Sales Prospecting: How to Become the Best On Your Team [ep 17]

Ultimate Sales Leadership Training for 2025 [ep 18]

When Zach Ramey was hired, the goal was modest: 3 sales for $300K. The result? 32 deals. $4 million. Year one. In this episode of Under Oath, the revenue leaders at Rankings.io break down what it actually takes to scale—from staffing decisions to coaching philosophy to owning your pipeline in-house. CRO Zach Ramey, VP of Sales Cole Castleberry, and Senior Director of Sales Enablement Scott Knudson walk through five powerful lessons forged through failure, not theory. Whether you’re building your first outbound team or leading a mature GTM org into a new year, this episode reveals the structure and mindset behind high-output sales leadership. Watch the Full Video on YouTube: @UnderOathPodcast [https://www.youtube.com/@UnderOathPodcast] Follow Us for More Revenue Intel: * Instagram: @underoathpodcast  [https://www.instagram.com/underoathpodcast/] * TikTok: @underoathpodcast [https://www.tiktok.com/@underoathpodcast] What You'll Learn: * Why “activity” isn’t the metric that matters most * The hiring philosophy that outperforms 5 reps with 2 * What sales enablement actually looks like at an elite agency * Why outsourcing growth is almost always a losing bet * How to turn failure into fuel—and coach through it

Sales Prospecting: How to Become the Best On Your Team [ep 17]

You’ve done the calls, followed the script, hit quota a few times. But still—something’s missing. This episode is for the reps stuck in the middle. The ones who should be crushing it by now… but aren’t. The Rankings revenue team—Zach Ramey (CRO of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Sr. Director of Sales Enablement)—pull back the curtain on what actually separates good prospectors from great ones. And it’s not a better subject line or tighter talk track. It’s what happens before the work even begins. Watch the Full Video on YouTube: @UnderOathPodcast [https://www.youtube.com/@UnderOathPodcast] Follow Us for More Revenue Intel: * Instagram: @underoathpodcast  [https://www.instagram.com/underoathpodcast/] * TikTok: @underoathpodcast [https://www.tiktok.com/@underoathpodcast] What You'll Learn: * Why every great prospector has a personal routine—and why yours matters more than your tech stack * The surprising (but true) connection between life habits and sales performance * How to handle rejection like a professional athlete (because top reps train like one) * The difference between activity and actual output—and why most reps are fooling themselves * How to audit your own habits, mindset, and work ethic if you want to make the leap

AI in Sales: What to Use, What to Skip, and What to Automate [ep 16]

AI is in every tool. We’ve hit peak saturation. But for sales leaders, the real question is: Does it actually generate revenue? We know you care about: More calls. Better follow-up. Higher conversion. Lower burnout. In this episode of Under Oath, the Rankings.io revenue team puts AI on the stand. Host Scott Knudson (Director of Sales Enablement) is joined by Zach Ramey (Chief Revenue Officer) and Cole Castleberry (VP of Sales) to break down how AI really impacts pipeline, productivity, and performance—from call summaries to custom bots. Whether you're AI-curious or already deep in prompt engineering, this episode will help you build a smarter sales org—without sacrificing human connection. Watch the Full Video on YouTube: @UnderOathPodcast [https://www.youtube.com/@UnderOathPodcast] Follow Us for More Revenue Intel: * Instagram: @underoathpodcast  [https://www.instagram.com/underoathpodcast/] * TikTok: @underoathpodcast [https://www.tiktok.com/@underoathpodcast] What You'll Learn: * The AI mistake that’s making your reps lazy * How to inspect what you expect when coaching reps using AI * The difference between leveraging AI and depending on it * Why your follow-up emails should never be 100% AI-generated * The only ROI calculation you need to justify your next AI tool Closing Arguments: * “Use AI to get your reps one more call a day. That’s a million-dollar difference.” * “AI should help you build trust—not replace it.” * “If AI is coaching your team—and you’re not—you’re falling behind.” * “Everyone has AI now. Winners are the ones who use it right.”

$4M Outbound: How We Built a Sales Team That Works [ep 15]

If you're leading a revenue team and thinking about scaling outbound, this episode is a must-listen. The Rankings.io crew unpacks how they scrapped a $40K/month outsourced mess and built a lean in-house team that closed $4M in its first year—without bloated tech stacks or high-volume fluff. You’ll hear what actually moves the needle: hiring reps who can think, not just dial; creating outreach that feels human, not automated; and building a system that scales without losing its edge. No theory—just real-world lessons from a team that’s doing the work. Watch the Full Video on YouTube: @UnderOathPodcast [https://www.youtube.com/@UnderOathPodcast] Follow Us for More Revenue Intel: * Instagram: @underoathpodcast  [https://www.instagram.com/underoathpodcast/] * TikTok: @underoathpodcast [https://www.tiktok.com/@underoathpodcast] What You'll Learn: * Why a high-performing in-house BDR can outperform three mediocre reps * The biggest mistake leaders make when scaling outbound—and how to avoid it * How Rankings built a $4M outbound engine in under a year (and doubled it in Year 2) * The real reason personalization cuts through the noise—and why most reps fail at it * The overlooked role of enablement in building high-output, high-morale teams Closing Arguments: * “A great BDR can offset three mediocre ones.” * “If you're just checking boxes, you're doing it wrong.” * “You weren’t hired to sound like AI—you were hired to sound like you.” * “Every cold call is the first experience someone has with your brand—act like it.”

What You Really Need to Get Hired in Legal Sales (and Why Resume Experience Isn’t Enough) [ep 14]

In this episode of UnderOath, the Rankings.io revenue team tears down one of the most common beliefs in hiring: that traditional experience—job titles and résumé bullets—predicts success. Hosts Scott Knudson (Senior Director of Sales Enablement), Zach Ramey (SVP of Revenue), and Cole Castleberry (VP of Sales) make the case for something different: lived experience, self-awareness, and the ability to tell your story clearly are far better indicators of performance in legal sales. Watch the Full Video on YouTube: @UnderOathPodcast [https://www.youtube.com/@UnderOathPodcast] Follow Us for More Revenue Intel: * Instagram: @underoathpodcast  [https://www.instagram.com/underoathpodcast/] * TikTok: @underoathpodcast [https://www.tiktok.com/@underoathpodcast] What You'll Learn: * Why resume “matches” often miss the best candidates * What makes lived experience more valuable than formal experience * How to interview in a way that tells your full story * Why leaders often fail by trying to hire versions of themselves * The traits that top legal sales hires really share Closing Arguments: * “I don’t need the next me. I need someone who’s been through something and learned from it.” * “It’s always my fault—even if it’s not.” * “You can bend more of your sales reality than you think.” * “Momentum is real—winning breeds winning.”