Revenue Rebels: On the Record Sales Podcast
Slow is smooth, smooth is fast: Change management made simple with Kyle Norton (CRO, Owner.com)
Scaling fast? Hiring at lightning speed? Updating processes on the fly? Growth is exciting – but without a solid change management system, it can feel like trying to build a plane mid-flight. Kyle Norton, CRO at Owner.com, has taken his company from 3 to 100 employees. He’s seen firsthand how growth can turn into chaos if you’re not careful. In this episode, Kyle shares what actually works when it comes to keeping teams on the same page, cutting through the noise, and rolling out changes with...
From grippy to grounded: Self-management and managing up with Christine Rogers (CEO, M3 Learning)
Overthinking, over-controlling, overwhelmed? Let’s fix that. In this episode of On the Record, Christine Rogers (CEO, M3 Learning) breaks down the critical skills of self-management and managing up in sales leadership. From recognizing your own triggers to building feedback loops that actually work, Christine shares how great leaders establish trust – without micromanaging or losing control. If you’ve ever felt grippy in your role (yes, we’re talking to you, overthinkers and control freaks), ...
Playing the long game: Leadership transitions with Sam Jacobs (CEO, Pavilion)
How do you make sales culture everyone’s business? In this episode of On the Record, Sam Jacobs, CEO of Pavilion, gets real about the messy, challenging, and sometimes hilarious journey of leadership. From trying to shift a product-led company into a sales-led powerhouse to building a sales culture that celebrates wins and energizes teams, Sam shares the tough lessons he learned the hard way – often with air horns and plenty of resistance. If you’re ready to trade shortcuts for a susta...
From SDR to SVP: Leadership from the trenches with Jason Pereira (SVP of Sales, Readymode)
What does it take to go from cold calls to the C-suite? In this episode of On the Record, Jason Pereira, SVP of Sales at Readymode, shares his decade-long journey from cold-calling rookie to senior sales leader. Jason opens up about earning buy-in from leaders and reps, handling toxic work environments, building a foundation for long-term success, and why staying fit isn’t just about the gym – it’s about leading by example. Jason also reveals why great leaders don’t just lead – they inspire t...
Going global: The challenges of international sales expansion with Jonathon Ilett (Global VP of Sales, Cognism)
What does it really take to go global? In this episode, Jonathon Ilett, Global VP of Sales at Cognism, reveals the highs, lows, and lessons of scaling sales teams internationally. From choosing the right markets to hiring top talent and navigating cultural nuances, Jonathon shares what worked, what didn’t, and how to build for long-term success. If international expansion is on your radar, don’t miss this episode! 💥 *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Ro...
From zero to hero: Embracing change and redefining success with Rich Stone (VP Sales, TechTarget)
When everything changes, do you level up or tap out? In this episode, Rich Stone, VP of Sales at TechTarget, shares his journey from leading an award-winning team to an unexpected restart as an individual contributor – a true ego check that pushed him to rethink success. Find out how he turned a massive career pivot into a growth story, leaning into resilience, sharpening his skills, and leading with humility. If you're navigating a career pivot or simply aiming to level up, Rich’s story give...
Leadership isn’t a title, it’s action: Building a culture of ownership with James Murphy (SVP of Sales, Nextiva)
In this episode, James Murphy breaks down how to build a culture of ownership where everyone takes responsibility for success. From empowering your team to lead by example to the importance of hiring the right people, James shares what it takes to drive lasting change. Plus, learn how shifting from a sales leader to a business leader mindset can transform your approach. Because leadership begins where titles end. If you’re aiming to build a winning sales organization, this episode is pa...
Job hunting in a competitive market: Career transitions in sales leadership with Laura Guerra (VP of Sales, Varicent)
Landing the right leadership role is tricky – especially in today’s market. In this episode, Laura “LG” Guerra, VP of Sales at Varicent, shares how she navigated a challenging five-month job search and the strategies that got her the role of her dreams. Learn how to leverage past experiences, tailor your interview approach, and stay motivated through setbacks. Plus, LG offers tips on standing out in the job market and selecting the right opportunity. If you’re in the middle of a career ...
Surviving layoffs: Boosting team morale with Brian Lawrence (Head of Sales, Clazar)
Ever had to let people go and then keep the rest of the team pumped? Brian Lawrence has been there. In this episode, he shares how he faced sudden layoffs and managed to turn things around. Tune in for down-to-earth tips on boosting morale, driving sales, and turning tough times into pretty good times. If you're leading through challenges and need a boost, this episode is for you. *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room. Hosted by Morgan J Ingram,...
From SMB to Enterprise: Navigating major sales transitions with Christina Brady
Pivoting to enterprise sales is no joke – not even when you're comedian-turned-sales leader Christina Brady. In this episode, Christina shares her wild ride of shifting from SMB to enterprise sales, managing longer sales cycles, and leading teams through abrupt organizational changes. Expect a few laughs and a ton of actionable insights as we tackle the hard stuff. Tune in for a real talk about the highs, the lows, and everything in between! *** Brought to you by the Revenue Rebels @ GetAccep...
Navigating sales challenges with Kurtis Ayton, VP Sales at Pareto USA
In this episode, we talk with Kurtis, VP of Sales at Pareto, about overcoming challenges in sales leadership, implementing effective team strategies, and fostering a culture of growth and collaboration. *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room. Hosted by Morgan J Ingram, CEO at AMP.
Turn Sales Reps into Complex Sellers with seasoned CRO Camilla Carson.
Struggling to turn your sales team into high-performing, complex sellers? Join seasoned CRO Camilla Carson as she shares her best tips for growing complex sales teams and overcoming onboarding challenges. Discover how passion, industry knowledge, and personalized strategies can revolutionize your sales leader approach and your team’s output. *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room. Hosted by Morgan J Ingram, CEO at AMP.
From product-led growth to sales-led strategy with Doreen Pernel, CSO at Scaleway.
Are you a sales leader struggling with the turbulence of organizational change? Join Doreen Pernel, CSO at Scaleway, as she reveals strategies for navigating massive shifts while keeping the team's morale high. Tune in to discover how to lead with data, manage emotions, and build a resilient team culture. *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room. Hosted by Morgan J Ingram, CEO at AMP.
Overcoming the tech market crash with Alex Olley, CRO at Reachdesk.
Navigating turbulent times in sales? CRO Alex Olley (Reachdesk) has been there and done that! He shares his journey through the 2023 tech market crash, revealing how resilience and learning during adversity led to success. Discover insights on leading teams, rethinking quotas, and fostering cross-departmental collaboration to steer your ship in the right direction and avoid the icebergs. *** Brought to you by the Revenue Rebels @ GetAccept, the #1 Digital Sales Room. Hosted by Morgan ...
Welcome to 'On the Record Sales Podcast': Real Stories, Real Outcomes.
On the Record is your go-to podcast for actionable sales strategies straight from the experts. Each episode features a sales leader tackling a key challenge and the solutions that drove results. Listen to real stories that led to success, offering practical takeaways you can implement today. *** Brought to you by GetAccept, the #1 Digital Sales Room and category leader. Hosted by Morgan J Ingram, CEO at AMP.
Why sellers need to adapt to changing buyer behaviours
In this episode, we look at how sellers and selling needs to adapt to the new buying behaviors, with Josh Calcanis from DiDNA. How should sellers adapt/change?What roles does technology play in that change?How to balance the need for personalization with the need for efficiency?How to build trust and rapport with buyers?If you want to hear more about Josh, check out his website: https://www.joshcalcanis.com/
Checklist to ensure pipeline health - with Patrick Thorp, Ebsta
In this episode we speak with Patrcik Thorp, VP Revenue at Ebsta, about pipeline management. He shares a checklist to ensure pipeline health. More specifically, we cover: Sales fundamentals and the importance of focusing on them in the current business climateThe key components of a successful sales process, including prospecting, qualification, and closing.The importance of personalization in sales and the need to tailor messages to specific prospects.The value of different sales channels, i...
The guide to account based selling - with Ulrik Monberg, ARPEDIO
In this episode, Ulrik Monberg, CEO of ARPEDIO, discusses everything related to account-based selling. What is account-based selling?Why it's important in a recession or economic downturn?Its relation to account-based marketing
Women in sales - with Ciara Flaherty, Outreach
In this episode, we talk about what can be done to attract and retain women in sales. According to statistics, only 30% of women are in managerial positions within the sales sector. And this drops down further in tech sales. Ciara Flaherty from Outreach is our special guest to share her story navigating the sales world, her inspirations, and what diversity, equity, and inclusion really means. How to attract & retain women in sales?What can companies do to break barriers?What new opp...
How to motivate your mid and bottom performers - with Remi Morken
In this episode, Remi Morken, VP Sales at SalesScreen, talks about the importance of motivation in sales, and how understand what motivates your reps will help you increase the performance of your mid and bottom performers. Why is motivation so important in sales?What motivates people?What are ways a sales leader can spark the motivation of the bottom 70% performers? What are key sales metrics to focus on?
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