Discover what truly makes sales reps successful with insights from industry expert Bill Binch. He highlights the importance of a compelling employee value proposition and outlines key traits to look for when hiring. Learn how starting the week with nine customer-facing meetings can dramatically boost reps' performance. Binch also stresses the need for structured onboarding aligning with success metrics and the value of creating a 'success profile' to emulate top performers. Tune in for valuable strategies to elevate your sales team!
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volunteer_activism ADVICE
CRO Readiness
Prepare a compelling employee value proposition and personal story.
CROs risk failure if they cannot articulate these convincingly.
question_answer ANECDOTE
Marketo's Ruthless Efficiency
Marketo's success was partly due to ruthless 60-day performance evaluations.
This quick assessment and removal of underperformers contributed to their growth.
insights INSIGHT
The Monday Morning Meeting Rule
Reps at Marketo who consistently hit quota start each week with nine customer-facing meetings.
This "Monday Morning Meeting Rule" emphasizes the importance of consistent client engagement.
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In this short segment of the Revenue Builders Podcast, Battery Ventures Operating Partner, Bill Binch, talks with Revenue Builders on getting specific on what makes your reps successful and the importance of understanding that success profile as a CRO. If you are hiring in 2025, don’t miss this segment.
KEY TAKEAWAYS
[00:00:27] - Introduction to Bill Binch's career highlights (Battery Ventures, Pendo, Marketo). [00:01:11] - The importance of having a clear and compelling personal and company value proposition as a CRO. [00:02:17] - Lessons from Marketo: Hiring top talent and being ruthless about performance in the early days. [00:03:15] - Defining traits of successful sales reps and discovering the “Monday Morning Meeting Rule.” [00:04:11] - Inputs that predict outputs: The critical metric of nine weekly customer-facing meetings. [00:05:02] - Structuring onboarding and enablement to align activity with success expectations. [00:05:38] - Setting success profiles in interviews to align hiring with organizational goals.
HIGHLIGHT QUOTES
[00:01:11] - "As a CRO, if you're not audible-ready with your employee value prop or your own story, you're at risk. You're really at risk." [00:02:56] - "If you weren’t cutting it at Marketo in 60 days, it was a hard place to be. That ruthlessness shaped our success." [00:03:48] - "Our reps who start the week with nine customer-facing meetings consistently hit quota. Meetings multiply." [00:05:02] - "We shifted enablement from outputs to inputs—measuring activity first to build downstream results." [00:05:38] - "When you start here, this is what we’re going to manage you to. Does that sound good?"
Revenue Builders