Recruiting And The Art Of The Interview With Frederik Maris Revenue Builders podcast

1:10:26

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential aspects of the B2B sales process, career development, and leadership. Jim shares valuable lessons from his extensive career, emphasizing the importance of understanding customer pain points, selling higher in the customer organization, and connecting solutions to concrete business metrics. Through insightful stories from his experience at companies like IBM, PTC, and beyond, Jim highlights how asking the right questions and staying curious can lead to substantial sales success. The conversation also delves into practical advice for young sellers and leaders, stressing the significance of structured training and continuous learning. Jim's anecdotes offer perspective on effectively driving urgency, building strong champions, and implementing impactful sales strategies. ADDITIONAL RESOURCES Learn more about Jim Drill : https://www.linkedin.com/in/jimdrill/ Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:09] Jim's Early Career at IBM [00:05:23] Learning the Sales Process [00:07:13] The Importance of Curiosity and Learning [00:15:34] Advice for Young Sellers [00:21:15] Understanding Business Metrics [00:30:08] High-Level Sales Strategies [00:38:08] Budget Constraints and Problem Solving [00:38:43] The M and W Approach to Organizational Navigation [00:39:12] Connecting Metrics to Urgency and Champions [00:40:12] The Importance of Metrics in Sales [00:41:09] Creating Emotional Connections in Sales [00:45:51] The Power of the Champion Letter [00:56:58] The Role of Sales Leadership [01:00:31] Common Mistakes in Startups HIGHLIGHT QUOTES "Knowledge builds confidence. Confidence turns into credibility. Credibility turns into enthusiasm. That turns into passion, and passion turns into persuasion. But the foundation is knowledge." "The urgency, lack of champions—if sellers are struggling, go back to your metrics. Where are you with your metrics?" "Consultative selling is not just about providing solutions, but deeply understanding the pain points and creating value." "You can either do this, separate yourself and set yourself up for the future, or you're going to end up working for someone that did it." "Fires are going to happen. My job is to make sure the whole forest doesn’t burn down."…

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Shifting Left in Sales Negotiations with Tim Caito 15:53

7 days ago15:53

15:53

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations. KEY TAKEAWAYS [00:01:07] Starting early in the sales process is crucial for successful negotiation. [00:02:09] Begin the negotiation process before the other side believes you're negotiating. [00:02:58] Having a better alternative gives leverage in negotiations. [00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic. [00:05:51] Procurement's role and the importance of preparing champions for the negotiation process. [00:08:23] The significance of creating a powerful cost justification to resist procurement pressure. [00:10:46] The role of champions as the great equalizer in the negotiation process. [00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure. HIGHLIGHT QUOTES [00:01:26] "Start the negotiation process before the other side believes we're negotiating." [00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement." [00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by." [00:10:27] "Champions are the great equalizer in a negotiation process." [00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question." Listen to the full episode with Tim Caito through this link: https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caito Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/…

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Building High-Performance Cultures with Paul Capombassis 58:05

10 days ago58:05

58:05

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth. ADDITIONAL RESOURCES Learn more about Paul Capombassis : https://www.linkedin.com/in/paul-capombassis-3684b211/ Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:59] Building a High-Performance Culture at MongoDB [00:04:45] Characteristics of a Disruptor in Sales [00:06:56] Challenges of Selling Disruptive Technology [00:16:11] Importance of Leadership and Enablement [00:21:57] Adapting to Change in a Fast-Growing Company [00:23:58] Coaching and Developing Leaders [00:30:21] Adapting Leadership for Business Growth [00:31:56] The Importance of Authentic Leadership [00:33:32] Recruitment and Enablement Strategies [00:34:40] Domain Expertise vs. Scaling with Hunters [00:38:22] Leader Development Programs [00:41:51] Challenges in Assessing Team Strengths [00:47:06] Second Line Leadership Responsibilities [00:50:23] Inspiring Through Authenticity HIGHLIGHT QUOTES "When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing." "Every time you make a hire... it's a million-dollar bet that you're taking." "Change requires discipline. And discipline is really hard." "High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement." "Great leaders today are the best coaches." "The best leaders today are the ones that can connect technical capabilities to business outcomes."…

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Scaling Sales at a Startup with Chris Reisig 14:19

14 days ago14:19

14:19

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, Chris Reising, a five-time Chief Revenue Officer (CRO) with extensive experience in scaling sales at early-stage tech companies, shares invaluable insights into the challenges and strategies involved in scaling sales functions for startups. From finding product-market fit to hiring the right sales reps and understanding the importance of pain points, this conversation provides a comprehensive guide for entrepreneurs looking to grow their businesses. KEY TAKEAWAYS [00:01:17] In the early stages of a startup, you must wear multiple hats, including being a product manager and a sales professional. Understanding the ICP and gathering customer insights are crucial. [00:02:31] The early days of a startup involve learning every day, attending sales meetings, understanding objections, and identifying the value your technology brings. Effective communication with the product team is key. [00:04:05] Investor relations play a significant role. Early-stage investors look for different data points, and their feedback can be invaluable in understanding market signals. [00:06:11] The importance of prioritizing technology components based on customer pain points and the potential to generate immediate revenue. [00:07:44] Recognizing a recurring pattern in sales discussions where customers react positively to specific functionalities is a sign of repeatability and scalability. [00:09:05] Founders who want to remain deeply involved in the sales process need guidance on when to step back. It's a common challenge in early-stage startups. [00:12:42] Breaking down a grand vision into bite-sized chunks of value that address specific business problems is crucial for achieving repeatability and market success. [00:13:30] Expanding the vision is essential but keeping the framework simple enough for the market and sales team to understand and execute is key to early-stage success. [00:13:50] The importance of focusing sales efforts on the most productive areas and avoiding the mistake of spreading sales teams too thin. HIGHLIGHT QUOTES [00:06:56] "When you start to recognize a recurring pattern...you start to say, 'Now I have some sense of repeatability,' and that's really important." [00:10:08] "There's a huge difference between a first and second-time founder...you need to help them understand that stepping away is an important part of growing the business." [00:13:01] "Recognize you've got to break that big vision down into bite-sized chunks that can be digested by your go-to-market team and by the market, by customers." [00:13:30] "Where are we going to place our salespeople? Where are they going to be the most productive? That's really a key point." Listen to the full episode with Chris Reisig in this link: https://revenue-builders.simplecast.com/episodes/building-a-scalable-culture-with-chris-reisig Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4…

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Maximizing Sales Success with Chris Scanlan 1:06:01

17 days ago1:06:01

1:06:01

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change. ADDITIONAL RESOURCES Learn more about Chris Scanlan: https://www.linkedin.com/in/cscanlan/ Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:39] The Importance of Recruiting in Sales [00:05:31] Building an Ideal Candidate Profile [00:09:46] The Role of Enablement in Sales Success [00:14:47] Adapting to Market Changes and Challenges [00:24:17] The Value of Continuous Training and Development [00:29:08] Commitment to Sales Excellence [00:35:37] Doubling Sales Productivity [00:36:07] The Importance of Average Productivity per Rep [00:38:57] Training and Onboarding for Success [00:42:13] The Role of Sales Leaders in Instilling Discipline [00:45:42] The Critical Role of Frontline Sales Managers [00:50:09] Revenue Operations and Data-Driven Decisions [00:56:43] The Ideal Profile for Rev Ops HIGHLIGHT QUOTES "Bad news can't wait because bad news travels really slow uphill." "Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been." "The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy." "This isn't something that I'm doing to you for the next three days. This is something I'm doing for you." "In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."…

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Taking Care of Yourself as a Leader with Tony Marino 8:27

21 days ago8:27

8:27

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Tony Marino, Senior Advisor at Fiserv and executive coach to high-performing leaders. The discussion dives deep into the non-negotiable role of physical and mental wellness in leadership. From billion-dollar responsibilities to 30,000-person teams, Marino explains why sustaining peak performance demands the same discipline as elite athletes. Whether you're leading a company, a team, or just striving to stay on top of your game, this episode will challenge your excuses and inspire a new mindset. KEY TAKEAWAYS [00:00:48] Big Leadership = Big Stress Leaders often oversee billions in revenue or tens of thousands of people—making personal wellness crucial. [00:01:32] Corporate Athletes are the New Standard Executive performance hinges on diet, sleep, exercise, and stress management [00:02:25] One or Two Hours a Day for You Marino's rule: If you’re not carving out personal time daily, you’re cheating yourself—and your team. [00:03:38] You Can't Lead Others If You’re Off Balance When leaders neglect self-care, it shows up in decision-making, temperament, and team performance. [00:04:45] Success Requires Pattern Recognition Great leaders recognize the signs of burnout early and act fast to recalibrate. [00:05:34] "If I Just Had More Time" Is a Trap Most leaders don’t lack knowledge—they lack deliberate time management. [00:06:23] Join the 6% Club Referencing Michelle Rosen’s book, Marino explains why only 6% stick with goals—and how to be one of them. [00:07:19] Discipline and Planning are Everything Plan your day with intent. Success isn’t about hustle; it’s about preparation. QUOTES [00:01:58] “You need to be a corporate athlete if you’re going to succeed in these big, tough jobs.” [00:02:25] “If you’re not giving yourself one or two hours a day, you’re cheating yourself.” [00:03:38] “You can’t take care of your team if you can’t take care of yourself.” [00:04:45] “The most successful people I’ve met know themselves really, really well.” [00:05:34] “The most common sentence I’ve heard from leaders is, ‘If I just had more time…’” [00:07:44] “The key is being deliberate and planful. That’s how you become part of the 6% club.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/embracing-the-work-of-resilient-leadership-with-tony-marino Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/…

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Blockchain: The Future of Finance with Matt Maloney 1:07:14

24 days ago1:07:14

1:07:14

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy. ADDITIONAL RESOURCES Learn more about Matt Maloney: https://www.linkedin.com/in/matt-maloney-75698/ Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:02:13] Matt Maloney's Journey into Crypto [00:02:55] Understanding Fireblocks and Blockchain [00:06:36] The Role of Stablecoins [00:10:28] Security Challenges in Crypto [00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets [00:34:44] Mitigating Risk in Emerging Markets [00:35:07] The Importance of Continuous Development [00:37:11] Building Trust and Credibility [00:38:07] Characteristics of Successful Salespeople [00:39:41] Company Responsibility in Employee Development [00:41:02] Aligning Company Goals with Sales Strategies [00:46:05] Avoiding Shiny Object Syndrome [00:48:36] The Role of Ideal Customer Profiles [00:49:43] Lessons from Mentorship and Experience [00:58:00] The Innovator's Journey HIGHLIGHT QUOTES "Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders." "If you can be part of a disruptive movement... it could be game-changing." "You need people that are coachable that will take the time to listen and learn about what this market is."…

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Champions and Procurement with Marcello Gallo 7:50

28 days ago7:50

7:50

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Marcello Gallo, CRO at Sigma Computing, tackling one of the most critical and misunderstood phases of complex enterprise sales: procurement. They dissect the challenges of "separation of church and state," the pitfalls of weak champions, and the importance of owning the final stretch of the sales cycle with confidence, conviction, and clarity of value. KEY TAKEAWAYS [00:00:25] Understand “Separation of Church and State”: Champions often step back during procurement. Plan for it, but don’t surrender the deal. [00:01:33] “Participate in Your Own Rescue”: Teach champions to fight for the value they believe in—even through procurement. [00:03:15] Extreme Ownership is Non-Negotiable: Blaming procurement delays is a weak excuse. Elite sellers own the entire process. [00:04:00] Know the Negative Consequences: It’s not just about the pain — it’s about what happens if the problem doesn’t get solved now. [00:05:54] True Champions Have Power and Influence: They actively sell on your behalf and are invested in your success. Anything less is not a real champion [00:06:38] Elite Sellers Multiply Champion Power: The best reps elevate their champions inside the account. It’s not seller vs. buyer—it’s a partnership. QUOTES [00:01:54] “You can’t get alligator arms during procurement. If this is what you want delivered, you have to participate in your own rescue.” [00:03:35] “Extreme ownership means the deal is yours. No excuses. If procurement’s dragging, you didn't plan it right.” [00:04:59] “Without understanding the negative consequences, you can’t drive urgency — and urgency drives deals.” [00:05:54] “A true champion has power and influence, is actively selling on your behalf, and has a vested interest in your success. [00:07:02] “If a rep’s saying, ‘It’s us versus them,’ you’re in trouble. It means you never had a real champion to begin with.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/scaling-high-growth-companies-with-marcello-gallo Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/…

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Scaling High-Growth Sales Organizations with George Mogannam 1:08:08

4 weeks ago1:08:08

1:08:08

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 RESOURCES Learn 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/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https:// hubs.li/Q02R10xN0 HERE 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 Processes HIGHLIGHT 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."…

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Process Builds Speed with John Rowell 9:03

5 weeks ago9:03

9:03

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-entrepreneurship Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/…

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Embracing the Work of Resilient Leadership with Tony Marino 1:07:33

5 weeks ago1:07:33

1:07:33

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 RESOURCES Learn 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/Q03ldrzD0 Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10x HERE 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 Success HIGHLIGHT 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."…

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Surrounding Yourself with a Great Team with Matt Nolan 7:55

6 weeks ago7:55

7:55

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 leader QUOTES [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-nolan Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC Check 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 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging…

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Scaling High-Growth Companies with Marcello Gallo 1:09:35

6 weeks ago1:09:35

1:09:35

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 RESOURCES Learn more about Marcello Gallo: https://www.linkedin.com/in/gallomarcello/ Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0 Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HERE 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 Opportunities HIGHLIGHT 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.”…

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Going High and Wide in Strategic Accounts with Jane Thompson 6:39

7 weeks ago6:39

6:39

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-thompson Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check 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 Management https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging…

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Navigating the CRO Role while Building a Great Culture with Matt Nolan 1:05:51

7 weeks ago1:05:51