Revenue Execution: Defining the Standard for Revenue Excellence

In this episode, we're sharing a masterclass we hosted with leaders at UserGems, Ashby, and Craft Ventures – covering topics like: How to drive more pipeline & deals through strong buyer relationships How to build close partnerships at every step of the customer journey Tactics for standardizing a buyer-first sales process across your team Meet the panelists: Christian Kletzl, CEO & Co-Founder at UserGems – passionate about all things pipeline generation and revenue alignment Mike Marg, Partner at Craft Ventures – former seller & sales leader at Dropbox, Slack, and Clearbit Mike Clapson, VP of Sales at Ashby – previously helped scale Slack from $8M to over $800M+ in ARR Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

In this discussion, Eric Ortner, VP of Sales at Handle, shares his intriguing journey from law to sales, leveraging his legal background in a tech startup environment. He emphasizes the importance of customer feedback and the collaboration between sales and product teams. Eric also explores the balance of process and agility when crafting a sales strategy, adapting to a post-pandemic world, and the value of authentic relationships in remote settings. Plus, he dispels myths about introverts in sales and discusses the challenges of scaling in startups.

Our Seller's Journey guest this week is Trent Dressel, Senior Account Executive at Qualtrics! Trent started in software sales as an SDR, put in over 50,000 cold calls, and over the past 4+ years has moved up the ranks to his current role. He’s passionate about B2B sales and provides content and resources to other sellers via his LinkedIn, YouTube, website, and other social channels.  In this episode, he chats with Ross about his biggest lessons learned, advice for building strong buyer relationships, and his thoughts on the future of B2B sales. Want more B2B sales content like this, including exclusive events & tactics from top sales leaders? Subscribe to our bi-weekly newsletter!

Our guest this week is Jonathan Press, Director of Strategic Accounts at Galley. Jonathan definitely has one of the most interesting backgrounds of all the sales leaders we’ve talked to, with past experience as an actor, opera singer, and Paratrooper in the Israeli Defense Forces. But for the past four years, he’s helped lead sales and GTM at Galley, which helps food companies see the data behind their operations to empower them to make more profitable decisions. He and Ross chat about aligning your sales team around a shared mission, partnering with buyers, and building repeatability into your playbook. Want more B2B sales content like this? Subscribe to the bi-weekly From Vendorship to Partnership newsletter!

Our guest this week is Chuck Brotman, Co-Founder of Blueprint Expansion! Chuck has been in sales and sales leadership roles for nearly 20 years, and pivoted his career to launch Blueprint Expansion in 2020 with the goal of helping companies recruit and hire exceptional GTM talent. He’s passionate about the problems Blueprint Expansion solves, especially for early stage startups, and chatted with Ross about how sales teams can up-level their hiring game. Want more B2B sales content like this? Subscribe to our bi-weekly newsletter, From Vendorship to Partnership!

Welcome back to the From Vendorship to Partnership podcast, season 2 – Seller's Journey! Our guest this week is Chris Bondarenko, VP of Sales - North America & APAC at Docebo. He talked to Ross about trends in B2B sales, his experience in sales from small hyper-growth startups to an 800+ person org, and why creating an environment of constant learning is so important in sales. Subscribe to our newsletter to stay updated on new episodes and more B2B sales content like this!

In this masterclass, Pete Kazanjy, a SaaS GTM expert and founder of Modern Sales Pros, joins Adam Boushie and Belal Batrawy to discuss managing up as a sales leader. They highlight the importance of effective communication, aligning expectations with executives, and being proactive about challenges. Emotional intelligence becomes crucial for navigating tricky dynamics with superiors. The panel also stresses the need for transparency and strategic self-advocacy to enhance engagement and career advancement in sales leadership.

Mutual action plans (MAPs) are a no-brainer for your sales team if you’re looking to make the most of every deal – especially if your sales are complex and involve multiple stakeholders. When you proactively align with buyers on a clear path to a buying decision, deal velocity and win rates increase! In this masterclass, we dive into what great MAPs look like, how to implement them across your sales team, and how to get your reps actually using MAPs consistently. Featuring sales pros: Manuel Hartmann, CEO & Founder at SalesPlaybook – SalesPlaybook’s CEO & founder; worked with 200+ B2B entrepreneurs to help them accelerate their market traction Milena Kaul, VP of Sales at Atrium – experienced B2B sales leader; previously Senior Sales Director at Flock Safety and SalesLoft Christian Krause, AE at Salesforce – Account Executive partnering with Switzerland startups & VCs; sales advisor helping junior salespeople crush quotas Want the key takeaways from this masterclass? Check out this blog on Mutual Action Plan best practices.

Nick Casale, Director of Sales at Sendoso and an early hire at Talkdesk, shares his journey from startup to leadership. He discusses the importance of building a flexible sales process that balances autonomy and consistency among team members. Nick emphasizes empowering sales teams to connect authentically with customers rather than relying solely on scripts. He also delves into the challenges of navigating unexpected demands during negotiations and maintaining professional boundaries to identify qualified buyers effectively.

Welcome back to the Seller's Journey! This week, we're talking to Conor Dragomanovich, Director of Commercial Sales at Productboard. Conor joined Productboard in 2018 as a founding AE, and since then he's moved up to lead and scale the commercial sales team of 20+ AEs. He and Ross talked about common mistakes in startup sales, how to successfully partner with your reps, and future trends in B2B sales. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter for tactics from sales pros, info about upcoming masterclasses, and more resources for startup sales leaders today. About Conor Conor Dragomanovich is a Founding AE & Director of Commercial Sales at Productboard, an industry leading customer-driven product management system. Before Productboard, Conor was a Founding AE at Dealpath as well as a top performing rep at AppFolio. Before entering the world of Startups, Conor managed surf shops in Santa Barbara, CA.