Revenue Builders Salescast

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan delve into the mental aspects of sales and building revenue by sharing key segments from previous episodes. Guests Marcy Stoudt, CEO and co-founder of RevelCoach, discusses preventing burnout and maintaining work-life balance. Jim "Pouli" Pouliopoulus, a force management facilitator, drops insights on overcoming negativity bias in sales. Finally, Greg Poss with Stark Mind talks about applying mental toughness from sports to the sales environment. Listen in for practical tips to boost your sales performance by mastering your mindset.

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

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:42] Exploring the Mental Aspect of Sales
[00:00:56] Avoiding Burnout with Marcy Stout
[00:07:44] Understanding Negativity Bias with Jim Puliopoulos
[00:16:48] Mental Toughness in Sales with Greg Paz
[00:23:44] Conclusion and Further Resources

ADDITIONAL RESOURCES

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

Connect and learn more about guests:
Marcy Stoudt’s LinkedIn: https://www.linkedin.com/in/marcy-stoudt/
Jim "Pouli" Pouliopoulus’ LinkedIn: https://www.linkedin.com/in/pouli/
Greg Poss’ LinkedIn: https://www.linkedin.com/in/greg-poss-a0a8a72b/

HIGHLIGHT QUOTES

[00:21:34] "So we want to impress other people, or we do it for external pleasure to make money, to win a trophy, to, uh, get a promotion, whatever the case might be. And I'm not saying that going after those things is bad. We should go after those things, but our major motivation has got to be the moment to moment gamification and joy of the journey of the process, whatever you want to call it."

[00:22:13] “Now we can, we can be in the moment, you know, be here now or be nowhere because the past and the future don't even exist.”

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with Doug May, Senior Vice President of Productivity at Harness, to explore the art of digging deep in discovery and aligning with your buyers. Doug shares invaluable insights from his extensive career, highlighting the importance of thorough pre-meeting research, understanding industry pressures, and developing a compelling viewpoint. This conversation is packed with practical tips for sales professionals looking to enhance their discovery process and effectively align their solutions with the strategic goals of their customers.

KEY TAKEAWAYS

[00:01:18] Importance of pre-discovery homework: Leveraging public information and industry insights.

[00:02:20] Crafting a compelling viewpoint: Demonstrating homework to gain customer trust.

[00:03:14] Industry to individual pressure: Building credibility by understanding hierarchical pressures.

[00:05:54] Financial condition and competitive position: Factors influencing customer strategy.

[00:07:22] Value pyramid framework: Aligning solutions with customer goals and strategies.

HIGHLIGHT QUOTES

[00:01:18] "The richness of information that a seller can use pre-discovery is so powerful."

[00:02:20] "Customers don't really have the time to teach you their business."

[00:02:55] "When you do your homework and come in with a compelling viewpoint, even if it's a bit off, you're in the meat of a discussion."

[00:03:14] "You earn the right to talk about personal pressure by understanding industry, company, and departmental pressures."

[00:05:54] "The trajectory of a business will tell you a lot about that organization and help you find the right people to attach to."

[00:08:26] "When you can connect the dots from your product capability to the customer’s strategy, that's when the magic happens."

Listen to the full episode with Doug May through this link:
https://revenue-builders.simplecast.com/episodes/business-value-assessments-looking-at-opportunities-through-a-value-lens-with-doug-may

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/

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you. Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the complex government acquisition and procurement system. As CEO and President of the Talisman Group, founded in 2019, Tom focuses on translating strategy into growth, particularly optimizing sales in the public sector. His broad operating experience, from small businesses to global corporations, equips him with the ability to create scalable business development systems tailored to dynamic government organizations, while his coaching and training skills enable him to guide businesses and leaders to success.

In this episode, John McMahon and John Kaplan are joined by Tom Smerczynski, CEO of Talisman Group, to explore the complexities of selling to the government and engaging customers successfully. Tom, a government contracting expert with decades of experience, shares valuable insights on proper discovery, understanding procurement systems, and using contract vehicles effectively. The conversation delves into the significance of gathering and leveraging information, identifying key government roles, and finding the information you need to get ahead of the contracts.

Additionally, the hosts provide guidance on building a robust sales pipeline, understanding industry language, and identifying essential players in customer engagement. They emphasize the importance of past performance, value differentiation, and aligning sales teams with specific government contracts and agencies. This episode serves as a comprehensive guide for companies aiming to navigate government sales and advance their sales strategies to win deals.

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

HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:33] Understanding Government Sales
[00:04:12] Importance of Information in Government Sales
[00:06:39] Navigating Government Contract Vehicles
[00:08:50] Strategies for Winning Government Contracts
[00:11:36] Role of Prime Contractors and Task Orders
[00:13:46] Influencing RFPs and Early Access to Information
[00:17:23] Building Effective Sales Teams for Government Contracts
[00:28:05] Leveraging Past Performance and Experience
[00:38:07] Understanding Government Contract Vehicles
[00:38:51] The Importance of Experience and Knowledge
[00:39:27] Navigating Government Sales Cycles
[00:41:31] Leveraging Information Tools for Government Contracts
[00:44:23] Breaking Down Government RFPs: Sections C, L, and M
[00:47:10] Building a Compliance Matrix
[00:48:31] Effective Government Sales Strategies
[00:57:01] Structuring a Government Sales Team
[00:59:46] Developing a Roadmap for Government Sales
[01:03:17] Engaging with Government Customers

ADDITIONAL RESOURCES

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

Connect and learn more about Thomas "Tom" Smerczynski.
LinkedIn: https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/
E-mail: tsmerczy@verizon.net

HIGHLIGHT QUOTES

[00:44:53] On Understanding RFPs: "Every federal procurement is pretty much consistent now. Section C is the scope of work, Section L is the instructions, and Section M is the evaluation criteria."
[01:06:01] On Building Roadmaps for Success: "Before you start investing too much money, look at the infrastructure, tools, and technology needed."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.

KEY TAKEAWAYS

[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.

[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).

[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.

[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.

[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.

HIGHLIGHT QUOTES

[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."

[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."

[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."

[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."

[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."

Listen to the full episode with John Care through this link:
https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/

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/

In this episode John McMahon and John Kaplan talk to special guest Doug Holladay, author of 'Rethinking Success.’ Doug returns for his second time on the podcast to discuss the illusions of success and the importance of purpose and meaning in life. They explore key themes from Doug's book, including building rich human connections, redefining personal identity beyond professional achievements, and integrating purpose into life's pursuits. Through personal anecdotes, the speakers emphasize the significance of vulnerability, authentic relationships, and balanced life goals. Doug also shares insights on various practices that can help individuals achieve a meaningful and purposeful life.

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

HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:02:13] Rethinking Success: The Illusions
[00:04:57] The Crisis of Identity and Success
[00:07:35] The Importance of Human Connections
[00:09:25] Cultural and Gender Perspectives on Success
[00:13:52] The Power of Presence and Authenticity
[00:34:14] Embracing Vulnerability and Authenticity
[00:37:17] Lessons from Historical Figures
[00:39:49] Humility and Success
[00:43:16] The Importance of Relationships
[00:47:51] The Power of Personal Stories
[00:56:08] Path North and Finding Meaning

ADDITIONAL RESOURCES

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

Connect and learn more about Doug Holladay.
https://www.linkedin.com/in/dougholladay/

HIGHLIGHT QUOTES

[00:14:11] "Success isolates you. You don't have peers and friends that you can talk to."

[00:23:44] "The legacy we invest in unconsciously are the eulogy virtues, not the resume virtues."

[00:25:42] "You just want people to sit with you. You don't want them to fix anything. You don't want them to do anything. You just want them to be there."

[00:28:16] "The fundamental problem of a person is never learning to be still within four walls."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a compelling conversation with Neeraj Agrawal, General Partner at Battery Ventures. With nearly 25 years of experience and a track record of backing high-profile B2B software companies, Neeraj shares his insights on what separates successful startups from the rest. He discusses the critical dimensions of market, team, technology, and deal terms, and explores the evolving importance of product quality and sales excellence in the cloud era

KEY TAKEAWAYS

[00:01:06] Four key dimensions of investment decisions: market, team, technology, and deal terms.

[00:01:54] Importance of market timing and inflection points in determining a startup's success.

[00:03:14] Evolution of the role of product quality and sales effectiveness from the client-server era to the cloud era.

[00:04:23] The necessity of delivering real value in the cloud era, eliminating the possibility of 'shelfware.'

[00:05:26] The need for strong foundational sales processes and discipline to sustain long-term growth.

[00:06:46] The role of a large total addressable market (TAM) in covering up early-stage mistakes but not foundational flaws.

HIGHLIGHT QUOTES

[00:01:14] "At a high level, I think of four key dimensions in making that decision: market, team, technology, and the deal itself."

[00:02:13] "You need great marketing, a great team, to come together at the right time."

[00:04:23] "Now, in the cloud era, you have to deliver real value. The idea of shelfware no longer exists."

[00:05:26] "When you're growing quickly is the best time to ask, what's really not working?"

[00:06:46] "A large TAM and the right inflection points can pull you along nicely, but they won't cover foundational mistakes."

Listen to the full episode with Neeraj Agrawal through this link:
https://revenue-builders.simplecast.com/episodes/the-busiest-man-in-venture-capital-with-neeraj-agrawal

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/