Episodes
201: John Krause: How "You'll Never Sell There" Became a Major Account Win
Told he'd never sell there, he did it anyway: John Krause, top performer at Promess, on hunting untouchable accounts through referrals and relationships, and stepping into a player-coach sales-managem...
200: 428% and the Show Must Go On: OneStream's Rosa Campagna on Playing the Long Game in Enterprise Sales
Enterprise sales is a long game: Rosa Campagna of OneStream on the internal sale, two-to-three-year buying cycles, and hospitality as influence, the approach behind 428% of quota attainment and a 2025...
199: Discovery is a Lifestyle: Patrick Donnelly on Humility, Hating to Lose, and Winning at Nooks
Discovery is a lifestyle, not a stage: Patrick Donnelly, the top strategic enterprise AE at Nooks, on getting to number one through curiosity, humility, and hating to lose, and on leading the company'...
198: Gainsight's Adam Wicks: Artistry, High-Stakes Math, and 600% Achievement
Sales is art and math: Adam Wicks of Gainsight on the rigor and craft behind a nearly 600% year, wide org mapping, early risk qualification, and treating internal teams like a buying committee.
197: The Long Game of Sales at Insperity: How Calvin Dennis Became a Top 1% IC
The long game of sales: Calvin Dennis of Insperity on 19.5 years as an intentional individual contributor and breaking into the top 1% of nearly 600 sellers, a 703 worksite-employee year against a 300...
196: Vicki Kovacs on CEO Mode, MEDDPICC, and Mastering Expansion Sales at SysAid
Own your book like a CEO: Vicki Kovacs, top Expansion Account Executive at SysAid, on running every opportunity through MEDDPICC and protecting the relationships AI can't replace, the approach behind ...
195: How Susan Zuzic Dominated Enterprise Sales at PeopleAI: Six Years at #1
Six years at #1: Susan Zuzic of People.ai on closing eight- and nine-figure enterprise deals through storytelling, relentless persistence, and internal and external alignment, running near 500% of quo...
194: Belief, Authenticity, and Closing the Biggest Deal in Company History - Verkada's Sarah Thomas
Verkada's Sarah Thomas on closing the largest deal in company history, a single transaction north of $20 million (2,709% of quota that quarter), by leaning into belief in the product, authenticity, an...
193: Camden Roncka's Hot Take Machine: Lessons from HubSpot's #1 SMB AE
Camden Roncka, HubSpot's top small business account executive, on how he got to #1 by rejecting the standard playbook: no upfront contracts, camera off, burn and churn outreach, and a relentless bet o...