, we chat with Chuck Brotman about why your hiring process is as important as your sales process, and tactics for up-leveling your sales hiring game.

In this edition: MAP breakdown, buyer discovery tactics, a podcast chat with Docebo’s VP of Sales, and more!

Chris Bondarenko is the VP of Sales - North America & APAC at Docebo. In this episode, he talks to Ross about trends in B2B sales and why creating an environment of constant learning & growth is so important.

In this edition: Hello from SF & SaaStr! Sharing tips for better discovery, scaling your top reps’ success, and must-read books for sales teams.

In this episode, we're sharing a masterclass on how to manage up as a sales manager or leader – best practices for setting expectations and aligning with your execs, getting buy-in, and building better relationships.

In this edition: free MAP template + video from 30 Minutes to President’s Club, plus 2 masterclasses you won’t want to miss this month!

In this masterclass, sales leaders & top reps from Atrium, Salesforce, & SalesPlaybook dive into best practices for using Mutual Action Plans and implementing them across your sales team.

In this edition: a masterclass on driving ARR through customer partnerships, plus a podcast chat with Sendoso’s Director of Sales.

In this episode of From Vendorship to Partnership, we chat with Nick Casale, Director of Sales at Sendoso, about how to start building your early sales process and the importance of knowledge transfer when your team begins scaling.

In this edition: a masterclass on MAPs you won’t want to miss, plus a chat w/ Productboard’s Director of Sales and recs for top places to learn about GTM.

Conor Dragomanovich joined Productboard as a founding AE in 2018, and since then he's moved up to lead & scale the commercial sales team of 20+ AEs. In this episode, he talks to Ross about how to successfully partner with your reps and the future of B2B sales.

In this edition: lessons learned growing to 100+ customers, Stripe sales leader on the podcast, and a new deal health score in Accord.

Jeanne DeWitt Grosser has spent 6+ years building and leading sales at Stripe. She sits down to chat with Ross about common sales leader pitfalls to watch out for, who you should hire as your early sales reps, and other tactics for early stage sales teams.

In this edition: making the most of your pipeline, maximizing NRR, and resources for hitting your targets this quarter!

In today's world, NRR is as important – if not MORE important – as ARR. We talked to top revenue leaders at Figma, NYSHEX, and Shortcut in a masterclass about how to maximize your NRR, tactics for different sales motions, and who should own upsells & customer relationships.

In this masterclass, top B2B sales leaders talked about making the most out of every opportunity, managing timelines & stakeholders when budgets are tight, and positioning your product as a “need to have” in this challenging time for tech.

In this edition: growth & learnings at Accord this year – plus tactics for hitting your revenue targets in a downturn & a 15-min interview with Jill Rowley!

Mark Ripley is the VP of Sales at Mosaic, with 20+ years of sales and leadership experience. He and Ross dive into how to effectively partner with customers and build better relationships by asking better questions during the sales process.

Jill Rowley has 20+ years of experience in B2B SaaS, was an early employee at Salesforce and Eloqua, and now advises startups as a GTM Advisor and Limited Partner at Stage 2 Capital. She and Ross dive into common startup sales mistakes and tactics for building deep customer relationships.

In this edition: a masterclass on up-leveling your sales process in tough times, plus 3 reasons to use MAPs & RevGenius co-founder interview.

Jared Robin is CEO & Co-Founder of RevGenius, a community of 27,000 sales, marketing, rev ops, and CS professionals. He talks to Ross about his career path, how to effectively partner with customers, and the future of B2B sales.

This week on the podcast, we're sharing a masterclass with top sales & CS leaders from Salesforce, Hypercontext, & Kurios on how to win & expand more deals by using mutual action plans. Listen or watch the full masterclass to learn why every seller should be using MAPs!

Why data is better than intuition, sales tips from Figma's Marissa Fuhrer, and recommended reads on sales team trends + product positioning.

Our guest on the podcast this week is Swapnil Shinde, a 3x founder who single-handedly led Zeni's sales for its first two years, closing over 100 customers. He shares advice about what to look for in your first sales hires, building your playbook, and more.

In this jam session with Marissa Fuhrer (Sr. Enterprise Sales Manager at Figma), sales leaders had the chance to ask questions about collaborating with buyers and building a scalable, buyer-first sales process.

In this edition: sales jam session with Figma, tips on scaling from Pete Kazanjy, and Toronto startup leaders talk sales trends.

Our guest this week is Clay Bentley, VP of Sales at Metadata. Clay shared insights from his years of sales leadership experience, including common mistakes in early stage sales, how to balance priorities, and tactics for coaching your reps.

Our guest this week is Christian Borrelli, VP of Global Sales at CaptivateIQ! Christian joined CaptivateIQ as one of the first employees, and has scaled the sales team to 100+ since then. He and Ross chat about using data to iterate on your sales process, the future of B2B sales, and what most people get wrong about startup sales.

NYC startup event, webinar w/ Pete Kazanjy & Atrium, and tips for product-led sales & better customer collaboration.

Our guest this week is Kevin Nothnagel, VP of Sales at Clockwise! Kevin is a multi-time sales and revenue leader with a wealth of sales and PLG knowledge from his time at Dropbox, Productboard, and now growing the team at Clockwise. He and Ross talk about building playbooks, celebrating your losses, and other sales teams they look up to.

Our guest on the podcast this week is the one & only Mark Roberge: co-founder of Stage 2 Capital, author of The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales.

In this edition: tips from former Stripe leaders & other early stage sales pros, plus an invite to a special Toronto startup event.

In this special episode, we’re sharing a masterclass with former Stripe sales leaders (and Ross’ former colleagues!) who are now leading sales at Airwallex, PayPal, and Parafin. They talked about their experience building and scaling the Stripe team, tips for moving into leadership roles, and other advice for startup sales teams.

Becca Lindquist is the Head of Sales at dbt Labs, helping to 10x Enterprise revenue and grow the sales team from 3 to 20+ in the past year. She talked to Ross about all things early stage sales – listen to Episode 2 and get the key takeaways.

In this edition: Q1 reflections, advice from top Spekit sales leader, other newsletter recs, and tips for building your onboarding playbook.

In the first episode of Season 2, Ross talks to Andrew Bothwell, SVP of Sales and Success at Spekit. Andrew has been scaling sales teams for the past 17 years, and is a Salesforce, Zendesk, Talkdesk, and WalkMe alum. Listen to the episode and get the key takeaways from the conversation.

In this bonus episode, we’re sharing a masterclass on How Today’s Revenue Leaders Win. Get tips from leaders at Figma, Metadata, and Scratchpad about successfully building & leading your sales org and collaborating cross-functionally.

Welcome back to From Vendorship to Partnership after a month off! In this edition: playbooks galore, masterclass, and podcast season 2 news.

In this bonus episode, we’re sharing a masterclass on Selling to Modern B2B Buyers. Get practical tips and strategies for adapting to today’s shifting buyer expectations and creating a more transparent, collaborative sales process.

In this bonus episode, we’re sharing a masterclass on Building a Repeatable Sales Process for Early Stage Startups. Get practical tips on documenting your sales process and coaching your team, from top startup sales leaders at Rampd, Northstar, and Balance.

We’re quickly approaching the last month of Q1 (where does the time go?!) It’s a busy time for everyone, and Accord is no different. We have some super exciting news to share soon (don’t worry, you’ll be the first to know 😉) but in the meantime, I wanted to share a bunch of resources that I hope will help you close out the quarter strong!

In this bonus episode, we're sharing a masterclass on How to Win More Deals with Mutual Action Plans. Hear from top sales trainers Skip Miller & Alice Heiman, plus Figma's Enterprise AE Aaron Cramer.

This week on the podcast, Accord co-founder & CPO Ryan Rich interviews Ross about the key takeaways from Season One: Founder’s Journey. Listen to the episode and get a roundup of advice from all the founders we interviewed.

Life at high-growth startups inevitably comes with very high highs, and very low lows. Crossing major milestones feels like you’ve moved mountains, but every leap forward brings tougher problems... especially when it comes to hitting big revenue goals!

In the last founder interview of season one, Ross talks to Joe Garafalo, COO & co-founder of Mosaic, a startup building the first Strategic Finance Platform.

In this episode, Ross talks to Lauren Dai, COO & co-founder of Cocoon! After spending 4+ years building the growth organization at Stripe, Lauren started Cocoon to help simplify the complicated financial problem of managing employee leave. Listen to the episode to learn about her journey building Cocoon, including defining the problem to solve, finding their first customers, and building strong relationships with her co-founders.

It’s been a jam-packed first few weeks of 2022, and we have a ton of insightful startup & sales tips & resources that I’m excited to share your way!

Tyler Gaffney has spent more than a decade in and around startups. In this episode, Tyler shares his lessons from leading ZenHub and his advice to other founders, including asking the tough questions even when things are going well.

In this episode, Ross talks to Bar Geron, co-founder of Balance, the B2B eCommerce checkout platform. Listen to the episode to hear Bar's insights and advice for founders, including the importance of building strong co-founder relationships.

As a first-time founder, the learning curve in year 2 was equally as steep (and rewarding). We made a ton of exciting progress – including growing from 0 to 50+ paying customers, announcing our $6M seed round, scaling to 15 Accordions… with all this momentum going into 2022, it’s feeling like just the tip of the iceberg!

In this episode, Ross talks to Lisa Wallace, co-founder of Assemble. Listen to the full episode to hear about Lisa’s journey building Assemble and enabling companies to make strategic, equitable compensation decisions.

In this episode, Ross talks to Job van der Voort, CEO & co-founder of Remote. Listen to the full episode to hear about Remote’s fast growth and Job’s learnings along the way.

In this episode, Ross talks to Kris Rudeegraap, CEO & co-founder of Sendoso. Listen to hear about Kris' journey building and scaling Sendoso, including validating the MVP and signing his first "real" customers.

Going into the final weeks of 2021 and I’m guessing (like me) you’re figuring out how to 2-3x revenue for 2022... and hopefully taking a moment to celebrate some big wins from the past year 🙌

In this week’s episode, Ross talks to Gil Allouche, the founder of Metadata! Listen to the episode to hear about Gil's founder journey and Metadata's growth.

In this episode of From Vendorship to Partnership podcast, Ross interviews Pete Kazanjy, Founder of Atrium, a data-driven sales management platform that empowers sales managers to improve team performance.

Ross interviews Alexa Grabell, CEO and Co-founder of Pocus, a product-led sales platform. Pocus helps sales teams harness product usage data without relying on engineering, so they can prioritize the best opportunities.

In this week's episode, Ross interviews Bryan Stevenson, co-CEO and co-founder of Reprise. Bryan shares what he's learned from launching multiple startups.

In the very first episode of the From Vendorship to Partnership podcast, Ross interviews Scratchpad CEO and Co-Founder Pouyan Salehi. Pouyan shares what he’s learned from starting two companies creating software for sales teams.