James Stone (Head of Mid-Market Sales at HubSpot) has been with the company for 14 years, taking part in their growth from $30 Million ARR to $2.5 Billion in 2024. During this time, James has secured Presidents Club 9 times. HubSpot’s brand is best known for their inbound sales motion. Today in the mid-market sector, James mentions that 25% of their pipeline comes from their business development org, 25-30% comes from their reps proactively prospecting, and another 40-50% comes from inbound and ...
Feb 13, 2025•28 min•Season 3Ep. 8
JD Miller (CRO, Operating Advisor, Author of The CRO's Guide to Winning in Private Equity ) joined the show to help CRO’s beat the odds and stay in their roles longer than the average tenure of only 18 months. So why exactly are CRO’s getting booted so early in their journey with a new company? The easy answer would be that they aren’t hitting their revenue targets - but JD doesn’t agree. During his time as a CRO and now being on the boards of multiple companies, JD has realized that the real is...
Jan 30, 2025•30 min•Season 3Ep. 7
Today’s episode welcomes Kris Rudeegraap, Co-founder and Co-CEO of Sendoso, the leading Sending Platform,that helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. A big part of Sendoso’s success is the fact that Kris built a platform based on his own domain expertise in sales. Back in 2014, he was an individual contributor who implemented strategic gifting as part of his sales strategy. He noticed exceptional outcomes tied to a very manual pr...
Jan 14, 2025•30 min•Season 3Ep. 6
We're flipping the script - today's episode has Darren Mitchell interviewing the CEO/Co-Founder of Warmly - Max Greenwald - on The Exceptional Sales Leader Podcast. Tune in to learn the journey of the Revenue Rebels host!
Dec 17, 2024•58 min•Season 3Ep. 5
Areya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR. Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there’s a huge opp...
Dec 03, 2024•34 min•Season 3Ep. 4
Steve Wright leads mid-market sales at Synergis, where they help companies find and retain top talent in technology. After 25 years of primarily serving enterprise clients, Synergis saw an opportunity to expand into mid-market - and the results have been phenomenal. The magic of mid-market is that it allows you to work directly with decision makers who have strategic, tactical and contract signing abilities all in one. They have less established buying processes, which can be a huge relief if yo...
Nov 19, 2024•33 min•Season 3Ep. 3
Ali Schwanke (Founder @ Simple Strat) is an expert in helping companies get better and faster results through mastering HubSpot. Her company is a Diamond Solutions Partner and she’s the host of HubSpot Hacks, the #1 unofficial YouTube channel for HubSpot Tutorials. Even though HubSpot positions itself as a plug and play solution that’s easy to set up, Ali believes that the best HubSpot strategies start with a whiteboard and a chart. You need an understanding of what exactly is the purpose of you...
Oct 24, 2024•28 min•Season 3Ep. 2
Mike Lander is an expert at handling procurement and helping sales teams increase their win rates in the mid-market and beyond. After years of founding companies, running consultancies and scaling teams, Mike took his experience as a buyer and started Piscari to help sellers better understand how buyers think and how to walk away from negotiations with their desired outcomes achieved. The biggest mistake a seller can make when dealing with procurement is sticking their head in the sand and expec...
Oct 17, 2024•34 min•Season 3Ep. 1
Alex Newmann (Founder & CEO of Newmann Consulting Group) is an expert at helping founders of B2B companies (either bootstrapped or Series A funded) transition out of founder-led sales, make their first sales hires and build a scalable, repeatable sales process. In this episode, he sits down with Alan Zhao to help change the way you think about making your first sales hires and bring some light to a few strategic mistakes that lead to unsuccessful sales handoffs. When taking the leap out of f...
Aug 01, 2024•21 min•Season 2Ep. 14
Today’s episode welcomes Sahil Patel, CEO of Spiralyze. They help companies grow by providing data-driven performance Conversion Rate Optimization (CRO) services. The point of a great landing page is to lead your potential clients to take action on your offer - whether it’s a demo, a strategy call or a free trial. Sahil mentions that while lead gen gets a bad rap on LinkedIn, it’s still part of a holistic brand strategy and exists as a necessary bridge between prospects liking your brand from af...
Jun 21, 2024•38 min•Season 2Ep. 13
Today’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data including contacts, companies, firmographics and technographics. Austin started out in door-to-door sales. There he was trained to never take no for an answe...
Jun 14, 2024•33 min•Season 2Ep. 12
In case you missed it - today’s episode contains the recording of the June 6th live event with Chris Walker and Alan Zhao about how to implement a signal-based go-to-market approach. Chris’s new company, Passetto , combines proprietary signal-based analytics technology with expert strategic consulting to help B2B companies create breakthroughs in growth and profitability using data. Signal-based go-to-market is an evolution of how sales teams identify which prospects have a higher likelihood to ...
Jun 12, 2024•53 min•Season 2Ep. 11
Today’s guest is Brian Lawrence, VP of Sales at Clazar - the cloud GTM co-pilot for software businesses of all sizes that recently received their $10 million Series A round. Brian started his career at Oracle, where he moved up quickly and became one of the youngest managers at the company. When he was climbing up the ranks, a big part of his success was his willingness to learn and having a high level of curiosity. His leadership style is centered around building a culture of empathy, trust and...
Jun 07, 2024•17 min•Season 2Ep. 10
The jury is still out on the right way to utilize AI in B2B sales. One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines. Today’s guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he’s gone all in on AI tra...
May 30, 2024•27 min•Season 2Ep. 9
Many people don’t realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago. In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue. Here’s the problem - if your PLS motion is implemented without a strategic approach to customer experience and enablement, you’ll end up in a worse position than if you gated the platform from the get-go. Today...
May 24, 2024•35 min•Season 2Ep. 8
B2B Influencer marketing is booming right now. According to Forbes 94% of B2B marketers say influencer marketing is a profitable strategy, yet if you ask around you’re bound to find skilled marketers or founders who invested heavily in creator partnerships and ended up seeing less than desirable results. Here’s the thing - unlike investing in safe, mature and refined marketing methods like ads or SEO, the influencer marketing route requires you to have a strong understanding of a few key aspects...
May 21, 2024•30 min•Season 2Ep. 7
Today’s episode welcomes Aditya Vempaty, VP of Marketing at MoEngage - an insights-led customer engagement platform that can analyze customer behavior and engage them with personalized communication across the web, mobile, and email. MoEngage is a full-stack solution consisting of powerful customer analytics, AI-powered customer journey orchestration, and personalization - in one dashboard. Positioning is an evergreen B2B marketing topic. Technical founders often go down the route of marketing t...
May 17, 2024•28 min•Season 2Ep. 6
This episode continues the conversation with Chris Walker - Executive Chairman of Refine Labs and CEO of Pasetto - a GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. He’s also the host of B2B Revenue Vitals - one of the most beloved podcasts in the B2B revenue ethos. Chris brings up the statistic that 50% of revenue is typically budgeted towards your go-to-market motion, which most of the time leads ...
May 10, 2024•27 min•Season 2Ep. 5
B2B has recently been obsessed with the word “dead”. Cold calling. Email marketing. Blogs. Interview based podcasts. You name it - someone’s made a case on a LinkedIn post that it’s dead and discouraged many from strategies that have worked for seemingly forever. Truth is - in 2024, the word “dead” is more relevant than ever when used to refer to methodologies that were once defining the B2B revenue landscape. Between the downfall of free venture capital, the steady rise of AI and the macroecono...
May 09, 2024•22 min•Season 2Ep. 4
Whether you know it or not, your business has a Nearbound sales strategy. Here’s the secret nobody told you - this type of partner revenue is exactly what drives most of the growth for high performing SaaS companies that take over the market seemingly out of nowhere. So what is nearbound? In simple sales terms, those are the deals that close quickly because the prospect already trusts you before the conversation even begins, as they trust the people that recommended you in the first place. This ...
May 02, 2024•33 min•Season 2Ep. 3
Today’s episode welcomes Phil Carpenter, CMO at ALICE Technologies - the world's first artificial intelligence platform that understands construction. ALICE enhances your construction planning and scheduling abilities to help keep crews flowing on any size project – so you can build faster and cheaper. Everybody wants to be a category creator - until they realize exactly how difficult and time consuming it is. Trying to define something new and communicating it to an unaware audience at the leve...
Apr 30, 2024•30 min•Season 2Ep. 2
Stale marketing is like stale bread. People will bite - but only if they’re desperate enough. When you’re going to market with a new product in a well-established, saturated space that consists of top-heavy key players with billion dollar evaluations, stale won’t cut it. Today’s guest is Melissa Rosentha - CMO at Insight Timer, and ex. Chief Creative Officer at ClickUp, where she built a world-class marketing engine and helped the company go from Series A to the brand that we all know and love t...
Apr 25, 2024•30 min•Season 2Ep. 1
Season 1 is officially over. Huge thank you to everyone who tuned in and the amazing guests that joined us over the last few months - we appreciate you! This new season will feature more highly effective, creative and courageous revenue professionals who have taken their unique strategies to market, succeeded, and now have tactical insights and strategies to share with you. We're looking forward to continuing this journey!
Apr 25, 2024•4 min•Season 1Ep. 16
The B2B Go-To-Market landscape is changing. Again. SaaS companies have adopted a “growth-at-the-lowest-cost” model, while social media platforms are becoming more pay-to-play by the day. This doesn’t go together well. But every now and then you’ll notice a group of companies appear seemingly out of thin air and take over your feed. These companies then go on to announce VC rounds, hit new revenue records and build brands that are forever etched in your mind. That is the power of collaborative gr...
Apr 18, 2024•28 min•Season 1Ep. 15
The biggest myth that movies like The Wolf of Wall Street propagated about sales is that you need to be an a$$hole to succeed. The truth is that most great salespeople who later move on to lead high-performing teams and start companies, typically begin by adopting a lone-wolf, success-at-all-cost mentality, which only gets you so far before limiting you from unlocking your true potential. Today’s episode welcomes Adam Jay - a seasoned sales leader and ex-CRO who now runs Revenue Reimagined - a G...
Apr 11, 2024•29 min•Season 1Ep. 14
Today's episode welcomes Deepinder Singh Dhingra, Founder & CEO of RevSure AI. They’re on a mission to improve predictable revenue growth through Predictive AI for Pipeline Generation for B2B SaaS companies. Deepinder has spent over 20 years in big data analytics and machine learning in multiple industries - but mostly serving the Fortune 500 in both B2B and B2C. A few years ago he saw a market opportunity in B2B SaaS, as the way we run GTM motions nowadays is much more complex and has more ...
Apr 09, 2024•20 min•Season 1Ep. 13
If you got into sales over the last 4-5 years, chances are you’ve never worked on the sales floor. While remote is wonderful, there’s something truly special about the level of interaction, feedback and energy you get when you’re closing deals as a team in-person. Before you start bickering about remote being the only way you’ll ever work, take a moment to listen to someone who’s led 4 revenue teams to exits and recently ran enterprise sales at Meta . Today’s guest is Vince Beese - Founder &...
Apr 04, 2024•29 min•Season 1Ep. 12
The B2B content meta is about to change. LinkedIn is getting its very own short-form video section . We all knew this was coming. And with a potential TikTok ban on the horizon, there’s a whole new market of buyers that will now turn to LinkedIn for their scrolling needs. The time to invest in video is now. Today’s guest knows what it takes to succeed in a video-first content world. Alex Minor is the owner of Eye AM Media - a video production & marketing agency for small businesses, coaches ...
Apr 03, 2024•33 min•Season 1Ep. 11
Your network truly is your net worth. If you’re a new founder who’s bootstrapped and shooting for the stars in a heavily saturated SaaS market, your ability to access early investors, hire the right talent and build revenue generating partnerships will separate you from the startups that sink. Here’s the problem - manually asking people in your network for warm intros is highly inefficient and soon becomes a third job. This episode welcomes Olivier Roth, Chief Growth Officer at The Swarm - a pla...
Mar 28, 2024•15 min•Season 1Ep. 10
Many great B2B content creators have tried and failed to build an audience on YouTube that reflects the type of engagement and community they’ve built on LinkedIn. The reason why is simple - the type of content that succeeds on LinkedIn often falls flat on more casual social media platforms. Today’s guest has built a successful YouTube channel, went viral on Instagram, and built a lifestyle business from his content. If you’re a creator entrepreneur that has put all of their eggs in the LinkedIn...
Mar 26, 2024•28 min•Season 1Ep. 9
