The SaaS Sales Performance Podcast

Rachel Roberts is Chief Revenue Officer at Level Access, bringing deep leadership experience from global firms like Cisco, Adobe and high growth SaaS scaleups. With a proven record guiding organisations from tens of millions to enterprise scale, Rachel stands out for helping teams adapt and thrive through periods of major change. Her work covers industries from marketing technology to cybersecurity and always puts people at the centre of transformation.In this episode, Rachel explains how to bring teams with you when changing strategy, go to market or ways of working. She shares honest stories about what works and what fails and why process alone is never enough. You will learn why most teams resist change, how to unlock informal leaders and why trust is your most important asset in a transformation. Rachel reveals her approach for building buy in, using FOMO to drive new habits and setting a vision that stretches people but keeps them united. The conversation covers compensation mistakes, keeping teams productive through uncertainty and what to do when your first attempt does not land. There is advice for new CROs taking over in times of upheaval and guidance on setting a bold vision without losing clarity.00:00:00 Welcome and Rachel's journey from Cisco to Level Access00:02:10 Lessons learned leading change at Adobe and cybersecurity firms00:05:30 How to win hearts and minds before rolling out new ways of working00:09:15 The role of informal leaders and McKinsey research on successful transformations00:13:00 Building trust by owning mistakes and fixing compensation models00:17:30 Creating regular listening forums and why small cohorts beat big town halls00:21:00 Setting vision as an ongoing process and making sure it passes the 30-second test00:25:10 Helping high performers rise to a challenge while supporting those who struggle00:28:30 Advice for new CROs on balancing board demands and team needs00:31:50 Navigating constant change in growth companies and timing transformation work00:36:00 Final tips for resilient leadership and keeping teams together during turbulence

In this episode, Keith joins host Matt Milligan to unpack how he helped PandaDoc scale efficiently after pandemic hypergrowth, revamp its GTM strategy and 4x average selling price, all by doubling down on execution, team alignment, and ICP focus.Keith shares the radical mindset shift that enabled his team to stop chasing "ankle biter" deals and start prioritising the biggest opportunities.You'll also learn how letting go of non-core use cases helped PandaDoc solidify its category dominance in sales and rev ops.This is a masterclass in sustainable scale, ownership culture, and resilient team building.00:00:18 – Introduction: Keith Rabkin, CRO at PandaDoc, on Scaling High-Growth SaaS Teams00:01:37 – PandaDoc's Strategic Shift: From Sales Proposals to E-Signatures 00:02:25 – Sustainable Growth: How PandaDoc Quadrupled Average Selling Price (ASP)00:03:30 – The Power of Focus: Prioritising High-Impact Deals Over "Ankle Biters"00:04:40 – Mastering the ICP: Why Sales & RevOps Became PandaDoc's Core Strength00:05:42 – Building Resilient Teams: Keith's Approach to Tenacity, Ownership and Learning00:07:48 – Leveraging Personal Resilience at Work: Connecting Life Experiences to Professional Growth00:09:25 – The OWL Framework Explained: Empowering Sellers with Ownership, Wisdom, and Learning00:11:47 – Cascading Ownership Culture: The Crucial Role of Frontline Leadership00:13:01 – Flat Team Structures: Lessons from Google on Optimising Leadership Spans00:14:34 – Strategic Talent Acquisition: Why Keith Personally Sources Talent on LinkedIn00:16:00 – Contrarian Hiring: Seeking Candidates with Resilience and a "Chip on Their Shoulder"00:17:44 – Inside Keith's LinkedIn Strategy: Personalised Outreach for Top Talent00:20:26 – The CRO's Role: Balancing Detail Orientation with Strategic Leadership (T-Shaped Model)00:22:51 – Empowering vs. Micro-Managing: Navigating Leadership Dynamics with Frontline Managers00:24:35 – Leading Through Change: Key Lessons from PandaDoc's Transformation Journey00:26:43 – Effective Learning in Sales Enablement: Customising Training to Individual Motivations00:28:50 – Final Thoughts: Driving Team Success Through Ownership, Repetition and Transparency

Keenan is the celebrated author of the bestselling book "Gap Selling" and the CEO of A Sales Growth Company, providing transformative sales training and consulting for organisations worldwide. With a dynamic career journey—from dominating sales roles to becoming a globally recognised thought leader.Keenan brings unique insights into driving sales excellence through precise enablement and collaborative leadership. In this episode, host Matt Milligan sits down with Keenan to discuss how effective sales leaders diagnose and remove bottlenecks within their organisations. Keenan reveals why prioritisation, visibility, and cross-functional collaboration are critical to breaking down barriers and accelerating team performance. He also delves into one of the most pressing topics in enablement today: proving the ROI of your team's efforts. Listeners will learn actionable methods to measure and communicate the true impact of sales enablement programs, ensuring alignment, buy in, and sustained investment from leadership.00:00 – Introduction & Theme00:01:15 – Keenan's Background & Journey into Sales00:05:30 – Why CROs May Not Make the Best Authors00:08:45 – Identifying & Removing Sales Bottlenecks00:12:00 – Prioritising Cross-Functional Collaboration00:15:20 – Creating Visibility & Transparency in Sales00:18:10 – The Role of Enablement in Modern Sales Orgs00:21:30 – Proving the Value of Sales Enablement00:24:15 – The Future of Enablement & Skill Development00:26:00 – Closing Thoughts & Contact

James Tudway is a Commercial Leader and Go To Market Strategist, currently Vice President of HG Insights, with deep expertise in leading revenue teams through product misalignment and market disruption. With years of experience scaling global sales organizations, including a recent stint in California. James returned to the UK to help turn around a SaaS data business grappling with churn, long sales cycles, and enablement blind spots. Known for building resilient GTM functions and high impact sales cultures, James brings a candid, pragmatic perspective to leadership during turbulent times.In this episode, host Matt Milligan and James discuss what it really takes to lead a sales team when your product is behind the curve. From introducing a “hero model” for performance to balancing budget between enablement and engineering, James offers tactical insights on coaching, morale, compensation, and retaining top talent when the odds are stacked against you. You'll hear how fragmented development efforts can quietly erode renewal rates and how sales leaders can reframe the conversation internally to secure long term wins.00:00 – Introduction & Relocating Back from the U.S.00:03:15 – Leading When Product Isn't Ready00:06:00 – Why Customers Pause: The Real Churn Drivers00:08:00 – Facing the Hard Truth: Falling Behind Competitors00:10:30 – The “Hero Model” Approach to GTM Talent00:12:30 – Rebuilding Morale with Comp Structure & Focus00:15:45 – How Enablement Gaps Undermine Performance00:18:20 – Budget Prioritization: Product vs. People00:21:00 – Advice for Vendors Navigating Budget Pushback00:24:15 – Final Thoughts & Partnership Opportunities

Edmund Frey is a veteran revenue leader and former Chief Revenue Officer at Spryker, where he led global sales expansion and helped the company become a market leader. With 30+ years in enterprise sales at organisations like Oracle, Adobe, and SAP, Edmund now serves as Founder & Managing Partner of Edventure Capital, a go to market advisory and early stage investment firm. forming teams in today's challenging market. In this episode, Edmund tackles this challenge head on, sharing 7 actionable strategies to accelerate sales rep ramp time and build a more resilient, high-performing sales team. He outlines how streamlining processes by 30% can shrink onboarding time by an equal 30% (and even cut failure rates by 50%) , and explains how focusing your existing talent on the right opportunities can drive 30 to 40% more sales with the same headcount . Edmund also offers a fresh perspective on targets, suggesting that giving top reps smaller quotas can sometimes yield better results than chasing ever increasing numbers, an approach aimed at sustaining team morale and success in tough times. Listeners will come away with a practical framework to maximize their sales team's performance and morale, all while efficiently navigating the current economic headwinds.00:00:00 Introduction – Meet Edmund Frey (ex-Spryker CRO) and overview of the episode's theme.00:03:15 Career Journey – From Adobe and SAP to scaling Spryker's global sales organization.00:07:30 Resilience & Productivity – Why modern B2B sales teams must do more with less.00:10:45 Ramp Time as a Priority – Measuring ramp-up and accelerating new rep onboarding.00:15:00 7 Principles for Efficient Ramp – Edmund's framework for rapid sales team ramp-up.00:18:20 Hiring Profile – Hiring reps with the right capabilities for your market.00:20:10 Steady Onboarding – Avoiding the pitfalls of over-hiring and training overload.00:22:00 Focusing Resources – Deploying your best reps on high-value deals and opportunities.00:24:15 Smart Quota Setting – Setting fair, motivating targets from the start.00:26:05 Communicating OKRs – Translating big objectives without overwhelming the team.00:28:00 Twin Ramping – Pairing new hires with veteran mentors to speed up learning.00:30:00 Process Improvement – Streamlining workflows to cut ramp time and errors.00:33:00 Managing Change – Guiding veteran AEs when quotas suddenly increase (e.g. $2M to $5M).00:36:00 Sales & Marketing Alignment – Holding marketing accountable to shared revenue goals.00:38:00 “First 90 Days” – Edmund's recommended onboarding playbook for new sales leaders.00:40:00 Conclusion – Key takeaways and final advice for revenue leaders.

Bas Seelen is the Chief Commercial Officer at Azerion, a global digital media and gaming company, where he leads revenue operations across Europe. With over 15 years in online marketing and a track record of building high-performance sales teams, Bas has guided Azerion through an IPO and integrated 65 acquisitions across 15 countries. His hands-on leadership in aligning global sales operations and fostering a coaching culture makes his insights highly relevant to CROs and sales leaders focused on team performance and growth.In this value-packed episode, host Matt Milligan and Bas explore how to scale a revenue organization after dozens of acquisitions, emphasizing why each integration requires a unique playbook. Bas shares how blending an entrepreneurial culture with structured processes helped maintain performance across diverse markets. You'll learn how he implements cross-country knowledge exchange and a “coaching framework” to break down silos and drive consistent sales excellence. Bas also offers contrarian insights on motivating sales teams beyond just money and even using acquisitions as opportunities to identify truly resilient, adaptable talent. From leadership mindset shifts to hands-on integration strategies, this conversation provides a roadmap for sales leadership in building high-performing, future-proof teams.00:00 – Introduction & Theme00:01:15 – Bas Seelen's Background & Adtech Journey00:02:45 – Growth via 65 Acquisitions00:03:30 – Integration Challenges & Lessons Learned00:08:30 – Multi-Channel Sales Strategy & Regional Differences00:11:30 – Introducing New Products & Coaching Teams00:13:00 – Incentives and Identifying Resilient Talent00:17:00 – Fostering a Global Sales Culture & Accountability00:20:00 – Embracing AI and Continuous Learning00:21:30 – Closing Thoughts & Contact

Paul Archer is the Chief Commercial Strategy Officer at Envision Pharma Group and a seasoned commercial strategist with more than 20 years of experience transforming pharma communications and driving revenue growth. With a strong background in healthcare communications and a flair for innovative service development, Paul has consistently guided companies to embrace integrated, data-driven commercial strategies that bridge scientific excellence with tangible market impact.In this episode, host Matt Milligan and Paul dive into building scalable commercial strategies for today's ever-evolving pharma landscape. They explore how digital innovations, cost optimisation, and behavioral insights can fuel success amid industry shifts. Paul shares his firsthand experiences in overcoming market cycles, merging operational efficiency with strategic growth investments, and aligning commercial strategy with real-time market data. His clear vision and hands-on approach position him as a transformative leader in both commercial strategy and pharma sales.00:00 – Introduction & Theme00:01:10 – Paul Archer's Background & Early Career Insights00:02:30 – Evolving Commercial Strategy in Pharma00:03:15 – Transforming Client Engagement and Market Cycles00:04:00 – Leveraging Digital Innovation & AI in Pharma Marketing00:05:00 – Integrating Cost-Cutting with Growth Strategies00:06:15 – Building Resilient Commercial Teams through Data-Driven Coaching00:07:00 – Aligning Sales Strategy with Real-Time Market Data00:08:15 – Managing Change for Enhanced Productivity00:09:00 – Final Thoughts & Contact

David Wyatt is the Co-Founder of Celero Ventures and a seasoned revenue leader with an unconventional journey—from electrician to spearheading growth at leading tech companies such as MuleSoft, Databricks, and Aivan. With extensive experience in scaling sales teams and driving multi-million dollar growth, David now leverages his expertise to invest in early-stage software ventures and transform revenue organisations.In this episode, host Matt Milligan and David discuss building resilient, productive sales teams for 2025 by harnessing systematic revenue management, data-driven hiring, and continuous coaching. David's unique career path and deep commitment to talent development cement his reputation as a leading authority on scaling revenue and transforming sales organisations.00:00 – Introduction & Theme00:01:10 – David Wyatt's Background00:02:30 – Early Career Lessons from an Electrician00:03:15 – Transitioning to Tech & Sales Leadership00:04:00 – Learning from Industry Pioneers at MuleSoft & Databricks00:05:00 – Scaling Sales Teams: Data-Driven Hiring & Performance00:06:15 – Building a Culture of Continuous Coaching00:07:00 – Strategic Revenue Management for Growth00:08:15 – Aligning Talent with Market Opportunities00:09:00 – Embracing Innovation: From Operator to Investor00:10:00 – Final Thoughts & Contact

In this episode, host Matt Milligan and Andrew discuss building resilient, productive sales teams for 2025 by leveraging systematic revenue management, data-driven performance frameworks, and AI-enhanced prospecting. Andrew's journey—from founding startups to advising at 500 Startups—cements his reputation as a leading authority on scaling revenue and transforming sales organisations.00:00 – Introduction & Theme00:01:15 – Andrew Boos' Background00:02:45 – The Role of Mentors00:06:00 – From Founder to Advisor.00:07:30 – Building a “Revenue Factory”00:08:30 – Systematic Sales Leadership & RevOps00:10:18 – Rethinking Performance Management00:11:30 – Setting Pipeline Goals00:13:00 – Data-Driven Coaching00:14:35 – Driving Team Adoption00:18:00 – Accountability and Transparency00:19:30 – The Power of a Systematic Approach00:22:19 – Leveraging AI in Sales00:24:00 – Augmenting Reps vs. Replacing00:25:30 – Future of Sales Teams00:26:22 – Closing Thoughts & Contact

In this episode of the SaaS Sales Performance podcast, we dive into the art and science of SaaS pricing with James Wilton, Managing Partner at Monevate. James brings a wealth of experience from his consulting career, including leading McKinsey's startup pricing division, to help SaaS leaders untangle the complexities of value-based pricing strategies.Discover why pricing is not about squeezing customers but about capturing a fair portion of the value your product creates. James unpacks the challenges of transitioning to usage-based models, explores the balance between predictability and scalability, and explains why companies should review pricing strategies every two to four years to stay ahead of market shifts.With insights from his newly released book Capturing Value, James delivers practical frameworks for aligning pricing with customer perception and long-term goals. Whether you're a SaaS founder or a revenue leader, this episode is packed with actionable insights to refine your monetisation strategy.

In this episode of the SaaS Sales Performance podcast, we sit down with Martin Mackay, Chief Revenue Officer at Versa Networks, to explore the evolving role of the CRO in today's rapidly changing sales landscape. With a career spanning executive leadership, venture capital, and turnaround strategy, Martin brings a unique perspective on resilience, productivity, and the intersection of sales and technology.Martin dives into the impact of AI on sales, the challenge of selling in an era where buyers are more informed than ever, and why customer success is now just as critical as new business growth. He also shares his views on navigating market volatility, building high-performance teams, and the delicate balance between leadership accountability and empathy.From strategic vision to hands-on execution, Martin's insights offer a masterclass in modern revenue leadership. Tune in to learn how the CRO role is shifting and what it takes to thrive in this new era of B2B sales.

In this episode of the SaaS Sales Performance podcast, we welcome Dominic O'Connor, Chief Revenue Officer at Aurora Consulting. Dominic draws on decades of experience across industries, sharing his journey from telecoms to cybersecurity to commercial real estate, before stepping into his current role as a CRO mentor and consultant. With a keen focus on aligning teams, Dominic breaks down the complexities of modern revenue leadership, highlighting the importance of adaptability, data-driven insights, and customer-centric strategies in a rapidly changing market. He reflects on the role of discipline in both sales and endurance sports, connecting the principles of consistency and goal-setting across both worlds.Gain a front-row seat to Dominic's approach to navigating change, empowering teams, and sustaining long-term growth in the face of ever-evolving challenges.

In this episode of the SaaS Sales Performance Podcast, we're excited to welcome Roberto Ruiz, Former Chief Revenue Officer at Florence, who brings a wealth of expertise in revenue leadership. With a fresh perspective from his new role, Roberto offers actionable insights on the most critical challenges facing revenue leaders today.Roberto shares his three key focus areas: refining go-to-market strategies to eliminate inefficient “spam cannon” outreach, the importance of rigorous pre-qualification to maximise sales efficiency, and simplifying organisational design for a smoother client experience. He explains how to create lean, effective sales machines while maintaining clear boundaries between customer success and account management roles.Tune in as Roberto discusses the impact of evolving technologies, the art of building better habits in onboarding, and why focusing on the right metrics is essential to avoid “selling empty calories.”If you're looking to optimise your sales strategy and drive sustainable growth, this episode is packed with wisdom from a seasoned revenue leader.

In this episode of the SaaS Sales Performance Podcast, we are thrilled to welcome Karen Dowse, Senior Vice President of EMEA Commercial at Mintel, a leading market intelligence agency. With over 20 years at Mintel, Karen's journey from marketing to sales leadership offers a wealth of insights on navigating the complexities of a global organisation.Karen dives deep into how Mintel empowers global brands with cutting-edge market intelligence, blending data, technology, and human expertise to predict consumer needs and trends. She also sheds light on the challenge of maintaining focus amidst rapid growth, sharing the secret of Mintel's relentless monthly cadence and the importance of aligning commercial and product teams.We also explore the transformative impact of AI on Mintel's offerings, enabling broader client engagement and the expansion into new segments such as technology and analytics teams. Karen discusses the importance of customer trust, career growth, and skill development, emphasising Mintel's commitment to a learning culture and how it shapes their continued success.Tune in for valuable leadership lessons on driving business growth through innovation, focus, and a deep understanding of customer needs.

In this episode of the SaaS Sales Performance Podcast, we're thrilled to welcome Archie Moore, Global Sales Director at HG Insights. Archie shares his journey of leading global sales teams in an ever-evolving market. With a focus on adapting to buyer behavior, he explores how HG Insights helps businesses make data-driven decisions about IT investments, delivering real value by improving productivity and driving new business.Archie dives into the shift towards a partner-first sales model, integrating social selling within a partner ecosystem to drive enterprise growth. He also discusses the critical role of client advisory services and why providing customers with proven best practices is essential in today's competitive landscape.Tune in as Archie reveals his strategy for empowering his team, ensuring that high performers lead by example, and how HG Insights is moving toward a more land-and-expand model. If you're looking to navigate the complexities of sales in a premium enterprise environment, this episode is packed with valuable takeaways on leadership, customer engagement, and long-term success.

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Alex Morris, Regional Director of Sales for EMEA at Instabase. Alex shares his passion for early-stage companies, where he thrives in entrepreneurial and fast-paced environments. He discusses the evolution of enablement functions, emphasising the need for a comprehensive go-to-market strategy. Alex highlights the importance of focusing on the basics, such as call recording and self-reflection, while also fostering creativity and ownership within sales teams. Discover his approach to involving customers in quarterly sales meetings to enhance understanding and care, and learn about his tailored leadership strategies for managing a dispersed EMEA team. Join us for an insightful conversation packed with practical strategies and leadership wisdom from a seasoned sales leader.

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Ryan Fagan, Sales Director at Normative.io.Ryan shares his dynamic career journey, transitioning from investment banking to sales, and eventually into leadership roles. He highlights his experience at Peakon, the subsequent acquisition by Workday, and his decision to join Normative.io for its alignment with sustainability goals. Ryan emphasizes the importance of trust in building a high-performing culture and shares insights on implementing effective feedback frameworks. He also discusses adapting sales strategies in a changing market, engaging CFOs, and fostering future leaders through champion processes. Join us for an inspiring conversation filled with practical strategies and leadership wisdom.

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Tatiana Dmitrieva, Director of Sales and GM of the Prague office at Usercentrics.Tatiana shares her compelling journey from individual contributor to sales leader, highlighting the crucial role of coaching and the challenges of delegation. She discusses the importance of identifying natural-born leaders and fostering a culture where making mistakes is part of the learning process. Tatiana provides insights into the evolving skills needed for effective leadership, emphasising time management, organisation, and regular team interactions. Discover her successful model of training postgraduates and the shift towards demand capture in outbound work. Tatiana also explores the use of conversation intelligence tools to assess sales skills and improve call quality. Join us for an engaging conversation packed with valuable strategies and leadership insights.

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Lewis Stock, Head of Business Development for the UK & US at YuLife.Lewis shares his incredible journey from being one of the first employees at YuLife to becoming a pivotal sales leader.Discover how YuLife, a tech-driven financial services brand, is disrupting the traditional insurance industry by bringing joy and meaningful connections to their clients. Lewis delves into the strategic shift towards a B2B SaaS playbook, the importance of agility and feedback, and the challenges faced during this transition. He also discusses the critical role of manager training, data-led coaching, and the formulation of data-driven strategies for effective scaling. Join us for an engaging conversation packed with valuable insights on leadership, sales strategies, and innovation in the financial services sector.

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Coralie de Robert, Sales Director at Salesloft.Coralie dives into the intricate world of sales performance management, sharing her strategies for maintaining team productivity and focus amidst end-of-quarter pressures.She provides a detailed overview of the skills assessment framework used with her team, emphasizing the importance of product mastery, communication, and attitude in developing top-performing sales reps.Coralie discusses the market shift towards profitability over market share, highlighting the challenges of customer acquisition and cost-cutting. Discover how she is fostering a high-performance culture by increasing coaching time and setting clear expectations.Coralie also shares her vision of transitioning from managing to leading, aiming to inspire and develop leadership skills within her team and the broader tech industry.Don't miss this insightful episode packed with practical tips and leadership wisdom.

In this episode of the SaaS Sales Performance podcast, we are delighted to host Jorge Mendes, a seasoned sales leader who has significantly impacted the SaaS industry. Jorge discusses the critical role of integrating customer success with sales and the challenges of managing a diverse team across different regions. He elaborates on the importance of aligning OKRs and setting strategic goals to enhance team performance. Jorge also shares insights on adapting to new playbooks and the complexities of moving upmarket, emphasizing the importance of accurate forecasting and tailored enablement strategies.Tune in to learn how Jorge navigates the intricate dynamics of sales leadership and the steps he takes to foster a cohesive and high-performing team.

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Claudia Banks, Head of Sales at SecurityHQ. Claudia delves into the evolving landscape of cybersecurity sales, sharing her strategic shifts in response to increased competition and changing buyer dynamics. Learn how Claudia and her team have pivoted their messaging, created proactive services, and redefined their value proposition to address customer needs effectively. She discusses the impact of training on her team, emphasising the importance of reinforcement and coaching for long-term success. Claudia also highlights the challenges of selling value over features, the necessity of adapting sales processes, and the importance of building trust with customers. Don't miss this insightful episode packed with practical strategies and leadership wisdom from a seasoned sales leader in the cybersecurity industry.

In this episode of the SaaS Sales Performance podcast, we are thrilled to host Hayal Koc, a dynamic sales leader at Salesforce with a wealth of experience in driving sales excellence. Hayal delves into the shift towards a data-driven culture at Salesforce, highlighting the significance of performance management and personalized team enablement. She emphasizes the essential qualities for successful sellers, including curiosity, resilience, emotional intelligence, and grit. Hayal also shares her insights on structuring effective weekly meetings focused on sales negotiation tactics, self-perception, and personal development. Tune in to explore strategies for balancing time management, customer engagement, and leadership commitments, and gain valuable perspectives on adapting sales cycles and messaging in a rapidly changing market.

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Niraj Kapur, a renowned sales coach and expert with a rich background in sales management.Niraj shares his compelling journey from growing up in a small town in Northern Ireland to becoming a top influencer in the sales industry. His story is filled with resilience and determination, overcoming early career challenges to eventually thrive in sales.Niraj delves into the vital skills and mindset shifts required to transition from a top-performing salesperson to an effective sales manager.Tune in to gain invaluable insights into the art of sales coaching, the importance of continuous learning, and the power of empathetic leadership in driving team success and achieving exceptional sales performance.

In this episode of the SaaS Sales Performance podcast, we're thrilled to introduce Stéphan Israël, Chief Revenue Officer at Access Intelligence. With extensive experience spanning various industries, Stéphan shares invaluable insights into key themes facing revenue leaders today. Explore topics such as forecast accuracy, manager enablement, and navigating digital transformations as Stéphan draws from his diverse journey. Gain perspectives on aligning teams for efficiency and driving value amidst market challenges.

In this episode of the SaaS Sales Performance podcast, join us as we welcome Oliver Tate, Global Head of Growth Enablement at Dentsu. With a diverse background in computer science, consulting, and sales training, Oliver explores the critical theme of ROI in sales enablement. Gain insights into the challenges and lessons Oliver brings from various industries, emphasizing the importance of aligning enablement with business objectives. Explore a three-step framework for impactful enablement as Oliver shares valuable perspectives.

In this episode of the SaaS Sales Performance podcast, we're thrilled to host Stephen Millard, Operating Partner and Chief Platform Officer at Notion Capital. With over 30 years in enterprise software, Stephen shares invaluable insights into the challenges of scaling from one to twenty or fifty million in recurring revenue. Explore the transformative journey of building go-to-market strategies, overcoming growth hurdles, and the pivotal role of people and growth in SaaS success.

In this episode of the SaaS Sales Performance podcast, we extend a warm welcome to Mick Gossett, CEO and Co-founder of Jointflows, in the spotlight. Mick, a former maestro in revenue leadership with a remarkable history at prominent brands such as Outreach and Yieldify, shares his odyssey from professional athlete to the architect of thriving brands in the SaaS domain. Join us as Mick delves into the parallels between the realms of sports and sales, underscoring the significance of metrics, deferred gratification, and stepping beyond one's comfort zone. Acquire insights into Mick's outlook for Jointflows, tackling challenges related to visibility, predictability, and forecasting in the revenue terrain. Uncover Mick's viewpoint on the forthcoming evolution of the buying journey, the pivotal role of AI in sales, and the weight of internal alignment for achieving success.

In this episode of the SaaS Sales Performance podcast, we're thrilled to welcome Gabe Lullo, the accomplished CEO of Alleyoop, to share insights on navigating B2B sales challenges. Join us in exploring Gabe's journey from revenue leader to CEO, delving into the evolving landscape of outbound strategies. Gain invaluable perspectives on SDR role shifts, talent pipeline dynamics, and the art of building a resilient sales culture. Discover the secrets behind Alleyoop's impressive SDR retention rate and how Gabe advocates for a culture of competition and gamification. Uncover the future of outbound sales in diverse markets and the strategic role of agencies in flexible and cost-effective sales development.

In this episode of the SaaS Sales Performance podcast, we're delighted to introduce Jorge Bestard, Head of EMEA at Canva. As we continue our exploration of revenue leadership at high-growth companies, Jorge shares a captivating career journey that started with a background in boxing and led to a flourishing career in tech sales at just 17. With a wealth of experience in various B2B SaaS organizations, Jorge sheds light on specializing in companies seeking to discover their sales market fit within the enterprise space. He emphasises the critical importance of hiring for the first sales representative rather than the thousandth. Jorge also delves into the power of product-led growth in B2B sales and its influence on reaching higher-level decision-makers. In a market flooded with products and AI messaging, Jorge highlights the necessity of personalized, standout outreach and shares innovative tactics for cutting through the noise. Tune in to gain valuable insights from Jorge on coaching and developing sales teams in the age of AI, the enduring significance of interpersonal skills, and how human connections remain pivotal at all levels of sales, differentiating, competing, and ultimately achieving success.

In this episode of the SaaS Sales Performance podcast, meet Sam Sippl, a seasoned CFO with diverse leadership experience across industries. Sam delves into the vital role of CFOs in purchasing decisions, emphasizing their impact on relationship-building and the sales process. Discover how Sam aligns financial objectives with business goals, providing clarity to streamline processes and overcome business-financial misalignment. He underscores the importance of ROI-driven business cases. Sam collaborates with CEOs, offering financial insights, and partners with CROs to navigate sales opportunities and procurement challenges. Explore ROI significance and the potential of technology and AI investments as well as how to empower businesses through strategic alignment and ROI-focused approaches, fostering success.

Join us this week as we welcome Rober Ruiz, Country Manager for Treatwell in the UK and Ireland, an expert with an impressive track record in leading and scaling businesses. Rober shares his remarkable career journey, insights on systems thinking for growth, and the significance of product-market fit. Don't miss his valuable tips on building resilient teams and fostering a thriving work culture in the digital industry.

In this episode of the SaaS Sales Performance podcast, we're excited to introduce Georgina Beard, Head of Sales Enablement at SEON - a cybersecurity and fraud prevention company making waves globally. Georgina's journey from a sales background to becoming an emerging enablement leader is both inspiring and insightful. She sheds light on the pivotal role of enablement as the "glue" uniting diverse teams for enhanced effectiveness and efficiency. Explore the challenges, definitions, and priorities that shape the world of enablement and gain valuable perspectives on driving sales efficiency, prioritizing customer relationships, and positioning enablement at the core of organizational success.

Today's episode goes into the challenges and strategies in revenue leadership. Our guest, Rouzbeh Rotabi, is an experienced revenue leader with over 20 years of experience in leadership positions. Dive into Rouzbeh's journey into sales and the valuable insights he has gained throughout his career. Rouzbeh highlights the transformative impact of the 2008 financial crisis, which led to the emergence of unique solutions and the growth of successful companies. Explore the importance of adapting go-to-market strategies in the current climate and emphasize the significance of focusing on selling painkillers rather than vitamins.

Join us in this episode as we welcome Gordon Tobin, the Vice President and GM for EMEA at G2. Gordon's diverse experiences and global perspectives have shaped his journey in the revenue profession. Discover the power of gratitude in achieving success and how conscious choices can lead to positive change. Gordon shares valuable insights on talent acquisition, emphasizing its impact on a company's growth and future success. Don't miss this opportunity to gain valuable knowledge from a seasoned leader in the industry!

Who are you selling to? What are your customer segments? Joining the podcast to fly through a masterclass in pricing and packaging is freelance sales expert Jens Massaert. Since growing through positions at Teamleader and Nodalview, Jens now operates as a fractional VP of Sales - bringing his unique knowledge on everything SaaS pricing. He shares the importance of segmenting your market, nailing the unique CAC and LTV data for each segment and how it can maximise the efficiency of your sales reps. Join us to break your product into trigger, filler and killer - so that you can provide customers with a solution, without the faff!

Today's episode is all about reinvention. And who better to guide us on a journey of reconceptualising your career, than Sam Sutton-Reid from educational media outfit Pearson. Currently Director of Revenue Operations, Sam has grown through roles in sales and enablement to lead the line with his forward-thinking brand of success-building. Sharing thoughts on setting goals, maximising the efforts of sales reps and ensuring that ownership is attributed to your efforts, join us to dive into Sam's methodology - and you'll maybe find yourself making the leap into enablement!

And nobody knows this better than Liam Jones, Head of Business Development at zero-waste food redistributors Olio. Since becoming their first sales hire five years ago, Liam has grown with the company - making the move into management two years ago. He shares the lessons he's picked up along the way: on refining the sales hiring process, seeking mentorship for personal development and working within an industry that looks beyond the financial reward, to achieve a global benefit. With Olio continuing to expand their operations, Liam is perfectly placed to give us the rundown on the business, his leadership style and the key sales attributes he looks for in sustainably-minded sales reps.

Get yourself a seat at the table. It certainly helped Jonah Mandel grow his career. Currently in a transatlantic management position as VP of Sales and Customer Success at Capchase, Jonah knows a thing or two about pushing for career progression. Sharing the key tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mentality in favour of sustainability, precision, skill and nuance.

Joining us for a masterclass in getting the most out of the art of enablement is Felix Dumitrica from Pleo. Felix brings a ton of useful content in this jam-packed episode, to reveal some ways you can revolutionise the way enablement is run in your organisation. Setting out a step-by-step process for success - he shares philosophies that will boost measurement of the enablement ROI, embed a culture of cross-functional collaboration, train reps the right way and pinpoint the importance of staying relevant.  Get the notepads ready!

Education is not an event, it's a process. Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams. Jeroen is passionate about educating sales reps the right way - understanding that it's never a one-off, but rather a constant mission for gradual improvement. Touching on his own core values and the importance of understanding different cultures, Jeroen brings a bank of expertise on how to humanise the sales process, develop a sales team and look beyond automated data to focus on the outcome.

You need to be data-informed, not data-led. Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq. Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes. Citing his universal framework for producing a sales readiness score, and underlining the power of micro-learning, Ben's ruthless focus on outcomes is guaranteed to help you deliver results.

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn. In our chat, Michelle details a backstory that saw her helping with her dad's business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to! With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Our expert today: Tom Castley from analytics gurus Hook. Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships. He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.

How does a Product-Led strategy change the way you work? Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster. In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG. From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today's episode is your definitive guide to life in the product-led lane!

Engagement is crucial - yours, your employee's and your customer's. This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny'. Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial. The pair also highlight why coaching and team building are essential in aiding the transition from a small to medium business and beyond.

How do you fast-track your sales journey? According to today's guest Italo Maddalozzo - by focusing on your values and investing in your education. Italo is currently VP of Sales at Sermo, after a meteoric rise through the ranks at Bloobirds and Compettia. He takes us through how his call centre beginnings instilled in him a desire to learn, improve and connect with the customer. Preaching integrity - to yourself and your clients - today's episode will help you maximise your skillset and smash your targets.

Video communication has transformed sales. Taking us through the stages of this transformation is Aleks Gollu, Founder and CEO at 11Sight. The latest of a series of successful start-ups, 11Sight are changing the game for salespeople across the world - revolutionising the speed and success rate of landing new prospects. We dive into the inspirations for the venture, the internal logistics within the PLG sphere and the ever-blurring lines between sales and customer success.

How can you scale and grow in order to pursue sales goals? The ever-thriving Anup Khera, of Attentive shares his thoughts. He tells Matt why choosing the right people, understanding employee strengths and continuous coaching are his absolute priorities. The pair also cover how some roles in SaaS sales can be taken on by people from non-business backgrounds. If you're looking to champion your personal growth and that of your employees, this episode is for you.

How has sales enablement evolved? Here to outline the past, present and future is Celine Grey, currently Director of Revenue Acceleration at Oyster. In her flagship role, Celine envisions a world of all things enablement, not just sales - that leads to boosts in culture, cost efficiency, product quality… not just revenue! In the episode, we trace her career, the hyper-growth journey of Oyster and the importance of using data to track results.

What's the key to being a successful CRO? Today's guest Grant Coombe has amassed a wealth of experience helping a whole range of companies to maximise their potential. Currently CRO at the ever-growing FundApps, Grant's CV includes positions at Bloomberg and a stint running his own consultancy. Sharing an array of tips and tricks, we cover the difference between big companies and scale-ups, how to close the experience gap and how to streamline internal structure for success.