Accord

Was a blast to join Ross Rich on Accord's 10/10 GTM podcast to talk about essential go-to-market rituals and cadences to set your team up for success.     We covered a ton of ground, but I love going back to Customer centricity as our most important guiding principle! At LaunchDarkly, we live by our "no customer left behind" initiative - a weekly meeting where our CS and Sales teams review every single customer's health, adoption, renewal dates, and the next best action we can take for them. This cadence is a gamechanger for retention and growth metrics!   You can listen to the full episode on Apple Podcasts: https://lnkd.in/gbArjsa3 #RevOps #Scale #B2B #RevenueProductivity

TO / KC / DET / NY —> SF Last week we brought the team together in San Francisco for our bi-annual company offsite, InAccordance. 🎉 Michael deForest has his work cut out for him for the next one...because when each InAccordance is better than the last. The bar just gets higher. Why was our offsite such a success? - The weather held up (for the most part)  - Boating the bay was a blast   - Turns out we have a few athletes on our team who absolutely crushed pickleball  - Ate some amazing meals - Chatted with 10 customers!  - Discussed our product roadmap and messaging But most importantly we created the space for the team to get together in person. Whether you are fully in-office, remote, or hybrid, taking the time to get the team together will always be a win. 🤝

Customers > Everything Sustainable growth comes from prioritizing existing customers, and consistently building a healthy pipeline. 💡 Karan’s two high-leverage cadences that he’s found essential for pipeline and customer prioritization: 1. "No Customer Left Behind" Initiative: A weekly meeting for cross-functional alignment by bringing together CS and Sales teams to review every customer. 2. Weekly Pipeline Generation Reviews: LaunchDarkly uses a data-driven approach to regularly analyze how the sales team is executing and generating pipeline to see where they can get better . ...forecast calls and deal reviews will forever be important as well, but that is just built into teams’ operational rhythm for most revenue orgs. Awesome conversation with Karan Singh (VP GTM Strategy, Revenue Operations & Enablement at LaunchDarkly) check out the full episode of 10/10 GTM wherever you get your podcasts! https://lnkd.in/givAWxdQ

Customers buy outcomes, not products. At the end of the day it’s about what’s in it for them. To understand whether you’re selling outcomes or products, ask these questions:  - Why is the customer buying?  - Will the customer actually benefit from your solution? - How do you measure the benefit? For example, are they acquiring new customers, higher order values, more transactions, or reaching more geographies? Killer analogy from Robert Clarkson, CRO at Stripe, on this weeks episode of 10/10 GTM 🏎️ "If you’re in the race car business, you don’t buy a fast car simply because you want a fast car." Winning is everything. You buy because want to cross the finish line first. 🥇 So do you need a bigger engine, a lighter car, or better tires? It could be 50 other things too." 🤔 Hear what else Robert had to say about outcomes vs products 👇 https://lnkd.in/geJkBJmA

Sales is a one time thing. Revenue is continuous. 💡 “Nothing happens until something gets sold…and then it has to be paid for” But for true success your product must be: - Activated and used  - And grow over time Awesome conversation on Execution Excellence with Stripe CRO, Robert Clarkson! Check out the full conversation on 10/10 GTM as Ross and Robert dive into:  - Why its crucial to understand that customers buy outcomes, not products  - How sales is a people business, and why its important to understand your buyer, and your buyers buyer 👇 https://lnkd.in/gcG4tYEw

Sales is a relentless game of 90-day sprints. Push hard Finish the quarter Feel like you’ve crossed another marathon finish line But in that intense, high-pressure cycle, it's easy to lose sight of long-term strategy amidst short term priorities. Close the deal ...but also, plan for next quarter. These competing demands create a whirlwind where the urgent often trumps the important. Sound familiar? Maintaining consistency in sales requires rigor. Without it, the best plans can fall apart. The 90-day sprint, while driving results, can amplify the human tendency to prioritize immediate needs over long-term goals. Do you agree? Check out the full conversation with Chris Taylor on 10/10 GTM 

True leadership isn't about knowing everything. It’s about building a team that does. Hiring people smarter than you, with differing skills, makes the entire team stronger. As a senior leader, if you're trying to be the expert in every area you lead, you're likely hindering your team's potential. So what is most important? - Hire experts and learning from them - Empowering your team - Holding your team accountable - Celebrating wins - Supporting through challenges. Awesome conversation with Fractional CRO, Kathleen Waid on 10/10 GTM. Check out the full conversation wherever you get your podcasts. 👇 https://lnkd.in/gTEY26k5

We're hiring! 📣 Crushed your quota last year and looking for a new challenge? If you're looking for an exciting opportunity to join a fast-growing and well-funded startup, this might be the role for you! We are looking for Senior AE who has experience selling to GTM executives. Not looking currently, but know someone who would crush this role? Let us know! More details below 👇

What topics are top of mind for CROs right now ... Here's a few that leading CROs are listing as top priority for 2025 👀 - Building a culture of excellence to drive revenue growth  - Leveraging AI to scale sales training  - GTM productivity and quota attainment  - Expanding account and winning more with AI-powered revenue enablement Next week we’ll be heading out to New Orleans for the Transformational CRO Assembly hosted by The Millennium Alliance, and if its anything like last years Miami event, should be 10/10 🙌  

XKO is about to start! Register below to join us for some amazing sessions with top execs. Session breakdown: 12:00pm - CRO Panel with ZoomInfo, SEON, and Owner.com 12:40pm - CFO Panel with Freshworks and League 1:15pm - GTM AI Keynote with Kyle Coleman, CMO @ Copy.ai 1:30 - CEO Panel with Chili Piper, Sendoso, and UserEvidence 2:10 - Fireside Chat with Arnab Mishra, CEO @ Xactly Corp Can't make it live? We'll share the recording. inaccord.com/xko