Revenue Builders

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/Q02SpNpS0Ultimate Sales Kickoff Resource Guide: https://hubs.li/Q02Qr2B80Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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/Q02R10xN0HERE 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 PointHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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 TeamHIGHLIGHT 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/Q02R10xN0Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect and learn more about Bill Binch:https://www.linkedin.com/in/bill-binch-302a4a2/Listen to Bill's podcast: https://podcasts.apple.com/gb/podcast/sound-bites-with-bill-binch/id1732334718Read Bill's Content: https://www.battery.com/blog-author/bill-binch/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE 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 MembersHIGHLIGHT 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 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: LinkedInYouTubeForce Management

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-castroEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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 SuccessEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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-closeDon’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 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: LinkedInYouTubeForce Management

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/Q02Qr2B80Also check out the podcast on building alignment with partners featuring Mongo DB’s Alan Chhabra: https://hubs.li/Q02Qr7Wn0 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: LinkedInYouTubeForce Management

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/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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.” 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: LinkedInYouTubeForce Management

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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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 MatrixHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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 RebuildingHIGHLIGHT 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-leadershipCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 ChallengesHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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-banfieldCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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 ApproachHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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-underhillCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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." 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: LinkedInYouTubeForce Management

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 PersonHIGHLIGHT 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/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect 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 FutureHIGHLIGHT 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.” 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: LinkedInYouTubeForce Management

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 FundamentalsHIGHLIGHT 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=1000633465533Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 RESOURCESConnect and learn more about Greg Resh: https://www.linkedin.com/in/greg-resh-4942139/Strategies for Selling an AI Solution:https://hubs.li/Q02GXNTZ0HERE 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 OfficesHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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 ManagersHIGHLIGHT 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-burtonCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

In this episode, John McMahon and John Kaplan welcome back Doug Holladay 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 RESOURCESListen to the earlier episodes with Doug here: Leading Authentically: https://www.forcemanagement.com/leading-authenticallyRethinking Success: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladayConnect 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 LeadershipHIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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 ManagersHIGHLIGHT 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-crossCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here:https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/front-line-managers 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: LinkedInYouTubeForce Management

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 VenturesKeno Helmi - CRO, EspressiveChris Degnan - CRO, SnowflakeADDITIONAL RESOURCESFor more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0Tune 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." 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: LinkedInYouTubeForce Management

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, to 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 DiscoveryHIGHLIGHT 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-bolenCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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 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: LinkedInYouTubeForce Management

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 StrategiesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPMeet the Mentors at Revel Coach: Learn more about our mentors https://www.revelcoach.com/meet-the-mentors?pgid=loynx9fa-52f3dc1d-7c65-4168-9a43-ea5c7dcfa740Try out Cloverleaf - the software referenced in the show: Cloverleaf.meInformation on Revel Search: Explore Revel90 and our approach to coaching https://www.therevelsearch.com/revel90Learn 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." 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: LinkedInYouTubeForce Management

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 DevelopmentHIGHLIGHT 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-priceCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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/signupThank you! 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: LinkedInYouTubeForce Management

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 TimeHIGHLIGHT 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/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 teamsTune 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 RhythmADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Scot Loeffler through this link. https://bgsufalcons.com/staff-directory/scot-loeffler/643HIGHLIGHT 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." 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: LinkedInYouTubeForce Management

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-tileyCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 ResourcesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect 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.” 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: LinkedInYouTubeForce Management

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-mayCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 dealsTune 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 CustomersADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Thomas "Tom" Smerczynski.LinkedIn: https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/E-mail: [email protected] 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." 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: LinkedInYouTubeForce Management

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/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 MeaningADDITIONAL RESOURCES:Watch our first episode with Doug Holladay "Leading Authentically"https://podcasts.apple.com/ph/podcast/leading-authentically-with-doug-holladay/id1610203369?i=1000575001882Learn 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 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: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a compelling conversation with Neeraj Agrawal, General Partner at Battery Ventures. With nearly 25 years of experience and a track record of backing high-profile B2B software companies, Neeraj shares his insights on what separates successful startups from the rest. He discusses the critical dimensions of market, team, technology, and deal terms, and explores the evolving importance of product quality and sales excellence in the cloud eraKEY TAKEAWAYS[00:01:06] Four key dimensions of investment decisions: market, team, technology, and deal terms.[00:01:54] Importance of market timing and inflection points in determining a startup's success.[00:03:14] Evolution of the role of product quality and sales effectiveness from the client-server era to the cloud era.[00:04:23] The necessity of delivering real value in the cloud era, eliminating the possibility of 'shelfware.'[00:05:26] The need for strong foundational sales processes and discipline to sustain long-term growth.[00:06:46] The role of a large total addressable market (TAM) in covering up early-stage mistakes but not foundational flaws.HIGHLIGHT QUOTES[00:01:14] "At a high level, I think of four key dimensions in making that decision: market, team, technology, and the deal itself."[00:02:13] "You need great marketing, a great team, to come together at the right time."[00:04:23] "Now, in the cloud era, you have to deliver real value. The idea of shelfware no longer exists."[00:05:26] "When you're growing quickly is the best time to ask, what's really not working?"[00:06:46] "A large TAM and the right inflection points can pull you along nicely, but they won't cover foundational mistakes."Listen to the full episode with Neeraj Agrawal through this link: https://revenue-builders.simplecast.com/episodes/the-busiest-man-in-venture-capital-with-neeraj-agrawalCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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=1000653572085Tune 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 CybersecurityADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jConnect 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." 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: LinkedInYouTubeForce Management

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/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 SuccessADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Mike Hayes.https://www.thisismikehayes.comLearn more about Brent Gleeson.http://www.brentgleesonspeaker.com/index.htmlHIGHLIGHT 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.” 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: LinkedInYouTubeForce Management

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 CustomerHIGHLIGHT 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-successCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect 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." 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: LinkedInYouTubeForce Management

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/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 ThoughtsADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect 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." 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: LinkedInYouTubeForce Management

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 TAKEAWAYSTransformative 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 BilmesListen 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=1000635042791Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

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 LeadershipADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect 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” 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: LinkedInYouTubeForce Management

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=1000610878740Developing Buyer Champions with Richard Rivera Part 2: https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000611697594Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check 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: LinkedInYouTubeForce Management

This episode 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 CybersecurityADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect 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.” 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: LinkedInYouTubeForce Management