Revenue Builders Salescast

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi. Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:55] Revisiting Key Sales Insights with Carl Froggett and Joe Lynch
[00:01:46] Deep Dive: The Art of Selling to Economic Buyers
[00:06:14] Strategies for Effective Sales and Building Value
[00:13:21] Navigating Complex Sales Processes and Stakeholder Dynamics
[00:16:05] Leveraging Internal and External Champions in Sales
[00:28:35] The Critical Role of References and Final Decision Criteria
[00:38:32] Understanding the Collective Yes in B2B Sales
[00:41:30] Navigating Internal Dynamics and Stakeholder Influence
[00:42:35] The Impact of Technology Deployment on Internal Teams
[00:43:17] Strategies for Managing Internal Opposition and Building Support
[00:43:48] The Importance of End-User Experience in Technology Adoption
[00:45:02] Leveraging Partnerships and Advice for Navigating Corporate Politics
[00:48:05] Executing a Successful Pilot: Strategies and Outcomes
[00:52:51] The Decision-Making Process and Finalizing the Deal
[01:08:08] Insights on Product-Led Growth and Enterprise Strategy
[01:14:42] RSA Conference Takeaways and the Future of Cybersecurity

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Connect and learn more about Carl Froggett.
https://www.linkedin.com/in/carlfroggett/
https://www.deepinstinct.com/

Connect and learn more about Joe Lynch.
https://www.linkedin.com/in/joe-lynch-6613745a/

HIGHLIGHT QUOTES

[00:46:30] "Nobody thinks about the end user; nobody's thinking about network and identity. So I was able to see how internally, and I leveraged my boss at the time to get there. If you have someone who's not thinking like that, I hate to say it, but you probably need to find somebody different, right?"
[00:47:40] "Ultimately, it's about the business, right? We're not buying a Zscaler because it's cool. We're buying it because I've got X, Y, Z from a business strategy to sort out, and you need to add value to that, right? I hate to say it, but maybe you got the wrong person."
[00:51:30] "It's not about wasting our time; it's about committing resources to try to solve this problem together. You respect our people, we respect your people and our time. We're not here to waste anyone's time."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.

KEY TAKEAWAYS

[00:00:55] Consistency in Processes: Maintaining consistency in the sales process across different teams and segments is crucial for effective sales execution.

[00:02:32] Standardization Across Stages: Standardizing fundamental sales processes across each stage ensures that reps are equipped with necessary skills for smooth transitions and quicker ramps.

[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects of the sales process, such as pain identification and champion building, helps reps ramp more quickly into their roles.

[00:04:43] Establishing the Three Why's: Understanding the reasons behind a customer's decision to buy—why buy anything, why buy now, and why buy from me—lays the foundation for effective sales engagement.

[00:06:33] Mapping the Sales Process: Mapping out the sales process stage by stage helps maintain clarity and alignment, ensuring that reps understand their roles and responsibilities at each stage.


HIGHLIGHT QUOTES

[00:01:41] "Our job is promoting people... It's recruit and develop the future generation of sales talent and sales leadership at the company."

[00:05:09] "Regardless of what the qualification criteria is, you've got to be able to scoop up those three big things."

[00:07:55] "If we do the right things in stages 1 through 3, it's a proof of value. We should be delivering a proposal in stage 4 and hopefully closing."

Listen to the full episode with Joe Young through this link:
https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

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 Success

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Learn more about Mike Hayes.
https://www.thisismikehayes.com

Learn more about Brent Gleeson.
http://www.brentgleesonspeaker.com/index.html

HIGHLIGHT 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 curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Dan Barrett, Executive Vice President of Customers at MongoDB. Dan shares his journey of evolving MongoDB’s customer success strategy from a reactive to a proactive approach. He discusses the importance of hiring the right profiles, implementing disciplined processes, and understanding the nuanced root causes of customer churn. This conversation is a must-listen for anyone involved in customer success or looking to enhance their customer-centric strategies.

KEY TAKEAWAYS

[00:00:36] Transition from Reactive to Proactive Customer Success
[00:01:01] Implementing a Disciplined Process to Identify and Address Risks
[00:02:30] Balancing Skill and Will in Hiring and Developing Customer Success Teams
[00:04:47] Key Attributes for Successful Customer Success Managers (CSMs)
[00:06:21] Common Pitfalls in Customer Success Leadership
[00:08:24] The Complexity of Understanding and Addressing Customer Churn
[00:09:46] The Importance of Truly Listening to the Voice of the Customer

HIGHLIGHT QUOTES

[00:01:54] "The earlier you engage with the customer, the better chance you have of fixing their problems and getting them happy."
[00:02:54] "Part of it was a skill thing, but part of it was also a will thing. Do people actually want to be doing that kind of job?"
[00:05:34] "The biggest strength of a great CSM is that they just want to go above and beyond for their customers."
[00:07:31] "Customer success is not a silver bullet to a product that doesn’t work or doesn’t have product-market fit."
[00:08:43] "Most churn situations are much more complicated and nuanced than a single subcategory."
[00:10:33] "There is no substitute for actually talking to customers and understanding what really went wrong."

Listen to the full episode with Dan Barrett through this link:
https://revenue-builders.simplecast.com/episodes/an-outcome-mentality-the-right-way-to-approach-customer-success

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/

Guilherme Stetelle Martins is an engineer turned software sales professional. He’s been in Software Sales his entire career from BDR to Enterprise AE. He’s also had a lot of failures that have taught him a lot about life and business, including his company he founded and shut down in early 2024. He also writes frequently about business, life and his projects on LinkedIn.

Guilherme joins John McMahon and John Kaplan to discuss his experience as a startup founder and the lessons he learned from shutting down his company. Guilherme shares his journey from being an engineer to entering the world of software sales. He explains why he decided to start his own company and the challenges he faced along the way. The conversation dives into the importance of timing, the energy required to be an entrepreneur, and the distinction between being a patriot and a mercenary. Guilherme emphasizes the need for self-reflection and understanding one's own motivations and limitations.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:12:50] Slow success builds character, while fast success builds ego.

[00:18:42] The importance of understanding the challenges and risks involved in starting a company.

[00:30:07] The distinction between being a patriot and a mercenary and the impact it has on commitment and success.

[00:32:45] The value of being transparent and honest with oneself and others throughout the entrepreneurial journey.

[00:37:27] The significance of timing in entrepreneurship and personal life decisions.

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Connect and learn more about Guilherme Stetelle Martins.
https://www.linkedin.com/in/guilhermestetelle/

Here's the link to the Shutdown Article:
https://www.linkedin.com/pulse/i-shut-down-my-startup-here-journey-guilherme-stetelle-martins-zpfpf/

HIGHLIGHT QUOTES

[01:00:10] "The credit belongs to the men and women who are actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who airs, who comes short again and again, because there is no effort without error and shortcoming. But who does actually strive to do the deeds, who knows? Great enthusiasm, great devotion, who spends himself in a worthy cause?"

[01:01:03] "It's not the critic who counts, not the man who points out how the strong man stumbles or where the doer deeds could have done them better. The credit belongs to the men and women who are actually in the arena."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan engage in a dynamic conversation with Leslie Venetz, an expert in outbound sales strategies. Leslie delves into the art of cold calling and objection handling, drawing from her extensive experience. She shares invaluable insights into common objections, the psychology behind them, and practical strategies for navigating them effectively. Discover how curiosity, conversation, and conclusion form the pillars of successful cold calls, and learn actionable techniques to empower your sales team.

KEY TAKEAWAYS

[00:00:30]Common Objections: Leslie identifies 13 common objections encountered in sales cycles, emphasizing that objections are inevitable and must be anticipated.

[00:03:09] Rooted in Fear: Many objections stem from a lack of trust and fear of making the wrong decision, especially in uncertain economic climates.

[00:04:48] The 3 C's Framework: Leslie introduces the 3 C's approach—Curiosity, Conversation, and Conclusion—as a paradigm shift from simply overcoming objections to fostering genuine dialogue and understanding with prospects.

[00:06:38] Curiosity is Key: Rather than immediately trying to counter objections, sales professionals should prioritize curiosity and seek to understand the underlying reasons behind objections.

[00:07:54] Personal Detachment: Separating oneself from the product or solution helps salespeople handle objections objectively and maintain genuine curiosity about the prospect's perspective.

HIGHLIGHT QUOTES

[00:02:23] "If you're getting on a cold call with somebody, you're going to hear at least one objection. Full stop."

[00:06:15] "The number one most important thing that you can do when you hear an objection is just try to keep the conversation going."

[00:07:07] "Some of the best salespeople...are so curious as to why the customer has that opinion...they start to ask why and they don't understand, and it's very genuine because they really don't understand and they really are curious."

Listen to the full episode with Leslie Venetz through this link:
https://revenue-builders.simplecast.com/episodes/the-art-of-cold-calling-with-leslie-venetz/

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/