In this episode of the Revenue Builders Podcast, we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders.

Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leadership and removing friction for your sales teams.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:51] Carlos Delatorre shares a common mistake made by first-time sales managers.

[00:05:57] The importance of assessing the readiness of leaders.

[00:08:20] The challenges of scaling without the right leaders.

[00:15:22] Taking care of oneself is crucial for making good decisions.

[00:18:15] Importance of managing time and prioritizing tasks as a leader.

[00:19:21] Paying attention to small actions to understand people better.

[00:23:56] Dennis Lyandres discusses his journey in recruiting and training his team.

[00:25:26] The importance of taking ownership in hiring.

[00:26:44] The need to learn from failure in recruiting.

[00:39:29] Communication, work ethic, becoming an SME, mentors

[00:45:53] Mark's ability to simplify and remove obstacles for his team.

[00:46:31] Mark's approach to removing friction in the system.

[00:48:25] The importance of influential leadership over command and control leadership.

[00:52:27] The power of persuasive power over positional power.

[00:53:34] The importance of explaining the “why” to get people emotionally connected.

[00:54:49] The impact of the why on successful M&A integration.

[00:55:23] The focus on validating conviction over compliance in leadership.

Learn more about our guests through the links below:
Carlos Delatorre’s LinkedIn: https://www.linkedin.com/in/cadelatorre/

Dennis Lyandres’s LinkedIn: https://www.linkedin.com/in/dlyandres/

Mark Thurmond’s LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/

Check out John McMahon’s book here:

https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.

Connect with Us:

How To Start a Revolution in 2026

Designing the Revolution

The Petition Pivot: Material Local Pressure

The AI-powered Podcast Player