Welcome to the Sales Transformation Lab: Reinventing Revenue Leadership. Join host Matt Milligan & Ash Ali who are the founders of Uhubs.ai, as they sit down with the world’s top revenue leaders, founders, and go-to-market innovators to explore how the best teams are built, scaled, and transformed. From AI-driven enablement to modern sales leadership, data-led performance,and culture design, discover the ideas, stories, and strategies shaping the next era of growth.
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July 13, 2026Episode 142 min
The Global Sales Capability Index: What 500,000 Data Points Reveal About Revenue Performance
What separates top-performing sales teams from everyone else? In this episode of the Sales Transformation Lab, Ash Ali and Matt Milligan unpack the latest Global Sales Capability Index, built from six years of research, 500,000+ data points, and insights across 45 countries. 00:00 – Introduction & Global Sales Capability Index overview 01:15 – Why top performers outperform by 6× 03:17 – The opportunity hidden in the "frozen middle" 05:14 – 76% of salespeople lack self-awareness 07:46 – Blind spots, coaching and manager alignment 11:00 – Why great salespeople don't automatically become great managers 13:40 – Turning underperformers into quota achievers 16:13 – Measuring behaviour, capability and performance together 18:09 – Why CRM data tells you too late 19:50 – The changing role of today's CRO 22:33 – How AI is reshaping the profile of successful salespeople 24:36 – Hire new talent or develop the team you already have? 29:08 – Pipeline quality vs pipeline quantity 32:15 – Revenue team evolution and talent mobility 36:26 – Why coaching managers matters as much as coaching reps 41:12 – How AI and MCP are transforming sales leadership workflows 41:56 – Final thoughts & where to download the report Download Global Sales Capability Index Report: https://www.uhubs.ai/global-sales-index-report-2026
March 27, 202640 min
Change or Die: Building Values‑Driven, Sustainable Sales in Travel with Jeremy Brady
Jeremy Brady is the Director of Sales (USA & Latin America) at G Adventures , the world’s largest adventure travel company. A veteran of the industry, Jeremy transitioned from a "road warrior" BDM to a strategic leader overseeing a distributed team of Global Purpose Specialists. He is a passionate advocate for community-based tourism and a leadership style that prioritizes values, purpose, and sustainable high performance over traditional "hustle culture." Episode Key Points [02:57] The G Adventures Story: From a garage startup with two maxed-out credit cards to a global leader in community tourism. [09:54] Leading a Remote Sales Force: Lessons from a team that was "doing Zoom before Zoom was cool" and how to maintain culture across borders. [12:37] Killing the "Uninspiring" One-on-One: Why Jeremy pivoted from weekly status checks to deep-dive monthly coaching sessions focused on happiness and growth. [19:08] The Magic Number for Leadership: Why having 6 direct reports is the "sweet spot" for maintaining high performance and avoiding manager burnout. [21:34] Values-Based Hiring: Using a "Core Values Exercise" to find talent that aligns with the brand’s mission rather than just hitting a quota. [27:40] Change or Die: How to create a "safe to fail" environment that encourages innovation and prevents corporate complacency. [34:06] AI & Sustainable Performance: Why the real power of AI in 2026 isn't doing more work, but creating the "white space" needed for strategic thinking. [36:52] The 70% Rule: Why 70% effort on some days is the key to avoiding the high turnover and "milk runs" common in the travel industry.
January 26, 202632 min
What is the future of the GTM tech stack in 2026 and beyond?
Key Points & Timestamps The "Revenue Operating Brain" Concept (02:08 – 04:18) Systems of Record vs. Systems of Intelligence (04:19 – 05:53) The Death (or Evolution) of the CRM (05:59 – 09:00) Data Infrastructure is More Important than AI (10:04 – 11:44) Behaviour Change and Wearable Tech (12:29 – 14:51) The AI Hype Cycle and 2026 Predictions (15:38 – 18:56) Real-Time "Whisper" Coaching vs. Roleplay (22:56 – 25:33) The Future of the Human Sales Rep (25:38 – 27:22) 2026 Buyer Consolidation & Strategy (27:22 – 30:15)
January 7, 202634 min
How to Turn Your Sales Kick Off into a Revenue & Performance Multiplier with Richard Ellis
Richard Ellis is the CEO of Revenue Innovations and a seasoned sales and go-to-market leader with decades of experience in enterprise software, sales leadership, and revenue operations. Originally trained as an engineer, Richard has held roles spanning frontline sales, sales management, and sales operations, and is regarded as an early pioneer of value engineering. He specialises in helping organisations design high-impact Sales and Revenue Kickoffs that drive behaviour change, performance, and sustainable growth. You’ll learn: How to structure SKOs to engage both new hires and A-players Common SKO mistakes to avoid for maximum impact How to launch AI and new products through interactive workshops Strategies for scaling SKOs to large teams without losing interactivity The 5P Framework for planning and reinforcing SKO success Ways to use SKOs to reinforce purpose, culture, and coaching 00:00 – 01:31 | Richard’s Background 01:36 – 02:37 | What is an SKO (and RKO)? 03:01 – 04:11 | Why SKOs Matter More Than Ever 04:29 – 05:51 | Common SKO Mistakes 06:02 – 06:45 | Engaging A-Players & New Hires 08:42 – 09:43 | Launching AI & New Products 09:56 – 11:49 | Scaling SKOs for Large Teams 12:15 – 13:49 | Making SKOs Stick 14:01 – 15:44 | Culture & Coaching 15:44 – 18:46 | Data-Driven SKO Planning 20:10 – 28:58 | The 5P Framework for SKOs 29:31 – 33:37 | Memorable SKO Moments 33:37 – End | Final Reflections
December 12, 202535 min
How to maintain Energy as a Leader navigating change with the former CRO at Caxton
In this episode of Sales Transformation Lab , Matt is joined by Melanie Mills, an experienced revenue leader with 20+ years in B2B and B2C, former Chief Revenue Officer at UK fintech Caxton Payments and now Founder & CEO of Connection Career Collective (CCC) . Together they tackle a topic most leadership conversations skip over: 👉 How do you maintain your energy as a leader, especially in a market defined by constant change, AI disruption, tight budgets and talent uncertainty? Mel shares her unconventional journey from fashion and cosmetics to fintech and tech leadership , and how curiosity, community and relentless learning helped her break multiple glass ceilings along the way. In this conversation, they unpack: Why “sales” has always been about people, not products and how that mindset shaped Mel’s career How she built an impactful career by creating her own personal advisory board The hidden risk of today’s hiring trend: prioritising “safe” experienced hires over hungry junior talent Practical ways leaders can protect and replenish their energy (including why quarterly holidays beat annual burnout) Mel’s take on the “996” hustle culture and why it’s not sustainable for most leaders How connection, community and authenticity directly impact team motivation and performance Why building a trusted network and “paying it forward” has underpinned every major step in her career How CCC is helping career-driven women (and male allies) progress in underrepresented industries If you’re a CRO, founder, VP or emerging leader trying to lead humans through change without burning out, this episode is your reset button 0:00 Welcome and introduction of Melanie Mills (Revenue Leader, Founder & CEO of CCC). 0:47 Setting the stage: Today's topic is energy and its effects on team performance. 1:17 Melanie’s career journey: From fashion retail to founding the Connection Career Collective (CCC). 7:06 The secrets to career transition: Why curiosity, continuous learning, and an "advisory board" are crucial for success. 9:48 Navigating the evolving market: Why organizations now need a more dynamic profile of leader. 14:04 The risk-aversion trap: Discussing why companies often default to experienced hires over hungry junior talent. 16:29 Practical ways leaders can maintain and improve their personal energy levels. 18:31 Thoughts on the "996" hustle culture and its realism in leadership. 21:09 Connection, community, and motivation: How a leader's authentic energy impacts team performance. 24:48 The value of building a trusted network and paying it forward. 26:38 Overcoming the inertia around building a personal brand and online profile. 31:26 The mission and objectives behind the Connection Career Collective (CCC).
November 21, 202543 min
The 6 must-have ingredients for successful Sales Transformation
Jonny Adams brings decades of hands-on experience driving high-impact transformation and commercial excellence across professional services, technology, and financial sectors in Europe and the US. In this episode, he dives deep into what it takes to achieve Go-to-Market (GTM) transformation, aligning strategy, people, and technology to deliver measurable growth. You’ll learn: What GTM transformation really means and why it matters for your growth mandate. Key internal and external components: market insights, proposition clarity, planning, team design, and tools. Triggers for transformation: investment growth, PE consolidation, and new C-suite hires. Leadership challenges in transformation: alignment, tenure, and change management pitfalls. How to select the right vendors and avoid technology fatigue. The importance of people, mindset, and capability assessment to ensure the right talent in the right roles. Multi-functional alignment: why Marketing and Sales KPIs must talk the same language. 0:00 - GTM transformation overview 6:32 - Core components of GTM transformation 8:59 - Transformation triggers & investment impact 10:56 - Leadership challenges: tenure, alignment & change 14:52 - Leadership as the hub & change management gaps 20:31 - Communication risks in transformations 23:10 - Vendor strategy & tech considerations 28:09 - Watchouts: tech fatigue & CRM reliance 30:28 - Talent, mindset & capability assessment 36:51 - Multi-functional alignment for Marketing & Sales 40:27 - Closing remarks
October 29, 202528 min
How to reboot your outbound sales engine during a GTM Transformation
Sales transformation is everywhere—and revenue teams feel it first. In this episode, Arianne Riddell (ex-LinkedIn, BBC, Feefo), now Chief Sales Officer at Personal Group , shares a people-first playbook for leading through change: embed values that actually guide behaviour, reset your first 90 days, rebuild foundations (process, narrative, enablement), and shift teams from inbound-reliant to outbound-confident—across both sales and post-sales. You’ll learn: How to set credible 30/60/90 priorities in a messy reality Why values (pace, passion, professionalism) accelerate execution The switch from product-led to benefit-led narrative Using enablement tools (Salesloft, Walnut, Salesforce) the right way Building outbound habits and coaching CS to drive land–expand The candid truth: “love them in or love them out” 00:00 Real problems: focus, motivation, performance 00:15 Intro & episode setup 01:05 Series theme: transformation everywhere 02:01 Market pressure & team impact (UK/US) 03:06 Ariane’s journey (media → LinkedIn → SaaS leadership) 05:05 Hypergrowth lessons & people-first leadership 07:00 Values that drive behaviour (pace, passion, professionalism) 08:12 Navigating resistance to new vision 10:28 “Love them up or love them out” 11:41 First 90 days: priorities vs. reality 12:12 Rebuilding foundations: process, narrative, enablement 13:23 Salesloft, Walnut, creds, collateral, hiring Head of New Biz 15:20 Data-led talent profile & replicating success 18:12 Breaking inbound dependence → outbound mentality 21:04 Why outbound is the controllable growth lever 22:16 Making CS truly commercial (top-down & bottom-up plays) 24:00 Channel mix: does phone still work? 25:26 Testing, learning, iterating; hiring SDRs 27:24 Wrap & connect with Ariane on LinkedIn
October 5, 202535 min
What Pro Sport can teach us about going upmarket and building an Enterprise GTM Motion
In this episode of the SaaS Sales Performance Podcast , host Matt Milligan sits down with Tanvir Bhangoo and former college football player turned commercial leader, keynote speaker, and author of the bestselling book The Pro Business Mindset . Tanvir is the Founder of TBX Digital , where he helps organizations unlock elite performance under pressure by applying principles from sports to business. Together, they explore how sales and revenue leaders can build resilience, sharpen execution, and lead teams through market turbulence by focusing on process, mindset, and fundamentals , not just pipeline velocity. Expect a grounded, practical conversation on how to perform when conditions are tough and how to lead with grit, discipline, and clarity when your team needs it most. You’ll learn: ✅ Why "training camp" fundamentals matter more than ever in tough markets ✅ How to reset your mindset and team habits during a downturn ✅ What true leading indicators of enterprise performance look like ✅ Why in-person connection is becoming a competitive advantage again ✅ How EQ, consistency, and discipline outperform over-activity 🎧 A must-listen for CROs, VPs of Sales, and leaders navigating uncertainty in 2025. 00:00 – 00:15 | Protecting the Core in Downturns Why companies are cutting costs, consolidating tech, and focusing on essentials. 00:15 – 01:34 | Meet Tanvir Bhangoo From football field to boardroom — how sports shaped Tanvir’s leadership philosophy. 01:34 – 03:43 | Market Mindset: Grit Over Growth Hacking Navigating instability by focusing on fundamentals, not just outbound acceleration. 03:43 – 06:55 | Back to Training Camp Reassessing what works, cutting what doesn’t, and rebuilding habits that drive performance. 06:55 – 08:48 | The Sniper Approach to Pipeline Why fewer, more targeted deals outperform high-volume outreach in slow markets. 08:48 – 10:56 | Resetting Boardroom Expectations How leaders can proactively communicate and reforecast during tough quarters. 10:57 – 13:20 | Managing Process, Not Just Results Why the best leaders focus on consistency, not outcome dependency. 13:21 – 15:14 | Mindset Under Pressure High performers master what they can control — habits, routines, and focus. 15:14 – 17:29 | KPIs That Matter in Enterprise Sales Measuring stakeholder engagement, collaboration, and true customer understanding. 17:30 – 19:51 | Reading the Right Leading Indicators Early signals of success: relationships, collaboration, and customer depth. 19:52 – 22:42 | Why In-Person Still Wins The trust dividend of face-to-face meetings in an AI-driven world. 22:42 – 24:01 | Doing the Hard, Inconvenient Work The mindset of elite performers — doing what most avoid. 24:01 – 25:38 | The Power of Restraint Knowing when to slow down and rebuild strength before pushing forward. 25:38 – 27:38 | Owning the Pipeline Why top performers source their own deals and lead by initiative. 27:38 – 29:06 | AI’s Role: Automate the Transactional, Humanize the Strategic EQ, trust, and relationships will define the winners in high-value sales. 29:06 – End | Growth, Fulfillment & What’s Next for Tanvir A look at Tanvir’s upcoming book and where to connect for more insights.
September 22, 202539 min
How AI is reinventing outbound Sales and the truth behind AI SDRs
In this episode of the SaaS Sales Performance Podcast , we sit down with Frank Sondors , Co-Founder and CEO of SalesForge . With a career spanning Google, high-growth SaaS startups, and now building cutting-edge AI-driven sales automation, Frank shares his unique perspective on the future of outbound sales, pipeline generation, and sales efficiency. We explore how traditional outbound models—built on ever-growing headcount—are breaking down, and how AI, automation, and smarter processes can drive predictable growth with leaner teams. Frank also highlights the market realities shaping sales today: talent shortages, buyer saturation, and the rise of AI-to-AI communication. You’ll learn: Why sales software needs to evolve away from “big-team” assumptions How to increase productivity per rep using AI and automation Why outbound channels like cold email and cold calls are declining—and what’s next The future role of AI SDRs, and when they do and don’t make sense What leaner, AI-augmented revenue teams of the future will look like 00:00 - 02:00 Introduction of the episode, guest Frank Sondors, and the topic—outbound sales and pipeline efficiency 02:00 - 04:00 Frank’s background: Google, SaaS, founding SalesForge, and rapid $0–$3M growth in 22 months 04:00 - 07:00 Inefficiencies in traditional sales models: reliance on headcount and dissatisfaction with old approaches 07:00 - 10:00 Building software ecosystems that reduce reliance on large teams; addressing deadwood in sales 10:00 - 13:00 Attrition challenges and the high cost of acquiring top sales talent 13:00 - 16:00 Increasing individual productivity with automation, AI, and smarter processes 16:00 - 19:00 Market saturation: overwhelmed buyers, AI filtering, and the rise of AI-to-AI communication 19:00 - 22:00 Adapting continuously: testing channels like direct mail, offline events, and content sharing 22:00 - 25:00 Decline of cold calls/emails; need for experimentation and integrated touchpoints 25:00 - 28:00 Leveraging automation platforms and integrating humans with AI 28:00 - 31:00 Follow-up automation strategies and handling high meeting volumes 31:00 - 34:00 Future of AI agents in sales; when AI SDRs make sense 34:00 - 37:00 Criteria for AI SDR adoption: large account pools, mid-market deals, shorter cycles 37:00 - 40:00 Pitfalls of over-relying on AI without product-market fit; need for iteration 40:00 - 43:00 Testing AI solutions effectively: 3-month cycles and embracing failure 43:00 - 45:00 Future team structures: lean, technical GTM engineers and RevOps specialists 45:00 - 47:00 Augmentation, not replacement: humans + AI for better margins and efficiency 47:00 - 48:00 Closing remarks: salesforge.ai, upcoming events, and advice to adopt AI and automation
September 11, 202535 min
From Growth to Efficiency: Navigating SaaS Market Shifts and AI Disruption with Roee Hartuv
In this episode of the SaaS Sales Performance Podcast, Matt sits down with Roee Hartov (Berlin) to unpack how revenue leaders can drive productivity and profitability in today’s tighter market. Roee maps a simple but powerful approach: standardise processes, deploy the right tools, and upskill teams —then measure everything through a clear data model . Expect candid takes on AI’s real impact (today vs. hype), why many SaaS unicorns face hard choices, and how to sequence change so it sticks. You’ll learn Why the 2021–2025 shift demands efficient growth and pre-IPO profitability How to implement process fixes that compound (e.g., closing next steps to stop ghosting) The role of a data model (e.g., bowtie) to track stage conversions and diagnose gaps Where AI helps now: coaching, call insights, early forecasting—and where it’s headed Why the frozen middle (50–100% to target) is the highest-ROI cohort for upskilling 00:00 — Intro & Context : From growth-at-all-costs to efficient GTM 01:03 — Market Reset : Cost discipline, profitability before IPO, and the Docusign watershed 03:07 — Unicorn Math : 1,200 private SaaS unicorns vs. ~346 public—what happens next 06:46 — AI & Deflationary Pressure : How disruption reshapes SaaS buying 08:26 — The Framework : Productivity via Processes, Tools, Skills 09:37 — Process Wins : Small changes with compound effect (close, summary, next steps) 14:21 — Measure What Matters : Data models (bowtie), stage conversion, trend tracking 17:14 — ICP is a Moving Target : Why benchmarks must evolve with the market 20:00 — Tools & AI : Coaching, call analysis, forecasting; the self-serve frontier 23:10 — Team of the Future : Fewer heads, deeper skills; the SDR role transforms 28:37 — Upskilling Strategy : Focus on the middle performers ; will vs. skill 29:28 — Wrap & Connect : Reach Roee on LinkedIn for models/resources
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