The Masterclass Series

Leaders from Red Hat, OneTrust, and Freshworks share insights on how to transform your sales process into a practical playbook that drives revenue.

Value selling is essential in 2024. Learn from leaders from Xactly, MongoDB, and Freshworks who have successfully rolled out a value-selling frameworks.

In this masterclass, leaders from Aiwyn, NetApp, and Matrix discuss how to create a winning culture, retain top performers, and up-level your team to achieve 10/10 performance.

In this masterclass, enablement leaders from Databricks, Teamwork, and Slack discuss how to assess whether your enablement investments are effectively bridging the gap between strategy and execution.

In this masterclass, revenue leaders from SEON, Rev, and Sales Assembly share what sales teams need to do to close more deals in today’s challenging environment.

Revenue leaders from Okta, Sailpoint, and Twilio share insights on how to use account plans effectively in 2024.

Learn from security and revenue leaders at Hubspot and Safebase as they share insights on their best practices when working with security.

Hear from finance and revenue leaders from Ada, Webflow, and Own Company for practical tips on building business cases that address concerns, demonstrate clear ROI, and drive sustainable growth and efficiency.

Finance is becoming more involved in deals as organizations shift away from growth at all costs, and focus on efficient growth. Learn from CFOs at Figma, Vena, and Sprout Social and find out how to partner with Finance to win more deals.

Revenue leaders from Box, Sprout Social, and CapIntel share insight into how they earn face-to-face time with champions and decision makers, and why it’s so important.

Sales leaders from Databricks, Anthropic & Salesforce dive into why account planning is essential for B2B sales teams and their strategies for creating effective account plans that win up-market deals.

Leaders are investing in MEDDPICC, Challenger, and other proven sales methodologies – because nothing rivals a consistent winning framework on every opportunity. In this masterclass, veteran revenue leaders dive into how to drive consistent sales execution.

In this masterclass, top sales leaders share detailed plays to help your team win & expand consistently by running airtight account plans and stakeholder maps.

In this masterclass for CS leaders & teams, we dove into tactics from multi-threading to aligning sales & CS to hit revenue targets. Featuring customer success leaders from Notion, Groove, Loom, and more.

Need to win up-market in 2023? If you’re not talking to multiple leaders, your deals are at risk! In this masterclass, a panel of sales & revenue leaders dove into tactics for driving executive alignment and multi-threading on every opportunity.

In a tough market, the key to hitting ambitious revenue targets despite shrinking pipelines is making the most of every opportunity (AKA, increasing your deal size!) In this masterclass, we dove into proven tactics from experienced sales, CS, and RevOps leaders for moving up-market.

Mutual Action Plans (MAPs) should be a no-brainer for your sales team, especially if your sales are complex and involve multiple stakeholders. The question is: how do you get your reps to adopt and execute on MAPs consistently? We talked to top sales leaders & trainers Todd Caponi and Brooke Freedman to learn how (and why) to rally reps around Mutual Action Plans.

2022 has brought more than its fair share of challenges for the B2B sales world: tightening budgets, mass layoffs, uncertainty across stakeholders… a lot of variables that are out of a seller’s control. In a masterclass with sales leaders from Stripe, Elemy, CoachCRM, and ClozeLoop, we dove into how to make the most of every single deal in your pipeline, from lead to live.

Great buyer discovery (uncovering pain points, asking tough questions, deeply understanding your buyer's world) should happen at every step of the sales process, with all stakeholders involved. We asked sales leaders from Nayya, Harmonic, and Navattic to share their strategies & tactics for empowering reps to up-level their discovery game.

When should you use a Mutual Action Plan (MAP), what do great MAPs look like, and how do you get your reps to actually use them consistently? We asked top sales reps & leaders from Atrium, Salesforce, and SalesPlaybook to share their Mutual Action Plan tactics and best practices.

As a sales leader, you know how to impact the biggest deals – but how do you balance being the "hero closer" while helping your reps up-level their game? We talked to three top B2B sales leaders in a masterclass to get their advice and tactics for coaching your sales team and empowering them to win more deals.

In today's world, NRR is as important (if not more important) than new ARR. But who should own NRR, upsells/expansion, and customer relationships in your company? We dove into this question with revenue leaders from Figma, NYSHEX, and Shortcut in a masterclass.

An economic downturn is the perfect time to up-level your sales team’s efficiency, forcing you to focus on the highest-impact activities and cut out all the distractions. In a masterclass on How to Hit Your Sales Goals During a Downturn, three veteran B2B sales leaders from Thrive, Netomi, and MessageBird shared tactics for making the most of your pipeline.

We talked to sales & CS leaders from Salesforce, Hypercontext, & Kurios about how to win & expand more deals with mutual action plans. Here are 3 reasons every seller should be using MAPs (and 3 mistakes to avoid when adopting them into your sales & success process).

A common question we hear from sales leaders & founders: How do I scale my B2B SaaS revenue team from our first 1-2 reps to a full org of SDRs, AEs, & CSMs? We dove into this topic recently with Pete Kazanjy, CRO & Co-Founder at Atrium.

There are a lot of challenges that come with moving from your first sales hire, to your first 3-5 reps, to 10-20+ reps and beyond. I talked to three former Stripe leaders about their experience building sales at Stripe from a handful of reps to a global org of hundreds, and their advice for other scaling startup teams.

If you don’t get customers to value quickly on your product, you’ll struggle to retain them – not to mention lose out on expansion opportunities and referrals. Watch our masterclass with top CS leaders on Launching Customers Faster with Onboarding Playbooks, and get the key takeaways.

The key to winning deals consistently and ramping reps quickly? Playbooks. Watch our masterclass with sales leaders from Skaled, Stripe, and Rollworks on why sales playbooks are essential for a winning GTM strategy, and get the key takeaways.

B2B buyers are more educated than ever – but buying software is also harder than ever. How can you adjust your sales process to be more transparent and keep up with buyers today? In a recent masterclass, sales leaders from G2, Bravado, & Navattic answered the top questions about shifting buyer expectations.

The key to any successful startup? Consistently winning and onboarding happy customers. But we all know that’s easier said than done. So we called in the experts! We held a masterclass with startup sales veterans from Rampd, Balance, and Northstar on building a repeatable sales process for early stage startups. Watch the recording or get the key takeaways here.

A Mutual Action Plan (MAP) is a shared, collaborative document that outlines exactly how a selling and buying organization can work together to solve a problem. It feels like a joint project plan – not a close plan – and drives alignment, accountability, and transparency. At the end of the day it increases the chances that the buyer overcomes an important challenge, and the seller wins a new customer.

Ross and Ryan discuss 5 rules for buyer-first sales and how to position yourself as a partner rather than a vendor.