Revenue Execution: Defining the Standard for Revenue Excellence

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Christian Borrelli, VP of Global Sales at CaptivateIQ! Christian joined CaptivateIQ as one of the first employees, and has scaled the sales team to 100+ since then. In this episode, Christian & Ross chat about the future of B2B startup sales, what most people get wrong about sales at startups, and using data to iterate on your sales process. About Christian: Christian Borrelli leads the sales organization at CaptivateIQ, the leader in commission management software. Prior to joining CaptivateIQ as one of its first employees and scaling the sales team to 100, Christian held finance and operations roles at Siemens, Cybereason, and EMC. He currently resides in Austin, TX.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller’s Journey! Our guest this week is Kevin Nothnagel, VP of Sales at Clockwise. Kevin is a multi-time sales and revenue leader with a wealth of sales and PLG knowledge from his time at Dropbox, Productboard, and now growing the team at Clockwise. He and Ross talk about building playbooks, celebrating your losses, and other sales teams they look up to. About Kevin and Clockwise: Kevin Nothnagel is VP Sales at Clockwise, and previously built sales teams at Productboard, Facebook, and Dropbox. He joined Clockwise to build the sales team and help organizations everywhere find more Focus Time to be happy & productive at work. Clockwise automates many of the everyday chores of managing your team's calendars and is used by over 10,000 organizations such as Netflix, Atlassian, and Uber.

Welcome back to From Vendorship → Partnership, Season 2: Seller’s Journey! Our guest this week is the one and only Mark Roberge: co-founder at Stage 2 Capital, author of the best-selling The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales. To say the least, Mark has a ton of incredible sales insights to share (way more than we could cover in 20 minutes!) Subscribe for more content like this, and check out the Stage 2 Capital Accelerator that Mark mentions in the episode. About Mark: Mark Roberge is Co-Founder at Stage 2 Capital, the first VC fund run and backed by go-to-market executives. He is also Senior Lecturer at the Harvard Business School. Prior to these roles, Mark served as Chief Revenue Officer at HubSpot where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark is the author of the bestselling book, The Sales Acceleration Formula, and has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures.

Welcome back to From Vendorship to Partnership, Season 2: Seller's Journey! Today we have a special episode: we’re sharing a masterclass with former Stripe sales leaders (and Ross’ former colleagues!) who are now leading sales at other top orgs & startups: Ryan O’Holleran, Director of Enterprise Sales at Airwallex Geraud Gonzales, Director of US Partner Sales at PayPal Abby Westby, Head of Platforms at Parafin They talked to Ross about their experience building and scaling the Stripe sales team together, tips for moving into leadership roles, and other advice for startup sales teams. For more startup & sales content like this, subscribe to our email list at https://inaccord.com/from-vendorship-to-partnership

Becca Lindquist is the Head of Sales at dbt Labs, helping to 10x Enterprise revenue and grow the sales team from 3 to 20+ in the past year. She enjoys figuring out the sales and GTM motions in the early part of the startup journey, and talked to Ross about all things early stage sales in this week's episode. Subscribe to From Vendorship to Partnership for more episodes like this! Interested in learning directly from leaders who helped build & scale one of the most successful startup sales teams? On Tuesday, April 12 at 2pm Eastern, we’re hosting a masterclass with former Stripe sales leaders (and Ross’ former colleagues): Ryan O’Holleran, Director of Enterprise Sales at Airwallex Geraud Gonzales, Director of US Partner Sales at Paypal Abby Westby, Head of Sales at Parafin We’ll talk about their experience as AEs scaling the Stripe sales team together, and their advice & lessons learned when moving from sales rep roles → leadership roles. Save your seat for the masterclass here!

Welcome to the first episode of Season 2: Seller’s Journey! This season, our host and Accord CEO & Founder Ross Rich talks to startup sales leaders – diving deep into their experience building winning processes, coaching & scaling teams, and partnering with customers. Our guest this episode is Andrew Bothwell, SVP of Sales and Success at Spekit. Andrew has been scaling sales teams for the past 17 years, and is a Salesforce, Zendesk, Talkdesk, and WalkMe alum. He and Ross chat about common mistakes from startup sales leaders, how to approach building your sales team in today’s competitive job market, and the importance of having a growth & learning mindset. Subscribe to From Vendorship to Partnership for more episodes like this!

In this bonus episode, we’re sharing a masterclass on How Today’s Revenue Leaders Win. Get tips from leaders at Figma, Metadata, and Scratchpad about successfully building & leading your sales org and collaborating cross-functionally. Get more takeaways from the masterclass: https://inaccord.com/blog-posts/advice-from-3-veteran-revenue-leaders-balancing-sales-marketing-cs-product Season 2: Seller's Journey is launching next Wednesday, March 30! Subscribe to the podcast here or at https://inaccord.com/from-vendorship-to-partnership#podcast for the latest episodes and other startup & sales insights.

In this bonus episode, we’re sharing a masterclass on Selling to Modern B2B Buyers. Get practical tips and strategies for adapting to today’s shifting buyer expectations and creating a more transparent, collaborative sales process. Get more takeaways from the masterclass here.  Exciting news – Season 2: Seller's Journey is launching in 2 weeks, on Wednesday, March 30! Ross will talk to startup sales leaders – diving deep into their experience building winning processes, coaching & scaling teams, and partnering with customers. Subscribe to get notified about Season 2 launch and the latest episodes!

In this bonus episode, we’re sharing a masterclass on Building a Repeatable Sales Process for Early Stage Startups. Get practical tips on documenting your sales process and coaching your team, from top startup sales leaders at Rampd, Northstar, and Balance. Get more takeaways from the masterclass here and stay tuned for more info on season 2 coming soon!

We have a few special bonus episodes for you while we get ready to launch Season 2: Seller's Journey! This week, we're sharing a masterclass on How to Win More Deals with Mutual Action Plans. Our panel includes expert sales trainers Skip Miller & Alice Heiman, plus Figma’s top Enterprise rep, Aaron Cramer. We talked about why every sales team should be using mutual action plans for their deals, and shared tips for how to get started. Meet the Experts: Alice Heiman, Founder & Chief Sales Energizer Starting her own company in 1997, Alice is nationally known for working with B2B companies that have exceptional growth potential to elevate their sales and increase their valuation. Skip Miller, Expert Sales Trainer & Founder of M3 Learning As President of M3 Learning, Skip has provided training to hundreds of companies in over 35 countries. He created M3 Learning to “make a salesperson better on each individual call.” Aaron Cramer, Enterprise AE at Figma As a founding member of the Figma sales team, Aaron has spent the last 3 years partnering with mid-market and enterprise customers to help them find value and be successful.