In this episode, hosted by John Kaplan and John McMahon, guest Greg Resh shares his extensive experience as an EVP and CFO of Sagamore Ventures. The discussion delves into Resh’s diverse background, covering a wide range of industries from sports to technology. Resh provides insights into the differences between B2B and B2C selling, the critical importance of accurate forecasting, and navigating the private equity landscape. He shares strategies for securing revenue predictability that paves the way to growth, recommending leaders focus on honest communication, strategic alignment, and choosing the right productivity and CRM tools. The conversation also touches on investment opportunities in emerging markets such as EVs, AI, and blockchain, and the nuances of working with PE firms versus family offices.

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

ADDITIONAL RESOURCES

Connect and learn more about Greg Resh:
https://www.linkedin.com/in/greg-resh-4942139/

Strategies for Selling an AI Solution:
https://hubs.li/Q02GXNTZ0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:38] Greg Resh's Diverse Career Journey
[00:06:54] B2B vs B2C Sales Insights
[00:14:24] Challenges in Revenue Prediction
[00:30:30] The Importance of CRM in Sales and Finance
[00:35:36] The Need for Real-Time Productivity Tools
[00:37:31] Accountability in Sales Forecasting
[00:39:14] The Importance of Accurate Predictions
[00:41:29] Building Reconciliation Plans
[00:42:58] Investing in High Performers
[00:46:59] The Role of AI in Business
[00:48:15] Investing in Emerging Industries
[00:58:20] Private Equity and Family Offices

HIGHLIGHT QUOTES

[00:04:16] "I think the part I appreciate the most in retrospect is definitely getting to see these different industries, and really the fact that most of them have had B2B and B2C components."
[00:07:41] "It's easy for sure, but I do think it's a little simpler or less complex to sell B2B because you can actually go in and go to that business or that sector, that industry, and really figure out what they're trying to do."
[00:16:29] "I think forecasting accuracy is just as important as over-delivering by 20%."
[00:18:04] "You can't cut your way to growth. You can't overreact to a miss, but that's why if you're really on top of things and accurate, then you can really manage a business in a short minute, a long term basis more effectively."
[00:20:12] "You're negotiating on both sides, right? You're trying to get them up to a realistic number, you're trying to figure out how to put a bogey on top or close that gap or be strategic and creative there."

Declan McKenna (2020)