Revenue Builders

“The best sales leaders are actually business leaders.” Murray Demo joins John McMahon and John Kaplan on a new episode of the Revenue Builders Podcast. A six-time CFO and board director for Citrix, Easy Software, Centrify, Qualtrics, and Lacework, Murray joins us to discuss the importance of the big picture for sales leaders. He explores how leaders can start to zoom out from just sales success into constructing a full-scale business strategy, and shares advice for CFOs and CROs approaching economic downturn.Everything is a trade-off when you’re making complex business decisions, but how can you be sure you’re making the best decision for the long-term health of your company? Murray suggests getting on the ground meeting people and staying informed on what’s happening at every level of the organization. Dig into even more advice for sales leaders in this episode of Revenue Builders. Here are some key sections to check out: 08:29 The key metrics to look for in sales performance13:47 Balancing fiscal responsibility with agility20:40 Compensation programs’ impact on company performance29:37 Expectations of cost justification and commitment42:38 Defining a good company56:31 Defining a down round and how to handle it Additional Resources:Connect with Murray Demo on LinkedIn: https://www.linkedin.com/in/murray-demo-59a31117/Visit the Lacework website: https://www.lacework.com/More resources for leaders facing economic change: https://forc.mx/3neLAR7 QUOTESMurray - Where the best leaders come from: “What I have found, though, is the best sales leaders are actually business leaders, they made a transition from carrying the bag and trying to make their number and tunnel vision and closing business, which is what you have to do to start your career, but as you progress up, the ones that are the most successful, they turn into business leaders and trying to solve a problem more at a company level than just for a specific sales oriented activity.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

Sarah de Lagarde is a living miracle. Her story is one of resilience and is filled with lessons for all of us. Sarah is currently the Global Head of Communications at Janus Henderson in London, but last September her life changed forever when she was involved in a horrific accident that claimed her arm and leg. Somehow, throughout an ordeal that could have been fatal many times over, Sarah remained calm and refused to give up.In this episode, John Kaplan and John McMahon talk with Sarah about her journey, adjusting to a new reality, and the power of gratitude. They explore how her background in crisis communication helped her on the tracks that night, and Sarah shares some expertise for founders and leaders on how to handle internal and external communications for their teams, particularly in times of crisis. Here are some key sections to check out: 03:15 Sarah’s miracle story06:09 Gratitude above all emotions after the accident10:42 Pushing through the pain of an accident16:38 Journey to recovery and raising money21:38 Sarah’s background in crisis communication32:26 Advice for companies that don’t have a corporate communications team38:35 Resilience and living in the moment44:06 The psychological immune system and living in the present Additional Resources:Support Sarah’s GoFundMe campaign for a bionic arm: https://www.gofundme.com/f/help-sarah-get-a-bionic-armConnect with Sarah de Lagarde on LinkedIn: https://www.linkedin.com/in/sarah-delagarde-comms/Visit the Janus Henderson Group website: https://www.linkedin.com/company/janus-henderson-group-plc/ QUOTESSarah - choosing gratitude every day: “It's a very conscious decision that I make every day when I wake up. When something like this happens, there's a whole range of emotions that you feel every day, and one overwhelming emotion is that of gratitude, and that is because I could have died so many times that night, and yet I didn't, I clung on to dear life, I made it. And now, everything I see is 10 times more beautiful than before, because I'm here, because I could have not seen it.”Sarah - Take time, no shortcuts: “If you want to do this, right, you have to take your time, there are no shortcuts, you have to just go and accept it.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

What’s the ultimate factor to success? A competitive and committed mindset, according to today’s guest JR Butler. A lifelong athlete, he saw the opportunity for sales teams to recruit from groups with a next-level work ethic and passion for growth: athletes and veterans. Drawing on his own experience of transitioning to the sales world, JR founded Shift Group, a company that develops these specially qualified groups into elite sales professionals. Today he joins John McMahon and John Kaplan to discuss how leaders can build a success-driven culture, develop A-Players, and make great hires in today’s challenging market. Dig in to great insights for building an all-star team on this episode of Revenue Builders. Here are some key sections to check out: 03:48 The impetus for starting Shift Group07:40 Learnings from being coached by his father19:15 The pros and cons of hiring athletes in sales24:52 The mindset of an athlete who wants to be great30:07 The importance of having a culture of success34:21 Why would somebody want to work for this company?38:54 Practice starts from the top down42:44 What is a sales boot camp?52:30 Rapid fire questions and answersAdditional Resources:Support the Line In the Sky Foundation: https://www.lineintheskyfoundation.org/Watch “The Russian Five” hockey documentary: https://therussianfive.com/Connect with JR Butler on LinkedIn: https://www.linkedin.com/in/jrbutler/Visit the Shift Group website: https://www.shiftgroup.io/QUOTESJR - Learnings from his dad: “My dad has a saying, he says plant tomatoes, get tomatoes, and what he means by that is sports, hockey specifically, is a meritocracy. Like nobody really cares what your parents accomplished, what you did, where you're from. It's like, how hard are you willing to work to get better every single day? And that's what you're gonna get rewarded for.”JR - Being a great teammate: “When I think back to every team I've ever played for that was great, everybody in that locker room played for each other. And that was it, like a full stop. It was like the old Patriot saying, you did your job because you knew the guy next to you was going to do their job.”Tony - Leaders walk the talk: “What I see is great leadership is like, you're not just telling people what to do, you're showing them what to do, and you're not afraid to do what you're asking your team to do.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

One of our MOST requested guests is back for Part 2! Tony Parinello is the bestselling author of Selling to VITO - the Very Important Top Officer. A sales veteran, Tony knows how C-suite leaders think, what they look for in a sales conversation, and what it takes to get them on your side in a deal. Today, Tony is diving even deeper into this critical topic for sales success in 2023, when multiple C-suite leaders are getting more involved in every deal. John McMahon and John Kaplan talk to Tony about VITO priorities and how to win consistently with this stakeholder group in a game-changing episode for both sellers and leaders. Dig in and get in the mindset of how your team should be approaching these high-stakes conversations. Here are some key sections to check out: 5:00 What’s on VITO’s To-Do List6:50 How to make sure you’re targeting the right VITOs10:00 what a company owes its sellers12:20 Speaking the language of VITO25:40 The three outcomes to strategize around when you try to reach VITO33:25 The right questions to ask VITO34:50 Voicemail best practices44:52 Active listening54:00 The problem with premature questions55:20 VITO Call Objectives1:05:40 How many slides do you need for a VITO presentation? Additional Resources:Listen to the Part 1 episode with Tony: https://forc.mx/3SxR5puTony Parinello on LinkedIn: https://www.linkedin.com/in/sellingtovito/Selling to VITO on Amazon: https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240Register for the Selling to the C-Suite Webinar Series: https://forc.mx/3xZdFO9 HIGHLIGHTSVITO parameters in the sales processAccountability and OwnershipThe importance of speaking the language of the processThe importance of opening statementsThe 3 best outcomes of contacting VITOThe power of VITO’s voicemailThe right questions to askCall objectives for your first call QUOTESTony - Forget the word “I”: “Forget the word ‘I’. The up word ‘I’ should be totally out of your vocabulary like, I wanted to know where, I was wondering if or, I had an idea. These executives, these VITOs don't care about us until they understand what we could do for them, and so take the word ‘I’ out of your vocabulary, just replace it with the word we or our.”Tony - The importance of having a process: “Every successful VITO has a process in place for doing everything they want to measure and achieve. Processes are critically important for us to show VITO that whether we're leaving voicemail messages or we're sending them correspondence, we need to follow an identifiable process. So VITO sees what we're doing and can identify with it. So this is why examining our sales process and examining our prospecting process is so critically important.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

An inspiring story of love, perseverance and the power of football - Bob Kessler is in awe of where his family was and where they are now. His son Tyler is a walking medical miracle. Tyler suffered from kidney failure when he was just four years old and received a transplant from his grandmother. But, in 2000 he was diagnosed with cancer and his body rejecting the kidney. Suffering from Post Transplant Lymphatic Disorder, he was the only child in the U.S who was undergoing chemo and dialysis at the same time.But Bob didn't want Tyler's childhood memories to only be hospitals and doctors. That's why he set a goal to visit every NFL stadium in the country. Starting the year Tyler was diagnosed, they traveled the country meeting player after player and coach after coach. Their story is not only a football fan's dream, but a lesson to us all to never let our struggle define our story.Additional Resources:Get Involved or Donate to the Make-A-Wish foundation to help change kids’ lives: https://wish.org/Read about Tyler’s story in Sports Illustrated: https://vault.si.com/vault/2005/01/31/the-best-medicineSupport the National Kidney Foundation: https://www.kidney.org/donationListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcastHIGHLIGHTSIntroducing Bob KesslerTyler’s background and storyStaying positive through the tough timesMaking tough decisions with your destination in mindVisiting stadiums with TylerThe value of being made to feel like you belongStories from inside the NFL locker rooms and busesFocusing on what you can do, not what you can'tAdvice for people facing challengesCommunity is more important than you realizeQUOTESBob - Remaining positive: “I will tell you, my wife and I, we agreed at a very early part of this journey that there's no complaining, there is no asking why? Because there's no answer there. All we know is what we can do.”Bob - Building community: “At first, you may be like, Hey, I don't need that. That's what we said, but give it a shot, and try to network and learn from others. You know, we learned a lot from families who have gone through, you know, you meet families in the hospital, who are going through similar challenges, some worse, and we've learned a lot by observing and talking to folks and sharing our story, and, what's the best way to work through all these challenges.” 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

The most impactful leaders turn challenges into growth opportunities. In this episode, our hosts welcome Dr. Tommy Watson, Ed. D., ACC, one of America's leading experts on turning transitions into triumphs, to their podcast. Dr. Watson has authored two books and is considered an authority on resilience, change, motivation, and leadership. Dr. Tommy explains his definition of resilience as the ability to bounce back from adversity. He believes that no matter what area of life someone comes from or what they do, they will always face challenges and must be able to bounce back in order to be successful. Learn more about Dr. Tommy’s philosophies for life and leadership in this latest episode of Revenue Builders.Additional Resources:Support skill and character building for NC youth: https://www.shieldmentor.org/Read Dr. Tomy’s motivational guide - The Resilience of Champions: Secret Habits of Highly Resilient Individuals and Organizationshttps://www.amazon.com/Resilience-Champions-Resilient-Individuals-Organizations/dp/1491733543Read Dr. Tommy’s memoir - A Face of Courage: The Tommy Watson Storyhttps://www.amazon.com/Face-Courage-Watson-Story-How-survive/dp/0595530567Connect with Dr. Tommy on LinkedIn: https://www.linkedin.com/in/tawatsonspeaking/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSDr. Tommy’s definition of resilienceHow sports gave him a dreamBeing a statistical miracle of human resilienceHow to focus on the positiveTuning in to your ‘yes’ voice and tuning out your ‘no’ voiceThe three V’s of motivationNever forget your ‘why’Finding the one thing that is going rightThe resilience of champions and thriving in uncertaintyThe growth comes from the valley, not the mountains.Defining your vision of excellenceSuccess and failure are a cycle, not opposite outcomesRituals of your culture QUOTESDr. Tommy - Definition of resilience: “Resilience, John, and John, is really about just bouncing back from adversity because no matter what area of life you come from, or what you do, we're always going to face some challenges when it comes to life, life is gonna throw things at us, and we got to be able to bounce back. But I think oftentimes people look at resiliency as simply surviving, that's an aspect of it. But resiliency is really about bouncing back and thriving.”Dr. Tommy - Focus on the positive: “Sometimes in the midst of a lot of chaos, you have to hone in on the one thing that's going right, find one thing that's going right and hold on to it.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

As sales leaders, our success isn’t defined solely by revenue. Today’s guest Zack Rosenburg is the co-founder of SBP, an organization that supports communities affected by natural disasters. Originally founded as a disaster relief volunteer group in 2006, SBP has evolved to now include government advisory, loan funding programs, and disaster risk education and prevention into their activities. A former defense attorney, Zack has built a career on serving others. His story is inspiring as is his approach to his non-profit. Zack and SBP adopted a unique approach to non-profit growth that focuses on efficiency and the customer experience. He discusses his dedication to continuous improvement and a people-first culture. Listen to the full conversation with John McMahon and John Kaplan to learn about maximizing your impact. Additional Resources:Learn more about SBP and support their mission to end suffering from natural disasters: https://www.sbpusa.org/Connect with Zack on LinkedIn: https://www.linkedin.com/in/zackrosenburg/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSZack’s history in lawThe class implications of natural disastersThe “Mom” RuleTalk about problems, not just wins.Are you ahead or behind?If you do it well, share it.The power of knowledge investmentsStrive to put yourself out of businessCreating a safe cultureDon’t get too far ahead or too far behindThe best ideas come from the shop floorConstructive DiscontentYou have to be hearableWithout struggle, there is no progressSteering through turbulenceThe magic of aligning on valuesQUOTESZack - Inspiration from Toyota’s Yokoten Notion: “If a for-profit global company can take their resources to drive efficiency with others, we can do the same thing. And that's what started our share intervention when we began, not just investing money, but time resources in the Toyota Production System.”Zack - Think about what the customer wants: “We realized that just being reactive wasn't enough. Just building houses wasn't enough. They talked about upstream solutions, and the best upstream, and they talked about what would the customer want? Think about does the customer want us to rebuild their house? Or would they want to never need our help in the first place?” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

What characteristics make a successful entrepreneur? Jim Baum has over 25 years of tech industry experience as an entrepreneur and board leader. According to Jim, it takes “the smarts, the drive, and just enough of the craziness to make it happen.” As a seasoned president, CEO, and advisor of high-growth, venture-backed B2B software environments, he shares his insights on the limits of technology, the importance of customer-defined value, and how entrepreneurial values are critical to the success of all sales individuals and leaders. Dig in to strategies for personal and organizational growth in this conversation with John McMahon and John Kaplan on Revenue Builders.Additional Resources:Support Angel Flight in providing transportation to lifesaving medical care: https://www.angelflightne.org/Connect with Jim on LinkedIn: https://www.linkedin.com/in/jimbaum/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcastHIGHLIGHTSHow Jim’s technical background helped him in his careerAdvice for technical people looking to become revenue buildersAdmitting and owning mistakesIteration is keyThe dynamic subordination of leadership and decision makingKey traits of successful entrepreneursEntrepreneurship as a mindset for all sales leadersHow contagious passion shapes enterprise teamsDifferences between being an entrepreneur and being a corporate executiveThe importance of having an outside-in vs inside-out mentalityQUOTESJim - Get to know the customer: “Not to downplay the importance of technology, and the quality of the technology and the architecture and the systems that are used, and the way they're deployed, and the way they scale and all of those things. But on top of all that, there's an end user, there's a person, there's a human or a system that needs to somehow derive value from what this technology is doing. And so I really think the advice is, get to know the customer get to know the use case, get to know, in deeply understand the value.”Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

Work/life balance is often something we strive for, but have difficulty achieving. This week’s guest Marcy Stoudt, CEO and co-founder of Revel Coach, helps leaders avoid burnout and become their best selves. Marcy offers advice for all leaders to avoid burnout and achieve work-life balance without sacrificing success in either area. She also discusses how diversity and new generations are changing the corporate landscape, diving into how both women and their teams can ensure success throughout and after the maternity leave process. Tune in for actionable items on leading, and rising the ranks within, a modern sales workforce in this latest episode of Revenue Builders. Additional Resources:Shop Unique Products that Support Rehabilitation of Human Trafficking Survivors at Rethreaded: https://rethreaded.com/Visit Revel Coach’s Website: https://www.revelcoach.com/Connect with Marcy on LinkedIn: https://www.linkedin.com/in/marcy-stoudt-59469a2/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhat is Revel Coach and why does it exist?Exploring Challenges Faced by Working MomsBalancing Work, Home, and SelfEgo, Affirmation, and BurnoutLiving above the line vs. living below the lineAddressing Work AddictionsGenerational Judgment vs. Growth MindsetCross-Generational Leadership and Cultural ConfusionExecutive Burnout and MicromanagementWomen in Sales, Abundance Mindset, and Modern Maternity ProgramsIdentifying who you are today and what serves you nowThe importance of understanding the other person’s perspectiveLiving Life with No Regrets QUOTESMarcy - What Revel Coach is all about: "Specifically, we serve that time-starved working mom whose vision of success includes a very successful career, but without the sacrifice of personal wellness or quality time at home."Marcy - Leading beyond generational judgment: “The best leaders see the strength and people's unique style, and basically you want to flourish that mute, get that person to flourish…” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

WHAT DOES IT TAKE TO BE A GREAT LEADER?John McMahon and John Kaplan welcome Dali Rajic, Chief Operating Officer at Zscaler, as he discusses his career in sales leadership, starting as a first-line manager and eventually becoming a Chief Revenue Officer (CRO). He gives advice for fron-tline managers, those coaching front-line managers, and those wishing to take their career to the next level. Dali discusses the difference between working hard and working efficiently, the anatomy of a great team culture, and explains an approach to results-based enablement. Learn more about Dali’s work and achievements in this latest episode of Revenue Builders. Additional Resources:Support At-Risk Youth with National Runaway Safeline: https://www.1800runaway.org/Visit Zscaler’s Website: https://www.zscaler.com/Connect with Dali on LinkedIn: https://www.linkedin.com/in/dali-rajic-295912/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe Revenue Builders Podcast: A Conversation with Dali RajicThe Different Types of Leaders and What They Need to LearnThe Benefits of Being Vulnerable in the WorkplaceThe Second Line Manager's Role in SalesThe Differentiation Between First and Second Line ManagersThe Impact of Moving from Second Line to Third LineThe Importance of Keeping a Pulse on the BusinessThe Importance of Thinking Like an Executive in a Complex OrganizationThe Importance of a Strong Revenue Operations FunctionThe Importance of Being Selective with PromotionsThe Importance of Trust and Community in BusinessThe Impact of Sales on Organizational Culture and DevelopmentDali Rajic on the Importance of Training and DevelopmentThe Importance of Enablement in Career SuccessThe Power of Enablement and Rev-Ups in BusinessThe Importance of Enablement in BusinessLeadership Enablement: The Key to Inspiring ComplianceThe Importance of Marginal Gains and Training Sales LeadersLeadership Development in a Remote WorldThe Impact of Leaders on Sales PerformanceThe Three R's of Successful Sales: Recruitment, Readiness, and ResultsThe Importance of Coachability and Being a Team Player in a High-Growth CompanyThe Top Three Takeaways from Dali Rajic's Interview on Sales EnablementThe Importance of Leadership in Business QUOTESDali - A leader doesn’t have all the answers: "Actually it's okay to be vulnerable because you think you got promoted, and you got to know everything except you don't know everything. All this talent on your team, and if you create a culture of mutual learning from one another, then it becomes really an approach of exchanging ideas, weighing them, trying to figure out what the best one is forward, you become a sounding board, you learn, evolve your thinking, now you can add more value."Dali - Celebrate every small win: “Everybody waits for like this big miracle to happen this big enlightenment this moment, and what you miss out is, if you're just waiting for the big moments, you miss all the little moments. And what we brought in is a concept of marginal gains, where we celebrated every small win.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

John McMahon and John Kaplan welcome Dave Tiley in this latest episode of Revenue Builders. In this conversation, Dave shares his journey of being a serial entrepreneur, growing and selling multiple successful startups, and how it led him to become a private equity investor. He discusses his experiences running and growing businesses and developing his “good to great” approach along the way. With this approach, Dave and his firm Align Capital Partners get radically honest about what’s working in their companies and what is not benefitting the end goal. Applying this philosophy to culture, accounting, sales and talent is what enables them to help the companies they work with graduate from just good to truly great. Additional Resources:Support Restore Addiction Recovery in fighting the opioid crisis: https://restoreaddictionrecovery.com/Visit Align Capital Partners Website: https://aligncp.com/Connect with Dave on LinkedIn: https://www.linkedin.com/in/davetiley/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSDifferences Between Venture Capital and Private EquityInvesting in the Middle MarketVC Funding for StartupsThe Future of Venture-Backed CompaniesThe Importance of Both Revenue and Earnings Growth in Private EquityThe Different Types of Private Equity InvestmentsThe Importance of Company Culture in AcquisitionsThe Importance and The Benefits of a Good Leadership TeamInnovation and Culture are Key for Successful CompaniesThe Importance of Company Culture in Hiring New EmployeesThe Importance of a Good Sales ProcessThe Differentiator Between Good and Great SalespeopleThe Benefits of Good to Great for Small BusinessesThe Importance of a Company's Mission StatementTaking Risks and Betting on Yourself QUOTESDave - Keep your mind open to new opportunities: "What I would encourage people is financially, they get rewarded no matter what, and it's usually a pretty life-changing event, and that's why we really focus on the journey, not the exit. It's that journey, because they just, they quiver just got richer and bigger, because they've done now a private equity exit, and that just makes them more right open and the door opens for other opportunities." Dave - You can learn in every situation: "I just want to tell people, man bloom where you're planted. Everyone was trying to think, Well, I gotta get to the next three jobs, or I gotta get over here. I gotta get over here. And they're missing the blessing of what this job can give you. Because I think you can learn something in every situation." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

John McMahon and John Kaplan welcome Mike Hayes in this latest episode of Revenue Builders. In this conversation, Mike shares some of the lessons he learned as a Navy SEAL and how they have helped him in his current role as the Chief Operating Officer at VMware. He conveys the importance of collective accountability, humility, and purpose in leading any successful team. Mike’s book about his SEAL experiences, “Never Enough”, donates proceeds to his charity the 1162 Foundation, which helps families of fallen special operations heroes. Additional Resources:Read “Never Enough: A Navy SEAL Commander on Living a Life of Excellence, Agility, and Meaning” by Mike Hayes: https://www.amazon.com/Never-Enough-Commander-Excellence-Agility/dp/1250753376Support the 1162 Foundation: https://joingenerous.com/1162-foundation-inc-mrnn2myVisit VMware Website: https://www.vmware.comConnect with Mike on LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSMike Hayes: A Navy Seal Commander on the Life of Living a Life of Excellence, Agility, and MeaningOur Best is a Moving TargetLessons Learned from High-Performing Individuals and OrganizationsTaking the Path of Most ResistanceLeadership in the Business World: Subordination, Decisions, and ConfidenceHow to Be More Productive by Working LessLeadership in the Face of AdversityMaking Decisions and Surrounding Yourself with Diverse InputsThe Importance of Confidence and HumilityThe Importance of Hiring Intrinsically Motivated EmployeesThe Power of Focusing on What You Can ControlThe Importance of Capability in LeadershipLeadership in the Face of Change QUOTESMike - You already have the skill set to repeat your success: "What's really interesting is sure you can diagnose the winds and say what do we need to keep repeating, but by and large, you already have the skills that you need in order to keep repeating closing deals."Mike - Diagnose your losses and learn from there: "What you want to do is think well, look at the deals that you lost in to diagnose the loss and say, What did I learn? And that feedback and that incorporation in a very open way, and having no ego and saying I could have done something better? What was it? That to me is the biggest ingredient."Mike defines the true first decision: "The point that what I would say is the first decision in decision making is not the decision. The first decision in decision-making is when you need to make your decision." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 are joined by Managing Director from Foster Beck Associates, Bill Cea, to discuss hiring for sales organizations of every size, from seed stage to market. Bill gives insights on making great long-term hires by sharing startup hiring strategies according to three stages. In the first stage of growth, companies should focus on hiring people who fit the product and market. In the second stage, companies should focus on hiring people who can help them scale. In the third stage, companies should focus on hiring people who can help them mature. Additional Resources:Support Saint Jude Children’sSupport The Ronald McDonald HouseConnect with Bill on LinkedInCheck out Foster Beck AssociatesListen to More Revenue Builders HIGHLIGHTSHiring for startups at every stage of growthWhy you need a recruiter at the Product Market Fit StageThe Impact of Hiring on Business GrowthThe role of culture fit in hiringHow to be a Student of the MarketplaceRed Flags to Look for in candidatesKey indicators of a candidate with entrepreneurial spiritThe Benefits of Hiring Self-Aware SalespeopleThe Most Important Attributes of a Successful Sales LeaderKey Components for Hiring the Right PersonHiring Salespeople with the Right Domain ExpertiseDistributed Workforce on Sales ManagementImpact of Technology on TalentThe Differentiation of a True Sales ProfessionalElements of a thorough Background CheckRecruiting in a tight economy and competitive job market QUOTESBILL: PRE-REQUISITES OF BUILDING A PROFILE“When you're building a profile, what else you really need to understand is, how is the company going to go to market. In other words, there are many different ways companies go to market, they're going to do a vertical approach, they're going to do geo-named accounts. I don't believe the Rolodex question is applicable anymore. But I think it's much more important that they at least sold to like industries where they understand the buying process.”BILL: CREATE A DEFINITIVE AND EXPEDITIOUS PROCESS“A smart company has that definitive process, while that process is going on, they're doing their due diligence, background perspective, they're ready to strike, you have to be expeditious through the process, or you're gonna lose to a company that is doing it right.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

Michael Cremen is the Chief Sales Officer at Elastic and has nearly 20 years of experience in executive roles at firms like Hitachi, IBM, and Veritas. Through his robust experience as a sales decision maker, he knows a thing or two about the decision making process for a purchase. He discusses with John Kaplan and John McMahon what he calls the “CFO factor” - the need for sales teams to consider executive financial decision-maker involvement in the sales process, particularly now in a price-conscious economy. He also shares strategies for effectively communicating value, driving great front line manager performance, and hiring. Get his advice for sales teams and leaders in this latest episode of Revenue Builders. Additional Resources:Support Saint Jude Children’s Hospital: https://www.stjude.org/donateConnect with Michael on LinkedIn: https://www.linkedin.com/in/michaelcremen/Check out Elastic: https://www.elastic.co/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe CFO Factor according to Michael CremenConnecting Value in the Sales ProcessHaving a Strong Champion (or multiple) in the Sales ProcessCFO Involvement in Sales DealsWhy You Have to be Paranoid in SalesAsking the Right Questions When Selling to a CompanyHiring the Right People and Sales EnablementSales Enablement and Speaking the Same LanguageThe importance of Methodologies in Sales OrganizationsField Leadership SystemsKnowing How to Sell the Opportunity When RecruitingThe Power of Personality in Recruiting Top Talent QUOTESMICHAEL: BE THE ONE TO CONNECT THE VALUE“Companies only really care about three things at the highest level, making money, saving money, and mitigating risk, and at some point, you have to rise up to that and what are you doing there, that's the value that you're getting to for those customers.”MICHAEL: LEADERS SHOULD BE ENGAGED“One thing I've noticed over the years is leaders that are engaged with their teams, they love to be involved with the deals of that to happen, they want to go in there and close that deal and get it done, and like it’s glory time... Spend the time early stage. Spend it during the development time, because as a leader, you can have more impact there.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 Revenue Builders, our hosts John Kaplan and John McMahon talk with Bob Brennan. Bob has worked in multiple VP and CEO positions throughout his career and is currently a board chairman for Fairwinds, BitSight, and Thoughtworks. They discuss the metaphorical ‘athleticism’ required to be a successful leader of a high-growth sales organization, gained through self-improvement and practice. Bob’s advice for sales leaders is to own your mistakes, never assume you’re the expert, and not be afraid to ask for help. He reminds us that it takes a team mentality to succeed, so positive energy and true comradery are your best assets. Additional Resources:Help give opportunities to youth in foster care: https://mtwyouth.org/Support Black-owned businesses in Massachusetts: https://www.becma.org/Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobbrennan236/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSBeing a coachable leaderBenefits of an accountable cultureHow to handle the wrong hireOwning your mistakes, but not dwelling on themDon’t talk to yourself in a way you wouldn’t talk to othersDealing with activist investorsThe difference in leading public vs. private companiesLeading indicators of a successful ventureLeadership doesn’t have to be lonely - don’t be afraid to ask for help QUOTESBOB: The kind of people you want around you"I think you want to have people around you that are going to be supportive, but clear-eyed about, like when you're off or when you're wrong, and can you know, say, hey, wait a minute. So you don't end up betting the farm inadvertently, or, you know, chasing the wrong truck.”BOB: Don’t be so hard on yourself"I think you want to hold up the mirror and be honest with yourself about screwing things up because it is a game of misses business. But then, let yourself off the hook too, just take that on board is don't do it again. But like, would you let it go? Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 today’s episode, John McMahon and John Kaplan chat with COO of Tenable and veteran sales leader Mark Thurmond. Mark shares his experience with both the personal and professional actions that lead to success, and what he looks for when hiring to build a powerhouse team. He imparts valuable advice for both sellers and leaders on patience, persistence, and humility. His #1 piece of advice? Keep it simple - in sales, in leadership, and in strategy. Hear Mark explain why the basics, done well, can actually be the most powerful approach. Additional Resources:Support families affected by cancer through the Ellie Fund: https://www.elliefund.org/Learn how to reduce cyber risk with Tenable: https://www.linkedin.com/company/tenableinc/Connect with Mark on LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSLeading by influence rather than control3 H’s of success: Head, heart, and hard workLeaders need to take personal control of enablementData reduces dramaChannel marketingSimplification and communication are key to great leadership QUOTESMARK: It’s all about messaging, positioning, metrics, and strategy"The leaders that could actually truly impact and simplify messaging, positioning, metrics, and strategy. They're the ones that actually drove the most productive teams. So kind of early, my career communication was a massive big part of the kind of the foundation of building my career and the characters that I want it to fall throughout my career.MARK: Hard work is the greatest equalizer, wherever it is"My dad used this term all the time it’s hard work is the great equalizer, and I know it sounds corny, but it is stuck with me for my entire life, and it is truly proven both in athletics and in business. That hard work is the great equalizer.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

On this episode of the Revenue Builders Podcast, our hosts John McMahon and John Kaplan welcome Izhar Armony, a venture capitalist who has been featured on the Forbes Midas list of top tech investors. After 7 years running marketing and raising money at a startup, he crossed the aisle to become the investor he once pitched to. He has now been a seed investor in over 40 startups, including six ‘unicorn’ startups and four multi-billion dollar IPOs. He shares his history in the Israeli army, his passion for off-road racing, and how these experiences make him a successful risk-taker. Izhar discusses how leadership is an indicator of the success of a company, and the mindset sales teams must adopt to achieve high-level growth like that of the unicorn startups he’s worked with. Additional Resources:Support youth entrepreneurship in the Middle East: https://www.meet.org/Learn more about VCs with CRV: https://www.crv.com/Connect with Izhar on LinkedIn: https://www.linkedin.com/in/izhararmony/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSBuilding his own startup from the ground upGood mentorship is a mix of empathy and tough criticismLong-haul rally racing is a lot like a startup: High-risk, fast-paced, and high reward - even if you fail.Founders are the ones who create value, not investorsGreat leadership and market disruption are key indicators of a good investmentYou don’t learn from your wins, you learn from your mistakesThe importance of an outside-in mentality and humility in sales QUOTESIZHAR: The qualities he seeks from a person"I think if you're humble, it allows you to listen well. and to test your hypothesis again, again, when to admit that you might have made a mistake, you might be wrong, and readjust. So I like that combination of smarts, ethical, energetic, but also courageous, disciplined, and humble, and when we get that, I think something magical happens.”IZHAR: A great leader blames no one but himself"If you're a great sales leader, and now we are getting right to the heart of your audience, one of the best that you can do is instill a culture of true and honest debrief, and the first rule is to blame no one but yourself will get to the truth, you can do it but blame no one but yourself.”JOHN K: What to remember in a debrief"Planning and preparation and collaboration, and then debrief, like no matter what you do in life like these are high skill sets, and, and execution categories. And the last one for me on the debrief. I think one that we can all take away today is like, no matter what, in a debrief, come with the mindset of own your mistakes no blame.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 inspiring episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to the Founder of Samaritan's Feet International, Manny Ohonme. Manny regales us with his life story of hope, faith, and selfless leadership that all started with a pair of shoes. Once a poor kid selling water and soda in Lagos, Nigeria, Manny worked hard to earn a basketball scholarship that became his ticket to the US. There, he devoted himself to his studies and eventually led a successful career in tech sales. Pursuing a search for greater purpose, Manny left his corporate career to establish a non-profit that would change the lives of millions around the world, one pair of shoes at a time. Additional Resources:Support Samaritan’s Feet: https://samaritansfeet.org/Connect with Manny on LinkedIn: https://www.linkedin.com/in/mannyohonme/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSHow basketball and a pair of shoes changed Manny's life Arriving in America and succeeding despite every obstacleDivine intervention and answering the call to serve Giving back to his community and its children with shoes Over 1.5 billion people are infected by diseases transmitted through soilGiving shoes to children, veterans, and elderly all over the worldHow a missed PR opportunity led to 1.3 million pairs of shoes and more QUOTESManny on servant leadership: "From CEOs to the president of companies to presidents of countries humble themselves to wash these people's feet. Let the greatest among you first be a servant. That's the power that Samaritan's Feet is all about."How a pair of shoes can change someone's life, says Manny: "We are able to bring people together to invest and educate those kids and now you're going to help them rebuild their home and give them a new job opportunity all began from the gift of a pair of shoes."Manny's message to people experiencing hardships: "Keep that dreaming part of you. Don't forget to keep dreaming. Because the situation gets so bad sometimes, they stop and forget to dream." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to Navy SEAL combat veteran- and author of “Embrace The Suck,” Brent Gleeson. Brent talks about his journey from the finance world to the military, the traits that make a successful Navy SEAL, and how the mindsets he learned in training benefited him in his post-service business career. Brent’s formula for effective leadership includes resilience, decentralized command, and constant improvement. His mantra, “embrace the suck,” encourages leaders to do one hard thing every day and consistently push the boundaries of their comfort zone to achieve continued success. Additional Resources:Buy “Embrace The Suck:The Navy SEAL Way to an Extraordinary Life” by Brent Gleeson : https://www.amazon.com/Embrace-Suck-Navy-SEAL-Extraordinary/dp/0306846330Visit Brent’s Website: https://takingpointleadership.com/Connect with Brent on LinkedIn: https://www.linkedin.com/in/brentgleeson-takingpoint/Check out Brent’s Twitter: https://twitter.com/brentgleesonListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhat makes people resilientThe qualities that make a Navy SealPersistence, Purpose, and PassionLiving in a 3-foot worldAlways go for the opportunity to make better choicesDo something that sucks everydayPut yourself in an environment where you can perform betterFixed vs Growth MindsetsHow to spot and help 'gray men'Prepare, but don't worry about tomorrowA good leader can decentralize decision-makingLeaders need to know what motivates their peopleIf you're not failing, you're not trying hard enough QUOTESWhat makes people resilient, according to Brent: "Resilience doesn't necessarily come from people having an arduous childhood or coming from a lot of adversity necessarily. Sometimes it's chosen, sometimes it's intentional in the fact that people who chose to push the boundaries of their comfort zone and everything they choose to commit to. That builds resilience as well."Brent explains the 3-Foot World mindset: "His point was stay in your 3-foot world. Right here. Focus on what is in your span of control and only focus on that alone. It really goes into those core elements of resilience where people who are more resilient spend less time, emotion and energy on things they can't impact."Brent on training your brain to seek challenges, not comfort: "We seek comfort and pleasure naturally, as opposed to seeking pain. But when we can kind of retrain our brains and change the narrative in our mind, you naturally become more inclined to choose the harder stuff." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to five-time (2 as player and 3 as coach) Super Bowl Champion Thomas “Pepper” Johnson. Pepper shares the good and the bad of the many leadership styles he encountered while playing and coaching alongside some of football’s greatest legends in the NFL. He stresses that talent does not equal success - focus, hard work, and a team-player attitude ultimately determine your fate. Pepper’s advice for leaders: find your own voice and be comfortable in your skin. Additional Resources:America’s most trusted all-natural transdermal vitamin patch provider: https://buyb1.com/Learn how you can help reduce climate change and help rebuild the planet for future generations: https://www.breezypointenergy.com/Connect with Pepper on LinkedIn: https://www.linkedin.com/in/pepper-johnson-3a698312/Check out Pepper’s Instagram: https://www.instagram.com/pepj52/?hl=enFollow Pepper on Twitter: https://twitter.com/pepj52?lang=enListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSFocus on the game, not your prideBeing a leader goes beyond the gameWhy Pepper never watched ESPN while playing in the NFLLeadership lessons from Harry Carson and George MartinCarry your own weightMake sure you're ready for your turnA strong culture is passed down from one generation to the nextNever let distractions steer you away from your true potentialOne man is not bigger than the teamLeadership styles learned from Bill Parcells, Bill Belichick, and Nick SabanLeaders need to find their own voice QUOTESPepper on his legacy as an NFL player: "I really didn't realize the impact and the goals... and making my name in the league while I was playing. I really didn't see myself in that form. I was focused on doing my job and trying to win ball games as much as possible." The common trait that differentiated NFL League players from the rest, says Pepper: "Those were the guys that allowed distractions, whether it was on the football field, or it was off the football field, allowing them to not really perform the way that they should've been performing. [There were] some teammates that I've had going even back to high school that I thought really had the talent to go to college and could play in the league because I've seen guys in the league with lesser talent. But when I had a conversation with those guys that made it in the league, a little more dedication was there." Pepper's tips for leaders looking to find their own voice: "When you're trying to coach people, when you're trying to be your best, then you want to be comfortable. You don't want to feel like you have someone else's thoughts in your head. You have to make them your own." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to Chris Reisig, Operating Partner for Jungle Ventures and 5-time CRO. Chris shares insights and wisdom he’s gained through his experience leading the scaling of multiple early-stage companies. From defining the ideal customer to hiring leaders and market expansion, Chris has done and seen it all. Leaders of all levels will appreciate this valuable advice on culture, talent, international sales, and product-led growth from a veteran start-up leader. Additional Resources:Connect with Chris on LinkedIn: https://www.linkedin.com/in/chrisreisig/Check out Entrepreneurship for All: https://eforall.org/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSDon't stop looking for the acute pain point and the ideal customerScaling a business means teaching everyone how to close a dealDon't expand your market too much too earlyHow early is too early when joining a startup Never settle for less when it comes to recruiting candidatesThe artist vs the scientist: you need both sellers at different times Expanding outside of your home country entails a lot of resourcesLearn how to be the same before trying to be differentTips for staying connected for leaders being sent to another countryThe most important skill for a founder to haveDon't try to be the smartest person in the room QUOTESChris on finding the acute pain point that your customer has: "If you cannot find pain that's acute in your customer, you have to keep looking. Because unless you have something that's painful enough for a customer to invest money and time in, it's interesting but not relevant. They're not gonna do anything."Chris on what it takes to scale a business: "It's one thing if you and the founder can go out and do 10 deals as a team. But unless you can teach other people beyond the founder and the first sales leader to close a deal, to take a deal from first presentation to a PO, you don't have a scalable business."The most important skill for a founder to have, says Chris: "Hiring great leadership is probably the single most important difference-maker between success and failure. If you are a sales leader that knows how to hire great leadership underneath you, your ability to scale an organization is amplified. Your ability to get into markets is amplified. Your ability to grow the company is amplified." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to professional golfer Dennis Walters. In 1974, Dennis was paralyzed from the waist down in an accident, an injury that could have put an end to his golfing career. But rather than give up on his dreams, he chose to ‘get a new dream.’ Through perseverance and innovation, Dennis developed an adaptive way of putting, going on to win prestigious accolades such as the Bob Jones Award, the Ben Hogan Award, and an induction to the World Golf Hall of Fame. Additional Resources:Connect with Dennis on LinkedIn: https://www.linkedin.com/in/dennis-walters-300672250/Check out The Dennis Walters Golf Show: https://www.denniswalters.com/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe injury that almost ended Dennis' golf careerHow Dennis learned to swing a club on a wheelchairPursue your dreams; if you fail, get a new oneWinning the Bob Jones Award and induction to the World Golf Hall of Fame Recognition from Ben Hogan, Jack Nicklaus, and other awards All it takes is hard work and a little help QUOTESDennis on starting the Dennis Walters Golf Show: "As I started to perform, right from the very first show, I told people how much I loved to play golf and how everyone told me it would be impossible to do. And what I was trying to do, among other things, was to show people what's possible not only in golf but life itself. I try to encourage them to do things in their life that the thought was impossible. As everyone said, golf would be impossible for me."The traits that make a successful man, says Dennis: "The only way I know how to do it is through hard work. And I think this applies to selling, it applies to how you conduct your life, it depends on how you treat others. But I think there's no substitute to hard work and perseverance. If you can put those things together, I think you can be successful at anything." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust and ultimately, the deal. Additional Resources:Connect with Tony on LinkedIn: https://www.linkedin.com/in/sellingtovito/Check out Tony’s best-selling book, Selling To VITO (The Very Important Top Officer): https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240VIsit Tony’s website: https://vitocorporatesalestraining.com/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhy do you want to sell to VITO?Sellers need to let it go or move it forwardWhat to ask and what not to ask a VITO Don't start a meeting with a personal ice-breaker Speak in the right language: VITO's language Don't be afraid to set personal expectations and a timeframe How people sell matters just as much as what they sell Question stuff that you hear, take notes, be interested not interesting Tony's rules for presenting to a VITO: say it in 3 slides QUOTESWhy salespeople waste their time talking to people with no real decision-making power, says Tony: "Most sales leadership is based on activity. Get more appointments. Get more presentations. Get more demos. Put more quotes out there. Salespeople naturally, like many of us, they take the path of least resistance."Why you should only talk about benefits and advantages to a VITO: "You're gonna be sent to the person you sound the most like. Facts, features and functions: you drop one of them, one silly acronym or product name or number or buzzword, you're done. "Tony on earning the right to sell: You sell yourself first, then you sell your company. And guess why: VITOs don't really care who you work for until they understand what you can do for them. " Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to four-time Chief Revenue Officer (CRO) and current president of OE Connection, Kelly Connery. Kelly talks about his sales journey from sales rep to CRO, and the wealth of knowledge that he has acquired through the years. Tune in to hear Kelly talk about selling on the go, dynamics of leadership in large companies, and why selfless leaders are the ones you want to put in charge of running your organization. Additional Resources:Donate to the families of Houston’s police officers and firefighters who died or were injured in the line of duty: https://the100club.org/Connect with Kelly on LinkedIn: https://www.linkedin.com/in/kellyconnery/Check out Great by Choice: Uncertainty, Chaos, and Luck — Why Some Thrive Despite Them All by Jim Collins: https://www.amazon.com/Great-Choice-Uncertainty-Luck-Why-Despite/dp/0062120999Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSHaving a framework to follow makes success repeatable The challenges of moving up from sales rep to first-line managerShould front-line managers own recruiting?The difference between second-line and first-line managers Great leaders are always great with people Good leaders move from being selfish to being selfless The realities and challenges of being a CRO QUOTESKelly on what it takes to be a great leader: “The more that as a leader you can be selfless, and the more that you can get everybody on the team to understand that it's not about them, it's about the team — the better leader you're going to be and the better team you're going to have. It's going to go pretty far.”Kelly on why creating and implementing a sales process is not micromanagement: "All great teams have a recipe that they care enough about and have taken time enough to document it because then they can scale and you can teach it to others. You can help people move to consciously competent and unconsciously competent. That's not micromanagement, that's truly caring about making your people successful."Kelly's advice for first-line managers moving up to the next level: "When you're communicating through leaders, the smallest bit of distortion in your message can be way off the coordinates by the time it lands with the broader team.. So, I had to get really good at speaking crisply and clearly with very clear intent of the message we were trying to send on top of the play book and operational aspects." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to the Breathe Yogi herself, Neha Saxena. Neha talks about the importance of breath in managing stress levels and improving overall outcomes both in your everyday life and your professional career. Tune in to learn about how your body’s stress response works, and learn breathing techniques such as the physiological sigh, which helps reduce the heart rate and bring down stress levels. Additional Resources:Donate to help improve the quality of life for veterans and their families: https://projectwelcomehometroops.org/Connect to Neha on LinkedIn: https://www.linkedin.com/in/nehasaxenaprofile/Check out Neha’s website: https://www.thebreathyogi.com/aboutLearn more about Neha’s favorite movie, Haatim Tai on IMDBListen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSWhy stress is not necessarily bad for youStress is part of your body's primary survival instinctHow mastering your breath helps regulate the nervous systemA toxic environment drives resignation more than compensationBreathing exercises to reduce heart rate, anxiety and stressYou cannot manage the mind from the mindIt's your mind's job to wanderTips for sitting and breathing betterYou cannot get rid of burnout by meditation alone QUOTESNeha on why stress is not necessarily what's hampering your performance: "Scientific data from sports science tells us that stress is not the killer of high performance. The real root cause that affects performance is the absence of recovery after a stressful period."Neha's fundamental tip for stress management: "If you notice, anytime you're feeling stressed and you curb that fundamental urge to take action, to move, you'll feel it as a tremor in your body. And that is when you're feeling stressed, you end up blurting things that you don't want to say or later regret. To manage stress you have to fundamentally learn how to manage that aggression response." Neha on breathwork and how it can help you manage your stress levels: "The point that I want to make is, you can't think your way out of it. Breath work is the tool because your thinking brain is being shut down when you're under stress." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to Snowflake’s Chief Revenue Officer, Chris Degnan. Chris talks about his experiences working in a raw startup environment, and why he chose to leave a relatively comfortable position to do so. Chris lives and breathes the art of the grind, and relishes the prospect of being challenged, showing his aptitude for adapting to different situations and coming up with creative solutions. Tune in to hear the story of how a startup like Snowflake stood up to the likes of Amazon and IBM in the cloud data warehouse, and how a smaller company can overturn the dominance of an established player. Additional Resources:Donate to help cure multiple myeloma: https://themmrf.org/Connect to Chris on LinkedIn: https://www.linkedin.com/in/chris-degnan-524470/Listen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSWhy Chris joined Snowflake in its raw startup phaseGetting the first two contracts and building a 'real' productStanding up to giants in the cloud storage spaceRespect the competition, or get crushedThink of your job as a 90-day contractDon't put all of your eggs in the large enterprise basketsThe benefits of the consumption model in SaaS QUOTESChris on how they stood up to Amazon in the cloud data warehouse space: "I always say that I'm better lucky than good. There's a lot of luck that I kind of ran into in my career at Snowflake. The first set of things that were helpful was Amazon, while they were the first cloud data warehouse with Amazon Redshift, it was not a good product. We actually solved a lot of the problems. What I would do is I would actually build lists and focus on the people that were using Amazon."Chris on why he continues to grind, everyday: "I'm always afraid that someone's going to take something from me, and I'm always going to do my best to grind and keep my job. And that's how I am as a human."Chris on the benefits of the consumption model for the customer: "The benefit is in the customer, because the customer is saying that I have a business partner who actually is invested in making me successful, not just selling the idea and leaving." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to Articulate’s Chief Revenue Officer Jaimie Buss. Jaimie’s vast experience as an engineer, seller, and then sales leader shows her ability to adapt and overcome challenges, despite learning a little bit differently and having a different educational background from her peers. Jaimie talks about the importance of nurturing new leaders with adequate support, recognizing that there is no one correct career path for everybody, and knowing when you’re ready as you’ll ever be for the next stage in your career. Additional Resources:Donate to a local classroom: https://www.donorschoose.org/Connect with Jaimie on LinkedIn: https://www.linkedin.com/in/jaimiebuss/Listen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSHard work + adequate support always trumps natural talent aloneWhy Jaimie left engineering and jumped into sales People learn in different ways Providing support for new leaders: The Rising Star ProgramNot all excellent individual contributors want to be leaders Focus on being fair, not on being equalAn inside look at how Product-Led Growth organizations operate Overcoming impostor syndrome Be unapologetically present whether at work or with family QUOTESWhy Jaimie is passionate about supporting new leaders: "A lot of people make the transition into leadership. Maybe they should, maybe they shouldn't. And then even if they should, I feel like there's not a lot of support for people moving into that role." Jaimie's opinion on companies that force individual contributors to lead: "I think that it's very shortsighted and unfortunate that companies are that way. For folks that are in an individual contributor role and feeling this sense of stigma because you don't want to go into a leadership role, I would say that it sounds like your company's issue, not your issue." Jaimie's advice for female leaders: "When they talk to me about being nervous to be ready, I tell them, ‘You're never going to feel ready.’ What I'm telling you is, you've been at the top of your game for two years at what you're doing. You've been through this program. You're as ready as you're going to be. You're going to have to go in and you're going to have to figure it out. But that's the same as everybody else." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to MW Components’ VP of Sales Kara Bosse about the current state of the manufacturing industry and how they are addressing the most recent challenges, including the backlogs caused by the supply chain issues. Kara emphasizes the need to be communicative, keep a healthy and deep pipeline, and be open to having challenging conversations to develop better relationships. Additional Resources:Connect with Kara on LinkedIn: https://www.linkedin.com/in/kara-bosse-93469320/Listen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSNavigating a sea of black swans The more severe the crisis, the more transparent you need to be Companies are taking their manufacturing back in-shoreSupply chain issues are changing business relationshipsChallenging conversations can help build deeper relationshipsYou can't fight a bad pipelineTips for managing relationships between sales and manufacturing Current challenges and chokepoints in the manufacturing sectorKnowing your walk-away point is an important part of negotiation QUOTESKara on being communicative to customers in times of uncertainty: "That's really all that you can do, right? Being proactive, have those transparent discussions. When we don’t get any information, we always tend to think the worst. With an absence of information, we create the worst possible scenario."Kara on adapting to unexpected market changes: "Ultimately, you've got to be pretty wide and robust with your pipeline overall because you can't fight a bad pipeline. And it really ended up exposing the folks that weren't deep in their pipeline overall."How Kara is improving the relationships between manufacturing and sales: "The structure that we have is really valuable to our customers and very well aligned with our value proposition. But at the end of the day, there are still some of these holes where we need to be able to pivot. So we've invested in product managers who work for the manufacturing site and work for the outside sales rep. They're kind of the conduit between the two, and they’ve helped us get through supply chain issues" Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, our hosts John McMahon and John Kaplan talk to Hubspot’s original senior vice president for sales and later Chief Revenue Officer, Mark Roberge. Mark talks about working at Hubspot since day one, building the sales department from the ground up, offering advice on prioritization, hiring, addressing retention and reducing churn. Mark also shares his present journey as a senior lecturer at the Harvard Business School and Managing Director of the VC firm Stage 2 Capital. Additional Resources:Donate to Build.org: https://build.org/Buy Mark's book: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072Listen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSTitles generally do not mean anything You need to learn prioritization as a sales leader The best sales reps don't necessarily make the best sales managers There is no such thing as a universal top sales hire profileDon't take coachability for granted in hiring How Mark addressed employee retention at Hubspot Foray into investing and the lessons learned Is an economic winter coming? Mark's beef with most MBAs QUOTESMark answers why promoting your best seller as manager isn't the best idea: "The job of salesperson and manager is so different. Salesperson is going out doing great discovery, moving people through a process, being good with your time. Sales management is all about picking people and empathy, understanding, connecting, and coaching and discipline."Mark's advice for success in hiring: "Have the discipline every quarter to sit down and look back on your people that you hired six months ago so that you now know are they doing well or not. And reflect on why and what those attributes are and iterate on your scorecard. And have the discipline to sue your scorecard in your hiring process." Mark's three biggest lessons about retention: "Retention is probably your biggest number, even more than top line revenue growth. Okay, that's learning number one. Number two, the root of retention issues is in sales. It's not in product, usually. Sometimes in product but most of the time the root is in sales. And number three, the best way to fix it is through compensation." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Afghan freedom fighter, poet, and diplomat, Ambassador Massoud Khalili. By all counts, Masood has lived a life in service of his people and country. In this episode, Masood talks about his experiences of war and its aftermath. He also shares the many lessons that he learned from his time in the resistance against the Soviets and the Taliban, specifically those he learned his father, the great Persian poet and diplomat Ustad Khalilullah Khalili and from his friend, the late Ahmad Shah Massod, also known as the Lion of Panjshir. Additional Resources:Get Masood's Book: https://www.amazon.com/Whispers-War-Freedom-Fighters-Invasion/dp/9386062771Website: https://www.masoodkhalili.com/Improve Forecasting by Helping Your Salespeople Prioritize the Right Opportunities: https://forc.mx/3QDTn4vListen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSHow Masood Khalili became a freedom fighter for his countryMeeting the Lion of Panjshir and fighting for love of countryIf you win the war but lose peace, you lose bothRemembering Ahmad Shah Massod and the assassinationHow 'Whispers of War' came to be GUEST BIOMassod Khalili is the son of the famous Dari language and Afghan poet laureate, Ustad Khalilullah Khalili. He studied BA and MA in Political Science in New Delhi University at Kirorimal University, India. In the war against the Soviets from 1980 to 1990, he was the political head of the Jamiat-i-Islami Party of Afghanistan and close advisor to Commander Ahmad Shah Masood. In the internal conflict that followed, he chose to be the Special Envoy in Pakistan to President Burhannudin Rabbani. Deported from the same country for his high rank in the Northern Alliance, he went to New Delhi in 1996 as the Ambassador of the Afghanistan (Anti-Taliban) where he stayed for many years. He was non-resident Ambassador to Sri Lanka and Nepal at the same time. On September 9th, 2001, Ambassador Khalili was sitting next to the hero of Afghanistan, Commander Massoud, when two men posing as journlists set off a bomb placed in their camera. Commander Massoud was assasinated and Ambassador Khalili survived. Two days later, Al Qaeda Attacked America. After his recovery, he was made the Ambassador of Afghanistan to Turkey and he is currently the first Afghan Ambassador to Spain. QUOTESMasood's conversation with his father at the start of the Soviet invasion of Afghanistan: "He said, 'Go to Afghanistan, son. The war has started.' And I said, 'What about my PhD?' He said, 'Take your PhD from the mountains of your country, from the university of your people who are fighting for their freedom.'" Masood on why you need vision to retain peace after war: "When we were fighting against the Soviets, we did not have the vision to see when we reached Kabul what we would do and what would happen. We reached Kabul and we won the war. People applauded, people appreciated. People were happy. But we lost peace. And until now, we have lost that peace." Masood on the need for international solidarity: "We are all one body. If a part of the body is painful, the other parts feel it too. I'm in California but I think of Kabul. I think of Africa." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As Sprinklr’s Chief Revenue Officer, Luca talks about the most challenging aspects of transitioning from a private to a public company, and the difference between having a committed versus a compliant team. Additional Resources:Donate to Istituto Serafico Di Assisi: https://www.serafico.org/come-sostenerci/?lang=enConnect with Luca on LinkedIn: https://www.linkedin.com/in/luca-lazzaron/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTSThe science and art of hiring salespeopleHow managers can be more credible leadersWhat it's like to be CRO running a public companyHow to do effective revenue forecastingLeaders need to have a disproportionate passion for coachingBeing committed vs. Being compliantAlways go back to your 'Why' Sprinklr: the easiest way to know what's on your customer's mind GUEST BIOLuca Lazzaron is the Chief Revenue Officer of Sprinklr, the only Unified-CXM platform purpose-built for enterprises, empowering the world's biggest companies to be human@scale across 30+ messaging, live chat, email and voice channels — and leveraging the industry's most sophisticated AI engine to bring Care, Research, Sales & Engagement, and Marketing & Advertising together like never before.Luca has held sales leadership and general manager positions in multiple software organizations over the last 20 years. His experience includes both scaling rapid growth startups and IPO experience as well as overall operational management with large corporations globally. Meanwhile, his experience in acquisition includes both Geotel and Bladelogic generating a combined value of >3B$. Luca is a strong and committed supporter for the Istituto Serafico in Assisi, a unique institute specialized in the rehabilitation and long term care for children with severe multiple disabilities.QUOTESLuca on why managers need to have real, on the ground experience: "People sometimes underestimate that if you want to lead a team, you have to be credible. You have to know what you are talking about in detail. Because otherwise, there's no way you can inspire the people and coach them on a daily basis on what their job is about and how to do it better."Luca on what it takes to be a CRO of a public company: "Having the entire company able to actually make the customer happy and deliver value to the customer is the first thing. Because you can do all this new business that you want but if from the bucket you're going to continue to lose revenue, there's no way you can run a public company."Luca on the difference between commitment and compliance: "People tend to be compliant when you tell them what to do, and you do not explain why and what difference it can make for them. People are committed when they buy into something and it becomes their own stuff." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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 episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Saratoga Systems CEO and President Greg Fairbank. Greg, who served in key positions in the US Army for 26 years, talks about the intersection of military training and sales, and how his army background has immensely contributed to his success in the technology industry. Greg also talks about No One Left Behind, a non-profit organization working on evacuating the tens of thousands of U.S. government employees and interpreters who remain in Iraq and Afghanistan, and providing them critical assistance for housing, transportation, food and household goods.Additional Resources:Support No One Left Behind (NOLB): https://www.nooneleft.org/getinvolvedSaratoga Systems is hiring! To apply, connect with Greg on LinkedIn: https://www.linkedin.com/in/gregfairbank/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTSHow military training can prepare you for salesEarn the right to build rapportLeading with competence: overcoming the Seller Deficit DisorderHiring a military vet can be a rare but golden opportunity What is commander's intent?Advice for companies that want to take on government contracts No One Left Behind: aftermath of the Afghan exit GUEST BIOGreg Fairbank is the president and CEO of Saratoga Data Systems. With an extensive background in enterprise software development and sales at high growth technology companies. Prior to Saratoga, Greg developed Endeca Technologies, which was acquired by oracle. Prior to that, Greg was a software development manager at Sapient Corporation. He managed Sapient's first offshore development effort and delivered online banking and commerce applications to Fortune 500 clients. As a colonel in the United States Army, Greg held battalion and strategic commands, as well as serving in the Joint Chiefs of Staff. During his tenure with the Joint Chiefs, Greg represented his unit to the US Congress and provided briefings to the senior leadership of the departments of state and defense. Greg holds degrees from Cornell and Harvard, and is a distinguished graduate of the US Army War College. QUOTESGreg on the similarities between military training and sales: "Think about the things that you learn in your sales training. Not asking leading questions. Asking open-ended questions and not interjecting in the conversation. Letting silence be a good thing. These are all things which they unquestionably teach in that world and there's direct analogues in the sales world."Greg on commander's intent and why military vets are excellent hires: "It is core to our good non-commissioned officers and our officers that listen, I'm not gonna give you every little detail on how things are gonna happen. I'm gonna give you my intent, and you figure out how it's gonna happen. And it works really, really well."Greg on the goal of No One Left Behind: "Our goal is to get these people here and make them productive members of society. Get them over here, we try to set them up with apartments. We also try to get them vehicles. We're giving cars to these folks so they could get to and from work or be an UBER driver, be a Lyft driver, do some of these on-demand delivery functions. They can make a living and not just be reliant on any sort of public handouts."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today’s markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj knows a thing or two about helping startups turn an idea into a full-fledged company. Tune in to hear actionable tips on leadership, growth, and revenue from the man himself, including how he chooses the companies he works with as an investor. Additional Resources:Donate to Hack Diversity: https://www.hackdiversity.com/LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTS4 key dimensions that determine the success of companies Timing is more predictive of success than market sizeGreat product and sales processes are crucial for sustainable growthLessons learned from successful and failed investments Technical founders aren't necessarily the best CEOs The bull market is on its way out, what about it?Your company reputation is everythingHow Neeraj chooses the companies that he works withGUEST BIONeeraj joined Battery in 2000 and invests in SaaS and internet companies across all stages. He has invested in several companies that have gone on to stage IPOs, including Bazaarvoice (NASDAQ: BV); Coupa (NASDAQ: COUP); Guidewire Software (NYSE: GWRE); Marketo (NASDAQ: MKTO, acquired by Vista Equity Partners); Nutanix (NASDAQ: NTNX); Omniture (NASDAQ: OMTR, acquired by Adobe); RealPage (NASDAQ: RP); and Wayfair (NYSE: W).He also invested in several companies that have experienced M&A events, such as A Place for Mom (acquired by Warburg Pincus); AppDynamics (acquired by Cisco); Brightree (acquired by ResMed); Chef (acquired by Progress); Glassdoor (acquired by Recruit Holdings); Internet Brands (acquired by Hellman & Friedman); Kustomer (acquired by Meta); OpsGenie (acquired by Atlassian); Stella Connect (acquired by Medallia, Inc.); and VSS Monitoring (acquired by Danaher). Neeraj also played a key role in several other Battery investments including Groupon (NASDAQ: GRPN); ITA Software (acquired by Google); and Sabre (NASDAQ: SABR).Neeraj is currently on the boards of Braze (NASDAQ: BRZE), Compt, Catchpoint, Dataiku, Level AI, LogRocket, Pendo, Reify Health, Repeat, Scopely, Shortcut (formerly Clubhouse), Sprinklr (NYSE: CXM), Tealium, Wunderkind (formerly BounceX), Workato and Yesware. He is a board observer for InVision and Mattermost. Neeraj has also made seed investments in companies including 8fig, Dooly, PayStand, Proton, Reibus International and UserGems since 2020.QUOTESNeeraj on the challenge of timing your investment: "The challenge often is if you invest too early, you've got a good idea but you run out of money before the inflection point happens. And if you invest too late, somebody else captures the market. Having a sense of the timing is really important and like most things in life, luck has a lot to do with it."Neeraj on why both product and sales are crucial for success: "Ultimately, great companies are built on great products and great sales. You can kind of fake it for a while now on the sales side, but the longer you wait to put in the fundamentals, the harder it is to do later." Neeraj on how he chooses the companies that he backs: "Life's too short. If this isn't a person that I want to back from beginning to exit, they don't have the right coachability and skill to read my mind, it's probably time to move on and look at other investments."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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, Doug Holladay joins our hosts John Kaplan and John McMahon to discuss the importance of purpose as a leader. Doug has found meaning in his long and successful career spanning from Goldman Sachs to international government and now, higher education as an executive-in-residence at Georgetown University. In their conversation, you’ll hear many of the lessons Doug shares in his MBA class on the importance of authenticity, purpose, and vulnerability in becoming a truly impactful leader - and feeling fulfilled while doing it.Additional Resources:Donate to Morehouse College: https://www.giving.morehouse.edu/s/Get Doug's Book: https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888LinkedIn: https://www.linkedin.com/in/dougholladay/Website: https://www.dougholladay.com/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSKnow your purpose and where you can add valueWhy business leaders are lonely at the topOur point of connection is our brokennessEulogy virtues vs Resume virtuesThe difference between happiness and meaningLife changes when we bother knowing other people's storiesThe neuroscience behind gratitudeGUEST BIOThe career trajectory of Doug Holladay has been unique and varied with its blend of public service, finance and business, non-profit work, and more recently, teaching and journalism.J. Douglas Holladay is a co-founder of Park Avenue Equity Partners, L.P. with offices in New York, a private equity fund which makes equity investments in middle market operating companies. He is a co-founder and general partner in Elgin Capital Partners LP, a private equity partnership focused on domestic energy development. While Mr. Holladay continues as an active investor, the main focus of his time is on several not-for-profit efforts, including PathNorth, which helps business owners and CEOs define success more broadly, and ABC2 (Accelerate Brain Cancer Cure), working to find a cure for brain cancer. Additionally, he holds the Heinz Christian Prechter Executive in Residence position at Georgetown University where he teaches MBA students.QUOTESDoug on why many executives are lonely at the top: "The unintended consequences of success can be loneliness and disconnection. You can be the principal of a middle school or sheriff of a police force in a small town, and the same phenomenon is true there. Particularly with men; we're not taught. We don't have a language of the heart."Doug on the difference between happiness and meaning: "Happiness is correlated with externalities. I have a girlfriend. My son got into a good college. I did this, I did that. And that comes and goes. Sometimes we're happy about these things. Sometimes we're not. But meaning is what you want to go for. Meaning, you can be in the most god-awful situations and still find meaning."Doug on understanding people through their stories: "Everybody is what they're like because of the sum total of all the craziness and goodness that they've experienced in life. Once you understand that, it's powerful."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

Everyone has their own definition of success. But for MongoDB’s Chief Revenue Officer Cedric Pech, the journey towards achieving it, the self-improvements you make, and the lessons learned along the way may prove to be more important than the destination itself. In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Cedric about his career, and his thoughts on leadership, purpose, and success. Additional Resources:Connect with Cedric Pech on LinkedIn: https://www.linkedin.com/in/cedricpech/HIGHLIGHTSFrom VP to CRO: Challenges faced and lessons learnedWhy having a purpose is crucial for teams It can't be just about the paycheck Patriots vs. Mercenaries Success is a marathon, not a sprintSlow Success vs. Fast Success How skiing influenced Cedric's career It's about the journey, not the destinationDetails are where the consequences lieLeaders have to take care of themselves tooGUEST BIOCedric Pech is the current Chief Revenue Officer for MondoDB. He joined MongoDB to lead Europe, Middle East and Africa (EMEA) sales in July 2017, and since that time has rapidly increased the size of the team, expanded into new markets, implemented a new process that has measurably increased sales productivity and has driven exceptional growth.With more than 20 years of sales leadership experience, Cedric has a track record of building high-performance sales organizations that deliver strong and consistent results. Prior to MongoDB, he led worldwide sales at Fuze, an enterprise global cloud communications and collaboration software platform. He has also held senior sales leadership roles for four different software companies, including three publicly traded companies: BladeLogic, BMC, and BazaarVoice.QUOTESCedric on finding your purpose: "I think it starts from you. There's a moment where you wake up in the morning and it's so hard that you ask yourself, why am I doing what I'm doing? And the moment you stop asking that, then you start to dig into yourself and do some introspection to come up with answers."John McMahon on retaining employees: "When people understand the why, they can handle the how."Cedric's advice for sellers: "Be patient and work on your craft. Don't cut corners and don't go after the next promotion or after short-term money but really work on your foundations. This is a marathon."Why Cedric says you shouldn't rush success: "Slow success builds character and fast success builds ego."Cedric on which things cannot be sacrificed for the sake of 'winning': "We are going to win, but not at any cost. And the line that we are going to draw is the line where people get hurt in their families, their health or their personal balance."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

The Chief Financial Officer is a critical, but often misunderstood role in growing companies. In this episode of the Revenue Builders podcast, John Kaplan and John MacMahon talk shop with four-time CFO Jim Kelliher about the intricacies of the CFO role. With vast experience under his belt, Jim talks about specific strategies that companies can use to scale effectively, and how CFOs can best guide their companies towards financial soundness. Additional Resources:Connect with Jim Kelliher on LinkedIn: https://www.linkedin.com/in/jim-kelliher-8a3100/Donate to the Irish American Partnership | https://www.irishap.org/Drive Consistency in Your Sales Planning Process: https://forc.mx/3PuYNOaA CFO Perspective on Healthy Revenue Growth: https://forc.mx/3yIMhE6HIGHLIGHTSWhat keeps CFOs up at night?Things to prepare before pitching to a CFOWhat is a frugal spend culture?All markets eventually bounce backWhat does a financially-sound company look like?Financial forecasting is a critical skill in businessCost-justification needs to come from an internal championQUOTESJim: "Our job is to control the business. We have to make sure we're not doing silly things with our cash, we're not doing things that don't make sense longer term. But our objective is really to grow the business." Jim: "When I say frugal, it's usually around an investment you're making in the company or in the infrastructure, or in a person that you expect to be paid back and have thought through. That's what I mean by frugal. Do it in the right way." Jim: "Let's do it a bit at a time, so that if it doesn't work, you haven't made a big bet and you can kind of pull your foot off. If it doesn't work, you understand why it doesn't work and maybe you can self-correct in the middle of that process. That's what I mean by experimenting." Jim: "It will probably be volatile for a period of time. But longer term, good companies get the bulk of markets, good companies are successful, good companies are bought. So create a good company, create a good culture, create a scalable model, and you'll be just fine." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Mosley, Jr., Head Men's Basketball Coach at East Los Angeles College. Mosley and the story of their Huskies basketball program are covered in the popular Netflix series Last Chance U: Basketball. Mosley shares his strategies for leading even the most difficult teams successfully, focusing on relationship building and leading by example. He concludes that if you can make a sincere impact on one person’s life and career, the chain reaction benefits many others.Additional Resources:Connect with John Mosley, Jr. on LinkedIn: https://www.linkedin.com/in/john-mosley-jr-b5269239/Donate to the ELAC Men’s Basketball Program | https://org.eteamsponsor.com/ETS/supportUs/411913647?fund_participant_id=411913648For larger donations that require tax deductions:Donate to the ELAC Student-Athlete Fund | https://elacfoundation.com/elac-student-athletes-fund/Specify "Men's Basketball" in the comments.The foundation is a 501C3Federal Tax ID# 33-0034221Coach Your Managers To Learn From Wins and Losses: https://forc.mx/3NKvQNf5 Leadership Tactics That Get Results: https://forc.mx/3P3PCEAHIGHLIGHTSBehind the scenes of Netflix’s 'Last Chance University' Why great leaders are great coaches Ditch the playbook and meet your team where they areSpeech is silver, silence is goldenTo lead people is to carry their burden for them Rules without relationship equals rebellionQUOTESKaplan: "We believe great leaders are great coaches, and they have the ability to meet kids wherever they're at and understand their story." Mosley: "In leadership, you direct behavior. In order to direct behavior in leadership, I think you have to have that personal relationship. And when you go down and you have those personal relationships and you live out, I think it's important to live out the burdens with these young men. That's what I'm called to do." Mosley: "Whenever I see a young man or anybody who didn't want to listen to me, even little kids. It works on little babies. You think of a five-year old and you say, hey, sit down and do this. It won't sit down. You take a five-year-old and before you tell him to sit down, you say, hey, you like this color? What's your favorite color? What do you like to eat? And then you tell the five-year-old, hey, have a seat here. Guess what, they're gonna go sit down." Kaplan: "Do not confuse the coach's kindness with weakness."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon are joined by Alan Chhabra, Executive Vice President of WW Partners at MongoDB. Alan talks about starting the partner program at MongoDB and how he overcame some of the role’s biggest challenges.Alan shares what he’s learned about establishing great partnerships, managing connections, and growing relationships with partners to maximize efficiency and long-term results. He also talks about his experience managing the complexities of client relationships, especially when it comes to competition.Additional Resources:Connect with Alan on LinkedIn: https://www.linkedin.com/in/alanchhabra/Visit MongoDB's website: https://www.mongodb.com/Donate to The Home for Little Wanderers: https://www.thehome.org/Support Vision-Aid: https://visionaid.org/More about Force Management | https://forc.mx/3waMDDSIncrease Revenue by Improving the Manager/Seller Relationship | https://forc.mx/3bt8jTlDrive Revenue Growth Through Indirect Sales Channels | https://forc.mx/3nsioThHIGHLIGHTSHow to manage the diversity of partnershipsGaining traction early with a partnerThe challenges of managing channel conflictThe characteristics of the right people for a channelEstablishing trust for enablement informationAlan's advice on things you can get from a partner communityQUOTESAlan: "When you put that together, then you get a handful of partners that you double down. I'm not one for where you just have hundreds of partners that you focus on. You really should get the ones that fit into all those buckets, and then you go deep."Alan: "It does start on the street. If local sales leadership from both companies are not tight at the hip, global partnerships do not work. They may help with some marketing awareness, they may get people excited on LinkedIn, but if there's no real tight-at-the-hip at the geos, it doesn't work.Alan: "The reason for that mistrust is usually because of misalignment on what's in it for them and what's in it for us. For example, if all that partner's job is to ambulance chase your deals in the field and steal points, the last thing you're going to do is share information with them."Alan: "The customers' buying motion has changed. In the last five to seven years, customers now buy upfront infrastructure and commitments with the cloud provider."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to mental performance coach Greg Poss. Greg, who played professional Hockey and later on went to make a name for himself as coach, talks about tapping into your higher brain in a consistent manner to achieve success. Greg describes a state of higher energy, where you are able to shut down your fear centers in favor of higher brain functions. He also talks about valuing the process as the most important reward, which is also the key to sustainable happiness and success and fulfillment.Additional Resources:Buy Fearless: The Winner's Mind | https://starkemind.com/page-1Visit Greg’s website: https://www.starkemind.com/Check out Greg’s LinkedIn page: https://www.linkedin.com/in/greg-poss-a0a8a72b/More about Force Management | https://forc.mx/3waMDDSUsing MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D HIGHLIGHTSGreg's Hockey playing and coaching career How to go from low energy to a high energy stateThe lower brain vs the higher brainThe edge of our comfort zone is where life beginsThe most important reward is the process Analyze, Iterate, Move ForwardNobody cares, play better QUOTESGreg: "When we get into the right state of mind, everything is gonna flow around us the way it should and it's gonna optimize our performance." Greg: "We want to impress other people, or we do it for external pleasure: to make money, to win a trophy, to get a promotion, whatever the case might be. I'm not saying that going after those things is bad. We should go after those things. But our major motivation has got to be the moment to moment gamification and joy of the journey." Greg: "When we can intentionally control our thoughts and rewire our brains to be higher brain dominant, we're automatically turning off our lower brain, or the fear centers of our brain. And there's a big difference between being fearless and reckless." Greg: "The only way to have sustainable happiness and success and fulfillment is through internal gratification, which we get in the creative fearlessness of our process or journey."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Anne Gary, Director at Force Management. With several sales management roles under her belt, Anne knows a thing or two about building and operating large complex sales organizations from scratch, resulting in closing multi-million dollar sales. Anne talks about her journey from engineer to sales leader, the value of understanding a company’s political landscape, and how to identify and cultivate potential in people. Additional Resources:Connect With Anne Gary on LinkedIn | https://www.linkedin.com/in/anne-gary-a054aa96/Donate to The Boys & Girls Clubs of America | https://www.bgca.org/More about Force Management | https://forc.mx/3waMDDSUsing MEDDICC to Drive Revenue Predictability | https://forc.mx/3mZ5r3i How To Enable Your Sales Team To Execute At The Buyer Level | https://forc.mx/3QGXq0D HIGHLIGHTSFrom engineering to sales Always look for a problem to solve How to separate the great salespeople from the good onesHiring for startups, then and nowGo wide and deep on the buying organization's political landscape Look out for an organization's championsIf you're not constantly training, you're stagnatingHow to spot a great leaderQUOTESAnne: "So many people, they keep trying to change things up all the time instead of just staying the course for a while. Pick something that you know needs to be done, implement it, stay the course and see what happens. Because we know from engineering, you don't change 10 or 12 variables and try to figure out what's working because you won't know." Anne: "Probably the biggest thing for me when I was interviewing was to ask a salesperson about a sale that they had been through recently, and I wanted to know about the political landscape. I would ask them to go up the board, draw the organization chart, and tell me who are the people that are the influencers in the situation and have them walk me through that." Anne: "I find that the best champions are the ones that are not just about themselves and a personal win for themselves but also about the organization win as well." McMahon: "I always say that you know you have a champion when the sales process has moved from unpredictable to predictable." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Sahir Azam, Chief Product Officer of MongoDB. Sahir shares his insight gained working in the intersection of product and go-to-market teams. Sahir also touches on creating synergy between pre-sales and sales teams, and the need to balance innovation and solving actual customer problems. Additional Resources:Connect With Sahir Azam on LinkedIn | https://www.linkedin.com/in/sahirazamDonate to The Jed Foundation | https://jedfoundation.org/Quoted in this episode | https://neilpatel.com/blog/how-saas-marketing-is-different/ More about Force Management | https://forc.mx/3waMDDSAligning Your Sales Engine With Product Development | https://forc.mx/3Hd1QYvProduct-Led Growth: Driving Cross-Functional Support to Evolve Your Go-to-Market Strategy | https://forc.mx/3mE2iW8HIGHLIGHTSThe focus of a Chief Product OfficerAligning with your customer's buying behaviorEncourage synergy between sales and pre-sales teamsSitting in the seat in the moment of the customer's painHow to balance innovation with solving a needTake the time to do a proper discovery callSelling internally can be harder than selling externallyQUOTESSahir: "Product marketing and product management, there's sort of a Venn diagram of overlap of skillset there and different organizations align slightly different on how those things are defined. But we think it's really important, regardless of how they report organizationally, but for those two functions to be paired up really closely to have a successful outcome." Sahir: "If you don't have a very seamless way for your end-customers to try and use a product, you're many times never gonna get in the door." Sahir: "Great product people can really articulate and translate that pain from the way that it's articulated by the customer, which isn't always like, here's my pain point, here's the business value but extracting that, qualifying that, documenting that in a way that's crisp and concise." Sahir: "The most cohesive team is where everyone knows the role, but there's a natural overlap of trust built here and everyone knows what you're solving for." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Hollie Castro. The Chief Human Resources Officer & SVP, ESG for Yeti, talks about how the company overcame the incredible challenges that they faced during the height of the COVID-19 pandemic.Hollie shares her perspective on how workforce needs have changed post-COVID, as well as how the increasing need to attract Millennial and Gen Z hires calls for a new approach to culture and expectations. She offers her winning tips for how hiring managers can rise to the challenge in order to hire and retain great talent from Millennial, Gen Z, and diverse groups.Additional Resources:Connect With Hollie Castro on LinkedIn | https://www.linkedin.com/in/hollie-castro-mba-nacd-dc-6526452/Help displaced minorities achieve self-sufficiency | https://www.casamarianella.org/More about Force Management | https://forc.mx/3waMDDSWeather Recruitment Challenges: Make Your Talent an Advantage | https://forc.mx/3zaLLAz3 Tactics to Help Managers Retain Top Talent During the Great Resignation | https://forc.mx/3MkbeL6HIGHLIGHTSHow Yeti fared during the height of the COVID-19 pandemicThe truth about having Gen Z and Millennials in the workforceHow companies can improve their hiring process A diverse workplace requires intentional hiring effortCareer paths aren't always linearBe mindful of your ambition vs your constitutionQUOTESHollie: "What we're learning is people want the flexibility but they also like to come back together from time to time to connect and be social. It's a very social culture."Hollie: "How you leave is more important than actually everything you did. Because it's the only thing people will remember about you. So are you honest and transparent? Are you having authentic conversations, are you putting a good plan in place that leaves your team and the organization in the best possible state?" Hollie: "The more clear you are about the thing you're going toward, the better probability you'll have of landing that. In my experience, careers aren't linear. Sometimes things show up and you're like, oh I don't know, this is kinda risky. Do the assessment of your calculated risk but sometimes the most unorthodox thing that shows up will be the thing that is the best growth for you."Hollie: "What happens with people that are really good is an organization will tend to want to give them more, whether it's in their job description or not. If that's not happening for you and you want that, make it known. I always say, nobody cares about your career as much as you do." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can’t have, if they want to do their job effectively. Additional Resources:Connect With John Hanlon on LinkedIn | https://www.linkedin.com/in/john-hanlon80/More about Presidio | https://www.presidio.com/More about Force Management | https://forc.mx/3waMDDSDon’t Let Your Sales Initiative Fail: Lead from the Front | https://forc.mx/3GupnE8Taking on a New VP of Sales Role? Key Resources to Help You Get Started | https://forc.mx/39XgJloLearn more about CASA (Court Appointed Service Advocate) | https://childadv.net/casaHIGHLIGHTSYou learn more from your mistakes than successesListening in leadershipBe both coachable and adaptableThe person with no ego winsGUEST BIO John Hanlon has more than 25 years of industry and international experience in information management software, hardware and service. Since joining EMC in August 2000, he has held leadership roles including Vice President, Network Attached Storage Unit; Senior Vice President, Mid-Market Sales; and President, EMC Americas Sales and Customer Operations. Prior to Dell/EMC, John Hanlon was VP of Sales (Americas) for Parametric Technology Corporation. He also served for 7 years as an Officer in the United States Navy.QUOTESHanlon: "It's our job to add value, break down barriers, make people more successful, get them promoted, watch them develop and grow. But if people aren't comfortable coming to you to talk about their problems or their situation, you're flawed as a leader. You're done." Hanlon: "People want to work for people that are real. No phony baloney. Don't try to kid me. Be transparent. Be honest. Because we've all worked for people who tend to tell you what you want to hear or are a little bit full of themselves."Hanlon: "This is what a leader is all about. It's about being accountable, about being self-aware, and recognizing when you're wrong. Because if you don't know that you're wrong, you can't alter your course." Hanlon: "Sometimes you lose to win, sometimes you take a step back to go five steps forward. But if you can keep that ego in check, you can go a lot farther as a leader." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to Jeremy Duggan, a veteran sales leader who helped build AppDynamics into a juggernaut before it was acquired by Cisco for $3.7 billion. From recruitment and retention all the way to creating revenue, Jeremy knows how to lead and provides a proven formula for success that includes caring about your people and using data effectively. Additional Resources:Donate to Save the Children | https://www.savethechildren.org.uk/More about Force Management | https://forc.mx/3waMDDSHow to Hire the Right Sales Talent for Growth | https://forc.mx/3MLtiOU3 Tactics to Help Managers Retain Top Talent | https://forc.mx/3lrj0aPHIGHLIGHTSRecruitment, Retention, and RevenueA Players: How to hire and keep themYou need to inspire and inspect your people all the time Actionable tips to improve your leadership skills Always be thinking of what you can do betterKnow how to use data effectivelyQUOTESJeremy: "If you can recruit people, and then you can retain and inspire those great people, and then you have a fact-based methodology around to drive results, if you take care of those three things, then you've got a fantastic job of building a really incredible company."Jeremy: "Look, when I talk to you about leadership and the three Rs, or the leading indicators in sales, what I'm actually doing is I'm handing you the winning lottery numbers. All you gotta do is go down to the shop and buy a ticket." Jeremy: "I can't really remember big mistakes even though I've made loads of little ones. Because for me the whole point of making a mistake is that it makes you recognize it and then you figure out why you did it, so you don't do it again. So then you don't kind of remember it, because you've fixed it." Jeremy: "If you care about people, it overcomes a lot of things that you might do wrong. You might have a bad day, you might lose your temper with something, you might get something wrong. But if people know you fundamentally care about them, then they'll change it."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to the Executive Vice President and Chief Marketing Officer at UPS, Kevin Warren. Kevin takes us through his journey in business, starting from his time as a salesperson in Xerox to where he is now at UPS. Kevin talks about constant improvement and ensuring that you are learning new things to keep up with dynamic markets. He applies this mantra even at UPS, where he took on the enormous challenge of elevating the established company marketing and brand strategy to adjust for modern times and new markets. Additional Resources:UPS Blue Horizons Minority Incentive Program | https://bit.ly/3PhYnvEGeorgetown Scholarship | give.georgetown.edu/LucyWarrenScholarshipMaking the Most of Every Lead: Key Questions to Help Sales and Marketing Alignment | https://forc.mx/3uPZSHFMore about Force Management | https://forc.mx/3waMDDSHIGHLIGHTSHow a sales job led to an Executive VP and CMO positionConstantly assess and update your personal skill set The importance of a mentor-mentee relationship The journey from Xerox to UPSShifting industries, learning the language and gaining credibility Partnerships and relations are everythingProtecting a well-established brand in a dynamic industryGUEST BIOKevin Warren is the Executive Vice President and Chief Marketing Officer at UPS. In this role he’s responsible for U.S. and International Marketing, The UPS Store, Digital Channels, Revenue Enablement, Business Planning, Forecasting & Pricing, Digital Marketing, Customer Experience, Brand Relevancy, and the company’s Ware2Go subsidiary. His highly developed perspective on data-centric business and non-traditional engagement channels is driving change at UPS and setting new standards in digitally enabled customer experience. As the e-commerce business era takes shape, Kevin is shaping those critical aspects of UPS strategy that will deliver the business of the future.Most recently, Kevin served as Executive Vice President and Chief Commercial Officer for Xerox Corporation, where he was responsible for marketing, worldwide channel strategy, salesforce effectiveness, and global client engagement for the company’s diverse portfolio of hardware, software, and services.Previously, Kevin served as president of Global Growth Opportunities, responsible for accelerating revenue growth outside the United States. In addition, he had strategic oversight for two Xerox operating units, Global Imaging Systems and Xerox Canada, as well as leading the company’s 3-D printing strategy.He also led the integration activity surrounding Xerox’s $1.5 billion purchase of Global Imaging Systems. In 2007, he was named chairman, president and chief executive officer of Xerox Canada and in 2010, was named president of U.S. Client Operations. Kevin joined Xerox in 1984 as a sales trainee in Washington, D.C.Kevin is a board member for Fiserv, Georgetown University, and the UPS Foundation. He is also a current member of the Executive Leadership Council and a founding member of the Black Executive CMO Alliance (BECA). Previously, Kevin served on the board of Illinois Tool Works and the national board of Big Brothers Big Sisters of America.A native of Washington, D.C., Kevin received his Bachelor of Science in finance from Georgetown University and is an alumnus of the Harvard Business School, having completed the Advanced Management Program.QUOTESKevin: "Because the industry is changing, that means your skillset's got to be changing, you've got to be changing faster. So the 2022 version of Kevin has got to be better than the 2021. It's the same sort of thing as far as looking at your skills and competencies and what you're bringing to the table." Kevin: "It was almost really a race of me gaining internal credibility and learning the industry in the company at a depth level deep enough so then I can leverage my commercial knowledge and see things from fresh eyes to get the benefit of that different experience." Kevin: "The marketing function led-effort worked well with our communications function to come up with our purpose statement, which is 'Moving our world forward by delivering what matters.'"Kevin: "If you're in an industry that's dynamic, that's moving more to digital and you've got new players and wannabe disruptors, it's good; you gotta have that trust. But you also have to, an exam question on momentum is 'Is this a company that's on its way up, or are its best days behind it? Is this a company that's agile and innovative? Cool, digital? Is this a company that embraces diversity, equity, and inclusion and thinks the environment is important?"Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 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

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers. Maury also takes us into the story of how he got into Hollywood and how he transformed himself from the kid who couldn’t raise his hands in school to a capable public speaker, and that one time he opened for comedian Joe Rogan. Additional Resources:Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3ZTaking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEismDonate to breast cancer research: https://drsusanloveresearch.org/Check out Maury's book: https://www.amazon.com/gp/product/B07TB1FKLX/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0Connect with Maury on LinkedIn: https://www.linkedin.com/in/mauryrogow/More about Force Management | https://forc.mx/3waMDDSHIGHLIGHTSMany salespeople fail because they lack this basic skillYour customer is the hero of the story Always know where you are in the buyer's journeyGet the S-T-U-F-F in your stories to make them effective Know your customer's learning styleThe messaging must be seamless from marketing to salesThe shy kid who couldn't raise his hand in schoolIntroducing the E-P-I-C story structureHow Maury got into Hollywood and the lessons learned Advice for connecting to people remotelyQUOTESMaury: "Your brand will thrive or die based on the story you tell. That's for the sales people and it's for executives too. The reason I say that is it's all based on fact but I got to get it across fast. Salespeople are failing out there because they don't have the basic skills to grab attention and then be memorable." Maury: "Sure, you get plenty of sales without your story in there. They're probably low value, they're probably the cheap shots, you're probably making quota or getting to your quota. But the folks that are really good at this, the folks that really can tell a great story, can get somebody else to share, they're the ones bringing in the six, the seven, even eight-figure deals because they're building a relationship." Maury: "The hero of the story is them. You're not the hero. Don't tell me you're here to make a bunch of money. Don't tell me your IPO is gonna put 10 million in your pot. Nobody wants to hear that. They want to hear how it helps them. And if you get served because of it, fantastic. But they're the hero of the story." Maury: "If you confuse, you will lose. Gotta keep it simple." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk through their experiences with recruiting talent, and why many companies often stumble in this fundamental step. Your employees are the lifeblood of your business, and to be successful, you need to hire the right people. In this era of mass resignations and global hiring, business leaders and interviewers need to hone in on the characteristics, skill sets and knowledge of what will make sales talent successful in your company.Additional Resources:Hiring Great Sales Talent: https://podcasts.apple.com/ph/podcast/revenue-builders/id1610203369HIGHLIGHTSStop relying solely on the resume or LinkedIn profiles Sales people are not created equal Interviewers need to both qualify the candidate and sell the opportunityLook for qualified candidates, not friendsCompanies should equip their employees with skills and knowledgeDon't sleep on the references How candidates can prepare for the interview QUOTESJohn MacMahon: "If I'm gonna be in a fast growing company, two of the most essential characteristics I have to have in a person is intelligence and drive. Because skills take a lot of time to develop. If somebody's really smart in a classroom, I can teach them stuff. On the job, I can teach them stuff pretty quickly. But it's the skillset that takes a really long time to develop." John Kaplan: "I found that some of the best interviewers have emotionally connected to what they do matters and why it matters and therefore, it comes across the interview process. I find people woefully prepared to really talk about why what they do matters." John MacMahon: "The mistake that a lot of first time leaders make is they are almost looking more for a friend than they are for a candidate that can really be successful int he role. Because of that they do some people a disservice because they truly don't have the knowledge or the skillset to be successful. But they like the person."John Kaplan: "The knowledge and skills are the responsibility of the company to bring them the knowledge that they're going to need and to give them the opportunity to enhance their skills, to develop the skills, to position that knowledge effectively. The responsibility of the individual is to bring their character to that equation." Learn More about Force Management here: www.forcemanagement.comCheck out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to veteran recruiter, Chad Peets. As a Managing Director of Sutter Hill Ventures, Chad is responsible for building the go-to-market teams globally for their portfolio companies. Chad talks about his process for recruiting, particularly for the CEO and CRO roles. Having been in the recruitment industry for more than two decades, Chad shares his expertise on which qualities to look out for in candidates in order to ensure success for your organization. HIGHLIGHTSBuilding a world-class sales organization goes beyond recruitment Managing expectations is a balancing actExperience will bring you successQuestions that CRO candidates should ask when looking for new opportunitiesThe War on Talent and The Great ResignationWhy CROs have the hardest job in software sales Traits of a candidate that's going to be hired QUOTESChad: "You bring the fundamentals of the playbook. But every time you go into a situation, it's a unique situation so you're gonna have to tweak and make changes to that playbook to adjust, if you will, for the company that you're in, the market that you're in, the product that you're selling, etc.”Chad: "You have to be focused on the long-term and building out world class sales organizations. This recruiter has to be focused on exactly that. If they're focused on transactions, if they're focused on fees and you and you can figure this out really quickly, what their objectives are, their objective has to be your objective."Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064Additional Resources:Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3ZTaking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEismMore about Force Management | https://forc.mx/3waMDDSConnect with Chad on LinkedIn: https://www.linkedin.com/in/chadpeets/ 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

On this episode of the Revenue Builders podcast, John McMahon and John Kaplan talk to veteran football coach JD Brookhart. JD has led an interesting life, working as a coach for the Denver Broncos and several college football teams. He coached the Akron Zips to their first MAC Championship Title in 2005 and brought the team to their first collegiate bowl as a Division One program. Beyond his life in football, JD also earned accolades as a salesperson during his time with Xerox and is now a managing partner at CJ&M Holdings. JD talks about the parallels between coaching football and managing sales teams, particularly in building a team, motivating them, and knowing how to lead them to success. HIGHLIGHTSParallels between sports coaching and sales work You need to know what motivates you and what motivates your teamNobody cares about what you know until they know you care Team chemistry can be just as important as individual talentAlways work just a little bit harder to find success Leverage your network and believe in the power of who Accountability, Productivity, and Persistence QUOTESJD: "You got to have three rules to hiring. Number one, you got to know how to hire, two, you got to know how to fire, and number three, you got to do number one so you don't have to do number two." JD: "The guys that I've seen that are really good coaches, many times have been walk-arounds trying to prove themselves. Guys that worked up the ranks, that came from smaller schools. Sometimes those guys that have been there, they understand what it takes to be good and the time that we have to put in to be great." JD: "It’s always great to be on a winning team, but we’ve all been in a situation when things aren’t going so well. Whether it be the revenue numbers or the Games in the win column – that’s when real leaders differentiate themselves."JD: "I look back on it, and I don't know of a job that I got by myself. I had somebody helping me or somebody I met along the way, which just changed the course of my life. I've just been fortunate to be around the people I've met through the course of my career." Connect with JD via LinkedIn: https://www.linkedin.com/in/jd-brookhart-ba647977/ 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

Few can understand what happens in a war unless you’ve been in the middle of one. Often the lessons that come after the homecoming are some of the toughest to learn. The moral injuries that our veterans face often go unnoticed and untreated. That’s what sparked Sgt. Anthony Anderson’s walk from Wisconsin to California featured in the Almost Sunrise Documentary. In this episode of the Revenue Builders podcast, Anthony talks about his own lessons learned and how those leading companies can support veterans re-entering civilian life. Anthony’s experience is also a great testament to what it takes to be a great leader. HIGHLIGHTSWhy Anthony joined the militaryLessons learned while volunteering to serve in Iraq twiceWar has no peerCombat and survival instincts change youReintegration after service comes with its own issuesPost-Traumatic Stress Disorder vs Moral InjuryWalking from Milwaukee to California to raise awarenessThe families of veterans need help tooDonate your time, not just your moneyQUOTESAnthony: "Some of the things that I took away, certainly in the first time, much earlier in the war with different kind of mission, how much chaos is surrounding you and how little control you have over these things, but how ultimately you have to make decision."Anthony: "I learned very early that people want to be understood in one way and seen in one light, but they also don't want to let on what actually allows people to get to know them." Anthony: "Some of the chaos in war is not just what's happening outside, it's what's happening in your heart and in your mind." Anthony: "Wars may end when peace treaties are signed. But wars don't end in you." Anthony: "When the drumbeat for war is beating louder, and everybody starts to put into to context the need to go to war, and how much it's gonna cost, and how quickly we'll do it, etc…. We need to put decision makers accountable for things like, how many doctors, how many nurses, how many psychiatrists psychologists, peer mentors etcetera do we need to have in place, and will they be in place before the first shot is fired, and if not, when will they be there." Additional Resources:Almost Sunrise: http://sunrisedocumentary.com/LiT Beard CO: https://litbeardco.com/Project Welcome Home Troops: https://projectwelcomehometroops.org/American Corporate Partners: https://www.acp-usa.org/OJAI Earth Yoga: https://www.ojai.earth/missionMore About the Episode: https://forc.mx/3Ks0vOjConnect with Anthony via LinkedIn: https://www.linkedin.com/in/anthony-anderson-441177129/ 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