In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability.

ADDITIONAL RESOURCES

Learn more about Alex Varel and his company through the links below.
https://www.linkedin.com/in/alexvarel/
https://www.linkedin.com/school/joinmultiverse/

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

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:50] Alex’s Journey Through Sales Leadership
[00:03:06] The Power of Vulnerability and Authenticity
[00:05:19] Lessons from Defeat: Embracing Challenges
[00:17:27] The Role of a CRO: Responsibilities and Mindset
[00:37:17] The Pandemic of Certainty
[00:37:40] Learning from Various Sources
[00:38:55] The Importance of Note-Taking
[00:39:25] Learning from Everyone Around
[00:41:03] Operating Rhythm for a CRO
[00:42:35] The Value of Skip-Level Meetings
[00:45:52] Transforming to a Broad-Based Success Mentality
[00:53:50] Key Metrics for CROs
[00:56:56] The Role of External Leaders
[01:04:03] Traits to Look for in Recruits

HIGHLIGHT QUOTES

[00:12:50] "Learning is in the difficulty."
[00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO."
[00:46:47] "You can always count on human fallibility, errors are to be expected."
[00:49:24] "Driving iterative improvements in a short period is critical for broad-based success."
[00:49:39] "The mindset should be about team performance over individual performance."
[01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."