Podcast appearances and mentions of john kaplan

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.ADDITIONAL RESOURCESLearn more about George Mogannam:https://www.linkedin.com/in/georgemogannam/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] The Importance of Process in Scaling Startups[00:02:40] Common Challenges in Sales Organizations[00:03:43] Hiring the Right Salespeople[00:04:46] The Role of Sales Enablement[00:06:53] Defining Sales Terminology[00:09:11] Adapting Hiring Profiles for Growth[00:23:44] Onboarding and Training New Hires[00:32:03] Leveraging Tools and Metrics for Success[00:37:59] Understanding the Five Quarter Report[00:40:06] Implementing Sales Disciplines Across Departments[00:44:15] The Role of the CRO in Organizational Growth[00:48:26] The Importance of Operating Rhythms[00:52:44] Challenges in Sales Processes and Technology[00:57:02] The Impact of Remote Work on Sales Teams[01:00:00] The Criticality of Efficient Hiring ProcessesHIGHLIGHT QUOTES"When you implement these disciplines, it helps pull the rest of the company along.""You must have the right people on the bus executing in the direction we need to go.""A common language and definitions become critical as part of the enablement.""Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own.""Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another.""It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise sales leader, to explore the timeless value of preparation in both sales and entrepreneurship. Rowell breaks down how his enterprise sales discipline shaped his startup success, sharing tactical wisdom on transforming cold calls into warm connections, creating repeatable processes, and winning buyer trust from the very first interaction. Whether you're a rep, a sales leader, or a founder, this is a playbook for showing up like a pro.KEY TAKEAWAYS[00:00:44] Preparation Builds Confidence: Rowell shares how structured pre-call prep creates clarity and control in high-stakes sales interactions.[00:01:06] Hypothesize Before You Call: Great reps make educated assumptions about the buyer's needs before they ever get on the phone.[00:02:21] Preparation Is the Message: How you prep shows who you are and how you'll show up for the customer.[00:02:57] Cold Calls Shouldn't Be Cold: Transform outreach by researching industries, personas, and proof points before dialing.[00:04:09] Sales Is a High-Performance Sport: Like elite athletes, the best reps obsessively prepare to perform at their peak.[00:05:31] Preparation Builds Trust Early: First impressions matter—showing up prepared signals reliability.[00:06:24] Presence Over Performance: When you're prepped, you can truly listen and be present instead of trying to sound “interesting.[00:07:29] Process Equals Speed: Rowell unpacks how process-driven sales teams outpace the competition by removing guesswork and bottlenecks[00:08:34] Apply Process to Entrepreneurship: From startup KPIs to sales funnels, the mindset of structure translates directly to building a business.QUOTES[00:00:44] “Process equals speed. If you can build what you're gonna do every day into a defined process, you're gonna move faster.”[00:01:46] “I saw 50-year-old President's Club winners still taking time to read 10-Ks before calls. That prep never stops being valuable.”[00:02:57] “They shouldn't be cold calls. They should be warm calls because you should figure out ways to make them warm.[00:04:09] “If you're an enterprise rep, that's your NFL. You should be prepping like Patrick Mahomes watches film.[00:05:55] “Preparation allows you to be present, not scrambling to sound interesting.[00:06:45] “When you're prepared, you're not performing. You're just being yourself—and that's when trust is built.[00:08:34] “Dialing in a process and measuring success—whether in sales or startups—gives you repeatable wins.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/pinned-golf-making-the-shift-from-sales-to-entrepreneurshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tony Marino, a senior advisor and executive coach with a storied career as CHRO for major global companies like Fiserv. The discussion revolves around the critical aspects of corporate leadership, the parallels between athletics and business, and the importance of maintaining physical and mental well-being for optimal performance. Marino introduces the concept of 'five-tool players' in a corporate context, emphasizing the need for well-rounded leaders proficient in six key areas: financial and business acumen, client focus, people and team leadership, risk and controls, operational excellence, and innovation. The episode also covers practical strategies for establishing priorities, key lessons from transformative sales effectiveness initiatives, and the impact of habits and routines on leadership success.ADDITIONAL RESOURCESLearn more about Anthony Marino:https://www.linkedin.com/in/anthony-s-marino-94a6476/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xHERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Corporate Athlete: Balancing Leadership and Well-being[00:04:13] Transferable Lessons from Athletics to Business[00:06:31] The Importance of Physical and Mental Health for Leaders[00:09:56] Setting and Achieving Goals: The 6% Club[00:12:34] Prioritizing and Managing Time Effectively[00:28:11] Real-life Examples and Practical Advice[00:33:54] The Importance of Operating Rhythm in Corporations[00:35:43] Predictable Management Routines for Leaders[00:38:18] Understanding the Concept of Five Tool Players[00:40:17] Six Key Traits of Successful Leaders[00:47:49] The Role of Feedback and Coachability[00:51:07] Identifying Team Archetypes[00:59:36] The Impact of Sales Effectiveness on Company SuccessHIGHLIGHT QUOTES"The greatest leaders are well-rounded, like five tool players.""If you don't take care of yourself, you lose perspective.""The best leaders I've ever met are self-aware.""Every leader should evaluate all the activities on their desk regularly to ensure they are adding value.""Sales productivity should be the number one metric for any company."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really takes to scale a revenue organization beyond the $200M mark. Matt shares what he's learned stepping into the CRO role—shifting from deal-maker to system-builder, navigating cultural integration post-acquisition, managing board dynamics, and building trust through authentic leadership. If you're a sales leader, aspiring CRO, or operating in a private equity-backed company, this candid conversation is loaded with actionable insights.KEY TAKEAWAYS[00:00:30] The shift from deal involvement to systems thinking as a CRO[00:01:40] Navigating complexity: PLG, SLG, and assisted motions in one org[00:02:15] Tackling organizational friction points no one else can move[00:03:00] Building credibility with a board that has a different go-to-market background[00:03:45] The challenge of balancing learning vs. initiating change as a new leader[00:05:00] Why being authentically yourself is the best leadership strategy[00:06:15] How to build trust without gutting legacy teams[00:06:45] Culture wins: no account conflicts, cross-region harmony, and shared mission[00:07:15] Going from “best kept secret” to magic quadrant leaderQUOTES[00:01:45] “My job is to go turn all the ‘what's not working' into ‘what's working.'”[00:02:10] “There are some rocks in the business that only the CRO can move."[00:03:05] “You've got to earn trust to make big moves—especially when your vision differs from the board's.”[00:05:00] “The only way to do it is to be yourself—even if that means being more open than most."[00:06:50] “I'm proud of a very corny thing: no account conflict has ever escalated to me in three years.[00:07:00] “We were the best kept secret in software—now we're in the magic quadrant.”Listen to the full conversation through the link below:https://revenue-builders.simplecast.com/episodes/navigating-the-cro-role-while-building-a-great-culture-with-matt-nolanEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDCCheck out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap.KEY TAKEAWAYS[00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully.[00:01:15] Strategic sellers must bridge technical solutions to business outcomes.[00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each.[00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props.[00:04:15] Ecosystems are interdependent—solutions impact multiple departments.[00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally.[00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly.QUOTES[00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.”[00:01:55] “You have to translate what you do into business issues—or you're not going to be a good strategic account rep.”[00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.”[00:04:00] “It's a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.”[00:05:10] “If you're not moving up and down in the org chart, you won't make it in strategic accounts.”[00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompsonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: Revenue Builders Podcast, John Kaplan, John McMahon, Force Managementhttps://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranadli of FTV Capital to unpack the delicate dynamics between CROs, CEOs, and board members. From managing expectations to avoiding pitfalls of dysfunction, this conversation dives deep into how CROs can approach board interactions with strategy, self-awareness, and alignment. Perfect for revenue leaders who want to strengthen executive relationships and drive healthy boardroom collaboration.KEY TAKEAWAYS[00:00:35] Understand the Board's Purpose: CROs must recognize the board's role in needs analysis and bringing strategic value—not just oversight[00:01:10] Diversify Board Experience: Great boards consist of varied backgrounds and expertise; avoid redundancy in experience sets[00:01:45] Root Cause vs. Surface Complaints: Before raising issues with the board, ensure the CRO and CEO have sought resolution together.[00:02:15] Bring Solutions, Not Just Problems: Leaders must shift from venting to proactive solution-building[00:02:50] Avoid Commiserating with Board Members: CROs should direct internal concerns to CEOs first, not the board—keep relationships clear and constructive.[00:03:30] Align Board Expertise with Department Needs: Strong boards mirror company functions, acting as mentors to department leaders when the CEO is confident and secure.QUOTES[00:00:55] "The board needs to do a needs analysis… making sure you don't have redundancy in experience is really important."[00:02:00] "If you've got a problem and you're not thinking about a solution, then you've got to look in the mirror."[00:02:50] "If you're bringing something to me that looks like you don't have a solution, you're just complaining."[00:03:50] "The really good CEOs bring in board members who can act as mentors aligned to each function.[00:04:15] "For that to work, the CEO must be very secure in their job."Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/understanding-the-nuances-of-the-cro-ceo-relationshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here: Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Jane Thompson, Director of Strategic Accounts at Big Panda. They discuss the intricacies of managing strategic accounts in B2B sales. Highlights include essential characteristics for reps, such as thinking in terms of value, having confidence and courage, understanding the customer's organization, and translating technical capabilities into business outcomes. The conversation also covers the importance of internal support, effective compensation structures, and the critical timing for scaling accounts in startups. Jane shares her experiences and insights on what makes a successful strategic accounts manager, while the hosts emphasize the pitfalls of transitioning reps without the right skill set into strategic roles.ADDITIONAL RESOURCESLearn more about Jane Thompson: https://www.linkedin.com/in/jane-thompson-5aa940/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:58] Understanding Strategic Accounts[00:03:06] Navigating Organizational Structures[00:05:16] The Importance of Value in Sales[00:11:17] Characteristics of Successful Strategic Account Reps[00:21:30] Building Relationships and Trust[00:29:50] Challenges and Pitfalls in Strategic Account Management[00:31:20] Managing Strategic Accounts Effectively[00:32:33] Common Mistakes in Scaling Startups[00:33:13] Effective Strategies for Major Accounts[00:34:36] Challenges with Strategic Account Management[00:37:20] Organic Growth in Early-Stage Companies[00:39:19] The Importance of Strategic Reps[00:56:00] Compensation and Incentives for Strategic RepsHIGHLIGHT QUOTES"If you're curious, you know how to map very quickly; you have to know the top three value drivers.""You need people who can get others to want to, when they don't have to.""You can't put a tactical leader on top of a strategic account.""Most importantly is understanding the organization first and foremost. How is the company structured?""You need to start high and work your way down to find the power base."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Frederik Maris, CRO at Atoss Software SE. Frederik shares how he interviews, assesses, and hires elite enterprise sales talent by focusing on EQ, character, and curiosity over resumes alone. Learn the power of the ICE criteria and how seasoned leaders spot top performers by blending science, gut instinct, and situational awareness.KEY TAKEAWAYS[00:01:00] The ICE criteria: Intelligence, Character, Coachability, and Experience—what it means and how to apply it in hiring[00:02:00] How “Spin Selling” still applies to modern interviews and what it reveals about candidates[00:03:00] Why understanding hiring criteria is a test of a rep's customer empathy[00:04:00] EQ as a deal accelerator—how top reps build champions both internally and externally[00:05:00] The role of self-awareness, curiosity, and integrity in elite salespeople[00:06:00] How to spot emotional intelligence in subtle cues during interviews[00:07:00] Why gut feel, not just metrics, is a critical part of hiring decisions[00:08:00] Frederik's favorite interview question that reveals a rep's self-awareness instantlyQUOTES[00:01:00] "If they don't ask what I'm looking for in this interview, how are they going to understand what a customer wants?"[00:04:00] "EQ is about the ability to build champions—internally and externally."[00:05:00] "I'm looking for people who do what's right for the customer, the partner, the company—and hopefully, the world."[00:06:00] "You can feel EQ—how they interact with the receptionist, how they carry warmth in a conversation."[00:08:00] "How do you think you're doing in this interview?" That one question shows me their self-awareness instantly."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/training-your-teams-for-complex-enterprise-sales-with-frederik-marisEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook:https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf's innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.ADDITIONAL RESOURCESVisit Pinned Golf! Check out their products here: https://pinnedgolf.com/Connect with John Rowell:https://www.linkedin.com/in/johnerowell/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:39] John Rowell's Career Journey at EMC and Lacework[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity[00:07:37] The Importance of Pre-Call Preparation[00:15:01] Process Equals Speed: Lessons from Lacework[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf[00:25:19] Developing and Marketing Pinned Golf Products[00:31:36] The Caddy: Revolutionizing Golf Technology[00:34:17] Pre-Order and Market Gap[00:35:46] Finding the Ideal Customer Profile (ICP)[00:38:26] Distribution Strategies[00:41:14] Entrepreneurial Journey and Challenges[00:46:56] Manufacturing and Role Segregation[00:48:30] Partnership Dynamics and Decision Making[00:57:50] Sales and Growth Mindset[01:04:53] Product Customization and Corporate GiftsHIGHLIGHT QUOTES"Process equals speed.""If you're not prepared, you'll figure it out after the call, but then it's too late.""The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are.""If you can get the channel really working for you and selling on your behalf, you can touch so many more people.""You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipeline generation (PG) in both sales and recruiting. Chris challenges the notion that PG is dead, emphasizing the relentless effort required from leaders to inspect, inspire, and engage their teams. He also highlights the importance of leaders taking ownership of recruitment rather than outsourcing it, ensuring they build high-performing teams. Tune in to learn why getting “in the pit” with your reps is essential and how to recruit top talent—even as a lesser-known company.KEY TAKEAWAYS[00:01:00] Pipeline Generation Isn't Dead – Leaders must commit to driving PG consistently.[00:02:00] The Role of Leaders in PG – Inspiring and supporting reps is critical to success.[00:02:30] Getting ‘In the Pit' – Leading by example fosters accountability and growth[00:03:00] Recruiting as a Team Sport – Why leaders should be hands-on in hiring.[00:06:00] The Art of Recruiting Top Talent – Overcoming objections when hiring for a lesser-known company.QUOTES[00:01:00] “PG isn't dead—you just have to do it the right way.[00:02:00] “Your job as a leader is to help people get unstuck.”[00:02:30] “If you're not in the pit with your reps, how can you coach them?”[00:06:00] “Recruiting is a team sport—don't outsource your dream team.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppalEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bob Ranaldi, a seasoned global sales executive with over 20 years of experience. Bob shares insights on optimizing CRO-CEO relationships, emphasizing high communication, aligned goals, and data-driven decision-making. The discussion explores how to create a strong board, the importance of sales efficiency, and the need for CROs to own their numbers and impact the forecast immediately. Bob and the hosts provide valuable advice for sales leaders, highlighting the significance of understanding the company's ideal candidate profile, fostering a winning mindset, and balancing growth with EBITDA. They also delve into the nuances of maintaining effective communication, especially in post-COVID, remote work environments, and the critical role of board members in supporting various company disciplines.ADDITIONAL RESOURCESLearn more about Bob Ranaldi:https://www.linkedin.com/in/bob-ranaldi-54a46514/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:57] The Importance of CRO-CEO Relationship[00:04:39] Effective Communication and Data-Driven Decisions[00:07:40] Balancing Growth and Efficiency in Private Equity[00:11:53] Sales Efficiency and Productivity Metrics[00:16:33] Navigating Challenges in Sales Leadership[00:29:10] The Role of Communication in Remote Work[00:32:50] Leadership Language and Mindset[00:33:28] Advice for First Board Meetings[00:34:45] Owning the Forecas[00:39:32] Building the Right Team[00:46:12] Navigating CEO and CRO Dynamics[00:51:06] Effective Board Member SelectionHIGHLIGHT QUOTES"You have to see yourself on the same level as the CEO. You're paid to express your opinion on what you think.""It's important to set the bar high, but it has to be an attainable goal to maintain team morale and drive performance.""The interaction verbally is the place to start. The face-to-face communication helps resolve disagreements and builds relationships.""Always put the company first. Your department and your role matter, but they come second to the company's success.""Understanding the current state and helping the team win early builds momentum and fosters team cohesion."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Parm Uppal, CRO at Benchling, to discuss the critical shift from measuring sales activities to tracking accomplishments. Parm shares insights on setting clear expectations for reps, training them for high-impact meetings, and aligning their daily actions with business outcomes. The conversation explores strategies for reaching economic buyers, adapting to shifting funding landscapes, and simplifying sales execution for maximum effectiveness.KEY TAKEAWAYS[00:00:26] The power of simplifying expectations for sales reps.[00:01:19] Training reps for high-impact meetings to close deals.[00:02:13] Why accomplishments matter more than activity metrics.[00:03:16] Aligning rep performance with business goals using a proven framework.[00:04:52] Adapting to shifts in funding and decision-making authority.[00:05:45] Setting clear expectations: the three-to-four things reps must always know.[00:07:07] Keeping sales execution simple and focusing on small wins.QUOTES[00:01:45] “If we know these are the toughest meetings, we have a duty as leaders to be training reps for them.”[00:02:32] “If you got an EB meeting, chances are you already have a champion. To get a champion, you probably did proper discovery.”[00:04:07] “Are you the chief problem officer, or are you just running deals? Your sales strategy depends on how well you define the problem.”[00:05:45] “I want my reps to wake up and immediately know the three to four things I expect from them—without having to write them down.”[00:07:24] “We keep it simple: What's the biggest red flag in MEDDIC today, and who do we take the Three Whys to?”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppalEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Mike Earnest from Wiz to discuss the critical topic of retaining top sales talent. Mike shares his philosophy on building a culture of buy-in rather than compliance, the role of authenticity in leadership, and how sales leaders can help their teams see a clear future within the company. He also highlights the importance of transformational management, showing how investing in employees' growth leads to long-term loyalty.KEY TAKEAWAYS[00:01:08] Understanding Employee Motivations – Retention starts with knowing what employees want to achieve both personally and professionally.[00:02:15] Creating a Culture of Buy-In vs. Compliance – Employees who believe in the process stay longer than those who are forced into it.[00:03:02] Transactional vs. Transformational Leadership – Developing employees and helping them grow outweighs short-term financial incentives.[00:03:50] Helping Employees See Their Future – Retention is at risk when employees cannot envision their future within the company.[00:04:12] Taking Ownership of Employee Development – Sales leaders, not just enablement teams, must actively guide career growth.QUOTES[00:01:55] “If you're authentic and genuinely care about your team, they're not going to leave. They won't chase a shiny object because they're already in one.”[00:02:37] “There's a difference between adhering to a sales process and wanting to adhere to a sales process because it adds value.”[00:03:02] “When you help someone develop skills they never thought they could master, they're not leaving for another $10,000.”[00:03:50] “One of a leader's greatest traits is helping people see themselves in the future.”[00:04:37] “Retention isn't just about the company's reputation—it's about whether employees see a clear future for themselves.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/revenue-retention-and-recruiting-with-mike-earnestEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.ADDITIONAL RESOURCESLearn more about Christopher Vik:https://www.linkedin.com/in/christophervik/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:00] Pipeline Generation: Is It Still Alive?[00:02:25] Building a Pipeline Generation Culture[00:04:01] The Five Mechanisms of Successful Reps[00:15:53] The Importance of Preparation in Pipeline Generation[00:24:26] Recruitment and Building a Dream Team[00:33:00] Leveraging AI and Tools for Pipeline Generation[00:35:01] Leveraging Thought Leaders for Sales[00:35:32] The House Party Analogy for Warm Introductions[00:38:21] Tailoring the Challenger Approach[00:43:30] Importance of In-Person Meetings[00:46:14] Creating an Invisible Fence in Sales[00:49:02] Connecting Systems for Sales Success[00:53:37] Recruiting the Right Sales Reps[01:03:27] Defining and Living by Your ValueHIGHLIGHT QUOTES[00:02:00] "Pipeline generation is not dead; it's about evolving the methods with new tools like AI."[00:03:33] "You can build a business on pipeline generation, but it has to be sustainable and strategic to avoid burnout."[00:16:56] "Preparation leads to attitude. If you're really prepared, you have a better attitude."[00:50:01] "Everyone loves to be led, provided you can take them to a place they can't get to on their own."[01:04:03] "As a leader, you need to know your values and articulate them; it helps build a strong, values-driven culture."

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer's journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.KEY TAKEAWAYS[00:01:37] 53% of buyers select a vendor based on the buying process, making structured engagement essential.[00:02:05] How a clearly defined sales process builds trust and credibility with prospects.[00:02:53] The importance of “go/no-go” checkpoints to prevent wasted time and stalled deals.[00:04:15] Red flags that indicate you're dealing with the wrong person in the buying process.[00:05:09] Why business value assessments (BVA) are critical to securing executive buy-in.[00:06:10] Understanding the complexity of selling a managed service vs. traditional SaaS.QUOTES[00:01:37] “53% of buyers choose a vendor based on the buying process. So why wouldn't we want to control that in the best possible way?”[00:02:53] “A well-structured sales process keeps both the vendor and the prospect in lockstep, ensuring we're not wasting time on deals that won't close.”[00:04:15] “If a prospect resists engaging in a business value assessment, it's often a sign you're talking to the wrong person.”[00:05:40] “Sales isn't just about a single point of contact—it's about engaging all the necessary stakeholders to drive a deal forward.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-processEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John are joined by Parm Uppal, the Chief Revenue Officer at Benchling. Parm shares his journey through various sales and executive roles, illustrating his approach to using data as a cornerstone for the development and coaching of sales teams. They delve into the intricacies of simplifying vast amounts of data to draw actionable insights and avoid overwhelming sales reps. The conversation also explores the importance of distinguishing between skill and knowledge issues among reps, hiring the right sales leaders for startups, and maintaining a clear focus on the ideal customer profile (ICP). Parm gives practical advice for newly appointed CROs, stressing the importance of a 90-day listening tour and aligning with cross-functional teams. Additionally, the discussion touches on the impact of AI tools in sales processes and the evolving role of data in modern sales strategies. This episode offers a treasure trove of insights and best practices for sales leaders at various stages of their careers.ADDITIONAL RESOURCESLearn more about Parm Uppal:https://www.linkedin.com/in/parmuppal/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:05] Introducing Parm Uppal: Career Highlights[00:01:54] Using Data to Develop Sales Reps[00:03:45] Simplifying Data for Effective Coaching[00:05:09] Identifying and Solving Sales Problems[00:07:30] Leading Indicators and Coaching Strategies[00:10:36] Balancing Data and Observation in Sales[00:23:29] Adapting to Buyer Changes and Market Shifts[00:35:30] Building the CRO Scorecard[00:36:58] The Importance of a 90-Day Listening Tour[00:38:48] Commanding the Plan and Talent[00:41:08] Key Metrics for Success[00:48:15] Challenges in Recruiting and Retention[01:01:34] Emerging Tools in SalesHIGHLIGHT QUOTES[00:02:15] "You can't just walk into that conversation with an opinion because everybody's got an opinion."[00:02:37] "We have so much more data nowadays. If you don't simplify it, and you don't take a step back... it can overwhelm you."[00:19:55] "It's activity with accomplishment versus activity without purpose."[00:31:00] "You can't cookie-cutter sales methodologies from one context into another without understanding the unique market dynamics.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Steve Fitz, veteran sales leader and CRO of Modern Health, about the power of persistence in sales. We explore why embracing the grind is essential for long-term success, how rejection fuels growth, and why resilience separates top performers from the rest. This episode is packed with insights on mindset, career longevity, and why playing the long game always wins.KEY TAKEAWAYS[00:00:26] Sales is a grind, and embracing it is key to long-term success.[00:01:04] The best sales reps don't fear rejection—they master the art of the “no” and find a way back.[00:01:47] Career success comes from commitment; jumping around too often limits long-term impact.[00:02:55] A grinder's mindset means working harder, more often, and at times others won't.[00:04:21] Employers value perseverance over job-hopping—grit signals trust and loyalty.[00:06:04] Running away from challenges stunts growth; learning is in the struggle.[00:07:02] Mindset shift: Change “I have to” into “I get to” for lasting motivation.QUOTES[00:01:04] “You gotta love rejection as a sales rep. You gotta love the art of ‘no' and then find a way back.”[00:02:55] “To be successful today, you have to do it better, more often, and at times others are unwilling to.”[00:06:04] “Grinding is learning. The struggle becomes your foundation—if you play it right.” [00:07:02] “The mindset shift is everything. It's not ‘I have to'—it's ‘I get to.'” – Steve FitzListen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/lessons-from-the-grind-tackling-complex-enterprise-salesEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.ADDITIONAL RESOURCESLearn more about Mike Earnest:https://www.linkedin.com/in/mike-earnest-1a0a607/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] The Importance of Recruiting in Sales Leadership[00:01:59] Three Rules of Recruiting[00:03:08] Building a Culture of Promotion[00:08:56] Traits to Look for in New Recruits[00:15:57] Challenges and Strategies in Recruiting[00:32:44] Sourcing Top Talent[00:37:03] Defining the Ideal Candidate Profile[00:38:10] Proactive Pipeline Generation Strategies[00:39:23] Leveraging New Hires for Recruitment[00:42:08] Creative Recruitment Tactics[00:46:29] Retention Strategies for Top Talent[00:51:17] Challenges of Leadership Transitions[01:00:28] Supporting New ManagersHIGHLIGHT QUOTES[00:01:10] "You have to create a culture of recruiting. It's our pipeline generation as leaders."[00:03:09] "You better have a culture of promotion."[00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit.[00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."?[00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels."[00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection of value, technical expertise, and business outcomes in enterprise sales. They explore why many sales professionals struggle with discovery, how to shift from feature-based selling to value-based selling, and the role of champion building in complex deals. If you're in B2B sales or SaaS, this episode is packed with actionable insights to help you close bigger deals and drive long-term customer success.KEY TAKEAWAYS[00:00:52] The importance of active listening in sales conversations.[00:01:24] Why enterprise sales still leans on feature-selling despite the focus on value.[00:02:57] Answering the fundamental customer question: "Why do I care?"[00:04:07] The most common mistake salespeople make in the discovery phase.[00:06:08] The power of balancing technical expertise with business outcomes.QUOTES[00:00:52] "If the person you're speaking with doesn't feel heard, you're not going to get very far."[00:02:57] "Customers don't care about your features unless they understand how it affects them."[00:04:07] "Sales is not a box-checking process. Rushing through discovery leads to missed opportunities."[00:06:08] "The best salespeople stand at the intersection of technical expertise and business outcomes." – John McMahonListen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/no-shortcuts-accelerate-your-sales-process-with-john-donnellyEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Patrick Ball, Chief Revenue Officer at Crux. Patrick shares his journey through various roles and companies, highlighting his unique insights into customer engagement and sales processes. Learn about Patrick's detailed approach to streamlining sales, from initial discovery to Business Value Assessments. Discover how a well-orchestrated engagement model can drive success in complex B2B sales environments, featuring real-world examples from the financial services industry. ADDITIONAL RESOURCESLearn more about Patrick Ball:https://www.linkedin.com/in/paball/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:48] Streamlining Customer Engagement[00:02:11] Importance of a Well-Orchestrated Sales Process[00:03:29] Handling Objections and Red Flags[00:06:54] Understanding the Product and Market[00:09:03] Mapping the Buyer's Journey[00:11:20] Iterative Sales Process and Internal Alignment[00:16:32] Customer Engagement and Forecasting[00:19:46] External Data Assessment Workshop[00:31:53] Engaging in Business Value Assessment[00:32:35] Quantifying Value with Customers[00:34:57] Challenges in Financial Services[00:35:19] Importance of Champions and Metrics[00:39:07] Using BVA for Prospecting and Discovery[00:48:52] Handling Procurement and Negotiations[00:53:04] Recruiting for Enterprise SalesHIGHLIGHT QUOTES[00:02:40] "53 percent of buyers select a vendor based on the buying process they experience."[00:12:47] "The process is about establishing many wins in the sales cycle, like moving through stages and closing on smaller commitments."[00:27:51]  "Effective sales processes turn chaotic ad-hoc meetings into structured, goal-oriented engagements."[00:29:41] "Credibility comes from showcasing you have a process that leads to outcomes the customer can't achieve on their own."[00:40:59] "You have to tap into curiosity; it's critical in a complex sales environment."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and responsibilities required to succeed in a CRO role. Alex shares firsthand insights on the challenges of executive leadership, the importance of accountability, and how customer success should be integrated into go-to-market strategies. He also emphasizes the significance of informed decision-making and fostering a culture of collaboration across sales and customer success.KEY TAKEAWAYS[00:01:17] The CRO's Accountability Mindset – The deep responsibility that comes with the CRO role and the need to embrace it.[00:01:56] Executive Team and Board Alignment – Understanding the dynamics of working with senior leadership and the board.[00:03:06] The Power of Listening in Leadership – Why listening is a CRO's biggest advantage when making critical decisions.[00:04:42] Customer Success and the CRO Role – The importance of unifying pre-sale and post-sale efforts under a single vision.[00:05:28] Org Design for Customer-Centric Growth – Why aligning sales and customer success creates a seamless customer journey.[00:06:22] The Right Intent Behind Owning Customer Success – Why it's about customer outcomes, not just control over teams.QUOTES[00:01:17] "Having the accountability to the customers, individuals, and teams—and making all of them wildly successful—is what excites me about the CRO role."[00:03:06] "A huge advantage of being a CRO is that people want to meet with you—inside and outside the company. Use that to listen and make informed decisions."[00:07:23] "The best org design creates a natural mechanism for unified goals that benefit the customer and fuel growth."[00:06:45] "I wasn't concerned with building a fiefdom—I was focused on creating a structure that aligns sales and customer success for better customer outcomes."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-reflective-journey-from-sales-leader-to-cro-with-alex-varelEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals.ADDITIONAL RESOURCESLearn more about Steve Fitz and his company through the links below.https://www.linkedin.com/in/steven-fitz-1487a4/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:49] Challenges in Selling Enterprise Software[00:02:48] The Importance of Discovery in Sales[00:04:00] Executive Alignment and Its Impact[00:05:06] Measuring Sales Success: Activities vs. Accomplishments[00:06:00] Building Trust and Credibility with Customers[00:06:54] The Art of Effective Listening in Sales[00:09:08] Qualifying Opportunities and the Courage to Say No[00:10:18] Navigating Customer Relationships and Building Partnerships[00:12:42] The Role of Patience and Timing in Sales[00:15:47] Overcoming Seller Deficit Disorder[00:19:03] The Power of Discovery and Active Listening[00:28:37] Transforming Customer Relationships into Partnerships[00:35:40] Understanding Customer Buy-In[00:36:10] Balancing Big Deals and Forecasts[00:36:58] Executive Alignment and Team Collaboration[00:38:50] The Importance of Long-Term Thinking[00:44:24] Instilling the Right Mindset in Sales Reps[00:45:41] The Value of Embracing the Grind[00:51:47] Feedback and Continuous Improvement[01:03:04] Navigating Procurement ChallengesHIGHLIGHT QUOTES[00:02:15] "You have to do your homework, you've got to know the customer better than they do."[00:02:51] "Discovery in the art of discovery has been lost in the last couple of years."[00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson."[00:11:35] "You've got to slow down to go fast."[00:21:18] "Ask the customer how they do what they currently do today and where they see challenges."[00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own."[00:45:26] "The grind is life. The grind is the job. The grind is everything."

In this short segment of the Revenue Builders Podcast, John McMahon, John Kaplan and Sunil Dhaliwal, founder and general partner at Amplify Partners, explore the board's perspective on sales leadership. Sunil shares critical insights on selling in the early stages of a startup, knowing when to walk away from a deal, and the importance of transparency in sales forecasting. The conversation dives into the competencies that separate exceptional sales leaders from the rest—honesty, market assessment, and adaptability. If you're leading sales at a high-growth company or thinking about joining a startup, this episode is packed with must-know strategies.KEY TAKEAWAYS[00:00:47] The Pressure of Startup Sales – Why every deal feels like life or death[00:01:27] The "Man on an Island" Feeling – The loneliness of sales leadership in startups[00:02:29] The Risk of Overpromising – How inaccurate forecasts hurt the whole company[00:03:16] The Cost of Poor Sales Leadership – When inaccurate reporting sets a company back quarters[00:04:09] The Most Critical Competency – Why great sales leaders must accurately assess the battlefield[00:05:38] Market Awareness & Adaptability – Understanding product fit vs. chasing deals[00:06:02] The Power of Asking the Right Questions – Why startups need more than just "closing" skills[00:08:00] Honest Forecasting – How sales leaders should communicate realistic expectationsQUOTES[00:00:47] "A lot of people have a hard time backing away from a deal, but sometimes the right move is to walk away."[00:01:27] "Good sales leaders in startups embrace that lonely moment and are honest about what's going on."[00:03:16] "The worst thing you can do is overpromise. You're not just hurting yourself—you're setting the company back quarters."[00:04:09] "Great sales leaders must be able to accurately orient themselves on the battlefield and communicate what's happening."[00:05:01] "At a startup, the product won't work the way you want it to. It's not us vs. them—it's about understanding what the product can and should do."[00:06:36] "Startup sales isn't just about closing—it's about figuring out whether you should even be in this deal at all."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/a-board-members-perspective-on-sales-leadership-with-sunildhaliwalEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sales process. The conversation also covers the impact of AI on sales operations, specifically in automating BDR functions and optimizing sales activities. They highlight the shift towards AI-driven tools to enhance productivity, personalize customer interactions, and gain real-time insights. The episode wraps up with insights into John's current role at Qumulo and their innovative approach to handling unstructured data in the cloud.ADDITIONAL RESOURCESLearn more about John Donnelly and his company through the links below.https://www.linkedin.com/in/jkdhale/https://www.linkedin.com/company/qumulo/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:43] Lessons from Early Career Experiences[00:06:10] The Importance of Listening in Sales[00:06:49] Challenges in Selling Enterprise Software[00:08:06] Balancing Features and Value in Sales[00:08:51] Building Strong Champions in Sales[00:11:35] Effective Sales Presentations and Discovery[00:22:15] Creating Urgency in the Sales Process[00:33:02] Understanding Human Behavior in Sales[00:34:46] The Importance of Knowledge and Skills[00:38:05] Identifying and Targeting Ideal Customer Profiles (ICPs)[00:47:25] The Role of AI in Modern Sales[00:51:02] The Future of Sales and AI Integration[00:58:59] New Opportunities and Challenges in Storage SolutionsHIGHLIGHT QUOTES[00:12:14] "Sales is not a box-checking process."[00:19:21] "Make it outside in, no matter where you are in the sales process. You have to first make it all about the person you're presenting to before you earn the right to make it all about you."[00:30:46] "People rarely argue with their own conclusions."[00:57:59] "If you're a seller, embrace the technology that's coming at you."[00:58:36] "The power of a personal relationship is going to become even greater in the future."[01:02:26] "If you follow the playbook, you will make money. You will get rich off of this.

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Anne Gary, Managing Director at Force Management, dive into the crucial topic of identifying and understanding champions in the sales process. They explore the differences between business champions and technical champions, the significance of the power chart, and the role of coaches. Discover how to distinguish between these key players, the indicators to look for when meeting potential champions, and the importance of aligning with individuals who have both authority and influence within an organization.KEY TAKEAWAYS[00:01:21] Start with an organization chart to understand the hierarchy, reporting structure, and positional authority within an organization.[00:02:33] Identify not only positional authority but also influence within the organization, as influence plays a crucial role in decision-making.[00:03:44] Just because someone holds a position in the organization doesn't guarantee their influence in the sales process, especially with the economic buyer.[00:04:30] Look for change agents on the "power chart" who have a track record of making a positive impact on the organization.[00:06:02] Influence and authority are independent of hierarchy; influential champions can be found at various organizational levels.[00:07:23] Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise.[00:10:10] Champions provide access to the economic buyer's power, which is essential for controlling the decision process.[00:12:26] Coaches offer valuable insights and guidance but may lack the authority and influence to access the economic buyer.[00:13:40] Continuously test conversations to identify whether you're developing a technical champion or a champion with the necessary business acumen.[00:15:11] Business champions address substantial business problems "above the noise" and speak in terms of business outcomes.HIGHLIGHT QUOTES[00:03:44] "Just because somebody has positional authority in a company, we can't automatically conclude that they have power in the organization over a potential decision to buy our software."[00:04:30] "Start by looking for change agents on the 'power chart,' individuals who have made a positive impact on the organization in the past."[00:07:23] "Business champions focus on articulating positive business outcomes, while technical champions possess deep domain expertise."[00:10:10] "You really know you're in control when you have a champion that's selling on your behalf, helping you control the decision criteria in terms of influence."[00:15:11] "Business champions address substantial business problems 'above the noise' and speak in terms of business outcomes."Listen to the full episode with Anne Gary in this link:https://revenue-builders.simplecast.com/episodes/finding-your-champion-with-anne-garyListen to the episode we did with Anne Gary on Economic Buyers here: https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-garyCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender Platform: https://my.ascender.co/Ascender/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability.ADDITIONAL RESOURCESLearn more about Alex Varel and his company through the links below.https://www.linkedin.com/in/alexvarel/https://www.linkedin.com/school/joinmultiverse/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:50] Alex's Journey Through Sales Leadership[00:03:06] The Power of Vulnerability and Authenticity[00:05:19] Lessons from Defeat: Embracing Challenges[00:17:27] The Role of a CRO: Responsibilities and Mindset[00:37:17] The Pandemic of Certainty[00:37:40] Learning from Various Sources[00:38:55] The Importance of Note-Taking[00:39:25] Learning from Everyone Around[00:41:03] Operating Rhythm for a CRO[00:42:35] The Value of Skip-Level Meetings[00:45:52] Transforming to a Broad-Based Success Mentality[00:53:50] Key Metrics for CROs[00:56:56] The Role of External Leaders[01:04:03] Traits to Look for in RecruitsHIGHLIGHT QUOTES[00:12:50] "Learning is in the difficulty."[00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO."[00:46:47] "You can always count on human fallibility, errors are to be expected."[00:49:24] "Driving iterative improvements in a short period is critical for broad-based success."[00:49:39] "The mindset should be about team performance over individual performance."[01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership.KEY TAKEAWAYS[00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength.[00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market.[00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust.[00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don't know.[00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback.[00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential.[00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity.[00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee's resistance to change is really about their comfort zone.QUOTES[00:02:17] "It's not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask."[00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change."[00:04:58] "The best performers never protect their current level—they always push for what's next."[00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if' often resist growth."[00:06:09] "When employees pull the ‘trust card,' it's often their last resort to avoid change."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlinEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners. The discussion dives deep into the challenges and skills required for startup sales leaders, emphasizing the importance of accuracy, adaptability, and honest communication. They explore the different growth stages of a company and how the role of a sales leader evolves with them. They also touch on recruiting, retaining talent, and preparing for board presentations. Dhaliwal shares his journey from Battery Ventures to founding Amplify Partners and provides insights into emerging trends and the impact of AI on various industries.ADDITIONAL RESOURCESConnect and learn more about Sunil Dhaliwal.https://www.linkedin.com/in/sunildhaliwal/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:52] The Challenges of Startup Sales Leadership[00:02:49] The Importance of Accuracy in Sales Leadership[00:04:03] Finding the Right Sales Leader for Startups[00:05:47] Navigating the Maze of Early-Stage Sales[00:08:23] Communicating with the Board: Honesty and Accuracy[00:11:29] Key Competencies for Startup Sales Leaders[00:19:14] Presenting to the Board: Best Practices[00:24:26] Establishing an Effective Operating Rhythm[00:30:43] Seeking Advice from Experienced Leaders[00:31:36] Key Metrics for Young Companies[00:32:07] Importance of New Logo Growth[00:33:58] Retention and Sales Productivity[00:34:32] Challenges in Scaling Sales Teams[00:42:51] Stages of Company Growth[00:46:32] The Role of a CRO[00:50:27] Energy Management in Leadership[00:56:33] Founding Amplify Partners[01:00:03] Identifying Emerging Trends[01:02:52] The Future of AI in BusinessHIGHLIGHT QUOTES[00:03:19] "Their job is accurately conveying what's happening out there. Where are we good? Where are we bad?"[00:12:03] "At different stage companies, if the product's not working, I can complain about it in a startup company. The product is not going to work the way everybody wants it to work."[00:13:32] "Early stage companies, the mission for a CRO is more about discovery and asking questions rather than simply closing deals."[00:17:39] "Your biggest problem is somewhere between your CEO and founder, your board, there is stuff that they believe that isn't true."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by experienced tech executive Jim Baum. With a remarkable track record of leading companies like Netezza and Indeca to successful acquisitions, Jim reflects on his early career lessons and the journey from managing to leading. He shares insights into overcoming imposter syndrome, the art of hiring, and how to transition from a doer to a leader of leaders. Whether you're a first-time manager or a seasoned executive, this episode is packed with actionable advice for growing yourself and your team.KEY TAKEAWAYS[00:02:03] Jim shares his first experience hiring someone older and more experienced, emphasizing the importance of understanding people's motivations.[00:03:22] Key lesson: It's not about your age or experience; it's about the environment, relationships, and mission you offer.[00:04:12] Moving from doing everything yourself to empowering managers is crucial for scaling as a leader.[00:05:12] Leaders should focus on hiring people who are smarter and more skilled in their domains.[00:07:09] Overcoming imposter syndrome involves trusting in your management and leadership abilities while empowering others to excel.QUOTES[00:03:05] "What motivates people to work in an environment isn't about you—it's about the relationships, the mission, and the team."[00:05:12] "As a leader, your job is to hire the best people to fill leadership roles in the company and let them excel."[00:07:26] "Respect for experience is important, but you have to recognize your own leadership abilities to take the organization where it needs to go."Listen to the full conversation with Jim Baum through the link below.https://revenue-builders.simplecast.com/episodes/the-entrepreneurial-mindset-with-jim-baumEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chaz MacLaughlin. Chaz shares his insights on effective recruiting and interviewing for B2B sales roles, emphasizing the importance of behavioral traits like hard work, curiosity, and teamwork in candidates. He advises on patience in the hiring process and the value of leading, managing, and listening as essential skills for sales professionals. The discussion also touches on the significance of continuous recruitment and an outside-in mentality, providing valuable advice for leaders, recruiters and jobseekers.ADDITIONAL RESOURCESConnect and learn more about Chaz MacLaughlin:https://www.linkedin.com/in/chazmaclaughlin/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:31] The Importance of Behavioral Traits in Hiring[00:10:01] Key Traits for Success: Hard Work, Curiosity, and Teamwork[00:35:20] The Role of Patience and Cultural Fit in Hiring[00:38:19] The Importance of Key Character Traits in Hiring[00:40:29] Recruiting as a Never-Ending Process[00:42:05] The Rule of Three in Recruitment[00:43:07] Challenges and Strategies in Hiring[00:50:40] Essential Skills for Enterprise Sales[00:56:58] The Four Essential Questions for Sales Knowledge[00:57:57] Top Skills for Enterprise Selling[01:03:55] The Outside-In Mentality in SalesHIGHLIGHT QUOTES[00:15:47] "You are a walking audition for what it's going to be like if you're a salesperson and you're interviewing, you're a walking audition for what you're going to be like as a seller."[00:40:39] "Recruiting is not an event. It's a process, and it's a never-ending, constant process."[00:40:56] "The best hires we've ever hired are the not in play players."[00:58:28] "You've got to be an amazing listener and a fantastic questioner."[01:01:56] "If it's important to the customer, it's important to me and it should be important to us."

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growthKEY TAKEAWAYS[00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it's often rooted in fear or lack of understanding.[00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support.[00:02:42] Forecasting and Leadership Intimacy: How forecasting accuracy reflects a leader's connection to their team and customer accounts.[00:03:28] Adjusting for Variances: Strategies for identifying and addressing forecasting shortfalls mid-quarter.QUOTES[00:01:20] "Forecasting low can be just as negative as forecasting high and missing."[00:02:08] "Being 150% of your forecast three quarters in a row signals you're not doing a good job forecasting."[00:02:42] "Accurate forecasting tells me how intimate you are with your people and the accounts they're calling on."[00:03:28] "If you're intimate enough with your deals, you can figure out how to push one this quarter and make up the difference."Listen to the full conversation with Jim Kelliher through the link below.https://revenue-builders.simplecast.com/episodes/a-peek-inside-the-mind-of-a-cfo-with-jim-kelliherEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Marcy Stoudt, CEO and partner at Revel Search and Revel Coach. Marcy shares actionable advice on networking with intention, understanding energy management, and distinguishing between opportunity and position when evaluating career moves. Whether you're a leader, sales professional, or someone navigating a career transition, Marcy's insights will help you approach networking and interviewing with the right mindset to find roles that truly align with your values and energize you.KEY TAKEAWAYS[00:01:24] Networking strategies: Build connections subtly without signaling job hunting.[00:01:43] Energy management vs. time management: Why knowing what energizes you matters.[00:02:51] Assessing energy alignment in job roles: Questions to uncover what fuels or drains you.[00:03:31] The role of mindset: How being in the right energy state affects job searching outcomes.[00:04:54] Opportunity vs. position: Why a lower title at a better company may be the smarter choice.QUOTES[00:01:43] "I don't believe in time management; I believe in energy management."[00:02:51] "If you're not honest about what gives you energy and what doesn't, that's on you."[00:03:49] "When you're in a good space, you think differently, you email differently, and you work harder."[00:05:16] "Don't confuse opportunity with position. Let go of your ego and focus on long-term growth."Listen to the full conversation with Marcy Stoudt through the link below.https://revenue-builders.simplecast.com/episodes/mastering-work-life-balance-with-marcy-stoudtEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Devavret Shah, an MIT professor, data expert, and CEO of Ikigai Labs, to explore how AI is revolutionizing consumption-based pricing models and forecasting. Devavret delves into the challenges of predicting demand, the role of AI in empowering sales teams and CFOs, and how artificial intelligence can enhance trust and accuracy in revenue prediction. This engaging discussion also highlights how businesses can leverage AI to enable seamless decision-making and gain a competitive edge.KEY TAKEAWAYS[00:00:28] Understanding Consumption-Based Pricing Models: Consumption models focus on token-based API calls, offering a modern alternative to traditional SaaS pricing.[00:01:58] Data as a Predictive Framework: Viewing data as a massive queue allows organizations to forecast compute volumes and future revenues with more accuracy.[00:03:23] Challenges in Forecasting: Smooth macro-forecasting often clashes with micro-forecasting, such as predicting localized or choppy demand.[00:04:14]AI's Role in Cohort Analysis: Leveraging AI to analyze sales reps and channels as cohorts improves prediction accuracy and fosters trust within organizations.[00:05:16] Aggregating Complex Parameters: AI simplifies the aggregation of historical, seasonal, and booking data to deliver actionable insights for consumption forecasting.QUOTES[00:01:58] "Each forecasted data point is like a prediction query—it shows the volume of compute you're doing."[00:03:23] "It's like forecasting smooth water versus forecasting when umbrellas are purchased—two very different problems."[00:04:36] "AI helps organizations work with more trust, rather than more finger-pointing."[00:05:39] "I almost feel like it's not possible without AI to effectively forecast the consumption business."Listen to the full conversation with Devavret Shah through the link below.https://revenue-builders.simplecast.com/episodes/cutting-through-the-noise-understanding-ai-through-history-and-practical-applicationEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan discuss the keys to creating impactful sales kickoffs (SKOs). They explore strategies to motivate sales teams, align them with company goals, and provide the knowledge and skills necessary to succeed in the upcoming year. With insights on product presentations, leadership speeches, and peer-to-peer knowledge sharing, this episode offers a blueprint for making SKOs a transformative event for your sales force.KEY TAKEAWAYS[00:00:26] The primary objectives of an SKO: motivating the sales team, aligning them with company goals, and providing training.[00:01:37] Peer-to-peer knowledge sharing during SKOs is an often overlooked, yet invaluable benefit.[00:03:03] Product updates during SKOs: only present when there is a clear, well-differentiated value proposition. Avoid overpromising timelines or features.[00:04:13] Leaders must intimately understand the challenges faced by their sales teams to inspire and motivate effectively.[00:05:27] Creating a “platform of opportunity” and defining clear, aspirational goals motivates high-performing salespeople to fully commit.QUOTES[00:01:37] “The priceless piece of SKOs is the transfer of knowledge between sales reps—it's not just top-down training.”[00:03:31] “Don't make promises you can't keep about product timelines; it's the fastest way to demotivate a sales force.”|[00:04:35] “Tell your sales team why they'll be better at their job, why they'll make more money, and how they'll achieve their career aspirations.”[00:05:27] “People want to stand on a platform of opportunity that elevates them to be a special individual on a special team.”Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan share a thought-provoking segment with Doug Holliday, author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug explores the significance of vulnerability, owning your story, and fostering authentic communication in leadership and relationships. Learn how asking the right questions, embracing imperfection, and understanding the stories of others can transform both personal and professional connections.KEY TAKEAWAYS[00:00:40] Understanding Team Dynamics[00:01:55] The Power of Vulnerability[00:02:24] The Impact of Social Media on Youth[00:04:19] Owning Your StoryQUOTES[00:01:38] "Instead of looking for answers, why don't we try to identify the 20 best questions that'll help us get to the best answer?"[00:02:03] "People are attracted to our broken parts. Nobody's really attracted to perfection."[00:03:16] "To be nobody but yourself in a world that's trying to make you someone else is the bravest thing you can do." – E. Cummings (cited by Doug Holliday)[00:04:31] "Everybody has a story. Don't think for a minute anyone you encounter doesn't have their own."[00:05:12] "There are no heroes, no victims—just a story."[00:05:39] "What people want to see isn't perfect people, but authentic people."Connect and learn more about Doug Holladay through the link/s below.https://www.linkedin.com/in/dougholladay/Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representatives. With the year nearing its end, he emphasizes the importance of finishing strong whether you're surpassing targets or facing challenges. He urges listeners to prepare for the upcoming year, emphasizing planning and starting off strong. Brought to you by Force Management, this episode aims to inspire and support the sales community. Happy holidays and finish strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined once more by Doug Holladay, author of 'Rethinking Success,' to discuss the critical elements of building genuine relationships in a business and personal context. They explore the increasing loneliness in modern society, the importance of maintaining authentic connections, and the significant impact of leadership vulnerability. They also delve into practical insights on forming small supportive groups and the broader implications of creating meaningful friendships. The conversation highlights the value of showing up for others and the importance of embracing both strengths and vulnerabilities as a leader.ADDITIONAL RESOURCESConnect and learn more about Doug Holladay:https://www.linkedin.com/in/dougholladay/Check out Doug's book ‘Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life':https://www.amazon.com/Rethinking-Success-Essential-Practices-Finding/dp/0062897888Listen to past episodes featuring Doug:Leading Authentically: https://hubs.li/Q02_8bfg0Rethinking Success: https://hubs.li/Q02_8bsL0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:42] Discussing 'Maintaining Genuine Relationships'[00:01:15] The Decline of Communal Bonds[00:02:23] Loneliness and Mental Health[00:04:09] Cultural Differences in Family Dynamics[00:07:49] The Importance of Vulnerability[00:13:21] The Power of Presence and Listening[00:18:09] Authenticity and Connection in Leadership[00:29:03] The Role of Storytelling in Business[00:34:36] The Power of Knowing People[00:35:20] Contempt and Polarization[00:37:08] Fear and the Pace of Change[00:39:03] The Importance of Authentic Relationships[00:40:40] Building Meaningful Connections[00:41:54] Balancing Busy Lives and Friendships[00:46:05] Parenting and Personal Growth[00:53:53] The Value of VulnerabilityHIGHLIGHT QUOTES[00:07:50] "Men don't have a language of the heart. So when they're hurting like this, they don't know how to really give voice to it."[00:20:35] "Everyone has a story. The people that are hearing that story, they make space for that story. They make space for that. And they don't try to interject their story into anybody else's story."[00:28:01] "People don't care about all that mumbo jumbo. They just want to know you care. Just be present." [00:43:46] "The best thing you can do for your kids is keep working on you. I want my boys to see that, wow, dad has real friendships. Everything's not a transaction. He shows up for people."[00:53:03] "Allowing people space to tell their story with no judgment, no expectation, no agenda is way harder than you think it is."[00:53:55] "People are more attracted to our broken parts. They just want to be heard."

Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation Iraqi Freedom Vet. He's also a Bronze Star and Purple Heart recipient. Support Tom's foundation: https://tdfoundation.org/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepreneur, Wounded Warrior, and Angel Investor. Deierlein shares his extraordinary journey from being an Airborne Ranger and Bronze Star recipient to becoming the CEO of Thundercat Technology. He recounts his return to active duty at age 38, being critically wounded in Iraq, and his inspiring recovery at Walter Reed. Focused on the theme of grit, Deierlein discusses the importance of persistence, resilience, and long-term goals in overcoming obstacles, using examples from his life and referencing Angela Duckworth's studies on grit. This episode is a powerful testament to the strength of character and determination needed to achieve greatness despite adversity.ADDITIONAL RESOURCESConnect and learn more about Tom Deierlein:https://www.linkedin.com/in/tomdeierlein/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:53] Tom's Early Career and Sales Background[00:05:59] Transition to PTC and the Dot-Com Era[00:10:22] The Call Back to Military Service[00:16:15] Deployment and Civil Affairs in Iraq[00:20:33] The Sniper Attack and Aftermath[00:30:09] The Body's Healing Process[00:30:35] The Challenge of Standing Up[00:31:46] Facing Dark Days[00:32:01] Defining Grit[00:33:29] The Power of Persistence[00:37:12] Rehabilitation Journey[00:38:45] Discovering Grit[00:42:17] Early Examples of Grit[00:45:05] Ranger School Challenges[00:48:21] Teaching Grit[00:58:15] The Stockwell ParadoxHIGHLIGHT QUOTES[00:53:17] "Excellence is not an act, but a habit."[00:53:46] "Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent."[00:59:58] "Confront the facts, have the discipline to acknowledge the harsh realities of your current situation, but maintain faith. Have an unwavering faith that you will prevail no matter how long it takes."

In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time.KEY TAKEAWAYS[00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution.[00:02:32] Discovery is Critical: A robust discovery process aligns your software to customer pain points and value creation.[00:02:59] Avoid Premature Pricing: Deflect pricing conversations until you've gathered sufficient requirements and context.[00:05:25] Build Trust with Transparency: Acknowledge customer concerns about pricing while explaining the complexities involved.[00:07:02] Broad Pricing Ranges: Use ranges and commercial terms to delay definitive pricing until later stages of the deal.HIGHLIGHT QUOTES[00:01:28] "We're peddling insulin here, not apples. That's why we establish value right out of the gate."[00:02:03] "Negotiate how your software's value will be evaluated—this determines whether you're seen as an apple or insulin."[00:02:32] "A great discovery process sets the foundation for preserving margins later in the deal."[00:05:25] "Trust can wobble if sellers shy away from addressing pricing concerns with authenticity."[00:07:02] "Broad ranges tied to ROI are your Plan B when pressured for pricing early."Listen to Keno's Full Episode Here: https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Thank you for being part of the Revenue Builders community! We're grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don't forget to subscribe, rate, and review—it truly makes a difference. Here's to finishing the year strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0A guide for sales messaging: https://www.forcemanagement.com/roi-of-sales-messaging

In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific on what makes your reps successful and the importance of understanding that success profile as a CRO. If you are hiring in 2025, don't miss this segment. KEY TAKEAWAYS[00:00:27] - Introduction to Bill Binch's career highlights (Battery Ventures, Pendo, Marketo).[00:01:11] - The importance of having a clear and compelling personal and company value proposition as a CRO.[00:02:17] - Lessons from Marketo: Hiring top talent and being ruthless about performance in the early days.[00:03:15] - Defining traits of successful sales reps and discovering the “Monday Morning Meeting Rule.”[00:04:11] - Inputs that predict outputs: The critical metric of nine weekly customer-facing meetings.[00:05:02] - Structuring onboarding and enablement to align activity with success expectations.[00:05:38] - Setting success profiles in interviews to align hiring with organizational goals.HIGHLIGHT QUOTES[00:01:11] - "As a CRO, if you're not audible-ready with your employee value prop or your own story, you're at risk. You're really at risk."[00:02:56] - "If you weren't cutting it at Marketo in 60 days, it was a hard place to be. That ruthlessness shaped our success."[00:03:48] - "Our reps who start the week with nine customer-facing meetings consistently hit quota. Meetings multiply."[00:05:02] - "We shifted enablement from outputs to inputs—measuring activity first to build downstream results."[00:05:38] - "When you start here, this is what we're going to manage you to. Does that sound good?"Listen to Bill's Full Episode Here: https://revenue-builders.simplecast.com/episodes/a-revenue-builders-journey-from-seller-to-leader-to-operating-partner/Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success.ADDITIONAL RESOURCESConnect and learn more about Keith Textor:https://www.linkedin.com/in/keithtextor/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] Role Delineation: Sales vs Technical Resourcess[00:02:49] Understanding Customer Requirements[00:06:33] Effective Demonstrations and Building Champions[00:14:59] Navigating Remote Sales Dynamics[00:27:22] The Importance of Sales Process and Qualification[00:39:09] Navigating Company Dynamics[00:39:49] Understanding the Right Audience[00:40:19] Challenges in Selling CAD Software[00:42:13] Driving Organizational Change[00:46:47] The Role of Sales Engineers[00:48:36] Aligning Sales Process with Customer Needs[00:56:32] Recognizing Technical Contributions[01:10:27] Leveraging Telemetry for Customer SuccessHIGHLIGHT QUOTES[00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can."[00:49:32] "If your process allows for things like that to happen, you're never going to scale."[01:03:52] "There's a risk/reward difference in personalities."

In this short segment of the Revenue Builders Podcast, Sasha Anderson, Global Head of Customer Success at Canva, shares her insights on crafting a scalable customer success strategy, emphasizing the importance of input metrics over output metrics. She discusses how defining clear roles, responsibilities, and competencies within customer success teams can lead to better performance management and improved outcomes like net dollar retention (NDR). Whether you're a leader building a CS team or refining an engagement model, this episode provides actionable advice to drive success.KEY TAKEAWAYS[00:00:29] Insights from Sasha Anderson on Customer Success[00:01:14] Challenges in Customer Onboarding and Specialization[00:02:37] Importance of Clear Roles and Responsibilities[00:03:19] Metrics for Performance Management[00:05:41] Effective Customer Engagement Strategies[00:07:16] Diagnosing Business Issues in Customer SuccessHIGHLIGHT QUOTES[00:01:28] "That's probably too many things for one person to be doing."[00:02:47] "You can't performance manage unless people know exactly what they're supposed to be doing."[00:03:53] "You need to provide the team with structure around the inputs they need to hit to achieve those output metrics."[00:07:16] "When roles are clearly defined, it's easier to diagnose where the problem lies."Listen to Sasha Anderson's Full Episode Here: https://revenue-builders.simplecast.com/episodes/optimizing-a-customer-success-teamEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

George Conrades, the Former CEO of Akamai Technologies and Current member of Oracle's Board of Directors joins John Kaplan and John McMahon for a conversation on leadership. Conrades is the author of ‘On Being a Leader' where he shares how to inspire and guide others toward a common purpose. He's mentored countless leaders at all levels and across diverse industries, experiences and backgrounds. He shares his experience in this candid conversation. ADDITIONAL RESOURCESConnect and learn more about George Conrades:https://www.linkedin.com/in/georgeconrades/Be sure to check out his book, On Being A Leader. All the proceeds go to the Akamai Foundation that supports STEM education in grades K-12.https://www.amazon.com/dp/B0DF6NVQ3VEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:06] Insights on Leadership from George's Book[00:04:13] The Power of Effective Listening[00:08:38] Inclusiveness and Team Building[00:17:08] Navigating Change as a Leader[00:20:05] Transactional vs. Transformational Leadership[00:22:55] Balancing Management and Leadership[00:24:28] Understanding Competence and Commitment[00:28:09] The Importance of Being Present[00:29:02] Leveraging Team Strengths[00:33:54] Loving People: The Heart of Leadership[00:37:16] Leadership Development Insights[00:38:23] The Power of Authenticity[00:39:03] Self-Awareness in Leadership[00:39:36] The Impact of Words and Actions[00:44:38] Recruiting the Right People[00:50:55] Creating Clarity and Setting Goals[00:52:53] Accountability and Team Dynamics[01:00:04] Guiding Principles and Urgency[01:01:35] The Importance of HumilityHIGHLIGHT QUOTES[00:02:10] "Leadership is not about your title. Leadership is about your intention and actions."[00:02:35] "Absorb uncertainty. Great teams, full of wonderful people, can't stand ambiguity."[00:06:42] "To be present shows that you care, and that's a big emotion."[00:34:19] "Your whole job as a leader is to inspire others to do their very best. The measure of your personal leadership success is leaving behind even better leaders."[00:35:04] "You need to be vulnerable because you're going to ask questions that will expose you as a leader who doesn't know the answer."[00:36:41] "Great leaders are made, not born."

In this short segment of the Revenue Builders Podcast, Brian White shares his perspectives on team motivation and leadership. Brian White, the running backs coach at Bowling Green State University, discusses the invaluable lessons learned from losses, the importance of the human touch in coaching, and the significance of building accountability and selflessness within teams. He elaborates on his coaching philosophy, which includes connecting deeply with players, understanding their backgrounds, and emphasizing the core values of gratitude, grit, and selflessness. White also recounts lessons from his mentor Joe Moore and explains his approach to fostering team spirit and individual excellence.KEY TAKEAWAYS[00:00:50] Lessons from Wins and Losses[00:01:20] The Importance of Human Connection in Coaching[00:01:58] Reaching Players' Genetic Ceilings[00:02:36] Connecting with Players on a Personal Level[00:03:18] Feeding Players: A Coaching Strategy[00:06:35] Core Values: Gratitude, Grit, and Selflessness[00:07:28] Balancing Individuality and Teamwork[00:08:29] Mantra for Success: Play Hard, Fast, and Be a Great TeammateHIGHLIGHT QUOTES[00:01:13] "The most important thing you learn through the losses is that the human touch is the most important component."[00:01:25] "If you have the ability to touch people in a way that they'll relate to, you're going to drive your productivity through the roof."[00:03:13] "People want to be touched and they want you to get involved with them."[00:08:37] "Play as hard as you can, as fast as you can, for as long as you can, and be a great teammate."[00:10:20] "You can be the greatest talent in the world, but if you can't get anybody to follow you, that's a problem."Listen to Mark's Full Episode Here: https://revenue-builders.simplecast.com/episodes/harnessing-the-power-of-coaching-with-brian-white/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

In this episode, we bring you snippets of several conversations that focused on Customer Success. Listen as John Kaplan and John McMahon talk with Sasha Anderson, the Global Head of Customer Success at Canva, Dan Barrett the Executive VP of Customers at MongoDB and Allison Pickens Co-Author of the Customer Success Economy. [00:00:13] Sasha Anderson on Customer Success and Consumption Pricing[00:06:30] Dan Barrett on Customer Expectations and Value Demonstration[00:16:35] The Importance of Customer Success in Reducing Churn with Alison PickensDon't miss the full episodes featuring our guests: Allison Pickens: https://revenue-builders.simplecast.com/episodes/mastering-the-art-of-customer-success-with-allison-pickensSasha Anderson: https://revenue-builders.simplecast.com/episodes/optimizing-a-customer-success-teamDan Barrett: https://revenue-builders.simplecast.com/episodes/the-right-hire-for-customer-success-with-dan-barrettAdditional ResourcesForce Management's Customer Success Playbook: https://www.forcemanagement.com/driving-renewals-and-nrr-with-customer-successEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064