How to Lean in a Meeting

Anthony Palladino is the Chief Revenue Officer at mabl. mabl is the enterprise SaaS leader of intelligent, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle.

Prior to mabl, Anthony spent five years at Splunk from pre-IPO through $1 billion in revenue as the leader of their Americas Field Organization. As Chief Revenue Officer at Aisera, the industry’s first AI Service Management solution, he helped define the company’s product market fit, built and ramped their customer-facing functions, and increased revenue eightfold. Prior to Aisera, Anthony was the Senior Vice President at CloudBees overseeing global field operations. In just over three years, CloudBees quadrupled its revenue. A holistic growth leader with experience in building customer-facing organizations, go-to-market strategies, and diverse partner networks.

In this conversation with John McMahon, Anthony discusses the importance of focusing on the little things in sales to drive big results. He emphasizes the need for disciplined execution, maintaining urgency with customers, and developing compelling energy in sales conversations. By identifying the deltas and addressing them, sales teams can build good habits and drive successful outcomes. Palladino also highlights the significance of documenting fit and gaining consensus in sales conversations.

HERE ARE SOME KEY SECTIONS TO CHECK OUT:

[00:02:03] Overview of Mabl and its impact on revenue, profitability, and risk

[00:05:26] Top priorities for exploring with the salesforce

[00:08:02] Importance of focusing on the little things that make a big difference

[00:11:01] Example of using a sequence to drive pipeline generation

[00:20:26] Importance of identifying and teaching people the knowledge areas

[00:32:59] Creating compelled energy to compel customers to move forward

[00:39:18] Importance of documenting the fit and gaining consensus in the first meeting

[00:44:46] The components of compelled energy and the exit criteria for the first meeting

[00:50:41] Importance of documenting customer requirements and identifying champions

[00:55:24] The challenges of being a CRO and the importance of hiring well

[00:58:00] Building a leadership team and establishing a common goal

HIGHLIGHT QUOTES

[00:53:41] "Who do we think is the champion? Right? And it's probably who do we think is the champion? Because an understanding if you're new to the organization, there's probably not a firm notion of what a champion is. And, you know, the definition we have is person with political respect and or technical authority who fights for us when we're not there and I have the and or in their job, because I think in a lot of cases with consensus, certain environments, those 2 things are very distinct today in some cases." - Anthony Palladino

[00:57:59] “I think establishing a leadership team that is with each other. They're supporting each other. They're with each other. You're sharing that common goal to the mission. And but doing it, you know, as people and really creating that that's that's I think it doesn't come easy because you have to create a special relationship.” - Anthony Palladino

Learn more about Anthony through this link:
LinkedIn: https://www.linkedin.com/in/anthonypalladino/

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064