UltraTalent GTM Insights

In the realm of personal and professional development, few stories capture the essence of persistence and determination quite like that of Kwame Aforo-Addo. A sales leader at UKG Software, a third-degree black belt, and a former regional-level 100-meter sprinter, Kwame’s journey is a testament to the power of unwavering commitment to one’s goals. His story is one that inspires not only his peers a...

Tanya Neary, Senior Director of New Business APAC at Culture Amp, an Australian startup turned global SaaS player, has spent over a decade shaping and growing the company. Her journey is a rich tapestry of challenges, successes, and invaluable lessons. In this interview, Tanya shares her insights on growth, culture, and leadership. Episode Highlights: 01:30 Tanya Neary's Visionary Journey  03...

In today's episode, we're thrilled to have Emma Cahalane, a seasoned sales leader, sharing her invaluable insights and experiences. Emma's journey from HR to sales leadership has been nothing short of inspiring, and her expertise spans diverse sectors, including tech giants like Google and innovative startups like Sonder and DoorDash. She discusses prevalent gender dynamics in sales...

Sales forecasting is a crucial aspect of any organisation, especially those dealing with complex sales cycles and enterprise solutions. With the right forecasting practices, sales leaders can bring accuracy, consistency, and, most importantly, peace of mind to their teams. In today's episode, we delve into the insights shared by John Moran, CEO of Preview, an AI application poised to revoluti...

From Startup to Scaleup: How to Make Revenue Flow Fast  In the high-octane world of startups and scale-ups, revenue growth is the ultimate goal, but achieving it is far from straightforward. As the CRO at Payapps, Brett Stephenson has navigated these waters successfully, leading his team to a successful acquisition by Autodesk. Today, we delve into Brett's experiences, exploring the challenge...

Sales leadership is more than just hitting targets—it's about fostering a culture of growth, collaboration, and influence. In this blog, we delve into the insights shared by Keith Payne, a high-performance sales leader with a remarkable track record at companies like SAP Concur, Insight Software and Nintex. His journey from a first-line sales manager to a VP with cross-functional responsibili...

In this episode,  we dive into the inspiring journey of Steve Singer, a seasoned sales leader with a wealth of experience spanning iconic cloud hyperscalers. From his early days at Salesforce to his current role, Steve Singer shares invaluable insights into building a culture of empathy, communication, and collaboration. Episode Highlights: 06:44 The Power of Why 12:18 One-on-One Dynamics 15:31 Cr...

Starting an entrepreneurial journey demands a blend of passion, perseverance, and strategic decision-making. In this episode, we dive into the enlightening conversation with Robert Coorey, an accomplished entrepreneur who has adeptly tackled the challenges of building and scaling businesses.  From his early days in corporate sales and marketing to founding a results-driven marketing agency and eve...

In the dynamic world of sales, forecasting is both an art and a science. Achieving accuracy, consistency, and growth in forecasting requires a deep understanding of the process.  In a recent conversation with high-performance leader Mike Saxton, former Senior Vice President with SoftwareAG, Tibco and OpenText, we delved into the intricacies of forecasting.  In today’s episode, we'll explore k...

In this conversation, Paul Arthur, the VP of Outsystems Australia, provides insights into the dynamics of sales leadership and the foundational elements for nurturing a successful organisational culture.  The discussion also touches on aligning team members with shared goals, with Paul emphasising the crucial role of transparency in this process. By openly sharing performance metrics and expectati...

In this episode of the High-Performance Sales Leader podcast, Rob Malkin, Senior Regional Director at Bentley Systems, shares his journey of career growth and personal development. Rob offers powerful insights and anecdotes from his experience of working with Autodesk, Commvault Mural, and Bentley Systems. He speaks about taking risks and stepping outside of one's comfort zone. Rob discusses...

In this conversation, Riges Younan, a high-performance sales leader at Gloat, shares his experiences and strategies to handle stress and maintain balance as an executive. Starting as a recruiter, he worked his way up to a APAC leadership role, and discusses his approach to self-care and the importance of mental health in maintaining peak performance.  He emphasises that good nutrition, regular exe...

Jonathan Stern is a leadership coach who has worked with companies like Salesforce, Mulesoft, Informatica, and IBM in Vice President and Managing Director roles. At Mulesoft he has seen the teams scale from 10 to 100+ people before the acquisition by Salesforce. He was asked to coach leaders at Salesforce, where his employer became his first client. Now he focuses his time on helping others unlock...

As the CEO of Linius, an ASX-listed company with fewer than 20 employees, James has garnered invaluable experience in the art of selling to diverse audiences. Linius Media Solutions enables their customers to unleash the value in their video archives with world-leading video search, highly efficient content curation, and personalized viewing experiences.  Prior to Linius, James led transformation...

Success is often born from a delicate balance of diversity, motivation, discipline, and adaptability. To shed light on the path to success, I asked Terry Smagh to share his invaluable insights. Terry Smagh is the SVP and General Manager for Infor. He has been a pioneer in the APAC region, starting and scaling Qlik and then BlackLine over the last 10 years. Most importantly, he believes in building...

Want to win more deals and lose less? Then, master the practice of win-loss analysis! I was fortunate to talk with Cian McLoughlin, an expert in reviewing deal wins and losses. Cian is also the author of the Amazon #1 Bestseller, Rebirth of the Salesman. His blog was voted one of the Top 50 Sales Blogs in the world for the past 4 years and he was recently chosen as a LinkedIn Top Sales Voice. Here...

Not everyone can achieve club twice and the highest performing region globally, especially at the time when the world is overturned by COVID. This is why I just had to pick the brain of Andy Mellor.  Andy is a seasoned leader and double-digit club achiever through his career across, Peoplesoft, Oracle, Netsuite, Kofax, and Sumo Logic. Recently he turned around the Kofax ANZ business and achieved C...

Did you know that one minute more is all you need to make lasting first impressions on people? Find out why in this episode!  I talked to Terrie Anderson, the author of “Legendary Selling”, “30 Days of Inspiration”, “The Little Red Success Book” and “One Minute More: The Human Connection”. Terrie is also a business leader and has worked with RSA Security, Symantec, Venafi and Microsoft working acr...

Derek Feebrey is the CEO and co-founder of Trendspek along with Fiona Church and Mitch Deam. This rapidly growing company provides Precision Reality Twin technology that helps Property and Infrastructure companies manage their high-value assets.  Last November, Trendspek raised $6.3m in its Series A round, which was led by Taronga Ventures. Derek has shared some wonderful insights; but among them,...

Some dive into new things, clueless about what lies ahead. And then there are those who can see success from miles away—people who are playing to win. One of them is Lesley French. Lesley is Insight’s Director of Professional Services. Knowing she has 30 years of Sales and Leadership experience in Australia and New Zealand, I was more than ecstatic to sit down and revel in her wisdom. Whether you’...

“If you don’t feel bad about losing in sales, then you’re in the wrong game.” That first sentence sums up my conversation with Chris Wood, the APJ leader at Quest Software, and his stellar track record of growing software companies. Chris Wood is a technology leader who has played pivotal roles in the growing software companies. At Sourcefire, he was the first in the country and built the team and...

Developing a three-lens view (S.I., Client and Vendor) is invaluable in becoming a trusted advisor to clients in the cybersecurity industry. It’s a journey anyone can choose to embark on while making careful choices about their next career move. There are more of those lessons in my conversation with Dave Reeves. He is a rare Cybersecurity Executive who has worked in the Army, and then founded and...

A leader can make a big difference. They can empower team members, raise the bar, and promote inclusivity in the workplace. That’s what I learned from Andrea Breen, a well-respected leader in the software industry. She is best known for building successful teams and coaching people to achieve their potential.  Andrea has had a terrific career across companies like Oracle, Pitney Bowes and is curre...

You don't have to reinvent the wheel when it comes to growing startups. You just need to do the basics very well.  More importantly, have the heart to help your customer solve their biggest problems and teach your teams to do the same—and run fast.  Do this and your startup’s growth will be guaranteed. I was delighted to have a chat with Simon Horrocks, a serial startup and scale-up leader wh...

Scaleups are sexy but also very high pressure that can lead to burnout and missing targets. That's one of the insightful things Jeremy shared in our conversation.  Jeremy Auerbach is a top-performing Scale-Up Revenue Driver and Sales Leader. He has helped scale industry giants like Salesforce, Mulesoft, and UIPath, where he achieved Podium Top Performers Club Twice. Currently, he’s an ANZ Sal...