Revenue Builders: Recent Episodes
Force Management
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information
Enterprise sellers often lose deal quality by moving too quickly from customer pain to product answers. In this Revenue Builders minisode, Stuart Gwynn of MongoDB explains why the best sellers slow down in discovery, hold the line with the customer, and use disciplined qualification to determine whether a problem is real, urgent, and worth solving. Stuart shares how pipeline creates the courage to qualify out, why team preparation matters before strategic customer conversations, and how trust is built when sellers demonstrate that they understand the customer’s business before prescribing a solution.
Stuart Gwynn is an enterprise sales leader at MongoDB who has exceeded goal every year since joining the company in 2019. Before MongoDB, he spent seven years at Pure Storage, rising from SDR to named account rep and finishing as one of the company’s top performers before moving into strategic enterprise selling.
Connect with Stuart:
Episodes mentioned:
- The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam
- Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor
Listen to the full episode:
- The Discipline Behind Nine-Figure Deals with Stuart Gwynn
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Senior leaders are often judged in moments they could not plan for. Mark Thurmond’s path from sales rep to co-CEO of Tenable was built through consistent execution, difficult operating assignments, and crises that demanded calm before certainty. He explains what the RSA breach taught him about transparency and customer trust, how he and Steve Vintz kept Tenable moving after the death of CEO Amit Yoran, and why the strongest leaders build followership before they need it. The conversation also covers choosing learning over title, using AI to raise seller productivity, and leading a product-to-platform shift as a company-wide operating change.
Mark Thurmond is Co-Chief Executive Officer of Tenable, where he oversees the company’s go-to-market functions across sales, marketing, customer success, professional services, and technical support. His career includes senior operating and sales leadership roles at EMC, RSA, Qlik, and Turbonomic.
Connect with Mark:
Key takeaways from this episode:
- 00:00 - What early international experience teaches leaders about operating across markets, cultures, and teams.
- 04:34 - Why transparency during a crisis can strengthen customer trust instead of weakening it.
- 10:19 - What leaders must control when uncertainty, emotion, and outside pressure start to take over.
- 12:22 - Why rigid career planning can distract high performers from the opportunities that actually move them forward.
- 15:05 - What a leader’s ability to attract former colleagues reveals about their credibility and influence.
- 17:04 - Why the most valuable career moves often create discomfort before they create advancement.
- 29:00 - A look inside what leadership demands when personal grief and business continuity collide.
- 34:08 - What executives often overlook about the connection between proactive health and decision-making capacity.
- 41:30 - Why a company’s approach to AI partnerships may determine whether it separates or falls behind.
- 53:00 - What many leaders underestimate about moving from a product business to a platform strategy.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this clip, Alex Bilmes, CEO of Endgame, joins Revenue Builders to share what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams. The data shows AI gaining traction in account intelligence, conversation readiness, deal acceleration, pipeline inspection, and team enablement. But the larger lesson is that the strongest teams are not just using AI to generate decks, briefs, or follow-ups faster. They are using it to create shared understanding across reps, managers, executives, RevOps, and cross-functional teams. For revenue leaders, the opportunity is not simply more automation. It is connecting the organization around the same account context, methodology, and customer truth.
Alex Bilmes is the CEO and founder of Endgame, a revenue intelligence platform built for go-to-market teams. His work focuses on helping revenue organizations centralize customer, methodology, and account knowledge so both humans and AI agents can operate from a consistent foundation.
Connect with Alex:
Listen to the full episode:
- Revenue per Employee Is the New Endgame with Alex Bilmes
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
AI partnerships are no longer won by managing a channel or securing a marketplace listing. Leaders must understand how countries, power, cooling, chip fabrication, hyperscalers, model providers, software companies, and enterprise risk fit together before they can build an effective partner strategy. Returning to Revenue Builders, Alan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how sovereignty is changing infrastructure, model selection, and cloud decisions. He also examines why software companies are moving aggressively on AI while traditional enterprises remain more cautious.
Alan Chhabra is the Executive Vice President of Worldwide Partnerships at Cerebras Systems, where he leads global partner expansion across hyperscalers and the broader AI ecosystem. He previously spent nearly a decade building MongoDB’s global partner network and held senior leadership roles at BMC Software.
Connect with Alan:
Other Revenue Builders episodes with Alan:
- The Ideal Partnership with Alan Chhabra
Key takeaways from this episode:
- 00:00 - Why the infrastructure behind AI may matter more than the applications built on top of it.
- 12:26 - What the shift from data to AI changes about how partner leaders map the market.
- 16:06 - Why understanding the full AI stack is a prerequisite for building the right partnerships.
- 27:48 - A look inside what it really takes to navigate the politics of a hyperscaler partnership.
- 36:00 - The four capabilities CEOs should test before hiring an AI partner leader.
- 48:34 - What leaders often overlook about the role of sovereignty in shaping AI infrastructure decisions.
- 56:25 - Why software companies and traditional enterprises are moving at very different speeds on AI adoption.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
High-pressure sales moments test a leader’s ability to stay composed, present, and clear when the outcome matters. In this minisode, Dr. Michael Gervais explains how elite performers manage activation before critical moments, from major buyer meetings to executive presentations. He breaks down the difference between useful nerves and disruptive anxiety, then outlines the mental skills that help leaders regulate pressure: awareness, breathing, and self-talk. For revenue leaders, this conversation offers a practical lens on preparing the mind before the stakes arrive.
Dr. Michael Gervais is a performance psychologist, the founder of Finding Mastery, host of the Finding Mastery podcast, co-creator of the Performance Science Institute at the University of Southern California, and author of The First Rule of Mastery: Stop Worrying About What People Think of You. He has worked with Olympians, world champions, MMA fighters, Fortune 100 CEOs, and elite teams to help them train their minds for high-pressure performance.
Connect with Dr. Gervais:
- Website
- Podcast
- IG
Resources mentioned:
- Dr. Michael Gervais' Morning Mindset Routine
- The First Rule of Mastery: Stop Worrying About What Other People Think of You by Michael Gervais, PhD
- Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life by J. Douglas Holladay
- Hit Refresh by Satya Nadella
Listen to the full episode:
- Training the Mind for High-Stakes Sales: How FOPO Hurts Executive Presence with Dr. Michael Gervais
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Pressure does not create a response. It exposes the response that has already been trained. Former professional hockey coach and mental strength coach Greg Poss returns to explain how leaders can recognize fear-driven reactions, return to a more deliberate state, and build resilience before the stakes rise. Greg, John McMahon, and John Kaplan examine why external achievement delivers only temporary satisfaction, how a leader’s emotional state influences the performance of the team, and why productive discomfort must be paired with a clear path forward. They also discuss practical tools including breathing, visualization, self-awareness, and Greg’s 21-day process for building more consistent responses in high-pressure environments.
Greg Poss spent decades coaching professional hockey in the United States and Europe, including leading the Mannheim Eagles to a championship and coaching the German national team. He now works with athletes, coaches, and business leaders to strengthen mental resilience and improve performance under pressure.
Connect with Greg:
- Website
Resources mentioned:
- The Peter Attia Drive Podcast, Ep. #399 ‒ The evolution of Alzheimer's disease and dementia care: how early detection, personalized treatment, new therapies, and a multimodal approach are changing the landscape | Gayatri Devi, M.D.
- Greg Poss's 21-Day Brain Training Program
Other Revenue Builders appearances:
- ”The Most Important Reward Is The Process” with Greg Poss
Key takeaways from this episode:
- 00:00 - Introduction
- 03:05 – Why Greg believes the brain must be trained to respond deliberately before pressure arrives.
- 07:41 – How frustration, anger, and anxiety can signal that fear is beginning to shape a leader’s response.
- 16:25 – Why external achievements provide temporary satisfaction, while sustained fulfillment comes from the process of learning and mastery.
- 23:50 – How a leader’s emotional state influences the energy, confidence, and performance of the people around them.
- 36:04 – Why pushing people outside their comfort zones only produces growth when leaders also provide the tools and path forward.
- 50:45 – How victim thinking blocks accountability, learning, and the ability to improve after a setback.
- 57:29 – Why effective visualization includes adversity, friction, and the response required when events do not go according to plan.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Late-stage deals can appear secure once the buyer has accepted the product and the business case, but that is often when the risk feels most personal. In today’s segment, Randy Riemersma explains why deals inside the final 10 yards are won or lost on buyer confidence and how elite sellers remove doubt through executive alignment, credible proof points, consistent communication with the champion, and a clear business-level point of view. The conversation gives revenue leaders a sharper way to evaluate late-stage deal risk and reinforces why belief, preparation, and execution matter when the buyer is preparing to make a high-stakes decision.
Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance.
Connect with Randy:
- Website
Resources mentioned:
- The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor
Listen to the full episode:
- The Hidden Cost of False Velocity with Randy Riemersma
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Sales organizations stall when knowledge stays trapped in the heads of a few experienced people. In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching. He shares how conscious competence helps managers teach what top performers do instinctively, why early wins matter for new reps, and where leaders must take accountability when talent fails to develop. The conversation gives CROs a practical view of the systems, behaviors, and management discipline required to build a team that can scale.
Frederik Maris is the Co-Founder and Chief Revenue Officer of EliteGTM, where he helps founders and revenue leaders build more predictable go-to-market organizations through advisory, recruiting, and enablement. His career includes senior leadership roles at Splunk, Zoom, DataRobot, BMC, Veritas, and PTC, giving him firsthand experience building and transforming complex enterprise sales teams.
Connect with Frederik:
Resources mentioned:
- The Happiness Advantage by Shawn Achor
Key takeaways from this episode:
- 08:44 – What it really takes to uncover the customer pain and internal support that move complex deals forward.
- 04:51 – Why sales leaders need a clear understanding of the methods behind their own success.
- 26:16 – What CROs often overlook about the frontline manager’s role in seller ramp and retention.
- 28:13 – Why a new rep’s first deal can shape confidence, momentum, and long-term performance.
- 40:36 – Frederik Maris’s perspective on the traits that matter most when hiring for growth.
- 45:06 – A look inside the interview signals that reveal self-awareness and emotional intelligence.
- 01:01:07 – The leadership question that creates accountability when performance falls short.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Automation has increased sales activity while reducing effectiveness, as AI-driven outreach floods the market and drives conversion rates down. In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down. The discussion highlights a clear operational reality for sales leaders: teams that invest early in outbound phones build a durable advantage when selling gets harder.
Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations.
Connect with Greg:
Resources mentioned:
- Hyperbound
- TitanX
Listen to the full episode here:
- How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Building a great sales organization has always been difficult, and the pace of AI has only raised the stakes. Chad Peets and Chris Degnan join John McMahon and John Kaplan to share what they're seeing as founders race to build go-to-market teams in one of the fastest-moving markets in software. They discuss why companies overhire, how leaders should evaluate revenue quality, what separates "patriots" from "mercenaries" in the hiring process, and the operating principles that produce durable sales organizations.
Chad Peets is the Managing Partner of RPT Partners and has spent more than 25 years helping software companies build world-class go-to-market organizations. Previously Managing Director at Sutter Hill Ventures, he helped hire more than 7,500 software sales executives, including more than 500 who joined Snowflake during its growth.
Connect with Chad:
Chris Degnan is a Partner at RPT Partners and the former Chief Revenue Officer of Snowflake, where he helped build the company's go-to-market organization from its earliest stages to more than $4 billion in revenue. He is the co-author of Make It Snow: From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization.
Connect with Chris:
- "Make It Snow" by Denise Persson and Chris Degnan
Connect with RPT Partners:
- Website
- info@rptpartners.com
More from Revenue Builders:
- Hiring to Ensure Success featuring Chad Peets
- What It Really Takes to Build a Billion-Dollar Revenue Engine featuring Chris Degnan
Key takeaways from this episode:
- 00:00 – Why the best sales careers are built through mastery, not compensation.
- 10:48 – Why hiring for tomorrow's org chart often creates today's leadership problem.
- 12:12 – Why many AI companies are overstating revenue quality, and what leaders should look for instead.
- 25:58 – What leaders often overlook when separating long-term builders from short-term opportunists in the hiring process.
- 35:17 – A practical framework for evaluating whether a company is worth joining before you sign the offer.
- 41:37 – Why great technology and great sales organizations create a competitive advantage together.
- 45:14 – What the next generation of elite sellers will need to master to stay relevant as buying evolves.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today’s conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution. He also explains how Cursor’s multi-model approach creates a unique advantage in a fast-moving market, and why aligning that innovation with focused sales execution is critical to winning.
Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments.
Connect with Brian:
Resources mentioned:
- Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy
- All In Podcast with Chamath, Jason, Sacks & Friedberg
Listen to the full episode:
- Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Many stalled deals do not fail because the solution is weak. They fail because the team moved too fast before the buyer had a reason to care, a sponsor willing to mobilize, and enough confidence to take the risk. Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late. He explains why elite sellers slow down early, uncover real business pain, connect operational problems to strategic outcomes, and manage the emotional side of buying when the decision starts to feel personal.
Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance.
Connect with Randy:
- Website
Resources mentioned:
- The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor
Key takeaways from this episode:
- 00:00 - Why many late-stage deals are lost long after the buyer has agreed with the business case.
- 02:37 - What leaders often overlook when early deal momentum feels too good to be true.
- 03:51 - A look inside the moment elite sellers create the urgency that average reps never uncover.
- 12:53 - Why many CROs see strong operational engagement fail to translate into executive sponsorship.
- 16:41 - The six emotions that drive buyer decisions and how to leverage them across deal stages.
- 28:24 - What it really takes to build buyer belief when the risk of saying yes starts to feel personal.
- 40:28 - Why the best discovery conversations feel less like qualification and more like understanding.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Seller productivity is being redefined in real time, and the divide is no longer about effort or experience. In this segment, Alex Varel shares a grounded look at how AI is already reshaping the role, from a RevOps leader training multiple agents in a single weekend to the expectation that sellers will augment their own output. The conversation highlights a growing reality for revenue teams: those who get hands-on with AI will operate at a different level, while those who don’t risk falling behind faster than they expect.
Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts.
Connect with Alex:
Resources mentioned:
- "The Power of Myth" by Joseph Campbell
- "AI Superpowers" by Kai-Fu Lee
- “Leonardo da Vinci” by Walter Isaacson
- "No Country for Old Men" by Cormac McCarthy
- "The Road" by Cormac McCarthy
- “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni
Listen to the full episode:
- How AI Is Rewriting the Sales Playbook and Raising the Bar on Human Performance with Alex Varel
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Revenue growth becomes harder to sustain when leadership relies on a handful of top performers, inconsistent processes, or reactive decision-making. Jason Forget, President and CRO of Cockroach Labs, shares lessons from building revenue organizations from the earliest startup stages through large-scale growth, explaining why sales motions must continuously evolve as companies scale. The conversation explores the role of RevOps as a strategic advisor to leadership, the importance of building a strong middle class of sellers, hiring for adaptability and coachability, and creating cultures where problems surface early. Jason also shares how open-source adoption can be transformed into enterprise-wide business outcomes through disciplined account planning, executive engagement, and scalable go-to-market execution.
Jason Forget is President and CRO of Cockroach Labs and has spent his career building revenue organizations from multiple vantage points, including finance, RevOps, sales, and executive leadership. That uncommon path has shaped his approach to predictable growth, helping companies scale from early-stage startups to enterprise revenue organizations through operational discipline, coaching, and repeatable sales systems.
Connect with Jason:
Resources mentioned:
- "The Locker Room is Not for Sale" by Coach Brian White
Key takeaways from this episode:
- 00:00 – Why the most effective RevOps leaders act less like operators and more like trusted advisors to the business.
- 02:52 – What it really takes to turn product adoption into an executive-level business conversation.
- 05:26 – A look inside how enterprise momentum is built long before an executive meeting is secured.
- 12:26 – Why many CROs underestimate how dramatically a sales motion must evolve as a company scales.
- 21:38 – What leaders often overlook about the group that drives the most predictable revenue growth.
- 37:08 – Why the best hires are not always the most experienced candidates on paper.
- 54:31 – The mistake many leaders make when performance issues appear without understanding the full context.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this minisode, we hear from Lou Shipley, a three-time CEO, Harvard Business School professor, and author who has spent his career building and scaling venture-backed companies. This clip focuses on a critical mistake early-stage founders make: delegating sales before they truly understand the problem they’re solving. Lou walks through how he validated a company by getting directly in front of customers, why founders have to act as the first salesperson, and how real product-market fit only emerges through those early conversations. For leaders, this is a reminder that sales is not something you hand off. It’s how you learn, refine, and prove the business.
Lou Shipley is a three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs. He has led multiple startups and previously taught sales at MIT.
Connect with Lou:
- Website
Resources mentioned:
- Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies by N. Louis Shipley and Patricia Favreau
Listen to the full episode:
- Sales as the System and Why Founders Must Own the Problem with Lou Shipley
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Enterprise AI buying has moved quickly, but durable adoption still depends on context, security, workflow fit, and measurable business impact. Daniel Simon, Enterprise Account Executive at Glean, joins John Kaplan and John McMahon to discuss what it takes to sell AI in complex enterprise environments, why multi-threading matters more when buyers are evaluating broad organizational change, and how strong sellers build trust by tying use cases to productivity, governance, and ROI instead of relying on product excitement alone.
Daniel Simon is an Enterprise Account Executive at Glean, where he works with large enterprises on AI adoption, knowledge discovery, and productivity across complex organizations. He brings experience selling enterprise technology into multi-stakeholder buying environments.
Connect with Dan:
Resources mentioned:
- The Qualified Sales Leader by by John McMahon
- The Go-Giver by by Bob Burg
Key takeaways from this episode:
- 00:00 – Introduction
- 02:40 – What it really takes to move from product fluency to business impact in enterprise sales.
- 06:35 – Why many sellers mistake a strong champion for a qualified enterprise deal.
- 08:47 – A look inside how AI can expose qualification gaps without replacing sales fundamentals.
- 18:12 – What leaders often overlook about context as the real differentiator in enterprise AI.
- 30:51 – Why face-to-face engagement quietly creates leverage in a crowded AI market.
- 42:58 – Dan Simon’s perspective on why consumption-based pricing raises the bar for customer success.
- 57:12 – Why AI will amplify strong sales discipline and expose weak execution.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this today’s segment, Dan Sperring, founder and CEO of Align ICP, breaks down a mistake most revenue leaders make when defining their ideal customer profile. The instinct is to chase the highest lifetime value customers, but those segments are often the hardest to win, the slowest to close, and the first to break when the market shifts. This clip focuses on how to balance three critical factors inside your ICP: lifetime value, ease of acquisition, and market health. Dan explains why ignoring any one of these creates pipeline risk, and how leaders can avoid over-rotating into segments that look great on paper but fail in execution. For leaders responsible for predictable growth, this is about making smarter tradeoffs, not just better targeting.
Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment.
Connect with Dan:
- AlignICP
Books mentioned:
- The Innovator's Dilemma by Clayton M. Christensen
- The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor
- Predictable Revenue by Aaron Ross and Marylou Tyler
- Amp It Up by Frank Slootman
Tools and podcasts mentioned:
- clay.com
- zoominfo.com
- The Science of Scaling Podcast
Listen to the full episode:
- Aligning Pipeline to Ideal Customer Profile with Dan Sperring
Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Consumption pricing and AI adoption are forcing revenue teams to prove value faster, with less room to hide behind contracts, pilots, or broad technical promises. Seong Park, Senior Vice President of Customer Support and Services at Cursor, joins John Kaplan and John McMahon to examine how customer success has become a consultative, technical, and commercial function in modern go-to-market. The conversation explores why post-sale execution is now central to retention, how teams need to embed into customer workflows, what finance scrutiny means for consumption models, and why the fundamentals of pain, champions, outcomes, and evidence still matter in a market moving at unusual speed.
Seong Park is the Senior Vice President of Customer Support and Services at Cursor. His background spans pre-sales, customer success, and go-to-market leadership across companies including MongoDB, ThoughtSpot, and now Cursor.
Connect with Seong:
Key takeaways from this episode:
- 00:00 – Seong Park’s perspective on how pre-sales, open source SaaS, and customer success shaped his view of enterprise go-to-market.
- 02:26 – Why consumption models force revenue teams to re-earn the customer’s business through usage and realized value.
- 08:00 – The value realization test every revenue leader should care about: what happens if the solution gets unplugged.
- 11:04 – Why workflow depth quietly becomes a moat in enterprise accounts.
- 18:04 – Why the real selling often starts after the customer signs.
- 23:50 – A look inside where Cursor is finding technical go-to-market talent, and what it takes to build that talent into customer-facing operators.
- 34:38 – Why finance scrutiny quietly changes the standard of proof for AI investments.
- 52:00 – The three things post-sale teams need to understand before value delivery can begin.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Doug Holladay shares a powerful personal story of forgiving someone he resented for 35 years after an unexpected encounter at a college reunion, emphasizing that forgiveness is fundamentally about personal work rather than the actions of others. He discusses the distinction between forgiveness and reconciliation, stressing the importance of releasing expectations for perfect apologies and instead focusing on recognizing sincere intent in others' gestures. The episode concludes with practical guidance on how to achieve forgiveness through self-inventory, humility, and learning from challenging moments rather than dwelling on negative feelings.
Doug Holladay is an author, educator, and leadership advisor known for helping leaders examine the internal patterns that shape culture, decision-making, and long-term success. He is the author of Rethinking Success and a frequent contributor to conversations on leadership, humility, and organizational health.
Resources mentioned:
- Rethinking Success by Doug Holladay
- The Wounded Healer by Henri Nouwen
- What Happened to You? by Bruce Perry and Oprah Winfrey
Listen to the full episode:
- Forgiveness as a Leadership Advantage with Doug Holladay, Author of Rethinking Success
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
High-performing teams need trust before the pressure hits. Lindsay Shookus spent 20 years at Saturday Night Live, including 10 years as a producer, where every week required a team of writers, cast members, celebrity hosts, musicians, producers, and crew to create a live show in six days. In this conversation, Lindsay joins John Kaplan and John McMahon to share what SNL taught her about building trust quickly, hiring people who elevate the room, reading talent under pressure, and creating a process that allows strong personalities to perform together. She also shares leadership lessons from Lorne Michaels, the importance of adaptability and coachability, and why authentic connection gives teams the confidence to take risks when the stakes are highest.
Lindsay Shookus spent 20 years at Saturday Night Live, including 10 years as a producer, where she led talent booking, worked with celebrity hosts and musical guests, and helped scout and recruit cast members. She is a four-time Emmy Award winner, a former producer on 30 Rock, and the co-founder of Women Work Hard, a community supporting female entrepreneurs and leaders.
Connect with Lindsay:
- Website
Resources mentioned:
- Women Work Hard on IG
- Women Work Hard Website
- Rethinking Success by J. Douglas Holladay
Key takeaways from this episode:
- 00:00 - Introduction
- 06:25 - What it really takes to build trust quickly when high-performing people have only days to align.
- 14:22 - Why many leaders misread talent when they rely on credentials instead of team fit, coachability, and social awareness.
- 07:55 - A look inside how high-pressure decisions get made when timing is tight and every stakeholder has a point of view.
- 11:46 - Why hiring people who can take your job quietly raises the standard for the entire organization.
- 37:35 - What leaders often overlook about coachability once someone has already reached the top of their field.
- 43:49 - Lindsay Shookus’ perspective on why vulnerability creates stronger leadership connections than polished perfection.
- 51:36 - Why strategic absence can make a leader’s presence more valuable.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Sales kickoffs can become expensive calendar events if leaders are not clear on what the gathering is meant to accomplish. In this Revenue Builders replay, John McMahon shares his perspective on how CEOs and CROs should think about SKOs, from motivating the sales force and aligning teams around company goals to delivering training that actually prepares reps to execute. He also explains why peer-to-peer knowledge transfer is often the hidden value of bringing the sales organization together, why product presentations should only happen when the value proposition is clear, and how leaders can motivate reps by speaking directly to their daily challenges, career aspirations, and earning potential.
John McMahon is a five-time CRO who has led revenue organizations at PTC, GeoTel, Ariba, BladeLogic, and BMC. He is the author of The Qualified Sales Leader and co-host of Revenue Builders, where he brings operator-level perspective on building and scaling enterprise sales teams.
Connect with John:
- Book
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Enterprise sales breaks down when teams confuse activity with progress, champions with coaches, or product interest with business urgency. Stuart Gwynn, a top-performing enterprise seller at MongoDB, joins John Kaplan and John McMahon to unpack what separates disciplined enterprise execution from deal chasing. Drawing from his path from SDR at Pure Storage to closing the largest deal in MongoDB history, Stuart explains why discovery is the foundation of value-based selling, how to test whether a champion will actually sell internally, and why large deals require multiple stakeholders, rigorous qualification, and a team operating around a shared account vision. He also shares how elite individual contributors lead without formal management titles, where AI is already changing buyer expectations, and why process only works when it is paired with judgment.
Stuart Gwynn is an enterprise sales leader at MongoDB who has exceeded goal every year since joining the company in 2019. Before MongoDB, he spent seven years at Pure Storage, rising from SDR to named account rep and finishing as one of the company’s top performers before moving into strategic enterprise selling.
Connect with Stuart:
Episodes mentioned:
- The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam
- Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor
Key takeaways from this episode:
- 00:00 – What it really takes to combine a rigorous value framework with the human judgment required to scale enterprise selling.
- 02:42 – Why discovery becomes the moment where real pain, executive relevance, and budget-worthy outcomes either surface or disappear.
- 07:59 – What leaders often overlook about the trust required before customers will quantify the true cost of a problem.
- 11:28 – Why champion identification quietly determines whether a deal has internal momentum or only surface-level support.
- 21:35 – The mistake many sellers make when pipeline pressure pushes them toward activity instead of disciplined qualification.
- 18:50 – A look inside the preparation habits that help enterprise teams align before high-stakes customer conversations.
- 56:25 – Why many leaders get top-talent management wrong by applying the same operating rhythm to every rep.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today’s episode features Sahir Azam, Partner at Index Ventures and former Chief Product Officer at MongoDB, where he helped scale Atlas into a multi-billion-dollar platform. This conversation breaks down what actually separates top enterprise sellers, from intellectual curiosity to resource orchestration, and why those traits alone aren’t enough without leadership building the right operating model around them. Sahir also explains how sales leaders create scale through enablement, accountability, and structured engagement, not just hiring more talent. For leaders trying to build repeatability in complex sales, this is a clear look at what it takes.
Sahir Azam is a Partner at Index Ventures investing in AI infrastructure, and former Chief Product Officer at MongoDB where he led the Atlas transformation into a multi-billion-dollar platform. He brings a rare operator's perspective on building go-to-market discipline, scaling sales culture, and navigating the product-distribution balance that separates winners from founders who fail.
Connect with Sahir:
- Index Ventures
Get the Force Management framework for navigating product-go-to-market fit and building the sales discipline that separates scaling companies from those that fail:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Revenue leaders are under increasing pressure to grow without adding headcount at the same rate, and AI is forcing a deeper conversation about productivity, consistency, governance, and organizational design. Alex Bilmes, CEO of Endgame, joins John Kaplan and John McMahon to discuss what his team learned from analyzing more than 30,000 real AI workflows across go-to-market teams. The conversation moves beyond tool adoption and into the harder leadership questions: how to create a centralized intelligence layer, how to prevent inconsistent messaging at scale, how RevOps must evolve, where AI can accelerate ramp and account coverage, and why human judgment becomes more important as automation gets better.
Alex Bilmes is the CEO and founder of Endgame, a revenue intelligence platform built for go-to-market teams. His work focuses on helping revenue organizations centralize customer, methodology, and account knowledge so both humans and AI agents can operate from a consistent foundation.
Connect with Alex:
Key takeaways from this episode:
- 00:00 - A look inside what happens when AI agents move from task automation to managing real revenue workflows.
- 06:02 - Why agent sprawl quietly creates new execution risks for CROs trying to scale AI across the revenue organization.
- 09:09 - What leaders often overlook about the knowledge foundation required to keep humans and AI working from the same truth.
- 29:29 - Why RevOps has to evolve from fulfilling requests to building systems that change how revenue teams operate.
- 35:04 - What it really takes for AI to improve productivity beyond simple headcount reduction.
- 48:28 - The governance risk many revenue leaders underestimate when AI adoption moves faster than controls.
- 51:26 - Why human judgment becomes more important, not less, as AI takes on more of the sales workflow.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Consumption pricing puts pressure on the forecast in places traditional SaaS models rarely exposed. Total usage may be easier to model from the CFO’s seat, but the field still has to answer harder questions: which customer, which channel, which rep, and when. In this replay segment, Devavrat Shah explains how AI can help teams learn across cohorts, spot patterns in uneven data, and create more trust in a forecast that would otherwise depend on isolated judgment calls.
Devavrat Shah is an MIT professor, director of MIT’s Statistics and Data Science Center, and co-founder and CEO of Ikigai Labs. He brings a data science and operator’s perspective to forecasting, consumption pricing, and enterprise AI.
Connect with Devavrat:
Listen to the full episode here:
- Understanding AI Through History and Practical Application with Devavrat Shah
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
High-stakes sales puts pressure on the mind before it tests the deal strategy. Reps and leaders have to stay present through judgment, rejection, complex stakeholders, and the weight of the number. Dr. Michael Gervais joins John Kaplan and John McMahon to unpack FOPO, the fear of other people’s opinions, and its impact on executive presence, listening, trust, and decision-making. Drawing from his work with Olympians, world champions, Fortune 100 leaders, and elite teams, Dr. Gervais explains how mental skills like awareness, breathing, self-talk, imagery, and honest team dynamics help people operate with more clarity under pressure. The conversation brings performance psychology into the realities of enterprise sales, where long cycles, executive buyers, and high-consequence conversations demand discipline before the moment arrives.
Dr. Michael Gervais is a performance psychologist, the founder of Finding Mastery, host of the Finding Mastery podcast, co-creator of the Performance Science Institute at the University of Southern California, and author of The First Rule of Mastery: Stop Worrying About What People Think of You. He has worked with Olympians, world champions, MMA fighters, Fortune 100 CEOs, and elite teams to help them train their minds for high-pressure performance.
Connect with Dr. Gervais:
- Website
- Podcast
- IG
Resources mentioned:
- Dr. Michael Gervais' Morning Mindset Routine
- The First Rule of Mastery: Stop Worrying About What Other People Think of You by Michael Gervais, PhD
- Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life by J. Douglas Holladay
- Hit Refresh by Satya Nadella
Key takeaways from this episode:
- 00:00 – Why FOPO quietly turns high-stakes sales conversations into moments of self-protection.
- 06:32 – A look inside the brain pattern that pulls leaders away from listening when presence matters most.
- 19:47 – What it really takes to tell the difference between useful pressure and activation that disrupts execution.
- 25:42 – Why elite performers treat mental training as a discipline, not a reaction to pressure.
- 41:18 – How rehearsing adversity helps leaders stay composed when the moment starts to break pattern.
- 48:20 – What leaders often overlook about the trust required for honest challenge on high-performing teams.
- 56:34 – Why psychological skill development is becoming part of how serious organizations prepare their people.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this segment, Marcy Stoudt, Founder of Revel Companies, breaks down how AI is changing one of the most important responsibilities in sales leadership: coaching. This conversation focuses on a simple but critical shift. For years, managers struggled to observe real customer interactions and give meaningful feedback at scale. With AI, that constraint is gone. At the same time, leaders are dealing with constant meetings and cognitive overload. Marcy explains how top operators are using AI not just to increase productivity, but to create space to think, coach, and lead more effectively. For CROs and frontline managers, this raises the standard. The tools are here. The question is how you use them.
Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams.
Connect with Marcy:
- Website
Get the Force Management framework for building and scaling predictable pipeline and revenue systems, with a focus on execution, alignment, and repeatability:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction.
Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations.
Connect with Greg:
Resources mentioned:
- Hyperbound
- TitanX
Key takeaways from this episode:
- 03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance
- 33:30 – What it really takes to build an outbound channel competitors can’t easily replicate
- 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior
- 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call
- 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation
- 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover
- 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Strategic accounts expose where most sales approaches break down, especially when technical capability fails to connect to enterprise-wide value. In this replay segment, Jane Thompson unpacks what it actually takes to navigate complex, multi-division organizations, from building aligned champions to translating solutions into outcomes that matter at the board level. The conversation highlights why intellectual curiosity, multi-threaded engagement, and disciplined account mapping remain non-negotiable for sellers operating at the highest level.
Jane Thompson is a sales leader at BigPanda with deep experience selling into complex, multi-division enterprise accounts and building high-impact strategic sales motions.
Connect with Jane:
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups.
Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts.
Connect with Alex:
Resources mentioned:
- "The Power of Myth" by Joseph Campbell
- "AI Superpowers" by Kai-Fu Lee
- “Leonardo da Vinci” by Walter Isaacson
- "No Country for Old Men" by Cormac McCarthy
- "The Road" by Cormac McCarthy
- “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni
Key takeaways from this episode:
- 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint
- 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives
- 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration
- 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization
- 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged
- 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains
- 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today, a segment from our episode on pipeline generation and building a repeatable revenue system with Christopher Vik, VP EMEA at Samsara and former CRO at Leapwork. In this clip, Chris breaks down why most pipeline generation efforts fail before they even start. He explains how preparation drives conviction, why reps avoid pipeline when they lack insight, and what leaders must do to build a culture where execution actually sticks. If you’re trying to improve pipeline performance or develop more effective sellers, this is a perspective worth revisiting.
Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting.
Resources mentioned:
- Flip the Script by Oren Klaff
- Pitch Anything by Oren Klaff
Get the Force Management framework for building and scaling predictable pipeline and revenue systems:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
PLG can create explosive growth, but it can also mask fundamental gaps in execution, capacity, and long-term durability. As AI-native companies scale at unprecedented speed, revenue leaders face a new tension: how to convert bottom-up adoption into enterprise value without breaking the system that fueled growth. Brian McCarthy joins to unpack how Cursor is navigating this shift, why sales execution becomes the moat in a world of swappable technology, and what it takes to build a go-to-market machine that keeps pace with innovation while deepening customer trust.
Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments.
Connect with Brian:
Resources mentioned:
- Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy
- All In Podcast with Chamath, Jason, Sacks & Friedberg
Key takeaways from this episode:
- 03:30 – Why great leaders know when to step away, and how building a successor is the true test of an execution machine
- 09:50 – What to look for in a once-in-a-career opportunity, and why timing matters more than brand or hype
- 17:03 – How PLG success created a capacity crisis, and why too much demand can degrade customer experience
- 29:29 – The decision to radically reduce account load, and how focus enables better selling and better buying experiences
- 32:16 – Why champions, not features, drive revenue, and how to intentionally build them across the organization
- 38:19 – The required balance between bottom-up adoption and top-down value selling in technical markets
- 41:31 – Why “clock speed” is the defining trait of modern sellers, and how enablement must fuel continuous learning
- 49:09 – The shift from tools to AI factories, and what it means for the future of software development and selling
- 52:01 – Why culture, trust, and human relationships remain the durable moat in a world of rapidly changing technology
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations.
John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner’s perspective on applying enterprise sales discipline to startup growth.
Connect with John:
- Pinned Golf Website
Resources mentioned:
- Pin Golf's Caddie GPS Tablet
Catch the full conversation, here:
- Pinned Golf: Making the Shift from Sales to Entrepreneurship
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Most companies don’t fail because of product, they fail because they never build a clear, repeatable sales system around a problem that actually matters. That shows up early when founders delegate sales too soon, chase broad markets without focus, and struggle to translate technical insight into customer urgency. In this conversation, Lou Shipley brings a career spanning door-to-door selling to leading and teaching at Harvard to break down what separates companies that scale from those that stall. He introduces frameworks like the “problem with the problem” and the “murder board,” while reinforcing a consistent theme: sales is not a downstream function, it is the organizing discipline of the business. For leaders trying to build a high-performance culture or evaluate their next move, this conversation clarifies what to look for and what to avoid.
Lou Shipley is a three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs. He has led multiple startups and previously taught sales at MIT.
Connect with Lou:
- Website
Resources mentioned:
- Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies by N. Louis Shipley and Patricia Favreau
Key takeaways from this episode:
- 00:00 – How Lou Shipley built his sales foundation on 100% commission
- 06:00 – The 30-second mistake sellers keep making and how it kills deals early
- 10:33 – Why Lou Shipley believes emotional connection to the problem changes everything
- 25:55 – Why founders who delegate sales too early almost always get it wrong
- 33:33 – A behind-the-scenes look at how great teams pressure-test their strategy before the market does
- 40:22 – The three questions that instantly expose whether a company is worth joining
- 44:25 – Why narrowing your ICP is the fastest path to real revenue growth, not a limitation
- 58:33 – The real reason most companies fail before they ever scale
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today, we’re revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with John Donnelly. John is a seasoned enterprise sales leader with deep experience scaling complex sales motions across organizations like MobileIron and Kana. In this clip, he breaks down why so many sellers default to features, where discovery goes wrong, and how the best reps connect technical differentiation to real business impact to win complex deals.
John Donnelly is a seasoned enterprise sales leader and CRO with a track record of scaling high-growth organizations through IPOs and acquisitions, known for helping teams translate technical capabilities into measurable business outcomes.
Connect with John:
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Most revenue teams believe they have a definedIdeal Customer profile (ICP), but the reality is far less precise, with the majority of pipeline often sitting outside the segments that actually drive retention and expansion. This disconnect creates inefficiency across marketing, sales, and customer success, and is only amplified by AI-driven outreach that scales poor targeting. Dan Sperring, founder and CEO of Align ICP, breaks down why ICP must evolve from a static definition into a dynamic operating system rooted in use cases, lifetime value, and market health. The conversation challenges traditional go-to-market structures, highlights the risks of misaligned incentives, and offers a clear framework for building predictable, durable growth.
Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment.
Connect with Dan:
- AlignICP
Books mentioned:
- The Innovator's Dilemma by Clayton M. Christensen
- The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor
- Predictable Revenue by Aaron Ross and Marylou Tyler
- Amp It Up by Frank Slootman
Tools and podcasts mentioned:
- clay.com
- zoominfo.com
- The Science of Scaling Podcast
Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 00:00 – What Dan Sperring really thinks about ICP and why 70% of pipeline is wasted before it even starts
- 14:12 – Why use case is the signal most teams miss and what actually predicts expansion and retention
- 23:37 – What high-performing ICPs all have in common and why most segments fail one of the three tests
- 25:21 – The hidden tradeoff between product-market fit and sales complexity that early teams underestimate
- 40:27 – A peek into what really breaks when sales and customer success are separated across the customer journey
- 56:06 – How top teams shift comp from bookings to LTV and what that unlocks in pipeline quality and predictability
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today, we’re revisiting a segment from our episode on Product-Led Growth and modern sales playbooks with Dan Fougere. Dan is the former Chief Revenue Officer at Datadog and former Head of Global Sales at Medallia, now advising high-growth startups. In this clip, Dan breaks down why traditional sales playbooks fail in PLG environments, and how leaders need to shift toward usage-based signals and first principles thinking. He explains how buyer engagement now starts inside the product, what those signals actually look like, and how sales teams should adapt their timing, messaging, and motion accordingly.
Dan Fougere is the former Chief Revenue Officer at Datadog and former Head of Global Sales at Medallia, now advising high-growth companies on scaling modern revenue models.
Connect with Dan:
Get the Force Management framework for building sales motions that align to how modern buyers evaluate and adopt products:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
High-growth companies demand constant reinvention, yet most leaders underestimate how deeply roles, go-to-market models, and buyer behavior evolve over time. This episode explores what it actually takes to adapt at that level, from navigating internal resistance to aligning product and sales with how customers truly buy. Sahir Azam brings a rare operator-to-investor perspective, unpacking the realities of PLG to enterprise transitions, the cultural discipline required to scale sales, and how AI is reshaping both software and the sales function itself. The conversation also challenges common assumptions around SaaS models, tooling, and where value will accrue as AI infrastructure matures.
Sahir Azam is a Partner at Index Ventures investing in AI infrastructure, and former Chief Product Officer at MongoDB where he led the Atlas transformation into a multi-billion-dollar platform. He brings a rare operator's perspective on building go-to-market discipline, scaling sales culture, and navigating the product-distribution balance that separates winners from founders who fail.
Connect with Sahir:
- Index Ventures
Get the Force Management framework for navigating product-go-to-market fit and building the sales discipline that separates scaling companies from those that fail:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 00:00 – How Sahir Azam went from building MongoDB Atlas into a multi-billion-dollar platform to investing in the infrastructure shaping AI’s next wave
- 06:24 – The secret to driving change inside a company before trying to win in the market
- 10:10 – What PLG and enterprise sales actually have in common when you design around the buyer
- 12:18 – What it’s really like to move upmarket and why most companies underestimate the cultural shift required
- 23:50 – Sahir Azam’s unexpected perspective on technical founders who struggle to scale
- 41:12 – A peek into where real value in AI is being built and why infrastructure is the leverage point
- 01:02:00 – What you can do right now to stay relevant as AI reshapes how top sellers operate
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In today’s conversation, former Chief Revenue Officer and private equity operating partner Bob Ranaldi shares why great revenue leaders focus less on static metrics and more on the trends behind them. In this segment, Bob explains why looking at a single month of pipeline or bookings can be misleading, and why CROs and CEOs need to study the progression of key metrics over time. He also breaks down how leading indicators like discovery meetings, pipeline growth, and conversion rates help leaders make better decisions before problems show up in the number. If you’re a CRO, founder, or sales leader responsible for forecasting and revenue planning, this segment highlights why data trends, not snapshots, should guide your decisions.
Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders.
Connect with Bob:
Resources mentioned:
- The Qualified Sales Leader by John McMahon
Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
If you treat AI as just tech or a tool, you’re likely missing out on the true strategic benefit to your organization. Many leaders are waiting on IT, governance, or the “right stack” while competitors are already compounding gains through faster execution, better preparation, and tighter alignment. Marcy Stoudt returns to unpack why AI adoption starts with mindset, how productivity gains break without cross-functional integration, and why the next competitive edge will come from leaders who drive curiosity, coaching, and clarity in how their teams actually sell and hire.
Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams.
Connect with Marcy:
- Website
Get the Force Management framework for building AI-native revenue systems that drive repeatable execution and growth:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 04:00 – Why AI adoption breaks when leaders treat it like a tech stack decision instead of changing how work actually gets done
- 14:17 – What CROs get wrong when they wait on IT to lead AI strategy while competitors move faster
- 23:00 – The daily discipline that separates leaders who are compounding AI advantage from those falling behind
- 30:00 – What it really looks like to use AI to create space, reduce noise, and improve how you think
- 39:40 – Where your real inefficiencies actually live and why your frontline already knows the answer
- 49:30 – What hiring looks like when every resume sounds perfect and signal gets harder to find
- 59:15 – Why AI is increasing the value of leadership fundamentals like alignment, coaching, and culture
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today, we're sharing a segment from our episode on leadership, discipline, and relationship-building with Coach John Mosley Jr. Coach Mosley is best known for leading East Los Angeles College and for his role on Netflix’s Last Chance U, where his leadership philosophy is on full display. In this particular conversation, Coach Mosley breaks down a simple but often overlooked principle: rules without relationships lead to resistance. He explains why leaders who rely on compliance lose their teams, how genuine connection creates trust, and why discipline only works when it’s grounded in relationship.
Coach John Mosley Jr. is the head basketball coach at East Los Angeles College and gained national recognition through Netflix’s Last Chance U: Basketball. He is known for his relationship-driven leadership style, focused on discipline, accountability, and developing young athletes both on and off the court.
Get the Force Management framework for building predictable pipeline, disciplined execution, and aligned revenue teams:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Many teams are finding it harder to generate pipeline these days. Is this new pipeline reality here to stay? Generating strong pipeline is still attainable — but the winning approach has changed. Most sales teams are running highly individualized pipeline gen tactics, without the structure, preparation, or leadership discipline required to sustain it. In this replay episode, Chris Vik breaks down why pipeline fails when it’s treated as an event instead of a system, and how high-performing teams connect pipeline generation to partners, community, field marketing, and recruiting to create durable growth. This conversation reframes pipeline as a leadership responsibility, not a rep activity, and challenges leaders to rethink how their entire go-to-market motion fits together.
Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting.
Resources mentioned:
- Flip the Script by Oren Klaff
- Pitch Anything by Oren Klaff
Get the Force Management framework for building and scaling predictable pipeline and revenue systems:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 00:00 – Why pipeline generation isn’t dead, but most programs fail due to poor structure and lack of leadership ownership.
- 01:31 – Why pipeline generation alone burns reps out, and how the five-cylinder model creates more durable growth.
- 12:20 – Why pipeline generation breaks down before execution, and how lack of preparation shows up as low activity and poor results.
- 18:55 – How real conviction comes from understanding how a business makes money and where it’s vulnerable.
- 37:39 – Why insight-led outreach outperforms generic messaging and earns you the right to a conversation.
- 46:45 – Why deals are won or lost early, based on whether you identify and build a true champion.
- 52:04 – What candidate preparation actually signals, and why it’s one of the strongest predictors of performance.
- 01:02:58 – How clearly defined leadership values shape hiring, trust, and day-to-day execution.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In today’s segment with Eric Erston, longtime sales leader and CRO of RegScale, Eric shares what separates top-performing sales teams from the rest – from maintaining laser focus on metrics and success definitions, to rigorously qualifying leads based on budget, timeframe, and pain points. Eric emphasizes the critical importance of deeply understanding both the ideal customer profile and the individual persona, including the human motivators behind decision-makers, not just their titles. He also discusses how this evolved understanding of persona dynamics becomes essential when transitioning from being an individual seller to leading and scaling a sales team.
Eric Erston is a longtime sales leader and currently serves as Chief Revenue Officer at RegScale. With deep expertise in sales process, qualification methodology, and building high-performing teams, Eric shares insights on what separates top performers from the rest of the pack.
Want to build a sales organization grounded in clear qualification, defined success metrics, and repeatable execution? Get Force Management’s
Predictable Revenue Framework: Guide for Leaders
.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
When the relationship between a CRO and CEO breaks down, the symptoms show up quickly in the forecast, the sales plan, and ultimately the boardroom. Strong revenue organizations avoid that trap by anchoring leadership decisions in shared data, realistic planning, and constant communication. In this replay episode, John Kaplan and John McMahon sit down with former CRO and private equity operating partner Bob Ranaldi to break down what effective CRO leadership looks like from both the operator and investor perspective. The conversation explores how CRO-CEO alignment shapes company performance, why sales efficiency has become a defining metric in private equity environments, and why revenue leaders must take ownership of the forecast from day one.
Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders.
Connect with Bob:
Resources mentioned:
- The Qualified Sales Leader by John McMahon
Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 00:00 – What strong CRO–CEO alignment actually requires and why frequent communication grounded in shared goals and hard data determines whether the partnership works.
- 04:30 – Why unrealistic revenue targets quietly create hiring mistakes, missed forecasts, and morale problems long before leadership realizes it.
- 12:00 – Why looking at a single quarter of metrics can mislead leadership teams and how five-quarter trends reveal the real health of the business.
- 24:20 – Bob Ranaldi’s simple test for whether a CRO is operating with an owner mindset or just protecting their department.
- 31:00 – What new CROs often get wrong in their first 90 days and why early wins matter more than sweeping changes.
- 40:00 – A look inside the three groups every CRO inherits in a sales organization and how early wins turn the middle group into champions.
- 54:00 – What the best CEOs do differently when building leadership teams and why great leaders hire people they can learn from.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In today's minisode, AI pioneer and enterprise sales leader Amanda Kahlow shares why intent data as we know it is dying – and what replaces it. Amanda is the founder and CEO of 1mind. In this segment, she discusses how SI “superhumans” can operate inside live deals with access to every document and data point, and why the future of go-to-market may move toward agent-to-agent negotiation… with humans stepping in only for the final mile. If you're a CRO rethinking your funnel, a sales leader questioning the future of the SDR role, or an operator trying to understand how AI fits into active pipeline management, this episode is for you.
Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle.
Connect with Amanda:
- 1mind
Get the Force Management guide to adapting your go-to-market execution for the AI age:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Amanda Kahlow joins Revenue Builders to unpack what happens when AI stops assisting go-to-market teams and starts replacing entire functions. Drawing on her experience founding SixthSense and now leading 1mind, she explains how technology originally built for Alzheimer’s caregivers evolved into AI “superhumans” capable of running demos, qualifying buyers, building business cases, and onboarding customers. The conversation gets real about some of the uncomfortable questions facing sales today: what happens to SDRs, how the AE role changes, why traditional handoffs between Sales, Marketing, and Customer Success break down, and what “the final mile” of human selling really looks like. For revenue leaders, the bigger question isn’t whether AI will impact go-to-market… it’s how quickly org design, skill sets, and accountability models need to adapt.
Amanda Kahlow is the Founder and CEO of 1mind and the Founder of Sixth Sense. She is a multi time enterprise founder building AI systems designed to transform the full go-to-market lifecycle.
Connect with Amanda:
- 1mind
Get the Force Management guide to adapting your go-to-market execution for the AI age:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 00:00 – How tech built for Alzheimer’s caregivers evolved into AI that can qualify buyers, run demos, and move deals forward.
- 05:09 – What Amanda really means by a “superhuman”, and why it’s far beyond an AI SDR bolted onto your website.
- 06:27 – Why buyers are increasingly more comfortable with AI than humans in early-stage conversations, and what that does to traditional sales handoffs.
- 16:48 – How automated knowledge ingestion and system integrations are collapsing AI onboarding timelines from ~4 months to ~4 weeks.
- 30:23 – The GTM shakeup: SDRs disappear, AEs become strategic operators, and humans remain for one thing only… the “final mile.”
- 46:36 – The ultimate question: can AI replace high-cost revenue roles profitably? And what happens to trust, security, and data ownership in regulated industries?
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this minisode, Cedric Pech, President of Field Operations at MongoDB and former CRO, shares a formative leadership moment from early in his career at PTC that shaped how he thinks about building revenue organizations. He tells the story of a manager who invested in him personally before he had proven himself professionally. It is a lesson in what real leadership looks like under pressure. For CROs and frontline leaders alike, this clip is a reminder that culture is built in moments like these, not in mission statements.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Scaling from regional VP to global CRO is not a promotion. It is a shift from managing execution to defining meaning at scale. In this replay conversation, Cedric Pech reflects on leading a 2,000-person global sales organization at MongoDB, integrating complex routes to market, and building culture that withstands market volatility. He breaks down the difference between compensation-driven leadership and purpose-driven leadership, why execution alone creates burnout, and how resilient organizations are built long before downturns arrive. For CROs and revenue leaders navigating scale, volatility, or retention pressure, this episode offers a grounded perspective on building durable teams without burning them out.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In today’s minisode, Football coach and author Brian White shares essential leadership lessons on building winning cultures that apply far beyond the field. Brian breaks down why trust must flow both ways, from the individual entering a new organization and from the team itself, and reveals why assimilating into an existing culture before trying to change it is the key to lasting impact. Whether you're a sales leader establishing yourself in a new company, a manager building team cohesion, or a CRO creating a culture where people compete selfishly but give selflessly, this episode delivers actionable insights on peer leadership, the power of direct human engagement, and why the huddle is always more important than the position.
Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.
Resources mentioned:
- The Locker Room Is Not for Sale by Brian White
- The Qualified Sales Leader by John McMahon
Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework:
https://hubs.li/Q03-T6NH0
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
There’s no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.
Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.
Resources mentioned:
- The Locker Room Is Not for Sale by Brian White
- The Qualified Sales Leader by John McMahon
Want to know how top-performing organizations create a culture of consistent success? Check out Force Management’s guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0
Key takeaways from this episode:
- 16:53 – Why respect, not trust, is the true starting point of elite team culture
- 25:55 – The human touch as a competitive advantage, not a soft leadership tactic
- 35:27 – Caring is competence, and why pride is earned through preparation and standards
- 40:54 – Why three clear values outperform forty two vague ones
- 47:48 – How peer leaders, not titles, protect the integrity of the locker room
- 55:06 – You don’t rise to the occasion, you fall to your level of preparation
- 01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth
- 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today’s minisode features Carlos Delatorre as he shares two hard-earned leadership lessons that every sales leader scaling an organization needs to hear. He reflects on an early moment in his career when he learned the difference between being a top-performing rep and becoming a true manager, and why doing the work for your team might feel helpful in the moment but ultimately breaks scale.
If you’re a manager trying to transition into leadership, or a CRO navigating rapid growth and wondering whether your leadership bench is ready to scale, this clip is for you.
Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.
Connect with Carlos:
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Climbing from individual contributor to CRO requires far more than strong execution. It demands disciplined leadership, intentional systems, and the ability to scale through complexity. In this replay episode, Carlos de la Torre joins John McMahon to unpack lessons from decades of enterprise sales leadership, including how he evaluates CRO opportunities, why complex selling environments demand sophisticated go-to-market engines, and how pipeline generation, leadership hiring, and management operating rhythm drive sustainable growth. Carlos also shares hard-earned insights on developing leaders, avoiding common scaling traps, and protecting personal sustainability as organizational demands increase.
Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.
Connect with Carlos:
Force Management resources on scaling predictably:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 04:18 - The three non-negotiables Carlos uses to evaluate a CRO role: a market big enough to scale, a product that delivers real business value, and a leadership team capable of growing with the company.
- 06:43 - Why complex selling environments require more than great reps, and how elite go-to-market engines translate technical products into business outcomes across multiple stakeholders while navigating internal politics.
- 20:47 - The MongoDB lesson every scaling CRO needs to hear: why waiting 6-9 months too long to hire senior leaders creates capacity gaps, forces Q4 heroics, and caps your upside.
- 34:00 - How defining clear stage criteria, tailoring messages by persona, and training the entire team on a single system fuels consistent 100%+ growth.
- 41:44 - What to analyze after the quarter closes: how revenue mix, productivity per AE, and stage conversion rates reveal which reps and behaviors are actually driving outsized results.
- 49:12 - Why blocking time by day, week, month, quarter, and year is the only way to protect focus and maintain execution.
- 54:56 - Staying connected to what’s really happening in the field, why office walks, open office hours, and time on sales calls give CROs earlier signal, better coaching moments, and stronger strategy.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today’s minisode features Chris Degnan, former CRO of Snowflake. In this clip, Chris explains what it really takes to grow with a company as it scales, and why earning your role does not stop once the title changes. He shares how treating every quarter like a 90-day contract, staying open to feedback, and knowing when to shift from grinding in the business to building leaders helped him navigate board pressure and scale through hypergrowth.
If you’re a sales leader navigating rapid growth, or questioning how to evolve without losing your edge, this is a perspective worth hearing.
Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.
Connect with Chris:
- From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris Degnan
Resources mentioned:
- Multiple Myeloma Research Foundation
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Building a company from the ground up is rarely clean, fast, or glamorous. It requires leaders who are willing to earn their role repeatedly, adapt faster than the business evolves, and stay grounded in customer reality even as pressure to scale intensifies. In this replay of one of our favorite Revenue Builders Podcast conversations, Chris Degnan shares what it actually took to help build Snowflake from pre-product uncertainty into a billion-dollar revenue engine. Drawing on his experience joining the company two years before general availability, Chris breaks down the stages of growth, the discipline required to identify real product-market fit, and the leadership mindset needed to scale teams, go-to-market motion, and accountability without losing velocity or culture.
Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped build the company from zero to more than $1B in consumption revenue. He is known for his expertise in scaling go-to-market organizations through early-stage ambiguity, enterprise expansion, and consumption-based selling models.
Connect with Chris:
- From Zero to Billions: How Snowflake Scaled its Go-to-Market Organization by Denise Persson & Chris Degnan
Resources mentioned:
- Multiple Myeloma Research Foundation
If you’re responsible for scaling a go-to-market organization, drive predictability at scale with Force Management’s Predictable Revenue Framework. Get the free guide: https://hubs.li/Q03-T6NH0
Key takeaways from this episode:
- 05:10 – Why joining an early-stage company means earning your role every quarter, not relying on past success or title
- 10:25 – How defining a narrow and honest ideal customer profile creates momentum, while chasing outliers quietly destroys focus and capital
- 16:45 – Why velocity and enterprise selling must coexist, and how overcommitting to one creates instability as companies scale
- 20:05 – How coachability and adaptability determine whether leaders grow with the company or get replaced as scale increases
- 21:55 – Why consumption-based selling demands accountability beyond the deal, and how reps must own customer success to earn full value
- 26:30 – Why resisting the urge to replace leaders too early preserves institutional knowledge and strengthens culture during scale
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Today’s minisode features Bob Kocis, author of The President’s Club Mindset. In this clip, Bob explains what separates elite salespeople from the rest, and it’s not just about skill. It’s about the discipline of watching yourself. He breaks down how top performers review their own “game film,” recognize what’s actually happening in the deal, and make micro-adjustments that lead to macro results.
If you’re a rep trying to sharpen your edge, or a leader building a culture of accountability and growth, this is a mindset shift you’ll want to hear.
Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales.
Connect with Bob:
- Website
- Buy The President’s Club Mindset by Bob Kocis
Resources:
- Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.
- Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
President’s Club performance is rarely about talent alone. It is built on discipline, preparation, curiosity, and the ability to lead without authority in complex, high-stakes sales environments. In this episode, Bob Kocis joins John McMahon and John Kaplan to unpack what truly separates perennial President’s Club winners from the rest of the field. Drawing on decades of enterprise sales leadership and insights from interviewing top performers across tech, Bob breaks down the habits, mindset shifts, and behaviors that drive consistent elite performance. These include agenda-free listening, proactive selling, building champions, neutralizing enemies, and staying adaptable as markets evolve.
Bob Kocis is the author of The President’s Club Mindset, released in December 2025. He has held senior revenue leadership roles across global enterprise organizations for more than 20 years and has spent his career studying what drives sustained excellence in sales.
Connect with Bob:
- Website
- Buy The President’s Club Mindset by Bob Kocis
Resources:
- Join our live discussion with Bob Kocis on February 10, where he’ll break down President’s Club performance and answer your questions.
- Wondering how to drive consistent President’s Club-level performance across your entire org as a leader? Check out Force Management’s Predictable Revenue Framework.
Key takeaways from this episode:
- 02:00 – Why attitude and effort are table stakes, but curiosity is what separates elite sellers from average performers over time
- 04:20 – How resilience and persistence create unfair advantages in long sales cycles, and why most reps quit one call too early
- 06:00 – Why top performers attract internal resources naturally by leading without authority and acting as the quarterback of the deal
- 14:25 – How agenda-free listening and deep preparation unlock better questions, stronger discovery, and more credible leadership with customers
- 25:20 – Why elite sellers move at a different pace, understand their own conversion math, and operate with extreme self-awareness
- 29:30 – How great reps turn skeptics into champions by connecting pain, solution, and personal win -- not by pushing for the close
- 41:00 – Why the best sales leaders focus on serving their people first, and how that mindset leads to long-term success and legacy
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this episode, John Kaplan and John McMahon sit down with Jeremy Duggan, President of Multiverse, to talk about a tension every manager feels: how do you genuinely care about your people while still holding them accountable? They dig into a real story of a high-potential rep who wasn’t thrilled about a big quota increase—and what it took to turn resistance into growth. Along the way, they break down how the right intent, honest conversations, and data-backed coaching can elevate performance, and they share the practical frameworks and tools that separate good managers from true leaders.
Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results.
Connect with Jeremy:
- Multiverse
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Managing people and leading them are often treated as the same skill, but the gap between the two is where many organizations stall. In this replay episode, Jeremy Duggan joins the conversation to explore one of the most critical distinctions in business leadership: the difference between driving results and developing people.
Drawing on real-world experience scaling multiple companies to billion-dollar valuations, Jeremy unpacks why great leaders prioritize belief, execution, and long-term growth over short-term outcomes, and why vision only works when it’s paired with disciplined follow-through.
Whether you’re struggling to balance leadership with management or looking to elevate your team to extraordinary performance, this conversation reveals the principles that separate good managers from truly great leaders.
Jeremy Duggan is the President of Multiverse and an advisor to high-growth technology companies navigating scale. He is known for helping leaders transition from managing outcomes to building people-first organizations that deliver extraordinary results.
Connect with Jeremy:
- Multiverse
Resources mentioned:
- Bill Parcells “This is why you lift all those weights” Super Bowl clip
Key takeaways from this episode:
- 04:00 – Why great leaders focus on making people great, not just making the work great, and how that mindset consistently produces stronger results
- 08:50 – How difficult conversations, when rooted in genuine care and clear intent, become defining moments that unlock coachability and long-term growth
- 13:30 – Why people want to be led only if they believe a leader can take them somewhere they cannot reach on their own
- 21:00 – How vision shows where you’re going, purpose explains why it matters, and belief bridges the gap between ambition and execution
- 34:00 – Why belief isn’t motivation. It’s built through proof, planning, and helping people see what’s possible before they can see it themselves
- 46:00 – Why leadership without process creates empty inspiration, and management without vision limits performance and development
- 59:30 – How true leadership legacy is measured by the people you develop and the leaders who emerge after you leave
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Customer Profile (ICP) despite changing market conditions—and reveals the surprising truth: it's emotional decision-making, not data, holding them back.
Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion.
Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling.
Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably.
Connect with Mark:
- Stage 2 Capital
Resources mentioned:
- The Science of Scaling by Mark Roberge
- The Sales Acceleration Formula by Mark Roberge
Force Management resources on scaling predictably:
- The Predictable Revenue Framework: Guide for Leaders
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Scaling often looks like momentum on the surface: more pipeline, more headcount, more pressure from boards and capital. But underneath? Many leaders feel the strain of decisions moving faster than their systems can support. In this conversation, Mark Roberge sits down to unpack why scaling is not a milestone, but a system that must be intentionally designed and continuously recalibrated. Drawing on his experience as HubSpot’s founding CRO, a Harvard Business School lecturer, and the author of The Science of Scaling, Mark offers a clear, data-driven perspective on how leaders can move beyond reactive growth and build systems that scale with intention.
Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably.
Connect with Mark:
- Stage 2 Capital
Resources mentioned:
- Pre-order Mark's book now. All proceeds will be donated to McLean Hospital, a global leader in mental health research and care.
- The Science of Scaling by Mark Roberge
- The Sales Acceleration Formula by Mark Roberge
Force Management resources on scaling predictably:
- The Predictable Revenue Framework: Guide for Leaders
Key takeaways from this episode:
- 04:45 Why scaling too early, often triggered by capital of board pressure, creates more downstream problems than it solves
- 09:20 Why your ideal customer profile is defined by who your sellers actually close, not what’s written in your pitch deck
- 12:43 Why revenue is a misleading indicator of product-market fit (and what leaders should pay attention to instead)
- 13:58 The critical difference between product-market fit and go-to-market fit, and why skipping the latter derails scale
- 19:36 How using leading indicators of retention removes guesswork from growth decisions
- 40:02 Why top-down revenue targets fail, and how bottoms-up capacity planning creates sustainable scale
- 53:55 Why Mark chose to donate all book proceeds to mental health, and why leadership conversations must make room for humanity
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this episode of the Revenue Builders podcast, returning guest Doug Holladay joins the show to explore why forgiveness is not just a personal virtue, but a critical leadership skill. Drawing from Doug’s book Rethinking Success and decades of leadership experience, the conversation reframes forgiveness as a way to reclaim mental bandwidth, build trust-driven cultures, and prevent resentment from quietly eroding performance. The discussion moves beyond theory into real stories, practical distinctions, and leadership behaviors that directly impact how teams operate and scale.
Doug Holladay is an author, educator, and leadership advisor known for helping leaders examine the internal patterns that shape culture, decision-making, and long-term success. He is the author of Rethinking Success and a frequent contributor to conversations on leadership, humility, and organizational health.
Resources mentioned:
- Rethinking Success by Doug Holladay
- The Wounded Healer by Henri Nouwen
- What Happened to You? by Bruce Perry and Oprah Winfrey
Key takeaways from this episode:
- 01:33 Why holding onto resentment quietly drains a leader’s focus, energy, and decision-making capacity
- 10:45 What most leaders get wrong about culture, and why how you handle conflict matters more than what’s written on the wall
- 12:28 The difference between forgiveness and reconciliation -- and why waiting for an apology keeps leaders stuck
- 23:34 What forgiveness actually looks like in real leadership moments (and why it’s not about fairness or closure)
- 26:44 Why leaders who avoid examining their own role in conflict rarely move forward – even when they’re “right”
- 35:42 Why humility isn’t weakness -- and how strong leaders redirect power instead of using it defensively
- 49:13 How shifting from “What’s wrong with them?” to “What happened to them?” changes the way leaders respond under pressure
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Don't miss these resources from Force Management:
- Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0
- Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling: there is no magic inflection point—only relentless progress, painful setbacks, and self-inflicted potholes. Brian shares how HubSpot embraced a “Pothole Report” mindset to identify unforced errors before they became existential threats, why most scaling failures are internal, and how long-term thinking—not quick exits—shaped HubSpot into a generational company. It’s a masterclass in founder mindset, operational discipline, and playing the long game in hypergrowth.
KEY TAKEAWAYS
[00:00:25] There is no magical hire, partnership, or customer that suddenly fixes everything—success is a grind, even in the best moments
[00:01:13] The road to scale is filled with setbacks, many of which are self-inflicted rather than caused by competition
[00:01:58] The “Pothole Report” helped HubSpot systematically identify mistakes, root causes, and missing metrics before small issues became big failures
[00:02:32] Promoting too fast without protecting core functions can quietly break critical systems like customer support
[00:03:27] In hypergrowth, people, systems, processes, and products don’t scale naturally—everything eventually breaks
[00:04:28] No system, process, or role lasts more than three years without needing to be rebuilt or replaced
[00:05:12] Contrary to startup mythology, acquisition opportunities are rare—even for successful, fast-growing companies
[00:06:20] Founders often optimize for “local maxima” instead of anchoring their ambition against truly global category leaders
[00:07:17] Aligning founder expectations early—especially around time horizon and exit scenarios—enables long-term conviction and focus
QUOTES
[00:00:25] “Every happy moment’s been a grind.”
[00:01:13] “So many setbacks along the way. So many unforced errors.”
[00:01:58] “Here’s all the potholes we have—and almost all of them we caused ourselves.”
[00:03:27] “In hypergrowth mode, nothing scales. Everything breaks.”
[00:04:44] “No person lasts longer than three years. No system, no process, no nothing.”
[00:06:42] “We wanted to build a company our grandkids would be proud of.”
[00:07:36] “We’d already made some money—so we decided to swing hard.”
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/innovating-and-iterating-for-growth-with-hubspot-co-founder-brian-halligan
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Google and now CEO of Easy Comp — breaks down how compensation must evolve when companies shift from traditional SaaS licensing to consumption-based models. Drawing from his experience at Google Ads, one of the most successful consumption engines in business history, Jose lays out the structural advantages of consumption models and how GTM, onboarding, forecasting, and comp plans must align to unlock growth.
John McMahon and John Kaplan then expand on how consumption changes seller behavior, deal sizing, renewal dynamics, forecast accuracy, and quota mechanics. This is a must-listen for revenue leaders, sellers, and anyone navigating the industry-wide shift toward usage-based pricing.
KEY TAKEAWAYS
[00:00:46] Companies transitioning to consumption models often copy SaaS licensing structures instead of designing comp that amplifies consumption-driven advantages.
[00:01:34] Three core advantages of consumption models: lower barrier to entry, value-aligned spend increases, and product-led expansion.
[00:03:07] Aligning GTM roles — new business, onboarding, and account management — enables scale and fairness in comp.
[00:03:57] Forecasting in consumption models becomes an analytical discipline, requiring predictive models rather than rep intuition.
[00:05:00] High-quality customer fit at acquisition can result in massive upside — one rep earned huge commission from a $15M three-month advertiser.
[00:07:02] In consumption, churn can happen in a week — sellers must ensure rapid value realization, not just contract signing.
[00:08:00] Sellers often intentionally downsize initial deals to ensure burn-down and protect compensation.
[00:08:59] PLG and sales-assisted models blend; comp must account for small initial usage that grows rapidly.
[00:09:48] Companies balance advance payments to reps with clawbacks to protect against churn.
[00:10:10] Smart sellers can land small, prove value, and convert usage to multi-year, high-value commitments.
QUOTES
[00:01:10] “Companies take too much inspiration from the old model instead of designing comp that amplifies the advantages of consumption.”
[00:01:56] “Customer spend is directly proportional to the value they get — and their understanding of that value.”
[00:02:19] “If you have an amazing product, some of that growth is going to be product-led, regardless of the sales team.”
[00:03:57] “Forecasting in a consumption model is an analytical exercise — not something you ask an account executive to guess.”
[00:07:54] “In consumption, a customer can use it for a week, turn it off like a light switch, and move on.”
[00:08:38] “PLG might start with $500 on a credit card and scale into a major enterprise deal.”
[00:09:28] “Sometimes comp gives future credit for usage trajectory — but companies will claw it back if churn happens.”
[00:10:33] “There’s a lot of gold in this full episode — make sure you check it out.”
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandez
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world’s first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people.
She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations.
KEY TAKEAWAYS
[00:00:52] The real driver of long-term profitable growth is how companies treat their people.
[00:01:13] Even the best strategy fails when employees aren’t empowered to think for themselves.
[00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation.
[00:03:00] Micromanagement prevents people from using their full cognitive capacity.
[00:04:40] The #1 global growth differentiator: treating smart people like they’re smart.
[00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps.
[00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring.
[00:08:23] Psychological safety determines whether people speak up or stay silent.
QUOTES
[00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.”
[00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.”
[00:02:35] “The secret to success is return on brainpower.”
[00:03:00] “Companies leave money on the table because they don’t allow people to challenge assumptions.”
[00:04:40] “My boss tells me what to do, not how to do it.”
[00:04:14] “The best leaders develop people so well that they don’t need them anymore.”
[00:08:23] “Show your thinking—not ask the boss for theirs.”
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life changed in an instant after being struck by a vehicle while cycling. Given a 2% chance of ever walking again, Dean went on to run a half-marathon just one year later—alongside the man who hit him and the neurosurgeon who operated on him.
Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful community around him. In this clip, he shares the inside story of meeting the driver, reconciling in the hospital, training against all odds, and ultimately proving what grit and connection can achieve. This excerpt is a masterclass in resilience, leadership, and the compounding power of not going through adversity alone.
KEY TAKEAWAYS
[00:00:29] The accident that changed everything.
Dean’s 2% chance of walking again and the comeback mission it sparked.
[00:01:14] Forgiveness before reconciliation.
Dean had forgiven the driver before ever meeting him — a testament to emotional and spiritual maturity.
[00:02:02] Will, the driver, reaches out.
The surprising request from the man who hit Dean and how that meeting turned into a two-hour connection.
[00:03:21] Rebuilding relationships through shared struggle.
Dean, Will, and their families build deep bonds and ultimately commit to running together.
[00:03:53] Viral impact & platform responsibility.
How Dean’s story went viral and why he shifted the focus to helping other spinal cord patients.
[00:04:52] Returning to work despite severe injury.
Balancing recovery with career identity — including Dean closing deals from his hospital bed.
[00:06:21] A doctor becomes a runner.
Dean’s neurosurgeon trains for his own half marathon to stand beside his patient.
[00:07:52] Integrity and sacrifice.
Will joins the race despite a heart condition, symbolizing commitment far beyond obligation.
[00:09:48] A race about more than racing.
Dean breaks two hours by five seconds, proving to himself and others what’s possible after trauma.
[00:10:24] Going back for your people.
Dean and the team return to finish the race with Will — the metaphor for leadership and connection.
[00:11:12] Isolation kills progress.
Communities, companies, and sellers fail alone — but win together.
QUOTES
[00:01:14] “When I read that part of your story, I was like, whoa — forgiveness and reconciliation.”
[00:07:52] “The integrity and thoughtfulness of this young man was unbelievable.”
[00:11:12] “Sellers don’t make it in isolation. Companies don’t make it in isolation.”
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-otto
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong!
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0
Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug shares his unconventional career journey and explores his philosophy on leadership, purpose, and living a more intentional life.
The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of understanding your own story and embracing vulnerability. Doug also highlights why many people need to rethink how they define both personal and professional success. He offers practical exercises for uncovering purpose and explains how simple rituals can help ground your life in reflection and gratitude.
Stay tuned for more episodes with Doug as we continue our series with him in 2026.
ADDITIONAL RESOURCES
Connect with J. Douglas Holladay:
https://www.linkedin.com/in/dougholladay/
Listen to the earlier episodes with Doug - each one delves into a different aspect of successful business leadership:
The Power of Gratitude: https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladay
Knowing Your Story: https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladay
Rethinking Success and Finding Purpose: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay
Learn more about Doug’s CEO programs: https://www.pathnorth.com/
Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0
Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:38] Finding Purpose and Passion
[00:04:27] Understanding Life Patterns
[00:07:17] The Impact of Family Stories
[00:18:48] Authentic Leadership and Vulnerability
[00:34:10] The Importance of Knowing People's Stories
[00:37:30] Understanding Personal Stories
[00:38:34] Pandemic-Induced Self-Reflection
[00:39:31] Pain as a Catalyst for Change
[00:41:14] Traits of Great Leaders
[00:46:08] Founding PathNorth
[00:56:55] The Power of Gratitude
[01:03:24] Rapid Fire Questions
HIGHLIGHT QUOTES
[00:04:22] “Put your life in five-year blocks... What did you love doing and what did others say you were good at?”
[00:06:59] “Most of us get eclipsed by the money chase.”
[00:07:59] “If you don’t create space to think and feel, you’ll be one of those whose light goes out.”
[00:10:50] “We’re all born in someone else’s story.”
[00:13:21] “The story you have seen will be your family unless you break those patterns.”
[00:16:13] “Our point of identity is not our strength, it’s our brokenness.”
[00:18:37] “Meaning is what you want to go for. You can be in the most godawful situations and still find meaning.”
[00:22:17] “Everybody has a story. The most successful people are the ones who let people tell their stories.”
[00:27:09] “When the price of making more begins to do bad things to my soul, it’s time to leave.”
[00:28:40] “Gratitude is the only emotion that cannot share space with any other emotion.”
Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.
This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.
Connect with Us:
- YouTube
- Force Management
George Conrades, the Former CEO of Akamai Technologies and Current member of Oracle’s Board of Directors joins John Kaplan and John McMahon for a conversation on leadership. Conrades is the author of ‘On Being a Leader’ where he shares how to inspire and guide others toward a common purpose.
He’s mentored countless leaders at all levels and across diverse industries, experiences and backgrounds. He shares his experience in this candid conversation.
ADDITIONAL RESOURCES
Connect and learn more about George Conrades:
https://www.linkedin.com/in/georgeconrades/
Be sure to check out his book, On Being A Leader. All the proceeds go to the Akamai Foundation that supports STEM education in grades K-12.
https://www.amazon.com/dp/B0DF6NVQ3V
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:06] Insights on Leadership from George's Book
[00:04:13] The Power of Effective Listening
[00:08:38] Inclusiveness and Team Building
[00:17:08] Navigating Change as a Leader
[00:20:05] Transactional vs. Transformational Leadership
[00:22:55] Balancing Management and Leadership
[00:24:28] Understanding Competence and Commitment
[00:28:09] The Importance of Being Present
[00:29:02] Leveraging Team Strengths
[00:33:54] Loving People: The Heart of Leadership
[00:37:16] Leadership Development Insights
[00:38:23] The Power of Authenticity
[00:39:03] Self-Awareness in Leadership
[00:39:36] The Impact of Words and Actions
[00:44:38] Recruiting the Right People
[00:50:55] Creating Clarity and Setting Goals
[00:52:53] Accountability and Team Dynamics
[01:00:04] Guiding Principles and Urgency
[01:01:35] The Importance of Humility
HIGHLIGHT QUOTES
[00:02:10] "Leadership is not about your title. Leadership is about your intention and actions."
[00:02:35] "Absorb uncertainty. Great teams, full of wonderful people, can't stand ambiguity."
[00:06:42] "To be present shows that you care, and that's a big emotion."
[00:34:19] "Your whole job as a leader is to inspire others to do their very best. The measure of your personal leadership success is leaving behind even better leaders."
[00:35:04] "You need to be vulnerable because you're going to ask questions that will expose you as a leader who doesn't know the answer."
[00:36:41] "Great leaders are made, not born."
In this short segment of the Revenue Builders Podcast, Brian White shares his perspectives on team motivation and leadership. Brian White, the running backs coach at Bowling Green State University, discusses the invaluable lessons learned from losses, the importance of the human touch in coaching, and the significance of building accountability and selflessness within teams. He elaborates on his coaching philosophy, which includes connecting deeply with players, understanding their backgrounds, and emphasizing the core values of gratitude, grit, and selflessness. White also recounts lessons from his mentor Joe Moore and explains his approach to fostering team spirit and individual excellence.
KEY TAKEAWAYS
[00:00:50] Lessons from Wins and Losses
[00:01:20] The Importance of Human Connection in Coaching
[00:01:58] Reaching Players' Genetic Ceilings
[00:02:36] Connecting with Players on a Personal Level
[00:03:18] Feeding Players: A Coaching Strategy
[00:06:35] Core Values: Gratitude, Grit, and Selflessness
[00:07:28] Balancing Individuality and Teamwork
[00:08:29] Mantra for Success: Play Hard, Fast, and Be a Great Teammate
HIGHLIGHT QUOTES
[00:01:13] "The most important thing you learn through the losses is that the human touch is the most important component."
[00:01:25] "If you have the ability to touch people in a way that they'll relate to, you're going to drive your productivity through the roof."
[00:03:13] "People want to be touched and they want you to get involved with them."
[00:08:37] "Play as hard as you can, as fast as you can, for as long as you can, and be a great teammate."
[00:10:20] "You can be the greatest talent in the world, but if you can't get anybody to follow you, that's a problem."
Listen to Mark’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/harnessing-the-power-of-coaching-with-brian-white/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, we bring you snippets of several conversations that focused on Customer Success. Listen as John Kaplan and John McMahon talk with Sasha Anderson, the Global Head of Customer Success at Canva, Dan Barrett the Executive VP of Customers at MongoDB and Allison Pickens Co-Author of the Customer Success Economy.
[00:00:13] Sasha Anderson on Customer Success and Consumption Pricing
[00:06:30] Dan Barrett on Customer Expectations and Value Demonstration
[00:16:35] The Importance of Customer Success in Reducing Churn with Alison Pickens
Don’t miss the full episodes featuring our guests:
Allison Pickens: https://revenue-builders.simplecast.com/episodes/mastering-the-art-of-customer-success-with-allison-pickens
Sasha Anderson: https://revenue-builders.simplecast.com/episodes/optimizing-a-customer-success-team
Dan Barrett:
https://revenue-builders.simplecast.com/episodes/the-right-hire-for-customer-success-with-dan-barrett
Additional Resources
Force Management’s Customer Success Playbook:
https://www.forcemanagement.com/driving-renewals-and-nrr-with-customer-success
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode, John Kaplan and John McMahon talk through their key takeaways from the most popular episodes in our Revenue Builders Archive. We compiled our top five shows based on listener data - tune in as our hosts talk through the following conversations and lessons learned:
[00:03:03] The Difference Between Managing and Leading with Jeremy Duggan, President and Board Member at Multiverse.
[00:09:27] Sales Best Practices with Mark Wendling, VP of WW Data Cloud Sales at Snowflake.
[00:12:54] Sales Stages and Exit Criteria, with Brian McCarthy CRO at Rubrik.
[00:19:36] Business Value Assessments, with Doug May SVP of Productivity at Harness.
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this short segment of the Revenue Builders Podcast, Mark Roberge shares some thoughts on AI and how to think about using it to innovate business, rather than automating isolated tasks. It’s part of a larger episode with John Kaplan and John McMahon.
KEY TAKEAWAYS
[00:00:25] How AI Disrupts Legacy Thinking: Relying on established systems and resources will lead to failure; companies must rethink from scratch.
[00:01:41] Big Companies Resist Disruption: Internal power dynamics often prevent large companies from embracing necessary innovation.[00:03:13] AI's Shortcomings in Sales: Many companies focus on automating tasks rather than considering the full customer experience.
[00:05:09] AI Co-pilot Concept: Current AI tools are overly iterative, with most companies simply aiming to boost productivity, not revolutionize.
[00:05:57] Future of Work with AI: The potential for billion-dollar companies with minimal employees raises questions about capitalism and job creation.
HIGHLIGHT QUOTES
[00:00:46] Mark Roberge on Innovation: "The minute you say, ‘How can we leverage what we already have?’—game over."
[00:01:41] John McMahon on Company Resistance: "The people in power won’t give in easily to disruptions that challenge their status."
[00:03:57] Mark Roberge on AI's Shortcomings: "Co-pilot is the pets.com of this era. It’s iterative. It’s not revolutionary."
[00:05:57] Mark Roberge on Future Jobs: "AI will lead to the first billion-dollar company with two employees."
Listen to Mark’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/innovation-growth-and-failure
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon talk through each stage of sales management and the important responsibilities that must be mastered at each role.
From first-line manager to second-line to VP of Sales and all the way up to the CRO, they tackle the key responsibilities at each role and the key factors that go into coaching and developing their teams at every stage. It’s a great discussion on how these leadership roles intertwine with the ultimate goal of building a system for revenue success.
ADDITIONAL RESOURCES
Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Force Management’s Manager Enablement Resources: https://hubs.li/Q02Vt_xM0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:02] Key Responsibilities of Sales Reps
[00:03:46] Challenges of First Line Sales Managers
[00:07:03] Territory Management and Fairness
[00:11:35] Recruiting and Developing Talent
[00:19:46] The Role of Second Line Managers
[00:36:07] A Learning Experience in Management
[00:38:07] The Impact of Attrition on Sales
[00:41:12] Why Sales Reps Fail
[00:50:28] The Importance of Time Management
[00:55:01] Responsibilities of a CRO
[01:04:32] Critical Metrics for Sales Success
HIGHLIGHT QUOTES
[00:07:01] "Management needs to have deep insights into the accounts and the reps. Without that, it's all just guesses." – John McMahon
[00:18:16] "If you're a good recruiter, you meet spouses and friends of your hires. You have to zip them up in a body bag if you fail them, and that's serious." – John Kaplan
[01:13:37] "Critical activities, proactive processes, and understanding why we're measuring people on these metrics are key components for driving success." – John Kaplan
[01:12:51] "It's all about building and maintaining a collective sense of urgency and careful management of quotas and recruiting timelines." – John McMahon
In this episode, John Kaplan and John McMahon are joined by Devavrat Shah, CEO and co-founder of Ikigai Labs and MIT professor, to demystify the rapidly evolving landscape of artificial intelligence. The conversation spans a wide array of crucial AI topics including the history and applications of AI, causal inference, explainability, and the integration of AI into sales and forecasting processes. Key highlights include the role of AI in consumption pricing, business model transformations, and job market impacts. Shah underscores the importance of governance, ethical use, and education in AI, offering valuable insights into AI tools from Ikigai Labs and their practical implementations in sectors like healthcare, supply chain, and BFSI. The discussion concludes with a focus on the explosive growth of AI, urging businesses to invest in internal education and to approach AI adoption with a 'proof of value' mindset for sustained success and global upskilling.
ADDITIONAL RESOURCES
Connect and learn more about Devavrat Shah:
https://www.linkedin.com/in/devavrat-shah-63b59a2/
Learn more about AI through Ikagai Academy: https://www.ikigailabs.io/ai-academy
Check out Force Management’s guide on implementing AI for B2B Sales teams: https://hubs.li/Q02TG4tZ0
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:02] History and Evolution of AI
[00:06:21] Understanding AI Terminology
[00:18:37] The Role of Explainability in AI
[00:26:45] AI in Consumption Pricing and Forecasting
[00:33:33] Future Possibilities and Implications of AI
[00:35:58] AI's Role in Healthcare and Decision Making
[00:37:08] Human-Machine Interaction and AI
[00:38:29] Embracing AI Tools in Daily Life
[00:40:33] Challenges and Governance in AI
[00:42:44] The Importance of AI Governance
[00:49:10] Introduction to IKIGAI Labs
[00:54:13] AI's Impact on Industries and Consumers
[01:01:18] The AI Revolution: Why Now?
HIGHLIGHT QUOTES
[00:03:15] "AI, statistics, machine learning, data science, for me, all of those terms have intimate relationships." – Devavret Shah
[00:04:32] "Humans primarily do two things really well: mind and muscle." – Devavret Shah
[01:00:27] "Don't just rush into AI because it's cool. Carefully choose where you go." – Devavret Shah
[01:00:51] "Have internal champions who should be educated in terms of how to use AI." – Devavret Shah
[01:04:13] "It's time to just upskill a little around AI so that we are not left behind." – Devavret Shah
The best sales kickoffs are planned in a way that aligns with the company’s strategic goals and sets your revenue teams up to execute successfully. In this segment, John Kaplan and John McMahon talk through the importance of demonstrating the opportunity your company is providing your revenue teams and why committing their time to your organization is going to be worth it.
Force Management’s Sales Kickoff Resources:
Five must-dos for leaders on SKO planning: https://hubs.li/Q02SpNpS0
Ultimate Sales Kickoff Resource Guide: https://hubs.li/Q02Qr2B80
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon are joined by return guest Keno Helmi, a seasoned five-time CRO, to delve into the nuances of negotiation in B2B sales. Keno offers insights into effectively managing price perception and ensuring the customer's focus remains on the value of the solution, rather than cost. With a focus on crafting an impactful ROI and leveraging business cases, Keno highlights the importance of negotiation as a competency requiring strategic planning and training. Tune in to hear a detailed overview of Keno's negotiation protocol, which includes qualifying negotiation conditions, understanding the customer's alternatives, and the importance of preparing for trade-offs to secure a favorable deal.
ADDITIONAL RESOURCES
Connect and learn more about Keno Helmi: https://www.linkedin.com/in/keno-helmi-74779329/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:07] Kino Helmi's Career Journey
[00:02:05] The Importance of Early Negotiation
[00:04:51] Characterizing Your Product as Premium
[00:08:03] Handling Pricing and Value Discussions
[00:12:24] The Role of Discovery in Negotiation
[00:26:12] Budgetary Pricing and ROI
[00:33:32] Navigating Late-Stage Sales Challenges
[00:35:04] The Importance of ROI in Negotiations
[00:40:35] Mastering the Art of Shock and Awe
[00:41:53] Qualifying the Negotiation
[00:43:34] Leveraging Non-Price Elements
[00:44:37] Aligning Sales Reps and Company Goals
[00:56:31] Establishing a Walkaway Point
HIGHLIGHT QUOTES
[00:09:25] "Negotiation is a process, not an event."
[00:35:47] "Ultimately, you're going to be judged relative to the ROI."
[00:41:04] "Shock and awe: No matter what the counter proposal is, fall out of your seat; provoke a reaction."
[01:00:13] "Every great deal has a thousand mothers and fathers to it. Everybody signs up and says, 'Oh, we were part of that deal.' Every bad deal is a rep on an island."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by sales veteran Tammy Sexton, currently CRO at Aerospike, discussing the crucial transition from being an account executive to a first-line manager. Tammy emphasizes the common pitfall of new managers acting as 'super reps' by trying to sell in their style rather than coaching their teams. She shares insights on empowering sales reps, recognizing individual strengths, and fostering lasting behavioral changes through effective coaching. The conversation highlights the importance of not overshadowing AEs in client interactions and allowing them to enjoy the critical negotiation phases. Tammy provides strategies to help new managers succeed in their roles and drive revenue goals without undermining their team's potential.
KEY TAKEAWAYS
[00:00:45] Transitioning from AE to First Line Manager
[00:01:26] Avoiding the Super Rep Trap
[00:03:46] Effective Coaching Strategies
[00:04:11] Empowering Your Team
HIGHLIGHT QUOTES
[00:01:43] "Managers need to recognize when they're becoming super rep and when they're doing their AEs' job for them, as opposed to coaching them."
[00:01:59] "Sometimes letting them just fall off once is not a bad thing either."
[00:03:50] "Telling them what to do is never really effective. Asking them questions so that they figure out that they could be doing something differently themselves - that's when you're going to actually have a change that's going to be a lasting change in their behavior."
[00:04:21] "The most important person at the account is the rep and you're disrespecting the rep in front of the customer, you're not giving any power to the AE."
[00:05:09] "Taking that fun part away from them makes them not want to be on your team anymore."
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/showing-value-as-a-sales-leader-with-tammy-sexton/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive problem-solving, and the integration of new technologies like AI in achieving revenue goals. This episode provides practical insights into growing within the sales domain, understanding the motivations behind career transitions, and the roles of anticipation and deliberate growth for CROs looking to evolve into advisory or operating positions within investment firms.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Bill Binch:
https://www.linkedin.com/in/bill-binch-302a4a2/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:33] Lessons from Oracle and PeopleSoft
[00:04:32] Purposeful Career Moves and Sacrifices
[00:09:02] Navigating Career Challenges and Mentorship
[00:13:05] The Importance of Learning and Patience
[00:32:19] Transitioning to Smaller Companies
[00:45:57] Transparency and Community Building at Marketo
[00:47:13] Simplifying the Message: A CRO's Skill
[00:48:48] Recruitment Challenges and Strategies
[00:51:55] Building a High-Performance Sales Team
[00:52:37] The Importance of Employee Value Proposition
[00:55:47] Traits of Successful Sales Reps
[00:59:28] The Role of a CRO in a Startup
[01:01:07] Navigating the CRO-CEO Relationship
[01:05:25] Forecasting and Accountability
[01:09:48] Transitioning to an Operating Partner Role
[01:18:43] Advice for Aspiring CROs and Board Members
HIGHLIGHT QUOTES
[00:02:28] "People that raise their hands and say the word yes, opportunities open up for you when that happens." — Bill Binch
[00:10:50] "Learn, earn, and return. And you don't ever stop; as you grow, you acquire more of those stages." — Bill Binch
[00:11:00] "So it starts with learning your craft, learning your skill, getting good at something." — Bill Binch
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and business transformation expert. Hollie delves into the importance of fostering deeper, more meaningful connections with team members to enhance leadership effectiveness. By understanding your people’s strengths, motivations, and cultural backgrounds, leaders can create more cohesive and innovative teams. Hollie shares her own experiences, emphasizing curiosity, empathy, and how to navigate diverse teams to achieve transformation. Tune in to discover practical tips on building trust, hiring strategies, and the role of selfless leadership.
KEY TAKEAWAYS
[00:01:20] Emphasizing customer-centricity across an organization is crucial for success, but not always a prevalent mindset.
[00:02:05] Leaders must cultivate curiosity to understand their team's deeper motivations and perspectives.
[00:03:00] Misunderstanding cultural norms can hinder leadership effectiveness—adjusting to audience needs is key.
[00:05:05] Hiring strategies should go beyond skills to include characteristics that complement and balance the team.
[00:08:03] Diverse perspectives drive innovation—leaders should embrace differences rather than surround themselves with like-minded people.
[00:09:51] The huddle analogy highlights the importance of fostering selfless teammates rather than selfish individuals.
HIGHLIGHT QUOTES
[00:02:05] "As a leader, getting really curious about the individual in front of you, in a way that is respectful, but maybe goes a layer deeper than we went 10 years ago."
[00:03:46] "The more information I have about my audience, the better communicator I'm going to be."
[00:05:54] "Bringing in a new mindset to a team can either enhance or detract—leaders must assess team composition carefully."
[00:09:29] "If you look around and everyone looks, talks, and sells like you, there's probably an area of opportunity you're missing."
[00:10:35] "The huddle knows. If you’re selfish, the huddle won’t accept it."
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castro
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage. The conversation also delves into the challenges of specialization, the need for alignment between sales and CS teams, and the importance of performance metrics and operating rhythms. Practical advice is provided on building a high-performance culture within CSM organizations. This episode is a must-listen for leaders aiming to optimize their customer success strategies.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Sasha Anderson: https://www.linkedin.com/in/sasha-b-anderson/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:43] The Evolution of the CSM Role
[00:01:32] Commercial vs. Technical Focus for CSMs
[00:02:22] Impact of Consumption-Based Models
[00:04:30] Challenges and Strategies in CSM
[00:08:47] The Shift from Customer Support to Business Partner[00:11:13] Aligning CS with Revenue Goals
[00:16:55] Building Strong Relationships Between CS and Sales
[00:19:42] The Importance of Customer Engagement Models
[00:28:58] Aligning Sales and Customer Success
[00:31:18] The Importance of Specialization
[00:31:55] Pros and Cons of Specialization
[00:34:52] When to Consider Specialization
[00:38:11] Performance Management in Customer Success
[00:46:51] Building a High-Performance Culture
[00:48:55] Operating Cadence in Customer Success
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
HIGHLIGHT QUOTES
[00:28:47] "Tight handoffs are so important...if you don't understand that there's a competitor sitting right there that understands it and they're willing to take advantage of that opportunity."
[00:49:21] "The whole point of the operating cadence is a couple different things: everyone should know what's expected on them on what cadence too."
[00:52:12] "If you want one of these roles in CS, in today's environment, you better know how to communicate up."
[00:53:28] "As a CS leader, you're responsible for owning the narrative with your C suite, with your customers, with your board about what's happening in the business. And if you don't own the narrative, somebody else is going to own it for you."
This short segment comes from our recent episode on Reasons Deals Don’t Close with Force Management’s Anne Gary. Today’s conversation focuses specifically on metrics - how to align them to your buyer and why reps often struggle with getting this critical information from the customer.
Be sure to check out the full episode with Anne here: https://revenue-builders.simplecast.com/episodes/key-reasons-deals-dont-close
Don’t miss Force Management’s webinar on Building Consensus with Metrics. It’s geared towards reps and front-line managers. Share it with your teams. Here’s the link to sign up: https://hubs.la/Q02PG1Cf0
If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. John Kaplan and John McMahon talk about what the best SKOs do and how to structure the event so it’s meaningful, motivating, and focused on execution.
Force Management has a list of free resources to help you align your SKO to your growth strategy. Check them out here: https://hubs.li/Q02Qr2B80
Also check out the podcast on building alignment with partners featuring Mongo DB’s Alan Chhabra: https://hubs.li/Q02Qr7Wn0
In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the mechanics of closing high-stakes deals with industry experts Carl Froggatt and Joe Lynch. Drawing from their experience at Deep Instinct and Citibank, Carl and Joe discuss how leveraging expert knowledge—what Kaplan calls the "100-pound brains"—is crucial for aligning stakeholders, solving business problems, and ensuring successful deal outcomes. Learn how to strategically engage these experts early in the sales process and navigate complex client environments like Citibank. This episode offers actionable insights for anyone involved in enterprise sales, focusing on building strong internal and external champions.
KEY TAKEAWAYS
[00:02:09] The importance of understanding that companies like Citibank buy technology to solve business problems, not because it's "cool and flashy."
[00:03:21] Building strong internal champions is as vital as having external champions. Relationships and sweat equity matter.
[00:04:38] Similar-sized customers in the same vertical generally have the same needs, but their maturity levels can vary greatly.
[00:06:20] Collaboration with key stakeholders to prioritize and validate business goals is crucial for successful pilot outcomes.
HIGHLIGHT QUOTES
[00:02:09] "Citi's not going to buy technology because it's cool and flashy; they're going to buy it to solve a business problem."
[00:03:21] "Internal champions are just as important as external champions—building that personal and professional relationship is key."
[00:06:20] "We just had so much data and due diligence, with champions like Carl helping us validate what really hits the nail on the head."
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John McMahon and John Kaplan dive deep into the essential elements of navigating job transitions from the perspective of a candidate. They discuss how to sharpen your focus, effectively network, and manage your energy to ensure success when hunting for your next sales or leadership role. With practical insights from industry leaders, this episode provides listeners with actionable advice on how to align personal energy with career goals, tackle interviews, and differentiate between position and opportunity.
Tune in and learn more on this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:32] Understanding the importance of doing your homework before pursuing job opportunities.
[00:02:09] The importance of expanding your network discreetly and strategically.
[00:02:28] Energy management over time management: Focus on roles that energize you.
[00:03:12] How to assess if an opportunity aligns with your energy and long-term goals.
[00:05:03] Why prioritizing opportunity over position is crucial for long-term career growth.
[00:07:32] The significance of being able to recruit talent when interviewing for leadership roles.
[00:10:37] Treating interviews like sales calls: Ask great discovery questions and be a problem solver.
[00:11:06] Demonstrating your ability to solve problems the company is facing as a candidate.
[00:12:53] How to stand out during the interview process: A memorable story about silence, confidence, and a wink.
HIGHLIGHT QUOTES
[00:02:28] “People talk about time management. I don't believe time management exists. What I believe in is energy management.”
[00:03:12] “You have to be honest about the things that give you energy and those that drain you.”
[00:05:50] “90 percent of the time, people pick the position over the opportunity, and two years later, they call me back saying I was right.”
[00:07:11] “When recruiting sales leaders, it’s not just about selling or managing—it's about who they can bring with them.”
[00:10:37] “Prepare for an interview like a sales call: Ask discovery questions and be a problem solver.”
[00:12:53] “To stand out, sometimes silence and confidence say more than words.”
Thank you for listening to Revenue Builders. Listen to this brief message from John Kaplan.
Don’t miss Force Management’s upcoming webinar: Your SKO: Common Mistakes You Can’t Afford to Make. They’ll talk about how to get beyond the “event’ and use it to focus on year-long execution.
Sign up here: https://tinyurl.com/ndma6es7
In this episode, John Kaplan and John McMahon dive into the intricacies of leadership, coaching, and team dynamics with Brian White, the Running Backs Coach at Bowling Green. They explore the parallels between sports and sales leadership, emphasizing the importance of will, skill, and creating a team-oriented atmosphere. White shares insights from his illustrious career, including his coaching philosophy, the importance of building intimate relationships with players, and balancing individual and team goals. The discussion also addresses the evolving challenges in coaching amidst a backdrop of changing team compositions and maintaining a competitive edge. Tune in for an engaging session filled with practical advice and inspiring anecdotes on leading and motivating high-performance teams.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Brian White:
https://www.linkedin.com/in/brian-white-38bb5716a/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:04:20] Brian White's Coaching Journey
[00:08:12] Lessons from Wins and Losses
[00:09:04] The Role of a Coach
[00:13:05] Building a Team Culture
[00:19:58] Effective Communication in Coaching
[00:25:10] Creating a Roadmap for Success
[00:27:27] Competitive Memory in Sports
[00:27:57] The Importance of Fundamentals
[00:29:28] Intimacy in Coaching
[00:30:38] The Role of Feedback
[00:31:30] Coaching vs. Teaching
[00:32:12] Leadership and Parenting
[00:33:22] Creating a Comfortable Environment
[00:34:33] Being Coachable
[00:41:37] Evolving as a Coach
[00:44:24] Skill and Will Matrix
HIGHLIGHT QUOTES
[00:09:25] "The role of a coach is to help you reach your genetic ceiling. I want you to get a concussion banging your head on your genetic ceiling."
[00:07:17]"For every buyer, there has to be a seller. It’s not real complicated—when the market crashed, there were no buyers. Simple wisdom applies to life as well."
[00:15:49] "Play as hard as you can, as fast as you can, for as long as you can—and be a great teammate."
[00:10:21] "People haven’t changed; they still want to be touched and connected with on a human level."
In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Scot Loeffler, head football coach at Bowling Green State University and a former quarterback coach for Tom Brady at Michigan. The discussion centers on the challenges and strategies of rebuilding a football team, including the importance of hiring experienced staff and aligning them with a shared vision. Loeffler emphasizes focusing on the majority who contribute positively rather than the minority who resist change, and expresses gratitude for the time and support provided by Bowling Green to properly rebuild the program. This episode offers valuable insights for leaders looking to build the right team and drive successful organizational change.
KEY TAKEAWAYS
[00:00:35] Challenges of Rebuilding a Team
[00:01:19] Hiring the Right People
[00:02:16] Establishing and Maintaining Culture
[00:04:45] Focusing on Positive Leadership
[00:05:52] The Importance of Time in Rebuilding
HIGHLIGHT QUOTES
[00:02:16] “We simply took the business model that we knew at the University of Michigan and translated it into Bowling Green.”
[00:05:00] “As this process was moving along, I found myself as a leader, really concentrating on the 10 percent that was bad rather than the 90 percent of my good kids.”
[00:06:04] “In my industry, time is the ultimate essence. I was very fortunate to walk into this organization and they said that we're going to rebuild the whole thing.”
[00:06:51] “It always takes a little bit longer than you think to turn around a program.”
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/story-of-a-turnaround-the-long-game-of-leadership
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon dive deep into the intricacies of why B2B sales deals often don't close successfully. Special guest Anne Gary joins the discussion for the third time to offer insights into the common pitfalls in the sales process, from poor discovery and scoping to failed champion development and suboptimal engagement with economic buyers. They provide actionable advice on how to slow down and properly align your sales strategy with the customer's pain points, metrics, and decision criteria to close deals effectively. They emphasize the importance of thorough preparation, understanding customer pain points, building solid champions, and creating a compelling proof of value. The episode is a must-listen for any sales professional looking to refine their approach and increase their close rates.
Tune in and learn more on this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:04] Why Deals Don't Close: Discovery Stage
[00:03:41] The Importance of Proper Preparation
[00:11:42] Metrics and Measuring Success
[00:19:02] Building Trust and Overcoming Hesitation
[00:32:57] Finding and Leveraging Champions
[00:39:54] Understanding Deal Patterns: M, W, and L
[00:40:36] The Importance of Multi-Threading in Sales
[00:41:53] Developing Trust with Potential Champions
[00:46:33] Economic Buyers and Their Influence
[00:54:46] Navigating Proof of Value (POV)
[01:02:39] Closing the Deal: Overcoming Common Challenges
HIGHLIGHT QUOTES
[00:03:08] "The biggest mistake we make is hoping the customer will connect the dots from the features and functions to the quantifiable impact that you have on solving the business problem."
[00:09:21] "If you’re measured on how many meetings you get, you can get a lot of meetings, but they may not be with the right person."
[00:13:34] "Metrics are hard because a lot of reps don’t know how a customer should be measuring success based on the problems and solutions discussed."
[00:19:15] "Sometimes customers hold back on metrics because they don’t trust you yet."
[00:46:11] "I'm willing to be led, provided you can take me to a place I can't get to on my own."
[00:47:49] "If you're selling anything that's worth anything, they're never going to have a budget for it."
[00:49:22] "Economic buyers need their own champions inside the account."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Mark Banfield, CEO of 1E, to discuss the importance of building trust in sales. The conversation delves into how integrity, emotional intelligence, and a deep understanding of the customer’s needs are critical in establishing trust. They also explore how elite sellers differentiate themselves by turning technical capabilities into business outcomes and guiding champions within an organization. Whether you're a seasoned sales professional or just starting, this episode offers invaluable insights on fostering trust and achieving sales success.
KEY TAKEAWAYS
[00:01:18] Integrity and emotional intelligence as cornerstones of trust-building.
[00:02:28] The importance of understanding both the business and personal objectives of customers.
[00:03:14] The value of patience and deep understanding during the discovery phase.
[00:04:09] Attaching to the biggest business issues: Turning technical capabilities into customer outcomes.
[00:04:59] Preparing customers for internal communication: A crucial step in building trust.
HIGHLIGHT QUOTES
[00:01:49] "Selling is more about listening than it's about anything else.
[00:02:48] "Integrity happens by your actions—what you say you're going to do, you do."
[00:04:09] "You have to attach yourself to the biggest business issue facing that customer. Once you do that, the road is paved with gold."
[00:04:33] "When they allow you to influence that decision criteria with your differentiation, that's trust."
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/improving-productivity-and-reducing-friction-in-the-workplace-with-mark-banfield
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into Clayton Christensen’s book, 'The Innovator's Dilemma,' exploring why well-managed companies fail despite their best efforts to innovate. The discussion covers historical and present examples of disruptive vs. sustaining technologies, with a focus on how companies can adapt in the rapidly changing tech landscape, especially with the emergence of AI. Insightful anecdotes from their careers and practical advice for business leaders make this a must-listen for anyone navigating the world of B2B sales and technology.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Mark Roberge: https://www.linkedin.com/in/markroberge/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:26] Discussing The Innovator's Dilemma
[00:04:24] Relevance of The Innovator's Dilemma Today
[00:05:51] Sustaining vs. Disruptive Innovation
[00:07:12] Historical Examples of Disruptive Innovation
[00:08:53] Challenges of Adapting to Disruptive Technologies
[00:17:47] The Role of AI in Future Disruptions
[00:30:19] The Evolution of Job Markets
[00:30:36] AI's Impact on Insurance Companies
[00:31:43] Disrupting Established Companies
[00:32:48] Challenges of Acquisitions
[00:33:45] Strategies for Cloud Transition
[00:44:11] The Role of SMBs in Innovation
[00:48:29] HubSpot's Unique Approach
HIGHLIGHT QUOTES
[00:04:08] "I just think therapists are like the best analog for just great salesmanship because if you walk into a therapy session, you're bummed out. You walk out, you're friggin jazzed about life and all they did was ask you eight questions."
[00:06:39] "We were in a sustaining innovation realm...you follow that, you're going to be bankrupt in five years."
[00:10:04] "The promise of AI is to get rid of the people, to get rid of the salespeople. And when you look at today’s sales tech big players, their entire business model is based on charging per person. How the hell are they going to survive in a world where the number of salespeople a company has is declining?"
[00:16:47] "The move to cloud infrastructure, subscription pricing, and shifting to inside sales — for a big company, these changes are nearly impossible to make."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the transformative potential of AI in sales with insights from James Underhill, Senior Director for Sales Innovation at MongoDB. The discussion covers how AI can enhance sales productivity across the funnel, from territory management to post-sale processes. James shares his experiences and strategies for using AI to help sales reps focus on what truly matters—building strong relationships and driving revenue.
KEY TAKEAWAYS
[00:01:19] The importance of reframing customer problems to build trust.
[00:01:54] AI's role in contextualizing top-of-the-funnel data.
[00:02:40] Middle-of-the-funnel AI applications: CRM and knowledge management.
[00:03:19] Bottom-of-the-funnel AI uses: Renewal, upsell, and customer usage insights.
[00:05:16] The distinction between what AI should be used for vs. what it can be used for.
[00:06:51] AI as a tool for sales reps and leaders, not a replacement.
HIGHLIGHT QUOTES
[00:01:19] "When somebody helps to reframe a problem that I have in a way I hadn’t thought of, that’s when I know this is a great seller."
[00:05:16] "It’s important to have the tools to augment the information you have, but decisions should still be made by people."[00:06:51] "The value proposition for AI is what it can do for the reps and sales leaders, not to them."
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/the-impact-of-ai-on-sales-with-james-underhill
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon welcome Jake Zweig, a former Navy SEAL, college football coach, and leadership development expert. Jake shares his inspiring journey from his formative years in Washington State to his achievements at the U.S. Naval Academy and beyond. The discussion covers his unyielding drive to win, lessons in leadership, and the significance of mentorship. Jake also explains his approach to identifying and developing leaders, which involves a deep understanding of their capabilities and a relentless pursuit of excellence. Tune in to hear Jake's valuable insights and powerful, real-life anecdotes on resilience and leadership.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Jake Zweig:
https://www.linkedin.com/in/jakezweig/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:36] Jake's Upbringing and Early Influences
[00:06:22] Academic Achievements and Early Leadership
[00:11:48] Journey to the Naval Academy
[00:20:41] Challenges and Lessons at the Naval Academy
[00:22:17] Transition to SEAL Training
[00:25:41] Athletic Pursuits and Wrestling at Navy
[00:30:49] Leadership Lessons from Bad Examples
[00:32:42] Current Endeavors and Leadership Philosophy
[00:35:22] The Importance of Hard Work and Dedication
[00:36:07] Developing Leadership Skills
[00:38:07] Characteristics of Successful Leaders
[00:40:22] Emotional Intelligence and Intuition
[00:41:53] The Role of Upbringing in Success
[00:45:08] The How: Teaching and Mentorship
[00:46:25] Real-Life Mentorship Success Stories
[00:52:57] The Blueprint to Success
[00:54:46] The Importance of Execution and Adaptability
HIGHLIGHT QUOTES
[00:32:30] "I'm about leadership and results. My job is to make sure those freshmen get grounded, have a great foundation for the rest of the time at the Naval Academy, and they learn good leadership. Screaming at people is not good leadership. That's bad leadership."
[00:35:14] "They got to be a capable person. If you're not a capable person, I can't put you in charge. The next thing I look for is, do you want to be good? Because there's a lot of people out there that are super capable and they don't want to do the work to be great."
[00:40:22] "Yeah, all of the things you said play into EQ, right? Like your emotional intelligence, your ability to talk to somebody and understand where they came from and who they are and how you can relate to them."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the pivotal role of champions in accelerating sales performance. John McMahon explains the necessity of earning trust, educating, and developing champions to effectively sell on your behalf. He emphasizes the importance of differentiating your product and preparing champions to handle objections in competitive scenarios. Additionally, the discussion highlights the distinctions between 'coaches' and 'champions' and the significance of understanding influence and authority within an organization. This episode is a comprehensive guide for sales professionals aiming to leverage internal champions to drive success.
KEY TAKEAWAYS
[00:00:22] The Role of Champions in Sales
[00:00:43] Building Trust and Educating Your Champion
[00:01:09] Preparing Champions for Objections
[00:01:55] Role-Playing Scenarios with Champions
[00:03:41] Defining Coaches vs. Champions
[00:04:03] Understanding Influence and Authority
[00:05:31] Real-World Example: Selling to the Right Person
HIGHLIGHT QUOTES
[00:00:48] "First, you got to earn trust and you have to help educate and develop your champion."
[00:01:09] "When that champion goes into a meeting to talk about you and your product, there's going to be a competitor's champion in that same room."
[00:00:48] "You have to almost make them an internal salesperson because when you're not there, they have to basically sell on your behalf."
[00:05:07] "Stay away from Nina and stay away from Annie. Nina is no influence and no authority and Annie is authority and no influence."
[00:05:26] "What’s the difference between an org chart and a power chart? Authority and influence."
Listen to the full episode through this link:
https://revenue-builders.simplecast.com/episodes/a-closer-look-at-champions/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
ttps://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John Kaplan and John McMahon welcome back Hollie Castro, a seasoned business executive and advisor, as they delve into key challenges and opportunities in today's B2B sales environment. They cover topics ranging from managing multigenerational workforces and enhancing communication to leveraging generative AI for efficiency and innovation. Hollie shares her extensive experience in human capital management and transformative strategies, underscoring the importance of curiosity, leadership clarity, and ethical considerations in adopting new technologies. The episode also explores the implications of AI on hiring practices, skill development, and the future of work.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Hollie Castro: https://www.linkedin.com/in/hollie-castro/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:56] Meet Hollie Castro: Board Member and Business Executive
[00:04:00] Understanding Generational Differences in the Workforce
[00:07:56] Effective Leadership and Communication Strategies
[00:13:01] Building Diverse and High-Performing Teams
[00:27:23] The Role of Generative AI in Modern Business
[00:31:52] Efficiency and Job Displacement
[00:33:34] Innovative Applications of Gen AI
[00:35:04] Challenges and Concerns with AI
[00:35:55] The Human Element in AI
[00:37:22] AI's Impact on Hiring and Education
[00:38:48] Adapting to AI in Business
[00:41:49] Personal Experiences with AI
[00:48:25] Skills and Attributes for the Future
HIGHLIGHT QUOTES
[00:05:39] “Millennials are digital pioneers, highly value education and work-life balance, while Gen Z are digital natives with a strong entrepreneurial spirit and focus on mental health awareness.” - Hollie Castro
[00:09:04] “Clarity is kind. As a leader, being very clear about what you value, what you expect, and how you measure performance is crucial.”
[00:21:15] “If you look around and everyone looks like you or sells like you, there’s probably an area of opportunity you’re missing for innovation.”
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critical steps new Chief Revenue Officers (CROs) should take when joining a new organization. They delve into the importance of identifying and leveraging existing areas of success, understanding the nuances of the current sales environment, and balancing proven strategies with necessary adaptations. Whether you're a new CRO or a seasoned sales leader, this episode provides valuable insights on how to prioritize and implement changes effectively to drive revenue growth.
KEY TAKEAWAYS
[00:00:35] Challenges for New CROs
[00:01:13] Identifying Pockets of Success
[00:02:18] Reverse Engineering Success
[00:03:01] Adapting Playbooks for New Environments
[00:05:09] Universal Sales Fundamentals
HIGHLIGHT QUOTES
[00:01:01] "Coming into a new role, you have to let people know you're not a magician. It's about prioritization of what to do first."
[00:03:52] "You earn a ton of credibility by diving into what's working."
[00:05:02] "It's like a Venn diagram... there are universal things that don't really change."
[00:05:45] "Focus on the fundamentals and see if they test for real right now or if they need optimization."
Listen to the full episode with Paul Ohls through this link:
https://podcasts.apple.com/au/podcast/focusing-on-the-fundamentals-with-paul-ohls/id1610203369?i=1000633465533
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical importance of accurate forecasting, and navigating the private equity landscape. He shares strategies for securing revenue predictability that paves the way to growth, recommending leaders focus on honest communication, strategic alignment, and choosing the right productivity and CRM tools. The conversation also touches on investment opportunities in emerging markets such as EVs, AI, and blockchain, and the nuances of working with PE firms versus family offices.
Tune in and learn more on this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Connect and learn more about Greg Resh:
https://www.linkedin.com/in/greg-resh-4942139/
Strategies for Selling an AI Solution:
https://hubs.li/Q02GXNTZ0
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:38] Greg Resh's Diverse Career Journey
[00:06:54] B2B vs B2C Sales Insights
[00:14:24] Challenges in Revenue Prediction
[00:30:30] The Importance of CRM in Sales and Finance
[00:35:36] The Need for Real-Time Productivity Tools
[00:37:31] Accountability in Sales Forecasting
[00:39:14] The Importance of Accurate Predictions
[00:41:29] Building Reconciliation Plans
[00:42:58] Investing in High Performers
[00:46:59] The Role of AI in Business
[00:48:15] Investing in Emerging Industries
[00:58:20] Private Equity and Family Offices
HIGHLIGHT QUOTES
[00:04:16] "I think the part I appreciate the most in retrospect is definitely getting to see these different industries, and really the fact that most of them have had B2B and B2C components."
[00:07:41] "It's easy for sure, but I do think it's a little simpler or less complex to sell B2B because you can actually go in and go to that business or that sector, that industry, and really figure out what they're trying to do."
[00:16:29] "I think forecasting accuracy is just as important as over-delivering by 20%."
[00:18:04] "You can't cut your way to growth. You can't overreact to a miss, but that's why if you're really on top of things and accurate, then you can really manage a business in a short minute, a long term basis more effectively."
[00:20:12] "You're negotiating on both sides, right? You're trying to get them up to a realistic number, you're trying to figure out how to put a bogey on top or close that gap or be strategic and creative there."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated customers, and creating a culture where honest feedback is valued. A must-listen for sales leaders at startups navigating their own path to market fit.
KEY TAKEAWAYS
[00:00:49] Defining a Great First Line Leader
[00:01:42] Common Mistakes of Second Line Leaders
[00:02:28] Transitioning from Tactical to Strategic Thinking
[00:04:14] Balancing Field Connection with Leadership Responsibilities
[00:06:24] Segregation of Duties Between First and Second Line Managers
HIGHLIGHT QUOTES
[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."
[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."
[00:02:28] "The further you move up the range, the lonelier it gets at the top."
[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."
[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."
Listen to the full episode with Jeremy Burton through this link:
https://revenue-builders.simplecast.com/episodes/the-startup-ceo-with-jeremy-burton
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John McMahon and John Kaplan welcome back Doug Holiday to delve deeper into the themes of Doug's best-selling book, 'Rethinking Success.' The discussion focuses on the importance of understanding and embracing one's personal story to avoid living someone else's narrative. They explore how life experiences and backgrounds shape emotions, perceptions, and actions. Practical strategies for self-discovery and self-improvement are shared, emphasizing the significance of authenticity and addressing deep-seated emotional triggers. The episode also explores storytelling in leadership and the profound impact of understanding colleagues' backgrounds. This conversation is essential for anyone striving to integrate personal growth with professional excellence.
Tune in and learn more about this episode of The Revenue Builders Podcast.
ADDITIONAL RESOURCES
Listen to the earlier episodes with Doug here:
Leading Authentically: https://www.forcemanagement.com/leading-authentically
Rethinking Success: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay
Connect and learn more about Doug Holladay: https://www.linkedin.com/in/dougholladay/
Learn more about Doug’s CEO programs: https://www.pathnorth.com/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:40] Understanding Personal Narratives
[00:06:36] The Impact of Family Stories
[00:08:55] Exercises for Self-Discovery
[00:12:22] Breaking Generational Cycles
[00:17:56] The Importance of Audience
[00:34:37] Celebrating Positive Actions in Children
[00:36:21] Learning Through the Eyes of Your Children
[00:39:29] Understanding Personal Triggers and Growth
[00:41:50] The Power of Self-Awareness
[00:50:24] Writing and Reflecting on Your Own Story
[01:02:29] Integrating Personal Stories in Leadership
HIGHLIGHT QUOTES
[00:03:19] "It's really easy to misinterpret the actions of others when you don't understand the story they were born into or the demons they're wrestling with."
[00:09:09] "If we don't bother to understand that story we were born into, guess what? You're going to replicate that in your own family."
[00:21:51] "The best thing I can do for my family, my children, my spouse, my partner, for the people I work with, for the country, is to be the best version of myself."
[00:13:28] "You will know the truth and the truth will set you free."
[00:23:03] "None of us wants to be fixed by somebody else. That's why we've got to start with fixing ourselves."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and strategies to ensure that leadership at every level is effective and empowering. This episode offers valuable insights for those looking to elevate their leadership capabilities and drive better results through their teams.
KEY TAKEAWAYS
[00:00:49] Defining a Great First Line Leader
[00:01:42] Common Mistakes of Second Line Leaders
[00:02:28] Transitioning from Tactical to Strategic Thinking
[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line Managers
HIGHLIGHT QUOTES
[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."
[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."
[00:02:28] "The further you move up the range, the lonelier it gets at the top."
[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."
[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."
Listen to the full episode with Carl Cross through this link:
https://revenue-builders.simplecast.com/episodes/the-path-to-sales-leadership-lessons-learned-at-each-management-level-with-carl-cross
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/front-line-managers
If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring:
Neeraj Agrawal - General Partner, Battery Ventures
Keno Helmi - CRO, Espressive
Chris Degnan - CRO, Snowflake
ADDITIONAL RESOURCES
For more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:28] Understanding market transitions and spotting opportunities.
[00:03:01] Challenges of new technologies as solutions looking for problems.
[00:04:29] Investing in new product areas and the importance of timing.
[00:05:07] The role of POVs in selling complex technologies.
[00:06:06] Different sales motions: Provoking interest vs. competing in an active market.
[00:07:52] Qualifying economic buyers before a POV.
[00:11:12] Realities of selling new technology at a startup.
[00:13:24] Strategies for targeting early customers and overcoming competition.
[00:15:14] Key customers that helped shape Snowflake's success.
HIGHLIGHT QUOTES
[00:01:46] "Spotting these transitions and being there at the right point is a key component here."
[00:03:01] "New technologies as solutions looking for a problem must be the harder ones to guess."
[00:05:07] "Sharing a POV or a POC is critically important when you're selling a technology your customers may not understand."
[00:06:56] "If I have a brand new technology that customers may not understand, I can alleviate a lot of their concerns by doing a POV."
[00:11:32] "There's a misperception if you're a salesperson that you can go into an early stage startup and make a ton of money."[00:14:09] "Teradata was almost arrogant... They let the cloud sideswipe them."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry trends, and specific challenges before approaching potential customers. He shares insights on how a well-prepared POV can boost confidence, earn respect, and open productive dialogue with clients. The episode also highlights practical training methods and the benefits of utilizing customer stories to relate to business problems. For additional resources on enhancing sales performance, listeners are encouraged to check out Force Management's ebook linked in the show notes.
KEY TAKEAWAYS
[00:00:22] The Importance of a Compelling Point of View
[00:00:41] Training Reps for Success
[00:01:24] Research and Preparation Strategies
[00:02:21] Using Customer Stories Effectively
[00:03:30] Avoiding Analysis Paralysis
[00:05:13] Engaging Executives with a Strong POV
[00:06:28] Building Confidence and Earning Respect
[00:07:40] Creating Custom Slides for Discovery
HIGHLIGHT QUOTES
[00:01:06] "The POV is absolute power. If you do it right, you immediately earn respect from the person on the other side of the table."
[00:06:28] "A compelling point of view gives you confidence and opens the conversation to talking about the client's pain points."
[00:01:52] "It's not rocket science, but doing the work and putting the effort in to understand the account and industry trends is crucial."
[00:04:59] "We overdo everything. If you find a nugget, use that nugget to go hit somebody right now."
[00:05:40] "You want a partner to help you? Show them why this is important and prepare as if your CRO is going to make the pitch for you."
Listen to the full episode with JP Bolen through this link:
https://revenue-builders.simplecast.com/episodes/driving-sales-productivity-with-jp-bolen
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
In this episode, John McMahon and John Kaplan are joined by leadership expert Marcy Stoudt for a comprehensive discussion on recruitment, interviewing, and onboarding in B2B sales. Marcy is the co-founder of Revel Coach and Revel Search, she is an expert in recruiting and retaining top leadership and talent. This episode emphasizes the importance of defining an ideal candidate profile, the need for rigorous and insightful interview questions, and the critical nature of an effective onboarding process. Additionally, Marcy offers practical tips and reveals some helpful tools to enhance team dynamics and productivity. Throughout the conversation, the hosts and Marcy highlight best practices for attracting, hiring, and retaining top talent in a competitive sales environment.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:02] Meet Marcy Stoudt: Leadership and Coaching
[00:01:40] The Launch of Revel Coach and Revel Search
[00:04:06] Challenges in Hiring and Retention
[00:05:41] Effective Hiring Strategies
[00:06:45] The Importance of Candidate Profiles
[00:10:37] Sourcing and Networking Tips
[00:17:23] The Role of Leaders in Recruitment
[00:31:26] Energy Management in Job Hunting
[00:33:37] Boosting Your Mental Energy
[00:34:08] Choosing the Right Opportunity Over Position
[00:35:57] Interviewing and Screening: Best Practices
[00:38:35] The Role of Technology in Hiring
[00:41:39] Understanding Candidate Fit
[00:55:46] The Importance of Listening in Interviews
[00:59:03] Effective Onboarding Strategies
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Meet the Mentors at Revel Coach: Learn more about our mentors https://www.revelcoach.com/meet-the-mentors?pgid=loynx9fa-52f3dc1d-7c65-4168-9a43-ea5c7dcfa740
Try out Cloverleaf - the software referenced in the show: Cloverleaf.me
Information on Revel Search: Explore Revel90 and our approach to coaching https://www.therevelsearch.com/revel90
Learn more about Marcy Stoudt through this link.
https://www.linkedin.com/in/marcy-stoudt/
HIGHLIGHT QUOTES
[00:06:54] "If you really get clear on why you are hiring this person, why you are funding this person, and then you make the time to make sure you are sourcing from many markets, everything else is so much easier down the road."
[00:10:08] "It's all about the people that I recruit that's going to define my career and how well I do in this job."
[00:16:45] "You have to figure out the DNA of who you're hiring and then say, where do they socialize? And then you get to those places."
[00:19:59] "If you put the onus on the leader, you are ensuring that they are invested in the success of the new hire from day one."
[00:21:19] "Candidates have equal responsibility to eliminate the guesswork and get the ultimate decision maker in the interview process a lot sooner than most companies do."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal Talent. With over 30 years of experience in the recruiting industry, Andy shares valuable insights on why it's crucial for sales leaders to own the recruiting process. The discussion delves into the pitfalls of delegating recruitment to HR, the importance of building a strong internal talent acquisition team, and the impact of recruiting quality talent on overall sales success.
KEY TAKEAWAYS
[00:00:41] The Importance of Sales Leaders Owning the Recruiting Process
[00:00:53] Pitfalls of Delegating Recruitment to HR
[00:01:36] Building an Internal Talent Acquisition Muscle
[00:02:15] The Impact of Economic Changes on Recruiting Strategies
[00:02:53] The Importance of Consistency in Sales Team DNA
[00:03:47] The Role of Networks in Successful Recruiting
[00:05:02] Evaluating Sales Leaders Based on Their Recruiting Ability
[00:04:16] The Consequences of Poor Recruiting on Sales Organizations
[00:04:44] The Significance of Having a Vision for Talent Development
HIGHLIGHT QUOTES
[00:00:53] "You cannot delegate it to anybody else because you're recruiting your own team, and your team is going to determine your own success and your own career."
[00:01:36] "The HR team was a central function, more administrative and compliance, comp benefits."
[00:02:53] "You end up with inconsistent talent across the board and things start to vibrate."
[00:03:29] "When you recruit a bunch of C's and D's, you're going to burn through a lot of money."
[00:05:02] "Who are they going to bring? Who are they going to recruit?"
[00:06:16] "Salespeople want to win."
Listen to the full episode with Andy Price through this link:
https://revenue-builders.simplecast.com/episodes/investing-in-the-future-of-b2b-software-with-andy-price
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Nominate us for The People’s Choice Podcast Awards. Select Revenue Builders from the Business Category (after you fill out a short form - to prevent ballot stuffing!)
https://www.podcastawards.com/app/signup
Thank you!
In this curated episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB, shares insights on fostering open communication within teams. Drawing from her extensive HR experience at Cognizant and Unilever, Harsha discusses the importance of building relationships, getting to know team members personally, and trusting one's gut instincts. She emphasizes that developing trust and understanding takes time and multiple conversations, particularly in the post-COVID era where personal and professional boundaries are blurred. Notable advice includes asking direct questions, providing space for honesty, and ensuring employees feel comfortable sharing their concerns.
KEY TAKEAWAYS
[00:00:38] Building Trust and Relationships
[00:01:23] The Importance of Knowing Your Team
[00:02:35] Navigating Difficult Conversations
[00:03:15] Trusting Your Gut Instincts
[00:03:55] Giving Space and Time
HIGHLIGHT QUOTES
[00:01:27] "You can't just think of your job as directing their work. You've got to get to know the people who work for you."
[00:02:26] "It's harder to manage people these days because you have to really get to know them almost on a personal level."
[00:03:00] "You're not going to get to really figure out what's bothering somebody with one conversation. It's going to take you more than one or two attempts."
[00:03:49] "Is there something you're not telling me? Because you're afraid or concerned that I might react negatively to it?"
Listen to the full episode with Harsha Jalihal through this link:
https://revenue-builders.simplecast.com/episodes/balancing-business-and-people-in-leadership-with-harsha-jalihal/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode, John McMahon and John Kaplan introduce their guest, Scot Loeffler, who has remarkably transformed the football program at Bowling Green State University (BGSU). John Kaplan shares his enthusiasm for Scot's drastic improvements in the BGSU football program, which ranked near last nationally before Scot's arrival. Through candid discussions, Scot outlines the challenges and strategies of rebuilding a struggling team, emphasizing the importance of hiring the right staff, instilling a solid culture, and focusing on daily championship habits. Scot credits his success to lessons learned from legendary coaches like Lloyd Carr, Urban Meyer, and Frank Beamer, and the inherent traits of resilience and relentless preparation observed in players like Tom Brady and Tim Tebow. The conversation delves into the critical roles of leadership, accountability, and recruitment in building a winning team and highlights the parallels between coaching athletes and leading sales teams
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:48] Challenges of Rebuilding a Football Program
[00:08:16] Recruitment and Building a Winning Culture
[00:10:49] Leadership and Accountability
[00:17:29] Navigating Organizational Changes
[00:28:12] Coaching Philosophies and Mentorship
[00:36:09] The Power of Accountability in Teams
[00:37:02] Authenticity in Leadership
[00:37:52] Building Genuine Relationships
[00:39:14] Recruiting and Culture
[00:41:00] Characteristics of Great Quarterbacks
[00:41:55] The Importance of Mental Toughness
[00:45:39] Preparation Equals Confidence
[00:49:32] Handling Adversity and Resilience
[00:57:44] Effective Time Management and Operating Rhythm
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Learn more about Scot Loeffler through this link.
https://bgsufalcons.com/staff-directory/scot-loeffler/643
HIGHLIGHT QUOTES
[00:45:31] "What separated him, besides his ability, was his mental toughness and the ability to get everyone around him better."
[00:46:42] "Preparation, in my opinion, equals confidence."
[00:50:22] "When you get kicked and things happen in your family, you're not going to get in the transfer portal. You've got to bounce in and adapt with the cards you're dealt."
[00:52:12] "The leaders that I've seen who have owned their story, the players and the employees that I've seen who have owned their story, negative things that have happened are great opportunities for growth in life."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dave Tiley from Align Capital Partners to explore the critical differences between Private Equity (PE) and Venture Capital (VC) investments. Dave delves into the distinct strategies, risk appetites, and operational approaches that differentiate PE from VC, offering invaluable insights for entrepreneurs, investors, and business leaders. From early-stage ventures to mature businesses, this episode provides a comprehensive look at how different funding models can drive growth and innovation.
KEY TAKEAWAYS
[00:00:47] VC investments focus on early-stage companies with high-risk, high-reward potential.
[00:01:34] PE investments target companies with established revenue and earnings, aiming to accelerate growth.
[00:03:30] Differences in board makeup between VC-backed and PE-backed firms.
[00:05:15] Embracing the "good to great" philosophy to drive radical improvements in PE-backed companies.
[00:05:58] Operational optimization strategies to scale companies from millions to hundreds of millions.
HIGHLIGHT QUOTES
[00:00:47] "Venture capital is big bets, hoping one out of ten succeeds."
[00:01:34] "For us as growth investors in the private equity space, we're looking for a company we think, hey, they got something special, but maybe with some more expertise, maybe with some more jet fuel, we can come alongside them, partner with them to accelerate the growth curve."
[00:02:49] "Our whole idea is to be a servant leader and help these CEOs in anything we can do to help them be better each and every day."
[00:05:15] "When we partner with a company, they've already done something really well, right? And they get rewarded for that stage. But to reward our investors in the next tranche, that 2.0 version, we got to radically improve the company."
[00:06:13] "As you built companies to get to 20 million is one thing, but to get to 50 and then 100, they're just different stages and different steps, and there's a different playbook really for each."
Listen to the full episode with Dave Tiley through this link:
https://revenue-builders.simplecast.com/episodes/from-good-to-great-with-dave-tiley
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sharing key segments from previous episodes. Guests Marcy Stoudt, CEO and co-founder of RevelCoach, discusses preventing burnout and maintaining work-life balance. Jim "Pouli" Pouliopoulus, a force management facilitator, drops insights on overcoming negativity bias in sales. Finally, Greg Poss with Stark Mind talks about applying mental toughness from sports to the sales environment. Listen in for practical tips to boost your sales performance by mastering your mindset.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:42] Exploring the Mental Aspect of Sale
[00:00:56] Avoiding Burnout with Marcy Stout
[00:07:44] Understanding Negativity Bias with Jim Puliopoulos
[00:16:48] Mental Toughness in Sales with Greg Paz
[00:23:44] Conclusion and Further Resources
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about guests:
Marcy Stoudt’s LinkedIn: https://www.linkedin.com/in/marcy-stoudt/
Jim "Pouli" Pouliopoulus’ LinkedIn: https://www.linkedin.com/in/pouli/
Greg Poss’ LinkedIn: https://www.linkedin.com/in/greg-poss-a0a8a72b/
HIGHLIGHT QUOTES
[00:21:34] "So we want to impress other people, or we do it for external pleasure to make money, to win a trophy, to, uh, get a promotion, whatever the case might be. And I'm not saying that going after those things is bad. We should go after those things, but our major motivation has got to be the moment to moment gamification and joy of the journey of the process, whatever you want to call it."
[00:22:13] “Now we can, we can be in the moment, you know, be here now or be nowhere because the past and the future don't even exist.”
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and developing a compelling viewpoint. This conversation is packed with practical tips for sales professionals looking to enhance their discovery process and effectively align their solutions with the strategic goals of their customers.
KEY TAKEAWAYS
[00:01:18] Importance of pre-discovery homework: Leveraging public information and industry insights.
[00:02:20] Crafting a compelling viewpoint: Demonstrating homework to gain customer trust.
[00:03:14] Industry to individual pressure: Building credibility by understanding hierarchical pressures.
[00:05:54] Financial condition and competitive position: Factors influencing customer strategy.
[00:07:22] Value pyramid framework: Aligning solutions with customer goals and strategies.
HIGHLIGHT QUOTES
[00:01:18] "The richness of information that a seller can use pre-discovery is so powerful."
[00:02:20] "Customers don't really have the time to teach you their business."
[00:02:55] "When you do your homework and come in with a compelling viewpoint, even if it's a bit off, you're in the meat of a discussion."
[00:03:14] "You earn the right to talk about personal pressure by understanding industry, company, and departmental pressures."
[00:05:54] "The trajectory of a business will tell you a lot about that organization and help you find the right people to attach to."
[00:08:26] "When you can connect the dots from your product capability to the customer’s strategy, that's when the magic happens."
Listen to the full episode with Doug May through this link:
https://revenue-builders.simplecast.com/episodes/business-value-assessments-looking-at-opportunities-through-a-value-lens-with-doug-may
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you. Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the complex government acquisition and procurement system. As CEO and President of the Talisman Group, founded in 2019, Tom focuses on translating strategy into growth, particularly optimizing sales in the public sector. His broad operating experience, from small businesses to global corporations, equips him with the ability to create scalable business development systems tailored to dynamic government organizations, while his coaching and training skills enable him to guide businesses and leaders to success.
In this episode, John McMahon and John Kaplan are joined by Tom Smerczynski, CEO of Talisman Group, to explore the complexities of selling to the government and engaging customers successfully. Tom, a government contracting expert with decades of experience, shares valuable insights on proper discovery, understanding procurement systems, and using contract vehicles effectively. The conversation delves into the significance of gathering and leveraging information, identifying key government roles, and finding the information you need to get ahead of the contracts.
Additionally, the hosts provide guidance on building a robust sales pipeline, understanding industry language, and identifying essential players in customer engagement. They emphasize the importance of past performance, value differentiation, and aligning sales teams with specific government contracts and agencies. This episode serves as a comprehensive guide for companies aiming to navigate government sales and advance their sales strategies to win deals
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:33] Understanding Government Sales
[00:04:12] Importance of Information in Government Sales
[00:06:39] Navigating Government Contract Vehicles
[00:08:50] Strategies for Winning Government Contracts
[00:11:36] Role of Prime Contractors and Task Orders
[00:13:46] Influencing RFPs and Early Access to Information
[00:17:23] Building Effective Sales Teams for Government Contracts
[00:28:05] Leveraging Past Performance and Experience
[00:38:07] Understanding Government Contract Vehicles
[00:38:51] The Importance of Experience and Knowledge
[00:39:27] Navigating Government Sales Cycles
[00:41:31] Leveraging Information Tools for Government Contracts
[00:44:23] Breaking Down Government RFPs: Sections C, L, and M
[00:47:10] Building a Compliance Matrix
[00:48:31] Effective Government Sales Strategies
[00:57:01] Structuring a Government Sales Team
[00:59:46] Developing a Roadmap for Government Sales
[01:03:17] Engaging with Government Customers
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Thomas "Tom" Smerczynski.
LinkedIn: https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/
E-mail: tsmerczy@verizon.net
HIGHLIGHT QUOTES
[00:44:53] On Understanding RFPs: "Every federal procurement is pretty much consistent now. Section C is the scope of work, Section L is the instructions, and Section M is the evaluation criteria."
[01:06:01] On Building Roadmaps for Success: "Before you start investing too much money, look at the infrastructure, tools, and technology needed."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.
KEY TAKEAWAYS
[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.
[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).
[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.
[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.
[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.
HIGHLIGHT QUOTES
[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."
[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."
[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."
[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."
[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."
Listen to the full episode with John Care through this link:
https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Special guest Doug Holladay, author of 'Rethinking Success,' returns to the podcast to discuss the illusions of success and the importance of purpose and meaning in life, particularly for leaders. The discussion covers Doug's career, his work with PathNorth, and how leaders can find balance and fulfillment. They explore key themes from Doug's book, including building rich human connections, redefining personal identity beyond professional achievements, and integrating purpose into life's pursuits. Doug also shares insights on various practices that can help individuals achieve a meaningful and purposeful life.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:13] Rethinking Success: The Illusions
[00:04:57] The Crisis of Identity and Succes
[00:07:35] The Importance of Human Connection
[00:09:25] Cultural and Gender Perspectives on Succes
[00:13:52] The Power of Presence and Authenticit
[00:34:14] Embracing Vulnerability and Authenticity
[00:37:17] Lessons from Historical Figure
[00:39:49] Humility and Succes
[00:43:16] The Importance of Relationships
[00:47:51] The Power of Personal Stories
[00:56:08] Path North and Finding Meaning
ADDITIONAL RESOURCES:
Watch our first episode with Doug Holladay "Leading Authentically"
https://podcasts.apple.com/ph/podcast/leading-authentically-with-doug-holladay/id1610203369?i=1000575001882
Learn more about PathNorth: https://www.pathnorth.com/
Connect and learn more about Doug Holladay.
https://www.linkedin.com/in/dougholladay/
HIGHLIGHT QUOTES
[00:14:11] "Success isolates you. You don't have peers and friends that you can talk to.
[00:23:44] "The legacy we invest in unconsciously are the eulogy virtues, not the resume virtues.
[00:25:42] "You just want people to sit with you. You don't want them to fix anything. You don't want them to do anything. You just want them to be there."
[00:28:16] "The fundamental problem of a person is never learning to be still within four walls
Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi. Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space.
Don't miss Part 1 of the Epiosode here: https://podcasts.apple.com/gb/podcast/behind-the-deal-a-perspective-from-an-economic-buyer/id1610203369?i=1000653572085
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:55] Revisiting Key Sales Insights with Carl Froggett and Joe Lynch
[00:01:46] Deep Dive: The Art of Selling to Economic Buyers
[00:06:14] Strategies for Effective Sales and Building Value
[00:13:21] Navigating Complex Sales Processes and Stakeholder Dynamic
[00:16:05] Leveraging Internal and External Champions in Sale
[00:28:35] The Critical Role of References and Final Decision Criteria
[00:38:32] Understanding the Collective Yes in B2B Sale
[00:41:30] Navigating Internal Dynamics and Stakeholder Influence
[00:42:35] The Impact of Technology Deployment on Internal Teams
[00:43:17] Strategies for Managing Internal Opposition and Building Support
[00:43:48] The Importance of End-User Experience in Technology Adoption
[00:45:02] Leveraging Partnerships and Advice for Navigating Corporate Politics
[00:48:05] Executing a Successful Pilot: Strategies and Outcomes
[00:52:51] The Decision-Making Process and Finalizing the Deal
[01:08:08] Insights on Product-Led Growth and Enterprise Strategy
[01:14:42] RSA Conference Takeaways and the Future of Cybersecurity
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1j
Connect and learn more about Carl Froggett.
https://www.linkedin.com/in/carlfroggett/
https://www.deepinstinct.com/
Connect and learn more about Joe Lynch.
https://www.linkedin.com/in/joe-lynch-6613745a/
HIGHLIGHT QUOTES
[00:46:30] "Nobody thinks about the end user; nobody's thinking about network and identity. So I was able to see how internally, and I leveraged my boss at the time to get there. If you have someone who's not thinking like that, I hate to say it, but you probably need to find somebody different, right?"
[00:47:40] "Ultimately, it's about the business, right? We're not buying a Zscaler because it's cool. We're buying it because I've got X, Y, Z from a business strategy to sort out, and you need to add value to that, right? I hate to say it, but maybe you got the wrong person."
[00:51:30] "It's not about wasting our time; it's about committing resources to try to solve this problem together. You respect our people, we respect your people and our time. We're not here to waste anyone's time."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.
KEY TAKEAWAYS
[00:00:55] Consistency in Processes: Maintaining consistency in the sales process across different teams and segments is crucial for effective sales execution.
[00:02:32] Standardization Across Stages: Standardizing fundamental sales processes across each stage ensures that reps are equipped with necessary skills for smooth transitions and quicker ramps.
[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects of the sales process, such as pain identification and champion building, helps reps ramp more quickly into their roles.
[00:04:43] Establishing the Three Why's: Understanding the reasons behind a customer's decision to buy—why buy anything, why buy now, and why buy from me—lays the foundation for effective sales engagement.
[00:06:33] Mapping the Sales Process: Mapping out the sales process stage by stage helps maintain clarity and alignment, ensuring that reps understand their roles and responsibilities at each stage.
HIGHLIGHT QUOTES
[00:01:41] "Our job is promoting people... It's recruit and develop the future generation of sales talent and sales leadership at the company."
[00:05:09] "Regardless of what the qualification criteria is, you've got to be able to scoop up those three big things."
[00:07:55] "If we do the right things in stages 1 through 3, it's a proof of value. We should be delivering a proposal in stage 4 and hopefully closing."
Listen to the full episode with Joe Young through this link:
https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset.
Gleason shares his SEAL experiences and insights from his book "Embrace the Suck," underscoring the significance of persistence, purpose, and passion in overcoming adversity. Both interviews delve into how SEAL training philosophies on embracing challenges, dynamic subordination, and the mental aspect of enduring hardships can be applied to business leadership and personal growth, promoting a narrative of continuous learning and team cohesion.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:47] Memorial Day Special: Lessons from Veterans
[00:01:07] Mike Hayes: Leadership Lessons from a Navy SEAL
[00:02:15] Embracing Challenges and the Concept of 'Never Enough'
[00:10:35] The SEAL Mindset: Team, Teammate, Self
[00:14:59] Dynamic Subordination and Leadership in SEALs and Business
[00:18:51] Brent Gleason: Embracing the Suck for Extraordinary Life
[00:20:44] The SEAL Training Experience and Building Resilience
[00:24:08] Channeling Pain and Persistence for Success
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Learn more about Mike Hayes.
https://www.thisismikehayes.com
Learn more about Brent Gleeson.
http://www.brentgleesonspeaker.com/index.html
HIGHLIGHT QUOTES
"You're only excellent if you know you're never excellent enough" - Mike: [00:03:52] “Whatever ways we define 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”
"Brent on having a passion for what you're trying to accomplish": [00:28:24] “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.”
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers at MongoDB. Dan shares his journey of evolving MongoDB’s customer success strategy from a reactive to a proactive approach. He discusses the importance of hiring the right profiles, implementing disciplined processes, and understanding the nuanced root causes of customer churn. This conversation is a must-listen for anyone involved in customer success or looking to enhance their customer-centric strategies.
KEY TAKEAWAYS
[00:00:36] Transition from Reactive to Proactive Customer Success
[00:01:01] Implementing a Disciplined Process to Identify and Address Risks
[00:02:30] Balancing Skill and Will in Hiring and Developing Customer Success Teams
[00:04:47] Key Attributes for Successful Customer Success Managers (CSMs)
[00:06:21] Common Pitfalls in Customer Success Leadership
[00:08:24] The Complexity of Understanding and Addressing Customer Churn
[00:09:46] The Importance of Truly Listening to the Voice of the Customer
HIGHLIGHT QUOTES
[00:01:54] "The earlier you engage with the customer, the better chance you have of fixing their problems and getting them happy."
[00:02:54] "Part of it was a skill thing, but part of it was also a will thing. Do people actually want to be doing that kind of job?"
[00:05:34] "The biggest strength of a great CSM is that they just want to go above and beyond for their customers."
[00:07:31] "Customer success is not a silver bullet to a product that doesn’t work or doesn’t have product-market fit."
[00:08:43] "Most churn situations are much more complicated and nuanced than a single subcategory."
[00:10:33] "There is no substitute for actually talking to customers and understanding what really went wrong."
Listen to the full episode with Dan Barrett through this link:
https://revenue-builders.simplecast.com/episodes/an-outcome-mentality-the-right-way-to-approach-customer-success
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise AE. He’s also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn.
Guilherme joins John McMahon and John Kaplan to discuss his experience as a startup founder and the lessons he learned from shutting down his company. Guilherme shares his journey from being an engineer to entering the world of software sales. He explains why he decided to start his own company and the challenges he faced along the way. The conversation dives into the importance of timing, the energy required to be an entrepreneur, and the distinction between being a patriot and a mercenary. Guilherme emphasizes the need for self-reflection and understanding one's own motivations and limitations.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:12:50] Slow success builds character, while fast success builds ego.
[00:18:42] The importance of understanding the challenges and risks involved in starting a company.
[00:30:07] The distinction between being a patriot and a mercenary and the impact it has on commitment and success.
[00:32:45] The value of being transparent and honest with oneself and others throughout the entrepreneurial journey.
[00:37:27] The significance of timing in entrepreneurship and personal life decisions.
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Guilherme Stetelle Martins.
https://www.linkedin.com/in/guilhermestetelle/
Here's the link to the Shutdown Article:
https://www.linkedin.com/pulse/i-shut-down-my-startup-here-journey-guilherme-stetelle-martins-zpfpf/
HIGHLIGHT QUOTES
[01:00:10] "The credit belongs to the men and women who are actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who airs, who comes short again and again, because there is no effort without error and shortcoming. But who does actually strive to do the deeds, who knows? Great enthusiasm, great devotion, who spends himself in a worthy cause?"
[01:01:03] "It's not the critic who counts, not the man who points out how the strong man stumbles or where the doer deeds could have done them better. The credit belongs to the men and women who are actually in the arena."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert in outbound sales strategies. Leslie delves into the art of cold calling and objection handling, drawing from her extensive experience. She shares invaluable insights into common objections, the psychology behind them, and practical strategies for navigating them effectively. Discover how curiosity, conversation, and conclusion form the pillars of successful cold calls, and learn actionable techniques to empower your sales team.
KEY TAKEAWAYS
[00:00:30]Common Objections: Leslie identifies 13 common objections encountered in sales cycles, emphasizing that objections are inevitable and must be anticipated.
[00:03:09] Rooted in Fear: Many objections stem from a lack of trust and fear of making the wrong decision, especially in uncertain economic climates.
[00:04:48] The 3 C's Framework: Leslie introduces the 3 C's approach—Curiosity, Conversation, and Conclusion—as a paradigm shift from simply overcoming objections to fostering genuine dialogue and understanding with prospects.
[00:06:38] Curiosity is Key: Rather than immediately trying to counter objections, sales professionals should prioritize curiosity and seek to understand the underlying reasons behind objections.
[00:07:54] Personal Detachment: Separating oneself from the product or solution helps salespeople handle objections objectively and maintain genuine curiosity about the prospect's perspective.
HIGHLIGHT QUOTES
[00:02:23] "If you're getting on a cold call with somebody, you're going to hear at least one objection. Full stop."
[00:06:15] "The number one most important thing that you can do when you hear an objection is just try to keep the conversation going."
[00:07:07] "Some of the best salespeople...are so curious as to why the customer has that opinion...they start to ask why and they don't understand, and it's very genuine because they really don't understand and they really are curious."
Listen to the full episode with Leslie Venetz through this link:
https://revenue-builders.simplecast.com/episodes/the-art-of-cold-calling-with-leslie-venetz/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Today we bring you three segments that cover sales leadership transitions. We discuss making the jump from rep to first line manager with Tammy Sexton the Chief Revenue Officer at Skyflow, the jump to second line manager with Carl Cross - CRO at Alkami and then walking in as a new CRO with Terry Trip CRO at Tines.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:46] Segment 1: Transitioning from Rep to First Line Manager
[00:06:19] Segment 2: The Leap to Second Line Leadership
[00:15:16] Segment 3: Stepping into the CRO Role at a Startup
[00:21:55] Conclusion and Final Thoughts
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about our guests.
https://www.linkedin.com/in/crosscarl/
https://www.linkedin.com/in/tammy-sexton/
https://www.linkedin.com/in/terrytripp/
HIGHLIGHT QUOTES
[00:02:13 - 00:04:51] Tammy Sexton: "I think the biggest thing with that role is... And it's something that I tell my managers as I promote them. This is probably a mistake that you're going to make. So I need to print, I need to plant it in your brain right now. And then when I see that happening, I'm going to ask you to think about like how not to make that happen."
[00:07:02 - 00:08:29] Carl Cross: "What makes a great first line leader?... They represent the values of the company, better than anybody, they understand, the leading indicators of the business... And then they're great storytellers, right?"
[00:19:45 - 00:21:55] Terry Tripp: "Fundamental is you got to get everybody that's speaking the same language... I think as you get in the mode of trying to grow and scale, it becomes more important even because you've got to have that framework."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and John Kaplan discuss product-led growth (PLG) with Alex Bilmes, the founder and CEO of Endgame. They explore the types of products that are well-suited for PLG and those that may not be a good fit. Alex explains that products that are easy to use, provide immediate value to the user, have a short time to value, and have a low price are ideal for PLG. However, more transformative products that require organizational change and have larger deal sizes may require a sales process to facilitate adoption. Alex also shares insights on how to determine if PLG is a good fit for a product and the questions to ask before implementing a PLG strategy.
KEY TAKEAWAYS
- Transformative products that require organizational change and have larger deal sizes may not be a good fit for PLG.
- When considering PLG, it is important to assess the product's interface with different disciplines and other products, as well as its impact on user behavior.
- Endgame focuses on the sales side of PLG and helps companies integrate sales efforts with product data to accelerate revenue growth.
- Understanding the ideal customer profile (ICP) from a product-led perspective and using data to create behavioral-based ICPs are crucial for successful PLG implementation.
HIGHLIGHT QUOTES
- "Humans are tricky. Anything that requires interfacing with humans or interacting with people always adds a layer of complexity." - Alex Bilmes
- "If you don't know what harbor you're sailing for, no winds will get you there." - Alex Bilmes
- "A product-led sales orientation lets you validate what the company is doing using empirical data, meaning you can tell how people are already using your product." - Alex Bilmes
Listen to the full episode with Alex Bilmes through these links:
- Leveraging Product-Led Sales for Growth with Alex Bilmes: https://podcasts.apple.com/in/podcast/leveraging-product-led-sales-for-growth-with-alex-bilmes/id1610203369?i=1000635042791
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.
From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord).
From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully exited for over $600M.
During these years, Sean learned about mergers & acquisitions, product-market fit, managing cash flow, evangelical sales, raising funds, making & losing millions, how to creatively accomplish much with very little $, and much more.
The discussion includes key sales lessons from Mark Cuban, emphasizing the importance of trust and helping in sales, and strategies for creating trust with clients. The hosts also delve into the intricacies of forecasting, deal qualification, and managing sales cycles, with a focus on understanding customer needs and aligning sales strategies accordingly. The conversation provides actionable advice for sales leaders on improving sales performance, structuring deals, and leveraging data for better forecasting and pipeline management.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:51] Sales Insights from Mark Cuban's Masterclass
[00:03:32] Building Trust and Understanding in Sales
[00:08:18] The Art of Preparation and Asking the Right Questions
[00:11:55] Navigating the Procurement Process: Insights and Strategies
[00:15:44] Simplifying Business Success: Lessons from Purdue University
[00:20:36] Identifying and Targeting the Ideal Customer Profile (ICP)
[00:24:17] Strategic Sales Expansion and Resource Allocation
[00:31:56] Navigating the Challenges of Meeting Sales Targets
[00:32:42] Strategies for Setting Realistic Sales Goals
[00:34:52] Building a Culture of Accountability and Trust in Sales
[00:35:41] The Importance of Ownership and Data in Revenue Operations
[00:42:39] Forecasting and the Art of Accurate Sales Predictions
[00:42:44] Understanding and Managing Deal Pushes in Sales
[00:50:33] Optimizing Sales Operations and Pipeline Management
[01:02:43] Concluding Thoughts on Sales Success and Leadership
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Sean Burke.
https://www.linkedin.com/in/seanhburke/
HIGHLIGHT QUOTES
[00:02:36] “They have to trust the seller first, the company second, and then the product solution, et cetera, after that.”
[00:10:28] “We would put together a team and we would have the personas that we're selling to be represented by the same personas within our team and role play those out.”
[00:59:23] “So it's all this rhythm of the business that you got to be really aware of as a CRO because you can start a year and end a year dead Or you could start a year and end of the year on the path to success”
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buyers. Joined by veteran sales leader and author Richard Rivera, they explore the science behind buyer decision-making and the importance of understanding the emotional journey buyers go through. Rivera introduces the concept of the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and intellectual brain. Through insightful discussions and practical examples, listeners gain valuable insights into reshaping their sales approach to prioritize emotional connection and drive successful outcomes.
KEY TAKEAWAYS
[00:00:26] Understanding the science behind emotionally connecting with buyers is crucial for sales success.
[00:01:36] The buyer decision path consists of survival, thrive, and think stages, reflecting the evolution of the human brain
[00:04:05] Disarming the survival brain by addressing the buyer's problems is essential to establishing emotional connection
[00:06:20] Prioritizing emotional connection before intellectual engagement is key to effective sales strategies.
HIGHLIGHT QUOTES
[00:02:40] "The natural human response is to push back and protect itself... When anyone or anything presents a threat or even a new opportunity to us, it comes across as a threat and they have to protect themselves against it."
[00:04:52] "Here's the problems that I saw for help me understand how you might relate to any of these. And it frames up the discussion in a very disarming way."
[00:06:01] "Before this buyer is going to spend energy and invest in really understanding the intellectual parts of my value proposition, I've got to disarm their survival brain by attaching to the problems they care about."
Listen to the full episode with Richard Rivera through these links:
- Developing Buyer Champions with Richard Rivera Part 1: https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000610878740
- Developing Buyer Champions with Richard Rivera Part 2: https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000611697594
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
In this episode, John McMahon and John Kaplan, features an insightful conversation on selling to the economic buyer with guests Carl Froggett, CIO at Deep Instinct, and Joe Lynch, Sales Director for the East at Deep Instinct. Before they were colleagues, Joe sold to Carl. Carl shares his extensive experience as an economic buyer in tech deals, highlighting the importance of account executives not wasting his time with generic pitches or vendor bashing, and instead focusing on understanding his business needs. Joe discusses his approach to selling to Carl at Citi, emphasizing the value of doing thorough research, building trust, and creating a tailored value proposition. The discussion also covers strategies for forming genuine partnerships with clients, the challenges of navigating sales processes within large global banks, and the innovative threat prevention technology offered by Deep Instinct. The conversation provides valuable insights for B2B sales professionals on effectively engaging with economic buyers and fostering long-term partnerships.
Tune in and learn more about this episode of The Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:45] Diving Deep: Selling to the Economic Buyer
[00:01:43] Insider's Take: Carl Froggett on Vendor Engagement
[00:07:20] Joe's Approach: Research and Value-Based Selling
[00:14:40] Building Trust and Partnership in Sales
[00:26:28] The Art of Prioritization and Flexibility in Tech Solutions
[00:33:44] Building Trust and Overcoming Challenges in Sales
[00:34:13] Innovative Solutions to Business Disruption
[00:35:51] Strategic Partnerships and Economic Decisions
[00:37:55] Navigating Internal Company Dynamics for Sales Success
[00:57:20] Deep Instinct: A New Frontier in Cybersecurity
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Carl Froggett.?
https://www.linkedin.com/in/carlfroggett/
https://www.deepinstinct.com/
Connect and learn more about Joe Lynch.
https://www.linkedin.com/in/joe-lynch-6613745a/
HIGHLIGHT QUOTES
[00:38:48] “There needs to be transparency internally at a company about how a large global bank operates. Our product is fantastic, but they do have their procedures and their policies for how they evaluate new tech and onboard new tech and understanding what those timelines realistically look like.”
[00:54:05] “I will always pivot back to where's the value prop for my business and my company ultimately. And like I say, timing is part of it.”
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the crucial aspect of decision criteria in sales. Joined by Anne Gary, the team dissects the intricacies of aligning decision criteria with product differentiation to secure sales success. From handling competition to managing scope creep, they provide invaluable insights into navigating the sales landscape with precision.
KEY TAKEAWAYS
[00:00:35] Understanding how competitors may adopt your terminology highlights the importance of clarifying distinctions in customer conversations.
[00:01:26] Identifying who within the company influences decision criteria sheds light on the political dynamics of the sales process.
[00:02:03] Aligning product differentiators with decision criteria ensures that customers are truly buying what you're selling.
[00:03:04] Formalizing and quantifying decision criteria is essential to avoid ambiguity and ensure accountability.
[00:04:38] Scope creep occurs when additional criteria are introduced, increasing the risk of losing the deal.
[00:06:43] Failing to define criteria rigorously can lead to irreversible setbacks, especially evident in failed Proof of Value (POV) scenarios.
[00:07:48] After a failed POV, complaining appears futile as it disregards agreed-upon rules and may damage credibility with the evaluation team and economic buyer.
HIGHLIGHT QUOTES
[00:02:21] "If you're outside of the bullseye, they're not buying what you're selling."
[00:04:58] "It's a seller's job to get the criteria to be... in their bullseye."
[00:06:43] "If you execute the POV and you haven't locked all this down... it's nearly impossible to recover from a failed POV."
[00:07:48] "Even if you did it again... you'd wind up losing again."
Listen to the full episode with Anne Gary through this link:
https://revenue-builders.simplecast.com/episodes/decoding-decision-criteria-mastering-champions-blueprint-for-sales-success-with-anne-gary/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
Monica Stewart is a highly sought-after go-to-market consultant with over 15 years of experience working with B2B software companies. She specializes in helping startups in the $2 million to $20 million revenue range that are selling to large organizations. Monica has worked with companies like LinkedIn, Trello (acquired by Atlassian), and Pangeva (acquired by S\&P). She is known for her sustainable growth-focused mindset and her ability to help companies bridge the gap between their current strategy and their long-term vision.
In this episode, Monica shares valuable insights and discusses common mistakes made by startups, such as not targeting their ideal customer profile (ICP) specifically enough, lacking a clear understanding of lead channels, and neglecting net dollar retention (NRR) metrics. She emphasizes the importance of narrowing the ICP, prioritizing lead channels, and implementing effective post-sale processes for long-term success. Monica also highlights the need for founders to be open to change and willing to reevaluate their strategies as their companies evolve.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[02:08] Monica's Approach to Transforming B2B Startups
[05:28] Common Mistakes in B2B Startup Growth Strategies
[15:34] Deep Dive into Ideal Customer Profile (ICP) Strategy
[20:31] The Importance of Narrowing Focus in Startup Strategy
[27:20] Understanding the Three Whys of Buying
[30:58] Navigating Leadership and Team Dynamics in Business
[31:38] The Importance of Being Present and Adaptable in Leadership
[34:48] Strategies for Effective Team Management and Role Alignment
[36:00] Embracing Change and Coachability for Organizational Growth
[37:10] The Founder's Journey: Vision, Commitment, and Self-Awareness
[45:39] Practical Advice for Founders on Prioritizing and Implementing Change
[56:40] Understanding the Role of VCs and Owning Your Business Narrative
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Monica Stewart.
https://www.linkedin.com/in/monica-stewart/
https://www.linkedin.com/company/msps-co/
HIGHLIGHT QUOTES
[00:53:46] "It's really the founder and it has to be because at the end of the day, there's a tremendous amount of commitment and buy-in that's going to be needed from them in order to do this work."
[00:56:23] "VC firms don't give companies money because they think that company is going to succeed, or even because they necessarily need it to succeed. They give companies money because they want to spread their risk out amongst a broad portfolio. And they know that a good percentage of the companies that they invest in are going to fail."
[00:55:53] "Once you see it, you can't unsee it. And it changes the way that you look at your organization forever."
In this curated episode of the Revenue Builders Podcast, we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and business strategist. Dr. Bamford sheds light on the critical issue of aligning corporate strategy throughout an organization, from top-level executives to frontline employees. Drawing from his extensive experience, he highlights the common pitfalls and challenges companies face in achieving this alignment and offers insightful strategies for overcoming them.
KEY TAKEAWAYS
[00:00:24] Alignment breakdown: Many employees, especially those closest to customers, often fail to see the relevance of corporate strategy to their daily tasks, leading to a disconnect between organizational goals and individual actions.
[00:01:39] Annual strategy setting: Corporate strategies are often formulated as a one-time event, lacking consistent follow-up, measurement, and adaptation throughout the year.
[00:02:23] Activity alignment: Bridging the gap between high-level key performance indicators (KPIs) and frontline activities is essential for ensuring organizational alignment and success.
[00:03:29] Misaligned incentives: Compensation structures and performance metrics for employees often do not align with the overarching corporate strategy, resulting in disengagement and inefficiencies.
[00:05:13] Alignment is key: Success in organizational strategy hinges on effectively communicating and aligning goals at all levels, ensuring that both strategic objectives and individual incentives are harmonized.
HIGHLIGHT QUOTES
[00:02:45] "Everything that leadership does is a hypothesis... they don't want to address what the activities are or convert it to activity metrics."
[00:03:52] "I was so disconnected from those other levels... my measurements and compensation were completely misaligned with whatever the corporate strategy was."
[00:05:38] "The compensation needs to be based on the activities that you want those employees to do."
[00:07:00] "They're doing things that are destructive to the strategy... because they have to hit their KPI or they're out."
Listen to the full episode with Chuck Bamford through this link:
https://revenue-builders.simplecast.com/episodes/executing-a-winning-strategy-with-chuck-bamford/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team.
In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss the potential impact of AI on sales. They explore how AI can enhance sales productivity by automating time-consuming tasks and providing valuable insights. James breaks down the different stages of the sales process and explains how AI can be leveraged to improve territory management, discovery, preparation, coaching and forecasting. He emphasizes the importance of combining AI with human skills and highlights the need for curiosity, critical thinking, and a customer-centric approach in sales. The conversation also touches on the potential changes in the buying experience as AI becomes more prevalent in sales.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:04:42] Importance of combining IQ and EQ in leveraging AI tools
[00:08:11] The role of human elements and trust in the sales process
[00:11:15] Traditional territory management problem and the use of AI in contextualizing data
[00:12:42] AI can assist with knowledge procurement and enablement for new reps
[00:14:58] AI can aid in equitable territory management and hold managers accountable
[00:21:00] AI can automate the process of gathering foundational information, but reps still need curiosity and hunger to progress in the sales cycle
[00:22:21] AI will expose bottom reps and decrease ramp time
[00:25:01] AI enables instant coaching and on-demand knowledge
[00:34:08] AI can help transfer knowledge and boost productivity in sales
[00:46:09] Warm introductions becoming more meaningful in sales
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about James Underhill.
https://www.linkedin.com/in/james-underhill-ba22313b/
https://www.linkedin.com/company/mongodbinc/
HIGHLIGHT QUOTES
[00:54:42] "Are they planning a merger with another company and they're going to go bonkers? Are they launching a new product? Like it's hard to predict that. And so that's where the human element is really important."
[00:55:08] "And now I'm taking that information and then I can have, I can use an assistant of sorts or a tool to help me understand how that translates into what you're going to pay over time. But it's not going to tell me, Hey, James, they're going to bill this over this time period. That's unlikely."
In this curated episode of the Revenue Builders Podcast, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. From understanding the dominance dynamics in PLG markets to dissecting the intricacies of selling to end-users versus enterprise buyers, this episode offers invaluable insights for companies looking to leverage PLG for accelerated sales performance.
KEY TAKEAWAYS
[00:00:00] PLG dominance dynamics: In PLG markets, the winner typically garners 80% market share due to the model's viral nature.
[00:01:50] Challenges for non-leading PLG companies: Companies beyond the top two struggle to gain traction and should consider pivoting towards enterprise-focused strategies.
[00:02:49] PLG's compatibility with enterprise sales: While PLG excels with end-users, scaling to enterprise level introduces complexities due to the lack of traditional enterprise sales infrastructure.
[00:05:04] Hybrid approach for PLG scalability: Successful PLG companies often combine PLG with sales-led growth, using PLG to seed accounts and leveraging sales teams for enterprise deals.
[00:08:30] Layered nature of PLG scalability: Scaling PLG resembles building a multi-layered cake, with each layer representing different levels of customer engagement and sales complexity.
HIGHLIGHT QUOTES
[00:01:26] "If you're like number three, four, five, six... the wind is not going to be behind your sails. Might as well tweak your product to be a bit more enterprise from day one."
[00:04:45] "A lot of companies... seed the account with end users, then back it up with sales-led growth... to get an enterprise purchase order."
[00:08:30] "Building a PLG company over time... you have a strawberry shortbread bottom, you have a chocolate middle, you have a tiramisu top. It just keeps going."
Listen to the full episode with Oliver Jay through this link:
https://revenue-builders.simplecast.com/episodes/product-led-growth-in-b2b-sales-with-oliver-jay
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
In this episode, John McMahon and John Kaplan discuss the process of champion building in B2B sales. They emphasize the importance of identifying potential champions early in the sales process and developing strong relationships with them. They also highlight the need for sales reps to earn trust, educate champions, and provide value throughout the sales cycle. The episode explores various strategies for testing champions and collaborating with them to achieve successful outcomes.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:42] Definition and importance of champions in sales
[00:06:00] Definition of a champion: power, influence, and vested interest
[00:09:13] Indications of power and influence in a potential champion
[00:11:17] Building trust and uncovering information through precise questioning
[00:21:46] Differentiating between a coach and a champion
[00:23:33] Importance of authority and influence in the sales process
[00:29:19] Developing coaches by educating them, aligning them with critical business issues, and connecting them with executives
[00:34:11] Adding value to champions throughout the process builds trust and confidence
[00:37:21] Sales leaders should measure accomplishment, not just activity
[00:52:13] Setting clear criteria and expectations to prevent competition from changing the rules
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
HIGHLIGHT QUOTES
[00:58:47] "It starts to become really collaborative because they're now on your team, like we talked about, and they're part of your team. They have invested interest in it. They have personally winning it, whether it's recognition, approval, control, money."
[01:00:42] "If I truly have somebody that is the definition of a champion, where they have power and influence, they're actively selling on my behalf, and they have a vested interest in my success, and I understand that happens over time, but if I truly have the markings and the identification of somebody like this, I'm not alone."
In this curated episode of the Revenue Builders Podcast, we delve into the nuances of hiring effective leaders for various growth stages within companies. Joined by Bill Cea, Managing Director at Foster Beck Associates, the discussion navigates through the distinct requirements of sales personnel and Chief Revenue Officers (CROs) across product market fit, deal stage, and scale stage. From debunking conventional job descriptions to unraveling the myths of hiring from big-name companies, the conversation provides invaluable insights into assembling the right sales team for sustainable growth.
KEY TAKEAWAYS
[00:01:14] Product Market Fit Stage: Initial job descriptions often lack relevance; insights from product and engineering teams are crucial for identifying the right salesperson tailored to the product and market needs.
[00:02:45] Warning Signs of Misalignment: Inconsistencies in the backgrounds of sales team members can signal organizational issues; diverse backgrounds without a common thread indicate potential problems.
[00:03:25] Importance of Early-Stage Expertise: Startups require individuals capable of building from scratch; hiring from established entities may not align with the demands of early-stage growth.
[00:04:07] The Fallacy of Big-Name Hires: Hiring from renowned companies doesn't guarantee success; candidates considering both startups and established firms may lack commitment to the startup's demands.
[00:06:33] Aligning Expectations: Transparent communication about the challenges and expectations of a role is essential to prevent disillusionment and turnover.
[00:07:52] Navigating Deal and Scale Stages: Accelerated hiring plans demand individuals with an entrepreneurial mindset; excessive hiring can lead to revenue dilution and dissatisfaction among sales teams.
HIGHLIGHT QUOTES
[00:02:27] "If the sellers all look differently... there's something wrong... That's the 1st warning sign."
[00:03:06] "You need somebody who truly understands how to develop something from nothing."
[00:04:07] "Hiring a name brand... is the absolute opposite... It's a safer bet, bigger company, which completely is the absolute opposite, right?"
[00:06:33] "Transparent communication... is essential to prevent disillusionment and turnover."
[00:07:52] "Excessive hiring can lead to revenue dilution... dissatisfaction among sales teams."
Listen to the full episode with Bill Cea through this link:
https://revenue-builders.simplecast.com/episodes/hiring-for-growth-strategies-for-scaling-sales-teams-with-bill-cea/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode, Mark Banfield, CEO of 1E, discusses the emerging market of Digital Employee Experience (DEX). He explains how 1E's technology monitors and manages the digital experience of employees on their devices, identifying and remedying issues before they impact productivity. Mark emphasizes the importance of providing a great employee experience, as it directly translates to a great customer experience. He also highlights the role of technical and executive champions in driving the adoption of DEX solutions. The conversation delves into the measurement of DEX, the impact on IT service desks, and the potential for cost savings and productivity gains. Mark shares insights on building trust with customers, the value of authenticity, and the significance of every employee's role in the organization.
Tune in and learn more about this episode of the Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:03] Introduction to digital employee experience (DEX) and its importance
[00:04:30] How DEX is measured and its impact on employee productivity
[00:07:37] Cost savings and efficiency gains through DEX
[00:11:39] The impact of digital friction on employee morale and retention
[00:12:08] Addressing onboarding challenges with new applications
[00:13:54] The digital adoption platform is a white hot space with great opportunities
[00:16:02] The executive champion is usually a VP of infrastructure, end user computing, or digital workplace
[00:23:45] Building trust and relationships with customers is crucial in sales
[00:34:02] Transitioning from a CRO to a CEO role requires accountability and adapting to new responsibilities
[00:44:57] Importance of projecting a future for individuals to see themselves in
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Mark Banfield.
https://www.linkedin.com/in/markbanfield/
https://www.linkedin.com/company/1e/
HIGHLIGHT QUOTES
[00:55:25] "There's no shortcuts. One of the four values in OneE is belief. And I put that value in place when I got here, because I thought, in my view, that whether you think you can or whether you think you can't, you're right."
[00:56:00] "There are no shortcuts to success, it's about putting in the work and pushing yourself."
[00:57:43] "There's no elevator for success. You have to take the stairs."
In this curated episode of the Revenue Builders Podcast, we dive into the intricacies of decision-making, the role of intuition versus data, and the importance of checking one's ego with special guest, Brian McCarthy, Chief Revenue Officer at Rubrik. Brian shares insightful perspectives on how to blend gut instincts with data-driven approaches, the significance of being secure in one's decisions, and the value of course correction when needed. Through candid discussions and personal anecdotes, listeners gain valuable insights into effective leadership strategies and sales performance optimization.
KEY TAKEAWAYS
[00:00:29] Intuition in Decision-Making: Brian discusses the significance of listening to one's gut instincts alongside analyzing data when making critical decisions.
[00:02:11] Ego and Decision-Making: The importance of separating ego from decisions, being open to course correction based on new data, and avoiding ego-driven attachment to decisions.
[00:03:33] Integrating Data and Intuition: Brian highlights the importance of considering both data-driven insights and gut instincts, along with input from key individuals, to make informed decisions and drive organizational success.
HIGHLIGHT QUOTES
[00:00:49] "They give me the data and I just, I hear them. Sounds like there's a logical solution, but my gut just is something in my stomach... I just don't feel like I want to make the decision now."
[00:02:30] "Get your ego out of the way and just change [the decision]... I've always found it's okay to make a decision based upon the data that you have."
[00:03:54] "If you're really listening, you're listening to what the data tells you, you're listening to what your eyes are telling you, what your gut tells you... and then quickly execute."
Listen to the full episode with Brian McCarthy through this link:
https://revenue-builders.simplecast.com/episodes/what-the-best-sales-leaders-do-with-brian-mccarthy
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Mark Wendling is the Global VP of Data Cloud Sales and Alliances at Snowflake. He has a successful career in sales and has held various leadership positions in companies like S.C., Michael Page International, East Search Vision, ClearSlide, and Sumo Logic. Mark has been with Snowflake for the past seven years and has played a crucial role in scaling the company's sales organization.
In this episode, Mark shares insights into how Snowflake organizes its commercial sales teams and the key skills young sellers need to learn. He emphasizes the importance of focusing on the customer's pain points and metrics, rather than just selling the product. Mark also discusses the significance of memory in sales, the value of being coachable, and the power of creating a vision for customers. He highlights the importance of tracking meaningful metrics and shares his approach to negotiation and pricing. Additionally, Mark provides advice on scaling sales teams and the importance of focusing on the ideal customer profile.
Tune in and learn more about this episode of the Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:03] Overview of Snowflake's commercial sales organization
[00:11:08] Command of the message framework for social selling
[00:12:07] Focusing on positive business outcomes and creating a vision
[00:15:08] Drive, memory, and coachability as important characteristics
[00:18:04] Using MEDDICC for qualifying and forecasting
[00:21:21] Coaching reps to understand and influence metrics
[00:23:02] The importance of reps knowing how they are measured
[00:24:45] Focusing on the answers you need, not just want
[00:27:29] Focusing on what you receive, not what you send
[00:28:20] Top reasons for deals going awry: lack of a champion and failure to identify pain points
[00:31:45] Understanding what matters to the customer and prioritizing give-get scenarios
[00:34:10] The importance of memory and being prepared with give-gets
[00:37:08] Need for exit criteria before moving to the next stage
[00:39:53] Importance of having multiple paths to reach sales targets
[00:48:22] Importance of equitable division of potential accounts
[00:56:49] Educating reps on the risks and challenges of career advancement
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about Mark Wendling.
https://www.linkedin.com/in/marc-wendling-0b1503/
https://www.linkedin.com/company/snowflake-computing/
HIGHLIGHT QUOTES
[00:19:50] "It's not about the answers you want, it's about the answers you need."
[00:25:02] "It's not about what you say. It's about all the signals that you receive and what you do with them."
[00:32:45] "If you try to sell Snowflake, you're going to fail. If you sell change, you are going to succeed."
In this curated episode of the Revenue Builders Podcast, we talk burnout with Marcy Stoudt CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout, become their best selves without sacrificing success in either area. In this segment she covers a few tips to avoiding burnout.
KEY TAKEAWAYS
[00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed.
[00:01:45] Your attitude towards upcoming challenges greatly influences burnout; maintaining a positive mindset is key.
[00:02:25] Adopt a daily practice of living "above the line," clarifying your vision and taking action aligned with your desired self.
[00:04:36] Recognize and address negative events and emotions that contribute to burnout, working to stay "above the line."
[00:05:55] Clear clutter from your schedule, aligning commitments with your vision of success and avoiding unnecessary tasks.
HIGHLIGHT QUOTES
[00:01:03] "There's a fine line between working too hard and being addicted... It's real and you can't generically say how to prevent it."
[00:02:47] "Living above the line... You're defining who you want to be more often."
[00:05:19] "Clearing clutter from her calendar is really important and just doing it to align to her vision of success with no comparison."
[00:07:34] "Being honest with yourself about the addiction... my inability to extricate myself... became a self-fulfilling prophecy."
Listen to the full episode with Marcy Stoudt through this link:
https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudt
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
John Jahnke, CEO of Tackle.io, has 20 years of experience in executive leadership roles. John has worked with companies like Pivotal, Greenplum, EMC, and Cognizant.
Jake Simpson, CRO of Tackle.io, has led companies through substantial growth phases as the CRO of Anapsis and Catalan Technologies.
In this episode, John Jahnke and Jake Simpson, discuss the emergence of cloud marketplaces as a route to market for software companies. They explain how cloud marketplaces, such as AWS, Microsoft, and Google, provide an avenue for ISVs (Independent Software Vendors) to align their sales with cloud providers and tap into the growing cloud budget. The guests highlight the benefits of using cloud marketplaces, including easier access to cloud budget, seamless transaction execution, and the ability to leverage strategic relationships with cloud providers. They also emphasize the importance of understanding the cloud ecosystem and building a cloud go-to-market strategy to take advantage of this high-growth channel.
Tune in and learn more about this episode of the Revenue Builders Podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:07:21] Using cloud credits to purchase software on the marketplace
[00:11:38] Marketplace becoming a common channel for software companies
[00:16:48] Tackle platform integration with Salesforce enables easy engagement with cloud providers.
[00:19:46] Cloud budget and B2B software budget colliding to create a 2 trillion mega budget.
[00:20:24] Benefits of using Tackle platform for sales reps.
[00:24:03] Tackle IO allows executing transactions without engaging with cloud sellers.
[00:26:39] Marketing budgets under pressure, aligning ABM campaigns with cloud.
[00:28:27] Tackle IO simplifies the integration of websites with the marketplace.
[00:29:37] The evolution of marketplace experience towards a console-based model.
[00:32:34] The opportunity for CROs to leverage cloud marketplaces for go-to-market strategies.
[00:36:18] Tackle's revenue model and pricing structure
[00:37:36] Importance of marketplace strategy for all companies
[00:43:25] Career opportunities in cloud co-selling
[00:49:46] Jake Simpson echoes John Jahnke's thoughts on designing a cloud go-to-market strategy based on company strategy and go-to-market system.
[00:50:15] Jake Simpson sees an opportunity for responsible growth with efficiencies through cloud go-to-market strategies.
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Connect and learn more about John Jahnke.
https://www.linkedin.com/in/johnjahnke/
jj@tackle.io
Connect and learn more about Jake Simpson.
https://www.linkedin.com/in/jakewsimp/
jake.simpson@tackle.io
Their Marketing Contact.
Erika Childers: ec@tackle.io
HIGHLIGHT QUOTES
[00:19:46] "The cloud budget is growing faster than any other budget in technology, say 20 percent year over year. It's 600 billion today. It'll be a trillion dollars in a handful of years."
[00:32:34} "There's a tremendous opportunity for those that should be leaning in here. Everyone's trying to figure out right now how to get back to growth, and throwing headcount at it is a risky proposition."
[00:38:23] "I think this movement's reshaping the way that channel works. And I think it's not just like marketplace cloud or channel, it's cloud and it can actually be an easy path to initiate your channel strategy as a software."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan delve into the essential characteristics of successful hiring companies, joined by J.R. Butler, founder of the Shift Group. Together, they explore the key elements that make a company excel in recruiting, developing, and retaining top talent, particularly athletes and veterans transitioning into sales roles.
KEY TAKEAWAYS
[00:00:49] Characteristics of A-Players: A-Players are hungry to learn, self-starters with a no-victim mentality, and persistent learners from their mistakes.
[00:01:23] Key Considerations for Hiring Companies: Sell the opportunity and potential outcomes. Foster a culture of excellence, growth, and development. Establish clearly defined goals to drive performance.
[00:02:30] Culture Beyond Surface: True culture goes beyond superficial elements like themed Zoom days. It's about what people do when nobody's looking, emphasizing structure, practice, and rewarding the right behaviors.
[00:05:08] Intimate Leadership: Leaders must understand the nuances of individuals, whether athletes or military veterans, to guide their growth effectively.
[00:06:44] Work Preferences of Athletes and Veterans: Consider the unique situations of career transitioners, and understand their willingness to relocate or work remotely.
[00:08:35] The Art of Selling the Opportunity: Companies should be adept at not only selling the job but also articulating why the candidate should choose them over other opportunities.
HIGHLIGHT QUOTES
[00:01:08] "As a hiring company, you need to sell the opportunity and the potential outcome. But you also have to have a culture of excellence, growth, and development."
[00:02:09] "Culture is what people do when nobody's looking. To create a culture where people do the right things, you've got to have that type of structure where they can practice and are rewarded for practice."
[00:07:34] "Why would somebody want to work for this company? Why would somebody want to work for you? It's a really good exercise. So important."
Listen to the full episode with JR Butler through this link:
https://revenue-builders.simplecast.com/episodes/assembling-a-top-sales-team-with-jr-butler/
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode we are joined for a second time by Jeremy Duggan, President and Board Member of Multiverse. Jeremy is a highly talented sales leader known for his expertise in B2B sales, ability to drive results and develop successful sales teams, and track record of changing lives and inspiring his team members to achieve greatness. He is passionate about leadership and believes in prioritizing the growth and development of his people.
In this episode, Jeremy Duggan joins hosts John McMahon and John Kaplan to discuss the differences between leadership and management in the context of sales. Jeremy simplifies the concept by stating that managers focus on the work, while leaders prioritize the growth and development of their people. He emphasizes that true leadership comes from vision and purpose, noting that making an impact on people and attending their needs ultimately leads to better business outcomes. The hosts and Jeremy delve into the role of difficult conversations in leadership, the significance of having a clear vision, and the importance of data-driven development plans. They also highlight the need for belief and passion in achieving goals and the joy of changing lives as a leader.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:17] Discussion on the difference between leadership and management
[00:08:15] Example of a difficult conversation with an employee
[00:10:11] The importance of being coachable and open to learning
[00:12:08] The importance of having the best interest of your team members at heart
[00:15:54] The need for leaders to consistently analyze development data
[00:17:23] The combination of management and leadership in effective leadership
[00:19:18] The importance of purpose in leadership and creating a vision for the team
[00:22:29] Leadership is about inspiring people and having a clear vision
[00:31:39] Setting the stage with purpose and passion
[00:36:55] Motivation and shaping thinking
[00:42:16] Leadership is about influencing people and having a positive impact
[00:58:09] Legacy is a proof of great leadership.
[01:04:17] Importance of developing a leadership tree and the success of the organization after leaving.
[01:05:15] The significance of being able to discuss the thriving of the organization and the leadership tree.
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
Learn more about Jeremy Duggan and about their company.
https://www.linkedin.com/in/jeremy-duggan-819473/
https://www.linkedin.com/school/joinmultiverse/
HIGHLIGHT QUOTES
[00:53:32] "The need for loyalty as a leader... If you've got somebody and they've got those two things, and you do know it, after a few weeks, right? If they have, then if you're going to call yourself a leader that wants to change people's lives, you owe it to that person to stick with them."
[00:57:22] "Loyalty provides so many things culturally... It provides safety in an unsafe job. It drives courage for people to take risks, to think they've got somebody backing them up... And people want to repay it as well... People would, the people I would ask about the leaders that they've had that I know, almost all of them will say they were there when I needed them."
[01:00:24] "Legacy means... That people want to follow you to the next opportunity because they believe in you, they understand the rules of the game, then they understand what you're going to lay out, and they understand that underneath you, they can become a much better person, they can develop as a person... That's what you've really developed is pride."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the intricacies of sales hiring, dissecting the reasons behind sales rep failures, and exploring the critical aspects of assessing the hiring process in a leadership role. Joined by Chris Riley, CEO of Winning Edge Advisors and former president of Worldwide Field Operations at DataRobot, the trio shares insights into the challenges of identifying the wrong hire, the importance of coaching, and the nuances of adapting to evolving business landscapes.
KEY TAKEAWAYS
[00:00:52] Identifying Sales Rep Failures: Chris Riley discusses the multifaceted reasons behind sales rep failures and emphasizes the role of managers in daily coaching and feedback.
[00:01:56] Critical Traits: The hosts and Chris highlight the significance of work ethic, coachability, and the ability to absorb and learn as key traits in successful sales hires.
[00:03:33] Character Traits: The discussion touches on the challenge of changing inherent character traits, emphasizing the importance of recognizing a person's fundamental nature.
[00:05:10] Skills Transferability: Chris shares insights into evaluating if a salesperson's skills are transferable to different sales environments and the potential pitfalls of misplacing talent.
[00:06:34] Strategic Hires: The hosts stress the importance of strategic hires in business ops and go-to-market strategy, pivotal for proper business metrics and effective training.
HIGHLIGHT QUOTES
[00:03:47] "If they're hungry enough, as you said, they're persistent. You might be able to help them develop skills, but you're not gonna change their character."
[00:04:20] "Persistence, heart, and desire. You just have to give it everything you got."
[00:06:52] "One, if you hire really good people and then when you onboard them the right way so you can decrease the ramp time and then you train them and develop 'em to increase their productivity and you give 'em to good leaders, you're probably not gonna churn them either."
Listen to the full episode with Chris Riley through this link:
https://revenue-builders.simplecast.com/episodes/driving-accountability-and-building-trust-with-chris-riley
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the impact of Navy SEAL principles on leadership, and the role of customer success in reducing churn. The hosts express their gratitude to the listeners and emphasize the importance of caring for the guests and their stories.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:00] Introduction to the 100th episode celebration
[00:01:08] Memorable episodes from previous guests
[00:11:41] Conclusion and final thoughts on the 100th episode celebration
[00:12:08] Sarah Dillegaard's story of staying calm in a crisis
[00:15:14] Chris Kin's rare journey from salesperson to CRO in a startup
[00:16:53] Cedric Pesce's insight on giving the team a vision to stay motivated
[00:19:28] Mark Roberge's strategies to reduce churn at HubSpot
[00:21:00] Leading authentically and the importance of caring for your team
[00:21:39] John Mosley's selfless leadership as a basketball coach
[00:23:06] Customer-centric approach with discovery and the significance of MEDDIC qualification criteria
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP
HIGHLIGHT QUOTES
[00:04:40] "The podcast is about giving back and taking the experiences from our guests and letting them share those life lessons."
[00:10:23] "A good leader needs to give the team a vision that keeps their mind away from the monotony of everyday work.
[00:17:38] "If you wanna build a ship, don't drum up people to assign them tasks, but rather teach them to long for the endless immensity of the sea."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of responding to external factors, this episode provides valuable lessons for businesses aiming to enhance customer success and retention.
KEY TAKEAWAYS
[00:00:54] Superficial Understanding of Churn Causes: Alison discusses how some companies may view churn too superficially, attributing it to external factors like a change in company leadership or losing to a competitor.
[00:01:44] Strategic Response to Churn: Emphasizing the importance of responding appropriately to churn events and considering them as opportunities rather than inevitable losses.
[00:02:48] Honest Evaluation: Encouraging companies to be honest about what aspects of their operations can be improved and aligning strategies with company goals.
HIGHLIGHT QUOTES
[00:00:54] "One way in which they might think about it too superficially is they might note things, root causes that are outside of their control."
[00:01:44] "When your customer gets acquired by another company, that is not an obvious churn or like an inevitable churn reason. It might be an opportunity to expand your deployment to the larger company."
[00:02:48] "What's important is just being honest with yourself about what you can improve and what you can based on the strategy of your company at the time."
Listen to the full episode with Allison Pickens through this link:
https://revenue-builders.simplecast.com/episodes/mastering-the-art-of-customer-success-with-allison-pickens
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Dan Barrett is the Senior Vice President of Customer Success at MongoDB. With a background in sales, Dan has held various leadership roles in the technology industry. He started his career at IBM before moving on to Q Associates, Symantec, and ServiceNow. Dan joined MongoDB as a Regional Director for the UK and Ireland and has since been promoted to Vice President of Northern Europe and then to his current role as Senior Vice President of Customer Success.
In this episode, Dan discusses his transition from sales to customer success and the importance of aligning sales and customer success teams. Dan shares insights on reducing churn, proactive customer success strategies, and the changing expectations of customers in a consumption-driven world. He emphasizes the need for measuring and demonstrating the impact of customer success and the role of customer success in driving business outcomes. Dan also highlights the significance of cultivating advocates and engaging economic buyers throughout the customer journey.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:40] Dan's initial thoughts on transitioning from sales to customer success
[00:06:41] Organization structure: customer success, product-led sales, account management, and renewal
[00:09:19] Challenges of silos and lack of alignment between teams
[00:12:18] Building skills, trust, and impact in customer success
[00:15:14] Reviewing and addressing risks on a weekly basis
[00:17:48] Promoting internal talent and maintaining company culture
[00:19:59] Challenges in selecting and developing customer success leaders
[00:22:10] Understanding the complex root causes of churn
[00:26:00] Moving to a consumption-based model is the ultimate test of value
[00:29:47] Customer success is often the first to be cut due to lack of impact measurement
[00:32:00] A good customer success team should be able to pay for itself
[00:36:24] The importance of a positive customer experience and the potential impact on future projects
[00:39:00] Economic buyer engagement and the changing dynamics of the sales process
[00:47:09] The importance of aligning the customer journey with the software development lifecycle
[00:51:53] Being data-driven and analytical
ADDITIONAL RESOURCES
Learn more about aligning customer-facing teams to improve execution:
https://forc.mx/48o1jyP
Learn more about Dan Barrett and about their company.
https://www.linkedin.com/in/newbusinesssales/
https://www.linkedin.com/company/mongodbinc/
HIGHLIGHT QUOTES
[00:54:26] "If I can't self-identify on how that makes me feel, I call it the indignity of the close. If I'm not understanding what that means, that the sale really begins with probably an objection or a no or somewhere, and I'm not comfortable with that, then I'm probably not gonna do so well in that sales career."
[00:55:41] "I wanna understand someone's character more so than anything. So I think those, As part of our structured interview framework, we're trying to focus more in the early stages of that process of identifying what are the aspects of someone's character and capability that we're looking for."
[01:01:41] "I think if the sales reps need to remember where they came from and help invest in that SDR 'cause it's gonna lead to success for them if they make those investments."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.
KEY TAKEAWAYS
[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.
[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.
[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.
[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.
[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.
[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.
HIGHLIGHT QUOTES
[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."
[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."
[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."
[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."
Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:
https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-sales
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Joe Young currently holds the position of Vice President of Worldwide Commercial Sales at Zscaler, where he oversees both the inside and field Commercial sales organization consisting of 200 people, along with the sales development organization of 100 people. Before joining Zscaler, Joe accumulated over 9 years of experience at EMC & Dell EMC, contributing to various inside sales, field sales, and leadership roles across different segments of the company. A native of the Boston area, Joe is a Babson College graduate with a degree in Business Administration and Finance. Additionally, he served as a two-year captain of the Men's Varsity Golf Team.
In this episode, Joe Young shares insights into how Zscaler organizes its commercial sales team, including inside sales, SDRs, and field sales. He discusses the segmentation of the commercial market into SMB (500 employees and below) and commercial (500-2,500 employees) accounts. Joe also highlights the importance of having field presence for commercial accounts and the role of SDRs in building pipeline and demand generation. He emphasizes the need for consistent enablement, common language, and sales processes across geographies. Additionally, Joe provides valuable advice on recruiting and developing talent, the key qualities of successful SDRs and inside salespeople, and the challenges of territory balancing.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:13] Joe Young's background and experience at EMC Dell
[00:07:40] Adjusting the line between SMB and commercial based on productivity
[00:11:02] SDR organization's role in building pipeline and future talent pipeline
[00:14:29] Distribution of commercial reps in local offices and managed by local leaders
[00:17:26] Importance of enablement business partner and consistent enablement
[00:20:15] Standardizing processes and language across stages to facilitate promotion and transition
[00:22:15] Importance of establishing the three why's: why buy anything, why buy now, and why buy from me
[00:26:20] Difficulty in finding multiple champions in SMB accounts
[00:29:11] Deals stall due to lack of pain qualification or champion
[00:33:04] Conversion rate decreased from 28% to 18% in the past year
[00:36:45] Difficulty in holding onto inside sales reps and providing career paths
[00:44:24] The average tenure for SDRs and inside sellers is 18 months
[00:57:19] Joe Young highlights the importance of overcoming adversity and being a grinder in a sales role
ADDITIONAL RESOURCES
Learn more about Joe Young and about their company.
https://www.linkedin.com/in/joe-young-6959742b/
https://www.linkedin.com/company/zscaler/
HIGHLIGHT QUOTES
[00:54:26] "If I can't self-identify on how that makes me feel, I call it the indignity of the close. If I'm not understanding what that means, that the sale really begins with probably an objection or a no or somewhere, and I'm not comfortable with that, then I'm probably not gonna do so well in that sales career."
[00:55:41] "I wanna understand someone's character more so than anything. So I think those, As part of our structured interview framework, we're trying to focus more in the early stages of that process of identifying what are the aspects of someone's character and capability that we're looking for."
[01:01:41] "I think if the sales reps need to remember where they came from and help invest in that SDR 'cause it's gonna lead to success for them if they make those investments."
SHOW SUMMARY
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.
KEY TAKEAWAYS
[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.
[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.
[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.
[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.
[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths addressing specific pain points for winning the Proof of Value (POV).
[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.
HIGHLIGHT QUOTES
[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."
[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."
[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."
Listen to the full episode with Anne Gary through this link:
https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
John Donnelly III is a seasoned global operational executive with over 25 years of experience in growing enterprise B2B SaaS companies. He has successfully managed various stages of growth for tech companies, ranging from series A to over $900M in revenue, leading large global teams in sales, support, services, and marketing. With a track record of delivering multiple millions in returns to private equity and venture investors, John has played key roles in two IPOs and several M&A exits.
In this episode, John McMahon and John Kaplan talk with John Donnelly about his sales career journey, the challenges of business acquisitions, effective sales forecasting, and the importance of storytelling in sales campaigns. Donnelly also stresses the need for sales reps to build emotional connections to their customers and to deeply understand their needs. This episode illuminates valuable insights for sales executives navigating forecast challenges and business acquisitions.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[01:27] John Donnelly's Career Journey
[03:19] John Donnelly's Experience with Acquisitions
[05:35] The Challenges of Cultural Fit in Acquisitions
[11:49] The Importance of Listening and Understanding in New Leadership Roles
[24:52] The Impact of Slip Deals on Forecasting
[28:05] The Role of CRM Systems in Forecasting
[32:00] Understanding Why Deals Slip
[32:13] Top Reasons for Deal Slippage
[32:28] The Importance of Attaching to the Biggest Business Issue
[33:04] The Role of a Champion in the Sales Cycle
[34:09] Differentiating Yourself from the Competition
[34:40] The Art of Asking the Right Questions
[35:03] Understanding the Timeline of a Deal
[38:05] The Importance of Testing Champions
[46:15] The Power of Storytelling in Sales
[48:59] The Role of Emotional Intelligence in Sales
ADDITIONAL RESOURCES
Learn more about John Donnelly and about their company.
john@masteringtechnicalsales.com
https://www.linkedin.com/in/johncare/
https://www.linkedin.com/company/up-2-speed/
HIGHLIGHT QUOTES
[00:41:55] "And I, like I said earlier, at the very beginning, I think, the reps that get, more people involved and more people involved in a deal, you get more perspective on something. And I think if a rep is holding a deal very close to the chest and not really willing to get other people involved in the business, I always worry about that as well."
[00:46:27] "I love this because that's really important. Sorry, Johnny when, especially when they can tell a story that aligns to the same issues that customer had. so they're, because I found that a lot of customers, sometimes they're. Reluctant to talk about all their issues 'cause they think they're the only ones, those issues they have are very unique."
[00:51:46] "And I think that's something that's so important. And whenever I talk to customers now, it's always, okay, tell me what we've done to make, why are we, why are you different now using DTIQ? What's different about it? I wanna know what that is and why, and because ultimately, of course, not every customer can speak publicly. But I'm always looking for the next referral, the next customer that can speak on our behalf to say, Hey, we brought DTIQ in before, before we had DTIQ, we had these problems, we brought it in, and now we don't and we saved money."
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan on the Revenue Builders podcast as they sit down with Terry Tripp, the Chief Revenue Officer at Tynes. In this insightful episode, Terry shares his experiences and key strategies for navigating the critical first steps as a Chief Revenue Officer (CRO). From understanding the team and connecting with customers to identifying early opportunities, Terry provides valuable insights for both new and seasoned CROs.
KEY TAKEAWAYS
[00:01:31] Understand the team: Prioritize one-on-one conversations with each team member to grasp goals and perspectives.
[00:02:56] Explore customer insights: Delve into how customers use the solution, identify problems, and collect valuable feedback.
[00:03:19] Seek early wins: Listen for blockers to tackle and discover near-term growth opportunities for quick successes.
[00:08:40] Importance of sales process: Establish a common language, facilitate scalability, and ensure consistency for training and forecasting.
HIGHLIGHT QUOTES
[00:01:31] "The first thing for me is really getting to understand the people... one-on-one conversations with every single person in my organization."
[00:02:36] "I really wanted to get into the shoes of our customers and understand really what's driving them to tackle this problem and choosing to tackle it with us."
[00:06:00] "You've gotta get everybody speaking the same language... important part of a well-defined process is everybody understands what it means when a deal is at a certain stage."
[00:06:57] "If you don't have a well-defined sales process, you can't really see any patterns."
[00:07:28] "It's a great way to kind of bring those two together and look for those enablement opportunities that probably aren't isolated."
Listen to the full episode with Terry Tripp through this link:
https://revenue-builders.simplecast.com/episodes/perfecting-the-process-with-terry-tripp
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
John Care spent numerous years building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA, Business Objects, and HP Software. He has a BSc with Honours in Chemical Engineering from Imperial College, London, and is a former contributing member of the MBA Advisory Council for the Fox Business School of Temple University, Philadelphia. He has been published in such diverse media as CIO, InfoWorld, Touchline, and The Wall Street Journal. He now serves on the Advisory Boards of several hi-tech startups dedicated to the Sales Engineering community.
In this episode, John Care, co-author of "Mastering Technical Sales," joins hosts John McMahon and John Kaplan to discuss the role of technical sales and how sales leaders can effectively utilize sales engineers (SEs) to demonstrate customer value and differentiate their solutions. They emphasize the importance of building relationships, storytelling, and slowing down to go fast in the sales process. The conversation also covers the partnership between SEs and account executives (AEs), the value SEs bring to the sales team, and the significance of qualification and preparation before demos and proof of concepts (POCs)
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:19] Discussion on what makes a good SE
[00:05:49] Data on the value provided by SEs
[00:07:01] Importance of storytelling for SEs
[00:11:08] The attribute of patience in SEs
[00:20:30] Sales engineers should be seen as partners in the sales cycle
[00:23:55] Constant communication with the sales engineer is key for success
[00:28:55] The importance of debriefing after sales calls
[00:35:38] The pros and cons of dashing to the demo
[00:42:03] The importance of qualification before a demo
[00:54:01] The role of SEs in post-sales and consumption-based models
ADDITIONAL RESOURCES
Learn more about John Care and their company.
john@masteringtechnicalsales.com
https://www.linkedin.com/in/johncare/
https://www.linkedin.com/company/up-2-speed/
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:57:19] "The SE knows more people, that knows where the bodies are buried, as we like to say, and can actually be the guide for, a new rep as they come in or a new strategy."
[01:01:26] "If you're an SE who wants to go over into sales, normally it's better if you go over either into an overlay position or into a pharma type position, as opposed to, hunter killers, new logos type accounts."
In this curated episode of the Revenue Builders Podcast, hosts Jon McMahon and Jon Kaplan sit down with special guest Brent Gleeson, a Navy SEAL veteran and leadership training expert. Together, they explore the concept of a growth mindset versus a fixed mindset, drawing insights from Brent's experiences and research. The discussion delves into the challenges, efforts, feedback, and setbacks associated with each mindset, providing valuable lessons for individuals and teams seeking to enhance their performance. Brent shares anecdotes from SEAL training, offering practical applications for leaders in any industry. The episode concludes with a focus on leading individuals out of the "gray area" of self-sabotage and fostering a shared sense of purpose.
KEY TAKEAWAYS
[00:01:30] Fixed Mindset Traits: Individuals resist growth, avoiding challenges and clinging to their existing skills.
[00:04:44] Growth Mindset Traits: Embracing challenges, seeking continuous improvement, and staying resilient lead to ongoing success.
[00:08:42] Spotting the "Gray Man" Phenomenon: Recognizing disengaged individuals trying to blend in, analogous to workplace disinterest.
[00:12:16] Leading Individuals Out of the Gray Area: Establish emotional connections to goals, emphasize shared purpose, and address structural issues for better team engagement.
HIGHLIGHT QUOTES
[00:07:52] "My training is never complete, and therefore, I'm open for feedback and constantly looking for continuous improvement."
[00:11:55] "Self-sabotage often happens when individuals in the gray area convince themselves they won't succeed and subsequently neglect necessary actions."
Listen to the full episode with Brent Gleeson through this link:
https://revenue-builders.simplecast.com/episodes/embrace-the-suck-with-brent-gleeson
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
As the Chief Revenue Officer at Skyflow, Tammy Sexton is responsible for driving revenue growth and scaling the go-to-market team for the company's innovative data privacy platform. With more than 20 years of experience in enterprise sales,Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across various industries and regions. She has successfully managed and grown sales organizations at early and mid-stage startups, such as LaunchDarkly, LogicHub, and Sumo Logic, as well as established companies, such as PagerDuty, EMC, and PTC.
In this episode of the Revenue Builders Podcast, Tammy discusses the importance of data privacy and how Skyflow's data vault as a service helps companies protect sensitive information. She shares insights on the impact of data breaches on brand reputation and revenue, as well as the role of data privacy in building customer trust. Tammy also reflects on her journey as a sales leader and provides valuable lessons on transitioning from an account executive to a manager, managing managers, and becoming a CRO.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:19] Tammy Sexton's background and role at Skyflow
[00:03:48] Examples of companies that use data vaults for privacy protection
[00:05:18] Skyflow's certification program and compliance benefits
[00:07:53] Tammy Sexton's experience and lessons learned in sales leadership
[00:10:22] Avoiding the mistake of becoming a "super rep" as a manager
[00:14:12] Coaching first line managers on recruitment and finding the right fit for the company
[00:20:17] Focusing on the basics and fundamentals as a second line manager to make a big difference
[00:27:48] Challenges of managing different groups as a CRO
[00:40:48] Key things to learn as a new CRO in a company
[01:06:44] Discovery and pain metrics drive urgency
ADDITIONAL RESOURCES
Learn more about Tammy Sexton and about their company.
LinkedIn: https://www.linkedin.com/in/tammy-sexton/
Company LinkedIn: https://www.linkedin.com/company/skyflow/
Email: Tammy Sexton tammy@skyflow.com
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:50:55] "So it's not just about the data. It's not just about necessarily the numbers at the top, but the conversion numbers, the SC conversion from POV to win, the AE conversion at each stage. So if I can sit down with a manager that has six AEs and help that manager with data that says this AE always gets stuck at this part of the sales cycle. Why do they have a 20 percent POV win rate and technical win rate when all the other AEs have a 60 percent chance of moving to the next stage."
[01:06:26] "Nothing better than good discovery and good pain and good influence on decision criteria. And at the end of the day, the metric will drive the urgency. If you did it right. If you did it right, go back to the basics."
In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.
KEY TAKEAWAYS
[00:01:07] Starting early in the sales process is crucial for successful negotiation.
[00:02:09] Begin the negotiation process before the other side believes you're negotiating.
[00:02:58] Having a better alternative gives leverage in negotiations.
[00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic.
[00:05:51] Procurement's role and the importance of preparing champions for the negotiation process.
[00:08:23] The significance of creating a powerful cost justification to resist procurement pressure.
[00:10:46] The role of champions as the great equalizer in the negotiation process.
[00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure.
HIGHLIGHT QUOTES
[00:01:26] "Start the negotiation process before the other side believes we're negotiating."
[00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement."
[00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by."
[00:10:27] "Champions are the great equalizer in a negotiation process."
[00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question."
Listen to the full episode with Tim Caito through this link:
https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caito
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Carl Cross has an established career transforming and leading superior teams resulting in high performance and vibrant revenue growth. Carl has advanced through multiple leadership roles and has consistently been asked to lead key projects that drive corporate strategy. Currently, Carl is the Chief Revenue Officer of Alkami, a SaaS based digital banking platform. He started his career at Peoplesoft where he climbed into the sales leadership ranks before moving to SAP. After SAP he moved to BMC where he was responsible for the company's global outsourcing business and after a two year stint with HP, Carl headed up worldwide sales at AppSense and helped lead the company through its acquisition by ThomaBravo. He then held the position of Executive Vice President of Worldwide Sales at Workfront and remained in that role leading the go to market integration after the acquisition by Adobe.
In this episode of the Revenue Builders Podcast, Carl Cross, the Chief Revenue Officer at Alkami, shares his insights on sales leadership and scaling a sales organization. He emphasizes the importance of effective leadership, creating a strong sales culture, and aligning sales and marketing efforts. Carl also highlights the significance of understanding the buyer's journey and conducting thorough discovery in the sales process. When it comes to scaling a sales force, Carl discusses the need for a sales capacity plan and the importance of staying ahead in recruiting to avoid falling behind in sales goals.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:05:20] Lesson learned as a first line manager: it's not about you
[00:09:59] Challenges of transitioning to a second line manager
[00:12:24] Transition from tactical to strategic thinking
[00:17:16] Importance of skills and pipeline in sales
[00:19:27] Accountability for recruitment and development of reps
[00:23:11] Importance of understanding and motivating individual team members
[00:27:08] Living by the culture and taking responsibility for it as a leader
[00:32:08] Challenges of being a CRO and the need for alignment
[00:41:27] Motivation and individual differences in sales
[00:51:14] Lessons on scaling a sales force
ADDITIONAL RESOURCES
Learn more about Carl Cross and about their company:
https://www.linkedin.com/in/crosscarl/
https://www.linkedin.com/company/alkamitech/
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:52:48] "But for me, scaling is really it's, you know, do you have a sales capacity plan? Right? And I'm not talking about like we're getting ready to come into a new year. We already know the sales capacity plan. We know what we're hiring to, but the most effective CROs, most every SAS company is going to have a 3, 4, 5 year plan, right?"
[00:53:28] "But have the plan higher to it, hold the leadership accountable to it and that's how I think about scaling it. There's a lot of things in it, but your sales capacity plan and your average productivity per head is probably the biggest driver in that well."
If you’re a leader and you want your revenue teams to really own their number, treat their territory or accounts as their own franchise, have them join Force Management's webinar THIS FRIDAY with John Kaplan.
In the "Plan to Make the Plan", John Kaplan will cover:
- Having the right mindset to attack your territory or set of accounts
- Ways to more effectively enter into Account Planning
- Best practices on building an Operating Rhythm that works for you
As you know, John is a master at providing salespeople with actionable tips they can use to execute. We’d love to have some Revenue Builders listeners there. Sign up here: https://forc.mx/4aR4OQS
In this curated episode of the Revenue Builders Podcast, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer needs, enhancing sales productivity, and turbocharging relationships with various types of partners.
KEY TAKEAWAYS
[00:01:12] Importance of partnering strategy for selling software at scale.
[00:02:15] Assessing partnerships through a customer-centric lens: relevance, ecosystem enhancement, and simplifying procurement.
[00:03:55] Focusing on crucial partners: cloud providers, system integrators, ISVs, and resellers.
[00:08:49] Convincing partners by highlighting the additional value MongoDB brings to drive their sales.
[00:10:40] Establishing trust and momentum through successful mutual deals, leading to a long-term relationship.
[00:11:57] Factors that can potentially disrupt partnerships: compensation model changes, competitive products, lack of focus, or overextension.
[00:13:44] Turbocharging partnerships with system integrators by offering certification programs aligned with high-margin, strategic projects like cloud migration.
HIGHLIGHT QUOTES
[00:01:33] "You really need people around the product set to be able to sell at scale."
[00:05:37] "It was a nice agreement at the top, but there's no underlying relationship at let's call it the street level."
[00:09:44] "That's when trust is established, and then you can build and maintain a long-term relationship."
[00:11:06] "Partnerships at the central level, they can be struck quickly, but they also can be destroyed quickly."
[00:14:26] "There's ways that companies like MongoDB can get big with SIs if we help them with the cloud migration journey."
Listen to the full episode with Alan Chhabra through this link:
https://revenue-builders.simplecast.com/episodes/the-ideal-partnership-with-alan-chhabra
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell.
In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and discussion, and understanding the continuous process of product-market fit. He also discusses the potential of AI to transform industries and increase productivity, while acknowledging its limitations.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:09:01] Importance of optimism and comfort with the unknown in a startup
[00:10:53] Importance of being prepared to make mistakes and learn
[00:13:11] Pride is detrimental, need to readjust and reassess decisions
[00:19:42] Look for a startup that could become a big company
[00:21:50] Importance of humility and listening to customer feedback
[00:26:01] Building for larger enterprises can have a stronger value proposition
[00:29:30] Focusing on solving customer problems rather than cool features
[00:40:31] Skill sets of sellers and understanding users and enterprise
[00:47:38] Generative AI can automate troubleshooting tasks and improve efficiency
[01:00:00] Marketing's role in making sales successful
ADDITIONAL RESOURCES
Learn more about Jeremy Burton and about their company:
https://www.linkedin.com/in/jburton0/
https://www.linkedin.com/company/observe-inc/
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:54:33] "And I think all of those kinds of industries where a domain expert is required to explain, they're sort of the gatekeeper and you've got to pay them a lot of money. I think that interface is changing. It's going to be blown wide open. And so, if your value is in doing this translation from complicated domain specific language to layman's, you find somewhere else to add value because that's not going to be it."
[00:55:52] "But the number of people that can then interact with that is going to be an order of magnitude greater. And so you better make sure your system can scale because more people are probably going to engage. There's a whole bunch of sort of caveats that I think almost every software company is going to have to think through, which is why, if you don't have someone really important in your company working on this, then you're making a mistake."
In this curated episode of the Revenue Builders Podcast, we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life stages. Holly shares invaluable insights on redefining loyalty in the modern workplace, emphasizing the importance of mindset shifts and transparent conversations between leaders and their teams.
KEY TAKEAWAYS
[00:00:52] Traditional career longevity is evolving; individuals are more inclined to pursue diverse career paths, influenced by factors like peer comparison, financial gains, and personal growth.
[00:01:44] Different life stages dictate varied motivations for career changes. Social media plays a pivotal role in shaping individuals' perceptions of success.
[00:03:01] Loyalty remains a fundamental concept, but the expression and expectations surrounding loyalty have transformed over time. Leaders must adapt to the changing dynamics of employee loyalty.
[00:04:49] A shift in mindset is crucial. Loyalty doesn't necessarily equate to lifelong commitment; it involves honest conversations and continuous re-recruitment efforts.
[00:06:28] How employees exit a company is as vital as their contributions while working there. Leaving transparently and with a positive plan benefits both the departing individual and the organization.
[00:08:25] The world is smaller than perceived; leaving a positive legacy matters, as personal reputations endure through professional connections and references.
HIGHLIGHT QUOTES
[00:01:18] "Social media is a powerful force. So when they perceive their peer group to be, you know, making more money or having a bigger title, that has a huge influence on how they think about themselves."
[00:04:49] "Loyalty means something different... It's more about having an honest conversation. Somebody's going to leave. Who's going to leave? What do we need to do to re-recruit them?"
[00:06:54] "How you leave is more important than actually everything you did because it's the only thing people will remember about you."
[00:07:42] "At some point, you're going to quit a job. And when you do that, how you do it... are you going to be a pro or are you going to be a loser?"
Listen to the full episode with Hollie Castro through this link:
https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castro
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Doug May is the Chief of Staff to the CRO at Datadog. He has extensive experience in sales leadership and has a deep understanding of driving business value for customers.
In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Doug emphasizes the importance of quantifying value in the sales process. By aligning solutions with customer goals and strategies, sellers can show real business impact. Discovery is crucial for understanding customer challenges, and building trust is essential for successful sales engagements. Presenting the results of a business value assessment in a simple and compelling way is key to gaining customer buy-in.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:10:16] Distinguishing oneself as a salesperson through business value.
[00:11:57] Importance of how you sell and what you sell.
[00:18:07] Earning the right to discuss personal pressure.
[00:20:21] Using the value pyramid framework to align solutions.
[00:28:30] Collecting metrics and understanding the problem worth solving.
[00:31:36] Building trust through understanding and consultative approach.
[00:34:51] Story about differentiating through understanding customer challenges and providing a business case.
[00:38:59] Creating a customer version of the sales process to set expectations.
[00:45:24] Importance of message framework and story arc in sales.
[00:53:15] Lifecycle of a BVA and its ongoing measurement of value.
ADDITIONAL RESOURCES
Learn more about Doug May and about their company:
https://www.linkedin.com/in/dougmay/
https://www.linkedin.com/company/datadog/
Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:55:00] "What metrics are we going to help them measure? And when you can integrate this pre-sale value experience into the post-sale value experience. Value is the red thread from the very beginning, from my first call to the customer through the closing of a deal, onboarding, and customer expansion. It's something that's just there all the time."
[00:56:18] "In the best scenarios, the champion will get on the phone, invite us to the call with procurement, and explain a couple of critical points."
[01:00:20] "I've made a slide that highlights that incident, it's the punch in the gut. Now you're the procurement person, you see the people you've met, the incident, the quotes, this real-world incident. You almost become scared, not wanting to be the one that said no to this vendor."
Join hosts John McMahon and John Kaplan on the Revenue Builders podcast as they delve into the art of storytelling in sales with Maury Rogow, CEO of Rip Media. Discover how storytelling shapes sales strategies, transforms brands, and influences purchasing decisions. Uncover the crucial role storytelling plays in building relationships, captivating audiences, and driving revenue.
KEY TAKEAWAYS
[00:01:10] The significance of storytelling in sales for both salespeople and executives.
[00:01:27] Understanding the customer journey and tailoring stories for various stages.
[00:02:07] Making customers the heroes of your stories to address their needs and solutions.
[00:03:42] Simplifying complex information into compelling narratives for emotional connection.
[00:08:09] Adapting storytelling techniques based on the buyer's position in the purchasing cycle.
HIGHLIGHT QUOTES
[00:00:49] "Your brand will thrive or die based on the story you tell."
[00:01:47] "The folks that tell great stories, get to the point, and build relationships bring in the 6, 7, even 8-figure deals."
[00:06:32] "It's not about you; it's about how you help those on the other side of the table. They need to be the hero."
[00:07:13] "If you walk in there to serve, the 'what's in it for me,' they're thinking what's in it for me to be sitting here with you."
Listen to the full episode with Maury Rogow through this link:
https://revenue-builders.simplecast.com/episodes/make-your-customer-the-hero-with-maury-rogow
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
John McMahon and John Kaplan as they express gratitude to their dedicated audience while reflecting on the impactful moments of 2023. In this festive episode, the duo discusses the diverse array of esteemed guests, key takeaways, and listener engagement that shaped the Revenue Builders Podcast. From top-tier executives to specific sales strategies, the hosts invite feedback and suggestions for future episodes. They also share exciting plans for 2024 and offer a heartfelt holiday message to their listeners
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, they engage in a dynamic discussion with Mark Thurmond, COO of Tenable, a veteran revenue builder. Mark shares insights on recruiting top talent using the concept of the "three H's" – head, heart, and hard work – emphasizing the significance of character attributes in addition to skills. The conversation delves into the crucial role of effective enablement in empowering sales teams and the necessity of removing friction within an organization to boost productivity.
KEY TAKEAWAYS
[00:01:55] The Three H's of Recruitment: Mark simplifies recruitment by focusing on intellect (head), passion (heart), and work ethic (hard work) as essential attributes.
[00:04:15] The Vitality of Enablement: Enablement is a cornerstone for success, ensuring teams are not only technically competent but also equipped with essential skills.
[00:08:05] Frictionless Operations: Identifying and eliminating obstacles within an organization significantly enhances the productivity and effectiveness of the sales force.
HIGHLIGHT QUOTES
[00:01:55] "I look for the head, which is obviously the intellect, the intelligence... the heart, the passion, the enthusiasm... and the last one is the hard work."
[00:04:15] "Enablement is maybe the most important function a company has... to train, enable, and ensure the most competent salespeople."
[00:08:05] M "Removing friction is about simplifying and removing obstacles for your team... it's on you to make sure there's no cholesterol building up in the organization."
Listen to the full episode with Mark Thurmond through this link:
https://revenue-builders.simplecast.com/episodes/hard-work-grit-and-removing-friction-for-your-teams
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, our special guest, Anne Gary, the Managing Director at Force Management, is back again to discuss the intricacies of decision criteria while mastering the role of champions in sales success. Delving into the depths of sales strategy, they explore defining decision criteria, aligning it with customer needs, and differentiating products effectively. John McMahon, John Kaplan, and Anne Gary navigate through the risks of scope creep in Proof of Value (POV) or Proof of Concept (POC) stages, emphasizing the importance of formalizing criteria and engaging stakeholders. Discover the critical role of champions in aligning criteria with business outcomes, understanding customer pain points, shaping compelling points of view, and leveraging their influence to drive sales success. This insightful discussion equips sales teams with actionable strategies and anecdotes to secure customer engagement and ace the sales process.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:12] Decision criteria are specific requirements and quantifiable metrics used by customers to evaluate potential solutions.
[00:04:21] Aligning product differentiators with decision criteria enhances the chance of winning the validation event.
[00:06:38] Differentiation strategies include unique, valuable, and comparative differentiators, but vigilance is needed as these can become targets for competition.
[00:12:39] Scope creep in decision criteria introduces more risk, necessitating continuous monitoring and alignment with evolving customer needs.
[00:19:06] The process of defining decision criteria begins in the discovery stage, involves scoping and champion involvement, and should be finalized with the economic buyer's approval.
[00:22:28] Challenges arise when criteria change, warranting a deeper understanding of who influenced the change and why.
[00:23:09] Champions need to be prepared for objections in advance to increase the chances of success in complex sales cycles.
[00:26:06] Keeping champions prepared ensures successful meetings and sustains their support for the sales process.
[00:27:02] Understanding and quantifying pain points during discovery and scoping stages are vital for success.
[00:32:50] Summarizing and understanding customer problems helps in overcoming seller deficit disorder.
[00:33:27] Constructing a pain matrix aids in prioritizing and solving identified pain points promptly.
[00:37:41] Adapting to changing criteria by utilizing pain matrices enhances adaptability and customer understanding.
[00:39:36] Champions play a key role in influencing stakeholders and formalizing decision criteria.
[00:43:04] Champions' timely feedback is crucial for addressing challenges and managing stakeholder expectations.
ADDITIONAL RESOURCES
Learn more about Anne Gary: https://www.linkedin.com/in/anne-gary-a054aa96/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:03:00] “I define the decision criteria as a specific set of requirements, standards, and real importantly, the quantifiable metrics that the customer uses to evaluate the potential solutions. And making a purchase decision with that definition, though, the importance of the decision criteria is winning in the proof of value lies in the ability of the salesperson to align to the customer's needs and expectations, you know, with their solution. So, with that, by helping to create the decision criteria with the customer, you know, salespeople can demonstrate the value and relevance of their product and increase the likelihood of a successful POV. And ultimately, you know, they're really going to close the deal for higher price points.”
[00:27:22] "You really need to show up with a compelling point of view, meaning you've done your homework. You understand the customer and their use cases, you know, knowing their use cases gives you the ability to discuss it with the customer in a confident way. I just can't imagine showing up to a call and not really understanding what they do, what they're about, and you almost understand the patterns of what they're looking for."
[00:46:30] "And so if you're listening and you're technically inclined, decision criteria is a great place for you to really help the sales team. What I used to, I love doing when I'd go on a forecast, I'd have the technical people on the forecast as well. I'd ask what the decision criteria is, and then I wouldn't ask the seller. I would ask the, the technical person, I would say, how do you feel about that? Number 1, is that the correct decision criteria? Number 2, can we win with that criteria?"
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan they engage in a captivating conversation with Cedric Pech, the Chief Revenue Officer at MongoDB. Cedric shares insightful experiences and lessons learned in transitioning from a VP role to a CRO position, focusing on the challenges of managing global teams, fostering purpose-driven leadership, and creating a unified vision that motivates teams beyond just financial incentives. The discussion delves into the significance of purpose in motivating teams, navigating the complexities of global leadership, and distinguishing between mercenaries and patriots in an organization.
KEY TAKEAWAYS
[00:00:59] Transitioning from VP to CRO: Managing global teams brings a shift in scale, complexity, and the need for a different leadership approach.
[00:04:26] Purposeful Leadership: Articulating a collective vision and values fosters team alignment and motivation, especially during challenging times like the COVID-19 pandemic.
[00:08:15] Building a Vision: Leaders need to emphasize a compelling, meaningful vision that transcends mere financial gains to inspire loyalty and dedication in their teams.
[00:12:26] Patriots vs. Mercenaries: Creating a culture of patriots, driven by a shared vision and purpose, sustains resilience in tough times compared to organizations reliant solely on financial incentives.
HIGHLIGHT QUOTES
[00:04:26] "The moment you start asking [why am I doing what I'm doing], then you start needing to dig into yourself and do some introspection to come up with answers."
[00:06:16] "If you don't go beyond execution and don't explain to your people why they need to excel, they start feeling it's a grinding organization, not very inspiring."
[00:12:26] "Great leaders build patriots versus mercenaries. Tough times reveal the difference in cultures, where patriots stay dedicated to the 'why' amidst challenges."
Listen to the full episode with Cedric Pech through this link:
https://revenue-builders.simplecast.com/episodes/episode-20-cedric-pechsuccess-is-a-marathon-with-cedric-pech
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
JP Bolen is the VP of Global Sales at Rubrik. He has a wealth of experience in sales and sales leadership, having worked at various companies such as Wallace Computer, PTC, Primo, Blade Logic, BMC Software, Dynamic Ops, VMware, ClearSlide, MongoDB, and ThoughtSpot.
In this episode, JP emphasizes the importance of sales enablement and the three types of training: onboarding, ongoing, and field training. He shares his experience in implementing a comprehensive onboarding program at Rubrik, which includes interactive classes and real-life scenarios to help new hires become conversationally fluent in the problems Rubrik solves. JP also explains the concept of "winning the stage" in the sales process and how Rubrik measures conversion rates between different stages to identify areas for improvement. The conversation also touches on the significance of having a compelling point of view (POV) when engaging with customers and the role of continuous learning in sales success.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:08:43] JP's initial perception of enablement and his transition into the role
[00:09:50] Introduction to Rubrik's onboarding training challenges
[00:13:00] A deconstructed approach to onboarding was implemented for better learning.
[00:15:59] Onboarding is structured into three tracks for scalability and continuous learning.
[00:18:04] The first track focuses on value-based conversations and messaging.
[00:19:41] Importance of leaders following up and providing support
[00:25:12] Empathy, listening, questioning, and curiosity in discovery
[00:28:30] "Change the Game" initiative to drive mindset shift
[00:37:39] Stage 1: Identifying pain, stakeholders, quantifying pain, developing champions
[00:39:18] Stage 2: Creating a plan, technical validation, financial conversation
[00:40:23] Importance of stage 1 and finding the real champion
[00:43:12] Focus on understanding how deals got to their current stage
[00:44:08] Importance of quantifying pain and understanding why they have to buy
[00:45:17] Difficulty in conversion between stage 1 and 2
[00:46:15] Implementing friction and champion go/no-go in stage 1 and 2
[00:48:00] The importance of answering the 4 essential questions for success
[00:49:17] Example of adding information to the framework
[00:51:11] Initial challenges faced and the need for a common framework
[00:53:55] Training reps to go into accounts with a compelling point of view
ADDITIONAL RESOURCES
Learn more about JP Bolen:
https://www.linkedin.com/in/jpbolen/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:05:11] “The single most important metric inside a company is sales productivity. You have quota, a product, and how well you perform against the quota. The variables and leverage points are obviously who you hire because that's going to dictate a lot. But once you get them in, it's how quickly they can actually understand the customer's problems, the things that customers are going through, the pains they have, and how well you differently address those problems and become productive with the skills and execution.”
[00:57:10] “I remember you and I spoke a lot before I took this role. I talked to Grant Wilson a lot. At one point, I was talking to Grant about the things that we were doing. I was explaining to save the data. I was explaining these different pieces. And he said, ‘You're not enabling, like you're not just enabling, you're transforming, you're doing sales transformation inside of the company.’”
In this episode of The Revenue Builders Podcast, hosts John McMahon and John Kaplan dive deep into the critical role of the CFO in sales deals, especially in uncertain times. Michael Cremen joined us when he was the CSO of Elastic. The discussion revolves around the importance of understanding and addressing the CFO factor, failing fast, and asking the hard questions. The episode provides valuable insights for sales professionals on navigating financial implications, engaging champions effectively, and using strategic language to secure deals.
KEY TAKEAWAYS
[00:00:36] Competing Beyond Competitors: Salespeople must recognize they're not just competing against direct competitors but against all the other potential investments the CFO could make.
[00:01:44] Stacking Up Against Priorities: The real competition lies in how your cost justification compares to all the other initiatives the CFO is juggling.
[00:03:24] The Timing Dilemma: Discussion on whether to go early and seek advice or go late and face critique from CFOs. Emphasis on the importance of early engagement and seeking guidance before formal proposals.
[00:05:08] Champion Dynamics: The significance of going with a champion and the potential pitfalls of leaving them out of crucial conversations with CFOs.
[00:07:36] Strategic Language: The hosts and Michael Kremen discuss the importance of using precise language that conveys the value proposition and justifies the presence of the sales team at the CFO level.
[00:09:28] Embracing Paranoia: Encouragement for sales teams to be paranoid and vigilant, especially when dealing with high-stakes deals and engaging CFOs.
HIGHLIGHT QUOTES
[00:08:18] "The best sales teams on the planet are paranoid, like viciously paranoid. If you think it's going to sail through and everything's fine, be careful, be paranoid."
[00:10:09] "People rarely argue with their own conclusions. When you ask them to walk you through a scenario and they realize that they've just answered the question, it just makes it a lot easier."
[00:11:38] "It needs to be in their language, in their parameters. If you're forcing your goals, the way you read things, the way you're measured onto your customers, they don't understand it."
Listen to the full episode with Michael Cremen through this link:
https://revenue-builders.simplecast.com/episodes/connecting-to-value-with-michael-cremen
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/
Harsha Jalihal is the Chief People Officer at MongoDB. She has a background in HR and has worked in various leadership roles at companies like Cognizant and Unilever.
In this episode, Harsha emphasizes the importance of balancing the needs of the business with the needs of the employees. She discusses the role of different departments in driving business outcomes and highlights the significance of understanding human behavior and motivations. Harsha also emphasizes the role of trust in building strong relationships and the importance of authenticity and transparency in leadership. She shares insights on managing conflicts, setting clear expectations, and addressing stress and burnout, particularly among salespeople.
Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:01] Balancing the needs of the business and employees
[00:08:55] Understanding individual employee motivations
[00:12:59] Embracing reality and being direct leads to success
[00:15:48] The power of being honest and authentic as a leader
[00:18:06] Trusting gut instincts and giving people space and time
[00:22:23] Importance of giving feedback to employees about performance issues
[00:29:11] Enjoyment of work environment and culture impacts employee retention
[00:39:20] Trust is built through credibility, reliability, and selflessness
[00:47:38] Handling conflicting motivations and emphasizing the bigger objective
[00:55:00] Employee motivations in a changing economy
ADDITIONAL RESOURCES
Learn more about Harsha Jalihal:
https://www.linkedin.com/in/harshajalihal/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:51:59] "It's how their words land. The impact they're having is what causes the problem. Sometimes you have to help them see how they are showing up, how the other person is perceiving it. Because when you're in the moment, you don't see it, but a 3rd person watching this interaction between 2 people can see it."
[00:57:28] "I think employees are starting to look for slightly different things. Now, even in the technology industry, you talk to our recruiters. They'll tell you simple things like they want just what they just want stability because they've seen so much upheaval up and down. They want to work for a company that is still growing as opposed to a company that's laying people off."
In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—revealing strategies to navigate each and ensure successful deals.
KEY TAKEAWAYS
[00:01:02] Understanding the Bias for Action: Richard Rivera introduces the concept of bias for action in champions, emphasizing its crucial role in sales success.
[00:02:29] The Defining Characteristics of a Champion: The importance of champions not just having power and influence but actively taking action on behalf of the salesperson.
[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a framework with two dimensions—appreciation for innovation and bias for action—to categorize champions into four tendencies.
[00:05:59] The Protector Tendency: Exploring champions who take action but lean towards risk-averse decisions, and how to navigate objections from such individuals.
[00:06:38] The Transformer: Rivera's favorite tendency, champions who prioritize innovation and have a bias for action, but with potential pitfalls. Strategies for dealing with Transformers in the sales process.
[00:08:44] Selling in a Collective Yes Environment: Acknowledging the shift towards collective decision-making and the challenge of navigating the intricacies of multiple decision-makers and influencers.
[00:11:19] Becoming the Protector: When dealing with Transformers, the importance of assuming a protector role—anticipating risks and ensuring a smooth decision-making process.
[00:12:48] Early Challenges with Transformers: Highlighting the risk of Transformers going too early to the economic buyer and losing the deal due to lack of preparation.
[00:14:37] What We Heard Concept: Introducing a mature approach to address potential conflicts with Transformers by referring back to shared understandings and perspectives.
HIGHLIGHT QUOTES
[00:03:16] "If they're not taking action, they are not being a champion for us."
[00:06:18] "Recognize who you have and then fill their gaps."
[00:09:10] "If you can't be with the one you love, love the one you're with."
[00:13:46] "What we heard is a mature way to address potential conflicts."
Here are the links to our full episodes with Richard Rivera:
Part 1: https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1
Part 2: https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2
Check out Richard Rivera’s book here:
https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Kelly Connery delved into the nuances of transitioning into leadership roles, specifically focusing on the Chief Revenue Officer (CRO) position. Kelly shares invaluable insights from his extensive experience in various leadership positions, offering crucial advice on leadership, team alignment, and global perspectives crucial for success in the CRO role.
KEY TAKEAWAYS
[00:01:10] Transitioning to Leadership: Moving from a singular contributor to a manager requires a shift from a selfish mindset to a selfless one, focusing on team success over individual achievements.
[00:02:33] Embracing Coaching: Finding fulfillment in guiding and coaching the team often marks a natural progression for effective leadership.
[00:03:51] Emphasis on Fundamentals: Emotional connection to the fundamentals is a key indicator of an individual's potential to excel as a coach or leader.
[00:04:30] Realities of the CRO Role: Moving into a CRO position involves seeking alignment with the board, understanding growth objectives, leveraging technology, and comprehending global perspectives.
[00:07:33] Decision-Making and Managing Influences: Handling situations where multiple stakeholders offer conflicting advice and ultimately making decisions as a CRO.
HIGHLIGHT QUOTES
[00:01:28] "It's not about certain individuals. It's all about the team."
[00:03:51] "If they're emotionally connected to fundamentals, they're typically going to be a really good coach."
[00:05:59] "Look for alignment. Challenges will come, but without alignment, it's going to be difficult."
[00:07:33] "You have to make a decision. Get all these people whispering in your ear, and the buck stops with you."
Listen to the full episode with Kelly Connery through this link:
https://revenue-builders.simplecast.com/episodes/the-art-of-selfless-leadership-with-kelly-connery
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Join hosts John McMahon and John Kaplan in a profound exploration of Product-Led Growth (PLG) and its seamless integration with traditional sales strategies. Guest expert Alex Bilmes, CEO of Endgame, shares practical insights and strategies for revenue leaders aiming to leverage product data to supercharge their sales efforts. Discover how PLG, far from being a threat to sales, serves as a force multiplier when intelligently integrated. Gain valuable perspectives on aligning product signals with conversion and expansion, making sales teams more efficient, and navigating the evolving landscape of modern go-to-market strategies.
Tune in and learn more in this episode of the Revenue Builders podcast.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:04:10] Understanding PLG Spectrum
[00:05:54] Product Suitability for PLG
[00:09:38] PLG Implementation Questions
[00:13:28] Sales Integration with PLG
[00:22:32] Ownership of PLG
[00:35:11] Implementing PLG
[00:43:42] Endgame's Role
[00:46:39] Implementation Process
[00:49:06] Standard Product Signals
[00:55:30] Navigating Uncertain Economies
ADDITIONAL RESOURCES
Learn more about Alex Bilmes: https://www.linkedin.com/in/bilmes/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:02:24] "The definition of PLG is effectively that the product is the primary driver of your go-to-market."
[00:06:19] "Calendly is a prototypical, very easy-to-get-started-with PLG example. The product would be so great that people could just come in and use it."
[00:10:59] "We see a huge opportunity for a PLG company who's done some amount of that work already. How do you better tie in the sales efforts to accelerate the sales process using a lot of that product data?"
[00:24:20] "In a PLG motion, everybody's interfacing on the same product data. So that entire team is operating against that shared source of truth, which makes it more multi-threaded, maybe a little bit more complex, but also easier for the customer to understand."
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses.
KEY TAKEAWAYS
[00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial.
[00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key.
[00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals.
[00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue.
[00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability.
[00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups.
[00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success.
[00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success.
[00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin.
HIGHLIGHT QUOTES
[00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important."
[00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business."
[00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers."
[00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point."
Listen to the full episode with Chris Reisig in this link:
https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Devdutt Yellurkar is a managing partner at CRV and has a wealth of experience as a sales VP, CEO, and venture capitalist. He has worked with several successful startups and has a deep understanding of the sales process and building successful companies. Devdutt is also a co-founder of the VC fund named Propeller, which focuses on investing in companies that address climate change.
In this conversation with John McMahon, Devdutt shares his insights on how his experience in sales has helped him as a CEO and venture capitalist. He discusses the importance of sales in building a company and the role of a CEO in selling the company's vision. He talks about making hiring mistakes and how sales has changed with the speed of new technologies and new sales models. Devdutt emphasizes the need for empathy and non-judgmental support when working with founders and the importance of persistence in achieving success. Finally, he discusses the impact of climate change and how venture capital can be a powerful tool in addressing this global issue.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:08:10] The importance of selling as a CEO
[00:11:11] Selling enterprise software and the importance of storytelling
[00:11:53] Jack Welch admitted to making hiring mistakes as a CEO.
[00:14:48] Forecasting in sales helped in forecasting as a CEO.
[00:16:49] Pipeline coverage is key to mitigating deal slippage.
[00:19:03] Tough experiences provide valuable lessons for growth.
[00:27:01] Implementation of sales methodology and importance of qualification.
[00:30:51] Importance of being a grandparent, not a parent, as a board member.
[00:44:04] The power of persistence in achieving success.
[01:04:48] Propeller VC fund was started to address climate change.
ADDITIONAL RESOURCES
Learn more about Devdutt Yellurkar: https://www.linkedin.com/in/devduttyellurkar/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:54:15] "Because you want your resource, your best resources are actually focused on taking a pro license and moving it to a strategic relationship, because that's when emotional intelligence is needed."
[01:04:23] "You can't just be a sales guy because, you know, as we discussed earlier, a lot of this is around product market fit. And that is a lot through kind of understanding the market, understanding your customer. Understanding technology."
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization.
KEY TAKEAWAYS
[00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization.
[00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making.
[00:03:44] Just because someone holds a position in the organization doesn't guarantee their influence in the sales process, especially with the economic buyer.
[00:04:30] Look for change agents on the "power chart" who have a track record of making a positive impact on the organization.
[00:06:02] Influence and authority are independent of hierarchy; influential champions can be found at various organizational levels.
[00:07:23] Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise.
[00:10:10] Champions provide access to the economic buyer's power, which is essential for controlling the decision process.
[00:12:26] Coaches offer valuable insights and guidance but may lack the authority and influence to access the economic buyer.
[00:13:40] Continuously test conversations to identify whether you're developing a technical champion or a champion with the necessary business acumen.
[00:15:11] Business champions address substantial business problems "above the noise" and speak in terms of business outcomes.
HIGHLIGHT QUOTES
[00:03:44] "Just because somebody has positional authority in a company, we can't automatically conclude that they have power in the organization over a potential decision to buy our software."
[00:04:30] "Start by looking for change agents on the 'power chart,' individuals who have made a positive impact on the organization in the past."
[00:07:23] "Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise."
[00:10:10] "You really know you're in control when you have a champion that's selling on your behalf, helping you control the decision criteria in terms of influence."
[00:15:11] "Business champions address substantial business problems 'above the noise' and speak in terms of business outcomes."
Listen to the full episode with Anne Gary in this link:
https://revenue-builders.simplecast.com/episodes/finding-your-champion-with-anne-gary
Listen to the episode we did with Anne Gary on Economic Buyers here:
https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender Platform:
https://my.ascender.co/Ascender/
Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.
In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:11] - Overview of Sprinkler and its purpose
[00:07:16] - Testing for key characteristics in potential hires
[00:24:23] - Focus on testing and optimizing fundamentals in the sales process
[00:30:06] - Enabling the team to have a realistic view of their forecast
[00:35:45] - Considering the stage of new deals and their likelihood of closing
[00:38:56] - Diagnosing reasons for consistently high forecasts.
[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.
[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.
[00:44:35] - Using a simulation exercise to assess candidate skills and fit.
[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.
ADDITIONAL RESOURCES
Learn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/
Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ
HIGHLIGHT QUOTES
[00:19:38] "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls
[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Snowflake's CRO Chris Degnan delves into the pivotal decisions and strategies that led Snowflake to its incredible growth. Chris shares insights into recognizing key moments and adapting to changing market dynamics. From selling to large enterprises to navigating the shift to the cloud, Chris provides valuable lessons on scaling a successful business.
KEY TAKEAWAYS
[00:00:53] The pivotal moment when Capital One became a game-changer for Snowflake's growth.
[00:02:21] Identifying an ideal customer profile and how it reshaped Snowflake's strategy.
[00:03:06] Mechanically expanding the addressable market and pursuing a larger customer base.
[00:06:40] Balancing the rapid expansion of the addressable market while maintaining focus and not overextending.
[00:08:40] Adapting to changes and reorganizing the sales team to effectively target large enterprises.
[00:10:32] The importance of adaptability, coachability, and a willingness to try new strategies.
[00:12:40] The significance of understanding your company's culture and capabilities before making major changes.
HIGHLIGHT QUOTES
[00:01:19] "We got something, and it was a lot of work because they wanted us to do more engineering work than we originally planned."
[00:04:43] "You can't build a business on just the large enterprise. Getting new logos matters."
[00:05:53] "The competition can't help them vacate the data center; Snowflake can."
[00:07:28] "You can't sell to the large enterprise the same way you're selling to small and medium businesses."
[00:09:24] "What worked before doesn't mean it's going to work forever."
[00:10:50] "You gotta figure out, is this game-changing? How do you balance it and understand what you have in the kitchen before bringing something new?"
[00:12:40] "Before you decide to remodel, figure out what's in the kitchen first."
Listen to the full episode with Chris Degnan in this link:
https://revenue-builders.simplecast.com/episodes/scaling-and-growth-with-chris-degnan
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Pawan Deshpande is a serial entrepreneur and angel investor, and a Head of Product & Growth at Linea. He has founded multiple successful companies, including Curata, a content marketing and analytics software company. Pawan has extensive experience in customer success and has implemented a critical care framework to improve customer retention and satisfaction.
Pawan shares his experience with customer success and introduces the concept of critical care, a proactive approach to customer support. He discusses the four distinct ways companies handle customer success: reactive support, onboarding, business reviews, and critical care. Pawan emphasizes the importance of a culture of ownership within the customer success team and the need for proactive monitoring of customer health. He also highlights the role of instrumentation and telemetry in detecting issues and setting appropriate thresholds. Pawan concludes by discussing the mindset shift required for effective customer success and the potential for upselling within the customer success role.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:05:11] Discussion of the challenges faced by Curata and the need for a culture change
[00:07:28] The importance of breaking down silos between customer success, sales, and product/engineering teams
[00:09:00] Creating collaboration between customer success and sales through pod structures
[00:10:36] Outcome-oriented goal setting for customer success teams
[00:11:01] Reactive support is like urgent care for customers
[00:16:58] Building instrumentation and telemetry into the product is important
[00:31:04] Importance of setting up thresholds for customer intervention
[00:38:21] Incentivizing customer success team through variable compensation
[00:41:42] Customer success is more important than sales for sustaining a business
[00:46:30] Client success should be involved in upsells, but may need partnership
ADDITIONAL RESOURCES
Learn more about Pawan Deshpande: https://www.linkedin.com/in/pawandeshpande/
How to Make QBRs Valuable for Your Customers: https://forc.mx/3s1Q3Jz
Become a Must-Have Solution for Customers in Any Economy: https://forc.mx/45ZRo1z
HIGHLIGHT QUOTES
[00:06:36] So what I did is I pulled my desk into the customer success room. And it was really eye-opening when I pulled up a desk in there and I would just work out of there and hear the conversations. What I really heard was a culture of futility. - Pawan Deshpande
[00:10:18] And that's like the impetus for critical care. That was one of the key instrumentations we had was detecting if someone hasn't used the product for 14 days, then we kind of swarmed the customer and tried to revive the account. - Pawan Deshpande
[00:22:37] And just on the usage, you know, that was particular to us and not all companies are like that. Our product is more like a gym membership. If you don't go to the gym every day, you're probably not going to show up ever again. - Pawan Deshpande
In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, growth executive Jim Baum, who has more than 25 years of experience in growing and managing cutting-edge tech businesses, shares his insights into what makes great leadership in the world of entrepreneurship and startup growth. The conversation delves into the significance of a leader's unwavering belief, perseverance, and the importance of market research. Jim's anecdotes and wisdom provide valuable lessons for aspiring entrepreneurs.
KEY TAKEAWAYS
[00:02:13] - Leader's belief is crucial for early-stage company success.
[00:04:46] - Perseverance can turn setbacks into major victories.
[00:07:26] - Beware of blind belief; seek evidence and adapt.
[00:11:20] - Primary market research is vital for success.
[00:15:01] - Entrepreneurship demands perseverance, intelligence, and a touch of "craziness."
HIGHLIGHT QUOTES
[00:02:13] "The belief, the conviction, the strength of the founder or founders is just not to be underestimated as a force for building the company."
[00:04:46] "They just needed more time. The market wasn't quite ready. The messaging wasn't quite right. And their perseverance carried it through, turned into a great return for the investors, a great return for the founders, and a big win."
[00:07:26] "It's sometimes easy to get caught up in the belief. So you do have to look for evidence and you do have to look for what are we going to do differently to make things turn around here in cases where it's not going well."
[00:15:01] "It takes a pretty special kind of mindset to be successful as an entrepreneur. I think that mindset is one of perseverance, a deep belief, and maybe just enough of the craziness to make it happen."
Listen to the full episode with Jim Baum in this link:
https://revenue-builders.simplecast.com/episodes/the-entrepreneurial-mindset-with-jim-baum
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Leslie Venetz is a corporate sales trainer and sales-led GTM consultant. She has made over 100,000 cold calls, was a 3x Head of Sales & is now the Founder of Sales Team Builder. Leslie uses her expertise to help teams talk WITH their prospects instead of AT them. She is an active content Creator with over 60,000 followers. She has posted daily on LinkedIn for over 1000 days & is a LinkedIn Top Voice. Leslie was also the first B2B sales creator on TikTok posting under @SalesTipsTok. Leslie co-authored the book Heels to Deals: How Women are Dominating in B2B Sales. She is passionate about transforming sales into an inclusive, respected profession.
Leslie shares her expertise on cold calling. She emphasizes the importance of treating cold calling as a craft and using it as part of a multi-channel outreach strategy. Leslie provides tips on how to maximize success before making a cold call, including creating a segmented and niche list and conducting research on the prospect's business challenges. She also discusses the elements of a compelling cold call pitch and the importance of curiosity, conversation, and conclusion in handling objections. Leslie advises on the best practices for follow-up calls and offers insights on the ideal time to make cold calls.
Tune in and learn more in this episode of The Revenue Builders.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:24] Definition of cold calling and its relevance in sales
[00:07:25] Conducting research on ideal customers and their pain points
[00:13:14] Creating ways to make it easy for customers to get value
[00:24:59] Introduction to the topic of curiosity
[00:27:00] The value of keeping the conversation going
[00:30:10] Using curiosity to continue the conversation on cold calls
[00:39:19] Using a game-changing question to increase close rates
[00:46:06] Guidelines for follow-up calls and adding value
[00:51:58] Asking for referral if not the right person
[01:02:09] Conclusion
ADDITIONAL RESOURCES
Join Leslie at her Outbound Sales Masterclass in Tampa November 7th.
https://www.eventbrite.com/e/outbound-sales-masterclass-with-leslie-venetz-nikki-ivey-tampa-nov-7-tickets-701193597927
Download her FREE Objection Deck for Cold Callers:
https://hubs.ly/Q01_NGRj0
Learn more about Leslie Venetz through this link.
LinkedIn: https://www.linkedin.com/in/leslievenetz/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
HIGHLIGHT QUOTES
[00:14:44] "The number one most important thing about cold calling is confidence."
[00:17:06] "The goal isn't to overcome the objection via email. The goal is to get curious and learn something."
[00:25:27] "The number one most important thing that you can do when you hear an objection is just try to keep the conversation going."
[00:49:27] "The reason for following up is never just to follow up and just to check in because that gives exactly no value to the person that we're speaking with."
In this episode, we dive deep into the world of sales leadership with veteran sales leader Andy Byron. We discussed critical aspects of sales scaling, including ideal customer profile alignment, pipeline metrics, and the cost of a bad hire. Andy shares invaluable insights on what it takes to build a successful sales organization and the common pitfalls to avoid. Whether you're a seasoned sales professional or an aspiring leader, this episode offers practical advice for achieving sustainable revenue growth.
KEY TAKEAWAYS
[00:01:08] Define your ideal customer profile to target the right audience effectively.
[00:02:10] Avoid blindly copying strategies; adapt to your unique market and product.
[00:03:15] Lessons from Andy's experience: Choose your target market, Embrace adaptability, and Surround yourself with supportive, challenging peers.
[00:06:33] Blend art and science in sales leadership; establish fact-based decisions, hiring profiles, and productivity models.
[00:08:14] Take responsibility for developing team members, ensuring their success.
[00:10:00] Focus on leading indicators to build predictability and sustainable growth in sales.
HIGHLIGHT QUOTES
[00:00:51] "You have to be very smart about developing an ideal customer profile where your differentiators really align with the pain that the customer has."
[00:02:37] "Sometimes I've seen where there's a brand new CEO and they're influenced by venture capitalists who never have ever scaled the sales force themselves..."
[00:04:37] "Surround yourself with great people that have the same desired outcome in mind... constantly challenge each other, support each other and push each other to get there with good intentions."
[00:10:57] "When you can get Sally successful and you can repeat that time and time and time again across these leading indicators, it becomes a really predictable business that can outpace the rest of the market."
Listen to the full episode with Andy Byron in this link:
https://revenue-builders.simplecast.com/episodes/tactical-advice-for-scaling-sales-organizations-with-andy-byron
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Brian Halligan, former CEO, and co-founder and executive chairperson of HubSpot, is a visionary leader who revolutionized marketing with the concept of "inbound marketing." His tenure as CEO, until 2021, was marked by consistent recognition on Glassdoor's and Comparably's lists of best CEOs. Brian's influence extends beyond HubSpot; he is an esteemed educator, teaching MIT's Scaling Entrepreneurial Ventures class for over a decade and receiving the Monosson Prize for his mentorship in entrepreneurship. In addition to his educational endeavors, he directs a $100 million climate tech venture fund at Propeller Ventures, serves on the boards of Navier and Aquatic Labs, and is deeply involved in preserving the legacy of the Grateful Dead. Brian's journey began with a BSEE from the University of Vermont, leading him to executive roles at PTC and Groove Networks, which later merged with Microsoft.
Brian Halligan shares his journey of building HubSpot and the evolution of the inbound marketing methodology. He emphasizes the importance of international expansion and the challenges of scaling a company. Brian also discusses the concept of "grinding it out" and the need for continuous improvement. In addition, he talks about his new venture, Propeller, a fund that invests in companies working on climate and ocean-related solutions.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:41] Brian Halligan shares the story of how he came up with the idea of inbound.
[00:05:27] Sales experience at PTC helped in building HubSpot.
[00:09:45] Grinding it out and no magic moments in company growth.
[00:10:23] Setbacks and unforced errors on the road to success.
[00:11:12] The creation of the "pothole report" to avoid future mistakes.
[00:14:28] Decision to go long and not sell HubSpot.
[00:19:05] Changes made in marketing, sales, service, and product organizations.
[00:21:28] The importance of constantly refining the ideal customer profile.
[00:26:40] Maturity level and skillset needed for different stages of the company.
[00:32:10] Don't hire too far ahead in their career.
[00:46:12] The importance of having a good co-founder
[00:53:51] Starting Propeller VC with a focus on climate change
HIGHLIGHT QUOTES
[00:09:45] "Every time we put in a new system, let's say a new HR system. I start my watch the day we make the decision on whatever system or process we put in because within three years, it's going to break."
[00:52:55] "And if you're wrong on a couple in a row, that's the problem. You know, being right is underrated and people talk a lot in the startup world about failing fast and all that being right is really underrated."
ADDITIONAL RESOURCES
Learn more about Brian Halligan through this link.
LinkedIn: https://www.linkedin.com/in/brianhalligan/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Veteran sales leader Carlos Delatorre joins Revenue Builders for a conversation into pipeline generation and the essential skills and metrics that sales leaders should monitor. Carlos shares his experience in building a sophisticated pipeline generation machine at MongoDB, highlighting the complexity of open source software sales. He emphasizes the importance of conducting thorough research on target accounts and tailoring messages to different personas. The discussion also covers key metrics such as net new meetings and visible opportunities, with Carlos providing insights into what constitutes a visible opportunity. Throughout the conversation, the importance of unambiguous exit criteria for each sales stage is emphasized as a crucial element of successful pipeline management.
KEY TAKEAWAYS
[00:01:08] Pipeline Generation Is Crucial
[00:02:02] Building a Sophisticated Pipeline Recipe
[00:03:14] The Secret Sauce: PG Recipe
[00:03:33] Managing a Large Pipeline
[00:04:17] Key Metrics for Monitoring Sales
[00:08:15] Importance of Clear Exit Criteria
HIGHLIGHT QUOTES
[00:01:08] Pipeline Generation's Crucial Role - "I would say that I guess the thing that comes to mind the most is, um, pipeline generation."
[00:03:14] The Secret Sauce of MongoDB's Success - "Over time, the PG recipe became a big part of the secret sauce for why that company was growing so quickly."
[00:04:49] The Significance of Visible Opportunities - "The second really important metric is visible opportunities or scope stage opportunities."
[00:08:40] The Power of Unambiguous Exit Criteria - "For each stage, you have unambiguous exit criteria."
The full episode with Carlos Delatorre in this link:
https://revenue-builders.simplecast.com/episodes/driving-a-sales-discipline-with-carlos-delatorre
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Keno Helmi is a five-time CRO with a wealth of experience in the technology industry. He has held leadership positions at companies such as PTC, HP, Digby, Duetto, Platform 9, and Pegasus. Currently, he serves as the CRO at Espressive.
Keno discusses the importance of proof of value (POV) in the sales process. He explains that a POV is not just about validating the technology, but also about validating the business case. By setting clear success criteria and involving the economic buyer (EB) in the process, sales reps can increase the predictability of the outcome and improve their forecasting. Keno emphasizes the need for a champion to take the rep to the EB and highlights the importance of thorough qualification before engaging in a POV. He also shares best practices for running a successful POV, including defining objectives, setting clear success metrics, and involving the sales rep throughout the process. Keno concludes by discussing the importance of debriefing with the champion and presenting a comprehensive report or presentation to the EB after the POV.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:00] POC vs. POV: POC validates technology; POV validates both tech and business value.
[00:05:19] Meeting the Economic Buyer is critical for authority and budget.
[00:11:50] Don't do POCs too early; understand the customer's use case.
[00:14:11] Champions expedite sales by taking you to the Economic Buyer.
[00:18:17] POC should lead to a natural close, not put the customer in the market.
[00:25:11] The go, no-go meeting with the Economic Buyer is decisive.
[00:38:33] Share a comprehensive RFP or scoring template to guide the evaluation.
[00:41:45] Leverage serendipitous visits from stakeholders to build additional champions.
[00:43:29] Proactively bring in potential champions who may not be aware of the POV.
[00:46:13] Actively engage during the POV, troubleshoot discreetly, and showcase successes.
[00:48:16] Create a comprehensive report or presentation (Champion's Deck) summarizing technical and financial results.
HIGHLIGHT QUOTES
[00:10:28] "You want to do a P.O.V. to increase the predictability of the outcome, improve your forecasting, and potentially grow the business value of the deal."
[00:13:25] "That person has earned the right to be called a champion and not a prospective champion. You do not have the right to call that person a champion until that person takes you to the economic buyer."
[00:15:11] "You want to ensure that your test plan is going to be the scoring mechanism by which all vendors are evaluated."
ADDITIONAL RESOURCES
Connect with Keno: https://www.linkedin.com/in/keno-helmi-74779329/
More on Espressive: https://www.espressive.com/
Engineer Your Strongest SKO Yet: https://forc.mx/46BipZB
In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan are joined by Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer. The discussion revolves around scaling sales and building a disciplined hiring process. Mark shares his insights into hiring for sales and highlights the importance of context in shaping the ideal sales team. He emphasizes the need to create a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark also explains the role of role-playing in interviews and the significance of continuous evolution in the hiring process.
KEY TAKEAWAYS
[00:01:52] Context matters in sales hiring, and there's no universal top sales hire profile.
[00:02:41] The Role of Context in Sales Hiring
[00:04:30] Creating a hiring scorecard with defined attributes is crucial for success.
[00:08:14] Role plays are critical in assessing candidates' abilities during sales interviews.
[00:11:37] The Ongoing Evolution of the Hiring Process
HIGHLIGHT QUOTES
[00:01:52] Context Matters in Sales Hiring - "I realized that there is no universal top sales, higher profile, but it's very contextual to your go to market context."
[00:04:30] The Importance of a Hiring Scorecard - "What I did was I sat back, and I, like the first thing I did... like a low score? So we have this rubric, right?"
[00:08:14] Role Plays in Sales Interviews - "I'll often like throw some curveball technical questions... they're uncomfortable."[00:11:37] Adaptability and Evolution in Hiring - "Your recruiting scorecard needs to evolve as your company evolves... and there's probably already a budget for your product."
Listen to the full episode with Mark Roberge in this link:
https://revenue-builders.simplecast.com/episodes/the-blueprint-for-a-sales-dream-team-with-mark-roberge
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
As Founder of Artisanal Talent, Andy is globally recognized for having helped build, and invest in, some of the most successful software startups in history. He has spent 26 years in the industry, built two companies as CEO in the exec search industry, and 2 years inside two of the top VC firms in the world (Redpoint and Index).
He continues to work closely with, and learn from, the best VC’s in the history of the space: Mike Speiser (Snowflake Founding investor), Scott Raney (Twilio, Stripe, Hashi), Mike Volpi (Elastic, Pure, Confluent, etc.), Ravi Viswanathan (Plaid, MuleSoft), Eric Vishria (Confluent, Amplitude, Contentful, Benchling), Pat Grady (Zoom, SNOW, etc.), Hemant Taneja (Stripe, Livongo, Olive, etc.), among others. He worked for ~2 years at Index as an EIR, 1 at Redpoint as a Venture Partner, and has been fortunate to be a strategic Limited Partner of most of the top performing venture firms.
In this interview, Andy discusses the world of recruiting and talent acquisition in the software industry. He shares the story behind the founding of his companies and how they connect capital and talent to help build iconic software companies. John and Andy delve into the changing landscape of recruiting, the importance of specialization, and the shift towards consultative recruiting. The conversation also explores the role of sales leaders in the recruiting process and the common misconceptions about replacing sales leaders as a company grows. Andy emphasizes the significance of owning the recruiting process and investing in talent acquisition.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:24] Introduction to Artisanal Ventures and Artisanal Talent.
[00:04:36] Shifting search firms from transactional to contributing to a company's success.
[00:10:47] Easy access to capital caused recruiting inefficiencies.
[00:20:07] The four phases of company growth: product-market fit, deal stage, scale stage, and maturity stage.
[00:24:08] We must plan for the future to avoid disruptions.
[00:24:24] Balance between sales and implementing processes is crucial.
[00:25:04] Continuity in leadership is vital for a company's stability.
[00:25:18] Recruiting talent from large tech companies can be complex.
[00:32:32] Sales leadership has become more complex and analytical.
[00:45:22] Sales leaders should prioritize team cohesion over just increasing salaries.
[00:47:37] Careful evaluation of the first CRO is critical for long-term growth.
[00:53:01] The demand for enterprise sales expertise is rising.
[01:03:34] AI can enhance candidate selection but won't replace human judgment.
HIGHLIGHT QUOTES
[00:45:22] "Sales execs sometimes resort to being transactional, just offering more money, but that behavior eventually tarnishes the team's reputation and trust within the company." - Andy Price
[00:47:37] "Proper evaluation of the first Chief Revenue Officer (CRO) is crucial for sustained growth, and rushing this decision can lead to significant problems down the line." - John McMahon
[00:53:01] "You have this gigantic industry-wide scramble for enterprise talent... It's all about efficiency, cost efficiency."
[01:03:34] "I think as soon as the customer embraces how they would use technology to de-risk a hire, I think that's going to be a moment that's very similar."
ADDITIONAL RESOURCES
More tips for handling an RFP as a seller: https://forc.mx/3ELMidQ
How to stack customer requirements in your favor: https://forc.mx/48oUxdF
Learn more about Andy through this link.
LinkedIn: https://www.linkedin.com/in/andyprice1/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John McMahon and John Kaplan interview Navy SEAL veteran and VMware COO, Mike Hayes, about leadership and decision-making. Mike discusses the concept of dynamic subordination, where anyone in an effective team can take the lead based on their skills and the situation. He emphasizes the importance of leaders empowering others and creating a culture where individuals feel comfortable bringing up ideas and attempting challenging tasks. Mike also shares insights on learning, humility, and continuous improvement in leadership.
KEY TAKEAWAYS
[00:00:28] Dynamic Subordination in Leadership
[00:01:38] Leadership is About Making the Best Decision
[00:05:29] Creating a Culture of Decision-Making
[00:08:23] The Importance of Trying Hard Things
[00:10:06] Continuous Learning and Humility in Leadership
[00:04:05] Balancing Collaboration and Decision-Making
[00:07:07] Fostering Idea Generation
[00:09:10] Celebrating Effort and Learning
HIGHLIGHT QUOTES
[00:01:15] Leaders Gain Authority by Giving It Away - "I like to say leaders gain authority by giving it away."
[00:08:23] The Power of Trying Hard Things - "Helping people lose the discomfort associated with trying hard things and not classically succeeding is what separates the high-performing elite teams from just the teams."
[00:10:06] Continuous Learning and Humility in Leadership - "There's no end to it. It's a constant loop."
[00:07:07] Creating a Culture of Idea Generation - "I start from a position of saying why might I be wrong instead of why am I absolutely right?"
Listen to the full episode with Mike Hayes in this link:
https://revenue-builders.simplecast.com/episodes/mission-meaning-and-impact-with-mike-hayes
Check out Mike Hayes’ book here:
Amazon Link: https://amzn.to/3qU7cV6
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Scott Sinatra is the CEO and Co-Founder of Bountiful. Scott is a serial entrepreneur and former senior vice president of worldwide sales at Glassdoor. With deep industry knowledge in HR technology, Sinatra also served as a founding executive and head of go-to-market at Glint, which was acquired by LinkedIn in 2018
In this interview, Scott shares his experience responding to an RFP during his time at BladeLogic. He discusses the importance of having a champion within the customer's organization, the need to influence the decision criteria in the RFP, and the value of training and understanding your product and competition. Scott also emphasizes the importance of making a go/no-go decision when evaluating an RFP and the need to prioritize activities that will lead to success
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:26] Overview of Bountiful, a referral platform for recruiting
[00:03:03] Explanation of how Bountiful works and how scouts can refer candidates
[00:09:06] Formation of a committee and funding for the initiative
[00:10:11] Surprise of receiving an RFP and the alignment with decision criteria
[00:11:14] Conclusion of the RFP discussion and next steps
[00:11:14] Scott offers to provide a test plan template for the RFP.
[00:23:14] Addendum received with more details on problem to solve
[00:24:41] Scott writes another letter declining to participate further
[00:25:32] Scott receives a call from the company
[00:26:12] Second addendum received with desired changes
[00:35:42] Salespeople need to get buyers thinking about their solution
[00:36:12] If you didn't write the RFP, your differentiators may not be included
[00:37:31] Example of influencing criteria in an RFP to win a deal
[00:44:59] Importance of managing the sales process for team success
[00:45:40] Introduction and discussion about RFPs
ADDITIONAL RESOURCES
More tips for handling an RFP as a seller: https://forc.mx/3ELMidQ
How to stack customer requirements in your favor: https://forc.mx/48oUxdF
HIGHLIGHT QUOTES
[00:17:49] “We can either play by somebody else's rules or we can change the game” - Scott Sinatra
[00:24:54] "We really appreciate the time, but if this is the criteria you're going to use to make a decision, we're going to respectfully decline to participate further." - Scott Sinatra
[00:33:07] "Understand how to set decision criteria. The shopping list of capabilities required to solve pain is fundamental. You need to know your products and services really well, as well as your competition's, so you can differentiate."
[00:44:09] "This is a team sport. If you manage a sales process with the idea that you're going to make your team successful, they're going to appreciate that a lot. You'll build a lot of internal credibility, and they'll be more apt to want to help you." - Scott Sinatra
Learn more about Scott through this link.
LinkedIn: https://www.linkedin.com/in/scott-sinatra-b399312/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode, John McMahon and John Kaplan host Murray Demo, a seasoned CFO with a wealth of experience at renowned companies. Murray shares valuable insights on the transition from sales leader to business leader, emphasizing the need for aligning with company-level problems and becoming a strategic thinker. The discussion explores the ideal profile of a Chief Revenue Officer (CRO) with a focus on business acumen and alignment with company goals. Murray also discusses the challenges of budgeting during economic downturns and the delicate balance between fiscal responsibility and agility. Key metrics for evaluating sales performance, including command of the business, pipeline management, and discounting, are highlighted. The episode concludes by addressing the burden of budgeting within organizations and the importance of aligning compensation programs with corporate strategies.
KEY TAKEAWAYS
[00:00:50] Transition to Business Leadership
[00:04:05] Aligning with Company Priorities
[00:05:02] Adapting During Tough Times
[00:16:06] Aligning Compensation with Strategy
HIGHLIGHT QUOTES
[00:00:50] Becoming Business Leaders - "The best sales leaders are actually business leaders. They've made a transition from carrying the bag and trying to make their number."
[00:04:05] Sales and Business Strategy - "So how do my priorities or the company priorities get funded and does my team know that I utilize my seat at the table as well as I could to try to better the sales organization?"
[00:05:02] Adapting During Tough Times - "When the recession hits, customers just don't have as much money to buy things. So you're going to have to pull back in marketing and you're going to have to pull back on sales."
[00:16:06] Aligning Compensation with Strategy - "I think there has to be some thoughtfulness about how you transition from, you know, here's your quota. Here's what you can do on accelerators. It's all cash. To start mixing in more stock as you go."
Listen to the full episode with Murray Demo in this link:
https://revenue-builders.simplecast.com/episodes/leading-through-economic-challenges-with-murray-demo
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Jim Pouliopoulos, known to all as “Pouli” is a storyteller, professional speaker, author, and Senior Lecturer and Director of the Professional Sales Program at Bentley University. In July of 2020, his book, “How to be a WELL BEING: Unofficial Rules to LIVE Every Day”, was published by Wiley Publishing. It shares Pouli’s insights on bringing a happiness-first approach to business, education, and life. In his three TEDx Talks, he explores similar concepts and the question of what drives inner motivation and professional success. He is also a certified trainer for “The Art of Brilliance,” a UK-based firm that specializes in training and development to increase workplace wellbeing and personal positivity. He is a currently a Facilitator at Force Management.
He is a self-proclaimed "recovering engineer." After earning two engineering degrees and an MBA, he left the corporate world behind and found true happiness and success as an educator, speaker, facilitator, and author.
Pouli holds an MBA in Marketing from Bentley University, a Master’s degree in Electrical Engineering from RPI, and a Bachelor’s degree in EE from WPI.
In this conversation with John McMahon, Pouli discusses the importance of happiness in business and life. He explains that happiness is not dependent on external circumstances but rather on our mindset and daily habits. Pouli emphasizes the need to focus on the process rather than the outcome and shares insights on how to minimize the impact of negativity bias. He also introduces the career satisfaction matrix and highlights the importance of finding enjoyment in our work.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:23] The gap between expectations and reality affects happiness
[00:09:53] External circumstances should not determine happiness
[00:13:39] Many people dwell on regrets and don't learn from them
[00:17:13] Recognizing when negativity bias impacts our viewpoint
[00:21:33] Importance of empathy and trust in sales conversations
[00:26:01] Burnout from doing something well but not enjoying it
[00:39:21] Gaining knowledge quickly vs. developing skills through practice
[00:49:56] The importance of getting enough sleep
[00:50:58] Focusing on daily actions rather than the end goal
[00:53:39] Solution to many problems
HIGHLIGHT QUOTES
[00:13:39] "Regret has always sort of been this early warning system that you're doing something against what you truly care about." - Jim "Pouli" Pouliopoulos
[00:20:47] "If you just focus on things that are positive on a daily basis, you will be happier." - Jim "Pouli" Pouliopoulos
[00:25:42] "If you do something well, but you don't enjoy doing it, it becomes drudgery." - Jim "Pouli" Pouliopoulos
[00:32:32] "Mastery never means you stop learning." - Jim "Pouli" Pouliopoulos
Learn more about Jim "Pouli" Pouliopoulos through this link.
LinkedIn: https://www.linkedin.com/in/pouli/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode, hosts John McMahon and John Kaplan sit down with Jeremy Duggan, a seasoned sales leader with a track record of success. They delve into the challenges and strategies of building a sales team from scratch and inspiring them to achieve greatness. Jeremy emphasizes the importance of data, facts, and transparent leadership. He shares insights on the three R's of leadership, leading indicators for success, and the role of education and development in reaching sales goals. The episode highlights the value of constant self-improvement and learning in the dynamic world of sales leadership.
KEY TAKEAWAYS
[00:01:09] Starting from Scratch and Inspiring Teams
[00:01:51] Data and Facts in Leadership
[00:02:03] Leading Indicators for Success
[00:02:44] Education and Development
[00:13:13] The Importance of Full Transparenc
[00:13:38] Continuous Self-Improvement
HIGHLIGHT QUOTES
[00:02:27] The Winning Lottery Numbers of Leadership - "What I say to people here is, when I talk to you about leadership and the three R's or the leading indicators in sales, what I'm actually doing is handing you the winning lottery numbers. All you've got to do is go down to the shop and buy a ticket."
[00:05:41] The Importance of Inspection for Improvement - "Inspection is a mechanism for improvement because they know you have their best interest at heart."
[00:09:18] Self-Coaching and Continuous Improvement - "I didn't really remember big mistakes, even though I know I've made loads of little ones because, for me, the whole point of making a mistake is immediately recognizing it, and then you figure out why you did it so you don't do it again."
[00:11:28] Participate in Your Own Rescue - "You have to participate in your own rescue and have self-awareness and self-reflection. You don't wait for anybody to tell you or give you feedback. You give yourself the feedback first."
Listen to the full episode with Jeremy Duggan in this link:
https://revenue-builders.simplecast.com/episodes/all-you-need-to-know-about-good-leadership-with-jeremy-duggan
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Oliver Jay is a former Chief Revenue Officer of Asana and an advisor and leadership coach for various companies.
In this conversation with John McMahon, Oliver Jay discusses the concept of product-led growth (PLG) and its impact on B2B sales. PLG is a methodology that focuses on using the product as the primary conduit for acquiring users, driving sales, and retaining customers. Oliver explains that PLG is effective for certain personas and products, but it requires careful planning and consideration as companies scale. He also highlights the importance of understanding the buyer's perspective and the need to articulate the value of the product in terms of revenue, profitability, and risk.
ADDITIONAL RESOURCES
- What CROs Prioritize to Scale PLG Success: https://forc.mx/3LaTFPE
- Navigating Product-Led Growth COmplexities: https://forc.mx/44CnwaB
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:29] Oliver Jay's background and experience in PLG
[00:06:41] Different models of PLG: self-service, product-led sales, freemium
[00:07:59] Factors to consider in choosing the right PLG model
[00:09:40] Steering customers towards the best PLG model
[00:11:33] The benefits and ease of managing trials in PLG
[00:13:02] Time to value as a key consideration in PLG model choice
[00:13:46] Differentiating products for PLG vs. non-PLG.
[00:23:19] Combination of PLG and sales-led growth for enterprise sales.
[00:24:42] Building a multi-layered PLG business.
[00:25:42] Challenges of transitioning to a traditional sales motion.
[00:32:40] Major elements of a PLG system
[00:48:23] PLG companies need to break down into granular components
[00:56:46] Importance of product market fit for SLG
[00:57:30] Selling to users vs. selling to buyers
[00:58:56] Adding SLG motions is hard for PLG companies
HIGHLIGHT QUOTES
[00:03:27] Oliver Jay: "PLG is an elegant model that uses the product as the primary conduit for acquiring users, driving sales, and increasing retention."
[00:39:59] Oliver Jay: "PLG companies should view their self-serve and product-led sales teams as part of the same funnel, not as separate entities."
[01:00:50] Oliver Jay: "PLG companies need to be aware that outbound sales is rarely the remedy to growth and should only be pursued when there is product-market fit for a top-down sales motion."
Learn more about Oliver Jay through this link.
LinkedIn: https://www.linkedin.com/in/oliverjayleadership/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Terry Tripp is the Chief Revenue Officer of Tines, a high-growth company in the security orchestration, automation, and response (SOAR) space. With a background in sales and recruiting, Terry brings a wealth of experience to his role.
In this conversation with John McMahon, Terry Tripp, CRO of Tines, discusses the importance of a well-defined sales process and the top three things he focuses on when starting a new role. He emphasizes the need to understand the people, get feedback from customers, and identify early opportunities for improvement. Terry also explains the concept of SOAR and how Tines is disrupting the cybersecurity market.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:01] Overview of Tines and its role in the cybersecurity market
[00:06:16] Top three things a CRO wants to learn on day one
[00:08:54] What a CRO wouldn't find when joining a startup
[00:10:27] Importance of a well-defined sales process
[00:18:24] The importance of thorough discovery before entering an account
[00:19:23] Show up with an informed hypothesis and a provocative point of view
[00:20:37] Researching competitors and industry challenges for a PPOV
[00:22:11] Understanding the pressures faced by CIOs and CISOs.
[00:22:44] Tailoring messaging based on industry and persona.
[00:24:55] Moving from a general point of view to specific scoping.
[00:33:03] Importance of KPIs and metrics.
[00:33:15] Understanding wins and losses.
[00:33:45] KPIs to monitor during the quarter and after the quarter ends.
[00:35:13] The importance of fundamentals and hiring A players.
[00:35:56] The significance of emotional intelligence (EQ) in sales roles.
[00:46:35] Priorities for sales leaders: making the number, playbook, pipeline
[00:47:59] Pitfalls of having a small pipeline and not qualifying deals
[00:51:34] Learning from various role models and experiences in sales
Additional Resources:
Connect with Terry: https://www.linkedin.com/in/terrytripp/
Resources for Selling to the C Suite: https://forc.mx/3YTzfQM
HIGHLIGHT QUOTES
[00:13:21] Terry Tripp: “I think you've got to have things that you know that as you look across your deal portfolio, your pipeline, your current quarter forecast, next, next quarter forecast that you have confidence that if you see certain deals that are at a certain point in that process, if we're, you know, true to those, to those criteria and, and the stages along the way.”
[00:16:55] Terry Tripp: “There's certain, it's somewhat in my experience. Depends a little bit on, on the, on the nature of the lead, if you will, the nature of the opportunity. If somebody is coming and knocking on our door, it's something that's more of an inbound. We probably have a slightly different qualification lens on that inbound opportunity. You know, what's driving it? Why are they coming to us? Try to understand a bit more about the problem they're trying to solve.”
Learn more about Terry Tripp through this link.
LinkedIn: https://www.linkedin.com/in/terrytripp/
Website: https://www.tines.com/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders Podcast, we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders.
Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leadership and removing friction for your sales teams.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:51] Carlos Delatorre shares a common mistake made by first-time sales managers.
[00:05:57] The importance of assessing the readiness of leaders.
[00:08:20] The challenges of scaling without the right leaders.
[00:15:22] Taking care of oneself is crucial for making good decisions.
[00:18:15] Importance of managing time and prioritizing tasks as a leader.
[00:19:21] Paying attention to small actions to understand people better.
[00:23:56] Dennis Lyandres discusses his journey in recruiting and training his team.
[00:25:26] The importance of taking ownership in hiring.
[00:26:44] The need to learn from failure in recruiting.
[00:39:29] Communication, work ethic, becoming an SME, mentors
[00:45:53] Mark's ability to simplify and remove obstacles for his team.
[00:46:31] Mark's approach to removing friction in the system.
[00:48:25] The importance of influential leadership over command and control leadership.
[00:52:27] The power of persuasive power over positional power.
[00:53:34] The importance of explaining the “why” to get people emotionally connected.
[00:54:49] The impact of the why on successful M&A integration.
[00:55:23] The focus on validating conviction over compliance in leadership.
Learn more about our guests through the links below:
Carlos Delatorre’s LinkedIn: https://www.linkedin.com/in/cadelatorre/
Dennis Lyandres’s LinkedIn: https://www.linkedin.com/in/dlyandres/
Mark Thurmond’s LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Dick Thomas is a sales consultant and founder of RW Consulting. He has over 25 years of experience in sales and has sold the largest deals in the history of four different companies.
In this conversation with John McMahon, Dick Thomas emphasizes the importance of quantifying the value a solution brings to a customer in order to drive bigger deals. He talks about how salespeople can differentiate themselves and gain access to higher levels in an organization by focusing on solving business problems and showcasing the value of the solution. Thomas outlines four major components of selling business value: the value pyramid, gold miner discovery, value-based demo, and the business case ROI model. These strategies equip salespeople with an unfair competitive advantage and position them as trusted business partners for their customers. Tune in to this episode of Revenue Builders for specific strategies, real-life anecdotes and inspiration on selling on business value.
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:00] Importance of quantifying the value of a solution
[00:06:11] Breakdown of the major components of selling business value
[00:06:35] Value pyramid and its importance in understanding the prospect's business
[00:08:46] How to build a value pyramid and prioritize prospects
[00:11:24] Where to find information for the value pyramid
[00:15:19] Importance of gold miner discovery in uncovering pain points
[00:34:14] How to get the customer to discuss pain points
[00:36:46] The value of a value-based demo
[00:40:56] Importance of the business case and ROI model
[00:46:08] Difference between operational value and business impact
[00:56:03] Unfair competitive advantage from building value pyramids
[00:56:12] Differentiation as a business partner and dealing with procurement
[00:57:13] Negotiating discounts and preserving solution functionality
HIGHLIGHT QUOTES
[00:06:11] Dick Thomas: “There's four major components [people need to go into selling business value]. One is the value pyramid. That's where you gain a deep understanding of prospects' business. The second, I call it gold miner discovery because it's like swinging a pick and you got to discover down to annualized dollars. The third is a value based demo, which is an interesting methodology to discover and quantify value during the demo itself and actually confirm it with the customer and the last is the business case ROI model, comprehensive business case with an ROI model.”
[00:55:27] John McMahon: “That's how they sold in the future. They weren't just doing demos to do demos. They weren't just getting meetings to get meetings. They were doing value pyramids everywhere they went. In fact, I remember going to a meeting in London and the team did such an effective job of discovery and building the value pyramid that one customer in the room banged his fist on the table and said, ‘where did you get this type of information?’”
Learn more about Dick Thomas through this link.
LinkedIn: https://www.linkedin.com/in/dick-thomas-15a01112/
Website:
https://www.rwtsalesconsulting.com/
Anthony Palladino is the Chief Revenue Officer at mabl. mabl is the enterprise SaaS leader of intelligent, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle.
Prior to mabl, Anthony spent five years at Splunk from pre-IPO through $1 billion in revenue as the leader of their Americas Field Organization. As Chief Revenue Officer at Aisera, the industry’s first AI Service Management solution, he helped define the company’s product market fit, built and ramped their customer-facing functions, and increased revenue eightfold. Prior to Aisera, Anthony was the Senior Vice President at CloudBees overseeing global field operations. In just over three years, CloudBees quadrupled its revenue. A holistic growth leader with experience in building customer-facing organizations, go-to-market strategies, and diverse partner networks.
In this conversation with John McMahon, Anthony discusses the importance of focusing on the little things in sales to drive big results. He emphasizes the need for disciplined execution, maintaining urgency with customers, and developing compelling energy in sales conversations. By identifying the deltas and addressing them, sales teams can build good habits and drive successful outcomes. Palladino also highlights the significance of documenting fit and gaining consensus in sales conversations.
HERE ARE SOME KEY SECTIONS TO CHECK OUT:
[00:02:03] Overview of Mabl and its impact on revenue, profitability, and risk
[00:05:26] Top priorities for exploring with the salesforce
[00:08:02] Importance of focusing on the little things that make a big difference
[00:11:01] Example of using a sequence to drive pipeline generation
[00:20:26] Importance of identifying and teaching people the knowledge areas
[00:32:59] Creating compelled energy to compel customers to move forward
[00:39:18] Importance of documenting the fit and gaining consensus in the first meeting
[00:44:46] The components of compelled energy and the exit criteria for the first meeting
[00:50:41] Importance of documenting customer requirements and identifying champions
[00:55:24] The challenges of being a CRO and the importance of hiring well
[00:58:00] Building a leadership team and establishing a common goal
HIGHLIGHT QUOTES
[00:53:41] "Who do we think is the champion? Right? And it's probably who do we think is the champion? Because an understanding if you're new to the organization, there's probably not a firm notion of what a champion is. And, you know, the definition we have is person with political respect and or technical authority who fights for us when we're not there and I have the and or in their job, because I think in a lot of cases with consensus, certain environments, those 2 things are very distinct today in some cases." - Anthony Palladino
[00:57:59] “I think establishing a leadership team that is with each other. They're supporting each other. They're with each other. You're sharing that common goal to the mission. And but doing it, you know, as people and really creating that that's that's I think it doesn't come easy because you have to create a special relationship.” - Anthony Palladino
Learn more about Anthony through this link:
LinkedIn: https://www.linkedin.com/in/anthonypalladino/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Chris Riley serves as President of Worldwide Field Operations of DataRobot, where he is responsible for accelerating the company’s revenue growth and global footprint, bringing DataRobot to organizations across all industries and geographies. Riley previously served as Chief Revenue Officer for Robotic Process Automation (RPA) leader Automation Anywhere, where he led global sales in over 90 countries and managed an ecosystem of over 1,900 partners. Prior to Automation Anywhere, Riley served as President of Global Sales at Dell Technologies, where he was responsible for a multi-billion dollar route to market. Riley also served as Vice President and General Manager for HP’s storage business at HPE. Riley lives in Naples, FL with his family.
In this conversation with John McMahon, Chris discusses the importance of understanding the culture and processes of a new organization when stepping into a leadership role. He emphasizes the need for leaders to be adaptable and willing to learn from their teams. Chris also highlights the significance of metrics and productivity in managing a sales organization, as well as the importance of hiring the right people and providing them with the necessary training and development. He shares insights on building trust with the sales team, prioritizing pipeline generation, and the role of mentors, coaches, and godfathers in a leader's career.
HERE ARE SOME KEY SECTIONS TO CHECK OUT:
[00:01:51] Overview of what DataRobot does and its applications
[00:15:13] The importance of work ethic, coachability, and aptitude in hiring
[00:23:47] Characteristics of successful leaders and the consequences of failure
[00:38:48] The most critical step in the sales process and the importance of a champion
[00:47:26] Navigating a sluggish economy and advice for salespeople
[00:54:15] The importance of hard work, generating pipeline, and following the process
HIGHLIGHT QUOTES
[00:22:02] "A mentor is somebody you can speak openly without fear of judgment." - Chris Riley
[00:36:35] “A good leader builds trust with the team and shows genuine interest in their success.” - Chris Riley
Learn more about Chris through this link:
https://www.linkedin.com/in/chrisriley3/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Adam Aarons is a seasoned sales executive with extensive knowledge of the risk and compliance space. Adam is well known and admired for his time as the CRO of Okta, during which Okta grew from a $1M startup to a publicly traded $300M+ ARR category winner. Adam was previously an active advisor to Drata, and has now joined the company full time to drive revenue at scale as CRO.
In this conversation with John McMahon, Adam discusses the keys to scaling a salesforce, including productivity per head, average deal size, and ramp times. He emphasizes the importance of understanding the ideal customer profile and where they are located. Adam also highlights the critical role of qualification in the sales process, focusing on the ICE framework (Identify pain, Champion, Economic buyer). He stresses the need for continuous discovery and the importance of establishing decision criteria. Adam shares insights on forecasting, metrics, and the value of customer success in reducing churn and driving revenue. He also discusses the challenges and lessons learned when transitioning from a sales rep to a manager, VP, and CRO on this episode of Revenue Builders.
HERE ARE SOME KEY SECTIONS TO CHECK OUT:
[0:00:42] Introduction to Drata and its automation of compliance data collection
[0:49:52] Using an automation platform to coordinate customer outreach and marketing campaigns
[0:55:18] The need for effective communication and expectation setting between managers
[1:00:55] The importance of coaching for young CROs
HIGHLIGHT QUOTES
[0:57:08] "Having respect and empathy for people that haven't done it before, that you're working with to make sure that they understand the why versus just saying, hey. Trust me, let me go do my job like I know what I'm doing.”
[0:52:03] "If you're a leader and you're doing this work, it's hard work. You should expect it to be hard. You should enjoy the grind and enjoy the challenges because you learn so much in these jobs that even with the things that you and I have talked about, there's so much more depth that you could dive down into."
Learn more about Adam through this link:
LinkedIn: https://www.linkedin.com/in/adam-aarons-438111/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Brian McCarthy is an accomplished executive and leader with progressive sales and leadership experience building and leading talented teams to achieve hyper-growth within the enterprise software and information services industry. Brian serves as Rubrik’s Chief Revenue Officer, where he leads the global go-to-market sales strategy. Previously he led the sales, services and support teams at ThoughtSpot, where he led the go-to-market function and the company’s SaaS transformation. Preceding his time at ThoughtSpot, Brian came from AppDynamics, which was acquired by Cisco, where he was responsible for leading the Americas organization as GVP and from QlikTech where he served as President of the Americas. He graduated from Franciscan University.
Join us as Brian shares shares insights on managing and enabling sales teams. He emphasizes the importance of caring for and developing employees, and the need for leaders to have a secure mindset. McCarthy and John McMahon discuss tracking deals and stages in the sales process, forecasting, and improving the probability of closing deals. Tons of lessons from two top-tier sales leaders shared on this episode of Revenue Builders.
HERE ARE SOME KEY SECTIONS TO CHECK OUT:
[0:01:15] Brian's background and experience in sales and leadership roles
[0:09:30] Brian's approach to managing and training people
[0:17:23] The importance of listening skills in leadership
[0:24:33] The unique approach to enablement at Rubric
[0:42:04] The critical stage in the sales process for forecasting
[0:56:50] The metrics Brian tracks during and after the quarter
[1:02:03] The importance of focusing on productivity in a growth company
[1:04:35] The impact of churn on productivity and the importance of recruiting and training
[1:14:55] Leaders who consistently over forecast or wear rose-colored glasses
HIGHLIGHT QUOTES
[0:40:33] Leaders job as an ultimate success - John McMahon: “Your job is to get the best players and coaches on your team. And then if you do, you're going to look like a freaking hero, right? And you also hit on something that's really critical is that ‘when is a leader's job done?’. A leader's job's done is when they've been able to prove that they were able to recruit people, train and develop those people to take their spot.That's when it's ultimate success”
[1:13:49] The importance of looking at new and existing deals in the forecast - Brian: “I have a much better idea of exactly where they're going to land, plus or minus. And I usually tell them too, as I'm going through, I'll go through and be like, okay, so here's where each of your people are. Here's the range: worst is this all right, I think you're going to be about two and a half million more than you're calling here, but okay, got it.”
Learn more about Brian through this link:
LinkedIn: https://www.linkedin.com/in/bkmccarthy/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Dennis Lyandres spent more than 8 years with Procore during which time Procore grew from $10m to over 900m+ in revenue. Dennis started at Procore as Executive Vice President of Sales in 2014, before moving to the Chief Revenue Officer role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. From Nov 2022 to June 2023, Dennis served as a Strategic Advisor to the CEO working on key strategic projects such as procore’s emerging fin tech business, key partner and customer relationships, and mentoring and developing key leaders. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho. Dennis began his career in mergers & acquisitions with BTI Group and holds a BA from UC Berkeley where he finished with highest academic honors.
Join us as Dennis shares his journey to sales leadership, from his early days to the phenomenal success he had at Procore. He discusses the core fundamentals he had to learn, including prospecting, business acumen, account planning, and building urgency. Dennis highlights the human aspect of sales leadership and the important lessons he learned in recruiting, training, and developing the right people; as well as the need to trust and empower his team. Dennis also emphasizes the value of continuous learning and the role of leadership in creating a culture of success. Dig into the lessons he learned on his road to sales leadership in this inspiring episode of Revenue Builders.
HERE ARE SOME KEY SECTIONS TO CHECK OUT:
[00:05:57] Importance of business fundamentals and financial literacy
[00:09:39] Skills needed for sales leadership: recruiting, training, developing, promoting, and terminating
[00:19:11] Unique aspects of training and development: clear expectations, self-service, certifications, coaching and buddy systems
[00:34:42] Transitioning to the CRO role: prioritization, managing time effectively, hiring great leaders, aligning cross-functional teams
[00:46:26] The importance of leadership and building more successful leaders
[00:49:31] The value of showing care and having each other's backs
[00:50:43] Assessing the most important problems and finding solutions
[00:51:06] Scaling challenges: assessing the most important problem and finding a solution
[00:52:09] Adapting to new challenges and focusing on the next problem to solve
[00:54:13] Transitioning from a private company to a public company
[00:56:16] Learning from mistakes and being proud of Procore's impact
HIGHLIGHT QUOTES
[00:08:48] “If you're talking to someone low level, and maybe that's some way to build a groundswell or get intelligence or whatever your account strategy is there, then yeah, I think you can talk more feature function, more jargon. But certainly, as you get more and more senior, and as you demonstrate more and more of a mastery of the subject. Simplicity is absolutely essential, right?” - Dennis Lyandres
[00:46:34] “My mindset really crystallized by this role, which was like, leadership is the most important thing to whether I wouldn't. Right and so I've got to be spending my time hiring great leaders and making sure they can be wildly successful and within leadership. I've come to believe that the highest calling of a leader is to obsolete yourself is to work yourself out of the job.” - Dennis Lyandres
Learn more about Dennis Lyandres through this link:
LinkedIn: https://www.linkedin.com/in/dlyandres/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The best advice comes from people who have been there, done that. In this episode, we bring you insights from sales leaders who have led their teams to incredible outcomes. You’ll hear what it’s like to be the first salesperson into a raw startup, why it’s vitally important for leaders to give their people a purpose, how to keep your top sales performers from leaving your company, why execution of all the details in a process matter, the 3 H’s of Interviewing, why sales leaders need to remove “friction” in the sales process and other wisdom shared on this podcast.
We’ll hear from Mark Roberge, former CRO at Hubspot, current Harvard Sales Professor and Managing Director of Stage 2 Capital, Cedric Pech, the CRO at MongoDB and Chris Degnan, the CRO at Snowflake:
https://www.linkedin.com/in/markroberge/
https://www.linkedin.com/in/cedricpech/
https://www.linkedin.com/in/chris-degnan-524470/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Learn More About Force Management:
https://www.forcemanagement.com/
Carlos Delatorre is a seasoned sales leader with a career spanning several companies, including PTC, Oracle, Symantec, BMC, VMware, ClearSlide, MongoDB, Vera, and TripActions. He is also an active investor and advisor in several software companies and sits on the board of Yellow. In this episode, Carlos talks about the three basic things he considers when making a career move: market size, product differentiation, and the team. He also discusses the importance of focusing on the customer and the value proposition when selling. Additionally, Carlos delves into the complexity of a product and the selling environment, highlighting the importance of having a sales team that can effectively differentiate from the competition and create demand.
Chapters
- Carlos' background and achievements (0:01:16)
- Carlos' career moves and acquisitions (0:01:56)
- Carlos' decision-making process for his next move (0:02:30)
- Three basic things Carlos considers when making a career move (0:04:31)
- The importance of focusing on the customer and the value proposition when selling (0:06:00)
- The complexity of a product and selling environment (0:06:41)
- Carlos' lessons learned from climbing the sales leadership ranks (0:10:54)
- The importance of persistence and going as high as you need to go to get your message heard (0:15:58)
- The importance of paying attention to the little things about people (0:32:22)
- Importance of new logos and expansion revenue (0:43:12)
- Looking at conversion rates to learn from successful sales reps (0:45:23)
- The danger of only relying on existing new deals (0:48:18)
- Gaining insights from a combination of metrics (0:48:46)
- The importance of a Management Operating Rhythm (0:51:23)
- Defining priorities in each time frame (0:52:11)
Quotable Phrases
- "If there's not a big market, there's a chance everything else could be okay, and then you just run out of market and you can't grow anymore." (0:04:48)
- "You're really trying to solve a problem for the customer, and that's what you're selling." (0:06:30)
- "You want to hire people that are going to be able to scale with the business." (0:09:40)
- "The role of technology is to make the sales process more efficient." (0:11:55)
- "Data is absolutely critical in sales." (0:13:45)
- "The most important thing is to focus on the customer and the value proposition." (0:16:20)
- "The future of sales is about being more customer-centric." (0:18:25)
- "COVID-19 has accelerated the trend towards digital selling." (0:20:15)
- "You have to be persistent and creative in sales." (0:11:34)
- "Your job as a manager is to make the sales reps self-sufficient." (0:18:14)
- "It's really about developing your people." (0:19:53)
Additional Resources
- Connect with Carlos: https://www.linkedin.com/in/cadelatorre/
- 5 Questions to Answer in Every CFO Deal: https://forc.mx/46Dhqcq
- 3 Strategies to Cultivate a Customer-First Mindset: https://forc.mx/3NP899K
Communication is a critical element of any team. Today, our guest Kevin Haverty, Vice Chairman of the Global Public Sector at ServiceNow, talks about the importance of consistent and approachable communication as a sales leader. Drawing on over 15 years of sales leadership experience and his background as a veteran, Kevin shares insight on communication styles that he’s seen drive success across his career. His conversation with John McMahon touches on recruiting, leading by example, and increasing value for customers. Tune in for lessons on building a stronger and more collaborative team on this episode of Revenue Builders.
Here are some key sections to check out:
07:25 Developing executive presence
23:50 How do you stay in touch with your reps?
36:35 The power of being a good listener
45:20 Recruiting and hiring a great salesperson
49:50 Managing teams with effective communication as a leader
55:55 Help your customers gain value
Additional Resources:
- Connect with Kevin Haverty on LinkedIn: https://www.linkedin.com/in/kevin-haverty-0a74091/
- Leading Sales Teams Through a Challenging Economy https://forc.mx/3JpLFJY
- Five Characteristics that Build Successful Leaders https://forc.mx/42U1y1Q
QUOTES
Recruiting as a leadership must-have: “Recruiting, it’s probably your most important sale. Look at your biggest deal. Hiring a great salesperson, if you’re a manager, is way more important than your biggest deal. Because that person is going to affect dozens of deals, and if they don’t make it, that’s probably going to set you back for a year… So that’s when you should really be turning on your charm; that’s when you should really be selling – is landing that great prospect.”
Advice for young leaders on handling rejection in a tough economy: “Don’t retract and lick your wounds because it’s tough. You gotta stay in the game and just persist. Tough times are made for tough people, and they are the ones who are going to come out the other side – and be better for it. We’ve been through these cycles, and every time we hit these tough times, people get shedded and some leave the industry. But the ones who have great careers are the ones that persist and find a way to grind through it.”
If you're confused, there are probably others who are confused too: "Confused people don't buy. If you have a customer and your product pitch is confusing them, you're not getting the deal. And so we all have a lot coming at us, so we've got to keep it simple. We've got to just have the language be crisp and communicate to be understood, don't communicate to sound sophisticated or to use all the buzzwords."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
HOST: John McMahon
GUEST: Kevin Haverty
Revenue Builders Podcast
Today’s episode features world-class insight on driving revenue growth from investors behind some of the most successful startups in recent history. We offer perspectives from both Venture Capital and Private Equity with our guests, Neeraj Agrawal, General Partner Battery Ventures, Dave Tiley, Senior Operating Partner Align Capital Partners, and Izhar Armony, General Partner CRV.
Tune in for tips on what to look for when investing in early-stage companies, the attributes investors seek when making leadership hires, and the four key dimensions of investing: market, team, technology, and the deal itself. Learn all of this and more in this conversation with our hosts John Kaplan and John McMahon.
Here are some key sections to check out:
01:42 Successful versus unsuccessful start-ups
7:50 How CEO selection determines success
16:47 The investor’s “Rule of 40”
21:47 Differences between VC and PE investors
29:47 Focus on growth or earnings?
35:10 Attributes to look for when hiring leaders
45:10 Common mistakes of early-stage companies
53:07 Product-market fit in early-stage companies
HIGHLIGHT QUOTES
Neeraj on looking for a strong sales mentality when hiring CEOs: “The art of sales is more important than it was a few years ago because there's scrutiny in every decision. Having somebody who can connect the dots between the business problem, the value property or product, ROI, dealing with CFO scrutiny… that's all gone from “nice-to-haves” to super important right now.”
Dave on the mindset of going from good to great: “If we're not getting better each and every day in every phase of the business, and we think somebody else is, then we're not putting our best foot forward for our employees, shareholders and investors… You're just trying to optimize it and take it to the next level. Building companies to get to $20 million is one thing, but to get to $50 and then $100, you know, they're just different stages and steps; there's a different playbook for each.”
Connect with our amazing guests in the links below:
- Neeraj Agrawal on LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/
- Dave Tiley on LinkedIn: https://www.linkedin.com/in/davetiley/
- Izar Armony on LinkedIn: https://www.linkedin.com/in/izhararmony/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
HOST: John McMahon
GUESTS: Neeraj Agrawal, Dave Tiley, and Izhar Armony
Revenue Builders Podcast
In today's episode of Revenue Builders, we have another conversation with Force Management Director Anne Gary. Anne is a skilled sales consultant and trainer with more than 20 years of experience in direct and indirect and channel sales, sales management, sales development, and sales operations. This time, we talk about misconceptions around who the economic buyer actually is, how their role has shifted with recent economic challenges, and strategies for gaining access to the economic buyer effectively by training and educating the champion.
Here are some key sections to check out:
01:58 Who is the economic buyer?
08:24 The key to a successful EB meeting
15:11 Critical things to do prior to the meeting
20:33 Salespeople need to understand the pains of the customer process
28:13 What questions should you expect from the economic buyer?
Additional Resources:
- Connect with Anne Gary on LinkedIn: https://www.linkedin.com/in/anne-gary-a054aa96/
- Selling to the CFO - 5 Questions to Answer: https://forc.mx/3qs24qC
Listen to our first conversation with Anne: https://podcasts.apple.com/us/podcast/finding-your-champion-with-anne-gary/id1610203369?i=1000567466279
QUOTES
We should recognize that we should convert KPIs: “This is why, as salespeople, we need to have done all the correct work prior to the EB meeting. So we can ensure that the proposal that we're providing is strong enough for the EB to want to allocate budget, and reallocate budget dollars to our project instead of other projects. And the other thing that salespeople need to think about here is you're not just competing against your competition in the sale, a lot of times you're competing against all the other things that people are fighting for to steal budget dollars also.”
Force Management Facilitator Anne Gary joins the Revenue Builders. Anne is a skilled sales consultant and trainer with more than 20 years of experience in direct and indirect and channel sales, sales management, sales development, and sales operations. John and I both worked with her at PTC – she was there when PTC was a startup and helped us grow to a $10 billion dollar market cap. Anne spends her time now working with companies and leadership teams – helping them improve their sales performance and helping their reps grasp those key sales fundamentals that are so critical.
In this episode, John McMahon and Anne Gary talk about the MEDDICC concept of Coaches and Champions. They discuss common mistakes salespeople make distinguishing a Coach from a Champion, as well as what sales leaders need to do to push their teams to identify and test the coveted role.
Additional Resources:
- Connect with Anne Gary on LinkedIn: https://www.linkedin.com/in/anne-gary-a054aa96/
Listen to our first conversation with Anne: https://podcasts.apple.com/us/podcast/finding-your-champion-with-anne-gary/id1610203369?i=1000567466279
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
As we commemorate Memorial Day, we wanted to share some of the great lessons shared by some of our veteran guests. There’s no higher-stakes environment in which to learn about leadership, teamwork, and perseverance, and we in the sales world can learn a lot from their service.
Tune in as VMWare Chief Operating Officer Mike Hayes and TakingPoint Leadership CEO Brent Gleeson talk about the importance of taking the harder path versus easy decisions, key leadership traits, and adapting the right mindset to succeed. Learn all of this and more on this episode of Revenue Builders.
Here are some key sections to check out:
02:24 Mike Hayes on high-performing people living in "two places at once".
08:34 Mike on taking the harder decisions and helping others do so as well
19:23 Brent Gleeson differentiating between the ones that excel and those that didn't make it
23:52 Brent on channeling pain pathways
Additional Resources:
- Learn more about Mike Hayes: https://www.thisismikehayes.com/
- Get his book Never Enough: https://a.co/d/6sDG3NL
- Learn more about Brent Gleeson: http://www.brentgleesonspeaker.com/index.html
- Get his book Embrace the Suck: https://a.co/d/9JCAyBB
QUOTES
You're only excellent if you know you're never excellent enough - Mike:“Whatever ways we definite 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”
Brent on having a passion for what you're trying to accomplish: “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The Shift Group works to place Veterans in sales roles. If you have open roles to fill, please contact them here: https://www.shiftgroup.io/companies-registration
What makes a winning strategy? According to today’s guest Chuck Bamford, PhD, author of The Strategy Mindset 2.0, strategy is about developing and aligning on a competitive advantage that actually moves the needle in your customer’s experience. It’s aligning on strategy from the top down that can often be a challenge for sales organization.
Chuck is the author of multiple strategy books used in MBA and Entrepreneurship courses around the country. He joins us today to talk common pitfalls, new realities, and winning implementation processes for strategy. Tune in for some truly golden insights shared in this conversation with our hosts John Kaplan and John McMahon.
Here are some key sections to check out:
03:47 Defining strategy and how not to complicate it
16:06 The two disconnects in business
25:04 The importance of aligning goals with compensation
33:13 Avoid knee-jerk reactions during slow economic times
43:30 Hygiene around the ideal customer profile
50:08 Company culture tied to strategy
53:59 Creating a differentiation strategy
Additional Resources:
- Connect with Chuck Bamford on LinkedIn: https://www.linkedin.com/in/chuck-bamford-ph-d-67b9811/
- Get The Strategy Mindset 2.0: https://www.bamfordassociates.com/the-strategy-mindset-2-0
- How to Enable Sellers to Execute on Your Revenue Strategy During Economic Change: https://forc.mx/3OfBtGR
QUOTES
Chuck on converting KPIs:
“I think one of the big disconnects in business is that everything that leadership does is hypothesis. They believe that if we invest here, here and here, and our employees do this, this and this, that as we move forward, the number of customers will go up or returning customers or our EBITA, but they don't want to address what the activities are, or to convert it to activity metrics.
Chuck on aligning with employees:
“I tell everybody that the entire game in alignment with all my employees, I'm trying to get as many employees as I can to buy into my strategy. And the entire game is that it fits with how they view the company in the world, and that they are compensated and rewarded for making that happen.”
Truly great leaders transform the people and teams that they work with. We’ve been lucky enough to have some conversations with some truly transformative leaders on the Revenue Builders Podcast. This week, we’re sharing some of our favorite golden nuggets from some memorable guests.
Tune in as MongoDB CRO Cedric Pech, War Veteran & Mentor Anthony Anderson, Former CEO of Iron Mountain & Chairman for Fairwinds Bob Brennan, and JD Brookhart talk emotions in times of chaos, different types of leadership and leadership issues, and how to help people reach their true potential. Learn what it takes to be a great leader on this episode of Revenue Builders.
Here are some key sections to check out:
01:08 Cedric Pech on transactional leadership vs transformative leadership
16:13 Anthony Anderson on emotions and understanding the why of everything he does
26:42 Bob Brennan on what it means to keep people from themselves
30:24 JD Brookhart on building trust in a team and how bad character can affect the morale of the entire team
Additional Resources:
- Connect with Cedric Pech: https://www.linkedin.com/in/cedricpech/
- Connect with Anthony Anderson: https://www.linkedin.com/in/anthony-anderson-441177129/
- Connect with Bob Brennan: https://www.linkedin.com/in/bobbrennan236/
- Connect with JD Brookhart: https://www.linkedin.com/in/jd-brookhart-ba647977/
- How to Lead through Economic Change: https://forc.mx/3M8NBrU
QUOTES
Cedric quotes a French author on training people on the sales process: “If you want to build a ship, don't drum up people to collect wood and don't assign them task and work only but rather teach them to long for the endless immensity of the sea. When you define the sales process, when you train the people on qualifying things, these are all incredibly important things to do you make them competent at doing that.”
Anthony on navigating your environment in times of chaos: “This kind of what you're being told and what you're supposed to act on but ultimately what you're observing and what you're feeling. So some of the chaos of war is not just what's happening outside. It's what's happening in your heart and in your mind.”
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Today we continue our conversation with Richard Rivera, Founder of GENNOW Sales Consulting and author of The Champion Sell. This time we discuss his formula for sales success: what he calls the E.L.I.T.E. method for aligning with the buyer. E.L.I.T.E. stands for Emotional Connection, Leading Vision, Inspiring Commitment, Trust Building, and Empowering Champions.
Tune in to this episode of Revenue Builders to hear Richard break down these 5 game-changing strategies in an insightful conversation with our hosts John Kaplan and John McMahon.
Here are some key sections to check out:
01:23 The 5 ELITE Sales Habits
07:02 Going deeper on emotional connection
14:27 Elite sellers allow buyers to visualize our solution in their world
20:52 Identifying integrated outcomes
29:18 Deals begin and end with trust
42:19 Addressing gaps of commitment
Additional Resources:
- Connect with Richard Rivera on LinkedIn: https://www.linkedin.com/in/richard-rivera-44532b1/
- Read The Champion Sell by Richard Rivera: https://www.thechampionsell.com/
- 3 Skills Reps Need to Hit Revenue Targets in a Down Economy: https://forc.mx/3VjFnAd
QUOTES
Recognize the Survive, Thrive, Think pattern: “I've got to first disarm those survival instincts and the way I do that is I attach myself to the problems that they care about. In other words, what are they surviving in the job today? How many of us have been in an opportunity where we're presenting all of this really cool stuff and all of a sudden the buyer just pushes back and says you have no idea what I'm trying to deal with, I've got problems to solve.”
Be intentional with trust-building: “Trust is a force. Out of all the different emotions, whether it's stress, tension, or conflict, trust can make the kind of impact on a deal that will completely stop a locomotive in its tracks. We don't think of it that way, we think of it as this passive thing and say they like me, they trust me, we're good. No, trust is a force and you've got to respect it.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The buyer champion is a crucial part of any deal, but especially important in a challenging sales environment. In this episode, Richard Rivera, Founder of GENNOW Sales Consulting, joins the show to discuss his book The Champion Sell and his insights on what makes a great buyer champion.
In his conversation with John Kaplan and John McMahon, Richard shares his view on the different archetypes of champions, along with the risks and benefits of each. The episode contains advice for sellers and leaders on how to incorporate stronger champion practices into their sales rhythm. Don’t forget to tune in next week to catch Part 2 of Richard Rivera on Revenue Builders.
Here are some key sections to check out:
03:01 Why Richard decided to write The Champion Sell
06:44 The three common selling habits for reps
10:49 Criteria for defining a champion
18:25 Sales in the information age
26:19 The four champion tendencies
34:19 Working with someone that blows past the buying process
Additional Resources:
- Connect with Richard Rivera on LinkedIn: https://www.linkedin.com/in/richard-rivera-44532b1/
- Read The Champion Sell by Richard Rivera: https://www.thechampionsell.com/
- Resources to Help Your Salespeople Enable Champions: https://forc.mx/41wD9zC
QUOTES
Differentiating the power and influence of a champion: “Typically power is a trait of strength. I can move something, I can make something happen. So power is really about authority whereas influence is about people. So I may have an enormous amount of authority but I can't influence people.”
Find evidence that they're doing the work: “The third part of the definition that they have the willingness to sell for you when you're not there or sell on your behalf. That means that you have evidence that they're taking action for you. Then I started relating to my experiences. Regardless of what I'm doing, there's a certain people that don't have a tendency to take action as much as we'd like.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
This edition of Revenue Builders is a special throwback to our best moments with three powerhouse CFOs who graced our podcast with their presence.
Stay tuned until the end of this special episode as we listen to the amazing insights of Six-time CFO and Board Advisor Murray Demo, Drift CFO Jim Kelliher, and Managing Director of Madrona Venture Group Hope Cochran on forecasting, budgeting, and how you should sell to a CFO.
Here are some key sections to check out:
02:14 Murray Demo on giving the decision-making power to the CIO
20:51 Jim Kelliher on value, forecasting metrics, and accurate forecasting
29:50 Hope Cochran on balancing forecasts, accuracy, and transparency
Additional Resources:
- Connect with Murray Demo:
https://www.linkedin.com/in/murray-demo-59a31117/ - Connect with Jim Kelliher:
https://www.linkedin.com/in/jim-kelliher-8a3100/ - Connect with Hope Cochran:
https://www.linkedin.com/in/hope-cochran-96433738/
QUOTES
Murray on giving the decision-making power to the CIO: “I would never take a CFO job unless IT reported to me. So in any software purchase, I felt that if I got too involved too early, I undermined the CIO, and instead of it being sort of their decision and their commitment to the success of implementing that software, because I got too involved in it, I let them off the hook.”
Hope on balancing forecasts, accuracy, and transparency: “I want to establish the ability for everyone to be as transparent and honest as they can and to take the game plan out of it. I know that's hard, and I know that there are a lot of reasons why the game plan comes in, people have career ambitions, etc. But that's the moment where we can all help each other.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Your existing customer base is a vital part of your future sales pipeline. Today’s conversation with Allison Pickens explores how to reduce churn and ensure that your retention revenue pipeline stays full. Allison is an experienced investor, board director, and customer success expert. She joins John Kaplan and John McMahon today to discuss the importance of viewing customer success not as a separate activity from sales, but as an integral part of the sales process and, ultimately, the value of your solution. Allison shares strategies for assessing customer health during economic uncertainty, harnessing the power of AI for customer success, and aligning customer success with your overall sales objectives.
Here are some key sections to check out:
00:56 Introducing Allison Pickens: Investor, board director, and CS expert
01:48 Why has customer success become so important?
06:43 Why are companies slow to adopt customer success?
10:48 Importance of understanding the customer’s ROI
15:18 How do you monitor and manage customer health?
25:55 How do you measure customer success?
29:38 The importance of strong product documentation and user support
35:33 Understanding the root cause of churn
42:25 How can CEOs and founders learn from churn?
48:53 Injecting CS into the business
Additional Resources:
- Connect with Allison Pickens: https://www.linkedin.com/in/allison-pickens/
- Get Allison’s book The Customer Success Economy: https://www.amazon.com/Customer-Obsessed-Company-Competitive-Advantage/dp/1119572762
- Make QBRs more valuable for your customers: https://forc.mx/3Ukt7Pb
- Taking care of customers in a down economy: https://forc.mx/43esCuc
QUOTES
Allison - You need to invest in supporting your customers: “The revenue model has shifted and because you can't just sell a customer and ignore them after the fact, you actually need to pay attention to them in order to generate revenue for them later. You now need to invest in actually supporting them. So I think that, you know, we go where the revenue goes.”
Allison - Not taking customer success seriously will cost you getting left behind: “Nowadays, I would say that we're in the late majority stage of the adoption curve of customer success that, actually, if a company hasn't really started taking customer success seriously, they will probably be left behind in pretty short order.”
Allison - Documentation is a product itself: “I think the best companies think of documentation as a type of product in itself where they release updates to documentation in a structured way. They think about the impact of a new release on past documentation and past documentation that was written and ensure that it's kept up to date.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The problem with most negotiation training approaches is they often fail to account for the nuances of a sales negotiation based on value. In this episode, Tim Caito, Senior Partner at Force Management, joins John McMahon and John Kaplan to discuss competencies and common pitfalls associated with negotiation.
The conversation covers the perception of power and emotions, early preparation and value-building throughout the sales process, the role of champions in negotiation, handling give-gets and package options, and many more negotiation topics. Learn how these concepts apply to your sales team and the current economic environment in this episode of Revenue Builders.
Here are some key sections to check out:
01:58 Introducing Tim Caito, Senior Partner at Force Management
05:47 Time, Power, and Knowledge in negotiations
09:46 The power of emotions and perception of power
14:40 Perceptions of value vs. better alternatives
21:00 Power and knowledge and the power of champions
28:38 Negotiation is a process, not an event
56:03 The concept of multiple options
Additional Resources:
- Connect with Tim Caito: https://www.linkedin.com/in/tim-caito-b9045951/
- Help Sellers Negotiate Successfully in a Shifting Economy: https://forc.mx/40BrxLh
- How to Align Cross-Functional Teams on a Negotiation Strategy: https://forc.mx/40CP4M4
- Our Top Negotiation Resources: https://forc.mx/3ZAVNVg
QUOTES
Tim - Negotiations are a battle of perceptions: “In a negotiation, the side that is perceived to have the better alternative is perceived to have more power, and the science and negotiation are pretty clear on this, the side that is perceived to have more power almost always captures more value in a negotiation.”
Tim - Start negotiating before they believe you’re negotiating: “Start the negotiation process before the other side believes we're negotiating, and the good news for our sellers out there; when you are executing an effective sales process, you're simultaneously executing a negotiation process, you just got to be aware of it.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
A company's ability to recruit and hire top talent is directly related to its ability to scale effectively. In this episode, we pulled together some of the best moments from three of our best interviews on recruiting and hiring in a growing organization.
These leaders share their top tips for getting beyond the resume, creating efficiencies in the hiring process, and key things to look for when hiring sales talent and sales leadership.
Join us as we take look back on the best moments from Mike McSally (Talent and Recruiting Expert), Hollie Castro (Chief People Officer at Miro), and Bill Cea (Managing Director at Foster Beck) in this latest episode of Revenue Builders.
Here are some key sections to check out:
01:55 Mike McSally on challenges with the recruitment process
07:58 Hollie Castro's efficiency method for team interviews
19:38 Bill Cea's interviewing components, including the importance of quantifiable success and hiring for cultural fit
Additional Resources:
- Connect with Mike McSally: https://www.linkedin.com/in/mikemcsally/
- Connect with Hollie Castro: https://www.linkedin.com/in/hollie-castro-mba-nacd-dc-6526452/
- Connect with Bill Cea: https://www.linkedin.com/in/bill-cea/
QUOTES
Mike - The Six-Second step of checking resumes: “The average recruiter, even with all the advancement in technology and machine learning and AI, their eyes are trained to look for two or three certain buzzwords. And they're going to spend about six seconds determining my 30 years of domain expertise.”
“If those buzzwords don't pop out and make it easy for them, they're just going to move right on to the next candidate. So, you know, not only does it just suck the life out of talented people that are trying to engage with the right employers, employers are missing out on great talent because of this broken six-second step that happens all too often.”
Hollie - Embedding values into career competency: “Our values are embedded in our sort of career competency. Each team is given a competency that they are supposed to test that aligns with our leadership competency. So we've embedded that all the way through.”
Bill - The importance of past performance: “Past performance is not indicative of future results, but there has to be a past performance because we can determine the attribute that's most important, which is a quantifiable success.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
“The best sales leaders are actually business leaders.” Murray Demo joins John McMahon and John Kaplan on a new episode of the Revenue Builders Podcast. A six-time CFO and board director for Citrix, Easy Software, Centrify, Qualtrics, and Lacework, Murray joins us to discuss the importance of the big picture for sales leaders. He explores how leaders can start to zoom out from just sales success into constructing a full-scale business strategy, and shares advice for CFOs and CROs approaching economic downturn.
Everything is a trade-off when you’re making complex business decisions, but how can you be sure you’re making the best decision for the long-term health of your company? Murray suggests getting on the ground meeting people and staying informed on what’s happening at every level of the organization. Dig into even more advice for sales leaders in this episode of Revenue Builders.
Here are some key sections to check out:
08:29 The key metrics to look for in sales performance
13:47 Balancing fiscal responsibility with agility
20:40 Compensation programs’ impact on company performance
29:37 Expectations of cost justification and commitment
42:38 Defining a good company
56:31 Defining a down round and how to handle it
Additional Resources:
- Connect with Murray Demo on LinkedIn: https://www.linkedin.com/in/murray-demo-59a31117/
- Visit the Lacework website: https://www.lacework.com/
- More resources for leaders facing economic change: https://forc.mx/3neLAR7
QUOTES
Murray - Where the best leaders come from: “What I have found, though, is the best sales leaders are actually business leaders, they made a transition from carrying the bag and trying to make their number and tunnel vision and closing business, which is what you have to do to start your career, but as you progress up, the ones that are the most successful, they turn into business leaders and trying to solve a problem more at a company level than just for a specific sales oriented activity.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Sarah de Lagarde is a living miracle. Her story is one of resilience and is filled with lessons for all of us. Sarah is currently the Global Head of Communications at Janus Henderson in London, but last September her life changed forever when she was involved in a horrific accident that claimed her arm and leg. Somehow, throughout an ordeal that could have been fatal many times over, Sarah remained calm and refused to give up.
In this episode, John Kaplan and John McMahon talk with Sarah about her journey, adjusting to a new reality, and the power of gratitude. They explore how her background in crisis communication helped her on the tracks that night, and Sarah shares some expertise for founders and leaders on how to handle internal and external communications for their teams, particularly in times of crisis.
Here are some key sections to check out:
03:15 Sarah’s miracle story
06:09 Gratitude above all emotions after the accident
10:42 Pushing through the pain of an accident
16:38 Journey to recovery and raising money
21:38 Sarah’s background in crisis communication
32:26 Advice for companies that don’t have a corporate communications team
38:35 Resilience and living in the moment
44:06 The psychological immune system and living in the present
Additional Resources:
- Support Sarah’s GoFundMe campaign for a bionic arm: https://www.gofundme.com/f/help-sarah-get-a-bionic-arm
- Connect with Sarah de Lagarde on LinkedIn: https://www.linkedin.com/in/sarah-delagarde-comms/
- Visit the Janus Henderson Group website: https://www.linkedin.com/company/janus-henderson-group-plc/
QUOTES
Sarah - choosing gratitude every day: “It's a very conscious decision that I make every day when I wake up. When something like this happens, there's a whole range of emotions that you feel every day, and one overwhelming emotion is that of gratitude, and that is because I could have died so many times that night, and yet I didn't, I clung on to dear life, I made it. And now, everything I see is 10 times more beautiful than before, because I'm here, because I could have not seen it.”
Sarah - Take time, no shortcuts: “If you want to do this, right, you have to take your time, there are no shortcuts, you have to just go and accept it.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
What’s the ultimate factor to success? A competitive and committed mindset, according to today’s guest JR Butler. A lifelong athlete, he saw the opportunity for sales teams to recruit from groups with a next-level work ethic and passion for growth: athletes and veterans. Drawing on his own experience of transitioning to the sales world, JR founded Shift Group, a company that develops these specially qualified groups into elite sales professionals. Today he joins John McMahon and John Kaplan to discuss how leaders can build a success-driven culture, develop A-Players, and make great hires in today’s challenging market. Dig in to great insights for building an all-star team on this episode of Revenue Builders.
Here are some key sections to check out:
03:48 The impetus for starting Shift Group
07:40 Learnings from being coached by his father
19:15 The pros and cons of hiring athletes in sales
24:52 The mindset of an athlete who wants to be great
30:07 The importance of having a culture of success
34:21 Why would somebody want to work for this company?
38:54 Practice starts from the top down
42:44 What is a sales boot camp?
52:30 Rapid fire questions and answers
Additional Resources:
- Support the Line In the Sky Foundation: https://www.lineintheskyfoundation.org/
- Watch “The Russian Five” hockey documentary: https://therussianfive.com/
- Connect with JR Butler on LinkedIn: https://www.linkedin.com/in/jrbutler/
- Visit the Shift Group website: https://www.shiftgroup.io/
QUOTES
JR - Learnings from his dad: “My dad has a saying, he says plant tomatoes, get tomatoes, and what he means by that is sports, hockey specifically, is a meritocracy. Like nobody really cares what your parents accomplished, what you did, where you're from. It's like, how hard are you willing to work to get better every single day? And that's what you're gonna get rewarded for.”
JR - Being a great teammate: “When I think back to every team I've ever played for that was great, everybody in that locker room played for each other. And that was it, like a full stop. It was like the old Patriot saying, you did your job because you knew the guy next to you was going to do their job.”
Tony - Leaders walk the talk: “What I see is great leadership is like, you're not just telling people what to do, you're showing them what to do, and you're not afraid to do what you're asking your team to do.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
One of our MOST requested guests is back for Part 2! Tony Parinello is the bestselling author of Selling to VITO - the Very Important Top Officer. A sales veteran, Tony knows how C-suite leaders think, what they look for in a sales conversation, and what it takes to get them on your side in a deal. Today, Tony is diving even deeper into this critical topic for sales success in 2023, when multiple C-suite leaders are getting more involved in every deal. John McMahon and John Kaplan talk to Tony about VITO priorities and how to win consistently with this stakeholder group in a game-changing episode for both sellers and leaders. Dig in and get in the mindset of how your team should be approaching these high-stakes conversations.
Here are some key sections to check out:
5:00 What’s on VITO’s To-Do List
6:50 How to make sure you’re targeting the right VITOs
10:00 what a company owes its sellers
12:20 Speaking the language of VITO
25:40 The three outcomes to strategize around when you try to reach VITO
33:25 The right questions to ask VITO
34:50 Voicemail best practices
44:52 Active listening
54:00 The problem with premature questions
55:20 VITO Call Objectives
1:05:40 How many slides do you need for a VITO presentation?
Additional Resources:
- Listen to the Part 1 episode with Tony: https://forc.mx/3SxR5pu
- Tony Parinello on LinkedIn: https://www.linkedin.com/in/sellingtovito/
- Selling to VITO on Amazon: https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240
- Register for the Selling to the C-Suite Webinar Series: https://forc.mx/3xZdFO9
HIGHLIGHTS
- VITO parameters in the sales process
- Accountability and Ownership
- The importance of speaking the language of the process
- The importance of opening statements
- The 3 best outcomes of contacting VITO
- The power of VITO’s voicemail
- The right questions to ask
- Call objectives for your first call
QUOTES
Tony - Forget the word “I”: “Forget the word ‘I’. The up word ‘I’ should be totally out of your vocabulary like, I wanted to know where, I was wondering if or, I had an idea. These executives, these VITOs don't care about us until they understand what we could do for them, and so take the word ‘I’ out of your vocabulary, just replace it with the word we or our.”
Tony - The importance of having a process: “Every successful VITO has a process in place for doing everything they want to measure and achieve. Processes are critically important for us to show VITO that whether we're leaving voicemail messages or we're sending them correspondence, we need to follow an identifiable process. So VITO sees what we're doing and can identify with it. So this is why examining our sales process and examining our prospecting process is so critically important.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
John Kaplan and John McMahon welcome Bob Kessler to the Revenue Builders podcast. Bob discusses the story of his family which includes his son Tyler who was diagnosed with kidney failure at 4 years old. He has since had three kidney transplants and the surgeon reported that the first one was successful with the smell of urine as a sign of a successful transplant. Bob then talks about the mission his family embarked on in order to focus on what matters most in life.
Additional Resources:
- Support skill and character building for NC youth: https://www.shieldmentor.org/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Introducing Bob Kessler
- The saga continues with Tyler
- Staying positive through the tough times
- Visiting stadiums with Tyler
- How people make you feel like you belong
- Favorite stadium vs favorite experience
- What you can do and not what you can't
- Advice for people going through medical challenges
QUOTES
Bob - Remaining positive: “I will tell you, my wife and I, we agreed at a very early part of this journey that there's no b*tching there's no complaining, there is no asking why? Because there's no answer there. All we know is what we can do.”
Bob - Build a network with families: “At first, you may be like, Hey, I don't need that. That's what we said, but give it a shot, and try to network and learn from others. You know, we learned a lot from families who have gone through, you know, you meet families in the hospital, who are going through similar challenges, some worse, and we've learned a lot by observing and talking to folks and sharing our story, and, what's the best way to work through all these challenges.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The most impactful leaders turn challenges into growth opportunities. In this episode, our hosts welcome Dr. Tommy Watson, Ed. D., ACC, one of America's leading experts on turning transitions into triumphs, to their podcast. Dr. Watson has authored two books and is considered an authority on resilience, change, motivation, and leadership. Dr. Tommy explains his definition of resilience as the ability to bounce back from adversity. He believes that no matter what area of life someone comes from or what they do, they will always face challenges and must be able to bounce back in order to be successful. Learn more about Dr. Tommy’s philosophies for life and leadership in this latest episode of Revenue Builders.
Additional Resources:
- Support skill and character building for NC youth: https://www.shieldmentor.org/
- Read Dr. Tomy’s motivational guide - The Resilience of Champions: Secret Habits of Highly Resilient Individuals and Organizations
https://www.amazon.com/Resilience-Champions-Resilient-Individuals-Organizations/dp/1491733543 - Read Dr. Tommy’s memoir - A Face of Courage: The Tommy Watson Story
https://www.amazon.com/Face-Courage-Watson-Story-How-survive/dp/0595530567 - Connect with Dr. Tommy on LinkedIn: https://www.linkedin.com/in/tawatsonspeaking/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Dr. Tommy’s definition of resilience
- How sports gave him a dream
- Being a statistical miracle of human resilience
- How to focus on the positive
- Tuning in to your ‘yes’ voice and tuning out your ‘no’ voice
- The three V’s of motivation
- Never forget your ‘why’
- Finding the one thing that is going right
- The resilience of champions and thriving in uncertainty
- The growth comes from the valley, not the mountains.
- Defining your vision of excellence
- Success and failure are a cycle, not opposite outcomes
- Rituals of your culture
QUOTES
Dr. Tommy - Definition of resilience: “Resilience, John, and John, is really about just bouncing back from adversity because no matter what area of life you come from, or what you do, we're always going to face some challenges when it comes to life, life is gonna throw things at us, and we got to be able to bounce back. But I think oftentimes people look at resiliency as simply surviving, that's an aspect of it. But resiliency is really about bouncing back and thriving.”
Dr. Tommy - Focus on the positive: “Sometimes in the midst of a lot of chaos, you have to hone in on the one thing that's going right, find one thing that's going right and hold on to it.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
As sales leaders, our success isn’t defined solely by revenue. Today’s guest Zack Rosenburg is the co-founder of the St. Bernard Project (SBP), an organization that supports communities affected by natural disasters. Originally founded as a disaster relief volunteer group in 2006, SBP has evolved to now include government advisory, loan funding programs, and disaster risk education and prevention into their activities. Zack has adopted a unique approach to non-profit growth that focuses on efficiency and the customer experience. He discusses his dedication to continuous improvement and a people-first culture. Listen to the full conversation with John McMahon and John Kaplan to learn how the sales and non-profit worlds may not be so different after all - it’s all about maximizing your impact.
Additional Resources:
- Learn more about SBP and support their mission to end suffering from natural disasters: https://www.sbpusa.org/
- Connect with Zack on LinkedIn: https://www.linkedin.com/in/zackrosenburg/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Zack’s history in law
- The class implications of natural disasters
- The “Mom” Rule
- Talk about problems, not just wins.
- Are you ahead or behind?
- If you do it well, share it.
- The power of knowledge investments
- Strive to put yourself out of business
- Creating a safe culture
- Don’t get too far ahead or too far behind
- The best ideas come from the shop floor
- Constructive Discontent
- You have to be hearable
- Without struggle, there is no progress
- Steering through turbulence
- The magic of aligning on values
QUOTES
Zack - Inspiration from Toyota’s Yokoten Notion: “If a for-profit global company can take their resources to drive efficiency with others, we can do the same thing. And that's what started our share intervention when we began, not just investing money, but time resources in the Toyota Production System.”
Zack - Think about what the customer wants: “We realized that just being reactive wasn't enough. Just building houses wasn't enough. They talked about upstream solutions, and the best upstream, and they talked about what would the customer want? Think about does the customer want us to rebuild their house? Or would they want to never need our help in the first place?”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
What characteristics make a successful entrepreneur? Jim Baum has over 25 years of tech industry experience as an entrepreneur and board leader. According to Jim, it takes “the smarts, the drive, and just enough of the craziness to make it happen.” As a seasoned president, CEO, and advisor of high-growth, venture-backed B2B software environments, he shares his insights on the limits of technology, the importance of customer-defined value, and how entrepreneurial values are critical to the success of all sales individuals and leaders. Dig in to strategies for personal and organizational growth in this conversation with John McMahon and John Kaplan on Revenue Builders.
Additional Resources:
- Support Angel Flight in providing transportation to lifesaving medical care: https://www.angelflightne.org/
- Connect with Jim on LinkedIn: https://www.linkedin.com/in/jimbaum/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- How Jim’s technical background helped him in his career
- Advice for technical people looking to become revenue builders
- Admitting and owning mistakes
- Iteration is key
- The dynamic subordination of leadership and decision making
- Key traits of successful entrepreneurs
- Entrepreneurship as a mindset for all sales leaders
- How contagious passion shapes enterprise teams
- Differences between being an entrepreneur and being a corporate executive
- The importance of having an outside-in vs inside-out mentality
QUOTES
Jim - Get to know the customer: “Not to downplay the importance of technology, and the quality of the technology and the architecture and the systems that are used, and the way they're deployed, and the way they scale and all of those things. But on top of all that, there's an end user, there's a person, there's a human or a system that needs to somehow derive value from what this technology is doing. And so I really think the advice is, get to know the customer get to know the use case, get to know, in deeply understand the value.”
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
EXHAUSTED? STRESSED? BURNED OUT? HOW DO YOU HANDLE IT?
In today’s episode, John McMahon and John Kaplan welcome Marcy Stoudt, the CEO and co-founder of Revel Coach, an inspiration platform designed to create a community of women who believe in success both personally and professionally. Marcy shares her story of founding Revel Coach from her own experience of burnout and finding her own purpose in life. She also talks about challenges faced by working moms, work addictions, generational judgment, and cultural confusion. Find out all these in detail in this latest episode of Revenue Builders.
Additional Resources:
- Support At-Risk Youth with National Runaway Safeline: https://www.1800runaway.org/
- Visit Revel Coach’s Website: https://www.revelcoach.com/
- Connect with Marcy on LinkedIn: https://www.linkedin.com/in/marcy-stoudt-59469a2/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- What is Revel Coach and why does it exist?
- Exploring Challenges Faced by Working Moms
- Balancing Work and Home Life
- How to break your addictions
- Ego, Affirmation, and Burnout
- Living above the line and living below the line
- The importance of being honest with yourself about addiction
- Generational Judgment vs. Growth Mindset
- Cross-Generational Leadership and Cultural Confusion
- Executive Burnout and Micromanagement
- Women in Sales, Abundance Mindset, and Maternity
- What do you say to people who have the same idea as you
- How do you start the conversation with the mom
- The importance of understanding the other person’s perspective
- Living Life with No Regrets
QUOTES
Marcy - What Revel Coach is all about: "Specifically, we serve that time-starved working mom whose vision of success includes a very successful career, but without the sacrifice of personal wellness or quality time at home."
Marcy - Leading beyond generational judgment: “The best leaders see the strength and people's unique style, and basically you want to flourish that mute, get that person to flourish…”
Check out John McMahon’s book here:
- https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
WHAT DOES IT TAKE TO BE A GREAT LEADER?
John McMahon and John Kaplan welcome Dali Rajic, Chief Operating Officer at Zscaler, as he discusses his career in sales leadership, starting as a first-line manager and eventually becoming a Chief Revenue Officer (CRO). He gives advice for fron-tline managers, those coaching front-line managers, and those wishing to take their career to the next level. Dali discusses the difference between working hard and working efficiently, the anatomy of a great team culture, and explains an approach to results-based enablement. Learn more about Dali’s work and achievements in this latest episode of Revenue Builders.
Additional Resources:
- Support At-Risk Youth with National Runaway Safeline: https://www.1800runaway.org/
- Visit Zscaler’s Website: https://www.zscaler.com/
- Connect with Dali on LinkedIn: https://www.linkedin.com/in/dali-rajic-295912/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- The Revenue Builders Podcast: A Conversation with Dolly Rajic
- The Different Types of Leaders and What They Need to Learn
- The Benefits of Being Vulnerable in the Workplace
- The Second Line Manager's Role in Sales
- The Differentiation Between First and Second Line Managers
- The Impact of Moving from Second Line to Third Line
- The Importance of Keeping a Pulse on the Business
- The Importance of Thinking Like an Executive in a Complex Organization
- The Importance of a Strong Revenue Operations Function
- The Importance of Being Selective with Promotions
- The Importance of Trust and Community in Business
- The Impact of Sales on Organizational Culture and Development
- Dali Rajic on the Importance of Training and Development
- The Importance of Enablement in Career Success
- The Power of Enablement and Rev-Ups in Business
- The Importance of Enablement in Business
- Leadership Enablement: The Key to Inspiring Compliance
- The Importance of Marginal Gains and Training Sales Leaders
- Leadership Development in a Remote World
- The Impact of Leaders on Sales Performance
- The Three R's of Successful Sales: Recruitment, Readiness, and Results
- The Importance of Coachability and Being a Team Player in a High-Growth Company
- The Top Three Takeaways from Dali Rajic's Interview on Sales Enablement
- The Importance of Leadership in Business
QUOTES
Dali - A leader doesn’t have all the answers: "Actually it's okay to be vulnerable because you think you got promoted, and you got to know everything except you don't know everything. All this talent on your team, and if you create a culture of mutual learning from one another, then it becomes really an approach of exchanging ideas, weighing them, trying to figure out what the best one is forward, you become a sounding board, you learn, evolve your thinking, now you can add more value."
Dali - Celebrate every small win: “Everybody waits for like this big miracle to happen this big enlightenment this moment, and what you miss out is, if you're just waiting for the big moments, you miss all the little moments. And what we brought in is a concept of marginal gains, where we celebrated every small win.”
Check out John McMahon’s book here:
- https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
John McMahon and John Kaplan welcome Dave Tiley in this latest episode of Revenue Builders. In this conversation, Dave shares his journey of being a serial entrepreneur, growing and selling multiple successful startups, and how it led him to become a private equity investor. He discusses his experiences running and growing businesses and developing his “good to great” approach along the way. With this approach, Dave and his firm Align Capital Partners get radically honest about what’s working in their companies and what is not benefitting the end goal. Applying this philosophy to culture, accounting, sales and talent is what enables them to help the companies they work with graduate from just good to truly great.
Additional Resources:
- Support Restore Addiction Recovery in fighting the opioid crisis: https://restoreaddictionrecovery.com/
- Visit Align Capital Partners Website: https://aligncp.com/
- Connect with Dave on LinkedIn: https://www.linkedin.com/in/davetiley/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Differences Between Venture Capital and Private Equity
- Investing in the Middle Market
- VC Funding for Startups
- The Future of Venture-Backed Companies
- The Importance of Both Revenue and Earnings Growth in Private Equity
- The Different Types of Private Equity Investments
- The Importance of Company Culture in Acquisitions
- The Importance and The Benefits of a Good Leadership Team
- Innovation and Culture are Key for Successful Companies
- The Importance of Company Culture in Hiring New Employees
- The Importance of a Good Sales Process
- The Differentiator Between Good and Great Salespeople
- The Benefits of Good to Great for Small Businesses
- The Importance of a Company's Mission Statement
- Taking Risks and Betting on Yourself
QUOTES
Dave - Keep your mind open to new opportunities: "What I would encourage people is financially, they get rewarded no matter what, and it's usually a pretty life-changing event, and that's why we really focus on the journey, not the exit. It's that journey, because they just, they quiver just got richer and bigger, because they've done now a private equity exit, and that just makes them more right open and the door opens for other opportunities."
Dave - You can learn in every situation: "I just want to tell people, man bloom where you're planted. Everyone was trying to think, Well, I gotta get to the next three jobs, or I gotta get over here. I gotta get over here. And they're missing the blessing of what this job can give you. Because I think you can learn something in every situation."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
John McMahon and John Kaplan welcome Mike Hayes in this latest episode of Revenue Builders. In this conversation, Mike shares some of the lessons he learned as a Navy SEAL and how they have helped him in his current role as the Chief Operating Officer at VMware. He conveys the importance of collective accountability, humility, and purpose in leading any successful team. Mike’s book about his SEAL experiences, “Never Enough”, donates proceeds to his charity the 1162 Foundation, which helps families of fallen special operations heroes.
Additional Resources:
- Read “Never Enough: A Navy SEAL Commander on Living a Life of Excellence, Agility, and Meaning” by Mike Hayes: https://www.amazon.com/Never-Enough-Commander-Excellence-Agility/dp/1250753376
- Support the 1162 Foundation: https://joingenerous.com/1162-foundation-inc-mrnn2my
- Visit VMware Website: https://www.vmware.com
- Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Mike Hayes: A Navy Seal Commander on the Life of Living a Life of Excellence, Agility, and Meaning
- Our Best is a Moving Target
- Lessons Learned from High-Performing Individuals and Organizations
- Taking the Path of Most Resistance
- Leadership in the Business World: Subordination, Decisions, and Confidence
- How to Be More Productive by Working Less
- Leadership in the Face of Adversity
- Making Decisions and Surrounding Yourself with Diverse Inputs
- The Importance of Confidence and Humility
- The Importance of Hiring Intrinsically Motivated Employees
- The Power of Focusing on What You Can Control
- The Importance of Capability in Leadership
- Leadership in the Face of Change
QUOTES
Mike - You already have the skill set to repeat your success: "What's really interesting is sure you can diagnose the winds and say what do we need to keep repeating, but by and large, you already have the skills that you need in order to keep repeating closing deals."
Mike - Diagnose your losses and learn from there: "What you want to do is think well, look at the deals that you lost in to diagnose the loss and say, What did I learn? And that feedback and that incorporation in a very open way, and having no ego and saying I could have done something better? What was it? That to me is the biggest ingredient."
Mike defines the true first decision: "The point that what I would say is the first decision in decision making is not the decision. The first decision in decision-making is when you need to make your decision."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Today we are joined by Managing Director from Foster Beck Associates, Bill Cea, to discuss hiring for sales organizations of every size, from seed stage to market. Bill gives insights on making great long-term hires by sharing startup hiring strategies according to three stages. In the first stage of growth, companies should focus on hiring people who fit the product and market. In the second stage, companies should focus on hiring people who can help them scale. In the third stage, companies should focus on hiring people who can help them mature.
Additional Resources:
- Support Saint Jude Children’s
- Support The Ronald McDonald House
- Connect with Bill on LinkedIn
- Check out Foster Beck Associates
- Listen to More Revenue Builders
HIGHLIGHTS
- Hiring for startups at every stage of growth
- Why you need a recruiter at the Product Market Fit Stage
- The Impact of Hiring on Business Growth
- The role of culture fit in hiring
- How to be a Student of the Marketplace
- Red Flags to Look for in candidates
- Key indicators of a candidate with entrepreneurial spirit
- The Benefits of Hiring Self-Aware Salespeople
- The Most Important Attributes of a Successful Sales Leader
- Key Components for Hiring the Right Person
- Hiring Salespeople with the Right Domain Expertise
- Distributed Workforce on Sales Management
- Impact of Technology on Talent
- The Differentiation of a True Sales Professional
- Elements of a thorough Background Check
- Recruiting in a tight economy and competitive job market
QUOTES
BILL: PRE-REQUISITES OF BUILDING A PROFILE
“When you're building a profile, what else you really need to understand is, how is the company going to go to market. In other words, there are many different ways companies go to market, they're going to do a vertical approach, they're going to do geo-named accounts. I don't believe the Rolodex question is applicable anymore. But I think it's much more important that they at least sold to like industries where they understand the buying process.”
BILL: CREATE A DEFINITIVE AND EXPEDITIOUS PROCESS
“A smart company has that definitive process, while that process is going on, they're doing their due diligence, background perspective, they're ready to strike, you have to be expeditious through the process, or you're gonna lose to a company that is doing it right.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Michael Cremen is the Chief Sales Officer at Elastic and has nearly 20 years of experience in executive roles at firms like Hitachi, IBM, and Veritas. Through his robust experience as a sales decision maker, he knows a thing or two about the decision making process for a purchase. He discusses with John Kaplan and John McMahon what he calls the “CFO factor” - the need for sales teams to consider executive financial decision-maker involvement in the sales process, particularly now in a price-conscious economy. He also shares strategies for effectively communicating value, driving great front line manager performance, and hiring. Get his advice for sales teams and leaders in this latest episode of Revenue Builders.
Additional Resources:
- Support Saint Jude Children’s Hospital: https://www.stjude.org/donate
- Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaelcremen/
- Check out Elastic: https://www.elastic.co/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- The CFO Factor according to Michael Cremen
- Connecting Value in the Sales Process
- Having a Strong Champion (or multiple) in the Sales Process
- CFO Involvement in Sales Deals
- Why You Have to be Paranoid in Sales
- Asking the Right Questions When Selling to a Company
- Hiring the Right People and Sales Enablement
- Sales Enablement and Speaking the Same Language
- The importance of Methodologies in Sales Organizations
- Field Leadership Systems
- Knowing How to Sell the Opportunity When Recruiting
- The Power of Personality in Recruiting Top Talent
QUOTES
MICHAEL: BE THE ONE TO CONNECT THE VALUE
“Companies only really care about three things at the highest level, making money, saving money, and mitigating risk, and at some point, you have to rise up to that and what are you doing there, that's the value that you're getting to for those customers.”
MICHAEL: LEADERS SHOULD BE ENGAGED
“One thing I've noticed over the years is leaders that are engaged with their teams, they love to be involved with the deals of that to happen, they want to go in there and close that deal and get it done, and like it’s glory time... Spend the time early stage. Spend it during the development time, because as a leader, you can have more impact there.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of Revenue Builders, our hosts John Kaplan and John McMahon talk with Bob Brennan. Bob has worked in multiple VP and CEO positions throughout his career and is currently a board chairman for Fairwinds, BitSight, and Thoughtworks. They discuss the metaphorical ‘athleticism’ required to be a successful leader of a high-growth sales organization, gained through self-improvement and practice. Bob’s advice for sales leaders is to own your mistakes, never assume you’re the expert, and not be afraid to ask for help. He reminds us that it takes a team mentality to succeed, so positive energy and true comradery are your best assets.
Additional Resources:
- Help give opportunities to youth in foster care: https://mtwyouth.org/
- Support Black-owned businesses in Massachusetts: https://www.becma.org/
- Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobbrennan236/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Being a coachable leader
- Benefits of an accountable culture
- How to handle the wrong hire
- Owning your mistakes, but not dwelling on them
- Don’t talk to yourself in a way you wouldn’t talk to others
- Dealing with activist investors
- The difference in leading public vs. private companies
- Leading indicators of a successful venture
- Leadership doesn’t have to be lonely - don’t be afraid to ask for help
QUOTES
BOB: The kind of people you want around you
"I think you want to have people around you that are going to be supportive, but clear-eyed about, like when you're off or when you're wrong, and can you know, say, hey, wait a minute. So you don't end up betting the farm inadvertently, or, you know, chasing the wrong truck.”
BOB: Don’t be so hard on yourself
"I think you want to hold up the mirror and be honest with yourself about screwing things up because it is a game of misses business. But then, let yourself off the hook too, just take that on board is don't do it again. But like, would you let it go?
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In today’s episode, John McMahon and John Kaplan chat with COO of Tenable and veteran sales leader Mark Thurmond. Mark shares his experience with both the personal and professional actions that lead to success, and what he looks for when hiring to build a powerhouse team. He imparts valuable advice for both sellers and leaders on patience, persistence, and humility. His #1 piece of advice? Keep it simple - in sales, in leadership, and in strategy. Hear Mark explain why the basics, done well, can actually be the most powerful approach.
Additional Resources:
- Support families affected by cancer through the Ellie Fund: https://www.elliefund.org/
- Learn how to reduce cyber risk with Tenable: https://www.linkedin.com/company/tenableinc/
- Connect with Mark on LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Leading by influence rather than control
- 3 H’s of success: Head, heart, and hard work
- Leaders need to take personal control of enablement
- Data reduces drama
- Channel marketing
- Simplification and communication are key to great leadership
QUOTES
MARK: It’s all about messaging, positioning, metrics, and strategy
"The leaders that could actually truly impact and simplify messaging, positioning, metrics, and strategy. They're the ones that actually drove the most productive teams. So kind of early, my career communication was a massive big part of the kind of the foundation of building my career and the characters that I want it to fall throughout my career.
MARK: Hard work is the greatest equalizer, wherever it is
"My dad used this term all the time it’s hard work is the great equalizer, and I know it sounds corny, but it is stuck with me for my entire life, and it is truly proven both in athletics and in business. That hard work is the great equalizer.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
On this episode of the Revenue Builders Podcast, our hosts John McMahon and John Kaplan welcome Izhar Armony, a venture capitalist who has been featured on the Forbes Midas list of top tech investors. After 7 years running marketing and raising money at a startup, he crossed the aisle to become the investor he once pitched to. He has now been a seed investor in over 40 startups, including six ‘unicorn’ startups and four multi-billion dollar IPOs. He shares his history in the Israeli army, his passion for off-road racing, and how these experiences make him a successful risk-taker. Izhar discusses how leadership is an indicator of the success of a company, and the mindset sales teams must adopt to achieve high-level growth like that of the unicorn startups he’s worked with.
Additional Resources:
- Support youth entrepreneurship in the Middle East: https://www.meet.org/
- Learn more about VCs with CRV: https://www.crv.com/
- Connect with Izhar on LinkedIn: https://www.linkedin.com/in/izhararmony/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Building his own startup from the ground up
- Good mentorship is a mix of empathy and tough criticism
- Long-haul rally racing is a lot like a startup: High-risk, fast-paced, and high reward - even if you fail.
- Founders are the ones who create value, not investors
- Great leadership and market disruption are key indicators of a good investment
- You don’t learn from your wins, you learn from your mistakes
- The importance of an outside-in mentality and humility in sales
QUOTES
IZHAR: The qualities he seeks from a person
"I think if you're humble, it allows you to listen well. and to test your hypothesis again, again, when to admit that you might have made a mistake, you might be wrong, and readjust. So I like that combination of smarts, ethical, energetic, but also courageous, disciplined, and humble, and when we get that, I think something magical happens.”
IZHAR: A great leader blames no one but himself
"If you're a great sales leader, and now we are getting right to the heart of your audience, one of the best that you can do is instill a culture of true and honest debrief, and the first rule is to blame no one but yourself will get to the truth, you can do it but blame no one but yourself.”
JOHN K: What to remember in a debrief
"Planning and preparation and collaboration, and then debrief, like no matter what you do in life like these are high skill sets, and, and execution categories. And the last one for me on the debrief. I think one that we can all take away today is like, no matter what, in a debrief, come with the mindset of own your mistakes no blame.”
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this inspiring episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Founder of Samaritan's Feet International, Manny Ohonme. Manny regales us with his life story of hope, faith, and selfless leadership that all started with a pair of shoes. Once a poor kid selling water and soda in Lagos, Nigeria, Manny worked hard to earn a basketball scholarship that became his ticket to the US. There, he devoted himself to his studies and eventually led a successful career in tech sales. Pursuing a search for greater purpose, Manny left his corporate career to establish a non-profit that would change the lives of millions around the world, one pair of shoes at a time.
Additional Resources:
- Support Samaritan’s Feet: https://samaritansfeet.org/
- Connect with Manny on LinkedIn: https://www.linkedin.com/in/mannyohonme/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- How basketball and a pair of shoes changed Manny's life
- Arriving in America and succeeding despite every obstacle
- Divine intervention and answering the call to serve
- Giving back to his community and its children with shoes
- Over 1.5 billion people are infected by diseases transmitted through soil
- Giving shoes to children, veterans, and elderly all over the world
- How a missed PR opportunity led to 1.3 million pairs of shoes and more
QUOTES
Manny on servant leadership: "From CEOs to the president of companies to presidents of countries humble themselves to wash these people's feet. Let the greatest among you first be a servant. That's the power that Samaritan's Feet is all about."
How a pair of shoes can change someone's life, says Manny: "We are able to bring people together to invest and educate those kids and now you're going to help them rebuild their home and give them a new job opportunity all began from the gift of a pair of shoes."
Manny's message to people experiencing hardships: "Keep that dreaming part of you. Don't forget to keep dreaming. Because the situation gets so bad sometimes, they stop and forget to dream."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Navy SEAL combat veteran- and author of “Embrace The Suck,” Brent Gleeson. Brent talks about his journey from the finance world to the military, the traits that make a successful Navy SEAL, and how the mindsets he learned in training benefited him in his post-service business career. Brent’s formula for effective leadership includes resilience, decentralized command, and constant improvement. His mantra, “embrace the suck,” encourages leaders to do one hard thing every day and consistently push the boundaries of their comfort zone to achieve continued success.
Additional Resources:
- Buy “Embrace The Suck:The Navy SEAL Way to an Extraordinary Life” by Brent Gleeson : https://www.amazon.com/Embrace-Suck-Navy-SEAL-Extraordinary/dp/0306846330
- Visit Brent’s Website: https://takingpointleadership.com/
- Connect with Brent on LinkedIn: https://www.linkedin.com/in/pepper-johnson-3a698312/
- Check out Brent’s Twitter: https://twitter.com/brentgleeson
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- What makes people resilient
- The qualities that make a Navy Seal
- Persistence, Purpose, and Passion
- Living in a 3-foot world
- Always go for the opportunity to make better choices
- Do something that sucks everyday
- Put yourself in an environment where you can perform better
- Fixed vs Growth Mindsets
- How to spot and help 'gray men'
- Prepare, but don't worry about tomorrow
- A good leader can decentralize decision-making
- Leaders need to know what motivates their people
- If you're not failing, you're not trying hard enough
QUOTES
What makes people resilient, according to Brent:"Resilience doesn't necessarily come from people having an arduous childhood or coming from a lot of adversity necessarily. Sometimes it's chosen, sometimes it's intentional in the fact that people who chose to push the boundaries of their comfort zone and everything they choose to commit to. That builds resilience as well."
Brent explains the 3-Foot World mindset: "His point was stay in your 3-foot world. Right here. Focus on what is in your span of control and only focus on that alone. It really goes into those core elements of resilience where people who are more resilient spend less time, emotion and energy on things they can't impact."
Brent on training your brain to seek challenges, not comfort:"We seek comfort and pleasure naturally, as opposed to seeking pain. But when we can kind of retrain our brains and change the narrative in our mind, you naturally become more inclined to choose the harder stuff."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to five-time (2 as player and 3 as coach) Super Bowl Champion Thomas “Pepper” Johnson. Pepper shares the good and the bad of the many leadership styles he encountered while playing and coaching alongside some of football’s greatest legends in the NFL. He stresses that talent does not equal success - focus, hard work, and a team-player attitude ultimately determine your fate. Pepper’s advice for leaders: find your own voice and be comfortable in your skin.
Additional Resources:
- America’s most trusted all-natural transdermal vitamin patch provider: https://buyb1.com/
- Learn how you can help reduce climate change and help rebuild the planet for future generations: https://www.breezypointenergy.com/
- Connect with Pepper on LinkedIn: https://www.linkedin.com/in/pepper-johnson-3a698312/
- Check out Pepper’s Instagram: https://www.instagram.com/pepj52/?hl=en
- Follow Pepper on Twitter: https://twitter.com/pepj52?lang=en
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Focus on the game, not your pride
- Being a leader goes beyond the game
- Why Pepper never watched ESPN while playing in the NFL
- Leadership lessons from Harry Carson and George Martin
- Carry your own weight
- Make sure you're ready for your turn
- A strong culture is passed down from one generation to the next
- Never let distractions steer you away from your true potential
- One man is not bigger than the team
- Leadership styles learned from Bill Parcells, Bill Belichick, and Nick Saban
- Leaders need to find their own voice
QUOTES
Pepper on his legacy as an NFL player: "I really didn't realize the impact and the goals... and making my name in the league while I was playing. I really didn't see myself in that form. I was focused on doing my job and trying to win ball games as much as possible."
The common trait that differentiated NFL League players from the rest, says Pepper: "Those were the guys that allowed distractions, whether it was on the football field, or it was off the football field, allowing them to not really perform the way that they should've been performing. [There were] some teammates that I've had going even back to high school that I thought really had the talent to go to college and could play in the league because I've seen guys in the league with lesser talent. But when I had a conversation with those guys that made it in the league, a little more dedication was there."
Pepper's tips for leaders looking to find their own voice: "When you're trying to coach people, when you're trying to be your best, then you want to be comfortable. You don't want to feel like you have someone else's thoughts in your head. You have to make them your own."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Chris Reisig, Operating Partner for Jungle Ventures and 5-time CRO. Chris shares insights and wisdom he’s gained through his experience leading the scaling of multiple early-stage companies. From defining the ideal customer to hiring leaders and market expansion, Chris has done and seen it all. Leaders of all levels will appreciate this valuable advice on culture, talent, international sales, and product-led growth from a veteran start-up leader.
Additional Resources:
- Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrisreisig/
- Check out Entrepreneurship for All: https://eforall.org/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Don't stop looking for the acute pain point and the ideal customer
- Scaling a business means teaching everyone how to close a deal
- Don't expand your market too much too early
- How early is too early when joining a startup
- Never settle for less when it comes to recruiting candidates
- The artist vs the scientist: you need both sellers at different times
- Expanding outside of your home country entails a lot of resources
- Learn how to be the same before trying to be different
- Tips for staying connected for leaders being sent to another country
- The most important skill for a founder to have
- Don't try to be the smartest person in the room
QUOTES
Chris on finding the acute pain point that your customer has: "If you cannot find pain that's acute in your customer, you have to keep looking. Because unless you have something that's painful enough for a customer to invest money and time in, it's interesting but not relevant. They're not gonna do anything."
Chris on what it takes to scale a business:"It's one thing if you and the founder can go out and do 10 deals as a team. But unless you can teach other people beyond the founder and the first sales leader to close a deal, to take a deal from first presentation to a PO, you don't have a scalable business."
The most important skill for a founder to have, says Chris: "Hiring great leadership is probably the single most important difference-maker between success and failure. If you are a sales leader that knows how to hire great leadership underneath you, your ability to scale an organization is amplified. Your ability to get into markets is amplified. Your ability to grow the company is amplified."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to professional golfer Dennis Walters. In 1974, Dennis was paralyzed from the waist down in an accident, an injury that could have put an end to his golfing career. But rather than give up on his dreams, he chose to ‘get a new dream.’ Through perseverance and innovation, Dennis developed an adaptive way of putting, going on to win prestigious accolades such as the Bob Jones Award, the Ben Hogan Award, and an induction to the World Golf Hall of Fame.
Additional Resources:
- Connect with Dennis on LinkedIn: https://www.linkedin.com/in/dennis-walters-300672250/
- Check out The Dennis Walters Golf Show: https://www.denniswalters.com/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- The injury that almost ended Dennis' golf career
- How Dennis learned to swing a club on a wheelchair
- Pursue your dreams; if you fail, get a new one
- Winning the Bob Jones Award and induction to the World Golf Hall of Fame
- Recognition from Ben Hogan, Jack Nicklaus, and other awards
- All it takes is hard work and a little help
QUOTES
Dennis on starting the Dennis Walters Golf Show: "As I started to perform, right from the very first show, I told people how much I loved to play golf and how everyone told me it would be impossible to do. And what I was trying to do, among other things, was to show people what's possible not only in golf but life itself. I try to encourage them to do things in their life that the thought was impossible. As everyone said, golf would be impossible for me."
The traits that make a successful man, says Dennis: "The only way I know how to do it is through hard work. And I think this applies to selling, it applies to how you conduct your life, it depends on how you treat others. But I think there's no substitute to hard work and perseverance. If you can put those things together, I think you can be successful at anything."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust and ultimately, the deal.
Additional Resources:
- Connect with Tony on LinkedIn: https://www.linkedin.com/in/sellingtovito/
- Check out Tony’s best-selling book, Selling To VITO (The Very Important Top Officer): https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240
- VIsit Tony’s website: https://vitocorporatesalestraining.com/
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Why do you want to sell to VITO?
- Sellers need to let it go or move it forward
- What to ask and what not to ask a VITO
- Don't start a meeting with a personal ice-breaker
- Speak in the right language: VITO's language
- Don't be afraid to set personal expectations and a timeframe
- How people sell matters just as much as what they sell
- Question stuff that you hear, take notes, be interested not interesting
- Tony's rules for presenting to a VITO: say it in 3 slides
QUOTES
Why salespeople waste their time talking to people with no real decision-making power, says Tony: "Most sales leadership is based on activity. Get more appointments. Get more presentations. Get more demos. Put more quotes out there. Salespeople naturally, like many of us, they take the path of least resistance."
Why you should only talk about benefits and advantages to a VITO: "You're gonna be sent to the person you sound the most like. Facts, features and functions: you drop one of them, one silly acronym or product name or number or buzzword, you're done. "
Tony on earning the right to sell: You sell yourself first, then you sell your company. And guess why: VITOs don't really care who you work for until they understand what you can do for them. "
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to four-time Chief Revenue Officer (CRO) and current president of OE Connection, Kelly Connery. Kelly talks about his sales journey from sales rep to CRO, and the wealth of knowledge that he has acquired through the years. Tune in to hear Kelly talk about selling on the go, dynamics of leadership in large companies, and why selfless leaders are the ones you want to put in charge of running your organization.
Additional Resources:
- Donate to the families of Houston’s police officers and firefighters who died or were injured in the line of duty: https://the100club.org/
- Connect with Kelly on LinkedIn: https://www.linkedin.com/in/kellyconnery/
- Check out Great by Choice: Uncertainty, Chaos, and Luck — Why Some Thrive Despite Them All by Jim Collins: https://www.amazon.com/Great-Choice-Uncertainty-Luck-Why-Despite/dp/0062120999
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Having a framework to follow makes success repeatable
- The challenges of moving up from sales rep to first-line manager
- Should front-line managers own recruiting?
- The difference between second-line and first-line managers
- Great leaders are always great with people
- Good leaders move from being selfish to being selfless
- The realities and challenges of being a CRO
QUOTES
Kelly on what it takes to be a great leader:“The more that as a leader you can be selfless, and the more that you can get everybody on the team to understand that it's not about them, it's about the team — the better leader you're going to be and the better team you're going to have. It's going to go pretty far.”
Kelly on why creating and implementing a sales process is not micromanagement: "All great teams have a recipe that they care enough about and have taken time enough to document it because then they can scale and you can teach it to others. You can help people move to consciously competent and unconsciously competent. That's not micromanagement, that's truly caring about making your people successful."
Kelly's advice for first-line managers moving up to the next level: "When you're communicating through leaders, the smallest bit of distortion in your message can be way off the coordinates by the time it lands with the broader team.. So, I had to get really good at speaking crisply and clearly with very clear intent of the message we were trying to send on top of the play book and operational aspects."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Breathe Yogi herself, Neha Saxena. Neha talks about the importance of breath in managing stress levels and improving overall outcomes both in your everyday life and your professional career. Tune in to learn about how your body’s stress response works, and learn breathing techniques such as the physiological sigh, which helps reduce the heart rate and bring down stress levels.
Additional Resources:
- Donate to help improve the quality of life for veterans and their families: https://projectwelcomehometroops.org/
- Connect to Neha on LinkedIn: https://www.linkedin.com/in/nehasaxenaprofile/
- Check out Neha’s website: https://www.thebreathyogi.com/about
- Learn more about Neha’s favorite movie, Haatim Tai on IMDB
- Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
- Why stress is not necessarily bad for you
- Stress is part of your body's primary survival instinct
- How mastering your breath helps regulate the nervous system
- A toxic environment drives resignation more than compensation
- Breathing exercises to reduce heart rate, anxiety and stress
- You cannot manage the mind from the mind
- It's your mind's job to wander
- Tips for sitting and breathing better
- You cannot get rid of burnout by meditation alone
QUOTES
Neha on why stress is not necessarily what's hampering your performance:"Scientific data from sports science tells us that stress is not the killer of high performance. The real root cause that affects performance is the absence of recovery after a stressful period."
Neha's fundamental tip for stress management: "If you notice, anytime you're feeling stressed and you curb that fundamental urge to take action, to move, you'll feel it as a tremor in your body. And that is when you're feeling stressed, you end up blurting things that you don't want to say or later regret. To manage stress you have to fundamentally learn how to manage that aggression response."
Neha on breathwork and how it can help you manage your stress levels:"The point that I want to make is, you can't think your way out of it. Breath work is the tool because your thinking brain is being shut down when you're under stress."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Snowflake’s Chief Revenue Officer, Chris Degnan. Chris talks about his experiences working in a raw startup environment, and why he chose to leave a relatively comfortable position to do so. Chris lives and breathes the art of the grind, and relishes the prospect of being challenged, showing his aptitude for adapting to different situations and coming up with creative solutions. Tune in to hear the story of how a startup like Snowflake stood up to the likes of Amazon and IBM in the cloud data warehouse, and how a smaller company can overturn the dominance of an established player.
Additional Resources:
- Donate to help cure multiple myeloma: https://themmrf.org/
- Connect to Chris on LinkedIn: https://www.linkedin.com/in/chris-degnan-524470/
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- Why Chris joined Snowflake in its raw startup phase
- Getting the first two contracts and building a 'real' product
- Standing up to giants in the cloud storage space
- Respect the competition, or get crushed
- Think of your job as a 90-day contract
- Don't put all of your eggs in the large enterprise baskets
- The benefits of the consumption model in SaaS
QUOTES
Chris on how they stood up to Amazon in the cloud data warehouse space: "I always say that I'm better lucky than good. There's a lot of luck that I kind of ran into in my career at Snowflake. The first set of things that were helpful was Amazon, while they were the first cloud data warehouse with Amazon Redshift, it was not a good product. We actually solved a lot of the problems. What I would do is I would actually build lists and focus on the people that were using Amazon."
Chris on why he continues to grind, everyday:"I'm always afraid that someone's going to take something from me, and I'm always going to do my best to grind and keep my job. And that's how I am as a human."
Chris on the benefits of the consumption model for the customer: "The benefit is in the customer, because the customer is saying that I have a business partner who actually is invested in making me successful, not just selling the idea and leaving."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Articulate’s Chief Revenue Officer Jaimie Buss. Jaimie’s vast experience as an engineer, seller, and then sales leader shows her ability to adapt and overcome challenges, despite learning a little bit differently and having a different educational background from her peers. Jaimie talks about the importance of nurturing new leaders with adequate support, recognizing that there is no one correct career path for everybody, and knowing when you’re ready as you’ll ever be for the next stage in your career.
Additional Resources:
- Donate to a local classroom: https://www.donorschoose.org/
- Connect with Jaimie on LinkedIn: https://www.linkedin.com/in/jaimiebuss/
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- Hard work + adequate support always trumps natural talent alone
- Why Jaimie left engineering and jumped into sales
- People learn in different ways
- Providing support for new leaders: The Rising Star Program
- Not all excellent individual contributors want to be leaders
- Focus on being fair, not on being equal
- An inside look at how Product-Led Growth organizations operate
- Overcoming impostor syndrome
- Be unapologetically present whether at work or with family
QUOTES
Why Jaimie is passionate about supporting new leaders: "A lot of people make the transition into leadership. Maybe they should, maybe they shouldn't. And then even if they should, I feel like there's not a lot of support for people moving into that role."
Jaimie's opinion on companies that force individual contributors to lead: "I think that it's very shortsighted and unfortunate that companies are that way. For folks that are in an individual contributor role and feeling this sense of stigma because you don't want to go into a leadership role, I would say that it sounds like your company's issue, not your issue."
Jaimie's advice for female leaders: "When they talk to me about being nervous to be ready, I tell them, ‘You're never going to feel ready.’ What I'm telling you is, you've been at the top of your game for two years at what you're doing. You've been through this program. You're as ready as you're going to be. You're going to have to go in and you're going to have to figure it out. But that's the same as everybody else."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to MW Components’ VP of Sales Kara Bosse about the current state of the manufacturing industry and how they are addressing the most recent challenges, including the backlogs caused by the supply chain issues. Kara emphasizes the need to be communicative, keep a healthy and deep pipeline, and be open to having challenging conversations to develop better relationships.
Additional Resources:
- Connect with Kara on LinkedIn: https://www.linkedin.com/in/kara-bosse-93469320/
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- Navigating a sea of black swans
- The more severe the crisis, the more transparent you need to be
- Companies are taking their manufacturing back in-shore
- Supply chain issues are changing business relationships
- Challenging conversations can help build deeper relationships
- You can't fight a bad pipeline
- Tips for managing relationships between sales and manufacturing
- Current challenges and chokepoints in the manufacturing sector
- Knowing your walk-away point is an important part of negotiation
QUOTES
Kara on being communicative to customers in times of uncertainty: "That's really all that you can do, right? Being proactive, have those transparent discussions. When we don’t get any information, we always tend to think the worst. With an absence of information, we create the worst possible scenario."
Kara on adapting to unexpected market changes: "Ultimately, you've got to be pretty wide and robust with your pipeline overall because you can't fight a bad pipeline. And it really ended up exposing the folks that weren't deep in their pipeline overall."
How Kara is improving the relationships between manufacturing and sales: "The structure that we have is really valuable to our customers and very well aligned with our value proposition. But at the end of the day, there are still some of these holes where we need to be able to pivot. So we've invested in product managers who work for the manufacturing site and work for the outside sales rep. They're kind of the conduit between the two, and they’ve helped us get through supply chain issues"
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Hubspot’s original senior vice president for sales and later Chief Revenue Officer, Mark Roberge. Mark talks about working at Hubspot since day one, building the sales department from the ground up, offering advice on prioritization, hiring, addressing retention and reducing churn. Mark also shares his present journey as a senior lecturer at the Harvard Business School and Managing Director of the VC firm Stage 2 Capital.
Additional Resources:
- Donate to Build.org: https://build.org/
- Buy Mark's book: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- Titles generally do not mean anything
- You need to learn prioritization as a sales leader
- The best sales reps don't necessarily make the best sales managers
- There is no such thing as a universal top sales hire profile
- Don't take coachability for granted in hiring
- How Mark addressed employee retention at Hubspot
- Foray into investing and the lessons learned
- Is an economic winter coming?
- Mark's beef with most MBAs
QUOTES
Mark answers why promoting your best seller as manager isn't the best idea:"The job of salesperson and manager is so different. Salesperson is going out doing great discovery, moving people through a process, being good with your time. Sales management is all about picking people and empathy, understanding, connecting, and coaching and discipline."
Mark's advice for success in hiring: "Have the discipline every quarter to sit down and look back on your people that you hired six months ago so that you now know are they doing well or not. And reflect on why and what those attributes are and iterate on your scorecard. And have the discipline to sue your scorecard in your hiring process."
Mark's three biggest lessons about retention:"Retention is probably your biggest number, even more than top line revenue growth. Okay, that's learning number one. Number two, the root of retention issues is in sales. It's not in product, usually. Sometimes in product but most of the time the root is in sales. And number three, the best way to fix it is through compensation."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
SHOW SUMMARY
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Afghan freedom fighter, poet, and diplomat, Ambassador Massoud Khalili.
By all counts, Masood has lived a life in service of his people and country. In this episode, Masood talks about his experiences of war and its aftermath. He also shares the many lessons that he learned from his time in the resistance against the Soviets and the Taliban, specifically those he learned his father, the great Persian poet and diplomat Ustad Khalilullah Khalili and from his friend, the late Ahmad Shah Massod, also known as the Lion of Panjshir.
Additional Resources:
- Get Masood's Book: https://www.amazon.com/Whispers-War-Freedom-Fighters-Invasion/dp/9386062771
- Website: https://www.masoodkhalili.com/
- Improve Forecasting by Helping Your Salespeople Prioritize the Right Opportunities: https://forc.mx/3QDTn4v
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- How Masood Khalili became a freedom fighter for his country
- Meeting the Lion of Panjshir and fighting for love of country
- If you win the war but lose peace, you lose both
- Remembering Ahmad Shah Massod and the assassination
- How 'Whispers of War' came to be
GUEST BIO
Massod Khalili is the son of the famous Dari language and Afghan poet laureate, Ustad Khalilullah Khalili.
He studied BA and MA in Political Science in New Delhi University at Kirorimal University, India.
In the war against the Soviets from 1980 to 1990, he was the political head of the Jamiat-i-Islami Party of Afghanistan and close advisor to Commander Ahmad Shah Masood.
In the internal conflict that followed, he chose to be the Special Envoy in Pakistan to President Burhannudin Rabbani. Deported from the same country for his high rank in the Northern Alliance, he went to New Delhi in 1996 as the Ambassador of the Afghanistan (Anti-Taliban) where he stayed for many years. He was non-resident Ambassador to Sri Lanka and Nepal at the same time.
On September 9th, 2001, Ambassador Khalili was sitting next to the hero of Afghanistan, Commander Massoud, when two men posing as journlists set off a bomb placed in their camera. Commander Massoud was assasinated and Ambassador Khalili survived. Two days later, Al Qaeda Attacked America.
After his recovery, he was made the Ambassador of Afghanistan to Turkey and he is currently the first Afghan Ambassador to Spain.
QUOTES
Masood's conversation with his father at the start of the Soviet invasion of Afghanistan: "He said, 'Go to Afghanistan, son. The war has started.' And I said, 'What about my PhD?' He said, 'Take your PhD from the mountains of your country, from the university of your people who are fighting for their freedom.'"
Masood on why you need vision to retain peace after war: "When we were fighting against the Soviets, we did not have the vision to see when we reached Kabul what we would do and what would happen. We reached Kabul and we won the war. People applauded, people appreciated. People were happy. But we lost peace. And until now, we have lost that peace."
Masood on the need for international solidarity:"We are all one body. If a part of the body is painful, the other parts feel it too. I'm in California but I think of Kabul. I think of Africa."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
SHOW SUMMARY
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As Sprinklr’s Chief Revenue Officer, Luca talks about the most challenging aspects of transitioning from a private to a public company, and the difference between having a committed versus a compliant team.
Additional Resources:
- Donate to Istituto Serafico Di Assisi: https://www.serafico.org/come-sostenerci/?lang=en
- Connect with Luca on LinkedIn: https://www.linkedin.com/in/luca-lazzaron/
- 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- The science and art of hiring salespeople
- How managers can be more credible leaders
- What it's like to be CRO running a public company
- How to do effective revenue forecasting
- Leaders need to have a disproportionate passion for coaching
- Being committed vs. Being compliant
- Always go back to your 'Why'
- Sprinklr: the easiest way to know what's on your customer's mind
GUEST BIO
Luca Lazzaron is the Chief Revenue Officer of Sprinklr, the only Unified-CXM platform purpose-built for enterprises, empowering the world's biggest companies to be human@scale across 30+ messaging, live chat, email and voice channels — and leveraging the industry's most sophisticated AI engine to bring Care, Research, Sales & Engagement, and Marketing & Advertising together like never before.
Luca has held sales leadership and general manager positions in multiple software organizations over the last 20 years. His experience includes both scaling rapid growth startups and IPO experience as well as overall operational management with large corporations globally. Meanwhile, his experience in acquisition includes both Geotel and Bladelogic generating a combined value of >3B$.
Luca is a strong and committed supporter for the Istituto Serafico in Assisi, a unique institute specialized in the rehabilitation and long term care for children with severe multiple disabilities.
QUOTES
Luca on why managers need to have real, on the ground experience: "People sometimes underestimate that if you want to lead a team, you have to be credible. You have to know what you are talking about in detail. Because otherwise, there's no way you can inspire the people and coach them on a daily basis on what their job is about and how to do it better."
Luca on what it takes to be a CRO of a public company: "Having the entire company able to actually make the customer happy and deliver value to the customer is the first thing. Because you can do all this new business that you want but if from the bucket you're going to continue to lose revenue, there's no way you can run a public company."
Luca on the difference between commitment and compliance: "People tend to be compliant when you tell them what to do, and you do not explain why and what difference it can make for them. People are committed when they buy into something and it becomes their own stuff."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
SHOW SUMMARY
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Saratoga Systems CEO and President Greg Fairbank. Greg, who served in key positions in the US Army for 26 years, talks about the intersection of military training and sales, and how his army background has immensely contributed to his success in the technology industry.
Greg also talks about No One Left Behind, a non-profit organization working on evacuating the tens of thousands of U.S. government employees and interpreters who remain in Iraq and Afghanistan, and providing them critical assistance for housing, transportation, food and household goods.
Additional Resources:
- Support No One Left Behind (NOLB): https://www.nooneleft.org/getinvolved
- Saratoga Systems is hiring! To apply, connect with Greg on LinkedIn: https://www.linkedin.com/in/gregfairbank/
- 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- How military training can prepare you for sales
- Earn the right to build rapport
- Leading with competence: overcoming the Seller Deficit Disorder
- Hiring a military vet can be a rare but golden opportunity
- What is commander's intent?
- Advice for companies that want to take on government contracts
- No One Left Behind: aftermath of the Afghan exit
GUEST BIO
Greg Fairbank is the president and CEO of Saratoga Data Systems. With an extensive background in enterprise software development and sales at high growth technology companies.
Prior to Saratoga, Greg developed Endeca Technologies, which was acquired by oracle. Prior to that, Greg was a software development manager at Sapient Corporation. He managed Sapient's first offshore development effort and delivered online banking and commerce applications to Fortune 500 clients.
As a colonel in the United States Army, Greg held battalion and strategic commands, as well as serving in the Joint Chiefs of Staff. During his tenure with the Joint Chiefs, Greg represented his unit to the US Congress and provided briefings to the senior leadership of the departments of state and defense. Greg holds degrees from Cornell and Harvard, and is a distinguished graduate of the US Army War College.
QUOTES
Greg on the similarities between military training and sales: "Think about the things that you learn in your sales training. Not asking leading questions. Asking open-ended questions and not interjecting in the conversation. Letting silence be a good thing. These are all things which they unquestionably teach in that world and there's direct analogues in the sales world."
Greg on commander's intent and why military vets are excellent hires: "It is core to our good non-commissioned officers and our officers that listen, I'm not gonna give you every little detail on how things are gonna happen. I'm gonna give you my intent, and you figure out how it's gonna happen. And it works really, really well."
Greg on the goal of No One Left Behind: "Our goal is to get these people here and make them productive members of society. Get them over here, we try to set them up with apartments. We also try to get them vehicles. We're giving cars to these folks so they could get to and from work or be an UBER driver, be a Lyft driver, do some of these on-demand delivery functions. They can make a living and not just be reliant on any sort of public handouts."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today’s markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj knows a thing or two about helping startups turn an idea into a full-fledged company. Tune in to hear actionable tips on leadership, growth, and revenue from the man himself, including how he chooses the companies he works with as an investor.
Additional Resources:
- Donate to Hack Diversity: https://www.hackdiversity.com/
- LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/
- 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
- Listen to More Revenue Builders: https://forc.mx/3bfW5Od
HIGHLIGHTS
- 4 key dimensions that determine the success of companies
- Timing is more predictive of success than market size
- Great product and sales processes are crucial for sustainable growth
- Lessons learned from successful and failed investments
- Technical founders aren't necessarily the best CEOs
- The bull market is on its way out, what about it?
- Your company reputation is everything
- How Neeraj chooses the companies that he works with
GUEST BIO
Neeraj joined Battery in 2000 and invests in SaaS and internet companies across all stages. He has invested in several companies that have gone on to stage IPOs, including Bazaarvoice (NASDAQ: BV); Coupa (NASDAQ: COUP); Guidewire Software (NYSE: GWRE); Marketo (NASDAQ: MKTO, acquired by Vista Equity Partners); Nutanix (NASDAQ: NTNX); Omniture (NASDAQ: OMTR, acquired by Adobe); RealPage (NASDAQ: RP); and Wayfair (NYSE: W).
He also invested in several companies that have experienced M&A events, such as A Place for Mom (acquired by Warburg Pincus); AppDynamics (acquired by Cisco); Brightree (acquired by ResMed); Chef (acquired by Progress); Glassdoor (acquired by Recruit Holdings); Internet Brands (acquired by Hellman & Friedman); Kustomer (acquired by Meta); OpsGenie (acquired by Atlassian); Stella Connect (acquired by Medallia, Inc.); and VSS Monitoring (acquired by Danaher). Neeraj also played a key role in several other Battery investments including Groupon (NASDAQ: GRPN); ITA Software (acquired by Google); and Sabre (NASDAQ: SABR).
Neeraj is currently on the boards of Braze (NASDAQ: BRZE), Compt, Catchpoint, Dataiku, Level AI, LogRocket, Pendo, Reify Health, Repeat, Scopely, Shortcut (formerly Clubhouse), Sprinklr (NYSE: CXM), Tealium, Wunderkind (formerly BounceX), Workato and Yesware. He is a board observer for InVision and Mattermost. Neeraj has also made seed investments in companies including 8fig, Dooly, PayStand, Proton, Reibus International and UserGems since 2020.
QUOTES
Neeraj on the challenge of timing your investment: "The challenge often is if you invest too early, you've got a good idea but you run out of money before the inflection point happens. And if you invest too late, somebody else captures the market. Having a sense of the timing is really important and like most things in life, luck has a lot to do with it."
Neeraj on why both product and sales are crucial for success: "Ultimately, great companies are built on great products and great sales. You can kind of fake it for a while now on the sales side, but the longer you wait to put in the fundamentals, the harder it is to do later."
Neeraj on how he chooses the companies that he backs: "Life's too short. If this isn't a person that I want to back from beginning to exit, they don't have the right coachability and skill to read my mind, it's probably time to move on and look at other investments."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, Doug Holladay joins our hosts John Kaplan and John McMahon to discuss the importance of purpose as a leader. Doug has found meaning in his long and successful career spanning from Goldman Sachs to international government and now, higher education as an executive-in-residence at Georgetown University. In their conversation, you’ll hear many of the lessons Doug shares in his MBA class on the importance of authenticity, purpose, and vulnerability in becoming a truly impactful leader - and feeling fulfilled while doing it.
Additional Resources:
- Donate to Morehouse College: https://www.giving.morehouse.edu/s/
- Get Doug's Book: https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888
- LinkedIn: https://www.linkedin.com/in/dougholladay/
- Website: https://www.dougholladay.com/
- 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
Listen to More Revenue Builders:
https://forc.mx/3bfW5Od
HIGHLIGHTS
- Know your purpose and where you can add value
- Why business leaders are lonely at the top
- Our point of connection is our brokenness
- Eulogy virtues vs Resume virtues
- The difference between happiness and meaning
- Life changes when we bother knowing other people's stories
- The neuroscience behind gratitude
GUEST BIO
The career trajectory of Doug Holladay has been unique and varied with its blend of public service, finance and business, non-profit work, and more recently, teaching and journalism.
J. Douglas Holladay is a co-founder of Park Avenue Equity Partners, L.P. with offices in New York, a private equity fund which makes equity investments in middle market operating companies. He is a co-founder and general partner in Elgin Capital Partners LP, a private equity partnership focused on domestic energy development. While Mr. Holladay continues as an active investor, the main focus of his time is on several not-for-profit efforts, including PathNorth, which helps business owners and CEOs define success more broadly, and ABC2 (Accelerate Brain Cancer Cure), working to find a cure for brain cancer. Additionally, he holds the Heinz Christian Prechter Executive in Residence position at Georgetown University where he teaches MBA students.
QUOTES
Doug on why many executives are lonely at the top: "The unintended consequences of success can be loneliness and disconnection. You can be the principal of a middle school or sheriff of a police force in a small town, and the same phenomenon is true there. Particularly with men; we're not taught. We don't have a language of the heart."
Doug on the difference between happiness and meaning: "Happiness is correlated with externalities. I have a girlfriend. My son got into a good college. I did this, I did that. And that comes and goes. Sometimes we're happy about these things. Sometimes we're not. But meaning is what you want to go for. Meaning, you can be in the most god-awful situations and still find meaning."
Doug on understanding people through their stories: "Everybody is what they're like because of the sum total of all the craziness and goodness that they've experienced in life. Once you understand that, it's powerful."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Everyone has their own definition of success. But for MongoDB’s Chief Revenue Officer Cedric Pech, the journey towards achieving it, the self-improvements you make, and the lessons learned along the way may prove to be more important than the destination itself. In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Cedric about his career, and his thoughts on leadership, purpose, and success.
Additional Resources:
- Connect with Cedric Pech on LinkedIn: https://www.linkedin.com/in/cedricpech/
HIGHLIGHTS
- From VP to CRO: Challenges faced and lessons learned
- Why having a purpose is crucial for teams
- It can't be just about the paycheck
- Patriots vs. Mercenaries
- Success is a marathon, not a sprint
- Slow Success vs. Fast Success
- How skiing influenced Cedric's career
- It's about the journey, not the destination
- Details are where the consequences lie
- Leaders have to take care of themselves too
GUEST BIO
Cedric Pech is the current Chief Revenue Officer for MondoDB. He joined MongoDB to lead Europe, Middle East and Africa (EMEA) sales in July 2017, and since that time has rapidly increased the size of the team, expanded into new markets, implemented a new process that has measurably increased sales productivity and has driven exceptional growth.
With more than 20 years of sales leadership experience, Cedric has a track record of building high-performance sales organizations that deliver strong and consistent results. Prior to MongoDB, he led worldwide sales at Fuze, an enterprise global cloud communications and collaboration software platform. He has also held senior sales leadership roles for four different software companies, including three publicly traded companies: BladeLogic, BMC, and BazaarVoice.
QUOTES
Cedric on finding your purpose: "I think it starts from you. There's a moment where you wake up in the morning and it's so hard that you ask yourself, why am I doing what I'm doing? And the moment you stop asking that, then you start to dig into yourself and do some introspection to come up with answers."
John McMahon on retaining employees: "When people understand the why, they can handle the how."
Cedric's advice for sellers: "Be patient and work on your craft. Don't cut corners and don't go after the next promotion or after short-term money but really work on your foundations. This is a marathon."
Why Cedric says you shouldn't rush success: "Slow success builds character and fast success builds ego."
Cedric on which things cannot be sacrificed for the sake of 'winning': "We are going to win, but not at any cost. And the line that we are going to draw is the line where people get hurt in their families, their health or their personal balance."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
The Chief Financial Officer is a critical, but often misunderstood role in growing companies. In this episode of the Revenue Builders podcast, John Kaplan and John MacMahon talk shop with four-time CFO Jim Kelliher about the intricacies of the CFO role. With vast experience under his belt, Jim talks about specific strategies that companies can use to scale effectively, and how CFOs can best guide their companies towards financial soundness.
Additional Resources:
- Connect with Jim Kelliher on LinkedIn: https://www.linkedin.com/in/jim-kelliher-8a3100/
- Donate to the Irish American Partnership | https://www.irishap.org/
- Drive Consistency in Your Sales Planning Process: https://forc.mx/3PuYNOa
- A CFO Perspective on Healthy Revenue Growth: https://forc.mx/3yIMhE6
HIGHLIGHTS
- What keeps CFOs up at night?
- Things to prepare before pitching to a CFO
- What is a frugal spend culture?
- All markets eventually bounce back
- What does a financially-sound company look like?
- Financial forecasting is a critical skill in business
- Cost-justification needs to come from an internal champion
QUOTES
Jim: "Our job is to control the business. We have to make sure we're not doing silly things with our cash, we're not doing things that don't make sense longer term. But our objective is really to grow the business."
Jim: "When I say frugal, it's usually around an investment you're making in the company or in the infrastructure, or in a person that you expect to be paid back and have thought through. That's what I mean by frugal. Do it in the right way."
Jim: "Let's do it a bit at a time, so that if it doesn't work, you haven't made a big bet and you can kind of pull your foot off. If it doesn't work, you understand why it doesn't work and maybe you can self-correct in the middle of that process. That's what I mean by experimenting."
Jim: "It will probably be volatile for a period of time. But longer term, good companies get the bulk of markets, good companies are successful, good companies are bought. So create a good company, create a good culture, create a scalable model, and you'll be just fine."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Mosley, Jr., Head Men's Basketball Coach at East Los Angeles College. Mosley and the story of their Huskies basketball program are covered in the popular Netflix series Last Chance U: Basketball. Mosley shares his strategies for leading even the most difficult teams successfully, focusing on relationship building and leading by example. He concludes that if you can make a sincere impact on one person’s life and career, the chain reaction benefits many others.
Additional Resources:
- Connect with John Mosley, Jr. on LinkedIn: https://www.linkedin.com/in/john-mosley-jr-b5269239/
- Donate to the ELAC Men’s Basketball Program | https://org.eteamsponsor.com/ETS/supportUs/411913647?fund_participant_id=411913648
- For larger donations that require tax deductions:
- Donate to the ELAC Student-Athlete Fund | https://elacfoundation.com/elac-student-athletes-fund/
- Specify "Men's Basketball" in the comments.
- The foundation is a 501C3
- Federal Tax ID# 33-0034221
- Coach Your Managers To Learn From Wins and Losses: https://forc.mx/3NKvQNf
- 5 Leadership Tactics That Get Results: https://forc.mx/3P3PCEA
HIGHLIGHTS
- Behind the scenes of Netflix’s 'Last Chance University'
- Why great leaders are great coaches
- Ditch the playbook and meet your team where they are
- Speech is silver, silence is golden
- To lead people is to carry their burden for them
- Rules without relationship equals rebellion
QUOTES
Kaplan: "We believe great leaders are great coaches, and they have the ability to meet kids wherever they're at and understand their story."
Mosley: "In leadership, you direct behavior. In order to direct behavior in leadership, I think you have to have that personal relationship. And when you go down and you have those personal relationships and you live out, I think it's important to live out the burdens with these young men. That's what I'm called to do."
Mosley: "Whenever I see a young man or anybody who didn't want to listen to me, even little kids. It works on little babies. You think of a five-year old and you say, hey, sit down and do this. It won't sit down. You take a five-year-old and before you tell him to sit down, you say, hey, you like this color? What's your favorite color? What do you like to eat? And then you tell the five-year-old, hey, have a seat here. Guess what, they're gonna go sit down."
Kaplan: "Do not confuse the coach's kindness with weakness."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon are joined by Alan Chhabra, Executive Vice President of WW Partners at MongoDB. Alan talks about starting the partner program at MongoDB and how he overcame some of the role’s biggest challenges.
Alan shares what he’s learned about establishing great partnerships, managing connections, and growing relationships with partners to maximize efficiency and long-term results. He also talks about his experience managing the complexities of client relationships, especially when it comes to competition.
Additional Resources:
- Connect with Alan on LinkedIn: https://www.linkedin.com/in/alanchhabra/
- Visit MongoDB's website: https://www.mongodb.com/
- Donate to The Home for Little Wanderers: https://www.thehome.org/
- Support Vision-Aid: https://visionaid.org/
- More about Force Management | https://forc.mx/3waMDDS
- Increase Revenue by Improving the Manager/Seller Relationship | https://forc.mx/3bt8jTl
- Drive Revenue Growth Through Indirect Sales Channels | https://forc.mx/3nsioTh
HIGHLIGHTS
- How to manage the diversity of partnerships
- Gaining traction early with a partner
- The challenges of managing channel conflict
- The characteristics of the right people for a channel
- Establishing trust for enablement information
- Alan's advice on things you can get from a partner community
QUOTES
Alan: "When you put that together, then you get a handful of partners that you double down. I'm not one for where you just have hundreds of partners that you focus on. You really should get the ones that fit into all those buckets, and then you go deep."
Alan: "It does start on the street. If local sales leadership from both companies are not tight at the hip, global partnerships do not work. They may help with some marketing awareness, they may get people excited on LinkedIn, but if there's no real tight-at-the-hip at the geos, it doesn't work.
Alan: "The reason for that mistrust is usually because of misalignment on what's in it for them and what's in it for us. For example, if all that partner's job is to ambulance chase your deals in the field and steal points, the last thing you're going to do is share information with them."
Alan: "The customers' buying motion has changed. In the last five to seven years, customers now buy upfront infrastructure and commitments with the cloud provider."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to mental performance coach Greg Poss. Greg, who played professional Hockey and later on went to make a name for himself as coach, talks about tapping into your higher brain in a consistent manner to achieve success. Greg describes a state of higher energy, where you are able to shut down your fear centers in favor of higher brain functions. He also talks about valuing the process as the most important reward, which is also the key to sustainable happiness and success and fulfillment.
Additional Resources:
- Buy Fearless: The Winner's Mind | https://starkemind.com/page-1
- Visit Greg’s website: https://www.starkemind.com/
- Check out Greg’s LinkedIn page: https://www.linkedin.com/in/greg-poss-a0a8a72b/
- More about Force Management | https://forc.mx/3waMDDS
- Using MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i
- How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D
HIGHLIGHTS
- Greg's Hockey playing and coaching career
- How to go from low energy to a high energy state
- The lower brain vs the higher brain
- The edge of our comfort zone is where life begins
- The most important reward is the process
- Analyze, Iterate, Move Forward
- Nobody cares, play better
QUOTES
Greg: "When we get into the right state of mind, everything is gonna flow around us the way it should and it's gonna optimize our performance."
Greg: "We want to impress other people, or we do it for external pleasure: to make money, to win a trophy, to get a promotion, whatever the case might be. I'm not saying that going after those things is bad. We should go after those things. But our major motivation has got to be the moment to moment gamification and joy of the journey."
Greg: "When we can intentionally control our thoughts and rewire our brains to be higher brain dominant, we're automatically turning off our lower brain, or the fear centers of our brain. And there's a big difference between being fearless and reckless."
Greg: "The only way to have sustainable happiness and success and fulfillment is through internal gratification, which we get in the creative fearlessness of our process or journey."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Anne Gary, Director at Force Management. With several sales management roles under her belt, Anne knows a thing or two about building and operating large complex sales organizations from scratch, resulting in closing multi-million dollar sales. Anne talks about her journey from engineer to sales leader, the value of understanding a company’s political landscape, and how to identify and cultivate potential in people.
Additional Resources:
- Connect With Anne Gary on LinkedIn | https://www.linkedin.com/in/anne-gary-a054aa96/
- Donate to The Boys & Girls Clubs of America | https://www.bgca.org/
- More about Force Management | https://forc.mx/3waMDDS
- Using MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i
- How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D
HIGHLIGHTS
- From engineering to sales
- Always look for a problem to solve
- How to separate the great salespeople from the good ones
- Hiring for startups, then and now
- Go wide and deep on the buying organization's political landscape
- Look out for an organization's champions
- If you're not constantly training, you're stagnating
- How to spot a great leader
QUOTES
Anne: "So many people, they keep trying to change things up all the time instead of just staying the course for a while. Pick something that you know needs to be done, implement it, stay the course and see what happens. Because we know from engineering, you don't change 10 or 12 variables and try to figure out what's working because you won't know."
Anne: "Probably the biggest thing for me when I was interviewing was to ask a salesperson about a sale that they had been through recently, and I wanted to know about the political landscape. I would ask them to go up the board, draw the organization chart, and tell me who are the people that are the influencers in the situation and have them walk me through that."
Anne: "I find that the best champions are the ones that are not just about themselves and a personal win for themselves but also about the organization win as well."
McMahon: "I always say that you know you have a champion when the sales process has moved from unpredictable to predictable."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Sahir Azam, Chief Product Officer of MongoDB. Sahir shares his insight gained working in the intersection of product and go-to-market teams. Sahir also touches on creating synergy between pre-sales and sales teams, and the need to balance innovation and solving actual customer problems.
Additional Resources:
- Connect With Sahir Azam on LinkedIn | https://www.linkedin.com/in/sahirazam
- Donate to The Jed Foundation | https://jedfoundation.org/
- Quoted in this episode | https://neilpatel.com/blog/how-saas-marketing-is-different/
- More about Force Management | https://forc.mx/3waMDDS
- Aligning Your Sales Engine With Product Development | https://forc.mx/3Hd1QYv
- Product-Led Growth: Driving Cross-Functional Support to Evolve Your Go-to-Market Strategy | https://forc.mx/3mE2iW8
HIGHLIGHTS
- The focus of a Chief Product Officer
- Aligning with your customer's buying behavior
- Encourage synergy between sales and pre-sales teams
- Sitting in the seat in the moment of the customer's pain
- How to balance innovation with solving a need
- Take the time to do a proper discovery call
- Selling internally can be harder than selling externally
QUOTES
Sahir: "Product marketing and product management, there's sort of a Venn diagram of overlap of skillset there and different organizations align slightly different on how those things are defined. But we think it's really important, regardless of how they report organizationally, but for those two functions to be paired up really closely to have a successful outcome."
Sahir: "If you don't have a very seamless way for your end-customers to try and use a product, you're many times never gonna get in the door."
Sahir: "Great product people can really articulate and translate that pain from the way that it's articulated by the customer, which isn't always like, here's my pain point, here's the business value but extracting that, qualifying that, documenting that in a way that's crisp and concise."
Sahir: "The most cohesive team is where everyone knows the role, but there's a natural overlap of trust built here and everyone knows what you're solving for."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Hollie Castro. The Chief Human Resources Officer & SVP, ESG for Yeti, talks about how the company overcame the incredible challenges that they faced during the height of the COVID-19 pandemic.
Hollie shares her perspective on how workforce needs have changed post-COVID, as well as how the increasing need to attract Millennial and Gen Z hires calls for a new approach to culture and expectations. She offers her winning tips for how hiring managers can rise to the challenge in order to hire and retain great talent from Millennial, Gen Z, and diverse groups.
Additional Resources:
- Connect With Hollie Castro on LinkedIn | https://www.linkedin.com/in/hollie-castro-mba-nacd-dc-6526452/
- Help displaced minorities achieve self-sufficiency | https://www.casamarianella.org/
- More about Force Management | https://forc.mx/3waMDDS
- Weather Recruitment Challenges: Make Your Talent an Advantage | https://forc.mx/3zaLLAz
- 3 Tactics to Help Managers Retain Top Talent During the Great Resignation | https://forc.mx/3MkbeL6
HIGHLIGHTS
- How Yeti fared during the height of the COVID-19 pandemic
- The truth about having Gen Z and Millennials in the workforce
- How companies can improve their hiring process
- A diverse workplace requires intentional hiring effort
- Career paths aren't always linear
- Be mindful of your ambition vs your constitution
QUOTES
Hollie: "What we're learning is people want the flexibility but they also like to come back together from time to time to connect and be social. It's a very social culture."
Hollie: "How you leave is more important than actually everything you did. Because it's the only thing people will remember about you. So are you honest and transparent? Are you having authentic conversations, are you putting a good plan in place that leaves your team and the organization in the best possible state?"
Hollie: "The more clear you are about the thing you're going toward, the better probability you'll have of landing that. In my experience, careers aren't linear. Sometimes things show up and you're like, oh I don't know, this is kinda risky. Do the assessment of your calculated risk but sometimes the most unorthodox thing that shows up will be the thing that is the best growth for you."
Hollie: "What happens with people that are really good is an organization will tend to want to give them more, whether it's in their job description or not. If that's not happening for you and you want that, make it known. I always say, nobody cares about your career as much as you do."
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can’t have, if they want to do their job effectively.
Additional Resources:
- Connect With John Hanlon on LinkedIn | https://www.linkedin.com/in/john-hanlon80/
- More about Presidio | https://www.presidio.com/
- More about Force Management | https://forc.mx/3waMDDS
- Don’t Let Your Sales Initiative Fail: Lead from the Front | https://forc.mx/3GupnE8
- Taking on a New VP of Sales Role? Key Resources to Help You Get Started | https://forc.mx/39XgJlo
- Learn more about CASA (Court Appointed Service Advocate) | https://childadv.net/casa
HIGHLIGHTS
- You learn more from your mistakes than successes
- Listening in leadership
- Be both coachable and adaptable
- The person with no ego wins
GUEST BIO
John Hanlon has more than 25 years of industry and international experience in information management software, hardware and service. Since joining EMC in August 2000, he has held leadership roles including Vice President, Network Attached Storage Unit; Senior Vice President, Mid-Market Sales; and President, EMC Americas Sales and Customer Operations. Prior to Dell/EMC, John Hanlon was VP of Sales (Americas) for Parametric Technology Corporation. He also served for 7 years as an Officer in the United States Navy.
QUOTES
Hanlon: "It's our job to add value, break down barriers, make people more successful, get them promoted, watch them develop and grow. But if people aren't comfortable coming to you to talk about their problems or their situation, you're flawed as a leader. You're done."
Hanlon: "People want to work for people that are real. No phony baloney. Don't try to kid me. Be transparent. Be honest. Because we've all worked for people who tend to tell you what you want to hear or are a little bit full of themselves."
Hanlon: "This is what a leader is all about. It's about being accountable, about being self-aware, and recognizing when you're wrong. Because if you don't know that you're wrong, you can't alter your course."
Hanlon: "Sometimes you lose to win, sometimes you take a step back to go five steps forward. But if you can keep that ego in check, you can go a lot farther as a leader."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Jeremy Duggan, a veteran sales leader who helped build AppDynamics into a juggernaut before it was acquired by Cisco for $3.7 billion. From recruitment and retention all the way to creating revenue, Jeremy knows how to lead and provides a proven formula for success that includes caring about your people and using data effectively.
Additional Resources:
- Donate to Save the Children | https://www.savethechildren.org.uk/
- More about Force Management | https://forc.mx/3waMDDS
- How to Hire the Right Sales Talent for Growth | https://forc.mx/3MLtiOU
- 3 Tactics to Help Managers Retain Top Talent | https://forc.mx/3lrj0aP
HIGHLIGHTS
- Recruitment, Retention, and Revenue
- A Players: How to hire and keep them
- You need to inspire and inspect your people all the time
- Actionable tips to improve your leadership skills
- Always be thinking of what you can do better
- Know how to use data effectively
QUOTES
Jeremy: "If you can recruit people, and then you can retain and inspire those great people, and then you have a fact-based methodology around to drive results, if you take care of those three things, then you've got a fantastic job of building a really incredible company."
Jeremy: "Look, when I talk to you about leadership and the three Rs, or the leading indicators in sales, what I'm actually doing is I'm handing you the winning lottery numbers. All you gotta do is go down to the shop and buy a ticket."
Jeremy: "I can't really remember big mistakes even though I've made loads of little ones. Because for me the whole point of making a mistake is that it makes you recognize it and then you figure out why you did it, so you don't do it again. So then you don't kind of remember it, because you've fixed it."
Jeremy: "If you care about people, it overcomes a lot of things that you might do wrong. You might have a bad day, you might lose your temper with something, you might get something wrong. But if people know you fundamentally care about them, then they'll change it."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to the Executive Vice President and Chief Marketing Officer at UPS, Kevin Warren. Kevin takes us through his journey in business, starting from his time as a salesperson in Xerox to where he is now at UPS. Kevin talks about constant improvement and ensuring that you are learning new things to keep up with dynamic markets. He applies this mantra even at UPS, where he took on the enormous challenge of elevating the established company marketing and brand strategy to adjust for modern times and new markets.
Additional Resources:
- UPS Blue Horizons Minority Incentive Program | https://bit.ly/3PhYnvE
- Georgetown Scholarship | give.georgetown.edu/LucyWarrenScholarship
- Making the Most of Every Lead: Key Questions to Help Sales and Marketing Alignment | https://forc.mx/3uPZSHF
- More about Force Management | https://forc.mx/3waMDDS
HIGHLIGHTS
- How a sales job led to an Executive VP and CMO position
- Constantly assess and update your personal skill set
- The importance of a mentor-mentee relationship
- The journey from Xerox to UPS
- Shifting industries, learning the language and gaining credibility
- Partnerships and relations are everything
- Protecting a well-established brand in a dynamic industry
GUEST BIO
Kevin Warren is the Executive Vice President and Chief Marketing Officer at UPS. In this role he’s responsible for U.S. and International Marketing, The UPS Store, Digital Channels, Revenue Enablement, Business Planning, Forecasting & Pricing, Digital Marketing, Customer Experience, Brand Relevancy, and the company’s Ware2Go subsidiary. His highly developed perspective on data-centric business and non-traditional engagement channels is driving change at UPS and setting new standards in digitally enabled customer experience. As the e-commerce business era takes shape, Kevin is shaping those critical aspects of UPS strategy that will deliver the business of the future.
Most recently, Kevin served as Executive Vice President and Chief Commercial Officer for Xerox Corporation, where he was responsible for marketing, worldwide channel strategy, salesforce effectiveness, and global client engagement for the company’s diverse portfolio of hardware, software, and services.
Previously, Kevin served as president of Global Growth Opportunities, responsible for accelerating revenue growth outside the United States. In addition, he had strategic oversight for two Xerox operating units, Global Imaging Systems and Xerox Canada, as well as leading the company’s 3-D printing strategy.
He also led the integration activity surrounding Xerox’s $1.5 billion purchase of Global Imaging Systems. In 2007, he was named chairman, president and chief executive officer of Xerox Canada and in 2010, was named president of U.S. Client Operations. Kevin joined Xerox in 1984 as a sales trainee in Washington, D.C.
Kevin is a board member for Fiserv, Georgetown University, and the UPS Foundation. He is also a current member of the Executive Leadership Council and a founding member of the Black Executive CMO Alliance (BECA). Previously, Kevin served on the board of Illinois Tool Works and the national board of Big Brothers Big Sisters of America.
A native of Washington, D.C., Kevin received his Bachelor of Science in finance from Georgetown University and is an alumnus of the Harvard Business School, having completed the Advanced Management Program.
QUOTES
Kevin: "Because the industry is changing, that means your skillset's got to be changing, you've got to be changing faster. So the 2022 version of Kevin has got to be better than the 2021. It's the same sort of thing as far as looking at your skills and competencies and what you're bringing to the table."
Kevin: "It was almost really a race of me gaining internal credibility and learning the industry in the company at a depth level deep enough so then I can leverage my commercial knowledge and see things from fresh eyes to get the benefit of that different experience."
Kevin: "The marketing function led-effort worked well with our communications function to come up with our purpose statement, which is 'Moving our world forward by delivering what matters.'"
Kevin: "If you're in an industry that's dynamic, that's moving more to digital and you've got new players and wannabe disruptors, it's good; you gotta have that trust. But you also have to, an exam question on momentum is 'Is this a company that's on its way up, or are its best days behind it? Is this a company that's agile and innovative? Cool, digital? Is this a company that embraces diversity, equity, and inclusion and thinks the environment is important?"
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers.
Maury also takes us into the story of how he got into Hollywood and how he transformed himself from the kid who couldn’t raise his hands in school to a capable public speaker, and that one time he opened for comedian Joe Rogan.
Additional Resources:
- Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3Z
- Taking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEism
- Donate to breast cancer research: https://drsusanloveresearch.org/
- Check out Maury's book: https://www.amazon.com/gp/product/B07TB1FKLX/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0
- Connect with Maury on LinkedIn: https://www.linkedin.com/in/mauryrogow/
- More about Force Management | https://forc.mx/3waMDDS
HIGHLIGHTS
- Many salespeople fail because they lack this basic skill
- Your customer is the hero of the story
- Always know where you are in the buyer's journey
- Get the S-T-U-F-F in your stories to make them effective
- Know your customer's learning style
- The messaging must be seamless from marketing to sales
- The shy kid who couldn't raise his hand in school
- Introducing the E-P-I-C story structure
- How Maury got into Hollywood and the lessons learned
- Advice for connecting to people remotely
QUOTES
Maury: "Your brand will thrive or die based on the story you tell. That's for the sales people and it's for executives too. The reason I say that is it's all based on fact but I got to get it across fast. Salespeople are failing out there because they don't have the basic skills to grab attention and then be memorable."
Maury: "Sure, you get plenty of sales without your story in there. They're probably low value, they're probably the cheap shots, you're probably making quota or getting to your quota. But the folks that are really good at this, the folks that really can tell a great story, can get somebody else to share, they're the ones bringing in the six, the seven, even eight-figure deals because they're building a relationship."
Maury: "The hero of the story is them. You're not the hero. Don't tell me you're here to make a bunch of money. Don't tell me your IPO is gonna put 10 million in your pot. Nobody wants to hear that. They want to hear how it helps them. And if you get served because of it, fantastic. But they're the hero of the story."
Maury: "If you confuse, you will lose. Gotta keep it simple."
Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk through their experiences with recruiting talent, and why many companies often stumble in this fundamental step. Your employees are the lifeblood of your business, and to be successful, you need to hire the right people. In this era of mass resignations and global hiring, business leaders and interviewers need to hone in on the characteristics, skill sets and knowledge of what will make sales talent successful in your company.
Additional Resources:
- Hiring Great Sales Talent: https://podcasts.apple.com/ph/podcast/revenue-builders/id1610203369
HIGHLIGHTS
- Stop relying solely on the resume or LinkedIn profiles
- Sales people are not created equal
- Interviewers need to both qualify the candidate and sell the opportunity
- Look for qualified candidates, not friends
- Companies should equip their employees with skills and knowledge
- Don't sleep on the references
- How candidates can prepare for the interview
QUOTES
John MacMahon: "If I'm gonna be in a fast growing company, two of the most essential characteristics I have to have in a person is intelligence and drive. Because skills take a lot of time to develop. If somebody's really smart in a classroom, I can teach them stuff. On the job, I can teach them stuff pretty quickly. But it's the skillset that takes a really long time to develop."
John Kaplan: "I found that some of the best interviewers have emotionally connected to what they do matters and why it matters and therefore, it comes across the interview process. I find people woefully prepared to really talk about why what they do matters."
John MacMahon: "The mistake that a lot of first time leaders make is they are almost looking more for a friend than they are for a candidate that can really be successful int he role. Because of that they do some people a disservice because they truly don't have the knowledge or the skillset to be successful. But they like the person."
John Kaplan: "The knowledge and skills are the responsibility of the company to bring them the knowledge that they're going to need and to give them the opportunity to enhance their skills, to develop the skills, to position that knowledge effectively. The responsibility of the individual is to bring their character to that equation."
Learn More about Force Management here: www.forcemanagement.com
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to veteran recruiter, Chad Peets. As a Managing Director of Sutter Hill Ventures, Chad is responsible for building the go-to-market teams globally for their portfolio companies.
Chad talks about his process for recruiting, particularly for the CEO and CRO roles. Having been in the recruitment industry for more than two decades, Chad shares his expertise on which qualities to look out for in candidates in order to ensure success for your organization.
HIGHLIGHTS
- Building a world-class sales organization goes beyond recruitment
- Managing expectations is a balancing act
- Experience will bring you success
- Questions that CRO candidates should ask when looking for new opportunities
- The War on Talent and The Great Resignation
- Why CROs have the hardest job in software sales
- Traits of a candidate that's going to be hired
QUOTES
Chad: "You bring the fundamentals of the playbook. But every time you go into a situation, it's a unique situation so you're gonna have to tweak and make changes to that playbook to adjust, if you will, for the company that you're in, the market that you're in, the product that you're selling, etc.”
Chad: "You have to be focused on the long-term and building out world class sales organizations. This recruiter has to be focused on exactly that. If they're focused on transactions, if they're focused on fees and you and you can figure this out really quickly, what their objectives are, their objective has to be your objective."
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Additional Resources:
- Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3Z
- Taking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEism
- More about Force Management | https://forc.mx/3waMDDS
- Connect with Chad on LinkedIn: https://www.linkedin.com/in/chadpeets/
On this episode of the Revenue Builders podcast, John McMahon and John Kaplan talk to veteran football coach JD Brookhart. JD has led an interesting life, working as a coach for the Denver Broncos and several college football teams. He coached the Akron Zips to their first MAC Championship Title in 2005 and brought the team to their first collegiate bowl as a Division One program.
Beyond his life in football, JD also earned accolades as a salesperson during his time with Xerox and is now a managing partner at CJ&M Holdings. JD talks about the parallels between coaching football and managing sales teams, particularly in building a team, motivating them, and knowing how to lead them to success.
HIGHLIGHTS
- Parallels between sports coaching and sales work
- You need to know what motivates you and what motivates your team
- Nobody cares about what you know until they know you care
- Team chemistry can be just as important as individual talent
- Always work just a little bit harder to find success
- Leverage your network and believe in the power of who
- Accountability, Productivity, and Persistence
QUOTES
JD: "You got to have three rules to hiring. Number one, you got to know how to hire, two, you got to know how to fire, and number three, you got to do number one so you don't have to do number two."
JD: "The guys that I've seen that are really good coaches, many times have been walk-arounds trying to prove themselves. Guys that worked up the ranks, that came from smaller schools. Sometimes those guys that have been there, they understand what it takes to be good and the time that we have to put in to be great."
JD: "It’s always great to be on a winning team, but we’ve all been in a situation when things aren’t going so well. Whether it be the revenue numbers or the Games in the win column – that’s when real leaders differentiate themselves."
JD: "I look back on it, and I don't know of a job that I got by myself. I had somebody helping me or somebody I met along the way, which just changed the course of my life. I've just been fortunate to be around the people I've met through the course of my career."
Connect with JD via LinkedIn: https://www.linkedin.com/in/jd-brookhart-ba647977/
Few can understand what happens in a war unless you’ve been in the middle of one. Often the lessons that come after the homecoming are some of the toughest to learn. The moral injuries that our veterans face often go unnoticed and untreated. That’s what sparked Sgt. Anthony Anderson’s walk from Wisconsin to California featured in the Almost Sunrise Documentary. In this episode of the Revenue Builders podcast, Anthony talks about his own lessons learned and how those leading companies can support veterans re-entering civilian life. Anthony’s experience is also a great testament to what it takes to be a great leader.
HIGHLIGHTS
- Why Anthony joined the military
- Lessons learned while volunteering to serve in Iraq twice
- War has no peer
- Combat and survival instincts change you
- Reintegration after service comes with its own issues
- Post-Traumatic Stress Disorder vs Moral Injury
- Walking from Milwaukee to California to raise awareness
- The families of veterans need help too
- Donate your time, not just your money
QUOTES
Anthony: "Some of the things that I took away, certainly in the first time, much earlier in the war with different kind of mission, how much chaos is surrounding you and how little control you have over these things, but how ultimately you have to make decision."
Anthony: "I learned very early that people want to be understood in one way and seen in one light, but they also don't want to let on what actually allows people to get to know them."
Anthony: "Some of the chaos in war is not just what's happening outside, it's what's happening in your heart and in your mind."
Anthony: "Wars may end when peace treaties are signed. But wars don't end in you."
Anthony: "When the drumbeat for war is beating louder, and everybody starts to put into to context the need to go to war, and how much it's gonna cost, and how quickly we'll do it, etc…. We need to put decision makers accountable for things like, how many doctors, how many nurses, how many psychiatrists psychologists, peer mentors etcetera do we need to have in place, and will they be in place before the first shot is fired, and if not, when will they be there."
Additional Resources:
- Almost Sunrise: http://sunrisedocumentary.com/
- LiT Beard CO: https://litbeardco.com/
- Project Welcome Home Troops: https://projectwelcomehometroops.org/
- American Corporate Partners: https://www.acp-usa.org/
- OJAI Earth Yoga: https://www.ojai.earth/mission
- More About the Episode: https://forc.mx/3Ks0vOj
Connect with Anthony via LinkedIn: https://www.linkedin.com/in/anthony-anderson-441177129/
HIGHLIGHTS
- How a business travel company survived COVID-19 lockdowns
- Achieving growth and pivoting in a time of crisis
- Using content to drive brand recognition and revenue on a budget
- Discussions about Product-Led Growth
- Always try to find out how and why your customers are buying
- Biggest challenges over the last two years for a CMO
- We need to create second-line leaders
- Look for problem solvers, not victims
- Donate to Ukraine
QUOTES
Kaplan: "Everybody's boat went down at the same time. Around the world, it's one of those rare times where everybody's boat in the harbor goes down, but not everybody's boat rose at the same time. And I was just really really impressed that the way your answer was, it's now time to get close to our customers."
Meagen: "When there's no wind, you row."
Meagen: "Back then, we were focused. We knew what we had to do. We had to create a sense of urgency. As I said, inbound dried up. Nobody was looking for travel solutions. In fact, the first thing was, are you kidding me we're in a pandemic why are you trying to sell this?"
Meagen: "Originally we were targeting the travel manager, but they all got furloughed. So now we need to switch and which was the smarter thing to do, is target the CFO who manages travel under procurement typically, and finance and accounting."
Meagen: "We need to switch, we need to redefine our ICP, the right customer profile to go after, and I needed product marketers. And I just thought I'm gonna go heavy on product marketer's content, we're gonna build academies. So when the travel manager gets their job back, there's gonna be a new world."
Meagen: "You want the ability to self-serve and get the low end of the market, but you get big money in the mid-market and upper side of it. So don't leave that on the table. Either develop both, and it's going to be a lot easier to sell if it's an amazing product and has product market fit, and you're not going to get product led growth without product market fit."
McMahon: You can't be all things to all people, especially as we talked about how marketing has expanded so much in the last 10 years. You can't be an expert in every different disciplines. You need to hire great leaders underneath you. And that should be a lesson for any leader that's listening on the phone.”
Connect with Meagen and her work with the links below:
- LinkedIn: https://www.linkedin.com/in/meageneisenberg/
- Website: https://tripactions.com/
Additional Resources:
- Donate to Ukraine: https://tripactions.com/ukraine
- Making the Most of Every Lead: Key Questions to Help Sales and Marketing Alignment | https://forc.mx/3uPZSHF
- What CROs prioritize to drive PLG success | https://forc.mx/3K0HqCB
Connect with Mike with on LinkedIn: https://www.linkedin.com/in/mikemcsally/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, Kaplan and McMahon talk to Mike McSally, a recognized and accomplished business leader with deep expertise in aligning people, operations and technology. Mike, who spent more than 30 years with Allegis Group, talks about the current state of recruitment and the situations that are causing the problems hounding the industry. Mike also shares practical tips for job seekers looking to stand out and not get lost in the shuffle of resumes.
HIGHLIGHTS
- Starting out as an accidental recruiter
- Recruiters are not reading your resumes
- Cultural fit is almost more important than technical skills
- Today is the best and worst time to recruit
- Try to look internally before recruiting outside
- Hiring managers need to own the whole process
- The Rule of 3: Always be recruiting
- How to stand out in a bureaucratic world
- Tips and best practices when using references
- Look for an internal advocate
- Mike's favorite things (If you golf, you’ll like his advice on what to spend money on)
QUOTES
Mike: "I believe that most of what's done in recruitment is broken. It doesn't take the candidate's background and the candidate's skills, goals, and desires and doesn't put that in the forefront. And we do that by relying on some methodologies or processes that have just been around since the beginning of time."
Mike: "There's never been a better time to recruit, at least in my 30 years in the US history, at least in the labor market right now. And there's never been a more dangerous time to recruit and the reason that is is we're just seeing unbelievable data that says 8 out of 10 people that are gainfully employed today are willing to entertain a new opportunity."
Mike: "If you want to stand out, find somebody from the inside of that organization that knows your skills and past performance and see if they'd be willing to at least talk to people inside the organization that are hiring for that skill set."
Mike: "The advice I give to anybody that's looking for a job is, if you're looking for a job posting, it's already too late. They've already got 70 applicants and you're gonna get lost in the shuffle. So use your connections, use LinkedIn to see who you know that now is working at that organization that will be your internal advocate."
Mike: "Your resume is not gonna make you stand out. It's doing something uniquely different. And very quickly, LinkedIn is an incredible tool. I can find out who John Kaplan has worked with in a past life. And if I ever work in and around that person, could I have that person call John Kaplan."
Connect with Mike McSally on LinkedIn: https://www.linkedin.com/in/mikemcsally/
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
Additional Resources:
- Articles by Mike McSally: https://www.forcemanagement.com/blog/author/mike-mcsally
- Improving Sales Productivity: Owning the Talent Process https://forc.mx/37YOAcJ
- More about Force Management: www.forcemanagement.com
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to established sales leader and current President of Lacework, Andy Byron. Andy gives actionable advice for scaling sales organizations, especially in defining your ideal customer profile.
HIGHLIGHTS
- The prerequisites of scaling a sales organization
- How to define your ideal customer profile
- Are geographic territories still relevant?
- Challenges of the Chief Revenue Officer role
- Founding CEOs aren't always the best leaders
- Don't rely solely on advice from venture capitalists
- Be open to evolution
- Scaling strategies can be repeatable
- Common mistakes that companies make when trying to scale up
- Don't try to change how customers want to buy your product
- Team players are essential in scalability
- Master the playbook and improve it
- Advice for new sales leaders
- Your actions as a leader impact other people
QUOTES
Andy: "When you think about the CRO's role, it's so hard because you're navigating a market of sales teams scaling the company, hitting the number. But then also part of the job a lot of people don't talk about and you both know this really well, is you also have to set expectations and navigate with your constituents in the executive team, the board, the CEO."
Andy: "When you have an executive team that's aligned and has patience and frankly has the ability to evolve over time and just kind of say 'alright, what's working and what's not', and it's an open line of communication, and that strategy doesn't change, that's when you see companies that win."
Andy: "For the first time leader, it's not about you, and what value are you gonna impart to the team? And the third thing, how are you gonna create a winning culture? Because people are gonna want to come work for you, people are gonna want to generate pipeline. People are gonna want to really inspect the forecast. If you're gonna create a winning culture, they're gonna want to do those things. I think, as a first time leader, any leader, but definitely a first-time leader, how are you gonna inspire people to go in?"
Andy: "It takes some really hard times to really reflect back and say 'well, am I really giving everything I can to not just work but to myself and to others that support me?' And when you have those three things really working for you, that brings out the best in you, which by definition brings out the best in everybody else. When one of those is lacking, everybody can see."
Connect with Andy with the link below:
- LinkedIn: https://www.linkedin.com/in/andy-byron-417a429/
Learn More about Force Management here: www.forcemanagement.com
- Taking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEism
- More about Force Management | www.forcemanagement.com
- Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Managing Director of Madrona Venture Group Hope Cochran. Hope serves on the board of three public companies, Hasbro, Inc, MongoDB and NewRelic.
She is the former CFO of King Digital, the developer behind the phenomenal game Candy Crush. She is also the co-chair of OnBoarding Women, an organization that supports talented accomplished women in their journey to the boardroom. Website: https://onboardingwomen.org/.
Hope pulls the curtain back on what drives CFOs and gives sage advice on various areas of business, particularly in raising funds and ensuring that you can achieve healthy growth. However, Hope also advises that people should not be afraid to take risks and be open to learning. If it makes you nervous, she says, you’re in the right place.
HIGHLIGHTS
- There's more to one's LinkedIn profile
- Advice for entrepreneurs looking to raise money
- Lessons learned in launching Candy Crush
- Balancing overachievement and predictability
- Always aim for healthy growth
- Solutions vs cost justification
- CFOs need to be the ears of the company
- Working with Onboarding Women
QUOTES
Hope: "I am very mindful of markets and I am very mindful that when a market is open, I'll figure out how to get money. Because when the market turns off and that's when you need money, it's a rough spot."
Hope: "I'm always quick to stop talking about how much money are we taking in and what is the plan and what's our frame of mind of what we're doing with it. Meaning, what I want to see is money being applied to areas of growth labors. If we can spend more money and get more users or more adoption of the product, that makes a lot of sense."
Hope: "Lately, really what the markets have valued is growth. You have to be mindful about what we're looking at in terms of the markets, as well as the strength of the balance sheet. Assuming that the company has a good cash balance and we're not dealing with debt or areas of losing too much cash, clearly we want to propel growth."
Hope: "As a CFO, my most important thing is that my numbers are right. And I can do that by making sure my systems and processes keep up with the size of the organization. So I'm constantly ensuring that my systems are not too far behind my growth trajectory."
Hope: "Take a risk. When I think of the big movements in my career, they've been when I've jumped while taking a risk, when I've been nervous. I don't think I've ever taken a job that I felt like I was qualified for. Whenever it pushed me and made me uncomfortable, I knew that was the right job."
Learn More about Force Management here: www.forcemanagement.com
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
We kick off the inaugural episode of the Revenue Builders podcast with a short conversation featuring our hosts John McMahon and John Kaplan. Both have been there, done that when it comes to sales leadership. John Kaplan is the President and Managing Partner of Force Management and John McMahon is a five-time CRO and the author of the bestselling book The Qualified Sales Leader.
QUOTES
John MacMahon: "I find that there's no common question, but there's a common thread. And the common thread is that they don't really understand the way things really work around them, whether it's internally or externally. So they've made some assumptions about how those things work and I realize, I don't think they really understand how that works. But they're either frustrated and that's why they're coming to me, or they're really curious and they want answers but they're not really getting those answers to those questions from the people that they work for."
John McMahon: "I'd love to get a CFO on, a Client Success VP, a VP of HR, a CEO, a VC, and let's go dig deep into what their concerns are. Let's go talk about how you scale a company. Let's talk about how and why you funded a company. Let's go talk about what a CFO is truly concerned about and we're gonna go to talk to them. I think if we dig into those things with those different types of stakeholders, it'll be a completely different podcast."
John Kaplan: "My father used to tell me all the time. When I was younger, he would say, everybody has a story. And I actually realized, I wound up listening to podcasts, and I'm very curious about people's stories. John and I have a lot of relationships with some very very successful people that have built elite organizations, that have funded elite situations, that have gotten great business outcomes. But all of them had stories. They had backgrounds. They had parents, they had hopes and dreams when they were younger and how they realized those later on in life."
Learn More about Force Management here: www.forcemanagement.com
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064