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Struggling to scale your SaaS sales team beyond $10M ARR? Inconsistent pipeline and missed forecasts costing you growth? Watch now to learn a proven leadership framework from a top B2B sales exec who's led teams at Zillow, SmartAsset & Angi.
What separates elite SaaS sales orgs from average ones? It's not just better tools — it's better leadership.
In this episode, veteran sales executive Dave Frisone (ex-Zillow, SmartAsset, Angi) reveals the Mindset, Preparation, Execution framework he's used to lead teams of 10 to 1000 reps. We discuss how to create coaching systems that scale, build a performance-driven culture, and use data-driven playbooks to predictably hit revenue targets. You'll also learn how to hire and develop top sales managers — the most critical role in your org — and why mindset is the ultimate multiplier of revenue performance.
Key Insights from This Episode:
✅ The 3-part framework: Mindset, Preparation, Execution — and how to apply it daily ✅ How to scale from 10 to 1000 reps without losing performance or culture ✅ Why your sales managers are the #1 success driver (and how to coach them) ✅ Transitioning from rep to leader — overcoming imposter syndrome authentically ✅ Using data and funnel metrics to drive predictable revenue outcomes ✅ How AI is changing sales enablement — and where human leadership still wins
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