It’s not enough to just show up on calls, go through the motions, and expect to win deals in 2023. You need rigorous planning and deal strategy on every major account to tilt the odds in your favor… no matter how great your product or pitch might be.

This means deep research on company priorities, detailed stakeholder mapping, strong executive alignment, and creative plays to set your team up for success – AKA: account planning!

We talked to revenue leaders from Databricks, Anthropic, and Salesforce about this topic to get their top strategies for driving elite account planning across your sales team. 

Leaders are investing in MEDDPICC, Challenger, and other proven sales methodologies – because nothing rivals a consistent winning framework on every opportunity. But too often, adoption is low and the investment goes to waste.

That’s why we hosted a masterclass with veteran revenue leaders Andee Harris (CEO at Challenger), Jeff Roy (Head of Sales at BioRender), and Jen Allen-Knuth (Community Growth at Lavender) diving into all things sales methodologies.

We covered:

Our guest this week is Alison Elworthy, EVP of RevOps at HubSpot. Alison’s career at HubSpot spans 12 years, during which she has successfully held positions in marketing ops, global customer success, sales ops, and rev ops. 

In this episode, Ross talks to Alison about why experience creates stronger frontline leaders, strategies for optimizing processes with a customer-centric focus, and tips for creating a strong partnership between rev ops and sales. 

Our guest this week is Maura Brady, Head of Verticals at 6Sense. Maura brings more than a decade’s worth of sales wisdom to the conversation with experience at 6Sense, Medallia, Oracle Marketing Cloud and Responsys (Acquired by Oracle).

In this episode, Ross talks to Maura about her three tips to improve deal execution and the importance of “the meeting before the meeting.” 

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution – leading to predictable forecasts (and better sleep). 

Our guest this week is John McMahon, former CRO and author of The Qualified Sales Leader. John’s background is equally as impressive as his book, with experience at multiple startups turned public software companies (PTC, GeoTel, Ariba, Bladelogic, BMC). 

In this episode, John talks to Ross about simplicity in sales leadership, the importance of training and development, and the value of sales methodologies and process.

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution — leading to predictable forecasts (and better sleep). 

Our guest this week is Sam Taylor, CRO at Endgame. Sam’s background is predominantly in sales, with experience at Dropbox, Quip, Salesforce, and Loom. But outside of the office, he prioritizes getting outdoors and spending time with his family. 

In this episode,Ross talks to Sam about leadership, strategy, and execution within revenue orgs. 

10/10 GTM is a podcast by Accord that dives into how B2Bs most successful Revenue Leaders win (no matter the product or market). Discover secrets from the best to achieve your repeatable revenue goals.

In this season, we talk to legendary leaders such as 5x CRO John McMahon, and execs from 6Sense, JB Sales, Chili Piper, and Hubspot about how to drive consistent sales execution — leading to predictable forecasts (& better sleep).

After an especially challenging 2022, sales leaders need a predictable path to hitting their 2023 revenue targets.

The key? A clearly defined sales methodology that ALL your reps can consistently follow.

In this masterclass for senior sales leaders, we covered how to maximize your reps’ productivity & drive repeatable revenue through your sales methodology – increasing your sales efficiency by implementing a proven process.

You’ll learn:

🔁 How to operationalize your MEDD(P)ICC methodology

💯 Tips for empowering your reps with a proven process

📈 Tactics for driving more revenue with fewer resources

Meet the experts:

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Our guest this week is David Barron, Global Director of Sales at HubSpot!

David’s background is a mix of product and sales – in his 8+ years at HubSpot, he went from sales, to launching Service Hub & Operations Hub on the product team, and back to sales, where he’s building a specialized global sales team to sell those products.

In this episode, he talks to Ross about how to build a strong sales team in 2023, the pros of team quotas, and more tactics for sellers & sales leaders.

In this episode, we're sharing a masterclass we hosted with leaders at CoachCRM, Elemy & Stripe – covering topics like:

Meet the panelists:

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