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The SaaS Sales Performance Podcast

The SaaS Sales Performance Podcast

By Uhubs

B2B SaaS sales are changing in real-time, and conventional wisdom is becoming quickly obsolete. On the SaaS sales performance podcast, we’ll provide you with the practical tools you need to take advantage of this rapidly changing environment. We read the latest research so you don’t have to. Our masterclasses are distilled down into indispensable practical advice, and we speak to the experts on the front-lines. This is the podcast for anybody wanting to be on the cutting edge of SaaS sales.
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Insights Beyond Industry: ROI Wisdom with Oliver Tate

The SaaS Sales Performance PodcastFeb 07, 2024

00:00
37:20
Insights Beyond Industry: ROI Wisdom with Oliver Tate

Insights Beyond Industry: ROI Wisdom with Oliver Tate

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, emphasizing the importance of aligning enablement with business objectives.

Explore a three-step framework for impactful enablement as Oliver shares valuable perspectives.

Feb 07, 202437:20
From 1 to 50 Million: The SaaS Odyssey with Stephen Millard

From 1 to 50 Million: The SaaS Odyssey with Stephen Millard

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, overcoming growth hurdles, and the pivotal role of people and growth in SaaS success.

Dec 14, 202329:02
The Winning Sales Playbook with Mick Gosset

The Winning Sales Playbook with Mick Gosset

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 the parallels between the realms of sports and sales, underscoring the significance of metrics, deferred gratification, and stepping beyond one's comfort zone. Acquire insights into Mick's outlook for Jointflows, tackling challenges related to visibility, predictability, and forecasting in the revenue terrain. Uncover Mick's viewpoint on the forthcoming evolution of the buying journey, the pivotal role of AI in sales, and the weight of internal alignment for achieving success.

Dec 04, 202329:02
Future-Proofing Sales: Outbound Evolution with Gabe Lullo

Future-Proofing Sales: Outbound Evolution with Gabe Lullo

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 of building a resilient sales culture.


Discover the secrets behind Alleyoop's impressive SDR retention rate and how Gabe advocates for a culture of competition and gamification.


Uncover the future of outbound sales in diverse markets and the strategic role of agencies in flexible and cost-effective sales development.

Nov 21, 202331:15
Navigating High-Growth Sales with Jorge Bestard

Navigating High-Growth Sales with Jorge Bestard

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 organizations, Jorge sheds light on specializing in companies seeking to discover their sales market fit within the enterprise space. He emphasises the critical importance of hiring for the first sales representative rather than the thousandth. Jorge also delves into the power of product-led growth in B2B sales and its influence on reaching higher-level decision-makers. In a market flooded with products and AI messaging, Jorge highlights the necessity of personalized, standout outreach and shares innovative tactics for cutting through the noise. Tune in to gain valuable insights from Jorge on coaching and developing sales teams in the age of AI, the enduring significance of interpersonal skills, and how human connections remain pivotal at all levels of sales, differentiating, competing, and ultimately achieving success.

Nov 15, 202323:57
Bridging the Gap: CFOs and Sales Teams Unite with Sam Sippl

Bridging the Gap: CFOs and Sales Teams Unite with Sam Sippl

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 business-financial misalignment. He underscores the importance of ROI-driven business cases. Sam collaborates with CEOs, offering financial insights, and partners with CROs to navigate sales opportunities and procurement challenges. Explore ROI significance and the potential of technology and AI investments as well as how to empower businesses through strategic alignment and ROI-focused approaches, fostering success.

Sep 21, 202331:25
Scaling Success: Strategies for Growth & Building Resilient Teams with Rober Ruiz

Scaling Success: Strategies for Growth & Building Resilient Teams with Rober Ruiz

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 culture in the digital industry.

Sep 13, 202340:16
Elevating Sales Efficiency with Georgina Beard

Elevating Sales Efficiency with Georgina Beard

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" uniting diverse teams for enhanced effectiveness and efficiency. Explore the challenges, definitions, and priorities that shape the world of enablement and gain valuable perspectives on driving sales efficiency, prioritizing customer relationships, and positioning enablement at the core of organizational success.

Sep 06, 202334:56
Revolutionizing Revenue Leadership with Rouzbeh Rotabi

Revolutionizing Revenue Leadership with Rouzbeh Rotabi

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 emergence of unique solutions and the growth of successful companies.

Explore the importance of adapting go-to-market strategies in the current climate and emphasize the significance of focusing on selling painkillers rather than vitamins.

Aug 16, 202337:43
Driving Success through Gratitude and Talent with Gordon Tobin

Driving Success through Gratitude and Talent with Gordon Tobin

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's growth and future success.


Don't miss this opportunity to gain valuable knowledge from a seasoned leader in the industry!

Aug 08, 202341:21
Segmented Sales Mastery: Pricing and Packaging for Customer Success with Jens Massaert

Segmented Sales Mastery: Pricing and Packaging for Customer Success with Jens Massaert

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 the unique CAC and LTV data for each segment and how it can maximise the efficiency of your sales reps.

Join us to break your product into trigger, filler and killer - so that you can provide customers with a solution, without the faff!

Jul 11, 202329:29
Unleashing Your Career Reinvention with Sam Sutton-Reid

Unleashing Your Career Reinvention with Sam Sutton-Reid

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 sales reps and ensuring that ownership is attributed to your efforts, join us to dive into Sam’s methodology - and you’ll maybe find yourself making the leap into enablement!


Jul 03, 202329:39
Sustainable ‘tech-for-good’ is here to stay with Liam Jones

Sustainable ‘tech-for-good’ is here to stay with Liam Jones

And nobody knows this better than Liam Jones, Head of Business Development at zero-waste food redistributors Olio.

Since becoming their first sales hire five years ago, Liam has grown with the company - making the move into management two years ago.

He shares the lessons he’s picked up along the way: on refining the sales hiring process, seeking mentorship for personal development and working within an industry that looks beyond the financial reward, to achieve a global benefit.

With Olio continuing to expand their operations, Liam is perfectly placed to give us the rundown on the business, his leadership style and the key sales attributes he looks for in sustainably-minded sales reps.


Jun 21, 202327:51
Climbing the Ladder: From Growth-Driven to Sustainable Success with Jonah Mandel

Climbing the Ladder: From Growth-Driven to Sustainable Success with Jonah Mandel

Get yourself a seat at the table.

It certainly helped Jonah Mandel grow his career.

Currently in a transatlantic management position as VP of Sales and Customer Success at Capchase, Jonah knows a thing or two about pushing for career progression.

Sharing the key tips that have helped him strive ahead, Jonah is now putting an onus on developing his team and discarding the growth at all costs mentality in favour of sustainability, precision, skill and nuance.


Jun 05, 202328:28
How does enablement become the orchestrator? With Felix Dumitrica from Pleo

How does enablement become the orchestrator? With Felix Dumitrica from Pleo

Joining us for a masterclass in getting the most out of the art of enablement is Felix Dumitrica from Pleo.

Felix brings a ton of useful content in this jam-packed episode, to reveal some ways you can revolutionise the way enablement is run in your organisation.

Setting out a step-by-step process for success - he shares philosophies that will boost measurement of the enablement ROI, embed a culture of cross-functional collaboration, train reps the right way and pinpoint the importance of staying relevant. 

Get the notepads ready!


May 23, 202332:57
Education is not an event, it’s a process with Jeroen Buijs

Education is not an event, it’s a process with Jeroen Buijs

Education is not an event, it’s a process.

Welcomed onto the show this week is Jeroen Buijs, an industry expert on building and enabling sales teams.

Jeroen is passionate about educating sales reps the right way - understanding that it’s never a one-off, but rather a constant mission for gradual improvement.

Touching on his own core values and the importance of understanding different cultures, Jeroen brings a bank of expertise on how to humanise the sales process, develop a sales team and look beyond automated data to focus on the outcome.

Apr 03, 202328:01
Why Being Data-Informed, Not Data-Led, Is Key to Success with Ben Elijah

Why Being Data-Informed, Not Data-Led, Is Key to Success with Ben Elijah

You need to be data-informed, not data-led.

Here to explain this crucial difference is sales enablement expert Ben Elijah from Ardoq.

Ben is on a mission to ditch the old method of enablement and implement a customer-centric strategy that emphasises the importance of repeatable and scalable processes.

Citing his universal framework for producing a sales readiness score, and underlining the power of micro-learning, Ben’s ruthless focus on outcomes is guaranteed to help you deliver results.


Apr 03, 202329:56
Sales enablement is about to go futuristic with Michelle Dotson

Sales enablement is about to go futuristic with Michelle Dotson

Why? According to Michelle Dotson, Head of GTM Enablement and Strategy at videocall giants Zoom - because new technology is about to change the way we learn.

In our chat, Michelle details a backstory that saw her helping with her dad’s business at just twelve years old, to selling cars to fund college and being headhunted by a customer she skilfully upsold a Toyota to!

With the intricacies of sales enablement ingrained into her ethos - she dissects the role of enablement in start-ups versus big companies, how to increase buy-in from the leadership team and above all, why sales enablement is headed for a period of science-driven, data-backed transformation.

Mar 06, 202327:21
The definitive guide to Customer Success with Tom Castley

The definitive guide to Customer Success with Tom Castley

Our expert today: Tom Castley from analytics gurus Hook.

Tom believes that the world of postsales is full of untapped potential, with so many companies neglecting the importance of valuing their existing relationships.

He talks us through his journey from pre-sales to sales and upward in to management - using Hook as a case study for how to go about driving revenue and retention.

Feb 07, 202327:35
Product Led Growth: with Clément Auffan

Product Led Growth: with Clément Auffan

How does a Product-Led strategy change the way you work?

Becoming another second-time guest of the show is Clément Auffan, now Head of Sales at PhantomBuster.

In our first episode with Clément we traced his career and work at Pace Revenue, but today we focus on everything PLG.

From creating commission plans for reps, onboarding, defining ICP and integrating customer usage data: today’s episode is your definitive guide to life in the product-led lane!

Dec 15, 202227:46
Engagement and Early Adopters: How to Improve Your Product

Engagement and Early Adopters: How to Improve Your Product

Engagement is crucial - yours, your employee’s and your customer’s.

This week, Matt is joined by Tom Lavery - CEO and Founder of leading Conversation Intelligence software ‘Jiminny’.

Sharing his entrance into CI, Tom covers the importance of early adopters in effectively shaping your product and kick-starting revenue, as well as discussing why positive engagement across your company is crucial.

The pair also highlight why coaching and team building are essential in aiding the transition from a small to medium business and beyond.

Nov 08, 202231:17
How To Fast Track Your Sales Journey

How To Fast Track Your Sales Journey

How do you fast-track your sales journey?

According to today’s guest Italo Maddalozzo - by focusing on your values and investing in your education.

Italo is currently VP of Sales at Sermo, after a meteoric rise through the ranks at Bloobirds and Compettia.

He takes us through how his call centre beginnings instilled in him a desire to learn, improve and connect with the customer.

Preaching integrity - to yourself and your clients - today’s episode will help you maximise your skillset and smash your targets.

Nov 01, 202220:50
How is video transforming sales?

How is video transforming sales?

Video communication has transformed sales.

Taking us through the stages of this transformation is Aleks Gollu, Founder and CEO at 11Sight.

The latest of a series of successful start-ups, 11Sight are changing the game for salespeople across the world - revolutionising the speed and success rate of landing new prospects.

We dive into the inspirations for the venture, the internal logistics within the PLG sphere and the ever-blurring lines between sales and customer success.

Sep 07, 202230:53
Why Smart Hiring is Top of the Agenda

Why Smart Hiring is Top of the Agenda

How can you scale and grow in order to pursue sales goals? The ever-thriving Anup Khera, of Attentive shares his thoughts.

He tells Matt why choosing the right people, understanding employee strengths and continuous coaching are his absolute priorities.

The pair also cover how some roles in SaaS sales can be taken on by people from non-business backgrounds.

If you’re looking to champion your personal growth and that of your employees, this episode is for you.

Aug 24, 202228:05
The Evolution of Sales Enablement: with Celine Grey

The Evolution of Sales Enablement: with Celine Grey

How has sales enablement evolved?

Here to outline the past, present and future is Celine Grey, currently Director of Revenue Acceleration at Oyster.

In her flagship role, Celine envisions a world of all things enablement, not just sales - that leads to boosts in culture, cost efficiency, product quality… not just revenue!

In the episode, we trace her career, the hyper-growth journey of Oyster and the importance of using data to track results.

Aug 02, 202231:07
How to build world class revenue teams

How to build world class revenue teams

What’s the key to being a successful CRO?

Today’s guest Grant Coombe has amassed a wealth of experience helping a whole range of companies to maximise their potential.

Currently CRO at the ever-growing FundApps, Grant’s CV includes positions at Bloomberg and a stint running his own consultancy.

Sharing an array of tips and tricks, we cover the difference between big companies and scale-ups, how to close the experience gap and how to streamline internal structure for success.

Jul 19, 202228:33
How do you best organise your team?

How do you best organise your team?

How do you organise teams in a big company?

Sharing his experiences from the field today is Kevin Knieriem, EVP & CRO at tech firm Clari.

Kevin reveals a journey that has led him from food marketing and software developing to adventures in the world of sales.

We cover internal promotion culture, mentorship and the tricks Clari use to approach revenue operations, sales enablement and structure.

Jun 16, 202227:32
The importance of continuous feedback

The importance of continuous feedback

“Sales is a constantly evolving game.”

In this episode, Matt is joined by Vice President of GTM strategy at Greaser Consulting, Erika Davis.

Erika discusses the surprises of her career in sales, highlighting key aspects of sales leadership and healthy company dynamics.

Also delving into the importance of both continuous feedback in sales and understanding oneʼs preferred work flow, this isn't one to miss for those wanting to improve their sales leadership skills.

May 12, 202236:12
How to Hire Well

How to Hire Well

Recruitment is crucial - so how do you make sure you’re hiring well?

Chris Duddridge, VP of Sales at Soroco, says the key quality to look for is a balance of will and skill.

With Chris finding a passion for sales after a brief stint in the military, he shares some lessons that he’s learned along the way.

We cover the importance of a growth mindset, interview checklists and the ever-increasing role of automation.

Apr 25, 202226:40
The Sales Enablement Boot Camp

The Sales Enablement Boot Camp

How do you define sales enablement? And why is it so increasingly important?

This week, Matt welcomes Brendan McGrail, Sales Enablement Leader at Next Caller to help better understand the space. 

Brendan takes us through the do's and dont's of sales enablement, and unpacks the lessons he wants others to learn when thinking about supporting sales teams.

Listen in for Brendan's journey and to get to grips with Sales Enablement.

Mar 30, 202222:00
Product-Led Growth: why is product now the key to growing your business?

Product-Led Growth: why is product now the key to growing your business?

Product-Led Growth is here to stay. Joining to explain why is Jimmy Fong, CCO at SEON Fraud Fighters.

Jimmy and Matt break-down the current market: from Slack to Hubspot, they analyse how every B2B SaaS company is inevitably   moving to a product-led model.

Listen in to understand the changing nature of what drives growth at B2B SaaS companies.

Mar 24, 202227:16
How to manage exponential growth in your business

How to manage exponential growth in your business

What’s it like to be in a business in exponential growth?

Returning to the show today is Greg Freeman, Business Development Director at kleene.ai.

Greg recently chose to step away as VP of Sales into a position which better fulfils his own growth.

Sharing his reasons and motivations, we cover the management fast-track, essential softwares and how he ‘has absolutely no idea how to sell’!

Mar 15, 202227:31
How can you build your sales machine?

How can you build your sales machine?

It's a question that every business owner needs to answer.

To help provide answers, we welcome Nasri EL-Sayegh, VP of Sales at Hokodo.

Nasri’s knowledge and passion are second to none - and here he gives Matt the inside track on how organisation, talent, sales execution, strategy and the gamification of sales can help build your machine.

Mar 04, 202231:12
What's the best way to build connections?

What's the best way to build connections?

Sales can be for everyone. 

Today’s guest Scott Howland, of Google Cloud Security, can certainly attest to that.

He recounts his journey from studying music at college, working with homeless young people, to landing a sales job and flourishing in the industry.

A fellow podcast host from his time at Zephr, he tells Matt Milligan all about his lessons learnt, innovative ways to build connections and his latest role at Google.

Feb 23, 202225:28
Mark Addis - VP of Sales at EduMe

Mark Addis - VP of Sales at EduMe

Today, our teams work globally, flexibly and insanely fast.

How can you keep up? How can you future-proof your management strategy?

Mark Addis, of EduMe, has decades of experience at the helm of many sales teams, and has just the tools you need to get on top of the landslide.

In todays episode, Matt Milligan grills him on everything he’s learnt about leadership in the pandemic, tackling our modern mammoth challenges, and what you can expect from the next stage of your career.

Feb 15, 202225:31
Rebecca Drew - Sales Leader at Vidyard

Rebecca Drew - Sales Leader at Vidyard

How can you stand out in an interview?

In this episode, Matt Milligan chats to Rebecca Drew of Vidyard about her career journey, the key qualities she looks for in interviewees, and the revolutionary potential of video-based sales communication.

Rebecca is a recruitment veteran, and knows exactly what makes candidates stand out from the crowd: Curiosity, Coachability, Collaboration and Commitment. 

Offering her anecdotes, tips and strategies for a successful interview, this episode is not one to miss.

Jan 18, 202229:34
10 Minute Masterclass: How to Manage your Sales Team

10 Minute Masterclass: How to Manage your Sales Team

“Buyers are still buyers, and sellers are still sellers. Businesses still have problems that technology can solve”.

In this weeks’s '10 Minute Masterclass’, Uhubs expert and Head of Growth at Wiserfunding Patrick Throp advises Sales Leaders on how to best manage their Sales Teams as the world reacts to the ongoing Covid 19 Crisis.

Breaking down the 3 C’s of coaching and expressing the importance of understanding where your focus is, Patrick helps you avoid the common pitfalls.

This 10 minute Masterclass is for anyone who’s interested managing or working in a Covid-proof Sales team.

Dec 14, 202111:39
Quinn Fulk - Snowflake's Director of Sales Development

Quinn Fulk - Snowflake's Director of Sales Development

Is Sales Development an afterthought? 

To answer the question, Matt Milligan sat down with Quinn Fulk, Regional Director of Sales Development at Snowflake.  

Touching on his backstory and his rise into the world of SDR management, Quinn uncovers common pitfalls, key interview questions and important personal qualities - to help ensure that your new SDRs will be with the company for the long haul!

Dec 07, 202125:48
10 Minute Masterclass: The Importance of Story-Telling

10 Minute Masterclass: The Importance of Story-Telling

Story-telling can change your business.

In this first '10 Minute Masterclass' from Uhubs experts, Todd Brison shares the practical power of story-telling. Citing the latest research, he uses everything from NFT’s to Star Wars to explain how story-telling is by far the most effective way to convey your message.

Stories “fill the gap between information and understanding” - and make you more effective in almost every area of life.

This 10 minute Masterclass is for anyone who’s interested in selling or educating: whether that’s an idea, a service or ultimately themselves.

Nov 30, 202110:10
Paul Dudley - Co-Founder at Gravity Data

Paul Dudley - Co-Founder at Gravity Data

What can Silicon Valley teach us about sales? 

In the 35th episode of the SaaS Sales Performance Podcast, Matt Milligan is joined by Paul Dudley, co-founder and CRO at Gravity Data. 

Paul’s sales story begins in Silicon Valley, veering away from a career in science to take a role in data analytics at a company who, in his words, ‘just happened to be a SaaS business’. 

Having since founded Gravity Data, Paul reflects on his journey, sharing the different complexities of each position, and offering lessons learned in the worlds of sales enablement, coaching and onboarding.

Nov 09, 202124:01
Dennis van Soest - Sales Rebel with a Cause

Dennis van Soest - Sales Rebel with a Cause

Is the conflict between purpose and profit inevitable?

In  the 34th episode of the SaaS Sales Performance Podcast, Matt Milligan  is joined by sales enablement leader Dennis van Soest from banking  platform Mambu. Dennis  believes that for modern sales enablement you need executive leadership  engagement, which is precisely what led him to Mambu, a company who  believed in his vision.

Here, he talks passionately about the impact their work has in the world,  asserting that ‘you don’t have to choose between purpose and profits’. Bringing  25 years of experience to the table, he breaks down his approaches to  customer-centric selling, motivating salespeople and taking things at  your own pace.

Nov 02, 202123:51
Clément Auffan - Pace Revenue's Head of Sales

Clément Auffan - Pace Revenue's Head of Sales

What's it like to be the first sales hire?

In the 33rd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to sales leader Clément Auffan. 

Continuing the theme from our last episode, the conversation focuses on Clément’s experience as the first senior sales hire at Pace Revenue.

He breaks down his path to the role, and recounts how his DIY onboarding experience led him to creating a fresh process for new starts. Clément believes that salespeople should be more than ‘car sellers’ - offering his vision for a sales world which helps and collaborates. 

Join us as he picks apart coaching styles, time management, useful softwares and his favourite sales book.

Oct 26, 202126:00
The Revenue Leader Episode: Alfie Marsh and Greg Freeman

The Revenue Leader Episode: Alfie Marsh and Greg Freeman

How important is that first sales hire?

In the 32nd episode of the SaaS Sales Performance Podcast, Matt Milligan chats to two top revenue leaders - who he happend to study with at university! 

Today, we welcome Alfie Marsh from Spendesk and Greg Freeman from kleene.ai. Together, they collate their expertise from the world of start-ups, drawing from ten years of experience in both America and the UK. In the conversation, they discuss everything you need to know about bringing in the first sales hire and knowing when to go to market, to managing expectations - from the perspective of both founder and sales leader.

Oct 19, 202131:49
James Newell - Founder of Clear Sales Message

James Newell - Founder of Clear Sales Message

Clarity is everything. 

In the 31st episode of the SaaS Sales Performance Podcast, Ash Ali chats to sales consultant James Newell of 'Clear Sales Message'.

James’ approach to coaching salespeople focuses on improving the clarity of message and the confidence of their delivery. He talks at length about emotional contagion, honesty, courage - the ways in which such human qualities are integral within a successful sales conversation. 

Coupling this with careful research and advance planning for the trickiest questions, his ethos is ultimately all about bringing value to the table and leaving a lasting impression. In this episode, James dissects anecdotes and advice from his successful career - exploring everything you need to become a natural seller.


Oct 12, 202128:12
Ryan Grace - Hero's CRO

Ryan Grace - Hero's CRO

In the 30th episode of the SaaS Sales Performance Podcast, Matt Milligan chats to Ryan Grace, an accomplished revenue leader and current CRO at social shopping platform Hero. Ryan is no stranger to success: Hero’s recent acquisition by Klarna is the fifth of his career. In this conversation, he looks back on how a passion for coaching inspired him to go into management, how to plan for success as a revenue leader, and the ways in which he uses a whole range of data to perfect sales conversion rates. Offering crucial advice and insights into the inner workings of successful companies, take the chance to learn from the best!

Sep 28, 202130:54
Dave Holloway - BML Creative

Dave Holloway - BML Creative

Did you know you could use personalised video messages to drive outbound sales? 

In the 28th episode of the Saas Sales Performance Podcast, Ash Ali chats to Dave Holloway - video marketing expert at BML Creative and author of the bestselling book Wonder Leads. Dave’s approach to B2B sales is all about video messaging: sending personalised sales pitches which demonstrate a willingness to go above and beyond for prospective clients. Citing focus and thorough research as fundamentals for success, he talks through each step of his process and why you should ditch the template emails to step up your outbound sales!


Sep 21, 202130:31
The Round Table Mini Episode

The Round Table Mini Episode

In this mini-episode, Matt Milligan leads a Q&A from the recent round table discussion involving

Alice Smith, Hugh Furness, Ryan Burke and Steve Aird. Answering questions from salespeople tuning in to the livestream, our panel offer their tips and insights for choosing the right company, refining sales pitches and using data to drive a successful sales leadership.


Sep 14, 202108:02
Pavel Golenistsev - Business Purpose

Pavel Golenistsev - Business Purpose

In the 28th episode of our ‘SaaS expert interview’ series, Jamie Slevin hosts Pavel Golenistsev, Organisational Psychologist and founder of Business Purpose. Pavel has a unique ability to communicate the lessons of organisational psychology on management strategy, the coaching process, and how to get the best out of your team. Full of practical advice and hugely important distinctions (such as the one between coaching and mentoring), this episode is not one to miss.

Sep 07, 202131:03
The Uhubs Round Table - Pandemic reflections

The Uhubs Round Table - Pandemic reflections

This is the second extract from our annual round table. Last week, our group of experts spoke about the impact of culture in sales organisations. This week, they reflect on the pandemic: on the challenges of adopting remote working tech, replacing the small actions that make up on-boarding and maintaining employee engagement. Join today’s experts - Alice Smith of ACS Consulting, Hugh Furness of Kalgera, Ryan Burke of Qatalog and Steve Aird of Ebsta - as they pick apart what those in sales can learn from the experience of the last 18 months. 

Aug 31, 202127:57
The Uhubs Round Table - Culture

The Uhubs Round Table - Culture

This first episode of our annual Round Table discussion focuses in on culture. Today, we welcome Anup Khera of Smarp, Natasha Dadlani of MNI, Henrique Moniz de Aragão of G2, Paul Towse of SalesForce and Ollie Sharp of SalesLoft. Our group of experts touch on the practicalities of how to foster culture in sales, how to integrate your culture in your hiring process and how to use your culture to upskill employees. With additional conversation on how to devise coaching plans and honing direction, this isn’t one to miss.     

Aug 25, 202117:08