Shows
Mastering Sales LeadershipHow a RevOps Background Creates a Top-Performing CRO
How does stepping into the CRO seat from Revenue Operations—rather than direct sales—change the way you scale a business?
In this episode of Mastering Sales Leadership, host Bill Kantor sits down with Ryan Milligan, CRO at QuotaPath. Ryan shares how transitioning from RevOps to CRO shapes a quantitative, system-driven approach to durable revenue growth, sales team productivity, and compensation design.
He reveals why headcount-driven scaling is dead, how to build predictive retention models based on usage data, and how incentive structures drive multi-year relationships.
Key Discussion Points
00:02:00—Defining Durable...
2026-10-1946 min![[Un]Churned – The No. 1 Podcast for Customer Retention](https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_episode/40344000/40344000-1791551507286-ee3a96cd77a9.jpg)
[Un]Churned – The No. 1 Podcast for Customer Retention"We Will Die": Why QuotaPath Is Betting Everything on AI-Native Services ft. AJ Bruno (QuotaPath)Want the playbook, not just the conversation? Subscribe for deep-dive, actionable breakdowns from every episode at unchurned.substack.com.Can a nine-year-old SaaS company reinvent itself as an AI-native services business before the market leaves it behind?On this episode of Unchurned, Josh Schachter, SVP of Strategy and Go-to-Market Development at Gainsight, sits down with AJ Bruno, Co-Founder and CEO of QuotaPath. AJ started QuotaPath after years of reps asking why they couldn't get paid correctly. Today the company serves more than 1,000 customers and over 50,000 reps. Now it's making...
2026-10-0726 min
GTM Uncensored™Why a Comp Plan Can Pay Out Clean and Still MissA comp plan can pay out like a record quarter even when bookings land at 61%.AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the picture, and where AI fits when it helps write the plan. AJ also scores Adam's Monday Morning Move.We discuss:Why a rep at 70% of target...
2026-10-0744 min
ToplineIf the AI Money Dries Up, Which Companies Burn?Harvey's gross margin fell from roughly positive 50% at the start of 2026 to negative 50% by June, so every $1 of revenue cost $1.50 to deliver. Sam Jacobs, CEO of Pavilion, AJ Bruno, CEO of QuotaPath, and Asad Zaman, CEO of STA, go hosts-only on when AI growth justifies margins like that, why open weight models are no substitute for frontier intelligence, and what happens to the application layer if the exuberant market funding it goes away. Plus, AJ's 100x raise from 2021, a 68% jump in tech M&A and what it means for employee equity, and a Bulls and Bears round on AI...
2026-09-271h 08
RevOpsAF The PodcastBuild the Workflow, Buy the RiskJust because you CAN build it with AI... should you? That's the question QuotaPath's RevOps lead is asking — and his answer might surprise you.
Brandon Smith, Director of RevOps and AI Operations at QuotaPath, joins Matthew Volm to break down the real build vs. buy calculus for RevOps teams in the AI era. They cover how QuotaPath replaced a $50K/year vendor with an internally built tool, why commissions are the *last* thing you should vibe-code, and how to use "blast radius" to decide what's safe to build vs. what you should always buy.
...
2026-09-2632 min
ToplineSales Millionaires Are Back… Wasn't AI Supposed to Destroy This Job?!Enterprise account executives are now signing for $200,000 salaries, $200,000 variable comp plans, and up to half a million dollars in equity at sign-on. Meanwhile, offer acceptance at the top AI companies sits at 45% and half of the 38,000 startup sales reps in San Francisco and New York have taken a new job in the last two years. In this episode, Sam Jacobs, AJ Bruno, and Asad Zaman go hosts-only on why the sales talent market broke, what QuotaPath's compensation data across more than 1,400 companies says about quota attainment splitting into a barbell, and why Paul Graham calling go-to-market bogus says more...
2026-08-161h 10
ToplineThe (Painful) Pivot To AI-Native: What They Don't Tell You | CEO @ Mutiny, Jaleh RezaeiJaleh Rezaei, Co-founder and CEO of Mutiny, joins Sam Jacobs, AJ Bruno, and Asad Zaman to explain how she deprecated a thriving 8-figure SaaS business in November 2025, shipped a private preview in February, and GA'd an AI-native product in April that is now used by more than 3,500 organizations including Snowflake, Rippling, Uber, and GitLab. Topics include why running a scaled SaaS business and a zero-to-one AI bet at the same time proved impossible, how to price and defend AI credit consumption when a $5,000 design project now costs 50 credits, and the shift from sales-led outbound to product-led growth for enterprise...
2026-08-091h 14
Topline$300M Operator: "70% Of The Executive Playbook Is Obsolete" | Katie Bullard, Board Member & Strategic AdvisorKatie Bullard helped take DiscoverOrg from $30 million to $300 million in revenue, then served as president of A Cloud Guru and Red Canary through exits to Pluralsight and Zscaler. She joins AJ Bruno and Asad Zaman to break down what actually changes for operators in an AI-first world. From why "AI native" is not a growth strategy, to how to align the CRO, CFO, and product team around a single growth plan. Topics include building for customer value before chasing AI ARR, the move from seat-based to consumption pricing, and why 70% of the old playbook for hiring a great executive...
2026-07-121h 14
Stacked GTMGTM Engineer: Ryan CRO @ QuotapathRyan Milligan started at Quotapath as Director of RevOps, spent four and a half years building the data and systems foundation, and is now CRO. His team has run at 100% blended quota attainment in 8 of the past 10 quarters, never below 90%, and has grown closed ARR per rep 1.7x in 18 months. The GTM engineering team doing most of the building is two people.In this episode, Ryan gets specific about how the whole system works: the data architecture decision he made on day one that still underpins everything, how he splits Dust and Claude into distinct roles across...
2026-06-1649 min
ToplinePlaybook: AI-Era Customer Success For Hyper Growth | Sam Slevin, Global SVP CS @ AlphaSenseSam Slevin, Global SVP of Customer Success at AlphaSense, joins Sam Jacobs, AJ Bruno, and Asad Zaman on the AI-era customer success playbook. Topics include why service is the differentiator over the next 2 to 3 years, the case for customer success owning a revenue number from day one, the gap between finance's productivity targets and real-life capacity. Plus, the origins of customer success, why consumption-based pricing can quickly become a trap, and a bull-versus-bear debate on whether HubSpot can get back to a $20 billion market cap. In short... big episode! Key Takeaways: - After 17 years building...
2026-05-171h 09
RevOps Lab#108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPathRyan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.We cover: Why RevOps leaders are well-suited to become CROs How to use your comp plan to drive the right revenue behaviors across your GTM team The annual co...
2026-02-2340 min
Find My Catalyst PodcastFrom RevOps to VP of Sales: Building Aligned, High-Performing Teams with Ryan MilliganRyan Milligan is the VP of Sales at QuotaPath, where he leads sales within a unified go-to-market organization alongside marketing and revenue operations. His career spans Wayfair, data science, performance marketing, and RevOps, giving him a systems-driven approach to sales leadership. Ryan focuses on using clear incentives, aligned teams, and data-backed planning to drive revenue retention and sustainable growth. Ryan's catalyst has been learning how to connect systems, people, and incentives to create better outcomes for both reps and the business. Three Key Quotes from Ryan Milligan On clarity and results "What follows...
2026-02-0642 minCatalyst Sale PodcastFrom RevOps to VP of Sales: Building Aligned, High-Performing Teams with Ryan MilliganRyan Milligan is the VP of Sales at QuotaPath, where he leads sales within a unified go-to-market organization alongside marketing and revenue operations. His career spans Wayfair, data science, performance marketing, and RevOps, giving him a systems-driven approach to sales leadership. Ryan focuses on using clear incentives, aligned teams, and data-backed planning to drive revenue retention and sustainable growth. Ryan's catalyst has been learning how to connect systems, people, and incentives to create better outcomes for both reps and the business. Three Key Quotes from Ryan Milligan On clarity and results "What follows...
2026-02-0642 min
The RevOps ReviewFrom RevOps to AI Ops: Building Smarter, Leaner GTM Systems with Brandon Smith of QuotaPathIn this episode of RevOps Review, Jeff Ignacio welcomes Brandon Smith, Director of Revenue Operations & AI Strategy at QuotaPath, to break down how one-person RevOps teams can punch way above their weight using AI. Brandon shares how he’s driving ARR per head through intelligent automation, building custom apps on “Good Vibe Coding Fridays,” and teaching go-to-market teams to become builders themselves.You’ll hear how QuotaPath is turning microtools into macro impact, why Brandon favours human-in-the-loop AI over full automation, and how he uses one-on-one GTM interviews to source real problems, not just shiny ideas. If you’re t...
2025-10-0321 min
Dare to DisruptCharting the Future of Sales Compensation with QuotaPath Founder AJ BrunoAJ Bruno is the founder and CEO of QuotaPath, a leading sales compensation management platform that has secured significant investments, including a $41 million Series B. Serving roughly 1,000 customers, QuotaPath helps organizations align company goals with incentive plans to drive winning sales behaviors.Before QuotaPath, AJ co-founded TrendKite, which was acquired by Cision for $225 million in 2019. He also co-hosts Topline, a podcast on revenue growth and sales leadership.In this episode, AJ shares the stories behind launching TrendKite and QuotaPath, his passion for flying, and his perspective on integrating AI into workflows as a founder. He...
2025-08-1955 min
Straight To VoicemailWhat happens when your go-to-market motion leads with value?Ryan Milligan shares how QuotaPath turns ungated, value-driven content into trust and pipeline.In this episode of Straight to Voicemail, Amanda Smith connects with Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, about using content marketing to build trust in a saturated B2B space. From free tools to face-to-face dinners, Ryan breaks down how his team leads with value to fuel growth.You’ll learn:Why ungated content can outperform lead genHow QuotaPath uses compensation expertise to earn attentionThe ROI of in-person marketing in a digital worldJump into the co...
2025-08-0703 min
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
Across the FunnelEp # 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
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 sha...
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 minThe 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/predictablerevenuecoaching
2024-04-1850 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/predictablerevenuecoaching
2024-04-1850 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
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
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 PodcastAJ 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 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 #compensationmanagement
2022-08-2632 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
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 Top1Summit.com.
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 Top1S...
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 Quotapath
2021-12-0825 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 min
The PromptEp. 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
Uncharted PodcastUncharted Podcast #93, The Benefits of Product Led Growth and How to Run Sales in the Era of Product-Led Growth with AJ BrunoAJ leads the QuotaPath team as CEO & Co-Founder. Prior to QuotaPath, AJ spent 6 years at TrendKite, the company he founded and was president of in Austin, Texas. At TrendKite, AJ led 250+ employees to a successful acquisition by the public company Cision for $225 million in January 2019. Aside from his love of all things tech, AJ is the father of three young girls and is an avid pilot, frequently seen flying around in his Beechcraft Baron.
AJ 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 ...
2021-07-2622 min
The First 100 DaysKeepin’ it 100 with Graham Collins, QuotaPath Part 2On this Keepin’ it 100, Trinity is joined by Graham Collins, the Head of Growth at QuotaPath, a sales compensation & commission tracking software. “When you're weighing out compensation and evaluating that as part of a new sales leadership role, understand what is important to you and how attainable and sustainable you think it is.” Graham pulls from his vast experience to share insight on how to craft compensation plans. Since compensation plans are at the core of what motivates your sales team, tune in to learn Graham’s valuable tips.
2021-05-1202 min
The First 100 DaysKeepin’ it 100 with Graham Collins, QuotaPath Part 1On this Keepin’ it 100, Trinity is joined by Graham Collins, the Head of Growth at QuotaPath, a sales compensation & commission tracking software. “Compensation is like the background music in a movie. You notice it if it's really bad, but you don't notice it if it's really good. That's the way the compensation really should be.” As an experienced leader in sales development, Graham shares tips and tricks for a smooth compensation plan rollout. Since compensation changes can severely disrupt a sales team, his key insights focus on timing and delivery.
2021-05-1103 min
The Venue RXThe Secret to Growing Better Sales Teams | AJ Bruno | The Venue RXLearn all about AJ Bruno here 👉🏼https://www.quotapath.com/aj-bruno-press-kit/
Today, your host Jonathan Aymin is joined by AJ Bruno, CEO and Co-Founder of Quota Path
Hope you’re having a great day and whenever you watch this, hope you get inspired to push a little harder and accomplish more on your business or in your life! Remember, the journey to success is a bunch of little moments all stitched together, and being consistent and disciplined in the pursuit of your vision is the best way to achieve long term success.
Guest Bio:
...
2020-12-2356 min
Up and to the RightUp and to the Right #12: Sales Compensation PlansGraham Collins, Head of Growth at QuotaPath, and Hayes Davis, co-founder of Gradient Works, discuss the complexities of sales compensation plans. This conversation explores the fundamentals of sales comp plans, how to design them for different roles and levels, what not to do when designing comp plans, and the impact comp plans have on diversity, equality, and inclusion.
For more content for sales leaders, sign up for our free newsletter: https://www.gradient.works/up-and-to-the-right
2020-12-1034 min
The Sales Hacker Podcast135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ BrunoWe've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.
2020-11-1039 min
The GTMnow Podcast135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ BrunoWe've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind...
2020-11-1039 minThe Sales Hacker Podcast135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ BrunoWe've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.
2020-11-1039 min
Search & ReplaceAJ BrunoAJ Bruno wasn’t looking to make the kind of change that happened to many of us in 2020. Like many working parents in the Northeast United States, he and his wife found themselves upending their schedules during a government-imposed stay-at-home order that lasted throughout much of March, April, and May.As the co-founder of Quotapath, a startup that makes software to help sales teams meet and manage their performance goals, AJ got a distant early warning about what was to come.To view full transcript and expanded show notes: https://bit.ly/388NTOb
2020-09-2208 min
The Seller's JourneyGraham CollinsIn this episode: Graham Collins, Head of Growth at QuotaPath, joins us to share great tips on how to pitch more transactional experiences when applying to roles in more complex sales. How does selling change depending on what it is you're selling? How can you measure your success from a qualitative perspective and not quantitative? What are the commonalities between sales and marketing? All that up next!
2020-07-2821 min
Hire Power Radio ShowHiring Trusted Talent with AJ Bruno of QuotaPathWhy you need to hire trusted talent to build and scale your startup. Referrals are still the strongest way to stack the deck with talent for your organization. But you cannot shortcut the interview process. Just because a person worked well in another organization does not mean they will be successful at yours. Diligence in gathering evidence of value, growth and cultural alignment must be gathered to avoid making a bad hire.
Our guest today: AJ Bruno, CEO & Co-founder of QuotaPath.
AJ leads the QuotaPath team as CEO & Co-Founder. Prior to QuotaPath, AJ spent 6 years at T...
2020-06-2119 min
The SaaS Revolution ShowHelping sales teams hit quotas with AJ Bruno, QuotapathAJ Bruno, CEO and founder of Quotapath is this week’s guest on The SaaS Revolution Show.
Currently founder and CEO of Quotapath, AJ was previously founder and president of TrendKite (acquired by Cision for $225 million). He built the sales function from the ground up and grew it $0-~$25 million ARR in four years, and the company had around 250 employees before being acquired. AJ shares his insights on building a high-performing sales team, goal-setting, and motivation.
Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇮🇪 SaaStock Europe | Dublin, Ireland
Book tickets: https://saastock-europe.com/
🇺🇸 SaaStock USA | Austin, Texa...
2020-06-1834 min
Rhodes To WealthWhat It Takes To Exit A Company And Start Another With AJ BrunoWhat does it take to start a company? Even more, what does it take to exit one and start another? Today’s guest is perfectly qualified to answer these questions. Joshua Rhodes interviews entrepreneur AJ Bruno. After his initial company, TrendKite, was acquired for $225 million, AJ immediately co-founded his current company, QuotaPath. He takes us along his amazing journey and spills some tips and tricks on making it yourself. He shows what an exit looks like, where the money from it goes, and how to take off from there and start another venture. Having come from a sales background, AJ...
2020-05-0158 min
Bootstrapper's ParadiseTaking Action From User Research with Ralph Pierre-LouisRalph is the Head of Design at QuotaPath. On this episode of Product Launch, Ralph shares with us his insight into user research and maximizing the value to both your B2B SaaS company and the customer deploying valuable strategies such as product-led growth. Ralphs shares the progress he’s made throughout his career and what ultimately landed him as Head of Design at QuotaPath. Spoiler alert - it’s got something to do with being product-led!
Recommended Resources
https://growth.design/
https://www.reallygoodux.io/
Openview’s build podcast - https://podcast.openviewpartners.com/
Book - Product...
2020-03-1022 min
The Build39. Path (featuring AJ Bruno of QuotaPath)Every journey in entrepreneurship includes at least one unexpected detour. But the unexpected changes in our paths sometimes lead us toward the greatest successes. AJ Bruno found himself faced with such a situation while scaling a rapidly growing startup company in Austin, Texas. The lessons he learned there turned one of the biggest challenges for his first company into the mission for his second company.Today we’re talking about the business model that makes QuotaPath both unique and sustainable. AJ is confident that he has created a billion-dollar company and they are well on their way. It’s th...
2018-12-1132 min