Our guest for Episode 41 is Emma Galler, VP of Sales at Formstack. Prior to joining Formstack, Emma held leadership roles at GRC, Built In, and Aerotek. She brings more than a decade of experience to the conversation. 

In this episode, Ross and Emma discuss why driving execution excellence hinges on creating a winning culture, building a cadence around operational excellence, and understanding why having a strong pipeline solves all problems. 

Our guest for Episode 40 is Kyle Coleman, CMO at Copy.ai. Kyle brings more than a decade of Sales and Marketing leadership experience to the conversation. 

In this episode, Ross and Kyle discuss the importance of account POVs, contact POVs, and value proposition alignment with strategic initiatives. They explain how these elements are crucial for driving execution excellence across sales teams.

Our guest for Episode 39 is Jacco Van der Kooij, Founder of Winning by Design. He brings more than two decades of sales experience to the conversation. 

In this episode, Ross and Jacco discuss why understanding growth, establishing effective go-to-market (GTM) processes, and maintaining discipline in execution are all key to successfully scaling your organization. 

From 2022 to 2023, companies spent $101.8 billion training new and current employees. On average, it takes six months for most companies to reach the break even point for onboarding. The bottom line? Hiring and training employees is expensive. To succeed in today’s economy, organizations need to focus on building high-performing sales teams that stick around. 

In this masterclass, leaders from Aiwyn, NetApp, and Matrix discuss how to create a winning culture, retain top performers, and up-level your team to achieve 10/10 performance. They cover how to: 

Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders!

Our guest for Episode 37 is Ryan Lazar, Country Manager Canada, Qualtrics. Before joining Qualtrics six years ago, Ryan held roles at CareerBuilder, Unisync Group, and Xerox. He brings more than 15 years of sales experience to the conversation. 

In this episode, Ross and Ryan explore Ryan’s three strategies for achieving execution excellence. They discuss the importance of building an internal and external community, establishing consistency and clarity from the get-go, and practicing radical candor. 

In today’s rapidly evolving world, security breaches are becoming more common. In order to build a sustainable business, organizations must make security a top priority. But for many organizations, this is easier said than done. 

In this masterclass, leaders from SafeBase and HubSpot share insight into why security is a top priority, when it’s best to bring security into the conversation with customers and how to use it as a competitive advantage, and best practices for collaborating with security teams. 

Our guest for Episode 35 is Jon Feldman, Vice President of Sales at anecdotes.ai. Jon is an award-winning VP who brings more than two decades of experience to the conversation. 

In this episode, Ross and Jon discuss the importance of positioning, strategy over tactics, and developing effective leaders to drive execution excellence across sales and CS teams. 

We're diving deep into the world of deal execution with the Modern Sales Pros. In their recent Mega SKO, Ross led a panel discussion featuring Chris Calkin, VP of Sales at Census, and Justin Bullock, VP Sales at Envoy.

Our guest for Episode 33 is Jeff Rosset, CEO at Sales Assembly. Jeff brings more than two decades of leadership experience to the conversation. 

In this episode, Ross and Jeff discuss the critical role of data-driven decision making, the importance of building a system that works, and why continuous learning and skill development is crucial. 

Our guest for this episode is Phil Dantas, Director of Sales at Clio. Phil brings more than a decade of sales experience to the conversation. 

In this episode, Ross and Phil discuss why revenue leaders must define excellence, consistently role play and up skill their reps, and inspect expected outcomes.