Podcast
Under Oath: Revenue Takes The Stand
Hosted by Scott Knudson, Zach Ramey, Cole Castleberry, Rankings · EN
Under Oath is for sales and revenue leaders and who actually want to build better teams. We talk specifics—what works, what doesn’t, and how to scale without the guesswork. Hosted by three sales vets across sales ops, management, and leadership, we "take to the stand" real ideas, tactics and expert guests who’ve been there. No fluff, just the stuff that moves the needle. If you like shows like The Sales Gravy Podcast, Sell or Die, or Make it Happen Mondays - you'll love Under Oath. Under Oath is powered by Rankings.io
18episodes
Episodes
Newest firstAll episodes
Ultimate Sales Leadership Training for 2025 [ep 18]
Aug 5, 202500:17:51Tap to summarizeWhen Zach Ramey was hired, the goal was modest: 3 sales for $300K. The result? 32 deals. $4 million. Year one. In this episode of Under Oath, the revenue leaders at Rankings.io break down what it actually takes to scale—from staffing decisions to coaching philosophy to owning your pipeline in-house. CRO Zach Ramey, VP of Sales Cole Castleberry, and Senior Director of Sales Enablement Scott Knudson walk through five powerful lessons forged through failure, not theory. Whether you’re building your first outbound team or leading a mature GTM org into a new year, this episode reveals the structure and mindset behind high-output sales leadership. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why “activity” isn’t the metric that matters most The hiring philosophy that outperforms 5 reps with 2 What sales enablement actually looks like at an elite agency Why outsourcing growth is almost always a losing bet How to turn failure into fuel—and coach through it
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Sales Prospecting: How to Become the Best On Your Team [ep 17]
Jul 29, 202500:29:05Tap to summarizeYou’ve done the calls, followed the script, hit quota a few times. But still—something’s missing. This episode is for the reps stuck in the middle. The ones who should be crushing it by now… but aren’t. The Rankings revenue team—Zach Ramey (CRO of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Sr. Director of Sales Enablement)—pull back the curtain on what actually separates good prospectors from great ones. And it’s not a better subject line or tighter talk track. It’s what happens before the work even begins. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why every great prospector has a personal routine—and why yours matters more than your tech stack The surprising (but true) connection between life habits and sales performance How to handle rejection like a professional athlete (because top reps train like one) The difference between activity and actual output—and why most reps are fooling themselves How to audit your own habits, mindset, and work ethic if you want to make the leap
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AI in Sales: What to Use, What to Skip, and What to Automate [ep 16]
Jul 22, 202500:39:18Tap to summarizeAI is in every tool. We’ve hit peak saturation. But for sales leaders, the real question is: Does it actually generate revenue? We know you care about: More calls. Better follow-up. Higher conversion. Lower burnout. In this episode of Under Oath, the Rankings.io revenue team puts AI on the stand. Host Scott Knudson (Director of Sales Enablement) is joined by Zach Ramey (Chief Revenue Officer) and Cole Castleberry (VP of Sales) to break down how AI really impacts pipeline, productivity, and performance—from call summaries to custom bots. Whether you're AI-curious or already deep in prompt engineering, this episode will help you build a smarter sales org—without sacrificing human connection. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: The AI mistake that’s making your reps lazy How to inspect what you expect when coaching reps using AI The difference between leveraging AI and depending on it Why your follow-up emails should never be 100% AI-generated The only ROI calculation you need to justify your next AI tool Closing Arguments: “Use AI to get your reps one more call a day. That’s a million-dollar difference.” “AI should help you build trust—not replace it.” “If AI is coaching your team—and you’re not—you’re falling behind.” “Everyone has AI now. Winners are the ones who use it right.”
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$4M Outbound: How We Built a Sales Team That Works [ep 15]
Jul 15, 202500:48:51Tap to summarizeIf you're leading a revenue team and thinking about scaling outbound, this episode is a must-listen. The Rankings.io crew unpacks how they scrapped a $40K/month outsourced mess and built a lean in-house team that closed $4M in its first year—without bloated tech stacks or high-volume fluff. You’ll hear what actually moves the needle: hiring reps who can think, not just dial; creating outreach that feels human, not automated; and building a system that scales without losing its edge. No theory—just real-world lessons from a team that’s doing the work. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why a high-performing in-house BDR can outperform three mediocre reps The biggest mistake leaders make when scaling outbound—and how to avoid it How Rankings built a $4M outbound engine in under a year (and doubled it in Year 2) The real reason personalization cuts through the noise—and why most reps fail at it The overlooked role of enablement in building high-output, high-morale teams Closing Arguments: “A great BDR can offset three mediocre ones.” “If you're just checking boxes, you're doing it wrong.” “You weren’t hired to sound like AI—you were hired to sound like you.” “Every cold call is the first experience someone has with your brand—act like it.”
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What You Really Need to Get Hired in Legal Sales (and Why Resume Experience Isn’t Enough) [ep 14]
Jul 8, 202500:48:48Tap to summarizeIn this episode of UnderOath, the Rankings.io revenue team tears down one of the most common beliefs in hiring: that traditional experience—job titles and résumé bullets—predicts success. Hosts Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) make the case for something different: lived experience, self-awareness, and the ability to tell your story clearly are far better indicators of performance in legal sales. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why resume “matches” often miss the best candidates What makes lived experience more valuable than formal experience How to interview in a way that tells your full story Why leaders often fail by trying to hire versions of themselves The traits that top legal sales hires really share Closing Arguments: “I don’t need the next me. I need someone who’s been through something and learned from it.” “It’s always my fault—even if it’s not.” “You can bend more of your sales reality than you think.” “Momentum is real—winning breeds winning.”
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Sales and Marketing: Divide and Stall. Align and Scale. [ep 13]
Jul 1, 202500:35:57Tap to summarizeIn this episode of Under Oath, Scot Knutson (Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) break down the blind spots and breakthroughs that come with merging sales and marketing into one revenue-driving force. This is not your average “alignment” conversation. From attribution chaos and dirty data to the psychological edge of branding inside the funnel, this episode exposes the internal moves that took Rankings.io from 7 figures to hypergrowth mode. This episode is for: Sales leaders rethinking how sales and marketing collaborate Revenue execs scaling fast but flying blind Anyone who’s had to say, “I don’t know where that lead came from” What You’ll Learn: Why most marketing data is a mess—and how to clean it up The overlooked power of shared revenue goals How branding becomes your closer The demand gen shift that unlocked real pipeline Why great reps shouldn’t care if a lead was inbound or outbound The hidden cost of separating sales and marketing orgs Closing Arguments: “Your best reps shouldn’t know where the lead came from—and that’s a good thing.” “Every sales call is a marketing opportunity in disguise.” “Marketing didn’t open the door—they built the house to the sale.” Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast
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Remote Work Renegades: Building a Revenue Machine Without an Office [ep 12]
Jun 24, 202500:53:37Tap to summarizeYou’ve heard it before: remote teams can’t compete. Today’s episode rips that lie apart. In this episode of Under Oath, the Rankings revenue squad puts remote work on trial. Hosts Scott Knudson (Sr. Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Casselberry (VP of Sales) dig into how they’ve built a high-output, high-culture sales organization with zero offices and no hand-holding. From torching unproductive meetings to hiring like Navy SEALs, they share what actually works when no one's watching—and why most remote teams implode. This episode is for: Sales leaders rethinking hybrid Revenue execs scaling lean Anyone tired of “remote = lazy” narratives What You’ll Learn: Why most remote cultures fail—and how to build one that wins The one thing your remote hires must show before day one Why “freedom” at work demands more accountability, not less Closing Arguments: “You're extendable. Remote opens you up to 100x more competition.” “Autonomy without ownership? That’s just chaos.” “Be obsessed. Or be replaced.” Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast
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Crush the Competition by Ignoring Them: Why the best reps aren’t obsessed with rivals—they’re obsessed with growth. [ep 11]
Jun 17, 202500:41:28Tap to summarizeFrom extreme ownership to 1% gains, elite sellers know the real battle is beating who they were yesterday. In this episode of Under Oath, Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) take the stand to dissect what it really means to "crush the competition." From rethinking your competitor landscape to winning by selling belief in your team, the crew reveals how mindset, process, and internal trust are more powerful than flashy features. Whether you're losing deals or setting the standard in your market, this episode is your blueprint for outlasting and outplaying everyone else. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why your biggest competition is yourself—not the company across the street The order of operations for winning: mindset → process → product How top sellers respond when a competitor outmaneuvers them The power of cross-functional alignment in keeping clients long after the contract is signed Why copying your playbook doesn’t mean they can beat you Closing Arguments: “There is no competition—you’re only competing with yourself.” “Win the war inside your walls first.” “You didn’t lose because of the product. You lost because you didn’t position it well.” “Real trust in your people will always outperform a shiny feature.”
Transcribe →Habits of Winners and Losers: How Mindset Shapes Sales Success [ep 10]
Jun 10, 202500:43:17Tap to summarizeIn this episode of Under Oath, the Rankings.io revenue team dives deep into the differences between winners and losers in sales. Hosts Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) share battle-tested insights from the frontlines of legal marketing sales. From the intentionality behind every call to the mindset that overcomes slumps, the team unpacks what separates those who consistently win from those who plateau—or worse, fade away. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: The killer habits that winners bring to every sales call Why “it is what it is” is a dangerous mindset trap How top sellers bounce back from slumps faster than everyone else The telltale signs of loser behavior that leaders should watch out for Why taking 100% ownership is the ultimate winning trait Closing Arguments: “Every action should be an intentional action.” “It’s always my fault—even if it’s not.” “You can bend more of your sales reality than you think.” “Momentum is real—winning breeds winning.”
Transcribe →Winning Is Overrated: How Top Sellers Use Failure to Level Up [ep 9]
May 27, 202500:35:21Tap to summarizeFailure isn’t the end—it’s the fuel. In this episode of Under Oath, the Rankings.io revenue team opens up about their biggest losses, toughest setbacks, and the lessons that turned them into elite performers and coaches. From lost deals to missed promotions and everything in between, Zach Ramey (SVP of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Director of Sales Enablement) share how leaders can turn failure into growth—and how reps can bounce back stronger than ever. If you're building a performance culture, leading a sales team, or in the middle of a career low point, this episode is for you. Watch the Full Video on YouTube: @UnderOathPodcast Follow Us for More Revenue Intel: Instagram: @underoathpodcast TikTok: @underoathpodcast What You'll Learn: Why your biggest losses often create your best sellers How to coach reps through failure without losing them Why failure without follow-up is wasted potential What “good leaders” actually do when someone blows it The mindset that transforms failure into fuel Closing Arguments: “Winning feels good. Failure builds greatness.” “Fear of failure is fear of growth.” “You didn’t lose until you stopped trying.”
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