Shows
AI Chronicles with Kyle JamesAJ Bruno: Simplifying Sales Compensation with AIIn this episode of the AI Chronicles podcast, host Kyle James interviews AJ Bruno, co-founder and CEO of Quotapath, a software development company that simplifies sales compensation and commission tracking through automation and AI-driven tools. AJ shares his journey from his previous company, TrendKite, to Quotapath, discussing the challenges and successes of scaling a business in the AI space. The conversation delves into the user experience of Quotapath's AI-powered plan builder, the target audience, and the importance of clarity in compensation plans. AJ emphasizes the adaptability of organizations in utilizing Quotapath's tools and encourages listeners to explore the platform through...2025-07-0218 min
OnBase: Smashing Sales and Marketing MisalignmentsEp. 537 | How to Scale Demand Generation Like a ProEpisode SummaryThis episode explores the nuances of scaling demand generation strategies from startups to established organizations. Lily Youn highlights the importance of building a strong foundation through account-based strategies, data hygiene, and team alignment. She discusses the differences between startup scrappiness and scale-up structure, the role of AI in demand generation, and how to identify quick wins for immediate impact. Lily also shares actionable insights for optimizing conversions, improving CRM processes, and fostering collaboration across teams..Key TakeawaysFoundation is EssentialSuccess in demand generation starts with targeting the...2025-05-2933 min
The Hyperengage PodcastEp # 144: The Evolving Role of AI in Sales & Revenue ft. Ryan Milligan (VP, QuotaPath)Join Adil Saleh and Ryan Milligan, VP of Sales, Marketing, and Revenue at QuotaPath, on this episode of the Hyperengage podcast, as they explore the intersection of AI and sales performance in SaaS organizations. Ryan discusses his journey from RevOps leader to VP, driving sales strategy with data-backed insights. The conversation dives deep into how AI is not a replacement for humans but a powerful tool for human augmentation in the sales process, from automating outbound prospecting to improving CRM management. Ryan also sheds light on QuotaPath’s unique approach to compensation plans, driving higher-quality revenue by aligning sales in...2025-05-1533 min
Market Genius AIModern Comp Plans: How QuotaPath Simplifies Sales CompensationSales compensation is often messy, misunderstood, and manually managed — until it breaks. In this episode, I’m joined by the Head of Sales and Revenue Operations at QuotaPath, the leading platform purpose-built to simplify, automate, and scale commission processes. We dive into how QuotaPath transforms traditional compensation workflows by aligning comp plans to company goals, giving reps real-time visibility into earnings, and removing the friction of managing payouts through spreadsheets. You’ll learn how they approach plan modeling, quota management, and performance insights — and why transparency in compensation is one of the most powerful levers for driving rep motivation and fore...2025-05-1349 min
The Revenue Leadership Podcast with Kyle NortonE29: Mastering Sales Commission Plans with QuotaPath's Ryan MilliganKyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from his diverse background and how QuotaPath navigates commission planning to ensure high performance and retention. The conversation also touches on key aspects such as measuring incrementally, balancing incentives, diagnosing ineffective plans, and trends in the current market. New episodes of The Revenue Leadership Podcast...2025-04-161h 19
The built hapily Podcastbuilt hapily podcast | Season 2, Episode 4: AJ BrunoQuotaPath CEO AJ Bruno joins the built hapily podcast to share how his company revolutionized commission tracking, integrated deeply with HubSpot, and built a thriving SaaS business.From co-founding TrendKite (sold for $225M) to launching QuotaPath, AJ reveals:✅ Why sales commissions are broken & how to fix them✅ How to scale a SaaS company within the HubSpot ecosystem✅ The role of AI in revenue operations & sales compensation✅ Insights on building long-term partnerships in SaaS🎧 Listen for expert insights on scaling, SaaS, RevOps, and HubSpot success!🔗 Learn more abo...2025-04-0347 min
Move The Needle - Real strategies. Data-driven growth. B2B results that move the needle.166: Identify your best-fit customer with 3 metrics (w/ Ryan Milligan, QuotaPath)2025-03-2729 min
ToplineSPOTLIGHT: Lessons and Insights on Leading Through Layoffs from AJ Bruno, CEO of QuotaPathTopline is excited to introduce our newest segment – Topline Spotlight. In this series, our hosts sit down with top B2B tech leaders to explore the biggest challenges they’ve faced and how they conquered them. For the debut episode, Sam and Asad interview AJ Bruno, CEO of QuotaPath and co-host of Topline, to reflect on his experience navigating significant headcount cuts nearly two years ago. AJ opens up about the emotional and strategic challenges of reducing his workforce by 30%, the effect on company morale, and the surprising advantages of operating with a leaner team. He sh...2025-01-0915 min
Millennium Live | A Leadership & Discovery Podcast🎙️ Episode 305 | Commissions 2.0: A New Era of Performance-Driven CompensationEpisode Description:From Byproduct to Catalyst: Aligning Commissions with Business Goals. On this episode of Millennium Live, we’re joined by AJ Bruno, Founder & CEO of QuotaPath, and Ryan Milligan, VP of Revenue Operations at QuotaPath, to discuss a revolutionary approach to commissions and compensation planning. AJ and Ryan share their insights on the shortcomings of traditional compensation models and how innovative strategies can better align sales teams with business objectives.Tune in as they dive into real-world success stories, tackle challenges in implementation, and explore the critical role technology plays in...2024-11-2556 min
GTM Secrets014 | Ryan Milligan: Using Data Science in RevOpsDive into the latest episode of GTM Secrets, where host Stephen Lowisz sits down with Ryan Milligan, a seasoned revenue operations leader from Quotapath. Ryan shares his compelling journey from working in data science at Wayfair to spearheading revenue operations and sales teams.
This episode is packed with valuable insights on structuring compensation plans that drive performance, aligning incentives with business goals, and harnessing data to craft compelling business narratives. Ryan also sheds light on common pitfalls in compensation planning and offers strategies to reduce friction in the sales process, ensuring a seamless customer journey. Discover how...2024-10-3035 min
RevOpsAF The Podcast(Almost) Everything You Need to Know About Comp PlanningComp plans aren’t just a bunch of numbers that finance sends over on a spreadsheet. Nor a list of rates for sales reps to calculate their earnings.
Comp plans are your most important tool for driving revenue growth. 🧰
Join Ryan Milligan, VP of Revenue Operations at QuotaPath, to learn how your company can re-contextualize the way comp plans drive sales—plus product, marketing, and customer success—outcomes in 2025.
Topics covered include:
👷 How comp plans should be designed to incentivize revenue growth
🤔 What we can learn from non-SaaS industry comp plans
...2024-10-1429 min
The Thoughts on Selling™ Podcast40. Unleashing Sales Success: Leveraging Compensation Strategies with Ryan MilliganRyan Milligan from QuotaPath and I take a deep dive into how automating and optimizing sales compensation can drive the behaviors that are most beneficial for businesses.
Key Points We Discussed:
The Impact of Compensation on Sales Behavior:
Ryan emphasized that your compensation plans need to motivate you directly. Often, compensation structures are too complex and fail to guide you on which deals to prioritize, leading to inefficiency and a lack of motivation.
An effective compensation plan should be simple for you to understand and directly tied to the outcomes you are expected to...2024-10-0734 min
The Update Algorithm By Sidekick StrategiesEssential Apps for Sales Hub 2024HubSpot Launches "Essential Apps for Sales Hub 2024" Collection in App MarketplaceHubSpot announced the launch of its "Essential Apps for Sales Hub 2024" collection within its App Marketplace. This curated list highlights recommended apps designed to integrate seamlessly with HubSpot Sales Hub, providing a more powerful and connected tech stack for sales teams.Here are some key takeaways:Focus on connectivity: The curated list emphasizes the importance of a "connected tech stack" for sales leaders to gain a "complete view of prospects and customers" and ultimately "sell smarter and accelerate revenue growth."Wide range of...2024-10-0313 min
The Revenue FormulaCan RevOps lead sales? Well, this person does (with Ryan Milligan)Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales.And there's a few interesting learnings you shouldn't miss(00:00) - Introduction
(01:30) - Meet Ryan
(02:02) - Transition from RevOps to Sales Leadership
(03:52) - What we think sales is and what it actually is
(06:35) - RevOps and Sales Alignment
(08:13) - Advice for RevOps Professionals
(12:49) - Sales Process and Deal Managemen
(22:07) - Quota Design and Sales Team Efficiency
(30:47) - Comp plans for CS?
(38:13) - Final Thoughts and Conclusion
*** 2024-08-0839 min
The Revenue Marketing ReportAligning Your B2B Business Around a North StarRyan Milligan, VP of Sales and RevOps at QuotaPath, joins our host, Camela Thompson, Go-To-Market Thought Leader and B2B Insights Expert, in this episode of the Revenue Marketing Report. Ryan shares why a North Star Metric (NSM) isn’t what you think it is, how to socialize it with the rest of the business, and how to assign KPIs to marketers that ultimately point back to that North Star.
Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/
For more great content like this, check out https://calibermind.com...2024-07-3032 min
The RevOps ReviewBuilding A Sales Process With Jeff Ignacio and Ryan MilliganOur host Jeff Ignacio sits down with Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath. They look at how to tailor your sales process and demos to each buyer and their pain points. They also discuss outbound automation, forecasting and the buying process. Finally, they look at the importance of gaining street credibility and looking at your sales processes from a mathematical and analytical lens.2024-07-0520 min
ToplineE64: Lessons from Q2, Crossbeam/Reveal merger, and the importance of adaptabilityThis week on Topline, Sam, AJ, and Asad discuss their lessons from Q2, the Crossbeam and Reveal merger and the why behind QuotaPath’s recent product update. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps. Also, make sure to secure a ticket for: GTM EMEA, which will be held in London from 9 - 11 July GTM2024, which will be held in Austin from October 14 - 16 2024-06-301h 13
B2B Revenue LeadersDon’t start a software company | AJ Bruno (QuotaPath)AJ Bruno, Co-Founder & CEO at QuotaPath, joins Dustin in this episode to explain why starting a new software company in the current environment is challenging. They discuss the rapid changes in marketing, sales, product engineering, and the complexities of today's world, including the role of AI and venture capital. AJ shares insights on the evolution of sales tech, the importance of simple and effective compensation plans, and the necessity of adapting to ongoing technological advances. Tune in to learn how AJ navigates these challenges and what strategies QuotaPath employs to stay ahead.
If you have any questions...2024-06-2528 min
RevOps Lab#35 Comp planning for high-performing revenue teams - Ryan Milligan, VP of Sales & Revenue Operations, QuotaPath
Ryan Milligan, VP of Sales and Revenue Operations at Quotapath, shares his unique career journey and provides deep insights into compensation plan designs that help high-performing revenue teams hit their strategic goals.
We cover:
The strategic role of RevOps in modern businesses
How to set up an effective compensation plan
Communicating and reviewing comp plans
You can find more information about Ryan here:
https://www.linkedin.com/in/ryanemilligan/
RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in...2024-06-2534 min
The First CustomerThe First Customer - The unconventional roadmap to being a serial entrepreneur with Founder AJ BrunoThis episode is extra special because I was lucky enough to interview THE AJ Bruno, Founder and CEO of QuotaPath. AJ wears many hats—he's a limited partner, podcast host, serial entrepreneur, commercial pilot, dad, and much more!AJ delves into the personal aspects of his life, including his upbringing in Pittsburgh, where his father's entrepreneurial spirit and career as a commercial pilot heavily influenced him. AJ recounts his early experiences in acting and entrepreneurship, which laid the foundation for his later ventures. AJ's first business was called Control the Buzz, a website where users could post me...2024-05-2842 min
The Predictable Revenue Podcast343: Crafting Sales Compensation Plans with Graham CollinsThis time, we're diving into the nuanced world of startup sales compensation with Graham Collins, Head of Partnerships at QuotaPath. Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory. Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching2024-04-1850 minThe Predictable Revenue Podcast343: Crafting Sales Compensation Plans with Graham CollinsThis time, we're diving into the nuanced world of startup sales compensation with Graham Collins, Head of Partnerships at QuotaPath. Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory. Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching2024-04-1850 min
Great Day in SalesRyan Milligan: Navigating Comp Plans, Motivating Teams, and Analyzing SuccessSummaryIn this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business...2024-01-3128 min
Unsubscribed!#52 How he started and sold his first company for $225M... and what he's doing differently on round #2 with AJ BrunoListen in as I talk to AJ Bruno, the Founder & CEO of QuotaPath, a sales commission platform that helps companies streamline and manage their sales compensation. AJ shares how he started and sold his first company, TrendKite, for $225M to Cision and then how he started QuotaPath immediately afterwards. He reveals his secrets on growing ARR from $0-$25M in less than 4 years and the biggest challenges he learned from running his first company. We also discuss sales compensation plans, building remote work culture and he shares some killer advice he got from his dad. 2023-12-0741 min
VC Minute172. Valuation Is Only One Part of the Term Sheet feat. AJ Bruno, Co-Founder & CEO of QuotaPathText your thoughts directly to Rich. Founders should to look beyond dilution in term sheets, focusing on board configuration's significance and understanding the option pool's impact. AJ offers words of encouragement, emphasizing resilience and daily learning for success in the competitive market.About QuotaPathQuotaPath brings ownership and accountability to your compensation process by automating sales commissions. Rally teams around shared revenue goals by building comprehensive sales compensation plans and providing visible earnings. Feel confident you're paying commissions correctly on every deal.About SpringTime VenturesSpringTime...2023-11-1003 min
VC Minute171. Key Terms for Founders Negotiating Term Sheets feat. AJ Bruno, Co-Founder & CEO of QuotaPathText your thoughts directly to Rich. AJ provides valuable insights on term sheet structures, evolving clauses, and understanding investor motivations. He offers practical advice on managing tight decision timelines and creating negotiation urgency.About QuotaPathQuotaPath brings ownership and accountability to your compensation process by automating sales commissions. Rally teams around shared revenue goals by building comprehensive sales compensation plans and providing visible earnings. Feel confident you're paying commissions correctly on every deal.About SpringTime VenturesSpringTime Ventures seeds high-growth startups in healthcare, fintech, logistics, and marketplace...2023-11-0903 min
Taking the LeadFrom Lobbyist to Tech Leader: Sara Strope's JourneyIn this episode of Taking the Lead, host Christina Brady sits down with Sara Strope, the Chief Marketing Officer at Quotapath. Sara unveils her unique journey, transitioning from a lobbyist in Washington, D.C., to a pivotal figure in the tech industry. She emphasizes how her lobbying days laid the foundation for her marketing acumen, teaching her the art of understanding market landscapes and crafting compelling messaging.As the conversation progresses, Sara introduces the concept of being a "customer-led marketer." This approach prioritizes understanding the customer's entire lifecycle, from acquisition to retention. Sara believes in deeply knowing...2023-11-0939 min
VC Minute170. Asking VC Questions Builds Relationships and Gets Clear Answers feat. AJ Bruno, Co-Founder & CEO of QuotaPathText your thoughts directly to Rich. Discover the key questions founders should ask during partner meetings and initial discussions in this insightful episode. AJ encourages founders to be inquisitive about how funds operate and make investment decisions.About QuotaPathQuotaPath brings ownership and accountability to your compensation process by automating sales commissions. Rally teams around shared revenue goals by building comprehensive sales compensation plans and providing visible earnings. Feel confident you're paying commissions correctly on every deal.About SpringTime VenturesSpringTime Ventures seeds high-growth startups in healthcare...2023-11-0802 min
VC Minute169. Fundraising Process Starts With Storytelling, Network and Finding the Best Partner feat. AJ Bruno, Co-Founder & CEO of QuotaPathText your thoughts directly to Rich. AJ outlines his proven approach to fundraising. He stresses the significance of tapping into your network, constructing a narrative-driven pitch deck, and carefully selecting the right partner for your business. About QuotaPathQuotaPath brings ownership and accountability to your compensation process by automating sales commissions. Rally teams around shared revenue goals by building comprehensive sales compensation plans and providing visible earnings. Feel confident you're paying commissions correctly on every deal.About SpringTime VenturesSpringTime Ventures seeds high-growth startups in healthcare, fintech, l...2023-11-0702 min
VC Minute168. Raising 9 Rounds in 10 Years for 2 Companies, He's Not Building the Plane While Flying It, feat. AJ Bruno, Co-Founder & CEO of QuotaPathText your thoughts directly to Rich. AJ Bruno, QuotaPath's CEO has raised $70 million for QuotaPath and had a successful sale of TrendKite for $225 million, after multiple rounds of funding. He's also a father of three and a pilot who does not like the idea of building the plane while flying it.About QuotaPathQuotaPath brings ownership and accountability to your compensation process by automating sales commissions. Rally teams around shared revenue goals by building comprehensive sales compensation plans and providing visible earnings. Feel confident you're paying commissions correctly on every deal. 2023-11-0703 min
SaaS Metrics SchoolLevers to Pull in Sales Compensation PlanningIn episode #109, I address sales compensation planning and how you can design your plans for maximum effectiveness. QuotaPath joined me on a webinar to my SaaS community. There were some eye-openers on how to design your compensation plans.
- What is your north star metric that you are trying to solve for?
- 3 common comp plans to drive to your metric
- example levers
Watch the replay in my No Fluff course series: https://www.thesaasacademy.com/offers/zz3ZR2WL/checkout
Head to the Demo section.2023-10-3003 min
New TechniqueEpisode 11: Graham Collins, Chief of Staff, at QuotaPathIn Episode 11, Graham Collins, the Chief of Staff for QuotaPath, joins and dives into his early career progression, acquisitions, and what it has felt like to see QuotaPath grow and adjust their Product Led Growth motion. He shares how he had one of the fastest interviews ever and his love for bird watching (and more).2023-10-2429 min
Geeks Who Lead PodcastAllison McMillan - Making offsites meaningfulIn a world where getting everyone into the same office five days a week is increasingly difficult, offsites are becoming an essential tool for aligning and connecting teams, departments and companies. But all too often, the planning falls to someone with limited events or facilitation experience - on top of their day job - and substantial value is left on the table.Allison - (currently an engineering leadership consultant - previously VPE at QuotaPath and Head of Engineering at Forem) has been planning offsites for 25 years and in this thoughtful interview she shares advice on setting meaningful goals...2023-10-2042 minToplineE26: Kelly O'Halloran Shares Results from the QuotaPath Compensation StudyQuotaPath’s Kelly O’Halloran shares findings from the company’s recent compensation study, which found that it takes employees 3 to 6 months to understand their comp plan, and 39% of reps say that their comp plans don’t meet key business objectives. The result - 90% aren’t meeting quota. Hear more about the data, along with what it means for the broader tech industry, on this week’s episode.2023-10-0949 min
Cash & Burn2023 CEO Roundtable w/ AJ Bruno & Jeff Cotten In this week's episode, Brandon talks with two past guests of Cash & Burn, AJ Bruno, Quotapath and Jeff Cotten, Alvaria.The past year has been interesting, to say the least. We brought on these two founders to ask the questions:What the past year has looked like for you? What changes to your strategies have you had to make? What’s kicked your ass?Tune in for a fun conversation between these two passionate leaders about the never-ending challenges of building a company!Check out Jeff Cotten: Li...2023-08-2939 min
Ángeles de LatAm"La data te dice cuándo comenzar a escalar tus operaciones"- EP27 Ángeles de LatAm - Mauricio SuarezEpisodio número 27 del podcast ‘Ángeles de LatAm’.🎙️🎧 René Lomelí Ojeda conversa con inversionistas de la región para conocer más de su historia como ángel, su tesis de inversión, portafolio y mucho más. En este episodio platicamos con Mauricio guarez sobre el apoyo entre latinos para crear grandes compañías, cómo pasar de un MVP a un producto final, consejos prácticos sobre Product Market Fit, saber cuándo escalar las operaciones, y mucho más. Sobre el invitado: Mauricio es ángel inversionista de Wihom, QuotaPath, Marpipe, Sales Impact Academy, PerchPeek, Occupier, UBankU , entre muchas otras. ---Sigue a 500...2023-08-171h 02
Pit Stops to Podium: B2B RevOps PodcastStrategies for Business Growth Through Content Marketing // With Andrew GazdeckiIn this episode of Pit Stops To Podium, we sit down with Andrew Gazdecki, the CEO and founder of Acquire.com, an online marketplace facilitating the buying and selling of small businesses. With extensive experience as an entrepreneur in the technology and startup industry, Andrew is recognized for his expertise in streamlining the acquisition and sale process of businesses, particularly in the technology sector.
Andrew shares his insights on how to effectively grow your business by leveraging content marketing techniques. He highlights the importance of tailoring your content to appeal to sellers, not just buyers, and provides...2023-07-2125 min
Sales Nerds LiveSales Nerds Live! with Alexine Mudawar 012Host Graham Collins welcomes the CEO of Women In Sales, Alexine Mudawar, to our next episode of Sales Nerds Live! Alexine’s storied career in tech sales began 10 years ago when she quickly earned the No. 1 seller title. She’s since gone on to receive national recognitions such as LinkedIn Top Sales Voice and Salesforce Top Sales Influencer, among many more. She’s both a mentor and a mentee and on June 20, Alexine and Graham will dive deep into the profound impact of sales mentorship.2023-07-1330 min
Sales Nerds LiveSales Nerds Live! with Tracy Young 011On today’s episode of Sales Nerds Live! host Graham Collins welcomes Tracy Young a 2x founder who hopes to inspire other female entrepreneurs.
Tracy launched TigerEye in stealth in 2021 to create modern enterprise software for sales leaders.
Graham asks Tracy to elaborate on what it means to lead as a sales-led founder and how to cultivate a culture that best serves high performing sales teams.2023-06-0231 min
Sales Nerds LiveSales Nerds Live! with Brandon Metcalf 010Our next episode of Sales Nerds Live! features guest Brandon Metcalf! Brandon, a serial entrepreneur and current CEO of 3 ventures, hosts a weekly podcast called Cash & Burn with SaaS founders and execs, and on April 26, we're flipping the script. Tune in as Graham asks Brandon to share his career journey and how to set yourself, your team, and your business up for success.2023-05-0432 min
Sales Nerds LiveSales Nerds Live! with Liz Christo 009Sales Nerds Live! From IC to VC: Getting Ahead as a Woman In SalesJoin Liz (Cain) Christo and QuotaPath for a LinkedIn live discussion about how to learn negotiation skills to advocate for yourself, steps for building your personal brand, tips to grow your professional network, and how to seek out opportunities for growth and advancement.2023-03-2834 min
The Pocus Unlocking Revenue PodcastEpisode 4: Incentives and Compensation in Product-Led Sales with AJ BrunoIn this episode of Unlocking Revenue, AJ Bruno, CEO and Co-Founder of QuotaPath, delves into topics like: sales comp at QuotaPath, sales comp trends, guiding business metrics, how to develop sales comp plans around usage-based pricing, and company cultures that incentivize value.
🪄 Read episode takeaways here.
About AJ:
AJ Bruno is the co-founder and CEO for sales compensation management platform QuotaPath, the host of an exciting series called Value Props where he interviews sales professionals while flying his Beechcraft Baron 58 (with his commercial pilot’s license, of course...2023-03-1437 min
TheInquisitor Podcast with Marcus CauchiAJ Bruno: The Trouble With Unicorns"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery
AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distraction that happens when founders forget why they started in business - to help someone (a person) solve a problem - and their focus...2023-02-2751 min
Sales Nerds LiveSales Nerds Live! with Matthew Volm 008We’re big fans of the #community-led growth approach, as it creates opportunities for #sales and growth teams to build early, authentic relationships with those who fit your ICP.But immediate wins are hard to come by. Those who enter the game must be patient and consistent.Want to know how to get started and how to optimize your community experience? We turn to Matthew Volm, Founder of RevOps Co-op, a community of 7,000-plus #revops professionals, for advice. Register for the live stream below!2023-02-2338 min
Sales Nerds LiveSales Nerds Live! with Sara Strope 007This episode of Sales Nerds Live! features Sara Strope, QuotaPath's new Chief Marketing Officer. Sara's storied career includes 15-plus years of executive marketing experience for public enterprises and venture-backed startups such as IBM, Cloudant, and TaxJar. In this episode, Sara shares steps and best practices to align Sales and Marketing on goal setting, messaging, and strategy.2023-01-3028 min
Sales Strategy & Enablement by Revenue.ioA Conversation with AJ BrunoAJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale.AJ shares his perspective on the circumstances when paying commission makes sense, as well as when it doesn't. Quota has become a lazy thing when it is arbitrary without factoring in a seller's aspirations, when sales leaders are not trained to...2023-01-261h 00
The Revenue Cafe#17 - Transparent Compensation Retains Top Sales Talent - with Ryan MilliganOn this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Armando Biondi features Ryan Milligan, Senior Director of Revenue Operations at QuotaPath. Today, Ryan digs into the increase in retention and attraction of top talent by having a transparent sales comp structure in place. He discusses the simple graph they use to determine a rep's compensation, as well as the benefits of a clear growth path without biases that are available to each rep at QuotaPath.HIGHLIGHT QUOTESExplaining accelerated rates after the achievement of quota - Ryan: "You earn any dollar up...2023-01-0207 min
The Revenue Cafe#16 - Sales Comp Should Be Public and Equal - with Ryan MilliganOn this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Armando Biondi features Ryan Milligan, Senior Director of Revenue Operations at QuotaPath. Today, Ryan shares how to rethink sales comp that is equitable, fair, and easy for your organization. He discusses the different levels of their sales org, how each one has the same base and variable, and how this is all public knowledge.HIGHLIGHT QUOTESAEs on the same level have the same base and variable - Ryan: "Reps on the same level at your org should have the same on-target earnings...2022-12-3007 min
Sales Nerds LiveSales Nerds Live! with Jimmy Comodeca 006What are the most impactful SDR inbound and outbound tactics heading into 2023? We'll discuss that and more on this next episode of Sales Nerds Live! featuring The SDR Newsletter Co-Founder Jimmy Comodeca.2022-12-0533 min
Don't Blame the CRM#1 RevOps in a high-growth B2B SaaS company | Ryan Milligan, QuotaPathIn this first episode of our podcast's Revenue Operations series, we interview Ryan Milligan, Senior Director of Revenue Operations at QuotaPath. We cover multiple topics, including:-Things I wish I knew before I started RevOps-The background and rise of RevOps-Challenges in RevOps-What kind of metrics are usedCheck out vainu.com for more information about company data and how you can use it to fix your B2B sales and marketing data, and improve your results.2022-11-0226 min
Sales Nerds LiveSales Nerds Live! with Keith Andrew and Alex Brennen 005One of the biggest errors you can make in your comp plan design is assuming what your reps want. In our next episode of Sales Nerds Live! Graham welcomes two AE's to find out what matters to them (and what doesn't) when it comes to comp structures.2022-10-2700 min
Cash & BurnYour True Role as a CEO w/ AJ BrunoIn today’s episode, Brandon interviews AJ Bruno, founder and CEO of QuotaPath. Brandon and AJ discuss what your role as a CEO really is, how team dynamics factor into a company’s success, how to handle growing pains as a scaling company, and much more.Tune in to a great conversation between two passionate founders with a lot of value in store!Check out AJ Bruno: LinkedIn and QuotaPathThe Cash & Burn podcast is a weekly conversation with SaaS founders and senior executives about the challenges of creating and scaling SaaS companies.2022-10-1831 min
Sales Nerds LiveSales Nerds Live! with Farhan Manjiyani 004On Episode 4 of Sales Nerds Live!, Graham welcomes Farhan Manjiyani. Farhan, who kicked off his career in tech as an SDR on Graham's team, today serves as a product marketing manager leading GTM strategy for Grafana Labs. Watch as the two unpack the lifelong skills SDRs gain throughout their experiences and how it sets up the perfect stepping stone for other, more senior career paths in tech.2022-09-3036 min
Tech BackstageMastering Sales CompensationWhy a bad compensation plan can be costly. Make sure it’s right. Another #techbackstage interview with Graham D. Collins Collins, Chief of Staff of QuotaPath, hosted by Eddie Hudson. #sales #technologysolutions #compensationmanagement2022-08-2632 min
Sales Nerds LiveSales Nerds Live! with Amelia Taylor 004On Ep. 3 of Sales Nerds Live! Graham welcomes the passionate, rebellious, and results-driven Amelia Taylor to the show! A coach, mentor, and consultant, Amelia is an Account Executive at Carabiner Group and a Cold Calling Champion. In this episode, Graham and Amelia dive into prospecting efforts, highlighting her social selling strategy, her most effective greeting, and her approach to overcoming objections. A must-see for sales leaders and reps!2022-08-2335 min
The Predictable Revenue Podcast261: Setting Up Compensation Plans for SDRs EffectivelyGraham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs. As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls. Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your company (4:05), how your ICP and target market affect compensation models (6:25), how to handle opportunity-based compensation when you have...2022-08-1831 minThe Predictable Revenue Podcast261: Setting Up Compensation Plans for SDRs EffectivelyGraham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs. As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls. Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your company (4:05), how your ICP and target market affect compensation models (6:25), how to handle opportunity-based compensation when you have...2022-08-1831 min
The Sales Technology PodcastSales Development Podcast - Episode 212 - Sales Commission + SDR Leadership with Graham CollinsHow many times have you had to do what felt like calculus level math to figure out what your commission check would be? If you’re like many sales people - commission structures and payouts remain ambiguous and confusing for many. Fortunately, we have Graham Collins, Chief of Staff at QuotaPath joining the show for Episode 212 to provide insight on how to build out comp structures that AREN’T ambiguous and confusing!Our host David Dember has Graham walk through what the QuotaPath team is building and the key areas that have led them to s...2022-08-1023 min
Sales Nerds LiveSales Nerds Live! with Jacob Walker 002On Sales Nerds Live! Ep. 2 , QuotaPath’s Chief of Staff, and favorite in-house Sales Nerd, Graham Collins welcomed Occupier Head of Sales Jacob Walker to discuss "Leading with a mentor mentality." The two friends and former coworkers explored what it means to embrace failure, how to mentor people on an individual level to ensure they’re growing professionally, and more.2022-07-2727 min
Reveal: The Revenue AI Podcast by GongWhy your comp plans aren’t workingGraham Collins, Chief of Staff at QuotaPath, knows how to create compensation plans that are simple, logical, and fair. He’s breaking down why your comp plan is broken (and what you can do to fix it).Graham is sharing his tips around how you can effectively create, communicate, and scale your comp plans in a way that will keep your reps involved, motivated, and focused on crushing their targets. 2022-07-2524 min
Sales Nerds LiveSales Nerds Live! with Lily Youn 001In the premiere episode of Sales Nerds Live! QuotaPath’s Chief of Staff, trusted comp plan expert, and “Resident Sales Nerd” Graham Collins interviews Lily Youn, the Head of Growth at Gradient Works. The two cover their favorite sales metrics, sales career advice, and more.
2022-07-0727 min
Sales Nerds LiveIntroducing Sales Nerds Live! 000Meet Sales Nerds Live! host Graham Collins. Graham shares his story into sales, including his first gig at a family-owned shoe store, and how selling UGGs unlocked his sales nerdom.2022-07-0618 min
How I DealTaylor Shaffer @ QuotaPath (#10)Taylor takes us through a near-perfect SMB deal that came inbound. From webinar to closed-won, Taylor discusses how she identified the opportunity, leveraged valuable content to open a window, & built a strong solution-focused relationship over a few weeks. She overcame the barriers of working with an international company & a CEO who was weary of buying any new software by truly understanding the root problem while clearly communicating how she could help solve it. How'd she do it? Give the episode a listen!
Taylor's 3 Sales Takeaways (No Spoilers!):
If your prospect is engaged, don't cut the conversation...2022-06-2920 min
Sales Transformation#332 - Sales Team Dilemmas and Understanding ComPlansCollin Mitchell welcomes Graham Collins, the sales nerd. Graham will be sharing his sales story, his experience and advice for sales leaders’ dilemmas, and understanding your compensation plans as a seller. Tune in today and find out more in the latest episode of Sales Transformation!Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSGraham's Sales StoryStartup Vs. Big CompanyThe Player-Coach DilemmaTop Producer Vs. Proficient Sel...2022-06-1732 min
Sales Success StoriesSome Solid Sales TipsThis bonus episode of the Sales Success Stories Podcast is brought to you thanks to the generous support of Revenue Grid, QuotaPath, and Outreach. To learn more about them and all of the sponsors who support this show and this community, just click over to top1.fm/sponsors. For today’s bonus, I hand-picked 5 relatively recent tips from the Daily Sales Tips podcast that are particularly solid. I’m just gonna let these roles since they’re all pretty self-contained. Enjoy! 2022-06-0117 min
Sales Transformation#312 - Understanding Sales And CompensationSometimes as a seller, we get confused about how our compensation is calculated. And this is a problem that AJ Bruno’s business, Quotapath, offers a solution. Collin Mitchell welcomes AJ in this latest episode of Sales Transformation to talk about his personal sales experience and how he and his co-founders came up with the idea behind Quotapath. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!...2022-05-2026 min
The GTM Kickback w/ Joey BrodskyThe GTM Kickback #51 - Why Sales Compensation Will Continue to Rise in 2022Off the back of a conversation Graham Collins of QuotaPath and I had a few weeks ago; we discussed some of the fundamental factors that are changing the SaaS Sales, and more niche-ly the SaaS Sales Compensation world as we know it.
Sales Compensation has be influenced by a number of different accelerated variables over the last 2 years. Simply put, people are empowered with more opportunity and more data, put top-performing reps in a one of the best positions they've been in years.
As a company trying to hire these reps - it's important to...2022-05-0915 minThe GTM Kickback w/ Joey BrodskyThe GTM Kickback #49 - Graham CollinsThe Complex and Quickly Evolving State of Sales Comp in 2022
Today on The GTM Kickback, I had the opportunity to sit down with one of the clear leaders in the Sales Technology and more narrowly, the sale compensation technology space, Graham Collins of QuotaPath.
Graham is currently the Chief of Staff (and self-proclaimed resident Sales Nerd) at QuotaPath where he helps sales leaders and reps understand their compensation. Prior to that, he led sales and SDR teams at several SaaS companies. He’s passionate about sales compensation, SDR work, sales management, craft bee...2022-04-0631 min
Sales Success StoriesThe Leader Within - Constantine JohnsThis bonus episode of the Sales Success Stories podcast featuring Constantine Johns’ presentation titled The Leader Within from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com. Here it is: 2022-04-0527 min
Sales Success StoriesStepping Up Into Leadership - Debe Rapson & Paul DiVincenzoThis bonus episode of the Sales Success Stories podcast features another panel from last year’s Sales Success Summit with Deb Rapson and Paul DiVincenzo and our discussion about Stepping Up Into Leadership, and as you’re about to hear it goes much deeper than that. Once again, all of this incredible content is here for you thanks to the generous support of all of our Summit sponsors: Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong. Thanks to them you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summ...2022-03-2248 min
Sales Success StoriesProduct Led Growth & the Future of Selling - Katie Jane BaileyThis bonus episode of the Sales Success Stories podcast featuring Katie Jane Bailey’s presentation titled Product Led Growth & the Future of Selling from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com. 2022-02-0833 min
Sales Tech PodcastThe Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan MilliganThe Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan Milligan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Director of Revenue Operations at QuotaPath, Ryan Milligan. In his role, Ryan works to help and support sales teams with their sales tech processes so that they can do their jobs better and hit quota. Ryan is passionate about connecting systems together, building scalable processes, and geeking out on sales techno...2022-02-0726 min
Sales Success StoriesManaging Up: Collaborating WITH Your Leadership - DeJuan BrownThis bonus episode of the Sales Success Stories podcast featuring DeJuan Brown’s presentation titled Managing Up: Collaborating WITH Your Leadership from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these video presentations on-demand as well as the slide decks at Top1Summit.com. 2022-01-2531 min
Sales Success Stories7 Steps to Earning 7-Figure in SaaS Sales - Brandon FluhartyThis bonus episode of the Sales Success Stories podcast featuring Brandon Fluharty’s presentation titled 7 Steps to Earning 7-Figures in SaaS Sales from the 2021 Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com, and while this audio is great, having the visuals for what Brandon is about to walkthrough will be super helpful. Again, just fill out the form at the top of Top...2022-01-1148 min
Sell By Being HumanHow Sales Helped A Pilot, A Shakespeare Actor, and SAAS CEO - AJ Bruno, Quota PathSummary:AJ Bruno is an entrepreneur and SAAS startup founder with a blend of sales, business development, and leadership skills. He's founded two companies. He's built, and run the GTM methodology for sales, lead gen, and account management teams. His first company he took from 0-$25 million ARR.His second company company he co-founded is QuotaPath - SaaS sales company whose vision is to create a work where sales people and revenue teams ditch spreadsheets and have a much stronger visibility into commissions, quota, and their goals . AJ is also a father of...2022-01-0545 min
Sales Success StoriesBuilding a World Class Sales Team - David Weiss & Jack Wilson (From the Sales Success Summit)This bonus episode of the Sales Success Stories podcast featuring David Weiss and Jack Wilson and their presentation on Building World Class Sales Teams from this year’s Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com. 2021-12-211h 06Pit Stops to Podium: B2B RevOps PodcastTransitioning from a Sales Leader to Company Founder // with AJ Bruno from Quotapath2021-12-0825 min
Sales Success StoriesClosing Big Deals with a Winning Mentality - Irfan Jafar (From the Sales Success Summit)This bonus episode of the Sales Success Stories podcast featuring Irfan Jafar's presentation on Closing Big Deals with a Winning Mentality from this year’s Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand as well as the slide decks at Top1Summit.com 2021-12-0740 min
Sales Success StoriesJenn Zhou - Win in Sales or Life (From the Sales Success Summit)This bonus episode of the Sales Success Stories podcast featuring Jenn Zhou's presentation on How to Win at Sales or Life from this year's Sales Success Summit is brought to you thanks to all of our summit sponsors. Thanks to Proposify, Outreach, Vidyard, Revenue Grid, QuotaPath, Skipio, and Gong you can still get access to all of these presentations on-demand and learn more about them at Top1Summit.com. 2021-11-0921 minOnBase: Smashing Sales and Marketing MisalignmentsEp. 247 | Cutting-Edge Approach to Sales OptimizationThis episode of Sunny Side Up offers a cutting-edge approach to sales optimization. Caroline Tarpey, VP of Sales and Customer Success at QuotaPath, deploys data to transform cultures and create a positive peer-to-peer feedback loop. She shares her coaching methodology and some of the sources that have informed it, such as the “Nudge” framework. The goal is to motivate individuals and improve team performance by leveraging data in a positive rather than punitive way. Caroline gives us a step-by-step guide to using this innovative behavioral approach to define trouble spots, accelerate sales and strengthen overall team morale.
Cont...2021-10-2220 min
Sales Success StoriesQuotaPath Co-Founder & CEO AJ Bruno LIVE from the Sales Success SummitAJ Bruno is the Co-founder and CEO at QuotaPath, the most adaptable compensation solution for sales reps to finance to everyone in between. Prior to QuotaPath, AJ spent six years at TrendKite, the company he founded and was president of in Austin, Texas. Aside from his love of all things tech, AJ is an avid pilot and is very active in the startup community. He’s an investor to dozens of startups and advisor and mentor to many. He currently sits as a Board Member of Philly Start-Up Leaders, the largest community of entrepreneurs in Philadelphia. 2021-10-191h 03
Sales Success StoriesAll Things Sales Success - Meshell Baker on Sales MindsetThis bonus episode of the Sales Success Stories podcast is brought to you thanks to the generous support of Revenue Grid, Outreach, and QuotaPath who are not only supporting this show but also the upcoming Sales Success Summit and the free live streaming of that event on October 11th and 12th. Not only that but for every person who signs up for the live stream they will be making a contribution to UNCrushed, a platform and community for mental health awareness. So do us all a favor and sign up for the Sales Success Summit live stream...2021-09-2841 min