Revenue Builders

Salescast
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Revenue Builders

Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information

  1. The Manager Curse: Being a Super Rep with Tammy Sexton

    4 GIỜ TRƯỚC

    The Manager Curse: Being a Super Rep with Tammy Sexton

    In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by sales veteran Tammy Sexton, currently CRO at Aerospike, discussing the crucial transition from being an account executive to a first-line manager. Tammy emphasizes the common pitfall of new managers acting as 'super reps' by trying to sell in their style rather than coaching their teams. She shares insights on empowering sales reps, recognizing individual strengths, and fostering lasting behavioral changes through effective coaching. The conversation highlights the importance of not overshadowing AEs in client interactions and allowing them to enjoy the critical negotiation phases. Tammy provides strategies to help new managers succeed in their roles and drive revenue goals without undermining their team's potential. KEY TAKEAWAYS [00:00:45] Transitioning from AE to First Line Manager [00:01:26] Avoiding the Super Rep Trap [00:03:46] Effective Coaching Strategies [00:04:11] Empowering Your Team HIGHLIGHT QUOTES [00:01:43] "Managers need to recognize when they're becoming super rep and when they're doing their AEs' job for them, as opposed to coaching them." [00:01:59] "Sometimes letting them just fall off once is not a bad thing either." [00:03:50] "Telling them what to do is never really effective. Asking them questions so that they figure out that they could be doing something differently themselves - that's when you're going to actually have a change that's going to be a lasting change in their behavior." [00:04:21] "The most important person at the account is the rep and you're disrespecting the rep in front of the customer, you're not giving any power to the AE." [00:05:09] "Taking that fun part away from them makes them not want to be on your team anymore." Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/showing-value-as-a-sales-leader-with-tammy-sexton/ 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/ Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    6 phút
  2. A Revenue Builder’s Journey: From Seller to Leader to Operating Partner

    2 NGÀY TRƯỚC

    A Revenue Builder’s Journey: From Seller to Leader to Operating Partner

    In this episode, John Kaplan and John McMahon are joined by Bill Binch, a seasoned sales leader and Operating Partner at Battery Ventures. Together, they explore Bill's extensive career, beginning at major companies like Oracle and PeopleSoft, moving to startups such as Marketo, and eventually stepping into the VC world. Bill shares key lessons on effective sales management, transparent leadership, and strategic hiring. He also emphasizes the importance of consistent messaging, proactive problem-solving, and the integration of new technologies like AI in achieving revenue goals. This episode provides practical insights into growing within the sales domain, understanding the motivations behind career transitions, and the roles of anticipation and deliberate growth for CROs looking to evolve into advisory or operating positions within investment firms. Tune in and learn more on this episode of The Revenue Builders Podcast. ADDITIONAL RESOURCES Connect and learn more about Bill Binch: https://www.linkedin.com/in/bill-binch-302a4a2/ Listen to Bill's podcast: https://podcasts.apple.com/gb/podcast/sound-bites-with-bill-binch/id1732334718 Read Bill's Content: https://www.battery.com/blog-author/bill-binch/ 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 [00:01:33] Lessons from Oracle and PeopleSoft [00:04:32] Purposeful Career Moves and Sacrifices [00:09:02] Navigating Career Challenges and Mentorship [00:13:05] The Importance of Learning and Patience [00:32:19] Transitioning to Smaller Companies [00:45:57] Transparency and Community Building at Marketo [00:47:13] Simplifying the Message: A CRO's Skill [00:48:48] Recruitment Challenges and Strategies [00:51:55] Building a High-Performance Sales Team [00:52:37] The Importance of Employee Value Proposition [00:55:47] Traits of Successful Sales Reps [00:59:28] The Role of a CRO in a Startup [01:01:07] Navigating the CRO-CEO Relationship [01:05:25] Forecasting and Accountability [01:09:48] Transitioning to an Operating Partner Role [01:18:43] Advice for Aspiring CROs and Board Members HIGHLIGHT QUOTES [00:02:28] "People that raise their hands and say the word yes, opportunities open up for you when that happens." — Bill Binch [00:10:50] "Learn, earn, and return. And you don't ever stop; as you grow, you acquire more of those stages." — Bill Binch [00:11:00] "So it starts with learning your craft, learning your skill, getting good at something." — Bill Binch

    1 giờ 33 phút
  3. Understanding Your People with Hollie Castro

    29 THG 9

    Understanding Your People with Hollie Castro

    In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Hollie Castro, a seasoned Chief People Officer and business transformation expert. Hollie delves into the importance of fostering deeper, more meaningful connections with team members to enhance leadership effectiveness. By understanding your people’s strengths, motivations, and cultural backgrounds, leaders can create more cohesive and innovative teams. Hollie shares her own experiences, emphasizing curiosity, empathy, and how to navigate diverse teams to achieve transformation. Tune in to discover practical tips on building trust, hiring strategies, and the role of selfless leadership. KEY TAKEAWAYS [00:01:20] Emphasizing customer-centricity across an organization is crucial for success, but not always a prevalent mindset. [00:02:05] Leaders must cultivate curiosity to understand their team's deeper motivations and perspectives. [00:03:00] Misunderstanding cultural norms can hinder leadership effectiveness—adjusting to audience needs is key. [00:05:05] Hiring strategies should go beyond skills to include characteristics that complement and balance the team. [00:08:03] Diverse perspectives drive innovation—leaders should embrace differences rather than surround themselves with like-minded people. [00:09:51] The huddle analogy highlights the importance of fostering selfless teammates rather than selfish individuals. HIGHLIGHT QUOTES [00:02:05] "As a leader, getting really curious about the individual in front of you, in a way that is respectful, but maybe goes a layer deeper than we went 10 years ago." [00:03:46] "The more information I have about my audience, the better communicator I'm going to be." [00:05:54] "Bringing in a new mindset to a team can either enhance or detract—leaders must assess team composition carefully." [00:09:29] "If you look around and everyone looks, talks, and sells like you, there's probably an area of opportunity you're missing." [00:10:35] "The huddle knows. If you’re selfish, the huddle won’t accept it." Listen to the full episode through this link: https://revenue-builders.simplecast.com/episodes/hiring-in-the-post-covid-19-era-with-hollie-castro 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/ Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    11 phút
  4. Optimizing a Customer Success Team

    26 THG 9

    Optimizing a Customer Success Team

    In this episode, John Kaplan and John McMahon are joined by Sasha Anderson, Global Head of Customer Success at Canva and customer success management (CSM) expert to explore the evolving role of CSMs in sales organizations. The discussion covers whether CSMs should be more commercially focused or technical, based on product complexity and pricing models. Sasha emphasizes the importance of driving customer value and usage, especially in consumption-based models where revenue is tied to product usage. The conversation also delves into the challenges of specialization, the need for alignment between sales and CS teams, and the importance of performance metrics and operating rhythms. Practical advice is provided on building a high-performance culture within CSM organizations. This episode is a must-listen for leaders aiming to optimize their customer success strategies. Tune in and learn more on this episode of The Revenue Builders Podcast. ADDITIONAL RESOURCES Connect and learn more about Sasha Anderson: https://www.linkedin.com/in/sasha-b-anderson/ HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:00:43] The Evolution of the CSM Role [00:01:32] Commercial vs. Technical Focus for CSMs [00:02:22] Impact of Consumption-Based Models [00:04:30] Challenges and Strategies in CSM [00:08:47] The Shift from Customer Support to Business Partner [00:11:13] Aligning CS with Revenue Goals [00:16:55] Building Strong Relationships Between CS and Sales [00:19:42] The Importance of Customer Engagement Models [00:28:58] Aligning Sales and Customer Success [00:31:18] The Importance of Specialization [00:31:55] Pros and Cons of Specialization [00:34:52] When to Consider Specialization [00:38:11] Performance Management in Customer Success [00:46:51] Building a High-Performance Culture [00:48:55] Operating Cadence in Customer Success Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 HIGHLIGHT QUOTES [00:28:47] "Tight handoffs are so important...if you don't understand that there's a competitor sitting right there that understands it and they're willing to take advantage of that opportunity." [00:49:21] "The whole point of the operating cadence is a couple different things: everyone should know what's expected on them on what cadence too." [00:52:12] "If you want one of these roles in CS, in today's environment, you better know how to communicate up." [00:53:28] "As a CS leader, you're responsible for owning the narrative with your C suite, with your customers, with your board about what's happening in the business. And if you don't own the narrative, somebody else is going to own it for you."

    57 phút
  5. Aligning on Metrics with Your Customer

    22 THG 9

    Aligning on Metrics with Your Customer

    This short segment comes from our recent episode on Reasons Deals Don’t Close with Force Management’s Anne Gary. Today’s conversation focuses specifically on metrics - how to align them to your buyer and why reps often struggle with getting this critical information from the customer. Be sure to check out the full episode with Anne here: https://revenue-builders.simplecast.com/episodes/key-reasons-deals-dont-close Don’t miss Force Management’s webinar on Building Consensus with Metrics. It’s geared towards reps and front-line managers. Share it with your teams. Here’s the link to sign up: https://hubs.la/Q02PG1Cf0

    8 phút
  6. What the Best Sales Kickoffs Do

    19 THG 9

    What the Best Sales Kickoffs Do

    If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. John Kaplan and John McMahon talk about what the best SKOs do and how to structure the event so it’s meaningful, motivating, and focused on execution. Force Management has a list of free resources to help you align your SKO to your growth strategy. Check them out here: https://hubs.li/Q02Qr2B80 Also check out the podcast on building alignment with partners featuring Mongo DB’s Alan Chhabra: https://hubs.li/Q02Qr7Wn0

    1 giờ 1 phút
  7. Engaging the 100lb Brains

    15 THG 9

    Engaging the 100lb Brains

    In this episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the mechanics of closing high-stakes deals with industry experts Carl Froggatt and Joe Lynch. Drawing from their experience at Deep Instinct and Citibank, Carl and Joe discuss how leveraging expert knowledge—what Kaplan calls the "100-pound brains"—is crucial for aligning stakeholders, solving business problems, and ensuring successful deal outcomes. Learn how to strategically engage these experts early in the sales process and navigate complex client environments like Citibank. This episode offers actionable insights for anyone involved in enterprise sales, focusing on building strong internal and external champions. KEY TAKEAWAYS [00:02:09] The importance of understanding that companies like Citibank buy technology to solve business problems, not because it's "cool and flashy." [00:03:21] Building strong internal champions is as vital as having external champions. Relationships and sweat equity matter. [00:04:38] Similar-sized customers in the same vertical generally have the same needs, but their maturity levels can vary greatly. [00:06:20] Collaboration with key stakeholders to prioritize and validate business goals is crucial for successful pilot outcomes. HIGHLIGHT QUOTES [00:02:09] "Citi's not going to buy technology because it's cool and flashy; they're going to buy it to solve a business problem." [00:03:21] "Internal champions are just as important as external champions—building that personal and professional relationship is key." [00:06:20] "We just had so much data and due diligence, with champions like Carl helping us validate what really hits the nail on the head." 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/ Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

    7 phút
  8. Interviewing for Your Next Role

    12 THG 9

    Interviewing for Your Next Role

    In this episode, John McMahon and John Kaplan dive deep into the essential elements of navigating job transitions from the perspective of a candidate. They discuss how to sharpen your focus, effectively network, and manage your energy to ensure success when hunting for your next sales or leadership role. With practical insights from industry leaders, this episode provides listeners with actionable advice on how to align personal energy with career goals, tackle interviews, and differentiate between position and opportunity. Tune in and learn more on this episode of The Revenue Builders Podcast. HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:01:32] Understanding the importance of doing your homework before pursuing job opportunities. [00:02:09] The importance of expanding your network discreetly and strategically. [00:02:28] Energy management over time management: Focus on roles that energize you. [00:03:12] How to assess if an opportunity aligns with your energy and long-term goals. [00:05:03] Why prioritizing opportunity over position is crucial for long-term career growth. [00:07:32] The significance of being able to recruit talent when interviewing for leadership roles. [00:10:37] Treating interviews like sales calls: Ask great discovery questions and be a problem solver. [00:11:06] Demonstrating your ability to solve problems the company is facing as a candidate. [00:12:53] How to stand out during the interview process: A memorable story about silence, confidence, and a wink. HIGHLIGHT QUOTES [00:02:28] “People talk about time management. I don't believe time management exists. What I believe in is energy management.” [00:03:12] “You have to be honest about the things that give you energy and those that drain you.” [00:05:50] “90 percent of the time, people pick the position over the opportunity, and two years later, they call me back saying I was right.” [00:07:11] “When recruiting sales leaders, it’s not just about selling or managing—it's about who they can bring with them.” [00:10:37] “Prepare for an interview like a sales call: Ask discovery questions and be a problem solver.” [00:12:53] “To stand out, sometimes silence and confidence say more than words.”

    15 phút
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Giới Thiệu

Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information

Thông Tin

  • Kênh
    Salescast
  • Nhà sáng tạo
    Force Management
  • Năm hoạt động
    2022 - 2024
  • Tập
    190
  • Xếp hạng
    Sạch
  • Bản quyền
    © 2022 - Force Management
  • Trang web chương trình
    Revenue Builders

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