The SaaS Sales Performance Podcast

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The SaaS Sales Performance Podcast

B2B SaaS sales are changing in real-time, and conventional wisdom is becoming quickly obsolete. On the SaaS sales performance podcast, we’ll provide you with the practical tools you need to take advantage of this rapidly changing environment. We read the latest research so you don’t have to. Our masterclasses are distilled down into indispensable practical advice, and we speak to the experts on the front-lines. This is the podcast for anybody wanting to be on the cutting edge of SaaS sales.

  1. 6 DAYS AGO

    Building a Lean Sales Machine with Roberto Ruiz

    In this episode of the SaaS Sales Performance Podcast, we’re excited to welcome Roberto Ruiz, Former Chief Revenue Officer at Florence, who brings a wealth of expertise in revenue leadership. With a fresh perspective from his new role, Roberto offers actionable insights on the most critical challenges facing revenue leaders today. Roberto shares his three key focus areas: refining go-to-market strategies to eliminate inefficient “spam cannon” outreach, the importance of rigorous pre-qualification to maximise sales efficiency, and simplifying organisational design for a smoother client experience. He explains how to create lean, effective sales machines while maintaining clear boundaries between customer success and account management roles. Tune in as Roberto discusses the impact of evolving technologies, the art of building better habits in onboarding, and why focusing on the right metrics is essential to avoid “selling empty calories.” If you’re looking to optimise your sales strategy and drive sustainable growth, this episode is packed with wisdom from a seasoned revenue leader.

    18 min

  2. FEB 11

    Navigating Global Growth with Focus and Innovation with Karen Dowse

    In this episode of the SaaS Sales Performance Podcast, we are thrilled to welcome Karen Dowse, Senior Vice President of EMEA Commercial at Mintel, a leading market intelligence agency. With over 20 years at Mintel, Karen’s journey from marketing to sales leadership offers a wealth of insights on navigating the complexities of a global organisation.Karen dives deep into how Mintel empowers global brands with cutting-edge market intelligence, blending data, technology, and human expertise to predict consumer needs and trends. She also sheds light on the challenge of maintaining focus amidst rapid growth, sharing the secret of Mintel’s relentless monthly cadence and the importance of aligning commercial and product teams.We also explore the transformative impact of AI on Mintel’s offerings, enabling broader client engagement and the expansion into new segments such as technology and analytics teams. Karen discusses the importance of customer trust, career growth, and skill development, emphasising Mintel’s commitment to a learning culture and how it shapes their continued success.Tune in for valuable leadership lessons on driving business growth through innovation, focus, and a deep understanding of customer needs.

    25 min
  3. Partner-First Strategies for Enterprise Sales with Archie Moore

    FEB 4

    Partner-First Strategies for Enterprise Sales with Archie Moore

    In this episode of the SaaS Sales Performance Podcast, we’re thrilled to welcome Archie Moore, Global Sales Director at HG Insights. Archie shares his journey of leading global sales teams in an ever-evolving market. With a focus on adapting to buyer behavior, he explores how HG Insights helps businesses make data-driven decisions about IT investments, delivering real value by improving productivity and driving new business.Archie dives into the shift towards a partner-first sales model, integrating social selling within a partner ecosystem to drive enterprise growth. He also discusses the critical role of client advisory services and why providing customers with proven best practices is essential in today’s competitive landscape.Tune in as Archie reveals his strategy for empowering his team, ensuring that high performers lead by example, and how HG Insights is moving toward a more land-and-expand model. If you’re looking to navigate the complexities of sales in a premium enterprise environment, this episode is packed with valuable takeaways on leadership, customer engagement, and long-term success.

    21 min

  4. JAN 24

    Thriving in Early-Stage Sales: Insights from Alex Morris

    In this episode of the SaaS Sales Performance podcast, we are excited to welcome Alex Morris, Regional Director of Sales for EMEA at Instabase. Alex shares his passion for early-stage companies, where he thrives in entrepreneurial and fast-paced environments. He discusses the evolution of enablement functions, emphasising the need for a comprehensive go-to-market strategy. Alex highlights the importance of focusing on the basics, such as call recording and self-reflection, while also fostering creativity and ownership within sales teams. Discover his approach to involving customers in quarterly sales meetings to enhance understanding and care, and learn about his tailored leadership strategies for managing a dispersed EMEA team. Join us for an insightful conversation packed with practical strategies and leadership wisdom from a seasoned sales leader.

    28 min

  5. 11/21/2024

    Trust and Feedback: Keys to Sales Success with Ryan Fagan

    In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Ryan Fagan, Sales Director at Normative.io. Ryan shares his dynamic career journey, transitioning from investment banking to sales, and eventually into leadership roles. He highlights his experience at Peakon, the subsequent acquisition by Workday, and his decision to join Normative.io for its alignment with sustainability goals. Ryan emphasizes the importance of trust in building a high-performing culture and shares insights on implementing effective feedback frameworks. He also discusses adapting sales strategies in a changing market, engaging CFOs, and fostering future leaders through champion processes. Join us for an inspiring conversation filled with practical strategies and leadership wisdom.

    21 min

  6. 10/22/2024

    Leadership Lessons in Sales with Tatiana Dmitrieva

    In this episode of the SaaS Sales Performance podcast, we are excited to welcome Tatiana Dmitrieva, Director of Sales and GM of the Prague office at Usercentrics. Tatiana shares her compelling journey from individual contributor to sales leader, highlighting the crucial role of coaching and the challenges of delegation. She discusses the importance of identifying natural-born leaders and fostering a culture where making mistakes is part of the learning process. Tatiana provides insights into the evolving skills needed for effective leadership, emphasising time management, organisation, and regular team interactions. Discover her successful model of training postgraduates and the shift towards demand capture in outbound work. Tatiana also explores the use of conversation intelligence tools to assess sales skills and improve call quality. Join us for an engaging conversation packed with valuable strategies and leadership insights.

    28 min

  7. 09/24/2024

    Agile Sales Strategies in Fintech with Lewis Stock

    In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Lewis Stock, Head of Business Development for the UK & US at YuLife.Lewis shares his incredible journey from being one of the first employees at YuLife to becoming a pivotal sales leader.Discover how YuLife, a tech-driven financial services brand, is disrupting the traditional insurance industry by bringing joy and meaningful connections to their clients. Lewis delves into the strategic shift towards a B2B SaaS playbook, the importance of agility and feedback, and the challenges faced during this transition. He also discusses the critical role of manager training, data-led coaching, and the formulation of data-driven strategies for effective scaling. Join us for an engaging conversation packed with valuable insights on leadership, sales strategies, and innovation in the financial services sector.

    31 min

  8. 08/15/2024

    Enhancing Sales Skills and Strategy with Coralie de Robert

    In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Coralie de Robert, Sales Director at Salesloft.Coralie dives into the intricate world of sales performance management, sharing her strategies for maintaining team productivity and focus amidst end-of-quarter pressures.She provides a detailed overview of the skills assessment framework used with her team, emphasizing the importance of product mastery, communication, and attitude in developing top-performing sales reps.Coralie discusses the market shift towards profitability over market share, highlighting the challenges of customer acquisition and cost-cutting. Discover how she is fostering a high-performance culture by increasing coaching time and setting clear expectations.Coralie also shares her vision of transitioning from managing to leading, aiming to inspire and develop leadership skills within her team and the broader tech industry.Don’t miss this insightful episode packed with practical tips and leadership wisdom.

    13 min
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B2B SaaS sales are changing in real-time, and conventional wisdom is becoming quickly obsolete. On the SaaS sales performance podcast, we’ll provide you with the practical tools you need to take advantage of this rapidly changing environment. We read the latest research so you don’t have to. Our masterclasses are distilled down into indispensable practical advice, and we speak to the experts on the front-lines. This is the podcast for anybody wanting to be on the cutting edge of SaaS sales.

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