Episodes
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In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Ryan Fagan, Sales Director at Normative.io.
Ryan shares his dynamic career journey, transitioning from investment banking to sales, and eventually into leadership roles.
He highlights his experience at Peakon, the subsequent acquisition by Workday, and his decision to join Normative.io for its alignment with sustainability goals.
Ryan emphasizes the importance of trust in building a high-performing culture and shares insights on implementing effective feedback frameworks.
He also discusses adapting sales strategies in a changing market, engaging CFOs, and fostering future leaders through champion processes.
Join us for an inspiring conversation filled with practical strategies and leadership wisdom. -
In this episode of the SaaS Sales Performance podcast, we are excited to welcome Tatiana Dmitrieva, Director of Sales and GM of the Prague office at Usercentrics.
Tatiana shares her compelling journey from individual contributor to sales leader, highlighting the crucial role of coaching and the challenges of delegation.
She discusses the importance of identifying natural-born leaders and fostering a culture where making mistakes is part of the learning process.
Tatiana provides insights into the evolving skills needed for effective leadership, emphasising time management, organisation, and regular team interactions.
Discover her successful model of training postgraduates and the shift towards demand capture in outbound work.
Tatiana also explores the use of conversation intelligence tools to assess sales skills and improve call quality.
Join us for an engaging conversation packed with valuable strategies and leadership insights. -
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In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Lewis Stock, Head of Business Development for the UK & US at YuLife.
Lewis shares his incredible journey from being one of the first employees at YuLife to becoming a pivotal sales leader.
Discover how YuLife, a tech-driven financial services brand, is disrupting the traditional insurance industry by bringing joy and meaningful connections to their clients.
Lewis delves into the strategic shift towards a B2B SaaS playbook, the importance of agility and feedback, and the challenges faced during this transition.
He also discusses the critical role of manager training, data-led coaching, and the formulation of data-driven strategies for effective scaling.
Join us for an engaging conversation packed with valuable insights on leadership, sales strategies, and innovation in the financial services sector. -
In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Coralie de Robert, Sales Director at Salesloft.
Coralie dives into the intricate world of sales performance management, sharing her strategies for maintaining team productivity and focus amidst end-of-quarter pressures.
She provides a detailed overview of the skills assessment framework used with her team, emphasizing the importance of product mastery, communication, and attitude in developing top-performing sales reps.
Coralie discusses the market shift towards profitability over market share, highlighting the challenges of customer acquisition and cost-cutting.
Discover how she is fostering a high-performance culture by increasing coaching time and setting clear expectations.
Coralie also shares her vision of transitioning from managing to leading, aiming to inspire and develop leadership skills within her team and the broader tech industry.
Don’t miss this insightful episode packed with practical tips and leadership wisdom. -
In this episode of the SaaS Sales Performance podcast, we are delighted to host Jorge Mendes, a seasoned sales leader who has significantly impacted the SaaS industry.
Jorge discusses the critical role of integrating customer success with sales and the challenges of managing a diverse team across different regions.
He elaborates on the importance of aligning OKRs and setting strategic goals to enhance team performance.
Jorge also shares insights on adapting to new playbooks and the complexities of moving upmarket, emphasizing the importance of accurate forecasting and tailored enablement strategies.
Tune in to learn how Jorge navigates the intricate dynamics of sales leadership and the steps he takes to foster a cohesive and high-performing team. -
In this episode of the SaaS Sales Performance podcast, we are excited to welcome Claudia Banks, Head of Sales at SecurityHQ.
Claudia delves into the evolving landscape of cybersecurity sales, sharing her strategic shifts in response to increased competition and changing buyer dynamics.
Learn how Claudia and her team have pivoted their messaging, created proactive services, and redefined their value proposition to address customer needs effectively.
She discusses the impact of training on her team, emphasising the importance of reinforcement and coaching for long-term success.
Claudia also highlights the challenges of selling value over features, the necessity of adapting sales processes, and the importance of building trust with customers.
Don’t miss this insightful episode packed with practical strategies and leadership wisdom from a seasoned sales leader in the cybersecurity industry. -
In this episode of the SaaS Sales Performance podcast, we are thrilled to host Hayal Koc, a dynamic sales leader at Salesforce with a wealth of experience in driving sales excellence.
Hayal delves into the shift towards a data-driven culture at Salesforce, highlighting the significance of performance management and personalized team enablement.
She emphasizes the essential qualities for successful sellers, including curiosity, resilience, emotional intelligence, and grit.
Hayal also shares her insights on structuring effective weekly meetings focused on sales negotiation tactics, self-perception, and personal development.
Tune in to explore strategies for balancing time management, customer engagement, and leadership commitments, and gain valuable perspectives on adapting sales cycles and messaging in a rapidly changing market. -
In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Niraj Kapur, a renowned sales coach and expert with a rich background in sales management.
Niraj shares his compelling journey from growing up in a small town in Northern Ireland to becoming a top influencer in the sales industry. His story is filled with resilience and determination, overcoming early career challenges to eventually thrive in sales.
Niraj delves into the vital skills and mindset shifts required to transition from a top-performing salesperson to an effective sales manager.
Tune in to gain invaluable insights into the art of sales coaching, the importance of continuous learning, and the power of empathetic leadership in driving team success and achieving exceptional sales performance. -
In this episode of the SaaS Sales Performance podcast, we're thrilled to introduce Stéphan Israël, Chief Revenue Officer at Access Intelligence.
With extensive experience spanning various industries, Stéphan shares invaluable insights into key themes facing revenue leaders today.
Explore topics such as forecast accuracy, manager enablement, and navigating digital transformations as Stéphan draws from his diverse journey.
Gain perspectives on aligning teams for efficiency and driving value amidst market challenges. -
In this episode of the SaaS Sales Performance podcast, join us as we welcome Oliver Tate, Global Head of Growth Enablement at Dentsu.
With a diverse background in computer science, consulting, and sales training, Oliver explores the critical theme of ROI in sales enablement.
Gain insights into the challenges and lessons Oliver brings from various industries, emphasizing the importance of aligning enablement with business objectives.
Explore a three-step framework for impactful enablement as Oliver shares valuable perspectives.
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In this episode of the SaaS Sales Performance podcast, we're thrilled to host Stephen Millard, Operating Partner and Chief Platform Officer at Notion Capital. With over 30 years in enterprise software, Stephen shares invaluable insights into the challenges of scaling from one to twenty or fifty million in recurring revenue. Explore the transformative journey of building go-to-market strategies, overcoming growth hurdles, and the pivotal role of people and growth in SaaS success.
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In this episode of the SaaS Sales Performance podcast, we extend a warm welcome to Mick Gossett, CEO and Co-founder of Jointflows, in the spotlight. Mick, a former maestro in revenue leadership with a remarkable history at prominent brands such as Outreach and Yieldify, shares his odyssey from professional athlete to the architect of thriving brands in the SaaS domain. Join us as Mick delves into the parallels between the realms of sports and sales, underscoring the significance of metrics, deferred gratification, and stepping beyond one's comfort zone. Acquire insights into Mick's outlook for Jointflows, tackling challenges related to visibility, predictability, and forecasting in the revenue terrain. Uncover Mick's viewpoint on the forthcoming evolution of the buying journey, the pivotal role of AI in sales, and the weight of internal alignment for achieving success.
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In this episode of the SaaS Sales Performance podcast, we're thrilled to welcome Gabe Lullo, the accomplished CEO of Alleyoop, to share insights on navigating B2B sales challenges.
Join us in exploring Gabe's journey from revenue leader to CEO, delving into the evolving landscape of outbound strategies. Gain invaluable perspectives on SDR role shifts, talent pipeline dynamics, and the art of building a resilient sales culture.
Discover the secrets behind Alleyoop's impressive SDR retention rate and how Gabe advocates for a culture of competition and gamification.
Uncover the future of outbound sales in diverse markets and the strategic role of agencies in flexible and cost-effective sales development.
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In this episode of the SaaS Sales Performance podcast, we're delighted to introduce Jorge Bestard, Head of EMEA at Canva. As we continue our exploration of revenue leadership at high-growth companies, Jorge shares a captivating career journey that started with a background in boxing and led to a flourishing career in tech sales at just 17. With a wealth of experience in various B2B SaaS organizations, Jorge sheds light on specializing in companies seeking to discover their sales market fit within the enterprise space. He emphasises the critical importance of hiring for the first sales representative rather than the thousandth. Jorge also delves into the power of product-led growth in B2B sales and its influence on reaching higher-level decision-makers. In a market flooded with products and AI messaging, Jorge highlights the necessity of personalized, standout outreach and shares innovative tactics for cutting through the noise. Tune in to gain valuable insights from Jorge on coaching and developing sales teams in the age of AI, the enduring significance of interpersonal skills, and how human connections remain pivotal at all levels of sales, differentiating, competing, and ultimately achieving success.
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In this episode of the SaaS Sales Performance podcast, meet Sam Sippl, a seasoned CFO with diverse leadership experience across industries. Sam delves into the vital role of CFOs in purchasing decisions, emphasizing their impact on relationship-building and the sales process. Discover how Sam aligns financial objectives with business goals, providing clarity to streamline processes and overcome business-financial misalignment. He underscores the importance of ROI-driven business cases. Sam collaborates with CEOs, offering financial insights, and partners with CROs to navigate sales opportunities and procurement challenges. Explore ROI significance and the potential of technology and AI investments as well as how to empower businesses through strategic alignment and ROI-focused approaches, fostering success.
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Join us this week as we welcome Rober Ruiz, Country Manager for Treatwell in the UK and Ireland, an expert with an impressive track record in leading and scaling businesses.
Rober shares his remarkable career journey, insights on systems thinking for growth, and the significance of product-market fit.
Don't miss his valuable tips on building resilient teams and fostering a thriving work culture in the digital industry.
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In this episode of the SaaS Sales Performance podcast, we're excited to introduce Georgina Beard, Head of Sales Enablement at SEON - a cybersecurity and fraud prevention company making waves globally.
Georgina's journey from a sales background to becoming an emerging enablement leader is both inspiring and insightful. She sheds light on the pivotal role of enablement as the "glue" uniting diverse teams for enhanced effectiveness and efficiency. Explore the challenges, definitions, and priorities that shape the world of enablement and gain valuable perspectives on driving sales efficiency, prioritizing customer relationships, and positioning enablement at the core of organizational success.
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Today's episode goes into the challenges and strategies in revenue leadership.
Our guest, Rouzbeh Rotabi, is an experienced revenue leader with over 20 years of experience in leadership positions. Dive into Rouzbeh's journey into sales and the valuable insights he has gained throughout his career.
Rouzbeh highlights the transformative impact of the 2008 financial crisis, which led to the emergence of unique solutions and the growth of successful companies.
Explore the importance of adapting go-to-market strategies in the current climate and emphasize the significance of focusing on selling painkillers rather than vitamins.
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Join us in this episode as we welcome Gordon Tobin, the Vice President and GM for EMEA at G2. Gordon's diverse experiences and global perspectives have shaped his journey in the revenue profession.
Discover the power of gratitude in achieving success and how conscious choices can lead to positive change. Gordon shares valuable insights on talent acquisition, emphasizing its impact on a company's growth and future success.
Don't miss this opportunity to gain valuable knowledge from a seasoned leader in the industry!
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Who are you selling to? What are your customer segments?
Joining the podcast to fly through a masterclass in pricing and packaging is freelance sales expert Jens Massaert.
Since growing through positions at Teamleader and Nodalview, Jens now operates as a fractional VP of Sales - bringing his unique knowledge on everything SaaS pricing.
He shares the importance of segmenting your market, nailing the unique CAC and LTV data for each segment and how it can maximise the efficiency of your sales reps.
Join us to break your product into trigger, filler and killer - so that you can provide customers with a solution, without the faff!
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