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.
Leading with Strength, Selling with Product Featuring Catie Ivey, Chief Revenue Officer, at Walnut
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.
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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.
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Driving Repeatability in the Sales Process with Tom Rowe
In this episode, Ross talks to Tom about how to drive repeatability in the sales process by setting a firm agenda, always demoing on the first call, and never discounting.
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Mastering the Science of Sales with John Barrows, CEO at JB Sales
In this episode, Ross talks to John about how to master the science of sales by mapping out the buying and selling process, confirming and controlling the conversation, and leveraging a shared agenda.
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Driving Adoption Through Data and Leadership with Nate Vogel
In this episode, Ross talks to Nate about how data drives insight into adoption and why it’s crucial to train leaders first. Nate brings more than three decades of sales experience to the conversation, with a background at Southwestern Advantage, Tableau, Salesforce, Gong, and now Databricks.
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Building the Revenue Operations Function at HubSpot with Alison Elworthy, EVP of Revenue Operations at Hubspot
In this episode, Ross talks to Alison about why experience creates stronger frontline leaders, strategies for optimizing processes with a customer-centric focus, and tips for creating a strong partnership between rev ops and sales.
