What really matters when selling AI? It’s not hype. It’s not hallucinations. It’s inference, outcomes, and customer experience. In this episode of The High Performance Sales Leader, host Pree Sarkar sits down with Warren Schilpzand, Regional Director at SambaNova Systems, to decode agentic AI—and how sales leaders can turn it into revenue, not research.

Warren breaks down the difference between training vs. inference, why context engineering beats fine-tuning, and how sub-200ms response times can make or break customer adoption. From retail to mortgages to compliance workflows, you’ll get real-world examples of agentic systems that adapt, decide, and scale—and what it takes to sell them.

If you’re a seller, CRO, or enterprise leader navigating AI transformation, this episode gives you a practical blueprint for landing big deals with outcomes-first thinking.

Connect with Warren Schilpzand:
👉LinkedIn: https://www.linkedin.com/in/warrenschilpzand/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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What does it really take to grow into a high-impact leader—especially when the world won’t wait and your confidence wavers? In this episode of The High Performance Sales Leader, host Pree Sarkar sits down with Wendy Komadina, former VP at AWS, Cloudflare, and Cisco, and founder of TechMeForward, to unpack her framework for building leaders who lead with integrity, clarity, and commercial influence.

Wendy shares her four-stage “Professional Arc,” a battle-tested roadmap that’s helped her scale teams across global tech, coach first-time VPs, and shape cultures that perform under pressure. From working on yourself, to building your team, mastering the business, and leaving a lasting legacy—this is leadership with no fluff, just honesty and impact.

If you’re a sales leader, rising exec, or founder looking to lead with confidence and build teams that scale, this episode will reshape how you think about growth—yours and theirs.

Connect with Wendy Komadina:
👉LinkedIn: https://www.linkedin.com/in/wendykomadina/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Gerard D’Onofrio is a true scale-up operator with sales in his DNA. His father was a Senior Vice President of Sales in tech, his twin brother is an enterprise rep in the US, and Gerard himself has carved an exceptional career in tech sales—earning accolades like 5x Century Club Winner, President’s Club, and #1 global rep at AdRoll.

But what sets Gerard apart is what he’s built, not just what he’s sold.

After a powerhouse five-year stint at AdRoll—including launching their APAC HQ in Sydney—Gerard moved permanently to Australia. Soon after, he was tapped by Dialpad to do it all over again: open the region, land early wins, and scale from scratch. As the first sales hire on the ground, he sold solo for the first 10 months before building a high-performance go-to-market team from the ground up.

Today, Gerard leads Dialpad’s APAC operation, overseeing SMB, mid-market, BDR, SDR, Channel, Sales Engineering, and Customer Success functions across Australia, New Zealand, Japan, and the broader Asia region. In just five years, he’s helped turn a zero-footprint market into a thriving growth engine.

This episode is packed with field-tested insight on launching and expanding in APAC, challenger selling, hiring early-stage talent, and leading with clarity and conviction. If you’re a country lead, an aspiring scale-up founder, or a CRO eyeing APAC—you’ll get a masterclass today.

Episode Highlights:

•  Go Where Others Don’t—and Win Where Others Can’t
• Be the Rep Who Asks What Everyone Else Is Afraid To
• Don’t Scale Fast—Scale Right
• Sell First. Then Build the Team.
• Product Knowledge Isn’t Optional—It’s a Weapon
• Great Sellers Are Comfortable Being Uncomfortable
•  Discovery Is Where the Deal Is Won (or Lost)
• Influence > Rapport (Every Time)
• The Challenger Mindset Isn’t a Style—It’s a Standard
• Your First Hires Will Make or Break You
  
  

Connect with Gerard D’Onofrio:

LinkedIn: https://www.linkedin.com/in/gerarddonofrio/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Have you ever felt like your career path doesn’t quite fit the traditional mold? 

Maybe you've considered transitioning into a new role but felt limited by hiring criteria that seem too rigid. If so, this episode is for you!

Josh English, former Head of Sales Development for Australia at Salesforce and APAC Sales Development Manager at Procore, shares invaluable insights on hiring SDRs from unconventional backgrounds. From comedians to teachers to pilots, Josh has built high-performing teams by recognizing potential beyond the resume.

Episode Highlights:

• M is for Multiplier – Look for People Who Make Others Better
• A is for AI-Ready – They Must Be Tech Curious and Tool Fluent
• G is for Growth Mindset – Hire for Change, Not Comfort
•  I is for Innovator – They Go Beyond the Job Description
• C is for Courageous Communicator – They Say What Others Won’t
•  Don’t Hire for Familiarity – Hire for Possibility
• Your Past Biases Will Burn You – Start With a Clean Slate
• Ask Better Questions – Interviews Are Discovery, Not Validation
• Look for the Pacesetter – One Hire Can Uplift the Whole Team
• Don’t Rely on Memory – Record Interviews and Track Curiosity
•  Don’t Just Ask MAGIC – Be MAGIC

Connect with Josh English:

https://www.linkedin.com/in/joshua-english/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Are you a sales leader struggling to consistently hit your revenue targets? 

Do you feel like something is missing in your approach, but you can’t quite pinpoint what?

If so, you’re in for a treat. In this episode, we sit down with Bart Fanelli, CEO and co-founder of Skillibrium. With a rich history that includes being CRO at OutSystems and VP of Field Success at Splunk for seven years, Bart has seen it all when it comes to sales leadership—both the successes and the failures.

Join us as Bart shares a masterclass on what it takes to truly excel as a sales leader. You’ll walk away with actionable insights that can transform your career and elevate your organization’s revenue performance.

Episode Highlights:

• They Chase the Number and Ignore the Game
• Lone Wolves Get Exposed as They Rise
• They Ignore RevOps—and Just “Hope” Deals Happen
• They Can’t Drive Change (And Get Stuck in the Status Quo)
• Your Sales Engineers, CSMs, and Marketing Team Will Save You—Or Bury You
• If You Haven’t Baseline Rated Your Team, You’re Leading Blind
• You’re Only As Strong As Your Worst Performer

Connect with Bart Fanelli:

LinkedIn: https://www.linkedin.com/in/bartfanelli/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Join us today as Jason Leonidas sits down with us to share his insights on coaching and mentoring sales managers, promoting talent from within, and building high-performing sales teams. Jason, the APAC RVP at New Relic, brings decades of experience in the software industry. In this episode, he dives into his innovative framework for developing sales leaders using the four sales personas: the Super Seller, the Business Manager, the Evangelist or Thought Leader, and the Team Builder.

Episode Highlights:

• The Super Seller: A Double-Edged Sword
• The Thought Leader: Elevating Conversations, Winning Trust
• The Business Manager: Master of Metrics
• The Team Builder: The Core of Leadership Success
• Navigating the Rubber Band Effect
• How to Develop Across the Four Personas
• From Success to Significance
  
  

Connect with Jason Leonidas:

LinkedIn:https://www.linkedin.com/in/jason-leonidas-257b551/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Have you ever wondered how your personality influences your leadership style?

In this episode, Pree Sarkar sits down with Fabian Calle, Managing Director of SAP Concur, to discuss his 15-year journey in leadership. Fabian shares insights on leading as an introvert, shaping culture through personal values, and navigating the demands of both professional and personal life.

Episode Highlights:

• When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull)
• Leadership Isn’t Glamorous—It’s a Lot Like Jiu Jitsu
• Culture Eats Strategy for Breakfast
• Embrace the Beginner’s Mind
• Introverts Aren’t Broken Extroverts
• Feedback Hurts, But It’s Worth It
• Silence Is Golden, But Timing Is Everything
• It’s OK to Step Away From The Crowd!
• Pressure Is a Privilege—If You Know How to Manage It
• Authenticity Is Non-Negotiable
  
  

Connect with Fabian Calle :

LinkedIn:https://www.linkedin.com/in/fcalle/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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David Hope, an APAC SVP with a 40-year career in Asia, shared his transformative sabbatical journey. Starting in Nepal, he trekked solo to Everest base camp and spent three nights in a monastery with a Buddhist Guru, learning meditation techniques. He then walked 260 km on the Camino trail in Portugal to Santiago, reinforcing his relationship with his wife. David also explored historical sites like Gallipoli, Ephesus, and Crete, emphasizing the importance of continuous learning and authentic leadership. He advocates for everyone to take a sabbatical to return stronger, richer, and wiser.

Episode Highlights:

• An Expat Childhood Shapes a Global Perspective
• A Career in Tech That Spanned the Region
• The Sabbatical Decision: A New Kind of Adventure
• Living, Learning, Doing: The Mantra of a Sabbatical
• Sleeping in a Monastery and Meeting the Happiest Man Alive
• From Everest Base Camp to Solitude
• Walking 260 Kilometres on the Camino Trail
• Cycling Through History in Italy
• Swimming Around a Minoan Island
• The Importance of Balancing Work and Life
• Why Experiences Are the True Wealth
• The Power of Networking and Community
  
  

Connect with David Hope:

LinkedIn:https://www.linkedin.com/in/davidahope/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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In today's episode, we dive deep into the revolutionary world of AI-driven sales training with Sai, the co-founder and CEO of Hyperbound.ai, a virtual sales gym designed to elevate GTM functions, sales, customer success, pre-sales, and much more. Hyperbound.ai is turning heads in the tech world, and sales leaders are raving about its ability to deliver real-world simulations and role-playing training at scale.

Sriharsha Guduguntla, a graduate of Y Combinator's Summer Cohort 2023, takes us through the evolution of Hyperbound, from its beginnings as an email automation platform to its current iteration as an AI-powered sales training tool. With over 2,000 user interviews behind them, Sai shares how Hyperbound is helping sales teams upskill and improve their performance, not just with generic scenarios, but through personalized AI bots that simulate real sales calls with decision-makers.

Episode Highlights:

• When Practice Becomes Second Nature, Confidence Follows
• Making Role-Playing Feel Like Real-World Experience
• When Preparation Meets Performance: High-Stakes Calls Made Easy
• Tailoring Practice to Real-World Scenarios and Specific Clients
• Shorter Ramp Times Mean Reps Contribute Faster
• When Change Happens, Be the First to Adapt
• Building a Cohesive Team Beyond Just Sales
• Overcoming the “Training Budget” Mentality: The Wine Incident
• AI Won’t Replace Sales Reps—It’ll Empower Them
• Continuous Improvement with Every Call
  
  

Connect with Sai:

LinkedIn:https://www.linkedin.com/in/sguduguntla/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Russell Evans, former CRO at Dubber, discussed his transition from large corporations to startups, highlighting Dubber's growth from $5 million to $38 million ARR in five years. Key drivers included partnerships with Cisco and Microsoft, the unified communications as a service (UCaaS) market's 18-22% annual growth, and a partner-only go-to-market strategy. Evans emphasised the importance of cultural fit, data-driven decision-making, and maintaining a high-energy, partner-centric approach. Challenges included building a global team and ensuring partners were genuinely aligned with Dubba's vision. Evans also stressed the need for unreasonable expectations and clear communication to manage stakeholder and investor expectations.

Episode Highlights:

• Why Russell Left the Corporate Giants for a Startup Rollercoaster
•  Scaling from $5M to $38M ARR in Five Years
• Partner-Centric Models are Not for the Faint-Hearted
•  Building a Global Team is Harder Than You Think
• The Importance of Repeating Yourself—Endlessly
• Why Hiring for Attitude is the Key to Success
• The Secret Sauce to Partner Success
•  The FOLAD Factor: Fear of Looking Like a Dick
• Building a Culture of Trust and Accountability
• The Unreasonable Person Drives Change
• Unreasonable Expectations are Key to Growth
•  Managing Investor Expectations is a Delicate Balancing Act

Connect with Russell Evans:

LinkedIn:https://www.linkedin.com/in/russell-evans/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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In this episode, we sit down with Alex Palmer, SMB Manager - ANZ at Deel, a hyper-growth Pre-IPO SaaS company revolutionizing payroll and workplace mobility worldwide. Originally from the UK, Alex came to Australia with dreams of playing professional cricket. His experience as an athlete shaped his approach to leadership, emphasizing continuous improvement, resilience, and a focus on team growth. Today, he leads with transparency, honesty, and a passion for helping others succeed—both on his team and through his mentoring work with organizations like Rare Birds and Early Work.

Episode Highlights:

• From Cricket to Tech Sales: A Journey of Serendipity
• Why Team Sports Prepare You for Business (More Than You Think)
• The Pivot to Tech Sales: A Lucky Break or a Calculated Move?
• From Sales Rep to Leader: The Mental Shift
• The Art of Building High-Performance Teams
• How to Spot a Bar-Raiser in Your Team
• Eating the Frog: Why Doing the Hardest Thing First Matters
• Why Ownership Beats Talent Every Time
• The Duck and Eagle Theory: Managing Different Types of Performers
• Radical Candour: The Key to Authentic Leadership
• Creating Psychological Safety in High-Pressure Sales Environments
• Fail Fast, Fail Forward: Iteration is Everything
  
  

Connect with Alex Palmer:

LinkedIn: https://www.linkedin.com/in/alex-palmer/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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In this episode, we explore the power of a beginner’s mindset with Mark Fazackerley, a high-performance sales leader and martial arts practitioner. Mark shares how adopting a sense of wonder can open up infinite possibilities, whether in business or personal growth. We also delve into his journey through martial arts, how it shaped his leadership style, and his unique perspective as the "Roving Reporter" on LinkedIn.

About Mark Fazackerley:

Mark Fazackerley, a high-performance sales leader who has made a significant impact across some of the most well-known companies in the industry, including Oracle, Talend, Qlik, and MicroStrategy. Mark is not only respected for his leadership and sales acumen but also for the authentic way he shows up in the world—a quality deeply influenced by his lifelong passion for martial arts.

Many of you may recognise Mark from his engaging LinkedIn Video posts as the ‘Roving Reporter,’ where he leads by example in the realm of social selling. In this episode, we’re going to dive deep into his journey, his philosophies on leadership, and how martial arts has shaped the way he connects with and inspires others.

Episode Highlights:

02:35 The Early Influence of Kung Fu
05:48 Karate as a Life-Changing Decision
07:30 Applying Martial Arts Discipline in Sales
08:46 Embracing the Beginner’s Mindset
12:16 The Importance of Situational Awareness in Sales
13:40 The Birth of the Roving Reporter: A Social Selling Experiment
15:36 Harnessing the Power of Video Content
17:00 Overcoming the Fear of Putting Yourself Out There
24:17 The Power of Authenticity in Leadership

Connect with Mark Fazackerley:

LinkedIn:https://www.linkedin.com/in/markfazackerley/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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What makes a truly elite Account Executive in complex enterprise sales? In this episode of The High Performance Sales Leader, host Pree Sarkar sits down with Antoine LeTard, a seasoned SaaS VP and APJ sales leader who’s built winning teams at AppDynamics, Rubrik, and RSA Security.

Antoine introduces his “Triple Threat” framework—Science, Art & Heart—a powerful philosophy for sellers navigating today’s messy, multi-stakeholder buying world. From internalizing the playbook to coaching champions and asking the platinum question, “How great are you willing to let life be?”—this episode is a masterclass in intentional selling and leadership.

If you're building a sales team, leading in a scale-up, or coaching the next generation of AEs, this episode is packed with practical tactics and career-shaping insights.

Connect with Antoine LeTard:
👉LinkedIn: https://www.linkedin.com/in/antoine-le-tard/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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What has shaped your journey so far?

In this episode, we sit down with Peter Sharples, Vice President APAC at Builder.ai, a Series D unicorn revolutionizing the tech landscape through AI-driven app development. Peter, formerly with AWS, shares his journey from civil engineering to becoming a leader in the tech industry, highlighting the transformative shift from cloud computing to AI. He also reflects on the key decisions and experiences that have defined his career.

Episode Highlights:

• The Journey Begins: Learning from Mistakes
• The Power of Serendipity: When One Door Closes
• Early Lessons: The Importance of Humility and Resilience
• Embracing Change: Moving Beyond Comfort Zones
• The Game Changer: Lessons from AWS
• The Future is AI: Why I’m Betting on the Next Decade
• Adapting to the New Normal: What the Future Holds

Connect with Peter Sharples:

LinkedIn: https://www.linkedin.com/in/petersharples/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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In this episode, David Oakley shares his experiences transitioning from industry-leading giants like IBM and Oracle to working with innovative companies such as ServiceNow and Miro. He delves into the benefits of starting a career in large organizations and how those experiences shaped his approach in more agile, cutting-edge environments. Dave also discusses the importance of self-management, leadership, and creating a sustainable work environment that fosters long-term success.

Episode Highlights:

01:19 The Unplanned Path: From Big Names to High-Growth Startups

03:03 Learning from the Giants: The Benefits of Big Company Experience

04:13 Managing Yourself: The Foundation of Leadership

07:01 Playing the Long Game: Balancing Sprints with Sustainability

10:32 Building Cross-Functional Cohesion: The Power of Teaming

14:58 Leading with Purpose: Connecting the Dots for Your Team

20:39  Adapting Your Leadership Style: From Experience to Facilitation

32:24  Embracing AI: The Future of Sales Leadership

Connect with  David Oakley:

LinkedIn: https://www.linkedin.com/in/oakleydavid/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 and colleagues but also those who are navigating the challenges of career transitions and personal growth.

Episode Highlights:

01:56 Meeting Kwame: The Unannounced Visit

05:32  The Power of Consistent Daily Action

07:49  Building Confidence Through Commitment

10:28 Overcoming Challenges During the Career Break

13:37 The Athlete’s Mindset: Training for Success 

15:49 The Role of Mentorship and Networking

Connect with  Kwame Aforo-Addo:

LinkedIn: https://www.linkedin.com/in/kwameaa/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 

03:00 Identifying the Market Gap 

07:13 Encouraging Innovation Through Failure

09:21 Nurturing a Strong Company Culture

11:05 Navigating Challenges with Resilience 

15:39 Global Expansion Strategies

21:23 Embracing Change and Adaptability

Connect with  Tanya Neary:

LinkedIn: https://www.linkedin.com/in/tanya-neary

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 and offers strategies for fostering inclusivity and championing diversity, effective sales techniques, and many more. 

Join us as we uncover the secrets to sales success.

Episode Highlights:

00:44 From HR to Sales: The Initial Leap

02:53 Overcoming Early Challenges in Sales

05:04 Gender Dynamics in the New Business Team

07:28 The Drive to Leadership

08:59 Leading Diversity Initiatives at Google

11:42 Addressing Challenges in Scaling Organisations

18:41 The Importance of Sponsorship and Retention

20:51 Creating an Environment for Progression

Connect with  Emma Cahalane:

LinkedIn:https://www.linkedin.com/in/emmacahalane1/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 revolutionise the world of forecasting. John's extensive experience in sales at companies like Siebel, Oracle, and Ventyx, coupled with his leadership roles, positions him as a thought leader in this space. 

Episode Highlights:

01:10 John Moran’s Journey: From Sales Rep to CEO

02:21 The Core Challenges in Sales Forecasting

05:25 Symptoms of Poor Forecasting on Organisations and Leaders

08:24 The Importance of Training

12:17 The Role of Models and Technology

21:42 Building a Predictable and Accurate Forecasting System

Connect with John Moran:

LinkedIn: https://www.linkedin.com/in/jmoran-au/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 challenges faced by scale-up organizations and the solutions that can pave the way for rapid revenue flow.

Episode Highlights:

01:06  The People Factor: Finding the Right Talent

01:50 Identifying and Serving the Right Customers

12:31 Enhancing Collaboration for Better Execution

18:31 Traits of Successful Employees in Scale-Up Environments

20:59 Product Market Fit and Customer Alignment

Connect with Brett Stephenson:

LinkedIn:https://www.linkedin.com/in/brett-stephenson-26643a38/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 responsibilities offers valuable lessons for aspiring leaders. Let's explore Keith's strategies for building followership, the benefits of coaching, and how to create a strong relationship with your CRO.

Episode Highlights:

00:38 The Many Faces of a VP: Understanding the Role

02:25 Climbing the Leadership Ladder: From Level 1 to Level 3

03:39 The Transformative Power of Coaching in Leadership

06:51 Building Followership: The Heart of Effective Leadership

10:09 The Critical Role of Strategic Conversations

13:10 The Delicate Balance of Communication and Influence

15:48 Building a Strong Relationship with the CRO

Connect with Keith Payne:

LinkedIn:https://www.linkedin.com/in/keithp4yne/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 Creating a Culture of Growth 

19:14 Transparency and Alignment Across Functions

22:21 From "Me" to "Us": Shifting Paradigms in Leadership

26:31 Conclusion: Cultivating a Thriving Ecosystem of Growth

Connect with Steve Singer:

LinkedIn: https://www.linkedin.com/in/steve-singer/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 eventually co-founding Archistar, a thriving SaaS company, Robert delves into the pivotal moments that shaped his path. Expect to gain profound lessons on strategic decision-making, the art of effective capital allocation, and the significance of building defensible moats around businesses. 

Episode Highlights:

03:21 Robert’s Journey from Corporate to Author

05:10 The Founding and Success of Archistar

09:35 Strategies for early-stage SaaS companies and the importance of founder-led sales

16:13  Building a Moat Around the Business

19:29 Capital Allocation Challenges

26:38 Landing and Expanding Strategies

30:21 Maximising Returns with the First Head of Sales

Connect with Robert Coorey:

LinkedIn: https://www.linkedin.com/in/robertcoorey/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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What does it really take to build a top-performing sales team—without big budgets, brand power, or a pre-written playbook? In this episode of The High Performance Sales Leader, host Pree Sarkar sits down with Dave Lambert, General Manager of APAC at Iterable and former VP at Medallia, to reveal the secret behind consistent sales success.

Dave shares how he built award-winning teams and earned multiple President’s Club and MVP titles by focusing on discipline, trust, and execution rhythm. Learn how to transform consistency into your competitive advantage, apply the “four-year sprint” mindset for sustained career growth, and build a culture that wins week after week.

If you’re a sales leader, SaaS executive, or ambitious seller, this episode delivers practical frameworks you can apply immediately to boost performance and resilience.

Connect with Dave Lambert:
👉LinkedIn: https://www.linkedin.com/in/david-h-lambert/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 key insights and practical tips shared by Mike, providing valuable lessons for sales leaders, account executives, and anyone involved in the forecasting process.

Timestamps:

00:41 Understanding the Forecaster's Goal

01:22 The Feedback Loop – Accuracy, Consistency, and Growth

05:43 The Crucial Building Blocks of Forecasting 

08:23 Building Trust Inside Your Team

10:15 The Value of Shared Ownership and Collaboration

14:47 Challenges in Forecasting and How to Overcome Them

22:19 Key Takeaways for Sales Leaders

31:16: A Mini Masterclass in Forecasting

Connect with Mike Saxton:

LinkedIn: https://www.linkedin.com/in/mike-saxton

Connect with The High Performance Sales Leader Host, Pree Sarkar:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 expectations, a collaborative atmosphere is cultivated, as seen in Paul's approach to team forecasting. Additionally, Paul advocates for a holistic approach to sales by integrating pre-sales, marketing, partners, and customer success teams into success cadences, breaking down silos within the organisation.

Episode Highlights:

01:49 Paul Arthur's Startup Journey into Holistic Leadership

04:31 The Positive and Negative Sides of Culture

08:37 The 2x2 Matrix: Getting It Done & Doing It Right

10:19 Transparency, Collaboration, and Goal Sharing: Building a Successful Team

17:24 Encouraging Collaboration through Mentorship

19:35 Conclusion: The Joy of Making a Difference

Connect with Paul Arthur:

LinkedIn: https://www.linkedin.com/in/paul-arthur-744442/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor, and under-pressure and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 the importance of building strong relationships in business, understanding different cultures, learning from losses and the value of time.

For those looking to own their career path, Rob describes how having a clear vision and owning your challenge can make a difference. Throughout the conversation, he consistently emphasizes the importance of continuous self-development.

Time stamps

00:24 Starting out from Michigan

04:11 Pioneers, Settlers and Museum Keepers

05:16 The biggest lessons I've learned that sales teams and managers must know

08:19 Life and work lessons as a Sales Leader

10:21 Experiences that have been useful in becoming a better leader?

13:07 Rob's core principles of beliefs

15:46 Owning your challenge

Connect with Rob Malkin

LinkedIn: https://www.linkedin.com/in/robmalkin/

Connect with The High-Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 exercise, meditation, mindfulness, and adequate sleep are crucial for performance and resilience.  Additionally, Riges highlights the value of gratitude and journaling as tools for self-reflection and mental well-being.

04:38 The Impact of Early Life Experiences on Riges Career

07:15 Challenges and Strategies in Building Innovative Companies

10:10 Recognizing and Dealing with Stress and Burnout

13:04 The Importance of Self-Care and Mindfulness

20:38 Practical Tips for Mindfulness and Meditation

23:56 The Role of Journaling in Self-Care

26:57 Conclusion: It's Okay Not to Be Okay

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 their leadership potential and impact.

01:43 Transitioning from corporate leadership into coaching
6:10 Switching from being a leader to coaching other leaders
9:33 Manager Vs Leader - Leadership styles
12:38 Crucial mindset shifts for someone to transition into leadership
15:04 Essential skills for managers who want to transition
16:56 GROW Model for coaching
19:49 How can a manager cultivate their leadership skills?

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 and growth at global companies including Integrated Research, Kaltura, BlueJeans Network, and Polycom.

James' journey is a testament to the power of strategic execution and adaptability, and his insights provide a valuable blueprint for CEOs navigating the sales process. 

Here are his tips on selling effectively as a startup CEO:

1 - 🌠 Build your portfolios and long-term vision

2 - ⛓️ Maintain a balanced pipeline

3 - 🤝 Appeal to your Product Development team through Vision Casting

4 - 🏋🏻‍♀️ Influence your teams with a shared vision, accountability, and autonomy

5 - 📣 Clarify your vision and give regular updates

6 - 🧐 Be transparent to your investors at all times

7 - 🫂 Depend on a support system to handle pressure

8 - 🎡 Trust your instincts and embrace agility

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 a culture of success from the ground up, and today we're going to learn all about it. 

Most importantly, he believes in building a culture of success from the ground up, and these are his top tips:

1. 🌱 Leaders must give back to help others succeed
2. 💪 Motivation starts, but discipline keeps you going
3. 🌟 Go from being Good to Great
4. 👁️ Be situationally aware and outwork the competition
5. 👑 Master the 4 levels of leadership: Self, Peers, Individuals and Managers
6. 🏃‍♂️ Be agile, question resistance and take action
7. 🚤 vs 🛳️ Speedboats vs Oil Tankers: Go where you can make the most difference
8. 🧠 Follow the 70-30 rule in hiring talented people
9. 🧑‍🏫 Coach your team through 4 stages: learning, performance, consolidation and stagnation
10. 🤝 Seek to work with the best you possibly can

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 are 8 actionable insights to win more deals:

1. Creating a culture of open communication 🗣️
2. Set expectations with customers and create a system for collecting their feedback 📈
3. Losing deals affects team morale and staff retention 💔
4. Customer feedback is the key to survival and success in a competitive market 🔑
5. Take more time in discovery to get higher win rates 🕵️‍♂️
6. In reviewing your deal wins, measure your responsiveness, discovery, patience, cultural fit, and risk management 📊
7. Build an environment where people can feel comfortable discussing success and failure 💬
8. Invest in a platform for reviewing your wins and losses 💻

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 Club twice (during COVID) and achieved the Highest Performing region globally in 2021.

Andrew, originally from the UK, studied electronic engineering and initially worked as a systems engineer for 12-18 months before transitioning into sales and selling manufacturing MRP systems. Since the early nineties, he has been involved in selling enterprise applications and leading teams in the sales and building companies industry.

In this episode, he shared some wonderful insights into using technical expertise to succeed in sales.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 across Europe and the ANZ region.

Terrie Anderson was motivated to write books due to her natural ability to coach and mentor others. Her first book, The Little Red Success Book, documented her coaching techniques.

In this episode, she shared some awe-inspiring insights about building lasting relationships with others.

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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What does it really take to thrive inside a private equity-backed company—especially when the stakes are high and the expectations even higher?

In this episode of The High Performance Sales Leader, Pree sits down with Maurizio Garavello, SVP at Qlik, whose global career has spanned IBM, Dynatrace, Websense, and Forcepoint. From leading in public companies to mastering the dynamics of private equity environments, Maury shares what it takes to not just survive—but scale with purpose.

We unpack what happens after the acquisition call: how to adapt, lead, and thrive when the rules change overnight. Maury shares raw lessons about fiscal discipline, people-first leadership, and balancing ruthless execution with long-term value creation.

Whether you’re a CRO, sales leader, or rising AE eyeing a PE-backed role—this episode is a masterclass in building high performance in high-pressure environments

Connect with Maurizio Garavello:
LinkedIn: https://www.linkedin.com/in/mauriziogaravello/

Connect with The High Performance Sales Leader Host:
LinkedIn: https://www.linkedin.com/in/preesarkar/

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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, my favourite is how culture and values are inherently transformational. Not only they do fulfil people and glue teams together, but they also directly affect conflicts and client satisfaction. 

If you’re a new leader at a startup, you can help turn it into a scaleup by integrating your culture and values into your processes and workflows.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 who has worked with Harness, AppDynamics, and ScienceLogic, building revenue and teams from the ground up to $50M in ARR.

From hiring top performers to creating a sales process, Simon shared great actionable insights for tech leaders and founders. 

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 currently the VP of Sales and Customer Service at Objective Corporation.. Aside from her coaching frameworks, she also shared her interesting mentoring stories and wonderful advocacy for diversity and inclusion.

Just like Andrea, you can help empower your team by building a culture of coaching, mentoring, and inclusion in your organisation.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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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 exited two successful businesses. He then worked on the client side consulting to major Banks and Mining companies and grew US vendors like Leidos, Forescout, Tenable, and now Delinea.

My talk with Dave Reeves was rich with his personal experiences and it came with actionable lessons about building a career in cybersecurity.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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“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 revenues to eight figures, at Imperva he turned the APAC region from the worst-performing to the best-performing region and now leads the Quest Software APJ business with 150 people in the GTM org alone.  

In his first year, he achieved targets for the region after 9 years of missing targets and has turned it into their fastest-growing region.

If you’re a Sales Leader or an Individual Contributor (IC) who is new to MEDDPICC, you’ll find these lessons very insightful.

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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’re a new or senior Sales Leader, you just can’t possibly miss out on these highlights from our talk.

Here are some of the strategies that brought her success—from the moment she entered Insight until she helped them become Microsoft’s Australia Partner of the Year.

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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 Sales & Service Leader at Korn Ferry.

Here’s how to survive and succeed with Multi-Club achiever, Jeremy Auerbach.

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If you’re a SaaS startup that's thinking of scaling in Asia, you must also prepare for crashes and crises. 

I had a wonderful opportunity to talk with software industry veteran, Stu Garrow. Stu Garrow is a veteran of the software industry with over 25 years of experience in growing companies like Mulesoft, Talent and now Aiven in Asia. 

He shared insights that only someone with over 25 years of experience can articulate.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Are you having trouble attracting or retaining rockstars or A-players to your tech startup?

Take a page from the book of Ankesh by listening to this episode. 

Ankesh is a leader who has scaled revenues from zero to 35 million ARR and teams from zero to 100 for leading SaaS hypergrowth companies like Qlik, App Dynamics, Zscaler, and ClickUp. 

He believes that if you can recruit really well, half of your problems are solved in business.  Whether you agree or not, you can’t deny that hiring the right person can make or break a business momentum.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Scaling your startup in an unfamiliar region such as Asia may pose unexpected challenges your way. For instance, where do you begin, and which markets hold the most growth potential? 

To answer that question, I talked to Graham Sowden, a leader, and scaler of SaaS companies in APAC. He's best known for scaling Okta 10x to 100 million, Acquia 4x to 12 million, and Informatica 6x to 60 million.

From our conversation, I learned that to successfully scale your startup in Asia, it's important to look inward and consider if your business expansion is for the right reasons. 

Since you’re venturing into new territories, invest in your communication skills and be respectful of the culture if you want to foster long-term relationships. 

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Ever wonder what separates good sales teams from elite ones that consistently win? 

In this episode of The High Performance Sales Leader, Pree sits down with Daniel Elding—former Director of Revenue Enablement at CrowdStrike, Zscaler, and AppDynamics—to uncover the secrets behind high-performing sales orgs.

Dan shares hard-earned lessons from leading sales transformations across top tech companies. From building go-to-market systems at scale to mastering recruitment, retention, and revenue generation, this conversation is a blueprint for building teams that don’t just hit quota—they crush it.

Whether you’re a first-time sales leader or scaling your org into hypergrowth, this episode will give you the frameworks, mindsets, and real-world tactics to lead with clarity and drive consistent results.

Press play and get the frameworks behind sales teams that actually win.
Let’s build better together. 🎯

Connect with Daniel Elding:
👉LinkedIn: https://www.linkedin.com/in/danielelding/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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To grow your startup's revenue, you need to focus on what you love doing the most as a founder. That's just one of the best business insights Tony dropped in our conversation. 

I'm elated to have sat down with Tony Simonsen, an experienced COO who has built revenue and teams across global companies and rapidly growing Australian software firms. 

He led PayApps to 3x revenue growth and a place on the coveted Deloitte Fast 50 Growing Companies in the APAC region.

In this episode, Tony discusses his insights on transitioning from a start-up to a scale-up, working with company founders, and leading teams to success.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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As a sales leader, one of your most important tasks is building a high-performing sales team. However, this can be a daunting task, especially if you're starting from scratch or trying to take an already high-performing team to the next level.

In this episode, Justin gave valuable insights about hiring, coaching, and onboarding your sales team.

Justin Meyers is the Head of Commercial Sales at CreditorWatch. He leads a high-performance sales organisation, where 27/30 sales reps are ahead of the sales quota!

In our conversation, Justin and I agreed that building a high-performing sales team takes time and effort. It requires a clear recruiting process, a focus on team composition, and a commitment to maintaining culture. 

By taking these steps, businesses can build a strong foundation for success and drive growth over the long term.

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We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

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Leading a high-performing sales team is a challenging task, but with the right strategies, it's achievable.

In this episode, I talked to Mike Wingfield, a high-performance sales leader who has worked with scale-up companies like Marketo, New Relic, and Twilio, and is a part of the rare "100 x 100” Club. 

He has achieved the rare feat of leading 100% of his sales team to a 100% quota not once, but twice. 

Mike's insights into hiring, creating an environment for success, building a culture of learning, and coaching can help you build and lead a successful sales team. 

Remember to celebrate the little wins, recognise exceptional indicators, and give feedback in a way that aligns with people's preferences.

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@ultratalent.com today!

Dan Churches, the Regional Vice President of Transmit Security, has had a successful career in leadership and management in the tech industry. However, his journey towards success was not without its challenges. 

When asked about his personal challenges, Dan immediately mentioned his dyslexia. Although his condition was not severe, he struggled with reading and writing, which made it difficult for him to construct well-rounded emails or proposals. 

To overcome this challenge, he had to develop his visual adaptation skills and become more visually oriented.

Dan's journey taught him that being self-aware is the first step towards achieving career success. 

By acknowledging his weaknesses, he was able to focus on improving his writing and communication skills. He emphasised the importance of proper grammar and structure when communicating with others, especially in the tech industry where competition is high, and communication is key.

Situational leadership, coaching, transparency, and shared insights can help teams navigate uncertainty and overcome obstacles.

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@ultratalent.com today!