Revenue Builders

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

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan, sponsored by Force Management, delve into the crucial aspect of decision criteria in sales. Joined by Anne Gary, the team dissects the intricacies of aligning decision criteria with product differentiation to secure sales success. From handling competition to managing scope creep, they provide invaluable insights into navigating the sales landscape with precision.KEY TAKEAWAYS[00:00:35] Understanding how competitors may adopt your terminology highlights the importance of clarifying distinctions in customer conversations.[00:01:26] Identifying who within the company influences decision criteria sheds light on the political dynamics of the sales process.[00:02:03] Aligning product differentiators with decision criteria ensures that customers are truly buying what you're selling.[00:03:04] Formalizing and quantifying decision criteria is essential to avoid ambiguity and ensure accountability.[00:04:38] Scope creep occurs when additional criteria are introduced, increasing the risk of losing the deal.[00:06:43] Failing to define criteria rigorously can lead to irreversible setbacks, especially evident in failed Proof of Value (POV) scenarios.[00:07:48] After a failed POV, complaining appears futile as it disregards agreed-upon rules and may damage credibility with the evaluation team and economic buyer.HIGHLIGHT QUOTES[00:02:21] "If you're outside of the bullseye, they're not buying what you're selling."[00:04:58] "It's a seller's job to get the criteria to be... in their bullseye."[00:06:43] "If you execute the POV and you haven't locked all this down... it's nearly impossible to recover from a failed POV."[00:07:48] "Even if you did it again... you'd wind up losing again."Listen to the full episode with Anne Gary through this link:https://revenue-builders.simplecast.com/episodes/decoding-decision-criteria-mastering-champions-blueprint-for-sales-success-with-anne-gary/Check out John McMahon’s book here:Amazon Link: https://a.co/d/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

Monica Stewart is a highly sought-after go-to-market consultant with over 15 years of experience working with B2B software companies. She specializes in helping startups in the $2 million to $20 million revenue range that are selling to large organizations. Monica has worked with companies like LinkedIn, Trello (acquired by Atlassian), and Panjiva (acquired by S&P). She is known for her sustainable growth-focused mindset and her ability to help companies bridge the gap between their current strategy and their long-term vision.In this episode, Monica shares valuable insights and discusses common mistakes made by startups, such as not targeting their ideal customer profile (ICP) specifically enough, lacking a clear understanding of lead channels, and neglecting net dollar retention (NRR) metrics. She emphasizes the importance of narrowing the ICP, prioritizing lead channels, and implementing effective post-sale processes for long-term success. Monica also highlights the need for founders to be open to change and willing to reevaluate their strategies as their companies evolve.HERE ARE SOME KEY SECTIONS TO CHECK OUT[02:08] Monica's Approach to Transforming B2B Startups[05:28] Common Mistakes in B2B Startup Growth Strategies[15:34] Deep Dive into Ideal Customer Profile (ICP) Strategy[20:31] The Importance of Narrowing Focus in Startup Strategy[27:20] Understanding the Three Whys of Buying[30:58] Navigating Leadership and Team Dynamics in Business[31:38] The Importance of Being Present and Adaptable in Leadership[34:48] Strategies for Effective Team Management and Role Alignment[36:00] Embracing Change and Coachability for Organizational Growth[37:10] The Founder's Journey: Vision, Commitment, and Self-Awareness[45:39] Practical Advice for Founders on Prioritizing and Implementing Change[56:40] Understanding the Role of VCs and Owning Your Business NarrativeADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Monica Stewart.https://www.linkedin.com/in/monica-stewart/https://www.linkedin.com/company/msps-co/HIGHLIGHT QUOTES[00:53:46] "It's really the founder and it has to be because at the end of the day, there's a tremendous amount of commitment and buy-in that's going to be needed from them in order to do this work."[00:56:23] "VC firms don't give companies money because they think that company is going to succeed, or even because they necessarily need it to succeed. They give companies money because they want to spread their risk out amongst a broad portfolio. And they know that a good percentage of the companies that they invest in are going to fail."[00:55:53] "Once you see it, you can't unsee it. And it changes the way that you look at your organization forever." 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, we engage in a thought-provoking conversation with Dr. Chuck Bamford, renowned author and business strategist. Dr. Bamford sheds light on the critical issue of aligning corporate strategy throughout an organization, from top-level executives to frontline employees. Drawing from his extensive experience, he highlights the common pitfalls and challenges companies face in achieving this alignment and offers insightful strategies for overcoming them.KEY TAKEAWAYS[00:00:24] Alignment breakdown: Many employees, especially those closest to customers, often fail to see the relevance of corporate strategy to their daily tasks, leading to a disconnect between organizational goals and individual actions.[00:01:39] Annual strategy setting: Corporate strategies are often formulated as a one-time event, lacking consistent follow-up, measurement, and adaptation throughout the year.[00:02:23] Activity alignment: Bridging the gap between high-level key performance indicators (KPIs) and frontline activities is essential for ensuring organizational alignment and success.[00:03:29] Misaligned incentives: Compensation structures and performance metrics for employees often do not align with the overarching corporate strategy, resulting in disengagement and inefficiencies.[00:05:13] Alignment is key: Success in organizational strategy hinges on effectively communicating and aligning goals at all levels, ensuring that both strategic objectives and individual incentives are harmonized.HIGHLIGHT QUOTES[00:02:45] "Everything that leadership does is a hypothesis... they don't want to address what the activities are or convert it to activity metrics."[00:03:52] "I was so disconnected from those other levels... my measurements and compensation were completely misaligned with whatever the corporate strategy was."[00:05:38] "The compensation needs to be based on the activities that you want those employees to do."[00:07:00] "They're doing things that are destructive to the strategy... because they have to hit their KPI or they're out."Listen to the full episode with Chuck Bamford through this link:https://revenue-builders.simplecast.com/episodes/executing-a-winning-strategy-with-chuck-bamford/Check out John McMahon’s book here:Amazon Link: https://a.co/d/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

James Underhill is the Senior Director of Sales Operations and Strategy at MongoDB. He started his career as a pre-sales engineer at Videology and later spent two years at Twitter as a Revenue Operations Analyst. Since joining MongoDB, James has been promoted four times and now leads the Sales Innovation team.In this episode, John McMahon and John Kaplan are joined by James Underhill to discuss the potential impact of AI on sales. They explore how AI can enhance sales productivity by automating time-consuming tasks and providing valuable insights. James breaks down the different stages of the sales process and explains how AI can be leveraged to improve territory management, discovery, preparation, coaching and forecasting. He emphasizes the importance of combining AI with human skills and highlights the need for curiosity, critical thinking, and a customer-centric approach in sales. The conversation also touches on the potential changes in the buying experience as AI becomes more prevalent in sales.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:42] Importance of combining IQ and EQ in leveraging AI tools[00:08:11] The role of human elements and trust in the sales process[00:11:15] Traditional territory management problem and the use of AI in contextualizing data[00:12:42] AI can assist with knowledge procurement and enablement for new reps[00:14:58] AI can aid in equitable territory management and hold managers accountable[00:21:00] AI can automate the process of gathering foundational information, but reps still need curiosity and hunger to progress in the sales cycle[00:22:21] AI will expose bottom reps and decrease ramp time[00:25:01] AI enables instant coaching and on-demand knowledge[00:34:08] AI can help transfer knowledge and boost productivity in sales[00:46:09] Warm introductions becoming more meaningful in salesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about James Underhill.https://www.linkedin.com/in/james-underhill-ba22313b/https://www.linkedin.com/company/mongodbinc/HIGHLIGHT QUOTES[00:54:42] "Are they planning a merger with another company and they're going to go bonkers? Are they launching a new product? Like it's hard to predict that. And so that's where the human element is really important."[00:55:08] "And now I'm taking that information and then I can have, I can use an assistant of sorts or a tool to help me understand how that translates into what you're going to pay over time. But it's not going to tell me, Hey, James, they're going to bill this over this time period. That's unlikely." 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, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. From understanding the dominance dynamics in PLG markets to dissecting the intricacies of selling to end-users versus enterprise buyers, this episode offers invaluable insights for companies looking to leverage PLG for accelerated sales performance.KEY TAKEAWAYS[00:00:00] PLG dominance dynamics: In PLG markets, the winner typically garners 80% market share due to the model's viral nature.[00:01:50] Challenges for non-leading PLG companies: Companies beyond the top two struggle to gain traction and should consider pivoting towards enterprise-focused strategies.[00:02:49] PLG's compatibility with enterprise sales: While PLG excels with end-users, scaling to enterprise level introduces complexities due to the lack of traditional enterprise sales infrastructure.[00:05:04] Hybrid approach for PLG scalability: Successful PLG companies often combine PLG with sales-led growth, using PLG to seed accounts and leveraging sales teams for enterprise deals.[00:08:30] Layered nature of PLG scalability: Scaling PLG resembles building a multi-layered cake, with each layer representing different levels of customer engagement and sales complexity.HIGHLIGHT QUOTES[00:01:26] "If you're like number three, four, five, six... the wind is not going to be behind your sails. Might as well tweak your product to be a bit more enterprise from day one."[00:04:45] "A lot of companies... seed the account with end users, then back it up with sales-led growth... to get an enterprise purchase order."[00:08:30] "Building a PLG company over time... you have a strawberry shortbread bottom, you have a chocolate middle, you have a tiramisu top. It just keeps going."Listen to the full episode with Oliver Jay through this link:https://revenue-builders.simplecast.com/episodes/product-led-growth-in-b2b-sales-with-oliver-jayCheck 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 discuss the process of champion building in B2B sales. They emphasize the importance of identifying potential champions early in the sales process and developing strong relationships with them. They also highlight the need for sales reps to earn trust, educate champions, and provide value throughout the sales cycle. The episode explores various strategies for testing champions and collaborating with them to achieve successful outcomes.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] Definition and importance of champions in sales[00:06:00] Definition of a champion: power, influence, and vested interest[00:09:13] Indications of power and influence in a potential champion[00:11:17] Building trust and uncovering information through precise questioning[00:21:46] Differentiating between a coach and a champion[00:23:33] Importance of authority and influence in the sales process[00:29:19] Developing coaches by educating them, aligning them with critical business issues, and connecting them with executives[00:34:11] Adding value to champions throughout the process builds trust and confidence[00:37:21] Sales leaders should measure accomplishment, not just activity[00:52:13] Setting clear criteria and expectations to prevent competition from changing the rulesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP HIGHLIGHT QUOTES[00:58:47] "It starts to become really collaborative because they're now on your team, like we talked about, and they're part of your team. They have invested interest in it. They have personally winning it, whether it's recognition, approval, control, money."[01:00:42] "If I truly have somebody that is the definition of a champion, where they have power and influence, they're actively selling on my behalf, and they have a vested interest in my success, and I understand that happens over time, but if I truly have the markings and the identification of somebody like this, I'm not alone." 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, we delve into the nuances of hiring effective leaders for various growth stages within companies. Joined by Bill Cea, Managing Director at Foster Beck Associates, the discussion navigates through the distinct requirements of sales personnel and Chief Revenue Officers (CROs) across product market fit, deal stage, and scale stage. From debunking conventional job descriptions to unraveling the myths of hiring from big-name companies, the conversation provides invaluable insights into assembling the right sales team for sustainable growth.KEY TAKEAWAYS[00:01:14] Product Market Fit Stage: Initial job descriptions often lack relevance; insights from product and engineering teams are crucial for identifying the right salesperson tailored to the product and market needs.[00:02:45] Warning Signs of Misalignment: Inconsistencies in the backgrounds of sales team members can signal organizational issues; diverse backgrounds without a common thread indicate potential problems.[00:03:25] Importance of Early-Stage Expertise: Startups require individuals capable of building from scratch; hiring from established entities may not align with the demands of early-stage growth.[00:04:07] The Fallacy of Big-Name Hires: Hiring from renowned companies doesn't guarantee success; candidates considering both startups and established firms may lack commitment to the startup's demands.[00:06:33] Aligning Expectations: Transparent communication about the challenges and expectations of a role is essential to prevent disillusionment and turnover.[00:07:52] Navigating Deal and Scale Stages: Accelerated hiring plans demand individuals with an entrepreneurial mindset; excessive hiring can lead to revenue dilution and dissatisfaction among sales teams.HIGHLIGHT QUOTES[00:02:27] "If the sellers all look differently... there's something wrong... That's the 1st warning sign."[00:03:06] "You need somebody who truly understands how to develop something from nothing."[00:04:07] "Hiring a name brand... is the absolute opposite... It's a safer bet, bigger company, which completely is the absolute opposite, right?"[00:06:33] "Transparent communication... is essential to prevent disillusionment and turnover."[00:07:52] "Excessive hiring can lead to revenue dilution... dissatisfaction among sales teams."Listen to the full episode with Bill Cea through this link:https://revenue-builders.simplecast.com/episodes/hiring-for-growth-strategies-for-scaling-sales-teams-with-bill-cea/Check out John McMahon’s book here:Amazon Link: https://a.co/d/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, Mark Banfield, CEO of 1E, discusses the emerging market of Digital Employee Experience (DEX). He explains how 1E's technology monitors and manages the digital experience of employees on their devices, identifying and remedying issues before they impact productivity. Mark emphasizes the importance of providing a great employee experience, as it directly translates to a great customer experience. He also highlights the role of technical and executive champions in driving the adoption of DEX solutions. The conversation delves into the measurement of DEX, the impact on IT service desks, and the potential for cost savings and productivity gains. Mark shares insights on building trust with customers, the value of authenticity, and the significance of every employee's role in the organization.Tune in and learn more about this episode of the Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:03] Introduction to digital employee experience (DEX) and its importance[00:04:30] How DEX is measured and its impact on employee productivity[00:07:37] Cost savings and efficiency gains through DEX[00:11:39] The impact of digital friction on employee morale and retention[00:12:08] Addressing onboarding challenges with new applications[00:13:54] The digital adoption platform is a white hot space with great opportunities[00:16:02] The executive champion is usually a VP of infrastructure, end user computing, or digital workplace[00:23:45] Building trust and relationships with customers is crucial in sales[00:34:02] Transitioning from a CRO to a CEO role requires accountability and adapting to new responsibilities[00:44:57] Importance of projecting a future for individuals to see themselves inADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Mark Banfield.https://www.linkedin.com/in/markbanfield/https://www.linkedin.com/company/1e/HIGHLIGHT QUOTES[00:55:25] "There's no shortcuts. One of the four values in OneE is belief. And I put that value in place when I got here, because I thought, in my view, that whether you think you can or whether you think you can't, you're right."[00:56:00] "There are no shortcuts to success, it's about putting in the work and pushing yourself."[00:57:43] "There's no elevator for success. You have to take the stairs." 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, we dive into the intricacies of decision-making, the role of intuition versus data, and the importance of checking one's ego with special guest, Brian McCarthy, Chief Revenue Officer at Rubrik. Brian shares insightful perspectives on how to blend gut instincts with data-driven approaches, the significance of being secure in one's decisions, and the value of course correction when needed. Through candid discussions and personal anecdotes, listeners gain valuable insights into effective leadership strategies and sales performance optimization.KEY TAKEAWAYS[00:00:29] Intuition in Decision-Making: Brian discusses the significance of listening to one's gut instincts alongside analyzing data when making critical decisions.[00:02:11] Ego and Decision-Making: The importance of separating ego from decisions, being open to course correction based on new data, and avoiding ego-driven attachment to decisions.[00:03:33] Integrating Data and Intuition: Brian highlights the importance of considering both data-driven insights and gut instincts, along with input from key individuals, to make informed decisions and drive organizational success.HIGHLIGHT QUOTES[00:00:49] "They give me the data and I just, I hear them. Sounds like there's a logical solution, but my gut just is something in my stomach... I just don't feel like I want to make the decision now."[00:02:30] "Get your ego out of the way and just change [the decision]... I've always found it's okay to make a decision based upon the data that you have."[00:03:54] "If you're really listening, you're listening to what the data tells you, you're listening to what your eyes are telling you, what your gut tells you... and then quickly execute."Listen to the full episode with Brian McCarthy through this link:https://revenue-builders.simplecast.com/episodes/what-the-best-sales-leaders-do-with-brian-mccarthyCheck 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

Mark Wendling is the Global VP of Data Cloud Sales and Alliances at Snowflake. He has a successful career in sales and has held various leadership positions in companies like S.C., Michael Page International, East Search Vision, ClearSlide, and Sumo Logic. Mark has been with Snowflake for the past seven years and has played a crucial role in scaling the company's sales organization.In this episode, Mark shares insights into how Snowflake organizes its commercial sales teams and the key skills young sellers need to learn. He emphasizes the importance of focusing on the customer's pain points and metrics, rather than just selling the product. Mark also discusses the significance of memory in sales, the value of being coachable, and the power of creating a vision for customers. He highlights the importance of tracking meaningful metrics and shares his approach to negotiation and pricing. Additionally, Mark provides advice on scaling sales teams and the importance of focusing on the ideal customer profile.Tune in and learn more about this episode of the Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:03] Overview of Snowflake's commercial sales organization[00:11:08] Command of the message framework for social selling[00:12:07] Focusing on positive business outcomes and creating a vision[00:15:08] Drive, memory, and coachability as important characteristics[00:18:04] Using MEDDICC for qualifying and forecasting[00:21:21] Coaching reps to understand and influence metrics[00:23:02] The importance of reps knowing how they are measured[00:24:45] Focusing on the answers you need, not just want[00:27:29] Focusing on what you receive, not what you send[00:28:20] Top reasons for deals going awry: lack of a champion and failure to identify pain points[00:31:45] Understanding what matters to the customer and prioritizing give-get scenarios[00:34:10] The importance of memory and being prepared with give-gets[00:37:08] Need for exit criteria before moving to the next stage[00:39:53] Importance of having multiple paths to reach sales targets[00:48:22] Importance of equitable division of potential accounts[00:56:49] Educating reps on the risks and challenges of career advancementADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Mark Wendling.https://www.linkedin.com/in/marc-wendling-0b1503/https://www.linkedin.com/company/snowflake-computing/HIGHLIGHT QUOTES[00:19:50] "It's not about the answers you want, it's about the answers you need."[00:25:02] "It's not about what you say. It's about all the signals that you receive and what you do with them."[00:32:45] "If you try to sell Snowflake, you're going to fail. If you sell change, you are going to succeed." 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, we talk burnout with Marcy Stoudt CEO and co-founder of Revel Coach. Marcy helps leaders avoid burnout, become their best selves without sacrificing success in either area. In this segment she covers a few tips to avoiding burnout.KEY TAKEAWAYS[00:00:27] Burnout affects individuals beyond just moms, particularly leaders who lose perspective and struggle to lead effectively when overwhelmed.[00:01:45] Your attitude towards upcoming challenges greatly influences burnout; maintaining a positive mindset is key.[00:02:25] Adopt a daily practice of living "above the line," clarifying your vision and taking action aligned with your desired self.[00:04:36] Recognize and address negative events and emotions that contribute to burnout, working to stay "above the line."[00:05:55] Clear clutter from your schedule, aligning commitments with your vision of success and avoiding unnecessary tasks.HIGHLIGHT QUOTES[00:01:03] "There's a fine line between working too hard and being addicted... It's real and you can't generically say how to prevent it."[00:02:47] "Living above the line... You're defining who you want to be more often."[00:05:19] "Clearing clutter from her calendar is really important and just doing it to align to her vision of success with no comparison."[00:07:34] "Being honest with yourself about the addiction... my inability to extricate myself... became a self-fulfilling prophecy."Listen to the full episode with Marcy Stoudt through this link:https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudtCheck 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

John Jahnke, CEO of Tackle.io, has 20 years of experience in executive leadership roles. John has worked with companies like Pivotal, Greenplum, EMC, and Cognizant.Jake Simpson, CRO of Tackle.io, has led companies through substantial growth phases as the CRO of Anapsis and Catalan Technologies.In this episode, John Jahnke and Jake Simpson, discuss the emergence of cloud marketplaces as a route to market for software companies. They explain how cloud marketplaces, such as AWS, Microsoft, and Google, provide an avenue for ISVs (Independent Software Vendors) to align their sales with cloud providers and tap into the growing cloud budget. The guests highlight the benefits of using cloud marketplaces, including easier access to cloud budget, seamless transaction execution, and the ability to leverage strategic relationships with cloud providers. They also emphasize the importance of understanding the cloud ecosystem and building a cloud go-to-market strategy to take advantage of this high-growth channel. Tune in and learn more about this episode of the Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:07:21] Using cloud credits to purchase software on the marketplace[00:11:38] Marketplace becoming a common channel for software companies[00:16:48] Tackle platform integration with Salesforce enables easy engagement with cloud providers.[00:19:46] Cloud budget and B2B software budget colliding to create a 2 trillion mega budget.[00:20:24] Benefits of using Tackle platform for sales reps.[00:24:03] Tackle IO allows executing transactions without engaging with cloud sellers.[00:26:39] Marketing budgets under pressure, aligning ABM campaigns with cloud.[00:28:27] Tackle IO simplifies the integration of websites with the marketplace.[00:29:37] The evolution of marketplace experience towards a console-based model.[00:32:34] The opportunity for CROs to leverage cloud marketplaces for go-to-market strategies.[00:36:18] Tackle's revenue model and pricing structure[00:37:36] Importance of marketplace strategy for all companies[00:43:25] Career opportunities in cloud co-selling[00:49:46] Jake Simpson echoes John Jahnke's thoughts on designing a cloud go-to-market strategy based on company strategy and go-to-market system.[00:50:15] Jake Simpson sees an opportunity for responsible growth with efficiencies through cloud go-to-market strategies.ADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about John Jahnke.https://www.linkedin.com/in/johnjahnke/[email protected] and learn more about Jake Simpson.https://www.linkedin.com/in/jakewsimp/[email protected] Marketing Contact.Erika Childers: [email protected] QUOTES[00:19:46] "The cloud budget is growing faster than any other budget in technology, say 20 percent year over year. It's 600 billion today. It'll be a trillion dollars in a handful of years."[00:32:34} "There's a tremendous opportunity for those that should be leaning in here. Everyone's trying to figure out right now how to get back to growth, and throwing headcount at it is a risky proposition."[00:38:23] "I think this movement's reshaping the way that channel works. And I think it's not just like marketplace cloud or channel, it's cloud and it can actually be an easy path to initiate your channel strategy as a software." 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 delve into the essential characteristics of successful hiring companies, joined by J.R. Butler, founder of the Shift Group. Together, they explore the key elements that make a company excel in recruiting, developing, and retaining top talent, particularly athletes and veterans transitioning into sales roles.KEY TAKEAWAYS[00:00:49] Characteristics of A-Players: A-Players are hungry to learn, self-starters with a no-victim mentality, and persistent learners from their mistakes.[00:01:23] Key Considerations for Hiring Companies: Sell the opportunity and potential outcomes. Foster a culture of excellence, growth, and development. Establish clearly defined goals to drive performance.[00:02:30] Culture Beyond Surface: True culture goes beyond superficial elements like themed Zoom days. It's about what people do when nobody's looking, emphasizing structure, practice, and rewarding the right behaviors.[00:05:08] Intimate Leadership: Leaders must understand the nuances of individuals, whether athletes or military veterans, to guide their growth effectively.[00:06:44] Work Preferences of Athletes and Veterans: Consider the unique situations of career transitioners, and understand their willingness to relocate or work remotely.[00:08:35] The Art of Selling the Opportunity: Companies should be adept at not only selling the job but also articulating why the candidate should choose them over other opportunities.HIGHLIGHT QUOTES[00:01:08] "As a hiring company, you need to sell the opportunity and the potential outcome. But you also have to have a culture of excellence, growth, and development."[00:02:09] "Culture is what people do when nobody's looking. To create a culture where people do the right things, you've got to have that type of structure where they can practice and are rewarded for practice."[00:07:34] "Why would somebody want to work for this company? Why would somebody want to work for you? It's a really good exercise. So important."Listen to the full episode with JR Butler through this link:https://revenue-builders.simplecast.com/episodes/assembling-a-top-sales-team-with-jr-butler/Check out John McMahon’s book here:Amazon Link: https://a.co/d/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 we are joined for a second time by Jeremy Duggan, President and Board Member of Multiverse. Jeremy is a highly talented sales leader known for his expertise in B2B sales, ability to drive results and develop successful sales teams, and track record of changing lives and inspiring his team members to achieve greatness. He is passionate about leadership and believes in prioritizing the growth and development of his people.In this episode, Jeremy Duggan joins hosts John McMahon and John Kaplan to discuss the differences between leadership and management in the context of sales. Jeremy simplifies the concept by stating that managers focus on the work, while leaders prioritize the growth and development of their people. He emphasizes that true leadership comes from vision and purpose, noting that making an impact on people and attending their needs ultimately leads to better business outcomes. The hosts and Jeremy delve into the role of difficult conversations in leadership, the significance of having a clear vision, and the importance of data-driven development plans. They also highlight the need for belief and passion in achieving goals and the joy of changing lives as a leader.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:17] Discussion on the difference between leadership and management[00:08:15] Example of a difficult conversation with an employee[00:10:11] The importance of being coachable and open to learning[00:12:08] The importance of having the best interest of your team members at heart[00:15:54] The need for leaders to consistently analyze development data[00:17:23] The combination of management and leadership in effective leadership[00:19:18] The importance of purpose in leadership and creating a vision for the team[00:22:29] Leadership is about inspiring people and having a clear vision[00:31:39] Setting the stage with purpose and passion[00:36:55] Motivation and shaping thinking[00:42:16] Leadership is about influencing people and having a positive impact[00:58:09] Legacy is a proof of great leadership.[01:04:17] Importance of developing a leadership tree and the success of the organization after leaving.[01:05:15] The significance of being able to discuss the thriving of the organization and the leadership tree.ADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Jeremy Duggan and about their company.https://www.linkedin.com/in/jeremy-duggan-819473/https://www.linkedin.com/school/joinmultiverse/HIGHLIGHT QUOTES[00:53:32] "The need for loyalty as a leader... If you've got somebody and they've got those two things, and you do know it, after a few weeks, right? If they have, then if you're going to call yourself a leader that wants to change people's lives, you owe it to that person to stick with them."[00:57:22] "Loyalty provides so many things culturally... It provides safety in an unsafe job. It drives courage for people to take risks, to think they've got somebody backing them up... And people want to repay it as well... People would, the people I would ask about the leaders that they've had that I know, almost all of them will say they were there when I needed them."[01:00:24] "Legacy means... That people want to follow you to the next opportunity because they believe in you, they understand the rules of the game, then they understand what you're going to lay out, and they understand that underneath you, they can become a much better person, they can develop as a person... That's what you've really developed is pride." 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, sponsored by Force Management, delve into the intricacies of sales hiring, dissecting the reasons behind sales rep failures, and exploring the critical aspects of assessing the hiring process in a leadership role. Joined by Chris Riley, CEO of Winning Edge Advisors and former president of Worldwide Field Operations at DataRobot, the trio shares insights into the challenges of identifying the wrong hire, the importance of coaching, and the nuances of adapting to evolving business landscapes.KEY TAKEAWAYS[00:00:52] Identifying Sales Rep Failures: Chris Riley discusses the multifaceted reasons behind sales rep failures and emphasizes the role of managers in daily coaching and feedback.[00:01:56] Critical Traits: The hosts and Chris highlight the significance of work ethic, coachability, and the ability to absorb and learn as key traits in successful sales hires.[00:03:33] Character Traits: The discussion touches on the challenge of changing inherent character traits, emphasizing the importance of recognizing a person's fundamental nature.[00:05:10] Skills Transferability: Chris shares insights into evaluating if a salesperson's skills are transferable to different sales environments and the potential pitfalls of misplacing talent.[00:06:34] Strategic Hires: The hosts stress the importance of strategic hires in business ops and go-to-market strategy, pivotal for proper business metrics and effective training.HIGHLIGHT QUOTES[00:03:47] "If they're hungry enough, as you said, they're persistent. You might be able to help them develop skills, but you're not gonna change their character."[00:04:20] "Persistence, heart, and desire. You just have to give it everything you got."[00:06:52] "One, if you hire really good people and then when you onboard them the right way so you can decrease the ramp time and then you train them and develop 'em to increase their productivity and you give 'em to good leaders, you're probably not gonna churn them either."Listen to the full episode with Chris Riley through this link:https://revenue-builders.simplecast.com/episodes/driving-accountability-and-building-trust-with-chris-rileyCheck 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 milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the impact of Navy SEAL principles on leadership, and the role of customer success in reducing churn. The hosts express their gratitude to the listeners and emphasize the importance of caring for the guests and their stories.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:00] Introduction to the 100th episode celebration[00:01:08] Memorable episodes from previous guests[00:11:41] Conclusion and final thoughts on the 100th episode celebration[00:12:08] Sarah Dillegaard's story of staying calm in a crisis[00:15:14] Chris Kin's rare journey from salesperson to CRO in a startup[00:16:53] Cedric Pesce's insight on giving the team a vision to stay motivated[00:19:28] Mark Roberge's strategies to reduce churn at HubSpot[00:21:00] Leading authentically and the importance of caring for your team[00:21:39] John Mosley's selfless leadership as a basketball coach[00:23:06] Customer-centric approach with discovery and the significance of MEDDIC qualification criteriaADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP HIGHLIGHT QUOTES[00:04:40] "The podcast is about giving back and taking the experiences from our guests and letting them share those life lessons."[00:10:23] "A good leader needs to give the team a vision that keeps their mind away from the monotony of everyday work.[00:17:38] "If you wanna build a ship, don't drum up people to assign them tasks, but rather teach them to long for the endless immensity of the sea." 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 on the Revenue Builders podcast as they dive into the intricate world of churn with special guest Allison Pickens. Former COO of Gainsight, Allison shares her insights into scaling a company and understanding the nuanced reasons behind customer departures. From measuring churn metrics to the importance of responding to external factors, this episode provides valuable lessons for businesses aiming to enhance customer success and retention.KEY TAKEAWAYS[00:00:54] Superficial Understanding of Churn Causes: Alison discusses how some companies may view churn too superficially, attributing it to external factors like a change in company leadership or losing to a competitor.[00:01:44] Strategic Response to Churn: Emphasizing the importance of responding appropriately to churn events and considering them as opportunities rather than inevitable losses.[00:02:48] Honest Evaluation: Encouraging companies to be honest about what aspects of their operations can be improved and aligning strategies with company goals.HIGHLIGHT QUOTES[00:00:54] "One way in which they might think about it too superficially is they might note things, root causes that are outside of their control."[00:01:44] "When your customer gets acquired by another company, that is not an obvious churn or like an inevitable churn reason. It might be an opportunity to expand your deployment to the larger company."[00:02:48] "What's important is just being honest with yourself about what you can improve and what you can based on the strategy of your company at the time."Listen to the full episode with Allison Pickens through this link:https://revenue-builders.simplecast.com/episodes/mastering-the-art-of-customer-success-with-allison-pickensCheck 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

Dan Barrett is the Senior Vice President of Customer Success at MongoDB. With a background in sales, Dan has held various leadership roles in the technology industry. He started his career at IBM before moving on to Q Associates, Symantec, and ServiceNow. Dan joined MongoDB as a Regional Director for the UK and Ireland and has since been promoted to Vice President of Northern Europe and then to his current role as Senior Vice President of Customer Success.In this episode, Dan discusses his transition from sales to customer success and the importance of aligning sales and customer success teams. Dan shares insights on reducing churn, proactive customer success strategies, and the changing expectations of customers in a consumption-driven world. He emphasizes the need for measuring and demonstrating the impact of customer success and the role of customer success in driving business outcomes. Dan also highlights the significance of cultivating advocates and engaging economic buyers throughout the customer journey.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:40] Dan's initial thoughts on transitioning from sales to customer success[00:06:41] Organization structure: customer success, product-led sales, account management, and renewal[00:09:19] Challenges of silos and lack of alignment between teams[00:12:18] Building skills, trust, and impact in customer success[00:15:14] Reviewing and addressing risks on a weekly basis[00:17:48] Promoting internal talent and maintaining company culture[00:19:59] Challenges in selecting and developing customer success leaders[00:22:10] Understanding the complex root causes of churn[00:26:00] Moving to a consumption-based model is the ultimate test of value[00:29:47] Customer success is often the first to be cut due to lack of impact measurement[00:32:00] A good customer success team should be able to pay for itself[00:36:24] The importance of a positive customer experience and the potential impact on future projects[00:39:00] Economic buyer engagement and the changing dynamics of the sales process[00:47:09] The importance of aligning the customer journey with the software development lifecycle[00:51:53] Being data-driven and analyticalADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Dan Barrett and about their company.https://www.linkedin.com/in/newbusinesssales/https://www.linkedin.com/company/mongodbinc/HIGHLIGHT QUOTES[00:54:26] "If I can't self-identify on how that makes me feel, I call it the indignity of the close. If I'm not understanding what that means, that the sale really begins with probably an objection or a no or somewhere, and I'm not comfortable with that, then I'm probably not gonna do so well in that sales career."[00:55:41] "I wanna understand someone's character more so than anything. So I think those, As part of our structured interview framework, we're trying to focus more in the early stages of that process of identifying what are the aspects of someone's character and capability that we're looking for."[01:01:41] "I think if the sales reps need to remember where they came from and help invest in that SDR 'cause it's gonna lead to success for them if they make those investments." 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 deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.KEY TAKEAWAYS[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.HIGHLIGHT QUOTES[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-salesCheck 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

Joe Young currently holds the position of Vice President of Worldwide Commercial Sales at Zscaler, where he oversees both the inside and field Commercial sales organization consisting of 200 people, along with the sales development organization of 100 people. Before joining Zscaler, Joe accumulated over 9 years of experience at EMC & Dell EMC, contributing to various inside sales, field sales, and leadership roles across different segments of the company. A native of the Boston area, Joe is a Babson College graduate with a degree in Business Administration and Finance. Additionally, he served as a two-year captain of the Men's Varsity Golf Team.In this episode, Joe Young shares insights into how Zscaler organizes its commercial sales team, including inside sales, SDRs, and field sales. He discusses the segmentation of the commercial market into SMB (500 employees and below) and commercial (500-2,500 employees) accounts. Joe also highlights the importance of having field presence for commercial accounts and the role of SDRs in building pipeline and demand generation. He emphasizes the need for consistent enablement, common language, and sales processes across geographies. Additionally, Joe provides valuable advice on recruiting and developing talent, the key qualities of successful SDRs and inside salespeople, and the challenges of territory balancing.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:13] Joe Young's background and experience at EMC Dell[00:07:40] Adjusting the line between SMB and commercial based on productivity[00:11:02] SDR organization's role in building pipeline and future talent pipeline[00:14:29] Distribution of commercial reps in local offices and managed by local leaders[00:17:26] Importance of enablement business partner and consistent enablement[00:20:15] Standardizing processes and language across stages to facilitate promotion and transition[00:22:15] Importance of establishing the three why's: why buy anything, why buy now, and why buy from me[00:26:20] Difficulty in finding multiple champions in SMB accounts[00:29:11] Deals stall due to lack of pain qualification or champion[00:33:04] Conversion rate decreased from 28% to 18% in the past year[00:36:45] Difficulty in holding onto inside sales reps and providing career paths[00:44:24] The average tenure for SDRs and inside sellers is 18 months[00:57:19] Joe Young highlights the importance of overcoming adversity and being a grinder in a sales roleADDITIONAL RESOURCESLearn more about Joe Young and about their company.https://www.linkedin.com/in/joe-young-6959742b/https://www.linkedin.com/company/zscaler/HIGHLIGHT QUOTES[00:54:26] "If I can't self-identify on how that makes me feel, I call it the indignity of the close. If I'm not understanding what that means, that the sale really begins with probably an objection or a no or somewhere, and I'm not comfortable with that, then I'm probably not gonna do so well in that sales career."[00:55:41] "I wanna understand someone's character more so than anything. So I think those, As part of our structured interview framework, we're trying to focus more in the early stages of that process of identifying what are the aspects of someone's character and capability that we're looking for."[01:01:41] "I think if the sales reps need to remember where they came from and help invest in that SDR 'cause it's gonna lead to success for them if they make those investments." 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

SHOW SUMMARYIn this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan in a deep dive with industry expert Anne Gary as they explore the essential steps in preparing for the Economic Buyer meeting. Ann shares valuable insights on how salespeople can differentiate themselves, become true business partners, and align their solutions with both corporate and individual objectives.KEY TAKEAWAYS[00:00:49] Research is Key: 8 out of 10 executives feel sales meetings are wasted time. Research company objectives, risks, and competition beforehand.[00:01:46] Be a Partner: Differentiate by helping run their business. Provide insights into unconsidered business issues.[00:02:56] Align for Success: Link solutions to corporate and individual performance, focusing on revenue growth, cost reduction, and risk mitigation.[00:04:55] Articulate the Pain: Quantify the current situation, showcasing the full ramifications of the customer's process and connecting it to positive business outcomes.[00:08:14] Differentiate Effectively: Identify required capabilities, differentiating based on unique strengths addressing specific pain points for winning the Proof of Value (POV).[00:09:00] ROI Confidence: Develop a preliminary Return on Investment (ROI) confidently before entering Proof of Concept (POC) discussions.HIGHLIGHT QUOTES[00:01:25] "Be a business partner, not a salesperson. Help them run their business, inform them about business issues they haven't considered."[00:03:57] "The terms that resonate with your champion may not be the same terms that resonate with the economic buyer. Speak on their business terms."[00:07:54] "Understand how these people are measured. Highlight the business outcome that aligns most with how they're evaluated."Listen to the full episode with Anne Gary through this link:https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck 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

John Donnelly III is a seasoned global operational executive with over 25 years of experience in growing enterprise B2B SaaS companies. He has successfully managed various stages of growth for tech companies, ranging from series A to over $900M in revenue, leading large global teams in sales, support, services, and marketing. With a track record of delivering multiple millions in returns to private equity and venture investors, John has played key roles in two IPOs and several M&A exits. In this episode, John McMahon and John Kaplan talk with John Donnelly about his sales career journey, the challenges of business acquisitions, effective sales forecasting, and the importance of storytelling in sales campaigns. Donnelly also stresses the need for sales reps to build emotional connections to their customers and to deeply understand their needs. This episode illuminates valuable insights for sales executives navigating forecast challenges and business acquisitions.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[01:27] John Donnelly's Career Journey[03:19] John Donnelly's Experience with Acquisitions[05:35] The Challenges of Cultural Fit in Acquisitions[11:49] The Importance of Listening and Understanding in New Leadership Roles[24:52] The Impact of Slip Deals on Forecasting[28:05] The Role of CRM Systems in Forecasting[32:00] Understanding Why Deals Slip[32:13] Top Reasons for Deal Slippage[32:28] The Importance of Attaching to the Biggest Business Issue[33:04] The Role of a Champion in the Sales Cycle[34:09] Differentiating Yourself from the Competition[34:40] The Art of Asking the Right Questions[35:03] Understanding the Timeline of a Deal[38:05] The Importance of Testing Champions[46:15] The Power of Storytelling in Sales[48:59] The Role of Emotional Intelligence in SalesADDITIONAL RESOURCESLearn more about John Donnelly and about their [email protected]://www.linkedin.com/in/johncare/https://www.linkedin.com/company/up-2-speed/HIGHLIGHT QUOTES[00:41:55] "And I, like I said earlier, at the very beginning, I think, the reps that get, more people involved and more people involved in a deal, you get more perspective on something. And I think if a rep is holding a deal very close to the chest and not really willing to get other people involved in the business, I always worry about that as well."[00:46:27] "I love this because that's really important. Sorry, Johnny when, especially when they can tell a story that aligns to the same issues that customer had. so they're, because I found that a lot of customers, sometimes they're. Reluctant to talk about all their issues 'cause they think they're the only ones, those issues they have are very unique."[00:51:46] "And I think that's something that's so important. And whenever I talk to customers now, it's always, okay, tell me what we've done to make, why are we, why are you different now using DTIQ? What's different about it? I wanna know what that is and why, and because ultimately, of course, not every customer can speak publicly. But I'm always looking for the next referral, the next customer that can speak on our behalf to say, Hey, we brought DTIQ in before, before we had DTIQ, we had these problems, we brought it in, and now we don't and we saved money." 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 on the Revenue Builders podcast as they sit down with Terry Tripp, the Chief Revenue Officer at Tynes. In this insightful episode, Terry shares his experiences and key strategies for navigating the critical first steps as a Chief Revenue Officer (CRO). From understanding the team and connecting with customers to identifying early opportunities, Terry provides valuable insights for both new and seasoned CROs.KEY TAKEAWAYS[00:01:31] Understand the team: Prioritize one-on-one conversations with each team member to grasp goals and perspectives.[00:02:56] Explore customer insights: Delve into how customers use the solution, identify problems, and collect valuable feedback.[00:03:19] Seek early wins: Listen for blockers to tackle and discover near-term growth opportunities for quick successes.[00:08:40] Importance of sales process: Establish a common language, facilitate scalability, and ensure consistency for training and forecasting.HIGHLIGHT QUOTES[00:01:31] "The first thing for me is really getting to understand the people... one-on-one conversations with every single person in my organization."[00:02:36] "I really wanted to get into the shoes of our customers and understand really what's driving them to tackle this problem and choosing to tackle it with us."[00:06:00] "You've gotta get everybody speaking the same language... important part of a well-defined process is everybody understands what it means when a deal is at a certain stage."[00:06:57] "If you don't have a well-defined sales process, you can't really see any patterns."[00:07:28] "It's a great way to kind of bring those two together and look for those enablement opportunities that probably aren't isolated."Listen to the full episode with Terry Tripp through this link:https://revenue-builders.simplecast.com/episodes/perfecting-the-process-with-terry-trippCheck 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

John Care spent numerous years building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA, Business Objects, and HP Software. He has a BSc with Honours in Chemical Engineering from Imperial College, London, and is a former contributing member of the MBA Advisory Council for the Fox Business School of Temple University, Philadelphia. He has been published in such diverse media as CIO, InfoWorld, Touchline, and The Wall Street Journal. He now serves on the Advisory Boards of several hi-tech startups dedicated to the Sales Engineering community.In this episode, John Care, co-author of "Mastering Technical Sales," joins hosts John McMahon and John Kaplan to discuss the role of technical sales and how sales leaders can effectively utilize sales engineers (SEs) to demonstrate customer value and differentiate their solutions. They emphasize the importance of building relationships, storytelling, and slowing down to go fast in the sales process. The conversation also covers the partnership between SEs and account executives (AEs), the value SEs bring to the sales team, and the significance of qualification and preparation before demos and proof of concepts (POCs)Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:19] Discussion on what makes a good SE[00:05:49] Data on the value provided by SEs[00:07:01] Importance of storytelling for SEs[00:11:08] The attribute of patience in SEs[00:20:30] Sales engineers should be seen as partners in the sales cycle[00:23:55] Constant communication with the sales engineer is key for success[00:28:55] The importance of debriefing after sales calls[00:35:38] The pros and cons of dashing to the demo[00:42:03] The importance of qualification before a demo[00:54:01] The role of SEs in post-sales and consumption-based modelsADDITIONAL RESOURCESLearn more about John Care and their [email protected]://www.linkedin.com/in/johncare/https://www.linkedin.com/company/up-2-speed/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:57:19] "The SE knows more people, that knows where the bodies are buried, as we like to say, and can actually be the guide for, a new rep as they come in or a new strategy."[01:01:26] "If you're an SE who wants to go over into sales, normally it's better if you go over either into an overlay position or into a pharma type position, as opposed to, hunter killers, new logos type accounts." 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, hosts Jon McMahon and Jon Kaplan sit down with special guest Brent Gleeson, a Navy SEAL veteran and leadership training expert. Together, they explore the concept of a growth mindset versus a fixed mindset, drawing insights from Brent's experiences and research. The discussion delves into the challenges, efforts, feedback, and setbacks associated with each mindset, providing valuable lessons for individuals and teams seeking to enhance their performance. Brent shares anecdotes from SEAL training, offering practical applications for leaders in any industry. The episode concludes with a focus on leading individuals out of the "gray area" of self-sabotage and fostering a shared sense of purpose.KEY TAKEAWAYS[00:01:30] Fixed Mindset Traits: Individuals resist growth, avoiding challenges and clinging to their existing skills.[00:04:44] Growth Mindset Traits: Embracing challenges, seeking continuous improvement, and staying resilient lead to ongoing success.[00:08:42] Spotting the "Gray Man" Phenomenon: Recognizing disengaged individuals trying to blend in, analogous to workplace disinterest.[00:12:16] Leading Individuals Out of the Gray Area: Establish emotional connections to goals, emphasize shared purpose, and address structural issues for better team engagement.HIGHLIGHT QUOTES[00:07:52] "My training is never complete, and therefore, I'm open for feedback and constantly looking for continuous improvement."[00:11:55] "Self-sabotage often happens when individuals in the gray area convince themselves they won't succeed and subsequently neglect necessary actions."Listen to the full episode with Brent Gleeson through this link:https://revenue-builders.simplecast.com/episodes/embrace-the-suck-with-brent-gleesonCheck 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

As the Chief Revenue Officer at Skyflow, Tammy Sexton is responsible for driving revenue growth and scaling the go-to-market team for the company's innovative data privacy platform. With more than 20 years of experience in enterprise sales,Tammy has a proven track record of leading and developing high-performing sales teams, building strategic partnerships, and delivering value to customers across various industries and regions. She has successfully managed and grown sales organizations at early and mid-stage startups, such as LaunchDarkly, LogicHub, and Sumo Logic, as well as established companies, such as PagerDuty, EMC, and PTC.In this episode of the Revenue Builders Podcast, Tammy discusses the importance of data privacy and how Skyflow's data vault as a service helps companies protect sensitive information. She shares insights on the impact of data breaches on brand reputation and revenue, as well as the role of data privacy in building customer trust. Tammy also reflects on her journey as a sales leader and provides valuable lessons on transitioning from an account executive to a manager, managing managers, and becoming a CRO.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:19] Tammy Sexton's background and role at Skyflow[00:03:48] Examples of companies that use data vaults for privacy protection[00:05:18] Skyflow's certification program and compliance benefits[00:07:53] Tammy Sexton's experience and lessons learned in sales leadership[00:10:22] Avoiding the mistake of becoming a "super rep" as a manager[00:14:12] Coaching first line managers on recruitment and finding the right fit for the company[00:20:17] Focusing on the basics and fundamentals as a second line manager to make a big difference[00:27:48] Challenges of managing different groups as a CRO[00:40:48] Key things to learn as a new CRO in a company[01:06:44] Discovery and pain metrics drive urgencyADDITIONAL RESOURCESLearn more about Tammy Sexton and about their company.LinkedIn: https://www.linkedin.com/in/tammy-sexton/Company LinkedIn: https://www.linkedin.com/company/skyflow/Email: Tammy Sexton [email protected] our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:50:55] "So it's not just about the data. It's not just about necessarily the numbers at the top, but the conversion numbers, the SC conversion from POV to win, the AE conversion at each stage. So if I can sit down with a manager that has six AEs and help that manager with data that says this AE always gets stuck at this part of the sales cycle. Why do they have a 20 percent POV win rate and technical win rate when all the other AEs have a 60 percent chance of moving to the next stage."[01:06:26] "Nothing better than good discovery and good pain and good influence on decision criteria. And at the end of the day, the metric will drive the urgency. If you did it right. If you did it right, go back to the basics." 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, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.KEY TAKEAWAYS[00:01:07] Starting early in the sales process is crucial for successful negotiation.[00:02:09] Begin the negotiation process before the other side believes you're negotiating.[00:02:58] Having a better alternative gives leverage in negotiations.[00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic.[00:05:51] Procurement's role and the importance of preparing champions for the negotiation process.[00:08:23] The significance of creating a powerful cost justification to resist procurement pressure.[00:10:46] The role of champions as the great equalizer in the negotiation process.[00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure.HIGHLIGHT QUOTES[00:01:26] "Start the negotiation process before the other side believes we're negotiating."[00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement."[00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by."[00:10:27] "Champions are the great equalizer in a negotiation process."[00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question."Listen to the full episode with Tim Caito through this link:https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caitoCheck 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 Cross has an established career transforming and leading superior teams resulting in high performance and vibrant revenue growth. Carl has advanced through multiple leadership roles and has consistently been asked to lead key projects that drive corporate strategy. Currently, Carl is the Chief Revenue Officer of Alkami, a SaaS based digital banking platform. He started his career at Peoplesoft where he climbed into the sales leadership ranks before moving to SAP. After SAP he moved to BMC where he was responsible for the company's global outsourcing business and after a two year stint with HP, Carl headed up worldwide sales at AppSense and helped lead the company through its acquisition by ThomaBravo. He then held the position of Executive Vice President of Worldwide Sales at Workfront and remained in that role leading the go to market integration after the acquisition by Adobe.In this episode of the Revenue Builders Podcast, Carl Cross, the Chief Revenue Officer at Alkami, shares his insights on sales leadership and scaling a sales organization. He emphasizes the importance of effective leadership, creating a strong sales culture, and aligning sales and marketing efforts. Carl also highlights the significance of understanding the buyer's journey and conducting thorough discovery in the sales process. When it comes to scaling a sales force, Carl discusses the need for a sales capacity plan and the importance of staying ahead in recruiting to avoid falling behind in sales goals.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:05:20] Lesson learned as a first line manager: it's not about you[00:09:59] Challenges of transitioning to a second line manager[00:12:24] Transition from tactical to strategic thinking[00:17:16] Importance of skills and pipeline in sales[00:19:27] Accountability for recruitment and development of reps[00:23:11] Importance of understanding and motivating individual team members[00:27:08] Living by the culture and taking responsibility for it as a leader[00:32:08] Challenges of being a CRO and the need for alignment[00:41:27] Motivation and individual differences in sales[00:51:14] Lessons on scaling a sales forceADDITIONAL RESOURCESLearn more about Carl Cross and about their company:https://www.linkedin.com/in/crosscarl/https://www.linkedin.com/company/alkamitech/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:52:48] "But for me, scaling is really it's, you know, do you have a sales capacity plan? Right? And I'm not talking about like we're getting ready to come into a new year. We already know the sales capacity plan. We know what we're hiring to, but the most effective CROs, most every SAS company is going to have a 3, 4, 5 year plan, right?"[00:53:28] "But have the plan higher to it, hold the leadership accountable to it and that's how I think about scaling it. There's a lot of things in it, but your sales capacity plan and your average productivity per head is probably the biggest driver in that well." 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 a leader and you want your revenue teams to really own their number, treat their territory or accounts as their own franchise, have them join Force Management's webinar THIS FRIDAY with John Kaplan. In the "Plan to Make the Plan", John Kaplan will cover:Having the right mindset to attack your territory or set of accountsWays to more effectively enter into Account PlanningBest practices on building an Operating Rhythm that works for youAs you know, John is a master at providing salespeople with actionable tips they can use to execute. We’d love to have some Revenue Builders listeners there. Sign up here: https://forc.mx/4aR4OQS 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, we engage in a riveting conversation with Alan Chhabra, the Executive Vice President of Worldwide Partners at MongoDB. Alan delves into the intricacies of establishing, nurturing, and enhancing partnerships within the realm of sales and channel organizations. Alan shares insights into prioritizing partnerships, aligning them with customer needs, enhancing sales productivity, and turbocharging relationships with various types of partners.KEY TAKEAWAYS[00:01:12] Importance of partnering strategy for selling software at scale.[00:02:15] Assessing partnerships through a customer-centric lens: relevance, ecosystem enhancement, and simplifying procurement.[00:03:55] Focusing on crucial partners: cloud providers, system integrators, ISVs, and resellers.[00:08:49] Convincing partners by highlighting the additional value MongoDB brings to drive their sales.[00:10:40] Establishing trust and momentum through successful mutual deals, leading to a long-term relationship.[00:11:57] Factors that can potentially disrupt partnerships: compensation model changes, competitive products, lack of focus, or overextension.[00:13:44] Turbocharging partnerships with system integrators by offering certification programs aligned with high-margin, strategic projects like cloud migration.HIGHLIGHT QUOTES[00:01:33] "You really need people around the product set to be able to sell at scale."[00:05:37] "It was a nice agreement at the top, but there's no underlying relationship at let's call it the street level."[00:09:44] "That's when trust is established, and then you can build and maintain a long-term relationship."[00:11:06] "Partnerships at the central level, they can be struck quickly, but they also can be destroyed quickly."[00:14:26] "There's ways that companies like MongoDB can get big with SIs if we help them with the cloud migration journey."Listen to the full episode with Alan Chhabra through this link:https://revenue-builders.simplecast.com/episodes/the-ideal-partnership-with-alan-chhabraCheck 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

Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell.In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and discussion, and understanding the continuous process of product-market fit. He also discusses the potential of AI to transform industries and increase productivity, while acknowledging its limitations.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:09:01] Importance of optimism and comfort with the unknown in a startup[00:10:53] Importance of being prepared to make mistakes and learn[00:13:11] Pride is detrimental, need to readjust and reassess decisions[00:19:42] Look for a startup that could become a big company[00:21:50] Importance of humility and listening to customer feedback[00:26:01] Building for larger enterprises can have a stronger value proposition[00:29:30] Focusing on solving customer problems rather than cool features[00:40:31] Skill sets of sellers and understanding users and enterprise[00:47:38] Generative AI can automate troubleshooting tasks and improve efficiency[01:00:00] Marketing's role in making sales successfulADDITIONAL RESOURCESLearn more about Jeremy Burton and about their company:https://www.linkedin.com/in/jburton0/https://www.linkedin.com/company/observe-inc/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:54:33] "And I think all of those kinds of industries where a domain expert is required to explain, they're sort of the gatekeeper and you've got to pay them a lot of money. I think that interface is changing. It's going to be blown wide open. And so, if your value is in doing this translation from complicated domain specific language to layman's, you find somewhere else to add value because that's not going to be it."[00:55:52] "But the number of people that can then interact with that is going to be an order of magnitude greater. And so you better make sure your system can scale because more people are probably going to engage. There's a whole bunch of sort of caveats that I think almost every software company is going to have to think through, which is why, if you don't have someone really important in your company working on this, then you're making a mistake." 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, we engage in an insightful conversation with Hollie Castro, a seasoned Chief People Officer and business transformation leader. Hollie delves into the evolving landscape of loyalty in the workforce, dissecting changing career expectations, motivations behind career transitions, and the shifting definitions of loyalty across different life stages. Holly shares invaluable insights on redefining loyalty in the modern workplace, emphasizing the importance of mindset shifts and transparent conversations between leaders and their teams.KEY TAKEAWAYS[00:00:52] Traditional career longevity is evolving; individuals are more inclined to pursue diverse career paths, influenced by factors like peer comparison, financial gains, and personal growth.[00:01:44] Different life stages dictate varied motivations for career changes. Social media plays a pivotal role in shaping individuals' perceptions of success.[00:03:01] Loyalty remains a fundamental concept, but the expression and expectations surrounding loyalty have transformed over time. Leaders must adapt to the changing dynamics of employee loyalty.[00:04:49] A shift in mindset is crucial. Loyalty doesn't necessarily equate to lifelong commitment; it involves honest conversations and continuous re-recruitment efforts.[00:06:28] How employees exit a company is as vital as their contributions while working there. Leaving transparently and with a positive plan benefits both the departing individual and the organization.[00:08:25] The world is smaller than perceived; leaving a positive legacy matters, as personal reputations endure through professional connections and references.HIGHLIGHT QUOTES[00:01:18] "Social media is a powerful force. So when they perceive their peer group to be, you know, making more money or having a bigger title, that has a huge influence on how they think about themselves."[00:04:49] "Loyalty means something different... It's more about having an honest conversation. Somebody's going to leave. Who's going to leave? What do we need to do to re-recruit them?"[00:06:54] "How you leave is more important than actually everything you did because it's the only thing people will remember about you."[00:07:42] "At some point, you're going to quit a job. And when you do that, how you do it... are you going to be a pro or are you going to be a loser?"Listen to the full episode with Hollie Castro through this link:https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castroCheck 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

Doug May is the Chief of Staff to the CRO at Datadog. He has extensive experience in sales leadership and has a deep understanding of driving business value for customers.In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Doug emphasizes the importance of quantifying value in the sales process. By aligning solutions with customer goals and strategies, sellers can show real business impact. Discovery is crucial for understanding customer challenges, and building trust is essential for successful sales engagements. Presenting the results of a business value assessment in a simple and compelling way is key to gaining customer buy-in.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:10:16] Distinguishing oneself as a salesperson through business value.[00:11:57] Importance of how you sell and what you sell.[00:18:07] Earning the right to discuss personal pressure.[00:20:21] Using the value pyramid framework to align solutions.[00:28:30] Collecting metrics and understanding the problem worth solving.[00:31:36] Building trust through understanding and consultative approach.[00:34:51] Story about differentiating through understanding customer challenges and providing a business case.[00:38:59] Creating a customer version of the sales process to set expectations.[00:45:24] Importance of message framework and story arc in sales.[00:53:15] Lifecycle of a BVA and its ongoing measurement of value.ADDITIONAL RESOURCESLearn more about Doug May and about their company:https://www.linkedin.com/in/dougmay/https://www.linkedin.com/company/datadog/Download our Sales Transformation Guide for Leaders:https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:55:00] "What metrics are we going to help them measure? And when you can integrate this pre-sale value experience into the post-sale value experience. Value is the red thread from the very beginning, from my first call to the customer through the closing of a deal, onboarding, and customer expansion. It's something that's just there all the time."[00:56:18] "In the best scenarios, the champion will get on the phone, invite us to the call with procurement, and explain a couple of critical points."[01:00:20] "I've made a slide that highlights that incident, it's the punch in the gut. Now you're the procurement person, you see the people you've met, the incident, the quotes, this real-world incident. You almost become scared, not wanting to be the one that said no to this vendor." 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

Join hosts John McMahon and John Kaplan on the Revenue Builders podcast as they delve into the art of storytelling in sales with Maury Rogow, CEO of Rip Media. Discover how storytelling shapes sales strategies, transforms brands, and influences purchasing decisions. Uncover the crucial role storytelling plays in building relationships, captivating audiences, and driving revenue.KEY TAKEAWAYS[00:01:10] The significance of storytelling in sales for both salespeople and executives.[00:01:27] Understanding the customer journey and tailoring stories for various stages.[00:02:07] Making customers the heroes of your stories to address their needs and solutions.[00:03:42] Simplifying complex information into compelling narratives for emotional connection.[00:08:09] Adapting storytelling techniques based on the buyer's position in the purchasing cycle.HIGHLIGHT QUOTES[00:00:49] "Your brand will thrive or die based on the story you tell."[00:01:47] "The folks that tell great stories, get to the point, and build relationships bring in the 6, 7, even 8-figure deals."[00:06:32] "It's not about you; it's about how you help those on the other side of the table. They need to be the hero."[00:07:13] "If you walk in there to serve, the 'what's in it for me,' they're thinking what's in it for me to be sitting here with you."Listen to the full episode with Maury Rogow through this link:https://revenue-builders.simplecast.com/episodes/make-your-customer-the-hero-with-maury-rogowCheck 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

John McMahon and John Kaplan as they express gratitude to their dedicated audience while reflecting on the impactful moments of 2023. In this festive episode, the duo discusses the diverse array of esteemed guests, key takeaways, and listener engagement that shaped the Revenue Builders Podcast. From top-tier executives to specific sales strategies, the hosts invite feedback and suggestions for future episodes. They also share exciting plans for 2024 and offer a heartfelt holiday message to their listenersCheck 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 hosted by John McMahon and John Kaplan, they engage in a dynamic discussion with Mark Thurmond, COO of Tenable, a veteran revenue builder. Mark shares insights on recruiting top talent using the concept of the "three H's" – head, heart, and hard work – emphasizing the significance of character attributes in addition to skills. The conversation delves into the crucial role of effective enablement in empowering sales teams and the necessity of removing friction within an organization to boost productivity.KEY TAKEAWAYS[00:01:55] The Three H's of Recruitment: Mark simplifies recruitment by focusing on intellect (head), passion (heart), and work ethic (hard work) as essential attributes.[00:04:15] The Vitality of Enablement: Enablement is a cornerstone for success, ensuring teams are not only technically competent but also equipped with essential skills.[00:08:05] Frictionless Operations: Identifying and eliminating obstacles within an organization significantly enhances the productivity and effectiveness of the sales force.HIGHLIGHT QUOTES[00:01:55] "I look for the head, which is obviously the intellect, the intelligence... the heart, the passion, the enthusiasm... and the last one is the hard work."[00:04:15] "Enablement is maybe the most important function a company has... to train, enable, and ensure the most competent salespeople."[00:08:05] M "Removing friction is about simplifying and removing obstacles for your team... it's on you to make sure there's no cholesterol building up in the organization."Listen to the full episode with Mark Thurmond through this link:https://revenue-builders.simplecast.com/episodes/hard-work-grit-and-removing-friction-for-your-teamsCheck 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 hosted by John McMahon and John Kaplan, our special guest, Anne Gary, the Managing Director at Force Management, is back again to discuss the intricacies of decision criteria while mastering the role of champions in sales success. Delving into the depths of sales strategy, they explore defining decision criteria, aligning it with customer needs, and differentiating products effectively. John McMahon, John Kaplan, and Anne Gary navigate through the risks of scope creep in Proof of Value (POV) or Proof of Concept (POC) stages, emphasizing the importance of formalizing criteria and engaging stakeholders. Discover the critical role of champions in aligning criteria with business outcomes, understanding customer pain points, shaping compelling points of view, and leveraging their influence to drive sales success. This insightful discussion equips sales teams with actionable strategies and anecdotes to secure customer engagement and ace the sales process.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:12] Decision criteria are specific requirements and quantifiable metrics used by customers to evaluate potential solutions.[00:04:21] Aligning product differentiators with decision criteria enhances the chance of winning the validation event.[00:06:38] Differentiation strategies include unique, valuable, and comparative differentiators, but vigilance is needed as these can become targets for competition.[00:12:39] Scope creep in decision criteria introduces more risk, necessitating continuous monitoring and alignment with evolving customer needs.[00:19:06] The process of defining decision criteria begins in the discovery stage, involves scoping and champion involvement, and should be finalized with the economic buyer's approval.[00:22:28] Challenges arise when criteria change, warranting a deeper understanding of who influenced the change and why.[00:23:09] Champions need to be prepared for objections in advance to increase the chances of success in complex sales cycles.[00:26:06] Keeping champions prepared ensures successful meetings and sustains their support for the sales process.[00:27:02] Understanding and quantifying pain points during discovery and scoping stages are vital for success.[00:32:50] Summarizing and understanding customer problems helps in overcoming seller deficit disorder.[00:33:27] Constructing a pain matrix aids in prioritizing and solving identified pain points promptly.[00:37:41] Adapting to changing criteria by utilizing pain matrices enhances adaptability and customer understanding.[00:39:36] Champions play a key role in influencing stakeholders and formalizing decision criteria.[00:43:04] Champions' timely feedback is crucial for addressing challenges and managing stakeholder expectations.ADDITIONAL RESOURCESLearn more about Anne Gary: https://www.linkedin.com/in/anne-gary-a054aa96/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:03:00] “I define the decision criteria as a specific set of requirements, standards, and real importantly, the quantifiable metrics that the customer uses to evaluate the potential solutions. And making a purchase decision with that definition, though, the importance of the decision criteria is winning in the proof of value lies in the ability of the salesperson to align to the customer's needs and expectations, you know, with their solution. So, with that, by helping to create the decision criteria with the customer, you know, salespeople can demonstrate the value and relevance of their product and increase the likelihood of a successful POV. And ultimately, you know, they're really going to close the deal for higher price points.”[00:27:22] "You really need to show up with a compelling point of view, meaning you've done your homework. You understand the customer and their use cases, you know, knowing their use cases gives you the ability to discuss it with the customer in a confident way. I just can't imagine showing up to a call and not really understanding what they do, what they're about, and you almost understand the patterns of what they're looking for."[00:46:30] "And so if you're listening and you're technically inclined, decision criteria is a great place for you to really help the sales team. What I used to, I love doing when I'd go on a forecast, I'd have the technical people on the forecast as well. I'd ask what the decision criteria is, and then I wouldn't ask the seller. I would ask the, the technical person, I would say, how do you feel about that? Number 1, is that the correct decision criteria? Number 2, can we win with that criteria?" 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 sh