Revenue Builders

In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical importance of accurate forecasting, and navigating the private equity landscape. He shares strategies for securing revenue predictability that paves the way to growth, recommending leaders focus on honest communication, strategic alignment, and choosing the right productivity and CRM tools. The conversation also touches on investment opportunities in emerging markets such as EVs, AI, and blockchain, and the nuances of working with PE firms versus family offices.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Greg Resh: https://www.linkedin.com/in/greg-resh-4942139/Strategies for Selling an AI Solution:https://hubs.li/Q02GXNTZ0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:38] Greg Resh's Diverse Career Journey[00:06:54] B2B vs B2C Sales Insights[00:14:24] Challenges in Revenue Prediction[00:30:30] The Importance of CRM in Sales and Finance[00:35:36] The Need for Real-Time Productivity Tools[00:37:31] Accountability in Sales Forecasting[00:39:14] The Importance of Accurate Predictions[00:41:29] Building Reconciliation Plans[00:42:58] Investing in High Performers[00:46:59] The Role of AI in Business[00:48:15] Investing in Emerging Industries[00:58:20] Private Equity and Family OfficesHIGHLIGHT QUOTES[00:04:16] "I think the part I appreciate the most in retrospect is definitely getting to see these different industries, and really the fact that most of them have had B2B and B2C components."[00:07:41] "It's easy for sure, but I do think it's a little simpler or less complex to sell B2B because you can actually go in and go to that business or that sector, that industry, and really figure out what they're trying to do."[00:16:29] "I think forecasting accuracy is just as important as over-delivering by 20%."[00:18:04] "You can't cut your way to growth. You can't overreact to a miss, but that's why if you're really on top of things and accurate, then you can really manage a business in a short minute, a long term basis more effectively."[00:20:12] "You're negotiating on both sides, right? You're trying to get them up to a realistic number, you're trying to figure out how to put a bogey on top or close that gap or be strategic and creative there." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the challenging journey to achieving product market fit with Jeremy Burton, CEO of Observe. The conversation touches on the iterative nature of developing successful product features, the importance of humility and field feedback, and the dynamic process of identifying the ideal customer profile. Burton shares insights on adapting sales strategies for larger enterprises, the evolving demands of educated customers, and creating a culture where honest feedback is valued. A must-listen for sales leaders at startups navigating their own path to market fit.KEY TAKEAWAYS[00:00:49] Defining a Great First Line Leader[00:01:42] Common Mistakes of Second Line Leaders[00:02:28] Transitioning from Tactical to Strategic Thinking[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line ManagersHIGHLIGHT QUOTES[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."[00:02:28] "The further you move up the range, the lonelier it gets at the top."[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."Listen to the full episode with Jeremy Burton through this link: https://revenue-builders.simplecast.com/episodes/the-startup-ceo-with-jeremy-burtonCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode, John McMahon and John Kaplan welcome back Doug Holladay to delve deeper into the themes of Doug's best-selling book, 'Rethinking Success.' The discussion focuses on the importance of understanding and embracing one's personal story to avoid living someone else's narrative. They explore how life experiences and backgrounds shape emotions, perceptions, and actions. Practical strategies for self-discovery and self-improvement are shared, emphasizing the significance of authenticity and addressing deep-seated emotional triggers. The episode also explores storytelling in leadership and the profound impact of understanding colleagues' backgrounds. This conversation is essential for anyone striving to integrate personal growth with professional excellence.Tune in and learn more about this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESListen to the earlier episodes with Doug here: Leading Authentically: https://www.forcemanagement.com/leading-authenticallyRethinking Success: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladayConnect and learn more about Doug Holladay: https://www.linkedin.com/in/dougholladay/Learn more about Doug’s CEO programs: https://www.pathnorth.com/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:40] Understanding Personal Narratives[00:06:36] The Impact of Family Stories[00:08:55] Exercises for Self-Discovery[00:12:22] Breaking Generational Cycles[00:17:56] The Importance of Audience[00:34:37] Celebrating Positive Actions in Children[00:36:21] Learning Through the Eyes of Your Children[00:39:29] Understanding Personal Triggers and Growth[00:41:50] The Power of Self-Awareness[00:50:24] Writing and Reflecting on Your Own Story[01:02:29] Integrating Personal Stories in LeadershipHIGHLIGHT QUOTES[00:03:19] "It's really easy to misinterpret the actions of others when you don't understand the story they were born into or the demons they're wrestling with."[00:09:09] "If we don't bother to understand that story we were born into, guess what? You're going to replicate that in your own family."[00:21:51] "The best thing I can do for my family, my children, my spouse, my partner, for the people I work with, for the country, is to be the best version of myself."[00:13:28] "You will know the truth and the truth will set you free."[00:23:03] "None of us wants to be fixed by somebody else. That's why we've got to start with fixing ourselves." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and strategies to ensure that leadership at every level is effective and empowering. This episode offers valuable insights for those looking to elevate their leadership capabilities and drive better results through their teams.KEY TAKEAWAYS[00:00:49] Defining a Great First Line Leader[00:01:42] Common Mistakes of Second Line Leaders[00:02:28] Transitioning from Tactical to Strategic Thinking[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line ManagersHIGHLIGHT QUOTES[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."[00:02:28] "The further you move up the range, the lonelier it gets at the top."[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."Listen to the full episode with Carl Cross through this link: https://revenue-builders.simplecast.com/episodes/the-path-to-sales-leadership-lessons-learned-at-each-management-level-with-carl-crossCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here:https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/front-line-managers Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

If you’re trying to demonstrate value in a new category or sell a new solution like AI, then this podcast is for you. We pulled together three segments on the topic featuring:Neeraj Agrawal - General Partner, Battery VenturesKeno Helmi - CRO, EspressiveChris Degnan - CRO, SnowflakeADDITIONAL RESOURCESFor more information on Selling in a New Category, check out Force Management’s eBook: https://hubs.li/Q02GXNTZ0Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:28] Understanding market transitions and spotting opportunities.[00:03:01] Challenges of new technologies as solutions looking for problems.[00:04:29] Investing in new product areas and the importance of timing.[00:05:07] The role of POVs in selling complex technologies.[00:06:06] Different sales motions: Provoking interest vs. competing in an active market.[00:07:52] Qualifying economic buyers before a POV.[00:11:12] Realities of selling new technology at a startup.[00:13:24] Strategies for targeting early customers and overcoming competition.[00:15:14] Key customers that helped shape Snowflake's success.HIGHLIGHT QUOTES[00:01:46] "Spotting these transitions and being there at the right point is a key component here."[00:03:01] "New technologies as solutions looking for a problem must be the harder ones to guess."[00:05:07] "Sharing a POV or a POC is critically important when you're selling a technology your customers may not understand."[00:06:56] "If I have a brand new technology that customers may not understand, I can alleviate a lot of their concerns by doing a POV."[00:11:32] "There's a misperception if you're a salesperson that you can go into an early stage startup and make a ton of money."[00:14:09] "Teradata was almost arrogant... They let the cloud sideswipe them." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by JP Bolen, Vice President of Sales Productivity at Rubrik, to discuss the importance of equipping sales teams with a compelling point of view (POV). JP emphasizes the necessity of thorough research and understanding of the client's business, industry trends, and specific challenges before approaching potential customers. He shares insights on how a well-prepared POV can boost confidence, earn respect, and open productive dialogue with clients. The episode also highlights practical training methods and the benefits of utilizing customer stories to relate to business problems. For additional resources on enhancing sales performance, listeners are encouraged to check out Force Management's ebook linked in the show notes.KEY TAKEAWAYS[00:00:22] The Importance of a Compelling Point of View[00:00:41] Training Reps for Success[00:01:24] Research and Preparation Strategies[00:02:21] Using Customer Stories Effectively[00:03:30] Avoiding Analysis Paralysis[00:05:13] Engaging Executives with a Strong POV[00:06:28] Building Confidence and Earning Respect[00:07:40] Creating Custom Slides for DiscoveryHIGHLIGHT QUOTES[00:01:06] "The POV is absolute power. If you do it right, you immediately earn respect from the person on the other side of the table."[00:06:28] "A compelling point of view gives you confidence and opens the conversation to talking about the client's pain points."[00:01:52] "It's not rocket science, but doing the work and putting the effort in to understand the account and industry trends is crucial."[00:04:59] "We overdo everything. If you find a nugget, use that nugget to go hit somebody right now."[00:05:40] "You want a partner to help you? Show them why this is important and prepare as if your CRO is going to make the pitch for you."Listen to the full episode with JP Bolen through this link: https://revenue-builders.simplecast.com/episodes/driving-sales-productivity-with-jp-bolenCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode, John McMahon and John Kaplan are joined by leadership expert Marcy Stoudt for a comprehensive discussion on recruitment, interviewing, and onboarding in B2B sales. Marcy is the co-founder of Revel Coach and Revel Search, she is an expert in recruiting and retaining top leadership and talent. This episode emphasizes the importance of defining an ideal candidate profile, the need for rigorous and insightful interview questions, and the critical nature of an effective onboarding process. Additionally, Marcy offers practical tips and reveals some helpful tools to enhance team dynamics and productivity. Throughout the conversation, the hosts and Marcy highlight best practices for attracting, hiring, and retaining top talent in a competitive sales environment.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:02] Meet Marcy Stoudt: Leadership and Coaching[00:01:40] The Launch of Revel Coach and Revel Search[00:04:06] Challenges in Hiring and Retention[00:05:41] Effective Hiring Strategies[00:06:45] The Importance of Candidate Profiles[00:10:37] Sourcing and Networking Tips[00:17:23] The Role of Leaders in Recruitment[00:31:26] Energy Management in Job Hunting[00:33:37] Boosting Your Mental Energy[00:34:08] Choosing the Right Opportunity Over Position[00:35:57] Interviewing and Screening: Best Practices[00:38:35] The Role of Technology in Hiring[00:41:39] Understanding Candidate Fit[00:55:46] The Importance of Listening in Interviews[00:59:03] Effective Onboarding StrategiesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPMeet the Mentors at Revel Coach: Learn more about our mentors https://www.revelcoach.com/meet-the-mentors?pgid=loynx9fa-52f3dc1d-7c65-4168-9a43-ea5c7dcfa740Try out Cloverleaf - the software referenced in the show: Cloverleaf.meInformation on Revel Search: Explore Revel90 and our approach to coaching https://www.therevelsearch.com/revel90Learn more about Marcy Stoudt through this link.https://www.linkedin.com/in/marcy-stoudt/HIGHLIGHT QUOTES[00:06:54] "If you really get clear on why you are hiring this person, why you are funding this person, and then you make the time to make sure you are sourcing from many markets, everything else is so much easier down the road."[00:10:08] "It's all about the people that I recruit that's going to define my career and how well I do in this job."[00:16:45] "You have to figure out the DNA of who you're hiring and then say, where do they socialize? And then you get to those places."[00:19:59] "If you put the onus on the leader, you are ensuring that they are invested in the success of the new hire from day one."[00:21:19] "Candidates have equal responsibility to eliminate the guesswork and get the ultimate decision maker in the interview process a lot sooner than most companies do." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Andy Price from Artisanal Ventures and Artisanal Talent. With over 30 years of experience in the recruiting industry, Andy shares valuable insights on why it's crucial for sales leaders to own the recruiting process. The discussion delves into the pitfalls of delegating recruitment to HR, the importance of building a strong internal talent acquisition team, and the impact of recruiting quality talent on overall sales success.KEY TAKEAWAYS[00:00:41] The Importance of Sales Leaders Owning the Recruiting Process[00:00:53] Pitfalls of Delegating Recruitment to HR[00:01:36] Building an Internal Talent Acquisition Muscle[00:02:15] The Impact of Economic Changes on Recruiting Strategies[00:02:53] The Importance of Consistency in Sales Team DNA[00:03:47] The Role of Networks in Successful Recruiting[00:05:02] Evaluating Sales Leaders Based on Their Recruiting Ability[00:04:16] The Consequences of Poor Recruiting on Sales Organizations[00:04:44] The Significance of Having a Vision for Talent DevelopmentHIGHLIGHT QUOTES[00:00:53] "You cannot delegate it to anybody else because you're recruiting your own team, and your team is going to determine your own success and your own career."[00:01:36] "The HR team was a central function, more administrative and compliance, comp benefits."[00:02:53] "You end up with inconsistent talent across the board and things start to vibrate."[00:03:29] "When you recruit a bunch of C's and D's, you're going to burn through a lot of money."[00:05:02] "Who are they going to bring? Who are they going to recruit?"[00:06:16] "Salespeople want to win."Listen to the full episode with Andy Price through this link: https://revenue-builders.simplecast.com/episodes/investing-in-the-future-of-b2b-software-with-andy-priceCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Nominate us for The People’s Choice Podcast Awards. Select Revenue Builders from the Business Category (after you fill out a short form - to prevent ballot stuffing!)https://www.podcastawards.com/app/signupThank you! Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, guest Harsha Jalihal, Chief People Officer at MongoDB, shares insights on fostering open communication within teams. Drawing from her extensive HR experience at Cognizant and Unilever, Harsha discusses the importance of building relationships, getting to know team members personally, and trusting one's gut instincts. She emphasizes that developing trust and understanding takes time and multiple conversations, particularly in the post-COVID era where personal and professional boundaries are blurred. Notable advice includes asking direct questions, providing space for honesty, and ensuring employees feel comfortable sharing their concerns.KEY TAKEAWAYS[00:00:38] Building Trust and Relationships[00:01:23] The Importance of Knowing Your Team[00:02:35] Navigating Difficult Conversations[00:03:15] Trusting Your Gut Instincts[00:03:55] Giving Space and TimeHIGHLIGHT QUOTES[00:01:27] "You can't just think of your job as directing their work. You've got to get to know the people who work for you."[00:02:26] "It's harder to manage people these days because you have to really get to know them almost on a personal level."[00:03:00] "You're not going to get to really figure out what's bothering somebody with one conversation. It's going to take you more than one or two attempts."[00:03:49] "Is there something you're not telling me? Because you're afraid or concerned that I might react negatively to it?"Listen to the full episode with Harsha Jalihal through this link: https://revenue-builders.simplecast.com/episodes/balancing-business-and-people-in-leadership-with-harsha-jalihal/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode, John McMahon and John Kaplan introduce their guest, Scot Loeffler, who has remarkably transformed the football program at Bowling Green State University (BGSU). John Kaplan shares his enthusiasm for Scot's drastic improvements in the BGSU football program, which ranked near last nationally before Scot's arrival. Through candid discussions, Scot outlines the challenges and strategies of rebuilding a struggling team, emphasizing the importance of hiring the right staff, instilling a solid culture, and focusing on daily championship habits. Scot credits his success to lessons learned from legendary coaches like Lloyd Carr, Urban Meyer, and Frank Beamer, and the inherent traits of resilience and relentless preparation observed in players like Tom Brady and Tim Tebow. The conversation delves into the critical roles of leadership, accountability, and recruitment in building a winning team and highlights the parallels between coaching athletes and leading sales teamsTune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:48] Challenges of Rebuilding a Football Program[00:08:16] Recruitment and Building a Winning Culture[00:10:49] Leadership and Accountability[00:17:29] Navigating Organizational Changes[00:28:12] Coaching Philosophies and Mentorship[00:36:09] The Power of Accountability in Teams[00:37:02] Authenticity in Leadership[00:37:52] Building Genuine Relationships[00:39:14] Recruiting and Culture[00:41:00] Characteristics of Great Quarterbacks[00:41:55] The Importance of Mental Toughness[00:45:39] Preparation Equals Confidence[00:49:32] Handling Adversity and Resilience[00:57:44] Effective Time Management and Operating RhythmADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Scot Loeffler through this link. https://bgsufalcons.com/staff-directory/scot-loeffler/643HIGHLIGHT QUOTES[00:45:31] "What separated him, besides his ability, was his mental toughness and the ability to get everyone around him better."[00:46:42] "Preparation, in my opinion, equals confidence."[00:50:22] "When you get kicked and things happen in your family, you're not going to get in the transfer portal. You've got to bounce in and adapt with the cards you're dealt."[00:52:12] "The leaders that I've seen who have owned their story, the players and the employees that I've seen who have owned their story, negative things that have happened are great opportunities for growth in life." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dave Tiley from Align Capital Partners to explore the critical differences between Private Equity (PE) and Venture Capital (VC) investments. Dave delves into the distinct strategies, risk appetites, and operational approaches that differentiate PE from VC, offering invaluable insights for entrepreneurs, investors, and business leaders. From early-stage ventures to mature businesses, this episode provides a comprehensive look at how different funding models can drive growth and innovation.KEY TAKEAWAYS[00:00:47] VC investments focus on early-stage companies with high-risk, high-reward potential.[00:01:34] PE investments target companies with established revenue and earnings, aiming to accelerate growth.[00:03:30] Differences in board makeup between VC-backed and PE-backed firms.[00:05:15] Embracing the "good to great" philosophy to drive radical improvements in PE-backed companies.[00:05:58] Operational optimization strategies to scale companies from millions to hundreds of millions.HIGHLIGHT QUOTES[00:00:47] "Venture capital is big bets, hoping one out of ten succeeds."[00:01:34] "For us as growth investors in the private equity space, we're looking for a company we think, hey, they got something special, but maybe with some more expertise, maybe with some more jet fuel, we can come alongside them, partner with them to accelerate the growth curve."[00:02:49] "Our whole idea is to be a servant leader and help these CEOs in anything we can do to help them be better each and every day."[00:05:15] "When we partner with a company, they've already done something really well, right? And they get rewarded for that stage. But to reward our investors in the next tranche, that 2.0 version, we got to radically improve the company."[00:06:13] "As you built companies to get to 20 million is one thing, but to get to 50 and then 100, they're just different stages and different steps, and there's a different playbook really for each."Listen to the full episode with Dave Tiley through this link: https://revenue-builders.simplecast.com/episodes/from-good-to-great-with-dave-tileyCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sharing key segments from previous episodes. Guests Marcy Stoudt, CEO and co-founder of RevelCoach, discusses preventing burnout and maintaining work-life balance. Jim "Pouli" Pouliopoulus, a force management facilitator, drops insights on overcoming negativity bias in sales. Finally, Greg Poss with Stark Mind talks about applying mental toughness from sports to the sales environment. Listen in for practical tips to boost your sales performance by mastering your mindset.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] Exploring the Mental Aspect of Sale[00:00:56] Avoiding Burnout with Marcy Stout[00:07:44] Understanding Negativity Bias with Jim Puliopoulos[00:16:48] Mental Toughness in Sales with Greg Paz[00:23:44] Conclusion and Further ResourcesADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about guests: Marcy Stoudt’s LinkedIn: https://www.linkedin.com/in/marcy-stoudt/Jim "Pouli" Pouliopoulus’ LinkedIn: https://www.linkedin.com/in/pouli/Greg Poss’ LinkedIn: https://www.linkedin.com/in/greg-poss-a0a8a72b/HIGHLIGHT QUOTES[00:21:34] "So we want to impress other people, or we do it for external pleasure to make money, to win a trophy, to, uh, get a promotion, whatever the case might be. And I'm not saying that going after those things is bad. We should go after those things, but our major motivation has got to be the moment to moment gamification and joy of the journey of the process, whatever you want to call it."[00:22:13] “Now we can, we can be in the moment, you know, be here now or be nowhere because the past and the future don't even exist.” Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and developing a compelling viewpoint. This conversation is packed with practical tips for sales professionals looking to enhance their discovery process and effectively align their solutions with the strategic goals of their customers.KEY TAKEAWAYS[00:01:18] Importance of pre-discovery homework: Leveraging public information and industry insights.[00:02:20] Crafting a compelling viewpoint: Demonstrating homework to gain customer trust.[00:03:14] Industry to individual pressure: Building credibility by understanding hierarchical pressures.[00:05:54] Financial condition and competitive position: Factors influencing customer strategy.[00:07:22] Value pyramid framework: Aligning solutions with customer goals and strategies.HIGHLIGHT QUOTES[00:01:18] "The richness of information that a seller can use pre-discovery is so powerful."[00:02:20] "Customers don't really have the time to teach you their business."[00:02:55] "When you do your homework and come in with a compelling viewpoint, even if it's a bit off, you're in the meat of a discussion."[00:03:14] "You earn the right to talk about personal pressure by understanding industry, company, and departmental pressures."[00:05:54] "The trajectory of a business will tell you a lot about that organization and help you find the right people to attach to."[00:08:26] "When you can connect the dots from your product capability to the customer’s strategy, that's when the magic happens."Listen to the full episode with Doug May through this link: https://revenue-builders.simplecast.com/episodes/business-value-assessments-looking-at-opportunities-through-a-value-lens-with-doug-mayCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you. Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the complex government acquisition and procurement system. As CEO and President of the Talisman Group, founded in 2019, Tom focuses on translating strategy into growth, particularly optimizing sales in the public sector. His broad operating experience, from small businesses to global corporations, equips him with the ability to create scalable business development systems tailored to dynamic government organizations, while his coaching and training skills enable him to guide businesses and leaders to success.In this episode, John McMahon and John Kaplan are joined by Tom Smerczynski, CEO of Talisman Group, to explore the complexities of selling to the government and engaging customers successfully. Tom, a government contracting expert with decades of experience, shares valuable insights on proper discovery, understanding procurement systems, and using contract vehicles effectively. The conversation delves into the significance of gathering and leveraging information, identifying key government roles, and finding the information you need to get ahead of the contracts. Additionally, the hosts provide guidance on building a robust sales pipeline, understanding industry language, and identifying essential players in customer engagement. They emphasize the importance of past performance, value differentiation, and aligning sales teams with specific government contracts and agencies. This episode serves as a comprehensive guide for companies aiming to navigate government sales and advance their sales strategies to win dealsTune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:33] Understanding Government Sales[00:04:12] Importance of Information in Government Sales[00:06:39] Navigating Government Contract Vehicles[00:08:50] Strategies for Winning Government Contracts[00:11:36] Role of Prime Contractors and Task Orders[00:13:46] Influencing RFPs and Early Access to Information[00:17:23] Building Effective Sales Teams for Government Contracts[00:28:05] Leveraging Past Performance and Experience[00:38:07] Understanding Government Contract Vehicles[00:38:51] The Importance of Experience and Knowledge[00:39:27] Navigating Government Sales Cycles[00:41:31] Leveraging Information Tools for Government Contracts[00:44:23] Breaking Down Government RFPs: Sections C, L, and M[00:47:10] Building a Compliance Matrix[00:48:31] Effective Government Sales Strategies[00:57:01] Structuring a Government Sales Team[00:59:46] Developing a Roadmap for Government Sales[01:03:17] Engaging with Government CustomersADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Thomas "Tom" Smerczynski.LinkedIn: https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/E-mail: [email protected] QUOTES[00:44:53] On Understanding RFPs: "Every federal procurement is pretty much consistent now. Section C is the scope of work, Section L is the instructions, and Section M is the evaluation criteria."[01:06:01] On Building Roadmaps for Success: "Before you start investing too much money, look at the infrastructure, tools, and technology needed." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.KEY TAKEAWAYS[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.HIGHLIGHT QUOTES[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."Listen to the full episode with John Care through this link: https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Special guest Doug Holladay, author of 'Rethinking Success,' returns to the podcast to discuss the illusions of success and the importance of purpose and meaning in life, particularly for leaders. The discussion covers Doug's career, his work with PathNorth, and how leaders can find balance and fulfillment. They explore key themes from Doug's book, including building rich human connections, redefining personal identity beyond professional achievements, and integrating purpose into life's pursuits. Doug also shares insights on various practices that can help individuals achieve a meaningful and purposeful life.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Rethinking Success: The Illusions[00:04:57] The Crisis of Identity and Succes[00:07:35] The Importance of Human Connection[00:09:25] Cultural and Gender Perspectives on Succes[00:13:52] The Power of Presence and Authenticit[00:34:14] Embracing Vulnerability and Authenticity[00:37:17] Lessons from Historical Figure[00:39:49] Humility and Succes[00:43:16] The Importance of Relationships[00:47:51] The Power of Personal Stories[00:56:08] Path North and Finding MeaningADDITIONAL RESOURCES:Watch our first episode with Doug Holladay "Leading Authentically"https://podcasts.apple.com/ph/podcast/leading-authentically-with-doug-holladay/id1610203369?i=1000575001882Learn more about PathNorth: https://www.pathnorth.com/Connect and learn more about Doug Holladay.https://www.linkedin.com/in/dougholladay/HIGHLIGHT QUOTES[00:14:11] "Success isolates you. You don't have peers and friends that you can talk to.[00:23:44] "The legacy we invest in unconsciously are the eulogy virtues, not the resume virtues.[00:25:42] "You just want people to sit with you. You don't want them to fix anything. You don't want them to do anything. You just want them to be there."[00:28:16] "The fundamental problem of a person is never learning to be still within four walls Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

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

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi. Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space. Don't miss Part 1 of the Epiosode here: https://podcasts.apple.com/gb/podcast/behind-the-deal-a-perspective-from-an-economic-buyer/id1610203369?i=1000653572085Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:55] Revisiting Key Sales Insights with Carl Froggett and Joe Lynch[00:01:46] Deep Dive: The Art of Selling to Economic Buyers[00:06:14] Strategies for Effective Sales and Building Value[00:13:21] Navigating Complex Sales Processes and Stakeholder Dynamic[00:16:05] Leveraging Internal and External Champions in Sale[00:28:35] The Critical Role of References and Final Decision Criteria[00:38:32] Understanding the Collective Yes in B2B Sale[00:41:30] Navigating Internal Dynamics and Stakeholder Influence[00:42:35] The Impact of Technology Deployment on Internal Teams[00:43:17] Strategies for Managing Internal Opposition and Building Support[00:43:48] The Importance of End-User Experience in Technology Adoption[00:45:02] Leveraging Partnerships and Advice for Navigating Corporate Politics[00:48:05] Executing a Successful Pilot: Strategies and Outcomes[00:52:51] The Decision-Making Process and Finalizing the Deal[01:08:08] Insights on Product-Led Growth and Enterprise Strategy[01:14:42] RSA Conference Takeaways and the Future of CybersecurityADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jConnect and learn more about Carl Froggett.https://www.linkedin.com/in/carlfroggett/https://www.deepinstinct.com/Connect and learn more about Joe Lynch.https://www.linkedin.com/in/joe-lynch-6613745a/HIGHLIGHT QUOTES[00:46:30] "Nobody thinks about the end user; nobody's thinking about network and identity. So I was able to see how internally, and I leveraged my boss at the time to get there. If you have someone who's not thinking like that, I hate to say it, but you probably need to find somebody different, right?"[00:47:40] "Ultimately, it's about the business, right? We're not buying a Zscaler because it's cool. We're buying it because I've got X, Y, Z from a business strategy to sort out, and you need to add value to that, right? I hate to say it, but maybe you got the wrong person."[00:51:30] "It's not about wasting our time; it's about committing resources to try to solve this problem together. You respect our people, we respect your people and our time. We're not here to waste anyone's time." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.KEY TAKEAWAYS[00:00:55] Consistency in Processes: Maintaining consistency in the sales process across different teams and segments is crucial for effective sales execution.[00:02:32] Standardization Across Stages: Standardizing fundamental sales processes across each stage ensures that reps are equipped with necessary skills for smooth transitions and quicker ramps.[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects of the sales process, such as pain identification and champion building, helps reps ramp more quickly into their roles.[00:04:43] Establishing the Three Why's: Understanding the reasons behind a customer's decision to buy—why buy anything, why buy now, and why buy from me—lays the foundation for effective sales engagement.[00:06:33] Mapping the Sales Process: Mapping out the sales process stage by stage helps maintain clarity and alignment, ensuring that reps understand their roles and responsibilities at each stage.HIGHLIGHT QUOTES[00:01:41] "Our job is promoting people... It's recruit and develop the future generation of sales talent and sales leadership at the company."[00:05:09] "Regardless of what the qualification criteria is, you've got to be able to scoop up those three big things."[00:07:55] "If we do the right things in stages 1 through 3, it's a proof of value. We should be delivering a proposal in stage 4 and hopefully closing."Listen to the full episode with Joe Young through this link: https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset. Gleason shares his SEAL experiences and insights from his book "Embrace the Suck," underscoring the significance of persistence, purpose, and passion in overcoming adversity. Both interviews delve into how SEAL training philosophies on embracing challenges, dynamic subordination, and the mental aspect of enduring hardships can be applied to business leadership and personal growth, promoting a narrative of continuous learning and team cohesion.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:47] Memorial Day Special: Lessons from Veterans[00:01:07] Mike Hayes: Leadership Lessons from a Navy SEAL[00:02:15] Embracing Challenges and the Concept of 'Never Enough'[00:10:35] The SEAL Mindset: Team, Teammate, Self[00:14:59] Dynamic Subordination and Leadership in SEALs and Business[00:18:51] Brent Gleason: Embracing the Suck for Extraordinary Life[00:20:44] The SEAL Training Experience and Building Resilience[00:24:08] Channeling Pain and Persistence for SuccessADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Mike Hayes.https://www.thisismikehayes.comLearn more about Brent Gleeson.http://www.brentgleesonspeaker.com/index.htmlHIGHLIGHT QUOTES"You're only excellent if you know you're never excellent enough" - Mike: [00:03:52] “Whatever ways we define 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”"Brent on having a passion for what you're trying to accomplish": [00:28:24] “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.” Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers at MongoDB. Dan shares his journey of evolving MongoDB’s customer success strategy from a reactive to a proactive approach. He discusses the importance of hiring the right profiles, implementing disciplined processes, and understanding the nuanced root causes of customer churn. This conversation is a must-listen for anyone involved in customer success or looking to enhance their customer-centric strategies.KEY TAKEAWAYS[00:00:36] Transition from Reactive to Proactive Customer Success[00:01:01] Implementing a Disciplined Process to Identify and Address Risks[00:02:30] Balancing Skill and Will in Hiring and Developing Customer Success Teams[00:04:47] Key Attributes for Successful Customer Success Managers (CSMs)[00:06:21] Common Pitfalls in Customer Success Leadership[00:08:24] The Complexity of Understanding and Addressing Customer Churn[00:09:46] The Importance of Truly Listening to the Voice of the CustomerHIGHLIGHT QUOTES[00:01:54] "The earlier you engage with the customer, the better chance you have of fixing their problems and getting them happy."[00:02:54] "Part of it was a skill thing, but part of it was also a will thing. Do people actually want to be doing that kind of job?"[00:05:34] "The biggest strength of a great CSM is that they just want to go above and beyond for their customers."[00:07:31] "Customer success is not a silver bullet to a product that doesn’t work or doesn’t have product-market fit."[00:08:43] "Most churn situations are much more complicated and nuanced than a single subcategory."[00:10:33] "There is no substitute for actually talking to customers and understanding what really went wrong."Listen to the full episode with Dan Barrett through this link: https://revenue-builders.simplecast.com/episodes/an-outcome-mentality-the-right-way-to-approach-customer-successCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise AE. He’s also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn.Guilherme joins John McMahon and John Kaplan to discuss his experience as a startup founder and the lessons he learned from shutting down his company. Guilherme shares his journey from being an engineer to entering the world of software sales. He explains why he decided to start his own company and the challenges he faced along the way. The conversation dives into the importance of timing, the energy required to be an entrepreneur, and the distinction between being a patriot and a mercenary. Guilherme emphasizes the need for self-reflection and understanding one's own motivations and limitations.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:12:50] Slow success builds character, while fast success builds ego.[00:18:42] The importance of understanding the challenges and risks involved in starting a company.[00:30:07] The distinction between being a patriot and a mercenary and the impact it has on commitment and success.[00:32:45] The value of being transparent and honest with oneself and others throughout the entrepreneurial journey.[00:37:27] The significance of timing in entrepreneurship and personal life decisions.ADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Guilherme Stetelle Martins.https://www.linkedin.com/in/guilhermestetelle/Here's the link to the Shutdown Article:https://www.linkedin.com/pulse/i-shut-down-my-startup-here-journey-guilherme-stetelle-martins-zpfpf/HIGHLIGHT QUOTES[01:00:10] "The credit belongs to the men and women who are actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who airs, who comes short again and again, because there is no effort without error and shortcoming. But who does actually strive to do the deeds, who knows? Great enthusiasm, great devotion, who spends himself in a worthy cause?"[01:01:03] "It's not the critic who counts, not the man who points out how the strong man stumbles or where the doer deeds could have done them better. The credit belongs to the men and women who are actually in the arena." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert in outbound sales strategies. Leslie delves into the art of cold calling and objection handling, drawing from her extensive experience. She shares invaluable insights into common objections, the psychology behind them, and practical strategies for navigating them effectively. Discover how curiosity, conversation, and conclusion form the pillars of successful cold calls, and learn actionable techniques to empower your sales team.KEY TAKEAWAYS[00:00:30]Common Objections: Leslie identifies 13 common objections encountered in sales cycles, emphasizing that objections are inevitable and must be anticipated. [00:03:09] Rooted in Fear: Many objections stem from a lack of trust and fear of making the wrong decision, especially in uncertain economic climates.[00:04:48] The 3 C's Framework: Leslie introduces the 3 C's approach—Curiosity, Conversation, and Conclusion—as a paradigm shift from simply overcoming objections to fostering genuine dialogue and understanding with prospects.[00:06:38] Curiosity is Key: Rather than immediately trying to counter objections, sales professionals should prioritize curiosity and seek to understand the underlying reasons behind objections.[00:07:54] Personal Detachment: Separating oneself from the product or solution helps salespeople handle objections objectively and maintain genuine curiosity about the prospect's perspective.HIGHLIGHT QUOTES[00:02:23] "If you're getting on a cold call with somebody, you're going to hear at least one objection. Full stop."[00:06:15] "The number one most important thing that you can do when you hear an objection is just try to keep the conversation going."[00:07:07] "Some of the best salespeople...are so curious as to why the customer has that opinion...they start to ask why and they don't understand, and it's very genuine because they really don't understand and they really are curious."Listen to the full episode with Leslie Venetz through this link: https://revenue-builders.simplecast.com/episodes/the-art-of-cold-calling-with-leslie-venetz/Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

Today we bring you three segments that cover sales leadership transitions. We discuss making the jump from rep to first line manager with Tammy Sexton the Chief Revenue Officer at Skyflow, the jump to second line manager with Carl Cross - CRO at Alkami and then walking in as a new CRO with Terry Trip CRO at Tines.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:46] Segment 1: Transitioning from Rep to First Line Manager[00:06:19] Segment 2: The Leap to Second Line Leadership[00:15:16] Segment 3: Stepping into the CRO Role at a Startup[00:21:55] Conclusion and Final ThoughtsADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about our guests.https://www.linkedin.com/in/crosscarl/https://www.linkedin.com/in/tammy-sexton/https://www.linkedin.com/in/terrytripp/HIGHLIGHT QUOTES[00:02:13 - 00:04:51] Tammy Sexton: "I think the biggest thing with that role is... And it's something that I tell my managers as I promote them. This is probably a mistake that you're going to make. So I need to print, I need to plant it in your brain right now. And then when I see that happening, I'm going to ask you to think about like how not to make that happen."[00:07:02 - 00:08:29] Carl Cross: "What makes a great first line leader?... They represent the values of the company, better than anybody, they understand, the leading indicators of the business... And then they're great storytellers, right?"[00:19:45 - 00:21:55] Terry Tripp: "Fundamental is you got to get everybody that's speaking the same language... I think as you get in the mode of trying to grow and scale, it becomes more important even because you've got to have that framework." Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into when to focus on product-led growth. John McMahon and John Kaplan discuss product-led growth (PLG) with Alex Bilmes, the founder and CEO of Endgame. They explore the types of products that are well-suited for PLG and those that may not be a good fit. Alex explains that products that are easy to use, provide immediate value to the user, have a short time to value, and have a low price are ideal for PLG. However, more transformative products that require organizational change and have larger deal sizes may require a sales process to facilitate adoption. Alex also shares insights on how to determine if PLG is a good fit for a product and the questions to ask before implementing a PLG strategy.KEY TAKEAWAYSTransformative products that require organizational change and have larger deal sizes may not be a good fit for PLG.When considering PLG, it is important to assess the product's interface with different disciplines and other products, as well as its impact on user behavior.Endgame focuses on the sales side of PLG and helps companies integrate sales efforts with product data to accelerate revenue growth.Understanding the ideal customer profile (ICP) from a product-led perspective and using data to create behavioral-based ICPs are crucial for successful PLG implementation.HIGHLIGHT QUOTES"Humans are tricky. Anything that requires interfacing with humans or interacting with people always adds a layer of complexity." - Alex Bilmes"If you don't know what harbor you're sailing for, no winds will get you there." - Alex Bilmes"A product-led sales orientation lets you validate what the company is doing using empirical data, meaning you can tell how people are already using your product." - Alex BilmesListen to the full episode with Alex Bilmes through these links: Leveraging Product-Led Sales for Growth with Alex Bilmes: https://podcasts.apple.com/in/podcast/leveraging-product-led-sales-for-growth-with-alex-bilmes/id1610203369?i=1000635042791Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord).From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully exited for over $600M.During these years, Sean learned about mergers & acquisitions, product-market fit, managing cash flow, evangelical sales, raising funds, making & losing millions, how to creatively accomplish much with very little $, and much more.The discussion includes key sales lessons from Mark Cuban, emphasizing the importance of trust and helping in sales, and strategies for creating trust with clients. The hosts also delve into the intricacies of forecasting, deal qualification, and managing sales cycles, with a focus on understanding customer needs and aligning sales strategies accordingly. The conversation provides actionable advice for sales leaders on improving sales performance, structuring deals, and leveraging data for better forecasting and pipeline management.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:51] Sales Insights from Mark Cuban's Masterclass[00:03:32] Building Trust and Understanding in Sales[00:08:18] The Art of Preparation and Asking the Right Questions[00:11:55] Navigating the Procurement Process: Insights and Strategies[00:15:44] Simplifying Business Success: Lessons from Purdue University[00:20:36] Identifying and Targeting the Ideal Customer Profile (ICP)[00:24:17] Strategic Sales Expansion and Resource Allocation[00:31:56] Navigating the Challenges of Meeting Sales Targets[00:32:42] Strategies for Setting Realistic Sales Goals[00:34:52] Building a Culture of Accountability and Trust in Sales[00:35:41] The Importance of Ownership and Data in Revenue Operations[00:42:39] Forecasting and the Art of Accurate Sales Predictions[00:42:44] Understanding and Managing Deal Pushes in Sales[00:50:33] Optimizing Sales Operations and Pipeline Management[01:02:43] Concluding Thoughts on Sales Success and LeadershipADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Sean Burke.https://www.linkedin.com/in/seanhburke/HIGHLIGHT QUOTES[00:02:36] “They have to trust the seller first, the company second, and then the product solution, et cetera, after that.”[00:10:28] “We would put together a team and we would have the personas that we're selling to be represented by the same personas within our team and role play those out.”[00:59:23] “So it's all this rhythm of the business that you got to be really aware of as a CRO because you can start a year and end a year dead Or you could start a year and end of the year on the path to success” Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the crucial aspect of emotionally connecting with buyers. Joined by veteran sales leader and author Richard Rivera, they explore the science behind buyer decision-making and the importance of understanding the emotional journey buyers go through. Rivera introduces the concept of the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and intellectual brain. Through insightful discussions and practical examples, listeners gain valuable insights into reshaping their sales approach to prioritize emotional connection and drive successful outcomes.KEY TAKEAWAYS[00:00:26] Understanding the science behind emotionally connecting with buyers is crucial for sales success.[00:01:36] The buyer decision path consists of survival, thrive, and think stages, reflecting the evolution of the human brain[00:04:05] Disarming the survival brain by addressing the buyer's problems is essential to establishing emotional connection[00:06:20] Prioritizing emotional connection before intellectual engagement is key to effective sales strategies.HIGHLIGHT QUOTES[00:02:40] "The natural human response is to push back and protect itself... When anyone or anything presents a threat or even a new opportunity to us, it comes across as a threat and they have to protect themselves against it."[00:04:52] "Here's the problems that I saw for help me understand how you might relate to any of these. And it frames up the discussion in a very disarming way."[00:06:01] "Before this buyer is going to spend energy and invest in really understanding the intellectual parts of my value proposition, I've got to disarm their survival brain by attaching to the problems they care about."Listen to the full episode with Richard Rivera through these links: Developing Buyer Champions with Richard Rivera Part 1: https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000610878740Developing Buyer Champions with Richard Rivera Part 2: https://podcasts.apple.com/us/podcast/revenue-builders/id1610203369?i=1000611697594Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

This episode features an insightful conversation on selling to the economic buyer with guests Carl Froggett, CIO at Deep Instinct, and Joe Lynch, Sales Director for the East at Deep Instinct. Before they were colleagues, Joe sold to Carl. Carl shares his extensive experience as an economic buyer in tech deals, highlighting the importance of account executives not wasting his time with generic pitches or vendor bashing, and instead focusing on understanding his business needs. Joe discusses his approach to selling to Carl at Citi, emphasizing the value of doing thorough research, building trust, and creating a tailored value proposition. The discussion also covers strategies for forming genuine partnerships with clients, the challenges of navigating sales processes within large global banks, and the innovative threat prevention technology offered by Deep Instinct. The conversation provides valuable insights for B2B sales professionals on effectively engaging with economic buyers and fostering long-term partnerships.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:45] Diving Deep: Selling to the Economic Buyer[00:01:43] Insider's Take: Carl Froggett on Vendor Engagement[00:07:20] Joe's Approach: Research and Value-Based Selling[00:14:40] Building Trust and Partnership in Sales[00:26:28] The Art of Prioritization and Flexibility in Tech Solutions[00:33:44] Building Trust and Overcoming Challenges in Sales[00:34:13] Innovative Solutions to Business Disruption[00:35:51] Strategic Partnerships and Economic Decisions[00:37:55] Navigating Internal Company Dynamics for Sales Success[00:57:20] Deep Instinct: A New Frontier in CybersecurityADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Carl Froggett.?https://www.linkedin.com/in/carlfroggett/https://www.deepinstinct.com/Connect and learn more about Joe Lynch.https://www.linkedin.com/in/joe-lynch-6613745a/HIGHLIGHT QUOTES[00:38:48] “There needs to be transparency internally at a company about how a large global bank operates. Our product is fantastic, but they do have their procedures and their policies for how they evaluate new tech and onboard new tech and understanding what those timelines realistically look like.”[00:54:05] “I will always pivot back to where's the value prop for my business and my company ultimately. And like I say, timing is part of it.” Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

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