10/10 GTM Podcast

We believe one of the biggest challenges in B2B sales today is driving repeatable, consistent, deal execution. Join us as we discuss the art and science of elite B2B revenue execution.

Why a ‘Fast Start’ is Non-Negotiable with Dana Therrien, VP of Sales Performance Management at Anaplan

In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the key to executing a fast start.

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Measuring, Celebrating & Course Correcting Sales Initiatives with Mark Wayland, CRO at Box

In this episode, Ross and Mark discuss the importance of codifying deal excellence, partnering with frontline managers, and implementing effective strategies to measure, celebrate, and course correct sales initiatives.

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Mutual Action Plans & Multi-threading Strategies with Dan Wardle, VP of Sales at Noibu

Ross and Dan discuss the importance of ironing out next steps, establishing mutual action plans (MAP's), and monitoring and enforcing multi-threading.

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From Ideal Customer to Sales Success with Dan Dal Degan, Co-founder of Talas

In this episode, Ross and Dan discuss the critical factors for closing more deals, emphasizing the importance of establishing your ideal customer profile (ICP), conducting monthly seller training sessions, and hosting weekly reviews of inspirational sales stories.

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Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social

In this episode, Ross and Cale discuss three tips for operationalizing deal excellence. These include understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.

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How to Position Products and Problems to Close Deals with Jen Allen-Knuth, Founder of DemandJen

Ross and Jen discuss how to position products and problems to close deals. As well as techniques to guide prospects in rethinking their assumptions.

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Mastering Deal Reviews, Stage Transparency, and Team Calls with Beau Brooks, VP of Sales & CS at Teamwork

Ross and Beau discuss why it’s necessary to review pain on all internal deals, making deal stage progression transparent, and running team level calls.

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The Critical Role of Documentation, Dry Runs, and Structure with Kyle Norton, CRO at Owner

Ross and Kyle discuss the importance of documentation, conducting dry runs before meetings, and why you need a structure in place to scale your sales org.

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Operationalizing Deal Excellence with Nicole Brambila, CRO at Medely

In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes.

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Effective Incentive Structures & Driving Revenue Growth w/ Dustin Deno

In this episode, Dustin and Ross discuss how to align incentive structures with business objectives that drive predictable, responsible, sustainable growth.

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Strategies to Close More Deals & Forecast Accurately w/ Doug Landis

In this episode, Doug and Ross discuss why closing deals hinges on your ability to build consensus among stakeholders and align on a singular problem. They also explore the importance of identifying the ‘whys’ behind the deal and why what you don’t know will hurt you.

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Consistency and Driving Results in the Sales Process, w/ Jeff Benson

In this episode, Jeff and Ross discuss why the best sellers and revenue leaders take extreme ownership, maintain an iterative sales playbook, and are always qualifying opportunities.

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Transparency for Sales & Revenue Leadership with Todd Caponi

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.