Podcast
Revenue Execution: Defining the Standard for Revenue Excellence
Hosted by Accord · EN
Great strategy fails without execution. If your sales process is scattered and ignored, you need Revenue Execution.
Join host Ross Rich and top B2B leaders as they skip high-level theory to focus on the operational reality of building revenue infrastructure.
Each week, we explore how to transform processes into enforceable standards, get real ROI from your people, and ensure every rep executes like a top performer. It’s time to make excellence the standard, not the exception.
21episodes
Episodes
Newest firstAll episodes
Why a ‘Fast Start’ is Non-Negotiable with Dana Therrien, VP of Sales Performance Management at Anaplan
Jul 8, 202500:19:11Tap to summarizeOur guest for Episode 87 is Dana Therrien, VP of Sales Performance Management, Anaplan. Dana began his career as a U.S. Army Officer in the Finance Corps, with his first assignment at NATO headquarters in Belgium, followed by a role in Army Intelligence in Washington, D.C. He later transitioned into finance and operations roles across various companies. He brings over 20 years of experience to the conversation. In this episode, Ross and Dana discuss why an unapologetically decisive approach to GTM planning is the ultimate key to executing a fast start and winning the market.
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Committing to the Craft of Selling with Abe Smith, Chief of Global Field Sales Operations at Freshworks
Feb 18, 202500:22:38Tap to summarizeOur guest for Episode 68 isAbe Smith, Chief of Global Field Sales Operations at Freshworks. Abe built his 30+ sales career working for high-growth B2B SaaS companies. In this episode, Ross and Abe discuss how to balance the craft, passion, and professionalism of sales execution excellence with a tech-driven future.
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Swarming Accounts & Proactively Preventing Churn with Christian Kletzl, CEO, at UserGems
Feb 11, 202500:22:52Tap to summarizeOur guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.
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Clear Incentives and Accountability with Kathleen Waid, Fractional CRO
Feb 4, 202500:28:30Tap to summarizeOur guest for Episode 66 is Kathleen Waid, a Fractional CRO working with companies like SilentEight, Themis, JUMO, Valid and Solo.one. Kathleen is a sales and revenue expert who brings more than two decades of experience to the conversation. In this episode, Ross and Kathleen discuss the importance of accountability, empowerment, and measurement in driving execution excellence. They also explore how to motivate teams with clear comp incentives, and why understanding why customers buy and renew is crucial.
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Getting Fish on the Table with Ed Armishaw, Sales Director at ServiceNow
Jan 28, 202500:29:08Tap to summarizeOur guest for Episode 65 is Ed Armishaw, Sales Director, ServiceNow. Before joining ServiceNow, Ed held leadership roles at Salesforce and Walkbase. He brings more than 18 years of experience to the conversation. In this episode, Ross and Ed discuss three strategic tips for achieving execution excellence in enterprise sales. They explore the importance of leading as part of a team rather than being a lone wolf, establishing a strong point of view, and effectively telling your story to “get fish on the table.”
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Data, Definitions & Peak Customer Moments with Jen Igartua, CEO at Go Nimbly
Jan 21, 202500:30:32Tap to summarizeOur guest for Episode 64 is Jen Igartua, CEO at Go Nimbly. She spends her days helping high-growth companies craft frictionless, human-centered buying experiences, bringing over a decade of expertise to the conversation. In this episode, Ross and Jen discuss how marketers can set reps up for success, why streamlining definitions matter, and the importance of foundational data.
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Using AI Agents to Build a Productive Revenue Org with Alina Vandenberghe, CEO at ChiliPiper
Jan 14, 202500:27:26Tap to summarizeOur guest for Episode 63 is Alina Vandenberghe, CEO at ChiliPiper. Alina is a serial entrepreneur with over two decades of experience. Prior to founding ChiliPiper in 2016, she held leadership positions at Sharecare, Pearson, and Bloomberg. In this episode, Ross and Alina discuss how to build a more productive revenue organization with AI agents.
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Hiring, ICP, and Cross-functional Alignment with Jason Abrams, VP of Revenue Strategy at Plenful
Jan 7, 202500:23:50Tap to summarizeOur guest for Episode 62 is Jason Abrams, VP of Revenue Strategy at Plenful. Before joining Plenful in June of 2024, Jason held leadership positions at Spring Health, Color, and Lyra Health. He brings more than a decade of sales experience to the conversation. In this episode, Ross and Jason discuss why it’s important to identify what works for your ideal customer profile (ICP), hire excellent reps, and maintain tight communication between your Sales, CS, and Product teams.
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Building a Culture of Ownership & Transparency with Andrew Dubowec, Chief Growth Officer at League
Dec 3, 202400:27:46Tap to summarizeOur guest for Episode 61 is Andrew Dubowec, Chief Growth Officer at League. Before joining League in 2016, Andrew held leadership roles at Union Capital and North. He brings more than 15 years of experience to the conversation. In this episode, Ross and Andrew discuss how to promote an “own it” culture, embrace growth as a team sport, and build a culture of transparency.
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People-Centric Strategies to Drive Effectiveness and Impact, with Shannon Hopkins, RVP, Enterprise Account Management at BetterUp
Nov 26, 202400:22:41Tap to summarizeOur guest for Episode 60 is Shannon Hopkins, RVP, Enterprise Account Management at BetterUp. With over a decade of leadership experience at companies like League, Inc. and Salesforce, Shannon brings a wealth of insight and expertise to the conversation. In this episode, Ross and Shannon discuss how to enhance manager effectiveness, support high-performing individuals, and promote overall team well-being.
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