10/10 GTM

May 14 2024
10/10 GTM Podcast artwork

10/10 GTM is a podcast by Accord that dives into how B2Bs most successful Revenue Leaders win (no matter the product or market). Discover secrets from the best to achieve your repeatable revenue goals. In this season, we talk to legendary leaders such as 5x CRO John McMahon, and execs from 6Sense, JB Sales, Chili Piper, and Hubspot about how to drive consistent sales execution — leading to predictable forecasts (& better sleep).

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Defining Excellence, Role Plays, and Up-skilling Reps with Phil Dantas, Director of Sales at Clio

May 14 2024 24 mins  
Our guest for this episode is Phil Dantas, Director of Sales at Clio. Phil brings more than a decade of sales experience to the conversation. In this episode, Ross and Phil discuss why revenue leaders must define excellence, consistently role play and up skill their reps, and inspect expected outcomes.

Strategies to Drive Sales Enablement Success for Adoption & Impact

May 07 2024 37 mins  
Over $70B is spent annually up-leveling revenue teams. This begs the question: How much of this investment translates into tangible improvements for how account executives and customer success managers engage with prospects and customers? In this masterclass, enablement leaders from Databricks, Teamwork, and Slack discuss how to assess whether your enablement investments are effec

Nailing the Problem, Asking Great Questions & Overcoming Confirmation Bias with David Priemer, Founder of Cerebral Selling

Apr 30 2024 34 mins  
Our guest for Episode 30 is David Priemer, Founder & Chief Sales Scientist at Cerebral Selling. David began his career as a research scientist before pivoting to sales. He brings more than 20 years of sales experience to the conversation. In this episode, Ross and David discuss why it’s important to nail the problem rather than jumping to solutions, the art of asking great d

Effort, Mutual Plans & Paranoia in the Sales Cycle with Paul Snelson, SVP of Global Sales at SysAid

Apr 23 2024 29 mins  
Our guest for Episode 29 is Paul Snelson, SVP of Global Sales at SysAid. Before joining SysAid, Paul held leadership roles at Meal Ticket, TouchBistro, and Salesforce. He brings more than two decades of experience to the conversation. In this episode, Ross and Paul discuss why effort is not optional, the critical role of mutual plans, and the benefit of being the paranoid sales re

Mastering Fundamental Sales Skills to Close More Deals in 2024

Apr 16 2024 37 mins  
In an era marked by market volatility, bringing in new business has become increasingly challenging. With larger buying committees, extended deal cycles, and stricter budgets, the landscape of selling has evolved. To navigate the complexities of this new world, there’s one essential tool in your sales stack you can count on: the fundamentals. In this masterclass, revenue leaders

How to Streamline Buying & Selling with Peter Borkovich, SVP Sales at Yotpo

Apr 09 2024 26 mins  
Welcome to Season 3 of 10/10 GTM: The Podcast for Revenue Leaders! Our guest for Episode 27 is Peter Borkovich, SVP of Sales at Yotpo. With a wealth of experience spanning two decades, Peter has held leadership positions at InVision and Salesforce before joining Yotpo. In this episode, Ross and Peter discuss the why behind deals, the 3 levels of a sale, and how to make it easier fo

Winning Customers and Driving Growth with Chloe Stewart, Fractional CRO

Apr 02 2024 30 mins  
Our guest for Episode 26 is Chloe Stewart, Fractional CRO, and former CRO at Pilot.com. Chloe is an accomplished revenue leader who builds and executes GTM models for high-growth companies. She brings more than 15 years of sales experience to the conversation. In this episode, Ross and Chloe discuss the importance of being someone customers want to buy from, the necessity of holdi

Measuring, Celebrating & Course Correcting Sales Initiatives with Mark Wayland, CRO at Box

Mar 26 2024 22 mins  
Our guest for Episode 25 is Mark Wayland, CRO at Box. Before joining Box in 2019, Mark held leadership positions at Tanium, Salesforce, and Gartner, Inc. He brings more than three decades of experience to the conversation. In this episode, Ross and Mark discuss the importance of codifying deal excellence, partnering with frontline managers, and implementing effective strategies to

Mutual Action Plans & Multi-threading Strategies with Dan Wardle, VP of Sales at Noibu

Mar 19 2024 27 mins  
Our guest for Episode 24 is Dan Wardle, VP of Sales at Noibu. Before joining Noibu, Dan held leadership positions at Vidyard, Salesforce, and Blackberry. He brings two decades of experience to the conversation. In this episode, Ross and Dan discuss Dan’s top three tips for operationalizing deal excellence across revenue organizations. They explore the importance of ironing out n

The Critical Role of Your ICP, Training & Deal Reviews with Dan Dal Degan, Co-founder of Talas

Mar 12 2024 24 mins  
Our guest for Episode 23 is Dan Dal Degan, Co-founder of Talas. Dan brings 37 years of sales experience to the conversation, with more than two decades working specifically in SaaS. In this episode, Ross and Dan discuss the critical factors for closing more deals, emphasizing the importance of establishing your ideal customer profile (ICP), conducting monthly seller training sessi