10/10 GTM Podcast

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.

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.

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!

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.

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.

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 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.