The Outside Seat Podcast

The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty, featuring unfiltered conversations with CROs, VP Sales, PE operators, and the practitioners who actually run the commercial engine. No scripts. No sanitised answers. Just the conversations your buyers never have with you.

The Outside Seat Podcast is a business podcast hosted by Mike Tumalty, with 11 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Mike Tumalty hosts The Outside Seat Podcast, a business show with 11 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #12

  The Missed Signal That Cost England the World Cup Final | Mike Tumalty

  Aug 18, 202619 minS1

  England didn't lose their World Cup semi-final because they weren't good enough. They lost it to a decision made ten days earlier, in a different game, under completely different conditions. In this special solo episode, Mike Tumalty breaks down a leadership mistake that shows up everywhere, not just football: a good result gets recorded, the conditions behind it get thrown away, and what's left gets promoted to strategy. He traces it from Sir Alex Ferguson's approach to winning, through England's misread signal against Argentina, into the exact same failure mode Mike sees constantly inside B2B revenue teams: the seven-week deal mistaken for a repeatable motion, the webinar mistaken for a channel strategy, the save mistaken for a playbook. It closes with a simple three-question framework any GTM or sales leader can use before turning a result into a conclusion. Chapters: 0:00 The cold open 0:21 Welcome to The Outside Seat 1:33 Why this topic wouldn't leave me alone 3:58 Sir Alex Ferguson: "I planned to win every game" 6:25 The misread signal that cost England the final 8:53 Hollywood makes the same mistake, plus a word from Flourish 10:58 The same failure, inside your revenue engine 13:26 The three-question framework 15:49 Applying it: Mexico vs. the seven-week deal 18:08 Outro Drop your answer in the comments: what is the win your business is still taking the wrong lesson from? GTM strategy, B2B sales strategy, revenue leadership, commercial due diligence, mystery shop, sales leadership lessons, Alex Ferguson leadership Check out our Sponsor: https://info.helloflourish.com/hire-a-sales-exec/ New to the Outside Seat? Start Here - www.youtube.com/@TheOutsideSeat Follow us on Linkedin: https://www.linkedin.com/company/theoutsideseat/ Connect with our Host: https://www.linkedin.com/in/tumalty/ Follow us on TikTok: https://www.tiktok.com/@theoutsideseat Follow us on Twitter: https://www.x.com/@theoutsideseat Follow us on Instagram: https://www.instagram.com/theoutsideseat Check us out on Spotify: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb Check us out on Apple Podcasts: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470 So what is The Outside Seat? Most revenue leaders have never sat where their buyers sit. The Outside Seat is the podcast that fixes that, bringing GTM leaders and the unsung heroes behind them into conversations they'd never normally have with each other. Real talk on sales, revenue operations and what actually works from the buyer's side of the table, not the vendor's. Hosted by Mike Tumalty, 25 years into B2B SaaS GTM, from ServiceNow to founding InsideNow. New episodes every Tuesday. #gtm #fifa #england #tuchel #lesson

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  Episode #11

  Will Beats Skill, Always | Simon Edmunds, Director of International Sales Development, BeyondTrust

  Aug 11, 202633 minS1

  Simon Edmunds leads international sales development at BeyondTrust, the cybersecurity company specialising in privileged access and identity security. He manages 28 SDRs and BDRs across hubs in Manchester, Frankfurt, Dubai, and Singapore, covering every market outside the United States. In this episode, Simon and Mike cover what separates the BDRs who progress into AE roles from those who plateau, why the hierarchy myth is one of the most damaging beliefs in B2B GTM, how to hire for will over skill at the top of the funnel, and what a well-designed BDR compensation plan actually looks like. They also get into AI use in the SDR workflow, partner BDRs, and why Simon's Monday morning metric is a Claude project pulling intent signals, not a CRM dashboard. In this Episode: SDR versus BDR: the structural difference and why it matters Partner BDRs: using intent data to build brand inside strategic partner organisations Hiring for will over skill, and how coachability is tested without asking about it directly The 70/15/15 compensation framework and the short/medium/long logic behind it Incentives at scale: how to regionalise motivation across four continents Career progression: why your number opens the door but your brand with the AEs around you gets you through it AI in the SDR stack: ZoomInfo, Sixth Sense, Outreach, Gong, and Claude in practice Rapid Fire: Outreach, the hierarchy myth, a Claude intent project, The Multiplier Effect, Problem Prospecting, and Maury Haber About Simon Edmunds Simon Edmunds is Senior Manager, International Markets at BeyondTrust, leading a 28-person sales development function across four global hubs. He began his career in graduate recruitment before moving into sales development leadership and has spent over a decade building and coaching the next generation of B2B sales talent in the cybersecurity sector. Links: YouTube Channel: https://www.youtube.com/@TheOutsideSeat Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77 Apple Podcast: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470 TikTok: https://www.tiktok.com/@theoutsideseat Simon's Linkedin: https://www.linkedin.com/in/simon-edmunds/ The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week. Episode 11 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do: https://info.helloflourish.com/hire-a-sales-exec/ InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io

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  Episode #10

  What does RevOps Own? | William Taylor, Head of RevOps, Shopware

  Aug 4, 202642 minS1

  William Taylor has been in Revenue Operations for nearly 15 years. He came from finance, not sales, which means he sees the commercial engine differently from most people in the function. In this episode, Mike sits down with William to work through what RevOps actually is versus what most organisations think it is, what breaks first in a hyper-scale environment, and why the function is so consistently misunderstood, underfunded, and hired too late. They also get into the CRO and RevOps relationship, hiring for the function, AI in RevOps, and the question that follows every RevOps leader around: how do you know if it is working? William's answer involves a toolbox. Nobody thinks about the toolbox when fixing a car. But you would not have your tools without it. In this episode: Why RevOps is the toolbox, not the tool, and what that means for how you hire and resource the function Channel conflict: why marketing and sales will always disagree until someone reframes the objective What breaks first in a hyper-scale environment, and why outbound is always the first thing abandoned The CRO and RevOps relationship: what it looks like when it works and where it becomes dysfunctional Hiring for RevOps: why attitude and aptitude beat technical skills every time AI in RevOps: why rubbish in still means rubbish out, and why CRM remains the foundation most teams do not have right The cost of doing nothing, and why the CFO budget argument is easier to win than most people think Rapid Fire: the tool William cannot live without (not AI), the GTM myth he wants to kill, and why MEDDIC is not a methodology About William Taylor William Taylor is a Revenue Operations leader with nearly 15 years of experience scaling RevOps functions across high-growth B2B SaaS businesses. He came to RevOps from a finance background, giving him a cross-functional perspective on the commercial engine that most RevOps practitioners do not have. Links YouTube Channel: https://www.youtube.com/@TheOutsideSeat Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77 Apple Podcast: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470 TikTok: https://www.tiktok.com/@theoutsideseat William's Linkedin: https://www.linkedin.com/in/williamdavidtaylor/ The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week. Episode 10 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do: https://info.helloflourish.com/hire-a-sales-exec/ InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io

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  Episode #9

  The Human Is Now The Exception | Daniel Gray, SVP North America GTM, Acolad

  Jul 28, 202642 minS1

  Daniel Gray has spent 25 years in localisation. He now leads the go-to-market function for North America at Acolad, one of the leading localisation, interpretation, and data services businesses in the market. This conversation is about what happens to a GTM motion when the category itself gets turned upside down by AI. What we cover: How AI has flipped the human-to-machine ratio in localisation — and what that means for how you sell, price, and hire The stakeholder evolution: why the CFO and CTO are now in localisation deals that used to be managed entirely by programme managers Above and below the algo: the framework from *Reshuffle* that every GTM leader in a tech-adjacent category should understand Social selling and micro-events: what is actually working in North American outbound right now The tight localisation buyer community and why competitors share war stories across the dinner table Why the modern localisation sales rep needs to be as comfortable talking infrastructure as they are talking content Sales velocity as the Monday morning metric About Daniel Gray: Daniel Gray leads the go-to-market function for North America at ACLAD, a full-breadth localisation business offering translation, interpretation, multimedia, and data services. He has spent 25 years in the localisation industry and operates at the intersection of technology, commercial transformation, and AI-powered GTM. Links YouTube Channel: https://www.youtube.com/@TheOutsideSeat Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77 Apple Channel: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470 TikTok: https://www.tiktok.com/@theoutsideseat Daniel's Linkedin: https://www.linkedin.com/in/danielgray/ The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week. Episode 9 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do: https://info.helloflourish.com/hire-a-sales-exec/ InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io

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  Episode #8

  Good At Fighting Fires? You're Probably Lighting Them Too | Ted Ruscitti, CCO at MoveMedical

  Jul 21, 202649 minS1

  Ted Ruscitti is Chief Customer Officer at Movemedical, a SaaS platform serving the medical device and healthcare supply chain industry. After 25 years leading customer success across HR, pharma, hospitality and now medical devices, Ted has landed somewhere unusual: 20 accounts, each worth millions, where the job is almost unrecognisable from running CS for thousands of low-value customers. In this episode, Mike Tumalty and Ted talk about what changes when every account is a board-level conversation, how Movemedical's FIM (Field Inventory Management) assessment quantifies a client's ROI before the contract is even signed, and why Ted believes the people who are best at fighting fires are often the same people lighting them. What's covered: The difference between managing 20 high-value accounts and 2,000 lower-value ones The FIM assessment: quantifying ROI before the sale closes Why a single customer health score hides more than it reveals The five components of a genuinely useful health score Why "land and expand sells itself" is a myth What changes when you scale customer success internationally Why the goal of good CS is to be boring Guest bio: Ted Ruscitti is Chief Customer Officer at Movemedical, where he leads customer success for the company's enterprise medical device and healthcare supply chain clients. He brings over 25 years of experience building and scaling customer success and support organisations across multiple industries, including HR technology, pharmaceutical clinical trials, hospitality, and enterprise SaaS. Links YouTube Channel: https://www.youtube.com/@TheOutsideSeat Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77 TikTok: https://www.tiktok.com/@theoutsideseat Ted's Linkedin: https://www.linkedin.com/in/tedrus/ The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week. Episode 8 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do: https://info.helloflourish.com/hire-a-sales-exec/ InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io

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