From Vendorship to Partnership Accord

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.

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

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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.

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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

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.

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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!