Revenue Execution: Defining the Standard for Revenue Excellence

Accord
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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.

  1. FEB 4

    Is Your Sales Process Now Irrelevant? | Scott Barghaan

    Our guest for this episode is Scott Barghaan, a seasoned sales leader who serves as an advisor, professor, and investor to a range of organizations. Prior to joining the Kellogg School of Management, Scott held leadership roles as an SVP at Salesforce and GM at Dell. He brings more than two decades of experience to the conversation.  In this episode, Ross and Scott discuss the future of AI in sales, from redefining trust in an automated world to aligning GTM motions with modern behavior. They wrap up the conversation with predictions of what AI means for 2026.

    27 min

  2. JAN 21

    Relationships, Consultative Selling & High-Impact Inputs | Jeff Perry, CRO at Carta

    Are you struggling with long enterprise sales cycles? Jeff Perry, CRO of Carta, reveals why "being busy and having meetings" is the silver bullet to B2B sales success—and how his team turned 18-month sales cycles into a competitive advantage through patient selling.In this episode, Jeff shares battle-tested sales leadership strategies from his journey at Oracle, DocuSign, and scaling Carta from early-stage startup to industry leader. Learn how to build a high-performing sales culture that focuses on controllable inputs rather than obsessing over outputs, and discover why the fundamentals of relationship-building remain constant whether you're selling SMB or enterprise.

    18 min

  3. JAN 7

    Role-Based Enablement & The Metrics that Prove it Works | Jordan Watson, Director, Customer First Enablement at Okta

    Our guest is Jordan Watson, Director of Customer First Enablement at Okta. Before joining Okta in 2024, Jordan held leadership roles at Broadcom and VMware. She brings more than a decade of sales and marketing experience to the conversation.  In this episode, Ross and Jordan break down why role-based enablement outperforms company-wide programs and how teams can measure its real impact.

    15 min

  4. 12/17/2025

    How Customer-Centricity Drives Success | Vanessa Brangwyn, CRO at Motus

    Our guest for is Vanessa Brangwyn, VP Sales, Motus. With more than a decade of revenue experience, Vanessa has held leadership roles at Pavilion and Achievers before joining Motus in 2024. In this episode, Ross and Vanessa discuss Vanessa’s 3 tips to drive execution excellence: being customer-centric in everything you do, leveraging RACIs and clear ROEs, and running deal accelerator workshops.

    19 min

  5. 12/03/2025

    Let Your Top Reps Run Sales Training | Andrew Zinger, Sr. Director of Global Sales Enablement at Fastly

    Our guest for is Andrew Zinger, Senior Director, Global Sales Enablement, Fastly. Andrew is a seasoned sales enablement leader with over 20 years of experience. Before joining Fastly in 2023, he held leadership roles at top technology companies, including Figma, Dropbox, and Salesforce. In this episode, Ross and Andrew discuss how to drive execution excellence through adaptive enablement leadership, exploring how to balance strategic direction with rallying teams around a shared vision while staying flexible to evolving organizational needs.

    18 min

  6. SEASON 4 TRAILER

    Introducing Revenue Execution with Ross Rich

    The world of B2B SaaS has fundamentally changed. The era of "growth at all costs" is behind us, and the margin for error has disappeared. In a market defined by tighter budgets and the rapid rise of AI, the old playbooks for execution simply don’t work anymore. You’ve invested in the right GTM strategy and enablement programs. But if your sales process is still scattered across static documents while the market demands speed and precision, you are left with unpredictable results. It’s time to bridge the gap between theory and the new reality of execution. We are excited to announce the launch of Revenue Execution: Defining the Standard for Revenue Excellence, a new podcast launching on December 2nd. Hosted by Accord CEO and Co-Founder, Ross Rich, this show is for leaders dedicated to transforming sales theory into results. We skip the fluff to have honest conversations with the industry’s most successful leaders about the reality of building revenue infrastructure. Tune in each week as we break down how top leaders: Transform sales processes into enforceable revenue infrastructure. Get real ROI from their biggest investments: people and process. Operationalize AI to enforce playbooks that make every rep execute like a top performer. Create standards that drive consistency across the entire team. If you want to learn directly from tech’s top revenue leaders and operators about how they build their engines, this is the podcast for you. We are kicking things off with an incredible lineup of leaders navigating these shifts right now: Andrew Zinger – Senior Global Director, Global Revenue Enablement at Fastly Vanessa Brangwyn – CRO at Motus Jordan Watson – Director, Customer First Enablement at Okta Chris Perry – CRO at Carta Launching December 2nd on Spotify, Apple Podcasts, YouTube, or wherever you listen to podcasts.

    1 min
  7. Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social (Revisited)

    07/29/2025

    Deal Motivation, Momentum & Risk with Cale Tully, VP Enterprise & Mid-Market Sales, at Sprout Social (Revisited)

    This week, we're going into the archives to bring back our classic conversation with Cale Tully, VP of Enterprise & Mid-Market Sales at Sprout Social. Drawing on his 11 years in leadership at Salesforce, Cale joins Ross to discuss three timeless tips for operationalizing deal excellence. They cover understanding the three 'whys' behind your prospect’s motivations, maintaining deal momentum through frequent communication, and calibrating deal risk to ensure success.

    25 min
  8. How to Structure Your GTM Team for Growth with Kyle Norton, CRO at Owner (Revisited)

    07/22/2025

    How to Structure Your GTM Team for Growth with Kyle Norton, CRO at Owner (Revisited)

    Some conversations are so foundational that they deserve an encore. That's why we're re-releasing one of our most popular episodes ever, a conversation that has stood the test of time. Ross is joined by Kyle Norton, CRO at Owner. With more than a decade of sales leadership experience, Kyle breaks down the evergreen principles of building a high-performing sales machine. Together, they explore the immense value of documenting everything, the strategic power of conducting dry runs, and the essential structure required to scale a sales organization effectively.

    37 min
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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.

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