Revenue Execution: Defining the Standard for Revenue Excellence
Accord
Great strategy fails without execution. If your sales process is scattered and ignored, you need Revenue Execution.
Join host Ross Rich and top B2B leaders as they skip high-level theory to focus on the operational reality of building revenue infrastructure.
Each week, we explore how to transform processes into enforceable standards, get real ROI from your people, and ensure every rep executes like a top performer. It’s time to make excellence the standard, not the exception.
Join host Ross Rich and top B2B leaders as they skip high-level theory to focus on the operational reality of building revenue infrastructure.
Each week, we explore how to transform processes into enforceable standards, get real ROI from your people, and ensure every rep executes like a top performer. It’s time to make excellence the standard, not the exception.
Episodes
Mentioned books
Nov 22, 2021 • 18min
Founder's Journey: Alexa Grabell CEO of Pocus
In episode 3 of the From Vendorship to Partnership podcast, Ross interviews Alexa Grabell, CEO and Co-founder of Pocus, a product-led sales platform. Pocus helps sales teams harness product usage data without relying on engineering, so they can prioritize the best opportunities.
Alexa saw a need for something like Pocus while leading sales strategy & operations at DataMiner, where she built DIY solutions internally to provide sales with the data they needed. Then, while at Stanford’s business school, she dove deep into the customer discovery process, and Pocus was born.
This is a great episode for very early-stage founders or those who are just getting started with their idea! Alexa and Ross discuss:
The importance of customer discovery
How to prioritize what you build
Those critical early hires
Enjoying the journey, not just the milestones
Nov 19, 2021 • 16min
Founder’s Journey: Pouyan Salehi CEO of Scratchpad
In this very first episode of the Vendorship to Partnership, Ross interviews Scratchpad CEO and Co-Founder Pouyan Salehi. A serial entrepreneur, Pouyan draws on his deep expertise sharing what he’s learned from starting two companies creating software for sales teams. Pouyan and Ross cover a wide range of topics about the world of building a B2B SaaS company:
✔ How Scratchpad sourced their first batch of customers
✔ Why they opted measure user market fit before product market fit (and the difference)
✔ The evolution and nuances of product market fit
✔ Transitioning from doing everything yourself to letting go and working ON the business
Nov 17, 2021 • 18min
Founder’s Journey: Bryan Stevenson Co-CEO of Reprise
In the second episode of the From Vendorship to Partnership podcast, Ross interviews Reprise Co-CEO and Co-Founder Bryan Stevenson.
Throughout Bryan’s two decades of experience as a software engineer, leader, and co-founder at several startups, he struggled with the same problem: a disconnect between what is needed to sell a product and what is needed to actually satisfy customers. So he started Reprise, a tool that enables sales and marketing teams to easily create interactive demos and product tours.
Now, a year and a half into the Reprise journey, Bryan and Ross talk about:
Identifying the right early objectives for your startup
Obsessing over finding product-market fit
What’s happening at fast-growing Reprise
Advice to Bryan’s younger self (maybe he shouldn’t have shut down that startup…)
