On the TechTO stage ×1
First seen on the TechTO stage in 2019. Every talk is searchable — ask the archive about Ryan ↗
In their words
It's really changed the way that sales is working in this B2B environment, and we see it at Sprout every day. We are an inbound model — we generate about 9,000 trials per month.
The stats say you're 65% of the way through the evaluation process before someone will raise their hand to talk to a salesperson. For a lot of these product-led companies, when that customer is ready to talk to a salesperson they've already experienced the product.
Started with three people, and we piloted that in 2017, and today that team's 50 people and it's the most productive sales team we have in the organization.
Around the web ×1
Quick answers
Who is Ryan Barretto?
The CEO of Sprout Social, a Nasdaq-listed social media management platform based in Chicago. He joined in 2016 to run global sales, became president, and was appointed CEO in October 2024. Sprout named him interim principal financial officer in March 2026 after its CFO resigned.
What did he present at TechTO?
He joined the SalesTO panel on how GTM teams win together in September 2019, then SVP of global sales at Sprout Social, alongside Gong's Chris Orlob and LeanData's Erin Bush. His theme was product-led growth and what it does to a sales org.
What did he say about specialisation in a sales team?
That it is the engine of scale. He described Sprout's sales and customer success org going from under 50 people to about 300, and a dedicated customer-growth team that started as a three-person pilot in 2017 and had become the company's most productive sales team — 50 people — by the time he spoke.