This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social.

Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.

Some conversations are so foundational that they deserve an encore. That's why we're re-releasing one of our most popular episodes ever, a conversation that has stood the test of time.

Ross is joined by Kyle Norton, CRO at Owner. With more than a decade of sales leadership experience, Kyle breaks down the evergreen principles of building a high-performing sales machine. Together, they explore the immense value of documenting everything, the strategic power of conducting dry runs, and the essential structure required to scale a sales organization effectively.

Our guest for Episode 88 is Kunal Pandya, VP Global Revenue Enablement at Corsearch. With a career rooted in the tech industry, Kunal has worn many hats including as investor, founder, and senior leader. Prior to joining Corsearch, he held leadership roles at SAP, Taulia, and UserZoom. 

In this episode, Ross and Kunal discuss data-driven enablement, exploring leadership and strategy and effective coaching in practice. 

Our guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the conversation. 

In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the ultimate key to executing a fast start and winning the market.

If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.

We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.

This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:

• The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.

• Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.

• How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.

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

Today, we’re taking you straight to the floor of RevOpsAF, where Ross chats with three senior leaders in Revenue Operations. Joining the conversation are Jeff Vanzant, Senior Director of RevOps at DailyPay, Matt Lauer, Director of RevOps at Consensus, and Tessa Whittaker, VP of RevOps at ZoomInfo. 

After spending time with some of the world’s top GTM leaders, one consistent theme stood out: no matter how the function evolves, RevOps leadership is the force multiplier. It’s what drives GTMt alignment and revenue efficiency, especially across the famously strong personalities of marketing, sales, and executive teams.

We're bringing back some fan favorite episodes! This week, we're bringing back Nicole Brambila's interview from January 2024.

Nicole Brambila is the CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet. In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes.

Our guest for Episode 82 is Sean Brophy, Head of Global Sales, Pigment. With over two decades of sales experience focused on data and analytics, Sean brings a wealth of knowledge to the conversation.

In this episode, Ross and Sean discuss Sean’s three vital focus areas that drive sales excellence — people, pipeline, and enablement. When these elements are refined and aligned, they create a circular effect that fuels fuel pipeline growth and ARR.

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

Our guest for Episode 81 is Eric Agnew, CRO, Ignitium. Over the past seven years, Eric has played a pivotal role in the company's growth, serving in key leadership positions including CRO, VP of Customer Success, and VP of Account-Based Marketing. With 10+ years of experience in sales and marketing, Eric brings a wealth of insight to the conversation.

In this episode, Ross and Eric discuss why your clients' success directly drives your own, how authenticity builds trust and long-term value in business relationships, and why the race to find and engage buyers first determines who wins in the market.

Our guest for Episode 80 is Taylor Jones, VP of Sales, CoLab Software. With over a decade of sales leadership experience, including roles at Salesforce, Zip Intake-to-Procedure, and as a Founder of BlackArrow, Taylor brings a sharp perspective on coaching, performance, and building high-performing sales teams. 

In this episode, Ross and Taylor discuss the power of data-driven coaching, how to maximize the ROI of time, and what it takes to build a collaborative culture without ego.