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Nathan Rust, Lutz Lehmann, Troy Pospisil, Jeremy Segal, Patrick Mumman, Tej Brahmbhatt, George Helock, and Angie Astle Eight deal professionals share the M&A moments that never make the CIM. A birthday cake in a management presentation that confirmed a culture fit and influenced a bid. A buyer who died before close, forcing a nine-month restart from scratch. Eight years of customer revenue data on a 1980s IBM that management claimed did not exist. A target quietly heading toward Chapter 11 while diligence was underway. Unexpected events mid-deal are not exceptions. They are the deal. How you read them is what separates experienced practitioners from everyone else. What You'll Learn: How cultural signals in a management presentation can influence a bid decision What to do when a buyer dies before close and the sell process has to restart How to find data that management says does not exist Why late-stage valuation surprises from founders are a signal you could have caught earlier How to take a bankrupt target through Chapter 11 and still close the deal Why experienced advisors document every surprise the moment a deal closes If you're running deals and want pattern recognition built from thousands of real M&A situations to back your judgment, DealPilot, powered by M&A Science, gives you the deal guidance and advisor access to know which surprises you push through and which ones mean walk away. ____________________ This episode of M&A Science is presented by DealRoom. DealRoom just automated Pipeline Management with AI so you can spend less time updating deals, and more time working them. Automatically push deal context from Outlook to DealRoom Pipeline and use AI to keep deal target data and tasks updated, so follow-ups never slip through the cracks. No manual logging. No stale pipeline data. See for yourself: https://hubs.ly/Q045fXp50 ____________________ Episode Chapters [00:00] Intro [04:11] Birthday cake in the management presentation [07:10] Recruiting bankers from the sell side [09:04] Culture fit as a bid decision factor [10:03] When the buyer dies before close [11:46] Nine-month restart from scratch [17:04] Management says the data does not exist [18:39] Finding Susie and the 1980s IBM [22:25] IP ownership surprise at signing [24:43] Bootstrap founders and commitment signals [27:43] When bankers favor PE over strategics [30:40] 78-year-old seller, a fistfight, and an earn-out [32:25] The 12-year sales cycle [35:23] Teaching a CEO to speak like an investor [43:14] Aviation IPO pulled mid-road show [45:52] Background check kills the deal a week before close [50:03] Forever corporation: how Chugach approaches M&A [54:47] HVAC target heads toward bankruptcy mid-diligence [55:59] Becoming the secured creditor to save the deal
Jörgen Wigh, CEO of Lagercrantz Group Jörgen Wigh has been CEO of Lagercrantz Group (STO: LAGR-B) for over 20 years. In that time he completed 90+ acquisitions, built a portfolio of 85 niche B2B companies, and delivered 15 consecutive years of record earnings per share. No capital raises. No forced integration. No exits. The Nordic compounder model has quietly outperformed global markets for decades, and Lagercrantz is one of the longest-running, most disciplined examples of it in operation. In Part 1 of 2, Jörgen walks through the deal model behind that track record. What You'll Learn How Lagercrantz finds companies that are not for sale, and why the first call almost never closes a deal How Jörgen pushes for exclusivity in weeks when most sellers are running a banker-led process The earnout structure Jörgen uses to keep founders motivated for three years after signing What he says when PE shows up at 11x and the seller is tempted to take the bigger check Why founders walk away from more money for legacy preservation, and the conversation that earns it How to close 8 to 12 deals a year without breaking pricing discipline If you are holding pricing discipline against private equity and want to know whether your team would do the same, DealPilot, powered by M&A Science, runs the M&A Competency Assessment so you can benchmark deal judgment before the next term sheet. ____________________ This episode of M&A Science is presented by DealRoom. DealRoom just automated Pipeline Management with AI so you can spend less time updating deals, and more time working them. Automatically push deal context from Outlook to DealRoom Pipeline and use AI to keep deal target data and tasks updated, so follow-ups never slip through the cracks. No manual logging. No stale pipeline data. See for yourself at dealroom.net/pipelineai ____________________ Episode Chapters [00:00] Introduction [05:48] Jörgen's path: analyst, McKinsey, and the Bergman & Beving spinout [07:00] Coming back as CEO in 2006 and rebuilding from scratch [09:21] Buy and hold, forever: how the model actually works [11:21] What makes a company worth buying (and what kills it) [12:28] A real deal: helicopter deck safety systems [13:52] Who sells to Lagercrantz, and why [15:44] The only two things Lagercrantz adds: energy and structure [20:17] Finding companies that are not for sale [22:36] When the banker shows up: getting exclusivity early [23:55] Holding the line at 4-8x EBITDA when PE bids 11x [25:09] The legacy preservation pitch that wins without matching price [33:38] Earnouts that keep founders motivated for three years [36:17] Running 85 companies with 22 people at HQ [36:46] The only three functions Lagercrantz centralizes [37:57] The annual MD conference and the peer network behind it [40:13] 8 to 12 deals a year, one a month
Enterprise sales breaks down when teams confuse activity with progress, champions with coaches, or product interest with business urgency. Stuart Gwynn, a top-performing enterprise seller at MongoDB, joins John Kaplan and John McMahon to unpack what separates disciplined enterprise execution from deal chasing. Drawing from his path from SDR at Pure Storage to closing the largest deal in MongoDB history, Stuart explains why discovery is the foundation of value-based selling, how to test whether a champion will actually sell internally, and why large deals require multiple stakeholders, rigorous qualification, and a team operating around a shared account vision. He also shares how elite individual contributors lead without formal management titles, where AI is already changing buyer expectations, and why process only works when it is paired with judgment. Stuart Gwynn is an enterprise sales leader at MongoDB who has exceeded goal every year since joining the company in 2019. Before MongoDB, he spent seven years at Pure Storage, rising from SDR to named account rep and finishing as one of the company's top performers before moving into strategic enterprise selling. Connect with Stuart: LinkedIn Episodes mentioned: The Discipline Behind Scaling from PLG to Enterprise with Sahir Azam Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor Key takeaways from this episode: 00:00 – What it really takes to combine a rigorous value framework with the human judgment required to scale enterprise selling. 02:42 – Why discovery becomes the moment where real pain, executive relevance, and budget-worthy outcomes either surface or disappear. 07:59 – What leaders often overlook about the trust required before customers will quantify the true cost of a problem. 11:28 – Why champion identification quietly determines whether a deal has internal momentum or only surface-level support. 21:35 – The mistake many sellers make when pipeline pressure pushes them toward activity instead of disciplined qualification. 18:50 – A look inside the preparation habits that help enterprise teams align before high-stakes customer conversations. 56:25 – Why many leaders get top-talent management wrong by applying the same operating rhythm to every rep. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management
Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction. Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Key takeaways from this episode: 03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance 33:30 – What it really takes to build an outbound channel competitors can't easily replicate 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management
AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups. Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts. Connect with Alex: LinkedIn Resources mentioned: "The Power of Myth" by Joseph Campbell "AI Superpowers" by Kai-Fu Lee “Leonardo da Vinci” by Walter Isaacson "No Country for Old Men" by Cormac McCarthy "The Road" by Cormac McCarthy “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni Key takeaways from this episode: 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management
Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations. John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner's perspective on applying enterprise sales discipline to startup growth. Connect with John: LinkedIn Pinned Golf Website Resources mentioned: Pin Golf's Caddie GPS Tablet Catch the full conversation, here: Pinned Golf: Making the Shift from Sales to Entrepreneurship Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management
What happens when your desk gets quieter—but you're still busy every day? In this FDE+ episode, Kortney Harmon brings a session from the recent virtual conference to the podcast—part of a series turning real, no-fluff conversations into standalone insights—featuring Benjamin Mena on “revenue drift.”Benjamin shares how distractions—AI tools, content, and constant activity—pull focus away from the fundamentals that actually drive revenue. He explains why pipeline slowdowns start months earlier, how inconsistent business development creates feast-or-famine cycles, and why top billers win by protecting simple, repeatable habits over chasing complexity.Key Takeaways • Why revenue doesn't collapse—it drifts • The 60–90 day lag between activity and results • How inconsistent BD creates unstable pipelines • Why strategy without execution accelerates decline • The habits that keep recruiters in the top tier_____________________________Connect with Benjamin Mena Follow on LinkedIn: LinkedIn | Benjamin Mena Select Source Solutions: here The Elite Recruiter Podcast Instagram: https://www.instagram.com/theeliterecruiter/Explore more from Benjamin: This Is Your Year Summit: https://this-is-your-year-recruiter-summit.heysummit.com Elite Recruiter Community: check it out here Podcast on Spotify: check it out hereConnect with Crelate Follow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/ Want to learn more about Crelate? Book a demo here Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience
Dan Caruso, Managing Director, Caruso Ventures; Founding CEO of Zayo Group Dan Caruso built Zayo from a startup into an $8.5B bandwidth infrastructure platform through 45 acquisitions. In Part 1, he walks through the full buyer-led playbook — how the thesis was built on a contrarian bet that everyone else got wrong, how proprietary deals were sourced through early relationship-building, and why fast integration wasn't a reputation problem — it was a competitive advantage. He also breaks down the metric trap most roll-up operators fall into: mistaking EBITDA growth for true value creation. If your board is tracking acquisitions individually or your deal structure is loaded with earnouts, this conversation will challenge how you're running the program. What you'll learn: How to identify and build a contrarian acquisition thesis with investor alignment Why proprietary deal flow is a brand and relationship problem, not a sourcing problem How Zayo executed an unsolicited, fully funded offer on a larger public company — and won Why tracking individual acquisitions kills synergies in a roll-up When earnouts hurt more than they help — and what to use instead How clean, all-cash offers win on certainty, not price Dan's approach to thesis validation, investor alignment, and platform value creation is documented in the Roll-Up Readiness Assessment inside the Intelligence Hub, a stage-gated guide built directly from this conversation. Access inside the Intelligence Hub — → Access inside the M&A Science Hub — members only. This episode of M&A Science is presented by DealRoom. DealRoom just automated Pipeline Management with AI so you can spend less time updating deals, and more time working them. Automatically push deal context from Outlook to DealRoom Pipeline and use AI to keep deal target data and tasks updated, so follow-ups never slip through the cracks. No manual logging. No stale pipeline data. See for yourself: https://hubs.ly/Q045fXp50 ____________________ Episode Chapters [00:02:00] Introduction: Dan Caruso and the Zayo Story [00:03:51] Background: From Ma Bell to MFS to Level Three [00:08:58] Lessons from WorldCom: What Fake Value Creation Looks Like [00:10:35] What First-Time Acquirers Get Wrong [00:12:39] Building the Zayo Thesis: Fiber Orphans and Accidental Owners [00:17:20] Raising Capital When You Have a Track Record [00:23:50] What Must Be True for the Thesis to Work [00:26:54] Why EBITDA Doesn't Measure Value Creation [00:29:15] The Danger of Tracking Acquisitions Individually [00:31:17] What Actually Drove Zayo's Success [00:36:10] Convincing Sellers: Proprietary Sourcing and Relationship Strategy [00:45:30] The Above Net Acquisition: Unsolicited, Fully Funded, at a Conference [00:51:02] Negotiation Tactics: Unpredictability, Silence, and Team Play [01:02:16] Deal Structure: Why Zayo Avoided Earnouts [01:03:56] Clean Cash Offers and Certainty of Close
In today's conversation, former Chief Revenue Officer and private equity operating partner Bob Ranaldi shares why great revenue leaders focus less on static metrics and more on the trends behind them. In this segment, Bob explains why looking at a single month of pipeline or bookings can be misleading, and why CROs and CEOs need to study the progression of key metrics over time. He also breaks down how leading indicators like discovery meetings, pipeline growth, and conversion rates help leaders make better decisions before problems show up in the number. If you're a CRO, founder, or sales leader responsible for forecasting and revenue planning, this segment highlights why data trends, not snapshots, should guide your decisions. Bob Ranaldi is a former Chief Revenue Officer and current operating partner in private equity, where he works with portfolio companies to improve sales performance, leadership alignment, and revenue growth. He brings experience as both an operator and investor, giving him a unique perspective on what boards and CEOs expect from revenue leaders. Connect with Bob: LinkedIn Resources mentioned: The Qualified Sales Leader by John McMahon Get the Force Management framework for building predictable revenue and aligning leadership teams around the metrics that matter: The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management
ales leadership and sales pipeline management determine whether B2B teams create real revenue growth - or simply stay busy. In this episode of the B2B Sales Trends Podcast, Andreas Hammer shares why many sales organizations work harder than ever yet still struggle to deliver consistent results. Host Harry sits down with Andreas Hammer, SVP Global Sales at YAGEO Group, to explore how modern sales leaders turn strategy into execution. From customer prioritization and pipeline discipline to leadership mindset shifts, Andreas explains how focused sales management drives long-term growth. This conversation unpacks the leadership decisions that shape high-performing B2B sales teams- and why the most effective leaders stop measuring activity and start managing impact.
Die globale Logistikbranche hat in den letzten Jahren Extreme erlebt: Von der pandemiebedingten Überhitzung und explodierenden Frachtraten bis hin zur geopolitischen Volatilität und der anschließenden Normalisierung. In diesem komplexen Umfeld ist M&A weit mehr als ein reines Transaktionsgeschäft – es ist ein zentrales Instrument zur Portfoliotransformation und zur Sicherung der langfristigen Wettbewerbsfähigkeit eines Weltmarktführers. Mein Gast ist Katharina Schaffhauser, Global Head of M&A bei Kuehne+Nagel. Wir sprechen über ihren Weg von der Transaktionsberatung über Private Equity bis an die Spitze der M&A-Agenda eines Logistik-Giganten mit 25 Milliarden Euro Umsatz. Katharina erklärt, wie die strategische Roadmap „Vision 2030“ die globalen Zukäufe steuert und wie man ein M&A-Team führt, das weltweit die Transformation der Handelswege vorantreibt. Wir beleuchten in dieser Episode:ihren Karriereweg von PwC zu Kuehne+Nagel,Aufbau und Führung eines globalen M&A-Teams,M&A als Werkzeug für die Portfolio-Transformation,Zukunftstrends wie autonomes Fahren und die digitale Reife,Herausforderungen bei inhabergeführten Nachfolgeregelungen,und vieles mehr... Viel Spaß beim Hören!***Timestamps:(00:00:00) Intro(00:01:12) Begrüßung und gemeinsame Vergangenheit bei PwC (00:02:51) Lernkurve in der Transaktionsberatung bei den Big Four (00:04:20) Wechsel von Transaction Services in den Private Equity Bereich (00:08:13) Erfahrungen als Investment Director bei Capvis (00:09:37) Persönliche Weiterentwicklung und Strategiefokus (00:11:21) Einstieg bei Kühne + Nagel und Aufbau der Strategie (00:12:46) M&A-Agenda und die Roadmap Vision 2030 (00:14:24) Vorstellung Kühne + Nagel: 135 Jahre Logistik-Historie (00:16:54) Bedeutung der breiten Diversifikation für die Stabilität (00:17:47) Globales M&A-Team: Aufbau und weltweite Aufstellung (00:19:58) Bolt-on-Strategie und Fokus auf Spezialsegmente (00:21:06) Deal-Sourcing und Marktkenntnis als Wettbewerbsvorteil (00:24:30) Rolle der Business Units als Sponsoren für M&A-Targets (00:25:48) Pipeline-Management und Katharinas globaler M&A-Alltag (00:27:50) Relevanz von Dealgrößen und Enterprise Value (00:29:21) Integration inhabergeführter Unternehmen in einen Konzern (00:32:37) Marktausblick: Aktuelle Lage der globalen Logistikbranche (00:35:48) Technologische Trends: Autonomes Fahren auf der Straße (00:46:42) Nachhaltigkeit und ESG als Treiber der Konzernstrategie***Alle Links zur Folge:Kai Hesselmann auf LinkedIn: https://www.linkedin.com/in/kai-hesselmann-dealcircle/CLOSE THE DEAL auf LinkedIn: https://www.linkedin.com/company/closethedeal-podcastKatharina Schaffhauser auf LinkedIn: https://www.linkedin.com/in/katharina-schaffhauser-32758137/Kuehne+Nagel auf LinkedIn: https://www.linkedin.com/company/kuehne-nagel/Website CLOSE THE DEAL: https://dealcircle.com/ClosetheDeal/***AMBER und DUB.de sind die Plattformen für sichere Unternehmensnachfolgen. Schaut vorbei, wenn ihr euer Unternehmen schnell, sicher und kostenfrei zum Verkauf inserieren wollt oder als Käufer auf der Suche nach passenden Deals seid:www.amber.dealswww.dub.de***Du bist M&A-Berater im Small- oder Midcap-Segment und suchst einen Überblick über alle relevanten Deals? Jetzt schnell den
What if growth in 2026 isn't about doing more — but choosing better? In this keynote from Benjamin Mena's Elite Recruiter Sales & BD Summit, Kortney Harmon reframes what winning looks like in today's staffing market.In this episode, you'll hear insights from Kortney Harmon's keynote at Ben Mena's Sales and BD Summit, where she explores why narrowing focus, redesigning revenue strategy, and protecting the right relationships are critical in today's staffing market. As sales cycles lengthen and effort becomes more expensive, Kortney breaks down how intentional account selection, system alignment, and leadership judgment can eliminate wasted activity and margin erosion. From confronting burnout and revenue concentration to building repeatable processes that reduce reliance on heroics, she shares practical frameworks to help firms move from reactive selling to relationship-driven growthWhether you're an agency leader, full-desk producer, or building the next phase of your firm's growth, this episode challenges you to rethink where your effort is going — and whether it's truly compounding.____________Follow Benjamin Mena LinkedIn: LinkedIn: BenjaminBenjamin Mena with Select Source Solutions: hereThe Elite Recruiter Podcast Instagram: https://www.instagram.com/theeliterecruiter/Follow Crelate on LinkedIn: CrelateWant to learn more about Crelate? Book a demo hereSubscribe to our newsletter: The Full Desk Experience
Astronomer's Steven Hillion reveals how OpenAI, Anthropic, Uber, and Lyft use Apache Airflow to orchestrate AI and machine learning pipelines at scale on AWS.Topics Include:Steven Hillion leads data and AI at AstronomerApache Airflow surpassed Spark and Kafka in community metricsAstronomer coordinates data flow like conductor orchestrating instrumental platformsOrganizations with data engineering teams use Airflow at scaleCustomers already used Airflow for ML before official promotionUber and Lyft orchestrate pricing models using AirflowAstronomer runs on AWS with close integration partnershipsOpenAI Anthropic and GitHub Copilot use Airflow for operationsInternal data team uses Airflow creating feedback loopsEvolved from constrained AI reports to agentic workflowsPlatform monitors generative AI output quality at user interactionsMetadata and context increasingly critical for AI applicationsLearn more at Astronomer's Data FlowCast podcastParticipants:Steven Hillion – SVP, Data and AI, AstronomerSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon.com/isv/
Send us a textEver notice how the same habits that stabilize recovery also stabilize your pipeline? We dig into the leadership mindset that sits beneath selling, sobriety, and self-mastery, and why the strongest credibility comes from consistency, not a job title. From the first minute, we challenge the blame game and replace it with ownership—controlling the process in sales and our actions in life—so results stop being random and start being repeatable.We unpack emotional sobriety as a competitive edge: the ability to stay calm when deals wobble, to pause instead of panic, and to meet objections with curiosity. That shift turns pressure into empathy and fear into trust. Along the way, we show how feedback and humility create an ongoing growth loop. Coachability beats charisma, and pride isolates; the people who keep winning ask what could I have done better even when they win, then translate that insight into the next call, the next meeting, the next day sober.You'll hear practical standards you can apply right now: prepare before you perform, track your reps, and model the behavior you want from your team. We talk about moving from achievement to contribution—service in recovery and value in sales—and how alignment with your values attracts the right clients, mentors, and opportunities. Titles don't lead; predictable integrity does. When you lead yourself first, you build a life and a business that others can trust.If this resonated, share it with someone who needs a reset. Subscribe for new episodes every Friday at 4 a.m., and leave a review so more people can find the show. What's the one habit you'll change today to lead yourself better? Support the show https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1 https://www.linkedin.com/in/coreysalescoach/
Automation and cheap data turned outbound into spam and Google's new rules are shutting the door on mass email. AI only made the noise louder. In this episode we break down how the predictable-revenue model collapsed, why reply rates keep falling, and why phone calls and research-driven outreach are proving more effective. JB Daguené, founder and CEO of Evergrowth, explains how his team uses AI digital colleagues to help sales teams start real conversations instead of just firing off sequences. (00:00) - Introduction (01:05) - JB's Journey with Trustpilot (04:04) - The Early Days of E-commerce and Customer-Centric Sales (14:37) - The Impact of Predictable Revenue (17:47) - The Rise of SDRs and Data Challenges (18:53) - How did we get here? (21:57) - Automation, AI and Pipeline Management (24:40) - The SDR Playbook (26:57) - Challenges with Tools and Silos (29:17) - Google's Crackdown on Email Spam (33:04) - The Resurgence of Phone Calls (35:48) - Evergrowth's AI Tool (37:58) - Understanding Agentic Workflows (45:47) - Avoiding AI Hallucinations (53:55) - Wrapping up (55:51) - Next Week: Chris Walker on Frequency
Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:
Jakob Freund, Gründer von Camunda, spricht über vorhersagbares Wachstum im Enterprise-Bereich. Er teilt, wie sie von 10 auf 100 Millionen ARR gewachsen sind, warum Pipeline-Management entscheidend ist und wie man realistische Ambitionen entwickelt. Was du lernst: Wie du realistisch große Ziele setzt Die richtige Balance zwischen Ambition und Execution Warum Pipeline-Management entscheidend ist Den Weg von Inbound zu Enterprise Sales ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery Mehr zu Jakob: LinkedIn: https://www.linkedin.com/in/jakob-freund-camunda/ Camunda: https://camunda.com/ Hier findest du Co-Host Florian: LinkedIn: https://www.linkedin.com/in/florian-dostert/ Syntinels: https://www.syntinels.com/ Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:https://www.tactics.unicornbakery.de/
In this live training sales expert Jeff Goldberg will share his thoughts on managing your pipeline and will take any questions during Ask Jeff Anything!Find out more about Jeff:https://jgsalespro.com/Connect with Jeff on LinkedIn:https://www.linkedin.com/in/jeffgoldbergsalescoach/
In this episode of Revenue Insights, host Guy Rubin speaks with Kyle Morden, VP of Sales at HiHello, Inc., about how AI and data-driven strategies are transforming modern sales. Kyle shares why 44% of sales contacts never make it to CRM—and what that means for pipeline accuracy and team efficiency. They explore how sales leaders can strike the right balance between automation and authentic human connection to drive long-term customer relationships.
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 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."
Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
Send us a textIn this action-packed episode, Joey Pinz sits down with Dan Gribble, an expert in MSP sales and cybersecurity, to explore how businesses can accelerate growth and stay ahead of cyber threats. Dan shares his experience in coaching basketball and how discipline, strategy, and execution apply both on the court and in business.
The Healthtech Marketing Podcast presented by HIMSS and healthlaunchpad
We do something slightly different for this episode of The HealthTech Marketing Show. Colin Hung from Swaay Health takes over as the interviewer to discuss the evolving dynamics of pipeline management in healthcare marketing with Mark Erwich, Chief Strategy Officer at Health Launchpad, and me, Adam Turinas. We discuss how traditional B2B marketing methods are losing effectiveness and why a shift toward account-based thinking and personalized engagement is critical. We also talk about the need for taking a balanced approach to marketing. Throughout the interview, we speak on identifying and nurturing buying signals, building effective marketing-sales alignment, leveraging customer networks, and adopting Account-Based Marketing (ABM) strategies tailored for healthcare. Mark and I also give some actionable advice on starting small with ABM and focusing on thought leadership to establish trust and credibility. Key Topics and Timestamps: [4:24] Challenges in Pipeline Management [9:04] Account-Based Thinking [11:44] Effective Pipeline Strategies [17:05] Importance of a Balanced Approach and Brand Awareness [18:07] What Companies Should Stop Doing [23:10] Examples of Companies Doing it Right [25:03] The Role of Thought Leadership and Customer Advocacy [27:34] Tips for Getting Started If you found this episode useful please forward it to some of your colleagues who could also get value from it. Check out our blog article, where we go into more depth on this topic. Subscribe to The HealthTech Marketing Show or watch us on YouTube for more insights into marketing, AI, ABM, buyer journeys, and beyond!
Why Your Time-Blocking Attempts Fail and How to Make It Work Sales Coach Dan Rochon from No Broke Months for Salespeople discusses one of the most effective productivity hacks for sales professionals: time blocking. What happens when time blocking doesn't seem to work for you? Dan tackles the common pitfalls many salespeople face when sticking to their schedules. Catch the latest episode of No Broke Months for Salespeople to learn how this simple yet powerful technique can help you reclaim control over your day. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop
The Recipe You Need for No Broke Months Sales Coach Dan Rochon from No Broke Months for Salespeople reveals the ultimate recipe for consistent success. Dan shares personal insights and lessons learned from two decades of winning in the sales industry. In the latest episode of No Broke Months for Salespeople, craft a sustainable strategy that keeps your pipeline full and your commissions rolling in. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop
A Common Sales Mistake You Can't Afford to Overlook Sales Coach Dan Rochon from No Broke Months for Salespeople dives deep into why failing to follow up is a costly error you can't afford to make. Dan explains how, too often, sales professionals get caught up in chasing new prospects, forgetting that the real gold lies in consistent, meaningful follow-ups. Don't let potential sales slip through the cracks in the latest episode of No Broke Months for Salespeople. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop
In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.Chapters00:00 Introduction to Building Great Sales Teams00:38 Understanding the Sales Cycle02:07 Developing Referral Partners03:16 Optimizing Your Sales Process04:21 The One Call Close Strategy07:11 Capitalizing on Timing10:26 Creating a Scalable Prospecting Module15:23 Conclusion and Real-Time Application Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!
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
In this episode of the Win Rate Podcast, Andy is joined by two sales experts, Philip Lacor, CRO at Personio and St John Craner, Managing Director at Agrarian Rural Marketing. They look at the different aspects and importance of trust, consultative selling, and balancing AI with emotional intelligence. They dig into sales efficiency, achieving quality discovery, the critical role of sales leadership, and empowering sales teams through genuine interactions and ethical guidelines.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
This week our host Brandi Starr is joined by MJ Smith, CMO of Colab. Meet MJ Smith, a dynamic leader with a robust background in the industrial and software sectors. From her key roles at Refine Labs and FTSE 100 Halma to leading marketing at Colab, MJ brings a wealth of experience and strategic insights. In this episode of Revenue Rehab, Brandi and MJ dive into the pivotal role of marketing leadership in owning the entire pipeline number, a function traditionally dominated by sales. They explore how marketers can effectively manage and optimize pipeline generation, focusing on executing known strategies with excellence and maintaining innovation. Join Brandi and MJ as they unravel actionable strategies, emphasizing quality over quantity, to drive exceptional results and foster a culture of internal competition and creativity. Bullet Points of Key Topics + Chapter Markers: Topic #1 Owning the Entire Pipeline Number as a CMO [08:45] MJ Smith discusses the benefits of marketing leadership taking ownership of sales development to streamline processes and avoid inter-department conflicts. "When marketing owns the entire pipeline, you treat SDRs as a channel to distribute your messaging, ensuring resources are invested more efficiently," MJ shares. "It prevents a lot of the 'sales vs. marketing' battles over who's responsible for revenue." Topic #2 The Importance of Personalization in BDR Outreach [16:22] MJ emphasizes the necessity of personalized interactions over mass-produced messages for Business Development Representatives (BDRs). "It's about crafting meaningful connections rather than pushing out scripted automation. Personalized touchpoints can significantly enhance the effectiveness of your outreach," she asserts, highlighting how tailored communication can drive better results. Topic #3 Mastering One Channel Before Moving to Another [29:54] In discussing growth strategies, MJ advises focusing on perfecting one marketing channel at a time. "Conferences, despite their high costs, were part of our initial strategy because they allowed for rich, face-to-face interactions that translated into valuable leads," she explains. "Our idea was to execute top-tier strategies rather than chasing every new trend. It's about quality over quantity, making each channel work exceptionally well before expanding further. So, What's the One Thing You Can Do Today? MJ's ‘One Thing' is to launch a use case campaign to drive targeted growth. "Start by collecting customer interaction data, such as calls, to identify recurring needs and frustrations. Analyze this data to uncover patterns and insights, and then use these findings to create specific marketing assets like ads or landing pages. This targeted approach allows you to demonstrate your capability in addressing both strategic messaging and tactical execution. By focusing on this task, you can achieve meaningful results within a two to three-week cycle.” Buzzword Banishment: Buzzword Banishment: MJ's Buzzword to Banish is "headcount." MJ dislikes this term because she believes it dehumanizes roles that are filled by real people. She emphasizes that referring to team members merely as numbers undermines their value and contributions, reducing them to mere headcounts rather than recognizing them as individuals with unique skills and importance. Links: Get in touch on: LinkedIn Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live
You're not dreaming. You've made it to our third episode featuring Saima and Adam imparting their wisdom, sans-guest. And if you thought this third installment couldn't top the last, think again. We're diving into ABX and ABM measurement—the essential metrics that can help marketers gauge the success of their campaigns. From leading indicators like reach and engagement to lagging indicators like pipeline and revenue, we explain why you need to monitor those metrics closely. Learn how to manage your pipeline within your CRM and how to improve outreach using AI.In this episode, you'll learn:How to effectively quantify and engage your Ideal Customer Profile (ICP) Why a single dashboard is all you need for all your ABX metricsThe importance of measuring both leading and lagging indicators to evaluate your ABM strategyJump into the conversation:(00:00)Welcome to Revenue Makers(02:32) Are you reaching and engaging with your ICP?(09:34) Measuring the effectiveness of advertising(11:34) Handing off MQLs to the sales team(15:01) Personalize your outreach using AI and intent data(16:59) Volume, conversion rate, velocity, deal size(22:30) Flag ABM accounts in your CRM Resources:Segment Performance Reporting: https://6sense.com/6sense-for-6sense/segment-performance-reporting/Unified Dashboards for Pipeline Management: https://6sense.com/blog/the-game-plan-for-success-unified-dashboards-for-pipeline-management/SFDC Dashboard at the 30-minute mark of this webinar: https://6sense.com/resources/webinars/Ideas-are-easy-execution-is-everything-webinarCMO Reporting on leading indicators: https://6sense.com/6sense-for-6sense/cmo-reporting/
One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel.Shifting Focus: From Internal Metrics to Customer ExperienceTraditionally, sales leadership has often been about hitting targets, managing internal metrics, and ensuring the sales funnel is full. However, the modern approach demands a pivot. The primary role of sales leaders today is to ensure that salespeople are equipped to provide an exceptional customer experience. This customer-centric focus is not just about closing deals; it's about making it easier to be your customer and harder to be your competitor.“Sales leaders need to ask every day, what are we doing to make it easier to be our customer? That means we're providing a great customer experience from hello to 'I'm your loyal customer,'” says Alice Heiman.Empowering Sales Teams: The Role of LeadershipSales leaders are the backbone of the sales team. They are not only responsible for managing their teams but also for inspiring, coaching, and developing them. The challenge lies in balancing the day-to-day management tasks with the need to spend quality time coaching and strategizing with their sellers. The reality is that sales leaders should be spending 80% of their time coaching salespeople to close business effectively.This involves a variety of activities:Strategic Account Management: Sales leaders must be deeply involved in developing account strategies, ensuring the right resources are allocated, and that senior leadership is engaged when needed.Continuous Development: Sales leaders must assess the strengths and weaknesses of their team members and create development plans that include ongoing learning. This could involve reading industry-specific literature, attending webinars, or even engaging in peer learning.Effective Deal Coaching: With many deals stalling or ending in no decision, sales leaders need to provide thorough deal coaching, helping salespeople map out strategies, understand customer pain points, and navigate the complexities of the sales process.Managing the Managers: Who Coaches the Sales Leaders?One of the critical, yet often overlooked, aspects of a sales leader's role is their own development. Who is coaching the coaches? CEOs must ensure that their sales leaders are receiving the guidance and development they need to continue growing. This could mean bringing in external coaches, providing access to leadership training, or fostering a culture of continuous learning within the organization.Final Thoughts: A Call to Action for CEOsIf you're a CEO wondering whether your sales leaders are equipped to lead a peak-performing team, it might be time to reassess. Shadow your sales leaders, understand their daily activities, and ensure that they are not bogged down by non-essential tasks that detract from their ability to coach and lead their teams. By focusing on the development of your sales leaders, you're not only improving their performance but also driving the overall success of your sales team and, ultimately, your company.If you want to discuss improving sales leadership in your organization, feel free to reach out. I'm always happy to chat and offer insights tailored to your needs.“The job of a sales leader, all of them, no matter what their title, is to ensure that salespeople can do their job and that customers have a great experience.”Episode DetailsChapters00:02 Introduction and Setting the Scene01:43 Role of Sales Leaders and Customer Experience05:18 Communicating Needs to Leadership and Building Foundations08:02 Daily Activities of Sales Managers11:03 Strategic Planning and Senior Leadership Involvement13:50 Ongoing Development and Deal Coaching15:18 Pipeline Management and Effective Reviews18:02 Development and Coaching for Sales Leaders20:18 Conclusion and Call to ActionSocial Links Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/
With BOOST CRM & Business Suite, you can improve cross-team workflow between sales and marketing, create content more easily, and easily optimize conversions as a service provider. Find out more at https://vitazadigital.com/ VITAZA Digital City: Fort Lauderdale Address: 401 East Las Olas Boulevard Website: https://vitazadigital.com/ Phone: +1-954-228-3053 Email: info@vitazadigital.com
In this conversation, David Paul interviews Jon Corrin, the co-founder of Xilo, a vertical SaaS company in the insurance industry. They discuss topics such as pipeline management, the evolution of the insurance industry, Xilo's value proposition, and their market segmentation. Jon shares insights on the importance of product development, the role of instinct in decision-making, and the significance of a strong onboarding process. He also talks about the fundraising journey and the qualities he looks for in investors. The conversation concludes with a discussion on the best business advice Jon has received and his favorite book, 'The 33 Strategies of War' by Robert Greene. You can watch/listen to the podcast on YouTube, Spotify, and Apple.TakeawaysPipeline management is crucial in the insurance industry, and Xilo has focused on automating processes and improving operational metrics to increase pipeline.Xilo's value proposition lies in providing a great customer experience on the form submission side and automating workflows into legacy back-office software.Jon emphasizes the importance of listening to customers and using instinct and gut feelings to make decisions as a founder.A strong onboarding process is essential for customer success, and Xilo provides one-on-one onboardings for each user to ensure a smooth experience.When seeking investors, Jon looks for those who can provide access to capital, talent, and customers.Jon recommends 'The 33 Strategies of War' by Robert Greene as a compelling book that combines history and business advice.Sound Bites"It's 6X what it was in Q4. So we're doing well.""You know, there are so many facets to that because I didn't come from the insurance industry.""I'm definitely the type of person that can create a funnel, handle all the operational metrics."Chapters00:00 Introduction and Podcast Room Banter02:10 Pipeline Management and Xilo's Growth06:41 Xilo's Value Proposition and Automation in the Insurance Industry10:46 Xilo's Target Market and Growth Potential15:33 Fundraising and Investor Criteria23:48 Creating a Strong Onboarding Process26:05 Book Recommendation: 'The 33 Strategies of War'
This episode of the Revenue Builders Podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset. Gleason shares his SEAL experiences and insights from his book "Embrace the Suck," underscoring the significance of persistence, purpose, and passion in overcoming adversity. Both interviews delve into how SEAL training philosophies on embracing challenges, dynamic subordination, and the mental aspect of enduring hardships can be applied to business leadership and personal growth, promoting a narrative of continuous learning and team cohesion.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:47] Memorial Day Special: Lessons from Veterans[00:01:07] Mike Hayes: Leadership Lessons from a Navy SEAL[00:02:15] Embracing Challenges and the Concept of 'Never Enough'[00:10:35] The SEAL Mindset: Team, Teammate, Self[00:14:59] Dynamic Subordination and Leadership in SEALs and Business[00:18:51] Brent Gleason: Embracing the Suck for Extraordinary Life[00:20:44] The SEAL Training Experience and Building Resilience[00:24:08] Channeling Pain and Persistence for SuccessADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPLearn more about Mike Hayes.https://www.thisismikehayes.comLearn more about Brent Gleeson.http://www.brentgleesonspeaker.com/index.htmlHIGHLIGHT QUOTES"You're only excellent if you know you're never excellent enough" - Mike: [00:03:52] “Whatever ways we define 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”"Brent on having a passion for what you're trying to accomplish": [00:28:24] “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.”
In this episode, John McMahon and John Kaplan feature guest Sean Burke, a seven-time CXO.From 1990 to 1994, Sean was a salesperson and loved every minute of it (he broke records, built amazing client relationships, and put hundreds of thousands of miles on his Honda Accord).From 1994 to 2018, Sean co-founded and helped grow nine early-stage companies. Seven of these nine companies successfully exited for over $600M.During these years, Sean learned about mergers & acquisitions, product-market fit, managing cash flow, evangelical sales, raising funds, making & losing millions, how to creatively accomplish much with very little $, and much more.The discussion includes key sales lessons from Mark Cuban, emphasizing the importance of trust and helping in sales, and strategies for creating trust with clients. The hosts also delve into the intricacies of forecasting, deal qualification, and managing sales cycles, with a focus on understanding customer needs and aligning sales strategies accordingly. The conversation provides actionable advice for sales leaders on improving sales performance, structuring deals, and leveraging data for better forecasting and pipeline management.Tune in and learn more about this episode of The Revenue Builders Podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:51] Sales Insights from Mark Cuban's Masterclass[00:03:32] Building Trust and Understanding in Sales[00:08:18] The Art of Preparation and Asking the Right Questions[00:11:55] Navigating the Procurement Process: Insights and Strategies[00:15:44] Simplifying Business Success: Lessons from Purdue University[00:20:36] Identifying and Targeting the Ideal Customer Profile (ICP)[00:24:17] Strategic Sales Expansion and Resource Allocation[00:31:56] Navigating the Challenges of Meeting Sales Targets[00:32:42] Strategies for Setting Realistic Sales Goals[00:34:52] Building a Culture of Accountability and Trust in Sales[00:35:41] The Importance of Ownership and Data in Revenue Operations[00:42:39] Forecasting and the Art of Accurate Sales Predictions[00:42:44] Understanding and Managing Deal Pushes in Sales[00:50:33] Optimizing Sales Operations and Pipeline Management[01:02:43] Concluding Thoughts on Sales Success and LeadershipADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyPConnect and learn more about Sean Burke.https://www.linkedin.com/in/seanhburke/HIGHLIGHT QUOTES[00:02:36] “They have to trust the seller first, the company second, and then the product solution, et cetera, after that.”[00:10:28] “We would put together a team and we would have the personas that we're selling to be represented by the same personas within our team and role play those out.”[00:59:23] “So it's all this rhythm of the business that you got to be really aware of as a CRO because you can start a year and end a year dead Or you could start a year and end of the year on the path to success”
Morgan from Kellam Mechanical in Virginia shares his approach to taking care of his customers, which keeps him always booked for months out. Learn more about SBE at sbeodyssey.com Connect with us on social media: Instagram | Facebook
In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more! Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps: 0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights: Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more! Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps: 0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights: Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals. Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more! Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals! Timestamps: 0:00:16 Managing a sales pipeline with a focus on meeting scheduling. 0:02:12 Sales pipeline management and accuracy. 0:06:29 Sales pipeline management and proposal strategies. 0:12:22 Sales strategies and asking crucial questions. 0:18:02 Sales techniques and pipeline management. 0:22:44 Sales pipeline management techniques. 0:27:40 Success definition and Sandler concepts with a business owner. Key highlights: Only put opportunities in your pipeline once you have a scheduled meeting with the prospect. Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time. Use the "five lenses of pipeline management" to assess each deal. Be honest with yourself about your deals. Don't be afraid to call back prospects. Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention. Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================
Dive into the nuanced world of sales on the latest ClearTalk podcast episode, where we demystify the differences between opportunity management and sales forecasting. With expert Chris Peterson, Founder and CEO of Vector Firm, we challenge the idea that sales is either an art or a science and explore how the best sales teams blend structured processes with strategic agility. Uncover the essentials of an accurate forecast report, the dynamics of sales probability, and the execution of best practices for consistent sales success. For businesses seeking to refine their sales approach and navigate the complexities of implementation. Tune in to equip your team with the insights needed to not just understand, but master the sales process.
This episode features an interview with Jamie Anderson, Chief Revenue Officer of Emburse. Emburse is the global leader in spend optimization, with expense, travel management, and payments solutions. Jamie believes that revenue operations have been around for a long time, but we haven't always called it “RevOps.” He describes how investing in your RevOps team will result in a great ROI, and how to focus on what really matters when building your bottom line.Guest Bio:As Chief Revenue Officer, Jamie is responsible for setting the strategy and executing on the revenue goals for Emburse. He has over 25 years of experience in the enterprise applications software industry serving in a variety of roles from product development, through marketing, to sales. Jamie has held key executive leadership roles at SAP, hybris, Marketo (Adobe), and most recently Xactly Corp, where he served as CRO. Jamie holds a BSc in Computer Information Systems from Glasgow Caledonian University.Guest Quote:“Revenue operations, I actually believe, have been around for a long time. We just haven't called it rev ops. Some places have just called it pipeline management, cadence. I often say incidentally that the measure of the health of a company is looking at the pipeline and measuring the unweighted four rolling quarter pipeline coverage, the current quarter plus one weighted pipeline coverage. It gives you a very, very strong indication of a company's health.” - Jamie AndersonTime Stamps:1:32 - How Jamie views RevOps13:22 - The importance of specialization15:23 - What makes a horrible client experience21:58 - Making leaders better25:47 - Why RevOps has a great ROI29:26 - The tool shed34:46 - Quick hitsSponsor:Rise of RevOps is brought to you by Qualified. Qualified's Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. Links:Connect with Jamie on LinkedInConnect with Ian Faison on LinkedinCheck out Emburse
Welcome back to The Win Rate podcast. Today Andy welcomes Tim Hughes, CEO of DLA ignite and author of Social Selling, and Eric Stine who is just coming off his roles of CRO and Chief Commercial Officer at Skillsoft. Eric, Tim, and Andy explore the importance of evaluating performance at different levels within organizations and the impact it has on overall success, how misclassifying leads affects sales pipelines, and the common practice of capturing leads early on without properly assessing their potential. They explore the repercussions of this, including the pressure to maintain an artificially high pipeline multiple and the struggle to differentiate between top performers and those who struggle to say no to low-quality leads.They also share valuable insights on the role played by first line managers, the challenges they face, and innovative ways to improve effectiveness. And within all the data, they reflect on why human connection is essential for closing deals and how it can still be easy to build a relationship in a short span of time even when face to face interaction isn't as common as it once was.Find Tim and Eric on LinkedInHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognismKey Quotes"If you have fairly good sales reps and they're well enabled, then they are performing that early stage discovery almost unconsciously."— Eric 00:21:410 0:21:52Pipeline Management: "I have plenty of sales reps that I wouldn't trade for anything in the world that have win rates of 35, 45%. But they have one bad behavior, which is they can't say no to a lead."— Eric 00:23:32 00:23:43Improving First Line Management: "And for me, the critical inflection point and where I spend a lot of time as a leader is on first line management, because I think a lot of success or failure happens based on what your first line managers do..."— Eric 00:25:240 0:25:35I was fortunate to work for people that I remember asked a boss once what's our pipeline or multiple should I have? And he says, whatever you need to hit your number. Okay, that's good advice. And for me that was yeah, I generally ran 1.5 throughout my career and I was selling big stuff, but that's what worked for me. And somebody else may need three, somebody else may need four. — Andy 00:28:320 0:29:27 "I think there has to be we still need to train sales leaders because we still have the situation where we take the best salespeople and make them leaders. And quite often they're not leaders and they have to learn how to deal with people."— Tim 00:30:530 0:31:07“We should have known earlier we didn't talk to the right person that we should have talked to, that would have just devastated us. It was a great lesson, right?"— Andy 00:36:060 0:36:13"Got one thing out of that meeting. I got money for manager enablement. Because manager enablement is like a hurricane or a wildfire. Nobody wants to pay for prevention, but once the storm hits, they'll pay for the cleanup."— Eric 00:41:330 0:41:45
In episode 289, Bradley and Erik: The Producer offer a preview of the 2023 Sales Fundamentals Workshop being held April 10-12, 2023 in Ft. Worth, Texas. They also discuss the importance of tracking your pipeline and answer the most common objections they hear from sales people who don't track their pipeline. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community. For more info: constructionleadershippodcast.com Follow us on Instagram: instagram.com/bradleyhartmannandco/ Subscribe to our YouTube Channel: Bradley Hartmann & Co. Capital One Trade Credit: capitalone.com/trade-credit
Jaimie Francis is vice president of policy and programs at the U.S. Chamber of Commerce Foundation's Center for Education and Workforce. This nonprofit affiliate of the U.S. Chamber of Commerce is dedicated to strengthening the nation's educational standards and the quality of its workforce. In this episode of the Leading Learning Podcast, co-host Celisa Steele talks with Jaimie about the U.S. Chamber of Commerce Foundation's Talent Pipeline Management initiative and its related TPM Academy and National Learning Network. They also discuss general challenges and opportunities in workforce development and ways learning businesses can foster effective collaboration with employers. Full show notes and a transcript are available at https://www.leadinglearning.com/episode313.
Incentive Compensation and Sales Performance Management - two key ingredients to scaling a successful B2B SaaS company. Is Intelligent Revenue the next key ingredient to growth?Chris Cabrera, founder, and CEO of Xactly, built a very successful company by helping companies to automate and optimize those two disciplines. The result was an Initial Public Offering (IPO) in 2015 and a $564M acquisition by Vista Equity in 2017...but Chris's and Xactly's story did not stop there and continues to evolve.Currently Xactly is evolving to provide an Intelligent Revenue Platform that enables companies to scale revenue predictably more effectively.Chris defines Intelligent Revenue as the combination of Revenue Planning, Incentive Compensation Management, Pipeline Management, and Revenue ForecastingRevenue Operations and Intelligence is an evolving category still yet to be defined. Why the world is waking up that "siloed" apps are not an efficient or effective way to optimize revenue performance. Moreover, to leverage real intelligence across the entire customer journey requires consistent data across every phase of the journey, and a fragmented revenue technology stack does not provide the core foundation required for Intelligent Revenue.Chris's experience suggests that designing an intelligent revenue plan and incentive compensation model will lead to more predictable and profitable revenue growth. Revenue Intelligence does not start with better forecasting; it begins with using the insights and signals from the past to design the right Go-To-Market structures and plans - ultimately leading to better and more intelligent forecasts.Ninety-seven percent of Xactly's customers opt-in to share their data in an anonymous and aggregated fashion to develop benchmarks enabling the entire Xactly customer community to leverage the shared intelligence to build better revenue plans and incentive compensation programs.Who most benefits from Intelligent Revenue? Revenue Operations, often the combination of Sales Ops, Marketing Ops, and Customer Success Ops, directly benefit by being able to develop better territory plans, design incentive compensation plans that drive the right behavior and now provide more intelligent insights into how current pipeline trends will result in more accurate revenue forecasts.An example that Chris shared was how Revenue Operations can use Intelligent Revenue to design a program to reduce the use of discounting in price negotiations. As an example, incentive compensation plans that pay different rates based upon the "discount" that a sales professional negotiates. One of the traditional barriers to paying this way is the challenge of paying different commission rates based upon discount rates which is a complex, multi-variate calculation challenge - but one that can significantly impact profitable revenue growth.If you are responsible for one of the most common challenges that every company leader faces - delivering profitable revenue growth and consistent revenue forecasts, this conversation with Chris is entertaining, enlightening, and makes for a great listen!
How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget toHow Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla rate and review the show on Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn & YouTube: Jim Padilla
How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to How Pipeline Management help you produce exponential growth, far more sales. Ins and outs of being strategic and having a quality system that will predictably lead you to increase conversions. Join our Build Your Event 3-day Bootcamp on April 27-29, 2022 learn the mechanics of building a profitable event in 3 days. https://events.gaintheedgenow.com/BYEB Join us in Premiere Partner on April 29, 2022 If you want to see more great content like this, make sure to subscribe and ring the bell so you will get notified whenever we post a new video. And don't forget to rate and review the show on Apple Podcasts and Spotify Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn: Jim Padilla rate and review the show on Apple Podcasts and Spotify. Join the Make More Sales Facebook group: FB: @moresaleswithgte | @makemoresales.podcast IG: @makemoresales.podcast | @gaintheedgenow LinkedIn: Jim Padilla
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