UltraTalent GTM Insights

Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox?

Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1M deal, Stephen learned the hard way that grit, curiosity, and a process-driven mindset aren’t optional, they’re survival.

This episode isn’t about polished one-liners or LinkedIn fluff. It’s about what actually works: why MEDDIC changed his career, how to build resilience before you build pipeline, and the real reason being liked isn't enough. If you’ve ever wondered what separates the good reps from the elite, Stephen lays it all out. No filter, no fluff.

Let’s get into it.

Connect with Stephen Cottrell:
👉LinkedIn: https://www.linkedin.com/in/cottrell/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

I spoke with Craig Harris, former CEO at Plexus and COO at Deputy … he has been a key part of some of the most exciting scale-ups in Australia.

Here’s Craig’s story ….

For 25 years, I’ve helped tech companies build at pace. But one journey that stands out—because of what it gave me, taught me, and broke in me—was Deputy.

In four years, we scaled from $5M to $55M. We didn’t do it with smoke and mirrors. We did it with systems, sweat, and a few very sore lessons. I’ll walk you through the path we took to scale, the frameworks that held under pressure, and how we pivoted when COVID sideswiped the entire business.

Not the “forgot your keys again” kind of chaos—but the high-octane, VUCA-drenched kind where companies grow fast, systems break, and you have to lead anyway.

Let’s get into it.

Connect with Craig Harris:

LinkedIn: https://www.linkedin.com/in/craig-harris-au/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In today’s episode, we sat down with Brad Perriott, Country Manager and AVP at Sentinel One, to explore the art of building authentic, long-term customer relationships in sales. Brad shares his unconventional journey—from managing a punk rock band to becoming a sales leader—and dives into his customer intimacy framework, a proven method for creating meaningful connections that drive business success.

Whether you're in sales, leadership, or simply looking to enhance your professional relationships, this episode is packed with actionable insights, personal anecdotes, and strategies to help you move beyond transactions and build trust.

Episode Highlights:

The 5-part system he uses to build customer intimacy, close deals that last, and create buyers who follow him, no matter the logo on his shirt.

•   Customer Segmentation: If They Can’t Buy, Don’t Flirt
• Customer Journey: See Everyone. Hear No Less Than Three Nos.
•  Qualify the Opportunity: The Deal Review Is Not a Mugging
•  Buyer-Focused Proposal: Tell a Story, Say No, Close With Grace
• Delight Your Customer: Trust Is Built in Chaos, Not Comfort

Connect with Brad Perriott:

LinkedIn: https://www.linkedin.com/in/bradperriott/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Gerard D’Onofrio is a true scale-up operator with sales in his DNA. His father was a Senior Vice President of Sales in tech, his twin brother is an enterprise rep in the US, and Gerard himself has carved an exceptional career in tech sales—earning accolades like 5x Century Club Winner, President’s Club, and #1 global rep at AdRoll.

But what sets Gerard apart is what he’s built, not just what he’s sold.

After a powerhouse five-year stint at AdRoll—including launching their APAC HQ in Sydney—Gerard moved permanently to Australia. Soon after, he was tapped by Dialpad to do it all over again: open the region, land early wins, and scale from scratch. As the first sales hire on the ground, he sold solo for the first 10 months before building a high-performance go-to-market team from the ground up.

Today, Gerard leads Dialpad’s APAC operation, overseeing SMB, mid-market, BDR, SDR, Channel, Sales Engineering, and Customer Success functions across Australia, New Zealand, Japan, and the broader Asia region. In just five years, he’s helped turn a zero-footprint market into a thriving growth engine.

This episode is packed with field-tested insight on launching and expanding in APAC, challenger selling, hiring early-stage talent, and leading with clarity and conviction. If you’re a country lead, an aspiring scale-up founder, or a CRO eyeing APAC—you’ll get a masterclass today.

Episode Highlights:

•  Go Where Others Don’t—and Win Where Others Can’t
• Be the Rep Who Asks What Everyone Else Is Afraid To
• Don’t Scale Fast—Scale Right
• Sell First. Then Build the Team.
• Product Knowledge Isn’t Optional—It’s a Weapon
• Great Sellers Are Comfortable Being Uncomfortable
•  Discovery Is Where the Deal Is Won (or Lost)
• Influence > Rapport (Every Time)
• The Challenger Mindset Isn’t a Style—It’s a Standard
• Your First Hires Will Make or Break You
  
  

Connect with Gerard D’Onofrio:

LinkedIn: https://www.linkedin.com/in/gerarddonofrio/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Have you ever felt like your career path doesn’t quite fit the traditional mold? 

Maybe you've considered transitioning into a new role but felt limited by hiring criteria that seem too rigid. If so, this episode is for you!

Josh English, former Head of Sales Development for Australia at Salesforce and APAC Sales Development Manager at Procore, shares invaluable insights on hiring SDRs from unconventional backgrounds. From comedians to teachers to pilots, Josh has built high-performing teams by recognizing potential beyond the resume.

Episode Highlights:

• M is for Multiplier – Look for People Who Make Others Better
• A is for AI-Ready – They Must Be Tech Curious and Tool Fluent
• G is for Growth Mindset – Hire for Change, Not Comfort
•  I is for Innovator – They Go Beyond the Job Description
• C is for Courageous Communicator – They Say What Others Won’t
•  Don’t Hire for Familiarity – Hire for Possibility
• Your Past Biases Will Burn You – Start With a Clean Slate
• Ask Better Questions – Interviews Are Discovery, Not Validation
• Look for the Pacesetter – One Hire Can Uplift the Whole Team
• Don’t Rely on Memory – Record Interviews and Track Curiosity
•  Don’t Just Ask MAGIC – Be MAGIC

Connect with Josh English:

https://www.linkedin.com/in/joshua-english/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Are you a sales leader struggling to consistently hit your revenue targets? 

Do you feel like something is missing in your approach, but you can’t quite pinpoint what?

If so, you’re in for a treat. In this episode, we sit down with Bart Fanelli, CEO and co-founder of Skillibrium. With a rich history that includes being CRO at OutSystems and VP of Field Success at Splunk for seven years, Bart has seen it all when it comes to sales leadership—both the successes and the failures.

Join us as Bart shares a masterclass on what it takes to truly excel as a sales leader. You’ll walk away with actionable insights that can transform your career and elevate your organization’s revenue performance.

Episode Highlights:

• They Chase the Number and Ignore the Game
• Lone Wolves Get Exposed as They Rise
• They Ignore RevOps—and Just “Hope” Deals Happen
• They Can’t Drive Change (And Get Stuck in the Status Quo)
• Your Sales Engineers, CSMs, and Marketing Team Will Save You—Or Bury You
• If You Haven’t Baseline Rated Your Team, You’re Leading Blind
• You’re Only As Strong As Your Worst Performer

Connect with Bart Fanelli:

LinkedIn: https://www.linkedin.com/in/bartfanelli/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Join us today as Jason Leonidas sits down with us to share his insights on coaching and mentoring sales managers, promoting talent from within, and building high-performing sales teams. Jason, the APAC RVP at New Relic, brings decades of experience in the software industry. In this episode, he dives into his innovative framework for developing sales leaders using the four sales personas: the Super Seller, the Business Manager, the Evangelist or Thought Leader, and the Team Builder.

Episode Highlights:

• The Super Seller: A Double-Edged Sword
• The Thought Leader: Elevating Conversations, Winning Trust
• The Business Manager: Master of Metrics
• The Team Builder: The Core of Leadership Success
• Navigating the Rubber Band Effect
• How to Develop Across the Four Personas
• From Success to Significance
  
  

Connect with Jason Leonidas:

LinkedIn:https://www.linkedin.com/in/jason-leonidas-257b551/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

Have you ever wondered how your personality influences your leadership style?

In this episode, Pree Sarkar sits down with Fabian Calle, Managing Director of SAP Concur, to discuss his 15-year journey in leadership. Fabian shares insights on leading as an introvert, shaping culture through personal values, and navigating the demands of both professional and personal life.

Episode Highlights:

• When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull)
• Leadership Isn’t Glamorous—It’s a Lot Like Jiu Jitsu
• Culture Eats Strategy for Breakfast
• Embrace the Beginner’s Mind
• Introverts Aren’t Broken Extroverts
• Feedback Hurts, But It’s Worth It
• Silence Is Golden, But Timing Is Everything
• It’s OK to Step Away From The Crowd!
• Pressure Is a Privilege—If You Know How to Manage It
• Authenticity Is Non-Negotiable
  
  

Connect with Fabian Calle :

LinkedIn:https://www.linkedin.com/in/fcalle/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

David Hope, an APAC SVP with a 40-year career in Asia, shared his transformative sabbatical journey. Starting in Nepal, he trekked solo to Everest base camp and spent three nights in a monastery with a Buddhist Guru, learning meditation techniques. He then walked 260 km on the Camino trail in Portugal to Santiago, reinforcing his relationship with his wife. David also explored historical sites like Gallipoli, Ephesus, and Crete, emphasizing the importance of continuous learning and authentic leadership. He advocates for everyone to take a sabbatical to return stronger, richer, and wiser.

Episode Highlights:

• An Expat Childhood Shapes a Global Perspective
• A Career in Tech That Spanned the Region
• The Sabbatical Decision: A New Kind of Adventure
• Living, Learning, Doing: The Mantra of a Sabbatical
• Sleeping in a Monastery and Meeting the Happiest Man Alive
• From Everest Base Camp to Solitude
• Walking 260 Kilometres on the Camino Trail
• Cycling Through History in Italy
• Swimming Around a Minoan Island
• The Importance of Balancing Work and Life
• Why Experiences Are the True Wealth
• The Power of Networking and Community
  
  

Connect with David Hope:

LinkedIn:https://www.linkedin.com/in/davidahope/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!

In today's episode, we dive deep into the revolutionary world of AI-driven sales training with Sai, the co-founder and CEO of Hyperbound.ai, a virtual sales gym designed to elevate GTM functions, sales, customer success, pre-sales, and much more. Hyperbound.ai is turning heads in the tech world, and sales leaders are raving about its ability to deliver real-world simulations and role-playing training at scale.

Sriharsha Guduguntla, a graduate of Y Combinator's Summer Cohort 2023, takes us through the evolution of Hyperbound, from its beginnings as an email automation platform to its current iteration as an AI-powered sales training tool. With over 2,000 user interviews behind them, Sai shares how Hyperbound is helping sales teams upskill and improve their performance, not just with generic scenarios, but through personalized AI bots that simulate real sales calls with decision-makers.

Episode Highlights:

• When Practice Becomes Second Nature, Confidence Follows
• Making Role-Playing Feel Like Real-World Experience
• When Preparation Meets Performance: High-Stakes Calls Made Easy
• Tailoring Practice to Real-World Scenarios and Specific Clients
• Shorter Ramp Times Mean Reps Contribute Faster
• When Change Happens, Be the First to Adapt
• Building a Cohesive Team Beyond Just Sales
• Overcoming the “Training Budget” Mentality: The Wine Incident
• AI Won’t Replace Sales Reps—It’ll Empower Them
• Continuous Improvement with Every Call
  
  

Connect with Sai:

LinkedIn:https://www.linkedin.com/in/sguduguntla/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message [email protected] today!