Read the full transcript & show notes →
Happy Show Day! In today’s bonus episode of the Sales Success Stories podcast, I’ve got the complete audio from one of the top presentations at the 2026 Sales Success Summit. This is Rosa Campagna, who you first met in episode 200, delivering her talk, The Show Must Go On.
Rosa serves the Toronto enterprise market for OneStream, selling financial software to organizations with serious CFOs. She won Rookie of the Year in 2024, hitting 101% of her number in under eight months, then won Global Rep of the Year in 2025 at 428% of quota, and she is at 138% of target and a President’s Club winner this year. She has also been dancing and performing for about 25 years, and for the first half of her sales career she kept that side of herself out of work. Her numbers changed when she stopped doing that.
The talk follows a deal through three acts. Rehearsal: stop calling it a dry run, invite the team into designing the pitch, agree on why you should win and why you might lose, and rehearse for what goes wrong. Show day: a fifteen-minute backstage huddle, a pitch built around the personal wins of the people in the room, and energy that gives buyers permission to have some fun. And when the curtain falls: a gratitude-first debrief with the cast and crew, a sweet and salty review, shared next steps to check for happy ears, and a mandatory follow-up with the champion, booked before the demo is. The audience Q&A covers resistant teammates, when to run the full process, the six-month audition she was given when she was hired, and why she does not mirror stoic CFOs.
What We Covered:
[00:00] Scott’s intro, and how to share your thoughts on the future of the Summit
[00:58] The philosophy of showmanship, and Rosa’s own version of jazz hands
[01:46] Rookie of the Year, the six-month warning, and Global Rep of the Year
[03:46] The three acts: rehearsal, show day, and when the curtain falls
[04:34] Check your calendar: how many dry runs are on it?
[05:42] Stop using the word dry, and set the tone for excitement
[06:38] Win themes: do we believe we can win, and why would we lose?
[07:39] Rehearsing for what could go wrong
[08:13] Show day, and why it should feel like a celebration
[09:00] Creating a backstage fifteen minutes before you go live
[09:39] Designing the pitch for the people in the room, not just the use case
[10:58] Your energy sets the energy you get back
[12:07] The postmortem after the curtain falls
[12:17] Meeting one: the cast and crew, and leading with gratitude
[12:58] Sweet and salty feedback
[13:24] Shared next steps, and a check for happy ears
[14:01] Meeting two: the champion follow-up, made a non-negotiable
[16:02] Invite the critics
[17:24] Not every show is a great one: building resilience into the cycle
[18:47] Q&A: getting resistant internal teammates on board
[20:28] Q&A: when to run the full process, and a $3 million competitive RFP
[23:11] Q&A: working with a naysayer you are stuck with all year
[25:28] Q&A: the six-month audition, and how she got to the other side
[27:43] Q&A: when the buyer will not give you a next step
[30:15] Q&A: why she does not mirror stoic CFOs
[31:24] Q&A: setting the follow-up precedent on the day they ask for a demo
[31:59] Scott’s outro, and where to find the video of Rosa’s presentation
Quotes:
“The only numbers a dancer knows is 5, 6, 7, and 8, and that’s a fact.” (00:02:14)
“Stop using the word dry.” (00:05:42)
“Don’t just assume that because you’ve practiced your content on Monday, that the team is still excited on Thursday.” (00:09:30)
“You’re not just designing your pitch to solve the pain that you heard in discovery. You’re also designing the pitch to find the personal wins for the people in the room.” (00:10:45)
“I just prepped 3 weeks worth of work and you can’t gimme 15 minutes? I don’t work for free.” (00:14:47)
“I lose deals alone. I win deals with the team.” (00:25:07)
“I like to say that I eat nos for breakfast.” (00:27:43)
“I don’t match their energy. I invite them to match mine, and then I temper as, as needed.” (00:30:29)
Resources Mentioned:
Watch Rosa’s presentation and every 2026 Summit talk, free, in the Sales Success Answer Engine
Episode 200: 428% and the Show Must Go On, OneStream’s Rosa Campagna on Playing the Long Game in Enterprise Sales
The Sales Success Summit: apply to attend and share your thoughts on what comes next
Connect with Rosa Campagna on LinkedIn
Sales Success Stories is part of the Sales Success Media family hosted by Scott Ingram