10/10 GTM Podcast

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.

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 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.

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.

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.

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.