When Zach Ramey was hired, the goal was modest: 3 sales for $300K. The result? 32 deals. $4 million. Year one.

In this episode of Under Oath, the revenue leaders at Rankings.io break down what it actually takes to scale—from staffing decisions to coaching philosophy to owning your pipeline in-house. CRO Zach Ramey, VP of Sales Cole Castleberry, and Senior Director of Sales Enablement Scott Knudson walk through five powerful lessons forged through failure, not theory.

Whether you’re building your first outbound team or leading a mature GTM org into a new year, this episode reveals the structure and mindset behind high-output sales leadership.

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What You'll Learn:

Why “activity” isn’t the metric that matters most

The hiring philosophy that outperforms 5 reps with 2

What sales enablement actually looks like at an elite agency

Why outsourcing growth is almost always a losing bet

How to turn failure into fuel—and coach through it

You’ve done the calls, followed the script, hit quota a few times. But still—something’s missing.

This episode is for the reps stuck in the middle. The ones who should be crushing it by now… but aren’t. The Rankings revenue team—Zach Ramey (CRO of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Sr. Director of Sales Enablement)—pull back the curtain on what actually separates good prospectors from great ones.

And it’s not a better subject line or tighter talk track. It’s what happens before the work even begins.

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What You'll Learn:

Why every great prospector has a personal routine—and why yours matters more than your tech stack

The surprising (but true) connection between life habits and sales performance

How to handle rejection like a professional athlete (because top reps train like one)

The difference between activity and actual output—and why most reps are fooling themselves

How to audit your own habits, mindset, and work ethic if you want to make the leap

AI is in every tool. We’ve hit peak saturation. But for sales leaders, the real question is: Does it actually generate revenue?

We know you care about: More calls. Better follow-up. Higher conversion. Lower burnout.

In this episode of Under Oath, the Rankings.io revenue team puts AI on the stand. Host Scott Knudson (Director of Sales Enablement) is joined by Zach Ramey (Chief Revenue Officer) and Cole Castleberry (VP of Sales) to break down how AI really impacts pipeline, productivity, and performance—from call summaries to custom bots.

Whether you're AI-curious or already deep in prompt engineering, this episode will help you build a smarter sales org—without sacrificing human connection.

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What You'll Learn:

The AI mistake that’s making your reps lazy

How to inspect what you expect when coaching reps using AI

The difference between leveraging AI and depending on it

Why your follow-up emails should never be 100% AI-generated

The only ROI calculation you need to justify your next AI tool

Closing Arguments:

“Use AI to get your reps one more call a day. That’s a million-dollar difference.”

“AI should help you build trust—not replace it.”

“If AI is coaching your team—and you’re not—you’re falling behind.”

“Everyone has AI now. Winners are the ones who use it right.”

If you're leading a revenue team and thinking about scaling outbound, this episode is a must-listen. The Rankings.io crew unpacks how they scrapped a $40K/month outsourced mess and built a lean in-house team that closed $4M in its first year—without bloated tech stacks or high-volume fluff. You’ll hear what actually moves the needle: hiring reps who can think, not just dial; creating outreach that feels human, not automated; and building a system that scales without losing its edge. No theory—just real-world lessons from a team that’s doing the work.

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What You'll Learn:

Why a high-performing in-house BDR can outperform three mediocre reps

The biggest mistake leaders make when scaling outbound—and how to avoid it

How Rankings built a $4M outbound engine in under a year (and doubled it in Year 2)

The real reason personalization cuts through the noise—and why most reps fail at it

The overlooked role of enablement in building high-output, high-morale teams

Closing Arguments:

“A great BDR can offset three mediocre ones.”

“If you're just checking boxes, you're doing it wrong.”

“You weren’t hired to sound like AI—you were hired to sound like you.”

“Every cold call is the first experience someone has with your brand—act like it.”

In this episode of UnderOath, the Rankings.io revenue team tears down one of the most common beliefs in hiring: that traditional experience—job titles and résumé bullets—predicts success.

Hosts Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) make the case for something different: lived experience, self-awareness, and the ability to tell your story clearly are far better indicators of performance in legal sales.

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What You'll Learn:

Why resume “matches” often miss the best candidates

What makes lived experience more valuable than formal experience

How to interview in a way that tells your full story

Why leaders often fail by trying to hire versions of themselves

The traits that top legal sales hires really share

Closing Arguments:

“I don’t need the next me. I need someone who’s been through something and learned from it.”

“It’s always my fault—even if it’s not.”

“You can bend more of your sales reality than you think.”

“Momentum is real—winning breeds winning.”

In this episode of Under Oath, Scot Knutson (Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) break down the blind spots and breakthroughs that come with merging sales and marketing into one revenue-driving force.

This is not your average “alignment” conversation. From attribution chaos and dirty data to the psychological edge of branding inside the funnel, this episode exposes the internal moves that took Rankings.io from 7 figures to hypergrowth mode.

This episode is for:

Sales leaders rethinking how sales and marketing collaborate

Revenue execs scaling fast but flying blind

Anyone who’s had to say, “I don’t know where that lead came from”

What You’ll Learn:

Why most marketing data is a mess—and how to clean it up

The overlooked power of shared revenue goals

How branding becomes your closer

The demand gen shift that unlocked real pipeline

Why great reps shouldn’t care if a lead was inbound or outbound

The hidden cost of separating sales and marketing orgs

Closing Arguments:

“Your best reps shouldn’t know where the lead came from—and that’s a good thing.”

“Every sales call is a marketing opportunity in disguise.”

“Marketing didn’t open the door—they built the house to the sale.”

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You’ve heard it before: remote teams can’t compete. Today’s episode rips that lie apart.

In this episode of Under Oath, the Rankings revenue squad puts remote work on trial. Hosts Scott Knudson (Sr. Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Casselberry (VP of Sales) dig into how they’ve built a high-output, high-culture sales organization with zero offices and no hand-holding.

From torching unproductive meetings to hiring like Navy SEALs, they share what actually works when no one's watching—and why most remote teams implode.

This episode is for:

Sales leaders rethinking hybrid

Revenue execs scaling lean

Anyone tired of “remote = lazy” narratives

What You’ll Learn:

Why most remote cultures fail—and how to build one that wins

The one thing your remote hires must show before day one

Why “freedom” at work demands more accountability, not less

Closing Arguments:

“You're extendable. Remote opens you up to 100x more competition.”

“Autonomy without ownership? That’s just chaos.”

“Be obsessed. Or be replaced.”

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From extreme ownership to 1% gains, elite sellers know the real battle is beating who they were yesterday.

In this episode of Under Oath, Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) take the stand to dissect what it really means to "crush the competition."

From rethinking your competitor landscape to winning by selling belief in your team, the crew reveals how mindset, process, and internal trust are more powerful than flashy features. Whether you're losing deals or setting the standard in your market, this episode is your blueprint for outlasting and outplaying everyone else.

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What You'll Learn:

Why your biggest competition is yourself—not the company across the street

The order of operations for winning: mindset → process → product

How top sellers respond when a competitor outmaneuvers them

The power of cross-functional alignment in keeping clients long after the contract is signed

Why copying your playbook doesn’t mean they can beat you

Closing Arguments:

“There is no competition—you’re only competing with yourself.”

“Win the war inside your walls first.”

“You didn’t lose because of the product. You lost because you didn’t position it well.”

“Real trust in your people will always outperform a shiny feature.”

In this episode of Under Oath, the Rankings.io revenue team dives deep into the differences between winners and losers in sales. Hosts Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) share battle-tested insights from the frontlines of legal marketing sales.

From the intentionality behind every call to the mindset that overcomes slumps, the team unpacks what separates those who consistently win from those who plateau—or worse, fade away.

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What You'll Learn:

The killer habits that winners bring to every sales call

Why “it is what it is” is a dangerous mindset trap

How top sellers bounce back from slumps faster than everyone else

The telltale signs of loser behavior that leaders should watch out for

Why taking 100% ownership is the ultimate winning trait

Closing Arguments:

“Every action should be an intentional action.”

“It’s always my fault—even if it’s not.”

“You can bend more of your sales reality than you think.”

“Momentum is real—winning breeds winning.”

Failure isn’t the end—it’s the fuel. 

In this episode of Under Oath, the Rankings.io revenue team opens up about their biggest losses, toughest setbacks, and the lessons that turned them into elite performers and coaches. 

From lost deals to missed promotions and everything in between, Zach Ramey (SVP of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Director of Sales Enablement) share how leaders can turn failure into growth—and how reps can bounce back stronger than ever.

If you're building a performance culture, leading a sales team, or in the middle of a career low point, this episode is for you.

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What You'll Learn:

Why your biggest losses often create your best sellers

How to coach reps through failure without losing them

Why failure without follow-up is wasted potential

What “good leaders” actually do when someone blows it

The mindset that transforms failure into fuel

Closing Arguments:

“Winning feels good. Failure builds greatness.”

“Fear of failure is fear of growth.”

“You didn’t lose until you stopped trying.”