The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling)
How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs? Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to t...
23 Aug 202337min
Why OpenAI Had to Un-do Sales w/ Aliisa Rosenthal (Head of Sales, OpenAI)
Hired by Sam Altman. Leading a team of two people. And then your product changes the world. Host Mark Roberge is joined by Aliisa Rosenthal (Head of Sales, OpenAI) to discuss how she leads sales at O...
16 Aug 202336min
How to Escape the PLG Trap w/ Oliver Jay (Founding CRO, Asana)
Stop looking at playbooks, and start looking at the learnings. Because success is always about context. And with the right planning, PLG startups can set themselves up the PLG trap – where PLG compan...
9 Aug 202335min
How to Take Your Sales Playbook Upstream w/ Kevin Egan (Head of Global Enterprise Sales, Atlassian)
Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business. Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discu...
2 Aug 202332min
Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex)
Host Mark Roberge is joined by Doug Adamic (CRO at Brex) to discuss how Doug turned Brex into a strategic sales machine, with the power of his sales process playbook. In this episode learn more about:...
26 Jul 202335min
How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta)
If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta. Ho...
19 Jul 202334min
How to Create Customer Advocates In Your Go-To-Market w/ Jay LeBoeuf (Head of Sales, Descript)
How did an electrical engineer Lecturer at Stanford become the Head of Business & Corporate Development at Descript? And how is he empowering customers to become champions of product at Descript? Hos...
12 Jul 202335min
How to Add a Sales Org to Your PLG Company w/ Dino DiMarino (CRO, Snyk)
Layering a sales organization onto your PLG is critical to your success. It’s a totally different motion from sales-led growth. And yes, you need to align your organizations differently to get it righ...
5 Jul 202336min
