Incentives, Truth and Selling the Right Way with Wayne Morris

Executives Unplugged

In this episode of Executives Unplugged, Keith sits down with Wayne Morris, founder of RVNU and seasoned Chief Revenue Officer for multiple Silicon Valley startups. Wayne shares his transformative insights on go-to-market strategies, building sustainable sales teams, and the critical role of truth in creating long-term success.
💡 Key Topics Covered:
• How to diagnose product-market fit and go-to-market fit.
• The truth-driven approach to selling and why it builds trust and success.
• Structuring sales team incentives for long-term growth and customer success.
• Leadership lessons from Silicon Valley and beyond.
• Wayne’s wild journey from London to Silicon Valley.
Whether you’re a founder, sales leader, or just curious about what it takes to thrive in high-growth startups, this episode is packed with practical advice and compelling stories.
📍 Take Wayne’s Free Go-to-Market Assessment: RVNU.co
You can find his Go-To-Market framework one pager highlighted on this post: https://rvnu.substack.com/p/rvnu-017-exposing-if-a-startup-will
Direct link to the one page image: https://substackcdn.com/image/fetch/f_auto,q_auto:good,fl_progressive:steep/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2Fadf1d891-263a-4bd1-ba16-9d96e0a4f152_2378x1326.png
📧 Connect with Host Keith Cowing: kc.coach
Share your thoughts and feedback—Keith responds to every listener!
If you enjoyed this episode, please like, subscribe, and share it with someone who might find it valuable. Don’t forget to leave a review to help others discover Executives Unplugged!

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1. Sales Expert Wayne Morris Talks Growth (00:00:00)

2. Effective Sales Approach and Ethical Considerations (00:04:16)

3. Incentives and Culture in Sales (00:10:13)

4. Aligning Product and Sales Strategy (00:18:10)

5. Navigating Phases of Growth in Sales (00:23:55)

6. Mastering Product Market Fit for Growth (00:30:16)

7. Go-to-Market Debt and Truth Seeking (00:36:19)