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In this episode of Selling the Cloud, we’re joined by Neil Graham, Chief Revenue Officer at Disqo and a seasoned revenue leader whose career spans Salesforce, Siebel, Jive, and Telem. Neil shares a ground-level view of what it takes to lead, scale, and modernize revenue organizations in an era where traditional sales playbooks are no longer enough.
From breaking out of funnel-stage rigidity to building flat organizations that prioritize curiosity, Neil walks through the changes CROs must embrace to stay ahead. He also shares how Disqo is rethinking GTM structure and leveraging AI to drive personalization, speed, and operational clarity; without drowning in tools.
What You’ll Learn
- Why the Playbook is Obsolete: What Neil really means when he says the old models no longer work, and what replaces them.
- Lightweight Rigor at Scale: How to build process and alignment without slowing teams down.
- From Bottoms-Up to Top-Down TAM: How Disqo blends relationship selling with TAM-led targeting for scale.
- Curiosity as Culture: Why curiosity is a non-negotiable leadership trait in flat, fast-moving GTM orgs.
- Leading Through Change: How to coach teams to self-govern, move fast, and stay mission-aligned in a no-layer org model.
Key Topics
- Building sales organizations without bureaucracy or bloat
- Aligning marketing, sales, and success teams around business outcomes
- Using AI to power real-time customer insight and hyper-relevant outbound
- Flattening GTM structures for speed, ownership, and clarity
- Creating cultures where experimentation and impact are rewarded
Guest Spotlight: Neil Graham
Neil Graham is the Chief Revenue Officer at Disqo and a proven sales leader with decades of experience scaling GTM organizations from Series A to post-IPO. Known for his ability to bring structure without red tape, Neil has helped some of the most recognized B2B SaaS names balance scale with agility in high-growth phases.
Resources & Mentions
- Company: Disqo
- Framework: DSF (Disqo Success Framework)
- Sales Tools: Gong, Clay, ChatGPT
- Books & Influence: MedPick methodology, Salesforce early days, AI-led sales enablement
🎧 Listen now on Apple Podcasts, Spotify, or wherever you get your podcasts.
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