Sales Transformation Lab

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 str...

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...

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 productivi...

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 impo...

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 sustaina...

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...

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...

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, emphasisin...

In this episode of the SaaS Sales Performance podcast, we are delighted to host Jorge Mendes, a seasoned sales leader who has significantly impacted the SaaS industry. Jorge discusses the critical role of integrating customer success with sales and the challenges of managing a diverse team across different regions. He elaborates on the importance of aligning OKRs and setting strategic goals to enh...

In this episode of the SaaS Sales Performance podcast, we are excited to welcome Claudia Banks, Head of Sales at SecurityHQ. Claudia delves into the evolving landscape of cybersecurity sales, sharing her strategic shifts in response to increased competition and changing buyer dynamics. Learn how Claudia and her team have pivoted their messaging, created proactive services, and redefined their valu...

In this episode of the SaaS Sales Performance podcast, we are thrilled to host Hayal Koc, a dynamic sales leader at Salesforce with a wealth of experience in driving sales excellence. Hayal delves into the shift towards a data-driven culture at Salesforce, highlighting the significance of performance management and personalized team enablement. She emphasizes the essential qualities for successful...

In this episode of the SaaS Sales Performance podcast, we are thrilled to welcome Niraj Kapur, a renowned sales coach and expert with a rich background in sales management. Niraj shares his compelling journey from growing up in a small town in Northern Ireland to becoming a top influencer in the sales industry. His story is filled with resilience and determination, overcoming early career challeng...

In this episode of the SaaS Sales Performance podcast, we're thrilled to introduce Stéphan Israël, Chief Revenue Officer at Access Intelligence. With extensive experience spanning various industries, Stéphan shares invaluable insights into key themes facing revenue leaders today. Explore topics such as forecast accuracy, manager enablement, and navigating digital transformations as Stéphan dra...

In this episode of the SaaS Sales Performance podcast, join us as we welcome Oliver Tate, Global Head of Growth Enablement at Dentsu. With a diverse background in computer science, consulting, and sales training, Oliver explores the critical theme of ROI in sales enablement. Gain insights into the challenges and lessons Oliver brings from various industries, emphasising the importance of aligning...

In this episode of the SaaS Sales Performance podcast, we're thrilled to host Stephen Millard, Operating Partner and Chief Platform Officer at Notion Capital. With over 30 years in enterprise software, Stephen shares invaluable insights into the challenges of scaling from one to twenty or fifty million in recurring revenue. Explore the transformative journey of building go-to-market strategies...

In this episode of the SaaS Sales Performance podcast, we extend a warm welcome to Mick Gossett, CEO and Co-founder of Jointflows, in the spotlight. Mick, a former maestro in revenue leadership with a remarkable history at prominent brands such as Outreach and Yieldify, shares his odyssey from professional athlete to the architect of thriving brands in the SaaS domain. Join us as Mick delves into...

In this episode of the SaaS Sales Performance podcast, we're thrilled to welcome Gabe Lullo, the accomplished CEO of Alleyoop, to share insights on navigating B2B sales challenges. Join us in exploring Gabe's journey from revenue leader to CEO, delving into the evolving landscape of outbound strategies. Gain invaluable perspectives on SDR role shifts, talent pipeline dynamics, and the art...

In this episode of the SaaS Sales Performance podcast, we're delighted to introduce Jorge Bestard, Head of EMEA at Canva. As we continue our exploration of revenue leadership at high-growth companies, Jorge shares a captivating career journey that started with a background in boxing and led to a flourishing career in tech sales at just 17. With a wealth of experience in various B2B SaaS organi...

In this episode of the SaaS Sales Performance podcast, meet Sam Sippl, a seasoned CFO with diverse leadership experience across industries. Sam delves into the vital role of CFOs in purchasing decisions, emphasizing their impact on relationship-building and the sales process. Discover how Sam aligns financial objectives with business goals, providing clarity to streamline processes and overcome bu...

Join us this week as we welcome Rober Ruiz, Country Manager for Treatwell in the UK and Ireland, an expert with an impressive track record in leading and scaling businesses. Rober shares his remarkable career journey, insights on systems thinking for growth, and the significance of product-market fit. Don't miss his valuable tips on building resilient teams and fostering a thriving work cultur...

In this episode of the SaaS Sales Performance podcast, we're excited to introduce Georgina Beard, Head of Sales Enablement at SEON - a cybersecurity and fraud prevention company making waves globally. Georgina's journey from a sales background to becoming an emerging enablement leader is both inspiring and insightful. She sheds light on the pivotal role of enablement as the "glue&quot...

Today's episode goes into the challenges and strategies in revenue leadership. Our guest, Rouzbeh Rotabi, is an experienced revenue leader with over 20 years of experience in leadership positions. Dive into Rouzbeh's journey into sales and the valuable insights he has gained throughout his career. Rouzbeh highlights the transformative impact of the 2008 financial crisis, which led to the e...

Join us in this episode as we welcome Gordon Tobin, the Vice President and GM for EMEA at G2. Gordon's diverse experiences and global perspectives have shaped his journey in the revenue profession. Discover the power of gratitude in achieving success and how conscious choices can lead to positive change. Gordon shares valuable insights on talent acquisition, emphasizing its impact on a company...

Who are you selling to? What are your customer segments? Joining the podcast to fly through a masterclass in pricing and packaging is freelance sales expert Jens Massaert. Since growing through positions at Teamleader and Nodalview, Jens now operates as a fractional VP of Sales - bringing his unique knowledge on everything SaaS pricing. He shares the importance of segmenting your market, nailing t...

Today’s episode is all about reinvention. And who better to guide us on a journey of reconceptualising your career, than Sam Sutton-Reid from educational media outfit Pearson. Currently Director of Revenue Operations, Sam has grown through roles in sales and enablement to lead the line with his forward-thinking brand of success-building. Sharing thoughts on setting goals, maximising the efforts of...