46 episodes

From Vendorship to Partnership is a podcast by Accord, where we learn from high growth startups and leaders who are paving the future of B2B sales. Get insights into how the best sales & CS teams are scaling, and uncover strategies for building your repeatable, collaborative sales & onboarding motion.

In Season 2, Seller’s Journey, Accord’s CEO and Founder Ross Rich chats with top B2B sales leaders – diving deep into their experience building winning playbooks, scaling teams, and successfully partnering with customers.

From Vendorship to Partnership Accord

    • Business
    • 4.4 • 7 Ratings

From Vendorship to Partnership is a podcast by Accord, where we learn from high growth startups and leaders who are paving the future of B2B sales. Get insights into how the best sales & CS teams are scaling, and uncover strategies for building your repeatable, collaborative sales & onboarding motion.

In Season 2, Seller’s Journey, Accord’s CEO and Founder Ross Rich chats with top B2B sales leaders – diving deep into their experience building winning playbooks, scaling teams, and successfully partnering with customers.

    Building a 10/10 B2B Sales Team in 2023, with David Barron, Global Director of Sales at HubSpot

    Building a 10/10 B2B Sales Team in 2023, with David Barron, Global Director of Sales at HubSpot

    Our guest this week is David Barron, Global Director of Sales at HubSpot!

    David’s background is a mix of product and sales – in his 8+ years at HubSpot, he went from sales, to launching Service Hub & Operations Hub on the product team, and back to sales, where he’s building a specialized global sales team to sell those products.

    In this episode, he talks to Ross about how to build a strong sales team in 2023, the pros of team quotas, and more tactics for sellers & sales leaders.

    • 25 min
    [Masterclass] Making the Most of Every Opp from Lead to Live, with CoachCRM, Elemy & Stripe

    [Masterclass] Making the Most of Every Opp from Lead to Live, with CoachCRM, Elemy & Stripe

    In this episode, we're sharing a masterclass we hosted with leaders at CoachCRM, Elemy & Stripe – covering topics like:


    Optimizing every step of the buying journey to hit your goals
    Identifying & removing friction in your sales process
    Building a repeatable process around rep best practices

    Meet the panelists:


    Cory Bray, Co-Founder at CoachCRM and ClozeLoop
    Trevor Clark, SVP Growth at Elemy
    Ryan Libster, Head of Enterprise Sales, East at Stripe

    Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

    • 37 min
    Raising the Bar for B2B Sales Today, with Josh Roth, VP of Commercial Sales at Lob

    Raising the Bar for B2B Sales Today, with Josh Roth, VP of Commercial Sales at Lob

    Early in Josh’s career, he built a $1M book of business exclusively through cold calling and outbound selling. Later, he moved into sales leadership and led a 25-person BDR team at WalkMe, and now leads the Commercial Sales team at Lob. And in Josh’s spare time, he and four partners built SDRDefenders, a community of revenue professionals dedicated to elevating the role of SDRs, which was acquired by Pavilion in 2021.

    Listen to the episode to hear Josh talk about why the bar for sellers is low today, how sales leaders can help raise it again, and his thoughts on where the future of B2B sales is headed.

    Want more B2B sales best practices & content like this? Subscribe to our bi-weekly newsletter!

    • 18 min
    [Masterclass] Driving ARR Through Customer Partnerships, with UserGems, Ashby & Craft Ventures

    [Masterclass] Driving ARR Through Customer Partnerships, with UserGems, Ashby & Craft Ventures

    In this episode, we're sharing a masterclass we hosted with leaders at UserGems, Ashby, and Craft Ventures – covering topics like:


    How to drive more pipeline & deals through strong buyer relationships
    How to build close partnerships at every step of the customer journey
    Tactics for standardizing a buyer-first sales process across your team

    Meet the panelists:


    Christian Kletzl, CEO & Co-Founder at UserGems – passionate about all things pipeline generation and revenue alignment
    Mike Marg, Partner at Craft Ventures – former seller & sales leader at Dropbox, Slack, and Clearbit
    Mike Clapson, VP of Sales at Ashby – previously helped scale Slack from $8M to over $800M+ in ARR

    Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

    • 40 min
    From Lawyer → Sales Leader (and What They Have in Common), with Eric Ortner, VP of Sales at Handle

    From Lawyer → Sales Leader (and What They Have in Common), with Eric Ortner, VP of Sales at Handle

    Our guest this week is Eric Ortner, VP of Sales at Handle!

    Eric started his career as an attorney, and didn’t imagine that his path would eventually lead him to the sales world instead. He found an opportunity selling legal technology, so he could draw on his law background while applying it in a different way. Now he has over a decade of experience in sales and is currently leading sales at Handle, a YC construction software startup.

    Want more B2B sales content like this? Subscribe to our bi-weekly newsletter for insights from top sales leaders, events, and more!

    • 15 min
    Exchanging Value with Your Buyers as a Top Seller, with Trent Dressel, Sr Account Executive at Qualtrics

    Exchanging Value with Your Buyers as a Top Seller, with Trent Dressel, Sr Account Executive at Qualtrics

    Our Seller's Journey guest this week is Trent Dressel, Senior Account Executive at Qualtrics!

    Trent started in software sales as an SDR, put in over 50,000 cold calls, and over the past 4+ years has moved up the ranks to his current role. He’s passionate about B2B sales and provides content and resources to other sellers via his LinkedIn, YouTube, website, and other social channels. 

    In this episode, he chats with Ross about his biggest lessons learned, advice for building strong buyer relationships, and his thoughts on the future of B2B sales.

    Want more B2B sales content like this, including exclusive events & tactics from top sales leaders? Subscribe to our bi-weekly newsletter!

    • 18 min

Customer Reviews

4.4 out of 5
7 Ratings

7 Ratings

Pinakapogi1982 ,

Main sales podcast

Really enjoy this podcast and the wide variety of topics and thought leaders. I’ve learned a lot. This is my go to podcast

Jonathan Smithh ,

How startups (actually) build their GTM motion

Very cool to hear how top startups get their first customers and build a repeatable sales and success motions.

Wayne is awesome ,

Must listen for tech founders

Amazing insights from founders on how to think about and approach sales!

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