Dirty data, vanity metrics, and setting goals that scare you—in this episode, the Rankings.io revenue team breaks down how to track what really moves the needle.

How do the best revenue teams measure success? 

Hint: it's not “300 touchpoints” or vague pipeline goals. In this episode of Under Oath, the revenue crew at Rankings.io takes a hard look at the metrics that matter most when building and scaling a revenue engine.

From appointment sets and close rates to show rate strategy and data cleanliness, Zach Ramey (SVP of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Director of Sales Enablement) talk through the good, the bad, and the misleading when it comes to tracking success. 

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What You'll Learn:

Why "300 touchpoints" might be the most meaningless stat on your dashboard

The dangerous illusion of "clean" data

Why vanity metrics hurt your team—and your job

The metrics that actually move dollars, not dashboards

How to align pay with performance metrics that matter

Closing Arguments:

“Don't present vanity metrics—your job might depend on it.”

“Shoot for the stars. Land on the stars.”

“We're not even good yet.”

When should you scale? How fast is too fast? And what happens to culture, accountability, and quality along the way?

In this episode of Under Oath, Rankings.io’s revenue brain trust—Zach Ramey (SVP, Revenu), Scott Knudson (Sr. Director Sales Enablement), and Cole Castleberry (VP, Sales)—tackle one of the most high-stakes topics in business: scaling a team.

This episode goes deep into the mechanics of scaling responsibly, the danger of over-hiring, and why obsession—not headcount—is the secret to rocket-ship growth. You'll also hear some real talk about autonomy, tough conversations, and why “we’ll worry about it when it happens” is a death sentence for leaders.

Key Takeaways

Hire fewer, better: Why two rockstars beat ten average performers—and how to find them

Capacity before chaos: How to know when it’s really time to hit the gas

Planning isn't optional: The fatal flaw of "we’ll figure it out later" leadership

Protect the culture at all costs: How scaling can erode culture—and what to do about it

Fast feedback loops: Why failure isn’t the problem—slow course correction is

Objections Raised

Objection to hiring fast—bad hires kill momentum

Objection to assuming culture scales itself—it doesn’t

Objection to “we’ll deal with it when it comes”—you’re already too late

Closing Arguments

Zach: “Pay for quality. Let experts be experts.”

Cole: “Make decisions fast, learn faster.”

Scott: “Build the bench now—before you need it.”

Also in This Episode: A heated debate over leftover pizza, the rise of the air fryer, and why Domino’s might be winning the cold pizza game.

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

Choosing the right tech stack can make or break your sales operation. In this episode, we go under oath to dissect what a smart, scalable tech stack really looks like. From CRMs and automation tools to integrations and data hygiene, we break down the essentials — and the common mistakes that sink teams before they scale. Whether you’re building from scratch or cleaning up a Frankenstack, this one’s for you.

In this episode of Under Oath, we put promotions on the stand. Are they a reward for performance, a tool for retention, or simply a political move? We cross-examine the good, the bad, and the awkward of climbing the corporate ladder. We break down setting clear criteria to avoiding title inflation. We share personal stories, debate how to balance transparency with discretion, and explore what really makes a promotion meaningful. Whether you’re gunning for one or granting one, this episode lays out the case for how promotions should really work.

Hiring can make or break your team — so how do you get it right? In this episode, we put the hiring process on the stand. From standing out to spotting red flags (and green lights) in interviews, we break down what it really takes to hire top performers. Whether you’re scaling a sales team or making your first hire, this episode gives you the practical tools and tough questions you need to build smarter.

In this episode of UnderOath, we dig into one of the toughest tightropes in sales leadership: balancing autonomy with direction. How do you empower reps to own their process without letting standards slip? Where’s the line between trust and micromanagement? We unpack real strategies to create clarity without control, explore what it means to set a true standard, and share practical ways to build a culture where autonomy and accountability actually thrive together.

In this kickoff episode, the Under Oath hosts Zach Ramey, Cole Castleberry, and Scott Knudson lay out the mission of the show: Pragmatic conversations about what actually builds and scales elite sales teams. You’ll get to know their backstories, how they helped doubled revenue in a year, and in their first ever cross-examination breakdown: is cold calling still relevant in 2025?