Our guest for Episode 71 is Robert Clarkson, CRO, Stripe. Robert brings decades of experience to the conversation. Prior to joining Stripe in 2023, he held leadership roles at Payoneer, PayPal, and American Express.

In this episode, Ross and Robert discuss why it’s crucial to understand that customers buy outcomes, not products. They also talk about how sales is a people business, and that to succeed, you need to understand not just the buyer, but also your buyer’s customers.

Finance teams are a goldmine of insights, holding everything from precise forecasting data to strategic cost-management know-how. By collaborating with finance early and often, sales teams can anticipate potential hurdles, optimize pricing strategies, and negotiate from a position of strength — ultimately closing more deals, quicker. 

In this CFO panel, we invited two finance leaders — Danielle Cerisano, CFO at League, and Tyler Sloat, CFO and COO at Freshworks — to share how to scale operations and partner effectively with your finance department. 

Our guest for Episode 69 is Chris Taylor, Founder and President, OneMove Advisory. Before launching his own company, Chris held leadership roles at Databricks, Hortonworks, and TIBCO. He brings more than 30 years of experience to the conversation. 

In this episode, Ross and Chris share three tips for achieving execution excellence: structure, champion building, and teamwork.

Our guest for Episode 68 isAbe Smith, Chief of Global Field Sales Operations at Freshworks. Abe built his 30+ sales career working for high-growth B2B SaaS companies.  

In this episode, Ross and Abe discuss how to balance the craft, passion, and professionalism of sales execution excellence with a tech-driven future. 

Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.

In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.

Our guest for Episode 66 is Kathleen Waid, a Fractional CRO working with companies like SilentEight, Themis, JUMO, Valid and Solo.one. Kathleen is a sales and revenue expert who brings more than two decades of experience to the conversation.

In this episode, Ross and Kathleen discuss the importance of accountability, empowerment, and measurement in driving execution excellence. They also explore how to motivate teams with clear comp incentives, and why understanding why customers buy and renew is crucial. 

Our guest for Episode 65 is Ed Armishaw, Sales Director, ServiceNow. Before joining ServiceNow, Ed held leadership roles at Salesforce and Walkbase. He brings more than 18 years of experience to the conversation. 

In this episode, Ross and Ed discuss three strategic tips for achieving execution excellence in enterprise sales. They explore the importance of leading as part of a team rather than being a lone wolf, establishing a strong point of view, and effectively telling your story to “get fish on the table.”

Our guest for Episode 64 is Jen Igartua, CEO at Go Nimbly. She spends her days helping high-growth companies craft frictionless, human-centered buying experiences, bringing over a decade of expertise to the conversation.

In this episode, Ross and Jen discuss how marketers can set reps up for success, why streamlining definitions matter, and the importance of foundational data.

Our guest for Episode 63 is Alina Vandenberghe, CEO at ChiliPiper.  Alina is a serial entrepreneur with over two decades of experience. Prior to founding ChiliPiper in 2016, she held leadership positions at Sharecare, Pearson, and Bloomberg. 

In this episode, Ross and Alina discuss how to build a more productive revenue organization with AI agents. 

Our guest for Episode 62 is Jason Abrams, VP of Revenue Strategy at Plenful. Before joining Plenful in June of 2024, Jason held leadership positions at Spring Health, Color, and Lyra Health. He brings more than a decade of sales experience to the conversation. 

In this episode, Ross and Jason discuss why it’s important to identify what works for your ideal customer profile (ICP), hire excellent reps, and maintain tight communication between your Sales, CS, and Product teams.