On this episode of Under Oath, Rankings.io’s revenue brain trust—Zach Ramey (Head of Revenue), Scott Knudson (Director of Revenue Operations), and Cole Castleberry (Head of Sales)—unpack the modern buyer experience and what it takes to stand out in today’s noisy market.

From brand perception to first-touch personalization, this episode dives deep into how to craft a buyer journey that converts—without overwhelming your team or killing culture. Spoiler alert: cadences are on trial, and the verdict is not good.

Key Takeaways

Personalization over automation: How to break free from template traps and stand out in a saturated inbox

The first impression starts long before the demo: Why branding, tone, and timing matter more than ever

Stop hiring your way out of broken systems: The smarter path to sustainable scale

Experience is internal, too: Why how you treat your team shapes how they treat prospects

Good sellers don’t wait for perfect assets—they build them

Objections Raised

Objection to static experiences: If it doesn’t evolve, it expires

Objection to pinching pennies: Cutting corners on people, tech, or training costs you more in the long run

Objection to outsourcing ownership: Creating a great experience is everyone’s job—including the seller

Closing Arguments

Cole: “Experience matters.”

Zach: “Invest in experience.”

Scott: “Never settle. Always evolve your experience.”

Also in This Episode

The real reason they scrapped automated cadences

What solar companies can teach you about sales conversations

Why spammy inbound leads almost broke their system—and how they fixed it

And yes—another hot take about Post Malone