In today’s episode, John McMahon and John Kaplan chat with COO of Tenable and veteran sales leader Mark Thurmond. Mark shares his experience with both the personal and professional actions that lead to success, and what he looks for when hiring to build a powerhouse team. He imparts valuable advice for both sellers and leaders on patience, persistence, and humility. His #1 piece of advice? Keep it simple - in sales, in leadership, and in strategy. Hear Mark explain why the basics, done well, can actually be the most powerful approach.

Additional Resources:

• Support families affected by cancer through the Ellie Fund: https://www.elliefund.org/
• Learn how to reduce cyber risk with Tenable: https://www.linkedin.com/company/tenableinc/
• Connect with Mark on LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/
• Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast

HIGHLIGHTS

• Leading by influence rather than control
• 3 H’s of success: Head, heart, and hard work
• Leaders need to take personal control of enablement
• Data reduces drama
• Channel marketing
• Simplification and communication are key to great leadership

QUOTES

MARK: It’s all about messaging, positioning, metrics, and strategy

"The leaders that could actually truly impact and simplify messaging, positioning, metrics, and strategy. They're the ones that actually drove the most productive teams. So kind of early, my career communication was a massive big part of the kind of the foundation of building my career and the characters that I want it to fall throughout my career.

MARK: Hard work is the greatest equalizer, wherever it is

"My dad used this term all the time it’s hard work is the great equalizer, and I know it sounds corny, but it is stuck with me for my entire life, and it is truly proven both in athletics and in business. That hard work is the great equalizer.”

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