Podcasts about enterprise sales

In this Episode, Sarah and I discuss the evolving gov con industry and how those changes impact the way we learn.   We also talk about how the industry leader in training is evolving with the industry and the needs of our customers. 

In dieser Episode erfahren Sie, wie Sie 2026 im Vorstellungsgespräch nicht nur überzeugen – sondern herausstechen.Der IT- & Cybersecurity-Headhunter Jan Nordh teilt seine praxiserprobten Strategien aus über 18 Jahren Erfahrung im DACH- und Nordics-Markt.Sie lernen:• Wie Sie sich in nur einer Stunde perfekt vorbereiten• Warum viele Kandidaten trotz starker Erfahrung scheitern• Wie Sie Ihren Selbst-Pitch in unter 60 Sekunden meistern• Wie Sie Erfolgsgeschichten klar, präzise und messbar formulieren• Welche fünf Interviewfragen 2026 garantiert gestellt werden – und wie Sie sie beantworten• Welche Rückfragen Top-Kandidaten stellen (und warum diese so wichtig sind)• Was Hiring Manager im Hintergrund tatsächlich diskutieren• Die größten Interview-Fehler, die Sie unbedingt vermeiden solltenDiese Folge richtet sich an Fach- und Führungskräfte in IT, Cybersecurity, Software und Enterprise-Sales – und an alle, die sich kompetent und glaubwürdig im Gespräch positionieren möchten.Jetzt anhören und Ihre Interview-Performance auf ein neues Level bringen.https://www.nordh.de

Jen Abel is GM of Enterprise at State Affairs and co-founded Jellyfish, a consultancy that helps founders learn zero-to-one enterprise sales. She's one of the smartest people I've ever met on learning enterprise sales, and in this follow-up to our first chat two years ago (covering the zero to $1 million ARR founder-led sales phase), we focus on the skills founders need to learn to go from $1M to $10M ARR.We discuss:1. Why the “mid-market” doesn't exist2. Why tier-one logos like Stripe and Tesla counterintuitively make the best early customers3. The dangers of pricing your product at $10K-$20K4. Why you need to vision-cast instead of problem-solve to win enterprise deals5. Why services are the fastest way to get your foot in the door with enterprises6. How to find and work with design partners7. When to hire your first salesperson and what profile to look for—Brought to you by:WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUsLovable—Build apps by simply chatting with AICoda—The all-in-one collaborative workspace—Where to find Jen Abel:• X: https://x.com/jjen_abel• LinkedIn: https://www.linkedin.com/in/earlystagesales• Website: https://www.jjellyfish.com—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Welcome back, Jen!(04:38) The myth of the mid-market(08:08) Targeting tier-one logos(10:50) Vision-casting vs. problem-selling(15:35) The importance of high ACVs(20:45)  Don't play the small business game with an enterprise company(25:09) Design partners: the double-edged sword(28:11) Finding the right company(36:55) Enterprise sales: the art of the deal(43:21) The problem with channel partnerships(44:41) Quick summary(50:24) Hiring the right enterprise salespeople(56:49) Structuring sales compensation(01:01:01) Building relationships in enterprise sales(01:02:07) The art of cold outreach(01:07:31) Outbound tooling and AI(01:14:08) Lightning round and final thoughts—Referenced:• The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH): https://www.lennysnewsletter.com/p/master-founder-led-sales-jen-abel• Mario meme: https://www.linkedin.com/pulse/missing-meme-led-me-woman-johann-van-tonder-im6df• Kathy Sierra: https://en.wikipedia.org/wiki/Kathy_Sierra• Cursor: https://cursor.com• The rise of Cursor: The $300M ARR AI tool that engineers can't stop using | Michael Truell (co-founder and CEO): https://www.lennysnewsletter.com/p/the-rise-of-cursor-michael-truell• Justin Lawson on X: https://x.com/jjustin_lawson• Stripe: https://stripe.com• Building product at Stripe: craft, metrics, and customer obsession | Jeff Weinstein (Product lead): https://www.lennysnewsletter.com/p/building-product-at-stripe-jeff-weinstein• He saved OpenAI, invented the “Like” button, and built Google Maps: Bret Taylor on the future of careers, coding, agents, and more: https://www.lennysnewsletter.com/p/he-saved-openai-bret-taylor• OpenAI's CPO on how AI changes must-have skills, moats, coding, startup playbooks, more | Kevin Weil (CPO at OpenAI, ex-Instagram, Twitter): https://www.lennysnewsletter.com/p/kevin-weil-open-ai• Anthropic's CPO on what comes next | Mike Krieger (co-founder of Instagram): https://www.lennysnewsletter.com/p/anthropics-cpo-heres-what-comes-next• Linear: https://linear.app• Linear's secret to building beloved B2B products | Nan Yu (Head of Product): https://www.lennysnewsletter.com/p/linears-secret-to-building-beloved-b2b-products-nan-yu• Gemini: https://gemini.google.com• Microsoft Copilot: https://copilot.microsoft.com• How Palantir built the ultimate founder factory | Nabeel S. Qureshi (founder, writer, ex-Palantir): https://www.lennysnewsletter.com/p/inside-palantir-nabeel-qureshi• McKinsey & Company: https://www.mckinsey.com• Deloitte: https://www.deloitte.com• Accenture: https://www.accenture.com• Building a world-class sales org | Jason Lemkin (SaaStr): https://www.lennysnewsletter.com/p/building-a-world-class-sales-org• Peter Dedene on X: https://x.com/peterdedene• Hang Huang on X: https://x.com/HH_HangHuang• Hugo Alves on X: https://x.com/Ugo_alves• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• Clay: https://www.clay.com• Apollo: https://www.apollo.io• Jason Lemkin on X: https://x.com/jasonlk• Gavin Baker on X: https://x.com/GavinSBaker• Jason Cohen on X: https://x.com/asmartbear• Baywatch on Prime Video: https://www.primevideo.com/detail/Baywatch/0NU9YS8WWRNQO1NZD5DOQ3I8W6• Playground: https://www.tryplayground.com• ClassDojo: https://www.classdojo.com• Jason Lemkin's post about Replit: https://x.com/jasonlk/status/1946069562723897802—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

TRANSITION  TRUCKING - HERE'S THE MISSION: - Vote for Mark Scriven TODAY: https://binkd.co/a0oks - Get your family and friends to vote - Do it again EVERY DAY through Nov 11th Your vote yesterday mattered. Your vote today matters even more. Let's bring this home for Mark. Who's voting again TODAY? Stevens Roundtable: Chain Fleet: Elite Drivers Earn Extra Cash RJ Cervantez, Fleet Safety Manager at Stevens Transport, discusses the elite Chain Fleet, where qualifying drivers can earn extra by navigating adverse conditions. RJ discusses qualifications, the selection process, and enticing financial perks for these standout drivers. Stevens Safety Reminder: Cargo Theft Alert: Rising Threat Across the U.S. Trucker Tim has an important Cargo Theft Alert with rising thefts across the country, He'll share key stats, targets, and high-risk locations to help keep you and your cargo protected. Transition Trucking - YOU CAN VOTE EVERY SINGLE DAY To everyone who voted for Mark Scriven yesterday, THANK YOU. You showed up. You took action. You proved that the trucking community takes care of its own. But here's what you need to know: YOU CAN VOTE AGAIN TODAY. And tomorrow. And every day until Veterans Day (November 11th). That's right, DAILY VOTING is allowed and encouraged! Mark is an Army veteran and Stevens Transport driver competing for a brand new Kenworth T680. Every vote brings him closer to changing his family's life. But he's up against other incredible veterans with their own communities rallying behind them. We need to show up BIGGER and STRONGER. VOYE HERE: https://binkd.co/a0oks Become a Team Driver Discover the transformative world of team driving with Stevens Transport in this insightful discussion. Learn how driving with a partner boosts efficiency, earning potential, and safety, while allowing for nearly constant travel and the enjoyment of America's stunning landscapes. Understand how federal regulations intersect with teamwork logistics, enabling over 5,500 miles a week. Insights on rest strategies, like bunk bed sleeping arrangements, are shared. Stevens Transport explains the advantages of choosing your driving partner and how this approach can elevate your trucking career. Explore team driving's benefits and start your journey to success now. Earn More/Team Up - https://vimeo.com/1020240977 Driver Spotlight: David Adamson Meet David Adamson, a dedicated Stevens Transport independent contractor and trainer living in Knoxville, Tennessee. Celebrating 1 million miles, David never expected to hit this milestone, but understands that hard work and dedication is what brought him here. Hear more about David's achievements, and what makes trucking special to him. See the video here: https://youtu.be/xrnmqgUb4bY?si=6L6LEekeIfYIKvbs Stevens Transport November Update Stevens Transport brings you the latest updates on the transportation industry in our Monthly News Bulletin! This month, 2025 Transition Trucking Driving for Excellence award has named four finalists, and we're proud to announce Mark Scriven, a Stevens Transport driver, is among them. Voting runs November 1st-11th. Next, Serena Vogel joined Stevens Transport as our new Vice President of Driver Resources. In this role, she'll work closely with teams to drive performance. James Rockwell also joins the team as the Regional Manager of Enterprise Sales, helping Stevens expand overall business efforts. Lastly, check out the celebrations from NTDAW 2025. See the video here: https://youtu.be/rPKHMjyMsFQ?si=mxawv0rCbs4veCRr Pilot/Flying J Rewards App: https://pilotflyingj.com/rewards Become a Driver for Stevens Transport For questions on whether you meet our driver qualifications, please call our Recruiting Department at 1-800-333-8595 or visit: www.stevenstransport.com/drivers/ Stevens Transport 9757 Military Parkway, Dallas, TX 75227 http://www.stevenstransport.com/ http://www.becomeadriver.com/ Driver Recruiting: 1-800-333-8595.  Apply Here: https://intelliapp2.driverapponline.com Paragon Leasing Technician Careers: https://www.stevenstransport.com/careers/fleet-maintenance-jobs/

► Kickscale Extended Free Version: https://2ly.link/1zdl4 ► Sales Jobs bei doinstruct: https://jobs.ashbyhq.com/doinstruct  Viele Seller glauben, Enterprise Sales zu machen, betreiben aber in Wahrheit "Schimpansen Sales" – und scheitern an den wirklich großen, komplexen Deals. In dieser Episode spreche ich mit Charlotte Rothert, Co-Founderin und CEO von doinstrut, deren Enterprise Sales Team monatlich über 300.000 € ARR mit Saas Sales mit Enterprise Kunden macht. Software Sales Formula: zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi Timestamps: (00:00) – Das Enterprise Sales Dilemma (01:52) – Warum Enterprise Sales der unbezwingbare Berg ist (03:07) – Der Unterschied: Midmarket vs. Enterprise Sales (05:54) – Welches Skillset braucht ein Enterprise Team wirklich? (07:23) – Was ist "Schimpansen Sales"? (Und warum es 90% machen) (10:09) – Finde heraus, wer GEGEN dich spielt (Multi-Stakeholder) (13:06) – Wie man ECHTE Enterprise Seller einstellt (Schluss mit Titeln) (15:33) – Meine 3 wichtigsten Fragen im Interview (19:18) – Die Case Study: Account Mapping statt Discovery (22:38) – Die Fragen, die dich als Bewerber disqualifizieren (24:44) – Was macht einen Top 1% Enterprise Seller aus? (Bauchgefühl & Talent) (26:19) – "Discovery never ends": Das Handwerk der Top-Seller (30:55) – Attitude vs. Framework: Braucht man MEDDPICC wirklich? (35:42) – Die 3 wichtigsten Kriterien für JEDEN Deal (Pain & Champion) (40:03) – Das größte Learning: Fokus statt Granate (43:15) – Wie bewerbe ich mich bei doinstruct? Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Dan Fougere, a venture partner at Index Ventures and former CRO of Datadog. Dan shares insights from his extensive sales career, emphasizing the importance of developing adaptive and context-specific sales playbooks. He discusses the evolution of PLG (Product-Led Growth) strategies, the integration of AI in sales processes, and the critical need for continuous learning and adaptability. The episode also touches on Dan's philanthropic efforts, including his involvement with Homes for Our Troops and other charitable initiatives.ADDITIONAL RESOURCESConnect and learn more from Dan Fougere.Connect with Dan on LinkedIn: https://www.linkedin.com/in/danfougere/Support Homes For Our Troops: https://www.hfotusa.orgSupport Imagine Reading: https://imaginereading.com/Support No Person Left Behind Outdoors: https://www.nplboutdoors.orgRead the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:24] Advice for New Sales Leaders[00:02:52] Adapting Sales Playbooks[00:03:27] The Importance of Flexibility in Sales Strategies[00:03:54] Understanding Product-Led Growth (PLG)[00:06:44] Case Study: Datadog's Sales Evolution[00:07:57] Challenges in Scaling Sales Strategies[00:08:51] Building a Sales Organization for the Future[00:12:14] The Role of a CRO in Modern Sales[00:14:48] Adapting to Market Changes[00:26:23] Traits of Effective Sales Leaders[00:34:03] The Tip of the Spear: Leading from the Front[00:34:16] Medallia: Building a Sales Process from Scratch[00:36:58] Profile of a Successful Sales Leader[00:37:47] Recruiting and Building a High-Performance Team[00:39:25] The Importance of High Standards in Hiring[00:52:41] AI's Impact on Sales and Forecasting[01:02:07] Giving Back: Charitable EndeavorsHIGHLIGHT QUOTES[00:03:21] “A big mistake is trying to force fit a playbook from a previous company into a new company.”[00:06:01] “Approach it with a beginner's mind… it's actually an advantage you only get once.”[00:10:55] “Build your outbound before you need it, because at some point you're going to need it.”[00:13:33] “98.5% of companies realize, ‘I wish I had a great sales organization to go with this great PLG motion.'”[00:19:07] “The thing that tops people out is the inability to adapt and collaborate—they become too rigid.”[00:22:25] “If you know in your heart your team is mediocre, you're never going to be great. Raise those standards.”[00:31:36] “Don't just assume you can get rid of BDRs and have AI do it. I don't see anybody telling me that's working yet." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Here's a problem that'll tie you in knots: You've got a killer software solution that saves companies massive money on employee benefits. You know exactly who needs it. Fortune 1000 companies with self-insured health plans. But you can't get a single meeting with the people who matter. That's the situation Peter Kleinman from Provo, Utah, found himself in. As the sales and marketing guy for his dad's startup, he was tasked with landing enterprise clients while juggling full-time classes at BYU. He had LinkedIn, Sales Navigator, and a burning desire to make it work. He also had virtually no chance of success using his current approach. If you're nodding your head right now, keep reading. Because Peter's problem is your problem if you're trying to sell into enterprise accounts without the business acumen, social proof, or strategy to break through. The 100-Foot Wall Problem Let me be brutally honest: Fortune 1000 CHROs and C-suite executives have built a wall around themselves that's about 100 feet high. Their entire job is keeping people like you from wasting their time. And if you're young, inexperienced, or new to enterprise sales? That wall might as well be 1,000 feet high. Peter was doing everything the sales books tell you to do. He was going straight to the top. He was messaging decision makers on LinkedIn. He was targeting the right titles. He was also getting absolutely nowhere. Here's why: It has nothing to do with age and everything to do with business acumen. You can't speak the language of enterprise buyers if you've never lived in their world. You don't understand their buying process, their risk aversion, or the organizational politics that determine whether your deal lives or dies. Most critically, you're trying to sell something they don't even know they need. And you have zero social proof to back up your claims. That's not a recipe for success. That's a recipe for frustration, burnout, and a pipeline full of nothing. The Bottom-Up, Top-Down Strategy If you can't get to the top, start at the bottom. I'm not talking about giving up on enterprise accounts. I'm talking about running a multi-threading strategy that builds your business acumen while creating pathways into those massive organizations. Here's how it works: Find the amplifiers. These are the people in the trenches who actually deal with the problem your solution solves every single day. They're not directors or VPs. They're managers, analysts, and coordinators who feel the pain but lack the authority to fix it. These people are 100 times easier to talk to than C-suite executives. They'll take your call. They'll teach you. They'll tell you exactly what's broken in their organization and how decisions actually get made. Compress your experience. When you talk to these amplifiers, you're not selling. You're learning. You're asking questions like, "Help me understand how you make these decisions," and "What problems are you running into?" Every conversation compresses years of experience into hours. You learn the language. You understand the pain points. You gather insights that become ammunition for conversations with decision makers. Surface the insights upward. Now when you finally get in front of that CHRO or VP of Benefits, you're not some kid with a PowerPoint. You're someone who understands their organization better than they do. You can tell them stories about what their own people are experiencing and how you can close the gap. That's how you get meetings. That's how you build credibility. That's how you win deals when you have no business acumen and no social proof. The Insurance Broker Shortcut Here's another path Peter needed to explore: Insurance brokers. If you can't talk to the self-insured companies directly, talk to the people who advise them. Insurance brokers work with these organizations every day. They understand the buying process. They know the pain points.

Join the Chair of IAB Europe's Programmatic Committee, Wayne Tassie and Jonathan Haines, Head of Enterprise Sales, Curation at Equativ as they dive deep into the cutting-edge advancements and strategic innovations in programmatic advertising, focusing on Equativ's curation platform, Equativ Buyer Connect (EBC). The conversation spans three main topics including Equativ's platform. first-party data and curation and industry trends for the future.If you're looking for transformative trends and the technologies that are driving the future of programmatic advertising, this episode is for you.

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth

saas.unbound is a podcast for and about founders who are working on scaling inspiring products that people love, brought to you by https://saas.group/, a serial acquirer of B2B SaaS companies. In episode #46 of season 5, Anna Nadeina talks with Alex, CEO and Founder of Competera, a pricing platform helping retailers increase their revenue. ----------- Episode's Chapters ----------- 00:00 - Meet Alex: From Medical Engineering to AI 02:33 - The Birth of Compra: Early Challenges and Innovations 07:47 - Navigating Enterprise Sales and AI Integration 10:13 - Overcoming API Roadblocks and Pivoting Strategies 15:18 - AI in Enterprise: Adoption and Challenges 30:02 - Discussing Pricing Strategies for Enterprise Customers 31:25 - Understanding Customer Acquisition Costs 32:51 - The Importance of Customer Feedback and Pricing Adjustments 37:26 - Challenges and Learnings in Enterprise Sales 39:40 - The Role of M&A Advisors and Strategic Partnerships 43:54 - Balancing Work and Life as a Founder Alex - https://www.linkedin.com/in/alexhalkin/ Competera - https://competera.ai/ Subscribe to our channel to be the first to see the interviews that we publish - https://www.youtube.com/@saas-group Stay up to date: Twitter: https://twitter.com/SaaS_group LinkedIn: https://www.linkedin.com/company/14790796

In this special episode of Supercharge Marketing, we flip the script. Thomas Klinger, Global Head of Enterprise Sales at Lumen5, interviews Pius Chan, VP of Revenue, about the seismic shift that's changed B2B forever: buyers don't want to talk to sales anymore. What You'll Learn Why the buyer's journey went from sales-led to content-led (and what that means for your team)How to structure marketing KPIs that actually tie to pipeline at every funnel stageThe three-pillar framework: revenue marketing → product marketing → brand marketing (in that order)How to align marketing, sales, and CX around shared revenue goals instead of siloed metricsWhy listening to churned customers reveals more than your best case studies ever willWhat to cut when budgets get tight (hint: start with brand if your revenue engine isn't humming) ABOUT THIS PODCAST Welcome to Season 3 of Supercharge Marketing. This season isn't just about choosing the right channels; it's about creating content with purpose. Why? Because we're living in a marketing-led buyer's journey. This season, we'll talk about how marketers can own the revenue conversation by building purposeful, strategic content that connects with audiences across multiple channels. Whether you're in a startup, an agency, or a large enterprise, we'll show you how to harness the power of omnichannel and multichannel strategies to engage customers and generate the leads that lead to revenue. Get ready for expert insights, tactical tips, and real-world examples that will make you feel like the superhero of your marketing team.

André Christ, Gründer von LeanIX, spricht über den Aufbau von tiefem Produktverständnis im Team. Er teilt, warum Account Executives in der Frühphase auch Solution Engineers sein müssen, wie sie die richtigen Allrounder finden und warum er auch nach dem Milliarden-Exit noch selbst Demos macht. Was du lernst: Wie du Produktwissen im Team aufbaust Die Balance zwischen Sales und Technical Skills Warum Vorleben entscheidend ist Den richtigen Mix im Recruiting finden ALLES ZU UNICORN BAKERY: https://stan.store/fabiantausch   Mehr zu André: LinkedIn: https://www.linkedin.com/in/andrechrist/  Website: https://www.leanix.net/de/  Mehr zu Florian: Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.com/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/

Welcome to the The Achievers Podcast.  I'm your host, Amber Deibert, Performance Coach. I help enterprise sellers unlock their full potential by aligning their work with how they workout and cleaning up mindset trash, so they can sell more, stress less, and take back control of their time and success. Do you feel like you have to force yourself through every day, grind, hustle, and motivate yourself with fear? You're not alone. High achievers are experts at self-pressure. But at a certain point in your career, that approach stops working. You've built the skills. You've done the work. And now the next level isn't about pushing harder, it's about softening. In this episode, I'll teach you how to remove the resistance that's keeping you tired, anxious, and stuck in overdrive. You'll learn how to trust yourself more deeply, feel your emotions without getting lost in them, and finally experience flow again, in your work and your life.  

Christoph Gerber, Gründer von Talon.One und Mitgründer von Lieferando, spricht über die wichtigsten KI-Thesen für Software-Startups in 2025. Mit über 300 Mitarbeitern, knapp 300 Kunden wie Adidas, H&M und Sephora, und einem 135 Millionen Funding im Rücken teilt er praxisnahe Insights: Warum Vertrauen wichtiger als Hype ist, wie man wertbasiertes Pricing umsetzt und warum Performance unter Last nicht verhandelbar ist.  Die 7 Thesen: Vertrauen schlägt Hype: KI beschleunigt Workflows Ersetzt keine Beziehungsarbeit Warum Vertrauen Zeit braucht Pricing wertbasiert denken: Weg von Seat-Based Hin zu messbarem Kundennutzen Die richtige Preisstrategie finden Moats durch tiefe Integration: Verteidigbarkeit in der Kerninfrastruktur Nicht in losen Apps Warum Switching Costs wichtig sind Buy oder Build bewusst wählen: Software kaufen wo es Tempo bringt Mini-Apps bauen wenn intern schneller Die richtige Balance finden Go-to-Market bleibt der Engpass: Security, Compliance, Procurement Verschwinden nicht durch KI Warum Sales entscheidend bleibt Produktivität vor Personalabbau: Mehr Output mit bestehendem Team KI als Enabler Die richtige Balance finden Performance unter Last: Latenz und Zuverlässigkeit nicht verhandelbar Skalierung als Herausforderung Warum Qualität entscheidend ist ALLES ZU UNICORN BAKERY: https://stan.store/fabiantausch   Mehr zu Christoph: LinkedIn: de.linkedin.com/in/christophgerber  Website: https://www.talon.one/  Mach mehr aus deinem Geschäftskonto: Bis zu 4% Jahreszins auf dein Guthaben bei Vivid Business: unicornbakery.de/vivid  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Kapitel: (00:00:00) Die 7 Thesen (00:03:31) Value-Based Pricing im KI-Zeitalter (00:15:20) Moats durch tiefe Integration (00:27:40) Buy vs. Build: Mini-Apps & Core (00:41:15) Go-to-Market & Enterprise Sales (00:50:30) Produktivität vs. Personalabbau (00:56:10) KI-Strategie & Organisationsentwicklung (01:03:00) Key Learnings

Max Linden, Gründer von lemon.markets, spricht über die wichtigsten Learnings aus mehreren Fundraising-Runden. Er teilt, wie sie über 25 Millionen Euro einsammelten, warum Fundraising wie Enterprise Sales ist und wie man trotz 99 "Neins" die Energie für das eine "Ja" behält. Was du lernst: Wie du den Fundraising-Prozess strukturierst Die Balance zwischen Vorbereitung und Execution Warum emotionale Stabilität wichtig ist Den richtigen Zeitpunkt für die Runde finden ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu Max: LinkedIn: https://www.linkedin.com/in/max-linden/  lemon.markets: https://www.lemon.markets/de-de Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/ 

Today's guest is Sara Wyman, Founder & CEO at Stackpack. Founded in 2023, Stackpack is an AI-powered platform built for Finance, Operations and IT teams that streamlines spend, vendor and contract management. It delivers fast visibility into where money is going, automates contract renewals and approvals, centralizes vendor data and helps reduce waste - all without a heavy implementation burden. Their mission is to connect the world's companies with the right partners, at the right time, on the right terms.Inspired by her experience at high-growth companies where vendor and contract chaos slowed teams down, Sara founded Stackpack to create a true system of record for third-party relationships. Under her leadership, Stackpack has raised significant funding, including a $6.3M seed round, to accelerate its growth. Before launching Stackpack, Sara served as Vice President of Strategic Partnerships and Enterprise Sales at Affirm, and held senior sales leadership roles at Etsy.In this episode, Sara talks about:0:00 Her journey from finance to tech, building marketplaces and founding Stackpack2:13 Stackpack's AI-native platform turning vendor data into cost-saving insights4:06 Streamlining vendor discovery, management, contracts and renewals7:24 Delivering rapid cost savings, visibility and risk reduction10:14 Their small, remote-first team with big-company experience and culture12:19 Advancing their AI assistant by unifying UX and expanding vendor discovery14:59 Hiring in engineering, customer support and go-to-market roles

Lukas Biedermann, Mitgründer von SPARETECH, spricht über den Aufbau eines erfolgreichen Enterprise-Software-Unternehmens. Er teilt, wie sie von der Porsche Consulting zu einem der führenden Anbieter für Ersatzteil-Management wurden, warum sie mehr als 150% Net Revenue Retention erreichen und wie sie ihre US-Expansion nach Chicago statt New York steuern.  Was du lernst: Enterprise Sales: Wie du die ersten Enterprise-Kunden gewinnst Die richtige Balance im Sales Cycle Warum Referenzen entscheidend sind Retention & Growth: 150% Net Revenue Retention erreichen Die Balance zwischen Gross und Net Retention Warum Retention in der Discovery beginnt Remote Culture: Remote-Yes statt Remote-First Internationale Teams aufbauen Die richtige Balance zwischen Hubs und Remote US-Expansion: Warum Chicago statt New York Die richtigen ersten Schritte Kulturunterschiede im Enterprise Sales Vision & Strategie: Von der Beratung zum Produkt Die richtige Pricing-Strategie Langfristige Marktentwicklung ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu Lukas: LinkedIn: https://www.linkedin.com/in/dr-lukas-biedermann/  Website: https://sparetech.io/de/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Kapitel: (00:00:00) Von der Beratung zum Produkt (00:23:40) Enterprise Sales & erste Kunden (00:31:40) Retention & Customer Success (00:42:15) Remote Culture & Teambuilding (00:57:10) US-Expansion & Internationalisierung (01:03:00) Vision & Ausblick (01:08:00) Key Learnings & Ressourcen

What does it really take to scale a SaaS from a tiny Barcelona startup to a global leader protecting brands like major clubs and top electronics companies? In this candid conversation, Laura Urquizu (CEO, Red Points) shares hard-won lessons on going from SMB to enterprise, hiring fast in NYC (and fixing the fallout), balancing long-term strategy with short-term execution, and why the best CEOs become “irrelevant” day-to-day as teams outperform.We dive into go-to-market, NRR as the north star, fundraising mistakes after a big round, building in the U.S. from Europe, and the AI behind Red Points (95% automated detection, 30M checks/day). If you're a founder, operator, or investor, this one's a masterclass in scaling under permanent uncertainty.Support the show

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salesperson. Steve shares his journey from starting at IT resellers to executing some of the largest deals in enterprise software at companies like Blade Logic, BMC, and Medallia. He outlines strategies for identifying champions and detractors, the importance of mindset, belief in one's product, and understanding the customer's business impact. Additionally, Steve discusses the critical role of executive support in closing big deals and offers insights into navigating internal challenges within one's company. This episode is a treasure trove of wisdom for anyone looking to understand the art and science of selling large enterprise software deals.ADDITIONAL RESOURCESConnect and learn more from Steve Waugh:https://www.linkedin.com/in/steve-waugh-4833b57/Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSRead the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:19] Steve's Early Career and First Big Deal[00:04:30] Breaking into Financial Services[00:07:36] Mindset for Selling Big Deals[00:11:50] Identifying and Handling Detractors[00:22:21] Cost vs. Value in Sales[00:32:10] The Importance of Content in Sales[00:32:50] Embracing Your Unique Style[00:34:53] Believing in Your Product[00:36:39] Navigating Company Challenges[00:37:55] The Art of Big Deal Selling[00:46:33] Uncovering Hidden Opportunities[00:51:21] Mastering Executive Communication[00:53:43] Career Pathing and LeadershipHIGHLIGHT QUOTES[00:20:49] "You have to believe that everybody gets up and puts their pants on the same way."[00:24:26] "If a customer's constantly looking at cost, you haven't got 'em converted—you gotta get 'em to forget cost and look at the value."[00:33:09] "You gotta know who your friends are, but you gotta know your enemies better."[00:46:46] "Executives don't care how you do it—they care about the 'so what.'"[00:54:17] "If my own leader doesn't believe me, it makes it uber hard for me to accomplish it."[00:56:48] "It's a two-way street. The company has to support their people to believe they can do it, and they have to have that same courage."

If you're a cleaning or facility maintenance CEO chasing multi-million-dollar contracts, you already know the pain: RFPs are time-consuming, confusing, and often stacked against you.In this episode of The Profitable Cleaner, sales leader Nathan (Nate) Pavelka (CBRE Network Advisory Services) breaks down a smarter way to approach RFPs and complex sales cycles. With 20+ years in enterprise sales, Nate has helped Fortune 1000 companies uncover 7–8 figure savings and close deals others thought impossible.Now he's sharing the RFP playbook tailored for the cleaning industry — the exact strategies to qualify faster, message to the right stakeholders, and stop wasting time on bids you'll never win.In this episode, you'll learn:✅ Why 20–35% of RFPs never even get published (and how to spot red flags fast)✅ The 3Ps Framework: People + Process = Performance for sales success✅ How to talk differently to CFOs, Ops, and Procurement during the RFP process✅ Why most vendors lose before the bid even starts✅ How to use AI tools to simplify RFPs and proposalsIf you're tired of spinning your wheels on RFPs — and ready to land $1M+ cleaning contracts — this episode is your competitive edge.

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth

André Christ, Gründer von LeanIX, spricht über effektiven Enterprise Sales für komplexe Produkte. Er teilt, wie sie AEs zu Produktexperten entwickeln, warum schnelle Demos entscheidend sind und wie man Legacy-Anbieter erfolgreich ablöst. Was du lernst: Wie du technische AEs entwickelst Die richtige Demo-Strategie Den Unterschied zwischen Excel- und Legacy-Ablösung Warum Produktverständnis entscheidend ist ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu André: LinkedIn: https://www.linkedin.com/in/andrechrist/  Website: https://www.leanix.net/de/  Mehr zu Florian: Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.com/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/ 

Mirko Novakovic, Gründer von Instana, spricht über erfolgreichen Enterprise Sales. Er teilt, wie sie das Land & Expand Modell von 8k auf 3M€ ARR pro Kunde skaliert haben und warum der richtige Sales Leader entscheidend ist. Was du lernst: Wie du Land & Expand richtig umsetzt Den richtigen CRO finden und binden Enterprise Sales erfolgreich aufbauen Silicon Valley Know-how nach Deutschland holen ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu Mirko und Florian: Mirko Novakovic: https://www.linkedin.com/in/mirkonovakovic/  Dash0: www.dash0.com  Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.com/ Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/ 

Hear the latest updates on YCharts from Eric Baumgardner, a Technology Solutions Consultant from Osaic. Also in this episode, learn about the amazing features and capabilities of YCharts - an all-in-one platform for investment research. Special guest Lauck Olson, the VP of Enterprise Sales of YCharts, chats with Osaic's Eric Baumgardner about several of the key features that will help your practice flourish. Hear about partnerships, strategies and outcomes, documenting due diligence, and comparisons and analytics. Also learn how your portfolio management can be more easily tracked and compared using built-in tools.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice.ADDITIONAL RESOURCESLearn more about Andrew Robert Clark:https://www.linkedin.com/in/andrewrobertclark/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:26] Breaking into the Japanese Market[00:07:27] Expanding Across Asia Pacific[00:11:09] Challenges and Strategies in the Asia Pacific[00:19:32] Hiring and Leadership in Japan[00:32:50] Entering the Asia Pacific Market: A Strategic Approach[00:34:39] Exploring Japan's Business Landscape[00:35:29] Challenges of Joint Ventures in Japan[00:38:29] Strategies for Entering the Japanese Market[00:40:41] Building a Successful Team in Japan[00:45:47] Pricing and Market Dynamics in Japan[00:47:36] Expanding Beyond Japan: Korea and China[00:55:43] The Expat Experience: Opportunities and ChallengesHIGHLIGHT QUOTES[00:11:51] "The complexity of Asia Pacific is underestimated significantly."[00:17:59] "One of the worst things you can do in APJ is false start."[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."[00:31:26] "Be the same before you establish your difference."[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders can use data not for micromanagement, but for targeted coaching, developing talent, and ultimately, driving predictable revenue growth.ADDITIONAL RESOURCESLearn more about Steve McCluskey:https://www.linkedin.com/in/stevemccluskey/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4ZDownload the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] The Playbook: The Foundation of Data-Driven Leadership[00:06:12] The Three Dimensions of Sales Metrics[00:08:30] Balancing Activity vs. Accomplishment[00:13:21] The "Magnificent Seven": Learning from Top Performers[00:19:05] Adapting the Playbook to the Buyer's Journey[00:21:48] Holding Leaders Accountable for New Rep Ramp Time[00:29:45] Rock Management: How to Settle on the Critical Few Metrics[00:34:10] The Importance of a Cross-Functional Operating Rhythm[00:41:02] Why Data is Just the Starting Point for Coaching[00:44:31] Churn, Accountability, and Regretted Attrition[00:46:15] The Criticality of a Rep's First Deal[00:52:19] Management vs. Leadership: It's a Mindset[00:55:01] The Power of Simplicity in Metrics[00:58:12] Getting Emotionally Connected to MeasurementHIGHLIGHT QUOTES"I don't think that data-driven leadership really means anything without that playbook foundation.""One man's micromanagement is another man's success formula. It's just mindset.""The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing.""People don't leave their job. They leave their leaders.""If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

"We trust them with their money, but we can't trust them with their expertise?"Podcast mic drop. Imagine the progress that could be made if associations consistently invited partners (and their expertise) into the conversation.That's what John Bacon, ASAE's Vice President of Enterprise Sales, is challenging associations to do: go beyond the dollars and recognize partners as strategic allies. This 14-minute episode will give you tips on how to do it.Learn how EDUCAUSE , an association committed to advancing higher education through technology, is bringing partners together in a unique way to advance their industry.Just a year in, partnerships have doubled and the program is at capacity according to Leah Lang (EDUCAUSE).If you're ready to not only increase revenue but also advance your industry by bringing partners into the conversation, give this episode a listen!About Association RevUP: A PAR podcast that celebrates the stories of associations who are utilizing business to bring about real change in their industries. Episodes are less than 15-minutes, written and produced to keep you engaged, and full of actionable insights. Hosted by Carolyn Shomali.- ⁠⁠VPC, Inc.⁠⁠, the boutique production company PAR trusts with our in-person event the RevUP Summit, and the parter of this podcast.- ⁠⁠MyPar.org⁠⁠: learn more about the PAR member community- ⁠⁠RevUP Summit⁠⁠: November 4-6, 2025 in Annapolis, MD. The only association event focused on revenue health.

In this Short, Chris Merritt, former CRO of Cloudflare, shares insights on scaling from single-digit millions to $1 billion in ARR. He discusses why trust is the foundation for enterprise sales, how to balance customer feedback across different segments, and what it takes to earn the right to handle large enterprise contracts. What You'll Learn: How to build trust with enterprise customers Why product feedback from smaller customers matters The pyramid approach to scaling revenue How to earn the right to handle large contracts ALL ABOUT UNICORN BAKERY: https://zez.am/unicornbakery  Where to find Chris: LinkedIn: https://www.linkedin.com/in/cmerritt99/  Website: https://www.cloudflare.com/de-de/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/

If you've ever wondered how to make test-driven development more than a coding technique, this episode is for you. Ashok Sivanand and producer Doug Branson answer listener and Reddit-sourced questions about building better product teams—covering everything from mindset shifts to hard truths about performance reviews and strategic alignment. Ashok connects TDD to the principles of Essentialism by Greg McKeown, revealing how teams can define success before they begin and cut through the noise of Slack and OKRs. Hear practical advice for first-time founders struggling to articulate value without a 20-minute demo, plus techniques to scale beyond early adopter customers using real-world interviews and Jobs to Be Done. Later, they explore how to recover from a tough performance review, especially in remote roles, and why communication—not effort—is often the missing ingredient. The episode wraps with a conversation about the dangers of leadership ambiguity when a company isn't sure whether it's selling a service or a product. ASK YOUR QUESTION: convergence.fm/contact Unlock the full potential of your product team with Integral's player coaches, experts in lean, human-centered design. Visit integral.io/convergence for a free Product Success Lab workshop to gain clarity and confidence in tackling any product design or engineering challenge. Episodes referenced in this episode... From Code to Culture: How Shopify Thrives Under Farhan Thawar's Thought Leadership - https://youtu.be/tKEKfjACv3k The POWER of Small Data With High Signal - A Jobs To Be Done masterclass with Andrew Glaser - https://youtu.be/0X1RKZWJgOU Building Customer-Centric Teams: Josh Seiden on OKRs and Agile - https://youtu.be/0dPoDNCQmyc Best of 2024 - Derisking and Evolving on your OKR (Objectives and Key Results) Implementation - https://youtu.be/6HcRd6qUq1A Inside the episode... TDD as a mindset beyond code, inspired by Essentialism How to recover from a tough performance review in a remote org Tips for first-time founders explaining product value without demos Jobs to Be Done and using customer language in sales Diagnosing product vs service strategy confusion in your org Mentioned in this episode... Essentialism by Greg McKeown The Mom Test by Rob Fitzpatrick Jobs to Be Done framework Calendly Integral Unlock the full potential of your product team with Integral's player coaches, experts in lean, human-centered design. Visit integral.io/convergence for a free Product Success Lab workshop to gain clarity and confidence in tackling any product design or engineering challenge. Subscribe to the Convergence podcast wherever you get podcasts including video episodes to get updated on the other crucial conversations that we'll post on YouTube at youtube.com/@convergencefmpodcast Learn something? Give us a 5 star review and like the podcast on YouTube. It's how we grow.   Follow the Pod Linkedin: https://www.linkedin.com/company/convergence-podcast/ X: https://twitter.com/podconvergence Instagram: @podconvergence

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on effective sales leadership and the significant impact of managerial roles in an organization's success.ADDITIONAL RESOURCESLearn more about Scott Rudy:https://www.linkedin.com/in/scottrudyiii/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:33] The Critical Role of First Line Managers[00:02:33] Challenges and Responsibilities of First Line Managers[00:03:09] Segregation of Duties: First Line vs. Second Line Manager[00:05:41] Accountability and Development Plans[00:08:09] The Importance of Coaching and Development[00:10:48] Promotions and Accountability in Sales Leadership[00:25:40] Effective Business Planning and Weekly Accountability[00:34:46] Retention and Loss Reviews: Learning from Turnover[00:35:45] A Lesson in Leadership: Evaluating Employees[00:37:52] Defining Success Profiles[00:41:46] The Importance of Continuous Recruitment[00:44:30] Energy and Fit: Key Factors in Hiring[00:47:13] The Role of First Line Leadership[00:50:10] The Criticality of People in OrganizationsHIGHLIGHT QUOTES"It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources.""You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone.""It's not whether or not somebody can do something. It's whether or not it gives them energy and they're enthusiastic about it.""If you're not people focused as an organization, it shows up when someone quits or when you have to get rid of someone.""Great cultures are ones in which you're thinking about the success of the organization, not just individual results."

Guest: Ray Meiring, Co-Founder & CEO at QorusDocsScaling a SaaS business from consultancy roots to enterprise success requires more than just great tech—it takes ruthless focus, smart go-to-market choices, and a deep understanding of your buyer.In this episode, Ray Meiring, co-founder and CEO of QorusDocs, joins host Ken Lempit to share the lessons learned on his journey from South Africa to the U.S. market and how QorusDocs carved out a winning niche in AI-powered proposal automation.We unpack: ✅ Why founder-led sales can't scale—and how to move beyond it ✅ The trap of chasing SMBs after funding (and what to do instead) ✅ How QorusDocs found product-market fit through one anchor customer ✅ What every SaaS CRO and CMO should know about RFP response teams ✅ The critical role of marketing in driving pipeline (not just sales)Ray also shares the moment venture funding pushed them off course—and how doubling down on their ideal customer profile helped them reset, rebuild, and grow more efficiently.If you're a SaaS CMO or CRO scaling into enterprise, navigating founder-to-function transitions, or wondering where AI really moves the needle, this episode is packed with firsthand insight.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

In this episode of Founded & Funded, Madrona Investor Rolanda Fu is joined by Dedy Kredo, the co-founder and chief product officer of QodoAI — formerly CodiumAI, a 2024 IA40 winner and one of the most exciting AI companies shaping the future of software development. Dedy and his co-founder, Itamar, are entrepreneurs who have spent their careers building for developers, and with Qodo, they're tackling one of the most frustrating problems in software engineering — testing and verifying code. As AI generates more code, the challenge shifts to ensuring quality, maintaining standards, and managing complexity across the entire software development lifecycle. In this conversation, Dedy and Rolanda discuss how Qodo's agentic architecture and deep code-based understanding are helping enterprises leverage AI speed while ensuring code integrity and governance. They get into what it takes to build enterprise-ready AI platforms, the strategy behind scaling from a developer-first approach to major enterprise partnerships, and how AI agents might reshape software engineering teams altogether. Transcript: https://www.madrona.com/engineering-ai-era-qodo-dedy-kredo-on-ai-powered-sdlc Chapters:  (00:00) Introduction  (01:12) The Future of AI in Software Development (01:58) Dedy's Journey in Tech (03:02) The Genesis of Qodo (03:53) Qodo's Unique Approach to AI Coding (05:13) Exploring Qodo's Product Features (06:42) Code Review and Verification (08:53) Customizing AI Agents (11:02) Vibe Coding and Code Review (13:27) Developer Love vs. Enterprise Needs (15:33) Enterprise Adoption (17:51) Future of Software Engineering (22:13) Balancing Developer Love and Enterprise Sales (24:05) Advice for Founders 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.ADDITIONAL RESOURCESLearn more about Joe Eskenazi:https://www.linkedin.com/in/joeeskenazi/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] Performance Mindset vs. Knowledge Mindset[00:02:31] The Art and Science of Sales Mastery[00:05:38] Training and Developing Sales Skills[00:07:21] Handling Objections and Building Confidence[00:17:19] The Importance of Intuition and Experience in Sales[00:30:27] Slowing Down the Conversation[00:31:18] The Importance of Experience in Sales[00:33:04] Preparedness Reduces Stress[00:35:12] The Role of Development in Sales[00:40:19] The Power of Role-Playing and Team Exercises[00:48:56] Empowering Your Team to Solve Problems[00:50:14] The Impact of a Performance Mindset[00:54:37] Kong's Role in the API RevolutionHIGHLIGHT QUOTES"The best leaders focus on the how in sales.""Our development often focuses on what could go right; the real bar is how you handle things when they don't.""Skills need to be done hundreds of times, if not thousands, to be performed flawlessly.""Openers are closers; the groundwork you lay in the beginning determines your success.""You empower people by recognizing and rewarding the behavior you want to see.""You have to give them the way. But make it simple."

Kim Graves is GM, Americas at Notion, where she oversees all Sales and Customer Success efforts across the region. She brings extensive experience in building and scaling high-performing sales organizations, most notably at Slack where she helped grow revenue from $6M to over $1.5B. In addition to her operational role, Kim serves as a founding partner at 20SALES, a GTM-focused VC firm, where she advises early-stage companies on scaling revenue and optimizing sales processes. Agenda: 07:00 – The Secret to Winning a Discount Conversation 09:30 – Notion's Wild New Sales Method: Mindsets Over Stages 12:00 – Why Great Sellers Never Talk Product Too Soon 14:00 – How Slack Avoided the Biggest PLG Trap of All 17:00 – The Fatal Mistake Founders Make Layering Sales on PLG 20:00 – The “Renaissance Reps” That Build Billion-Dollar Motions 23:00 – How to Spot True Grit in a Sales Hire (Without Asking Directly) 26:00 – The Case Study Test That Filters Out Bullshitters 30:00 – The Real Reason Most Reps Fail Onboarding 33:00 – Should Reps Own Their Own Pipeline? Kim's Take Is Clear 36:00 – Why Cold Calling Works in 2025 (And Nobody Does It) 39:00 – The Sales Team Audit: The REKS Framework That Changes Everything 43:00 – How to Avoid Hiring the Wrong Rep Under Pressure 45:00 – When Sales Feels Second Class: PLG vs Enterprise Tension 47:00 – The One Thing Reps Still Do That AI Will Obliterate 50:00 – AI Sales Tools: Why Every Startup Is Failing to Get It Right 53:00 – Will We Have More or Fewer Reps in 5 Years?  56:00 – Enterprises Are Scared of AI – Here's How You Break In Anyway 59:00 – Kim's Secret for Getting Past Gatekeepers and Fake Champions 1:09:00 – Kim's Hardest Phase at Slack and How She Survived It  

In today's episode of Tech Talks Daily, I sat down with Matt Dawes, Head of Enterprise Sales at HALOS, to explore the fast-moving world of security technology and how body-worn cameras are rapidly transforming the way businesses approach accountability, staff safety, and incident response. HALOS is rethinking body-worn video with a fresh approach that doesn't stop at hardware. From their subscription-based service model to a real-time AI-powered backend system, their tech stack is designed to meet the growing demands of both frontline teams and the organizations supporting them. During our conversation, Matt shared how the company's origins during the COVID-19 period shaped its purpose and culture and how it has scaled across the UK, Ireland, and the US following its Series A funding in early 2024. We explored how HALOS uses AI for proactive threat detection and fall detection, which is still under development, and how their cloud-based platform, Bolt, plays a critical role in evidence management and seamless integration with broader security ecosystems. Matt also shared insights into how their system is already making an impact in sectors such as retail, where the focus isn't solely on theft prevention but also on ensuring frontline workers feel supported and protected against a backdrop of increasing aggression and workplace incidents. One of the standout aspects of the conversation was HALOS' pricing model, which offers all features, including panic alerts and live streaming, under one monthly subscription. This structure eliminates the hidden costs that often hinder full deployment, allowing clients to scale their coverage without compromise. So, how is the security technology space evolving? What role does AI play in improving situational awareness? And how can tech leaders ensure their investment protects people on the ground? Please tune in to hear how HALOS is positioning itself at the intersection of innovation and frontline security.

Episode Info After a series of conferences where I saw some sales tactics that were having the opposite effect from what the person employing them would have wanted, I thought I'd use an episode to share some of the advice I give to companies I've advised over the years. It's informed by my direct experience having been an executive at insurance companies who got sold to, and running the sales function for a B2B SaaS insurtech solution provider. Hopefully this is valuable to anyone trying to sell into the insurance industry (and to those of us on the receiving end of those sales efforts!). Episode Summary This episode provides insights into effective sales and networking strategies for those selling to insurance companies. It challenges conventional sales tactics and emphasizes the importance of personalized and informed approaches. Key Points: Personalized Outreach: Avoid blanket approaches like mass emails or messages. Instead, invest time in understanding if the recipient is a genuine prospect. Tailor your messages to address specific needs and demonstrate genuine interest. Challenges with Conventional Tactics: Many sales playbooks advocate for reaching out to everyone, but this often leads to brand damage and wasted efforts. The video argues that the insurance industry requires a different approach due to its unique nature. Effective Networking: Utilize platforms like LinkedIn for meaningful connections rather than relying solely on event apps, which are often underutilized. Be mindful of social etiquette, such as not interrupting ongoing conversations or meetings. Building Relationships: Focus on being informed and culturally aware to foster genuine relationships. The goal is to reach a point where the prospect feels understood and sees you as a potential solution to their challenges. Practical Advice: Spend a few moments researching potential clients to ensure they are the right fit. Be upfront about your intentions to avoid wasting time on both sides. This episode is brought to you by The Future of Insurance book series (future-of-insurance.com) from Bryan Falchuk. Follow the podcast at future-of-insurance.com/podcast for more details and other episodes. Music courtesy of Hyperbeat Music, available to stream or download on Spotify, Apple Music, and Amazon Music and more.

Benedikt Ilg, Co-Founder und CEO von Flip, spricht über den beeindruckenden Aufbau seines Unternehmens, das sich auf die Digitalisierung und Kommunikation von Deskless Workers spezialisiert hat. Mit Flip ermöglicht er Unternehmen, ihre Mitarbeiter effizienter zu erreichen und einzubinden – von der Produktionslinie bis zum Einzelhandel. Benedikt gibt Einblicke in die Herausforderungen des Wachstums, den Aufbau eines wiederholbaren Funnels, und erklärt, wie Flip inzwischen weltweite Konzerne mit seiner Plattform unterstützt. Er spricht über die Evolution von Flip, von den ersten Kunden bis hin zum aktuellen Fokus auf Skalierung und Internationalisierung. Außerdem teilt er seine Learnings zu Leadership, Teamaufbau und der Bedeutung von langfristiger Vision und Durchhaltevermögen. Was du lernst: Die Anfänge von Flip: Wie Flip als Lösung für die Kommunikation von Deskless Workern entstand und warum diese Zielgruppe so lange von der Digitalisierung übersehen wurde Die Learnings aus den ersten Pilotprojekten und wie Flip sich zum führenden Anbieter in diesem Segment entwickelt hat Internationalisierung und Skalierung: Warum Flip aktuell über 50 % des Umsatzes international erzielt und welche Herausforderungen der Eintritt in neue Märkte mit sich bringt Wie Flip Partnernetzwerke nutzt, um die Expansion zu beschleunigen Leadership und Unternehmenskultur: Warum Benedikt auf hohe Intensität und klare Visionen setzt, um das Team zu motivieren und zu führen Die Bedeutung von Commitment, Veränderungsbereitschaft und einer starken Kultur im Teamaufbau Produktentwicklung und Customer Success: Wie Flip von Anfang an auf eine einfache, intuitive Nutzererfahrung gesetzt hat, um auch technisch weniger affine Mitarbeiter zu erreichen Warum Flip weiterhin eng mit Kunden zusammenarbeitet, um das Produkt kontinuierlich zu verbessern Fundraising und Wachstum: Wie Flip über 60 Millionen Euro Funding eingesammelt hat und wie Benedikt Investoren auswählt, die aktiv unterstützen und Mehrwert schaffen Die Bedeutung von klaren KPIs und Profitabilität in der aktuellen Marktphase ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu Benedikt: LinkedIn: https://www.linkedin.com/in/benedikt-ilg/  Website: https://www.getflip.com/de/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Kapitel: (00:00:00) In welcher Phase befindet sich Flip? (00:03:57) Was ist Benedikts Warum? (00:07:00) Way to momentum: Der Werdegang von Flip (00:10:07) Spezialisierung und Pilotkunden: Wie fängt man an? (00:17:58) Gemeinsame Ausarbeitung mit Pilotkunden (00:21:52) Luxusproblem Großkunde: Kommunikation & Vorgehen bei eigentlich zu großen Aufträgen (00:26:49) Verrückteste Erfahrungen im Fundraising (00:31:07) Erfahrung vs. Motivation: Wann braucht es was? (00:34:41) Wie sucht Benedikt geeignete Personen aus? (00:37:04) Benedikts Entwicklung als Führungsperson (00:39:47) Chief of Staff vs. Executive Assistant (00:47:15) Fundraising, Burnmanagement & Profitabilität bei Flip (00:51:10) Benedikts Learnings zu Enterprise Sales (00:53:35) Zukunftsaussichten für Flip

Success in sales isn't just about strategy — it's about mindset, discipline, and staying grounded in what actually matters.In this episode, James sits down with Brian Reimer, Regional Sales Director in the cybersecurity space (Cato Networks) and long-time enterprise closer, to break down what it really takes to win million-dollar deals without losing yourself in the process.Brian opens up about:His approach to enterprise sales cyclesHow his faith and family keep him anchoredWhy he chose people and purpose over prestigeWhat most reps get wrong about long-term follow-upAnd the real reason your energy matters more than your pitchIf you're trying to close bigger commercial cleaning contracts, stay patient through long sales cycles, or balance personal growth with business pressure — this episode will hit home.Whether you run a $500K company or manage a team of 200, this one's for the leaders playing the long game.

In this powerhouse episode of the Jake and Gino Podcast, we're joined by Mike Paton, professional EOS implementer and author of Process, to break down the real systems that help entrepreneurs grow businesses without losing their minds—or their margins.From the early struggles of Jake and Gino's real estate journey to implementing EOS and watching their business thrive, this conversation is packed with actionable insights for business owners stuck at a growth ceiling. Mike shares how to avoid burnout, implement core processes effectively, and build companies that are healthy from the inside out.Whether you're a solo operator managing 50 units or a syndicator eyeing a 9-figure portfolio, this episode will help you align your business DNA with the structure and vision needed to grow smarter—not just bigger.In this episode, you'll learn:What EOS really is—and why it's not just for broken businesses How the book Process was born from entrepreneurial pain Why “vision shared by all” beats “buy-in” every time The 20/80 rule for creating business systems that scale Why chasing revenue without structure leads to burnout How process brings freedom and enables true leadership Connect with Mike Paton:Learn more: https://www.eosworldwide.com  Chapters:00:00 - Introduction  00:02:14 - Childhood Magic, Fire Juggling & Unemployability  00:06:00 - Mentorship and Learning to Juggle Fire  00:10:23 - From Magic to Mind Reading to Business Consulting  00:16:36 - Turning a Crowd into Qualified Leads  00:18:43 - Applied Psychology, Trust, and Audience Manipulation  00:28:02 - Tactical Tips for Everyday Negotiation  00:32:48 - Enterprise Sales and Anticipating Veto Players  00:43:16 - Why Surprise Kills Deals (Unless You're on Stage)  00:59:19 - Marketing Tip: Repel the Wrong Customers  01:00:57 - Gino Wraps it Up  We're here to help create multifamily entrepreneurs... Here's how: Brand New? Start Here: https://jakeandgino.mykajabi.com/free-wheelbarrowprofits Want To Get Into Multifamily Real Estate Or Scale Your Current Portfolio Faster? Apply to join our PREMIER MULTIFAMILY INVESTING COMMUNITY & MENTORSHIP PROGRAM. (*Note: Our community is not for beginner investors)

This is episode 763. Read the complete transcript on the Sales Game Changers Podcast here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Effective Professional Selling Emerging Sales Leader Program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with The Complete Client Acquisition System creator Craig Lowder. Find Craig on LinkedIn. CRAIG'S TIP:  “Have you ever tried to sit on a one-legged stool? That's why you need three strong referral partners in each category — it gives you balance and consistency.”

Today's special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership event that Mike had to have him on the show! Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor.  Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson's contrarian take on the widely accepted sales adage that "people buy from people they like” and pay particular attention how he balances two critical, yet contradictory, success factors for enterprise selling: being patient AND proactive. RESOURCES MENTIONED IN THIS EPISODE: How “Hannah the Hunter” Achieved a Blowout Year and Breakthrough Sales Success episode Mike's 12-year bestseller, New Sales. Simplified. The September 4-5 Supercharge Your Sales Leadership event    This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg  

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

This week, Lightspeed Partner Mike Mignano sits down with Gabriel Stengel, founder and CEO of Rogo, to explore how AI is transforming the world of finance. Gabe shares his journey from sleepless nights as a junior investment banker at Lazard to building Rogo, a cutting-edge AI platform that automates the grueling work of benchmarking, earnings analysis, and pitch deck creation in seconds. They discuss the origins of Rogo from Gabe's time at Princeton, the challenges of building AI tools for elite financial institutions, and why the next generation of analysts might just be digital. Gabe also unpacks the technical edge that sets Rogo apart and the ways in which financial services may look very different in the near future. Episode Chapters: (00:00) Introduction to the Interview(00:55) Gabe Stengel's Background and Rogo's Inception(02:44) Early Challenges and Evolution of Rogo(07:29) The Role of AI in Finance(12:07) Investor and Customer Reception(13:49) Pivotal Moments and Product Market Fit(21:53) Balancing Enterprise Security and Feature Development(23:45) Navigating the Challenges of AI Startup Speed(25:45) Rogo's Impact on Investment Banking Workflows(28:34) AI's Role in Professional Services and Legal Work(32:33) Future of Rogo and Financial Services(37:18) Challenges and Strategies in Enterprise Sales(42:02) Conclusion and Final ThoughtsStay in touch:www.lsvp.comX: https://twitter.com/lightspeedvpLinkedIn: https://www.linkedin.com/company/lightspeed-venture-partners/Instagram: https://www.instagram.com/lightspeedventurepartners/Subscribe on your favorite podcast app: generativenow.coEmail: generativenow@lsvp.comThe content here does not constitute tax, legal, business or investment advice or an offer to provide such advice, should not be construed as advocating the purchase or sale of any security or investment or a recommendation of any company, and is not an offer, or solicitation of an offer, for the purchase or sale of any security or investment product. For more details please see lsvp.com/legal.

Send us a textGet ready for an electrifying episode of "The Selling Podcast" as your hosts, Mike and Scott, sit down with an absolute sales legend: Aaron Lewis! In a candid and incredibly insightful conversation, Aaron pulls back the curtain on his remarkable career journey, from being a 6-time Presidents Club winner at Salesforce to embarking on an exciting new role at a rapidly growing young company.Aaron dives deep into the strategic thinking behind his significant career transition, openly discussing why he made the move and how he navigated the complexities of shifting to a new environment. This isn't just a story about changing jobs; it's a masterclass in strategic career management for any sales professional looking to advance.Beyond his personal journey, Aaron reveals the core transferable skills that make a top seller successful, regardless of the product, industry, or company size. He shares invaluable tips, proven strategies, and the mindset secrets that propelled him to consistent elite performance at Salesforce and are now guiding his success in a dynamic new venture. If you've ever wondered what truly sets the best apart, Aaron's insights on high performance, adaptability, and maintaining an elite sales mindset are unmissable.Tune in for a powerful blend of hard-hitting sales wisdom and the signature engaging banter from Mike and Scott, as they extract actionable advice from a true industry titan. This episode is packed with the practical knowledge you need to elevate your own sales game, understand strategic career moves, and discover what it truly takes to be a top seller.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Serving SMB mid-market customers is one thing, but when you go upstream to enterprise sales, everything changes: go-to-market strategy, the sales process, how you structure deals, even how you define customer value. Today's guest, Andrew Casey, has helped scale four SaaS companies: ServiceNow, WalkMe, Lacework, and his current company, Amplitude. At ServiceNow, he worked closely with Snowflake's Mike Scarpelli and Coatue's David Schneider, and he was instrumental in establishing the company's deal desk to support its sales motion. As an operationally focused CFO, he shares a wealth of knowledge on the importance of staying close to the customer, structuring deals that work for both sides, establishing transparency in usage-based pricing, aligning incentives and strategy in sales, the pros and cons of multi-year deals, the problem with auto-renewals and what to do instead, and how to adapt your go-to-market strategy when moving from SMB mid-market to enterprise.—LINKS:Andrew Casey on LinkedIn: https://www.linkedin.com/in/andrew-casey-6b14875/Amplitude: https://amplitude.comServiceNow: https://www.servicenow.comCJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: http://mostlymetrics.comRELATED EPISODES:Gaining Strategic Advantage in Vertical SaaS With Guidewire's CFO, Jeff Cooper"Steal Your Boss's Job”: Calendly CFO John McCauley on Leadership, Ownership & GrowthThe Largest Software IPO Ever: How Snowflake Still Left Money on the Table —TIMESTAMPS:(00:00) Preview and Intro(02:40) Sponsor – Tropic | NetSuite | Planful | Tabs(08:45) Becoming an Operationally Focused CFO(11:50) Staying Close to the Customer as a CFO(16:37) Sponsor – Rippling Spend | Pulley | MUFG(20:34) Running Towards a Challenging Market at ServiceNow(24:15) How He Established the Deal Desk at ServiceNow(26:13) Structuring a Deal That Works for Both Sides(29:08) Transparency in Usage-Based Pricing(32:39) A Client's “Budget Problem”: Cash or Expense Issue(36:42) Lessons From Building Out the Deal Desk at ServiceNow(40:53) Pros and Cons of Multi-Year Deals(43:57) Auto-Renewals: Do This Instead(46:10) Adapting the Go-to-Market Strategy for Enterprise Sales(55:33) Selling to CIOs Whose Jobs Are at Stake(58:18) What Defines “Enterprise”(59:43) The Most Important Thing To Get Right in Enterprise Sales(1:01:01) Lessons From Andrew's Background in Corporate Finance(1:03:12) The Story of How Andrew Got His Job at ServiceNow(1:07:57) Long-Ass Lightning Round: A Big Mistake(1:10:31) Advice to Younger Self(1:11:17) Finance Software Stack(1:14:47) Craziest Expense Story—SPONSORS:Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. Take control of your spend with intelligent spend management at tropicapp.io/mostlymetrics.NetSuite is an AI-powered business management suite, encompassing ERP/Financials, CRM, and ecommerce for more than 41,000 customers. If you're looking for an ERP, head to https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.Planful's financial planning software can transform your FP&A function. Built for speed, accuracy, and confidence, you'll be planning your way to success and have time left over to actually put it to work. Find out more at www.planful.com/metrics.Tabs is a platform that brings all of your revenue-facing data and workflows - billing, AR, payments, rev rec, and reporting - onto a single system so you can automate and be more flexible. Find out more at: tabs.inc/metrics.Rippling Spend is a spend management software that gives you complete visibility and automated policy controls across every type of spend, saving you time and money. Get a demo to see how much time your org would save at rippling.com/metrics.Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: pulley.com/mostlymetrics.MUFG is a global banking powerhouse that provides comprehensive banking services for VC-backed, PE-backed, and public companies with revenues starting at $40M. Accelerate your growth trajectory. Contact group head Bob Blee at bblee@us.mufg.jp to find out more.#SMBtoEnterprise, #gotomarketstrategy #scalingSaaS #dealdesk #ServiceNow Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

In this episode of the AdTechGod pod, host AdTechGod interviews Bill Condon, former VP of Enterprise Sales and Partnerships at Xumo. They discuss Bill's extensive career in the advertising and media industry, the rise of FAST (Free Ad-supported Streaming Television), and the evolution of content distribution. Bill shares insights on the future of streaming, the impact of digital advertising, and the innovations that are shaping the industry. The conversation highlights the importance of accessibility, discoverability, and the changing landscape of consumer behavior in the media space. Takeaways Bill Condon has a rich history in the ad tech space, starting from the agency side. The rise of FAST has transformed how consumers access content for free with ads. Content distribution is evolving, with a focus on accessibility and discoverability. Streaming is becoming a significant player in the advertising landscape, especially with live sports. The integration of ad tech and streaming is creating new opportunities for advertisers. FAST channels are filling gaps in content availability, especially during the pandemic. The economic model of content distribution is changing, with a shift towards digital. Advertisers are increasingly recognizing the value of streaming platforms for reaching audiences. The future of streaming will see more big-scale events and innovations in targeting and data usage. The industry is still in its infancy, with much potential for growth and evolution. Chapters 00:00 Introduction to Bill Condon and His Journey 06:34 The Rise of FAST and Streaming Television 12:21 The Evolution of Content Distribution 18:07 The Future of Streaming and Digital Advertising 32:05 Looking Ahead: Innovations in Streaming and Advertising Learn more about your ad choices. Visit megaphone.fm/adchoices

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise sales leader, to explore the timeless value of preparation in both sales and entrepreneurship. Rowell breaks down how his enterprise sales discipline shaped his startup success, sharing tactical wisdom on transforming cold calls into warm connections, creating repeatable processes, and winning buyer trust from the very first interaction. Whether you're a rep, a sales leader, or a founder, this is a playbook for showing up like a pro.KEY TAKEAWAYS[00:00:44] Preparation Builds Confidence: Rowell shares how structured pre-call prep creates clarity and control in high-stakes sales interactions.[00:01:06] Hypothesize Before You Call: Great reps make educated assumptions about the buyer's needs before they ever get on the phone.[00:02:21] Preparation Is the Message: How you prep shows who you are and how you'll show up for the customer.[00:02:57] Cold Calls Shouldn't Be Cold: Transform outreach by researching industries, personas, and proof points before dialing.[00:04:09] Sales Is a High-Performance Sport: Like elite athletes, the best reps obsessively prepare to perform at their peak.[00:05:31] Preparation Builds Trust Early: First impressions matter—showing up prepared signals reliability.[00:06:24] Presence Over Performance: When you're prepped, you can truly listen and be present instead of trying to sound “interesting.[00:07:29] Process Equals Speed: Rowell unpacks how process-driven sales teams outpace the competition by removing guesswork and bottlenecks[00:08:34] Apply Process to Entrepreneurship: From startup KPIs to sales funnels, the mindset of structure translates directly to building a business.QUOTES[00:00:44] “Process equals speed. If you can build what you're gonna do every day into a defined process, you're gonna move faster.”[00:01:46] “I saw 50-year-old President's Club winners still taking time to read 10-Ks before calls. That prep never stops being valuable.”[00:02:57] “They shouldn't be cold calls. They should be warm calls because you should figure out ways to make them warm.[00:04:09] “If you're an enterprise rep, that's your NFL. You should be prepping like Patrick Mahomes watches film.[00:05:55] “Preparation allows you to be present, not scrambling to sound interesting.[00:06:45] “When you're prepared, you're not performing. You're just being yourself—and that's when trust is built.[00:08:34] “Dialing in a process and measuring success—whether in sales or startups—gives you repeatable wins.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/pinned-golf-making-the-shift-from-sales-to-entrepreneurshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Reggie Marable is the Head of Global Sales at Sierra, a conversational AI platform for businesses. Sierra enables companies like ADT, Sonos, SiriusXM, and WeightWatchers to build AI agents that transform customer experiences. The company has rapidly become a hypergrowth leader in Silicon Valley, recently securing a funding round that values it at $4.5 billion. Before joining Sierra, Reggie was the Head of Sales in North America at Slack and the Area Vice President of Enterprise Sales at Salesforce.  In Today's Episode We Discuss:  02:50 “What I Learned from Failing Early as a CRO” 06:06 The Most Effective Sales Strategy and the BS Sales Methodology 06:55 How to Build Sales Processes from Scratch 12:28 When and How to do Verticalised Sales Teams 14:15 How to Become World Class as Sales Prospecting and Outbound 17:21 How to Use Proof of Concepts to Win Enterprise Deals 22:04 Enterprise vs. Self-Serve: Both or One and How 30:09 Building a Sales Team from Scratch 37:39 Structuring the Hiring Process 41:14 How Founders F*** Up Hiring in Sales 46:25 Handling Salary and Title Expectations 51:36 How to Run Effective Deal Cycles 57:06:07 How to do Onboarding for New Sales Hires 59:07:48 How to do Post Mortems in Sales Processes 01:04:24 Negotiating Enterprise Deals 01:08:04 Quick Fire Round: Sales Tactics and Strategies  

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