Hard Work, Grit, And Removing Friction For Your Teams
Dec 8, 2022
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Mark Thurmond, COO of Tenable, shares his experience and advice on success, hiring powerhouse teams, leading by influence, reducing friction, simplification and communication, and the importance of data-driven decision making in sales and leadership.
Effective communication and simplification of messaging, strategy, and execution drive productive teams.
Hard work and becoming a subject matter expert (SME) are key to sales success.
Seeking mentors and evaluating candidates based on intelligence, passion, work ethic, and commitment contribute to building successful teams.
Deep dives
Importance of Communication and Simplification
One of the main lessons Mark Thurman learned early in his career was the importance of communication and simplifying messaging, strategy, and execution. He emphasized the significance of leaders who can effectively communicate and simplify complex topics, as they tend to drive the most productive teams. This foundational skill has been instrumental in Mark's career and the development of his leadership style.
The Value of Hard Work and Becoming a Subject Matter Expert
Mark Thurman believes that hard work is the great equalizer and has been one of the driving forces behind his success. He shared how he approached his career and aimed to outwork and out hustle his peers, regardless of their intelligence level. Additionally, Mark highlighted the importance of becoming a subject matter expert (SME) and deeply understanding the technology being sold. He emphasized that becoming an SME allows sales professionals to differentiate themselves and provide value in today's selling environment.
The Role of Mentors and the Three Hs in Recruiting
Mark Thurman discussed the significance of mentors in his career and advised young salespeople to seek out experienced professionals who can provide guidance and support. He shared personal anecdotes, including his experience with Joe Tucci, former CEO of EMC, and how mentors helped him navigate complex situations and develop essential skills. Mark also highlighted the 'three Hs' - head, heart, and hard work - as key attributes he looks for in recruitment. According to him, a candidate's intelligence, passion, work ethic, and commitment are crucial considerations in building a successful team.
The Power of Explaining the Why
Mark emphasizes the importance of explaining the why to emotionally connect with others. He shares an example from his experience at Tenable, where he explains to newly acquired companies the reasoning behind certain strategies to help them achieve their goals.
The Value of International Experience
Mark highlights the value of international experience in developing leadership skills. He shares his own experience living and working in different countries, which helped him understand different cultures, adapt to local business practices, and make better decisions as a global leader.
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.
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.”
