Revenue Builders

Matt Nolan, Chief Revenue Officer at Redwood Software, dives into his extensive journey in global revenue strategies and scaling automation solutions. He discusses the crucial role of company culture in recruitment and the art of hiring proactively, emphasizing that strong leadership significantly influences team success. Matt shares insights on navigating board relations, the impacts of remote teamwork during the pandemic, and the importance of creating a high-performance culture that drives growth. Listeners gain practical strategies for building winning sales organizations.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Bob Ranadli of FTV Capital to unpack the delicate dynamics between CROs, CEOs, and board members. From managing expectations to avoiding pitfalls of dysfunction, this conversation dives deep into how CROs can approach board interactions with strategy, self-awareness, and alignment. Perfect for revenue leaders who want to strengthen executive relationships and drive healthy boardroom collaboration.KEY TAKEAWAYS[00:00:35] Understand the Board’s Purpose: CROs must recognize the board’s role in needs analysis and bringing strategic value—not just oversight[00:01:10] Diversify Board Experience: Great boards consist of varied backgrounds and expertise; avoid redundancy in experience sets[00:01:45] Root Cause vs. Surface Complaints: Before raising issues with the board, ensure the CRO and CEO have sought resolution together.[00:02:15] Bring Solutions, Not Just Problems: Leaders must shift from venting to proactive solution-building[00:02:50] Avoid Commiserating with Board Members: CROs should direct internal concerns to CEOs first, not the board—keep relationships clear and constructive.[00:03:30] Align Board Expertise with Department Needs: Strong boards mirror company functions, acting as mentors to department leaders when the CEO is confident and secure.QUOTES[00:00:55] "The board needs to do a needs analysis… making sure you don’t have redundancy in experience is really important."[00:02:00] "If you’ve got a problem and you’re not thinking about a solution, then you’ve got to look in the mirror."[00:02:50] "If you're bringing something to me that looks like you don’t have a solution, you’re just complaining."[00:03:50] "The really good CEOs bring in board members who can act as mentors aligned to each function.[00:04:15] "For that to work, the CEO must be very secure in their job."Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/understanding-the-nuances-of-the-cro-ceo-relationshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Jane Thompson, Director of Strategic Accounts at Big Panda, brings 25 years of sales expertise to the table. She dives into the challenges of managing B2B strategic accounts and emphasizes the need for value-driven selling. Key traits for success include confidence, curiosity, and a deep understanding of customer needs. Jane discusses the necessity of building trust and the pitfalls of mismatched skills in account management. She also addresses how startups can approach large clients by honing in on their Ideal Customer Profile for effective targeting.

Frederik Maris, CRO at Atoss Software SE, shares his expert insights on hiring elite enterprise sales talent. He emphasizes the importance of emotional intelligence, character, and curiosity over traditional resumes. Learn about the ICE criteria—Intelligence, Character, Coachability, and Experience. Frederik reveals how to spot top performers by blending instinct with analytics. He discusses the relevance of 'Spin Selling' in interviews and highlights how self-awareness can be gauged through specific questions, proving intuition is key in hiring.

John Rowell, co-founder of Pinned Golf, shares his inspiring journey from a successful sales career at EMC and Dell Technologies to launching an innovative golf startup. He discusses critical skills like preparation and leadership that paved the way for his entrepreneurial success. Rowell explores the importance of defining customer profiles and the emotional connections in sales. He also highlights the unique challenges of working with friends and the thrill of creating market-defining golf products, showcasing a blend of passion and strategy in business.

Chris Vik, the Chief Revenue Officer at Leapwork, shares his insights on the dynamic world of pipeline generation in sales and recruiting. He debunks the myth that pipeline generation is dead, stressing the importance of leaders being actively involved with their teams. Chris emphasizes that recruiting should be a hands-on effort, advocating for leaders to build high-performing teams rather than outsourcing the process. Tune in to learn strategies for inspiring talent engagement even for lesser-known companies and the value of leading by example.

Bob Ranaldi, a global sales executive with over 20 years of experience, offers invaluable insights on optimizing the relationship between Chief Revenue Officers (CROs) and Chief Executive Officers (CEOs). He emphasizes the importance of high communication and aligned goals. Bob discusses the balance between growth and EBITDA, as well as how sales efficiency impacts financial success. He also shares strategies for navigating remote environments and fostering a winning mindset among teams, ensuring CROs take ownership of sales forecasting and metrics for effective collaboration.

Discover the importance of shifting focus from sales activities to accomplishments. Learn how to train reps for impactful meetings and why clarity in expectations is key. Explore strategies for engaging economic buyers and adapting to changing funding landscapes. The conversation emphasizes aligning daily actions with business outcomes for maximum effectiveness. Simplifying sales execution can lead to small wins that drive success.

Frederik Maris, Chief Revenue Officer at Atoss Software SE, brings a wealth of B2B sales leadership experience. He discusses the importance of recruiting sales talent with qualities like intelligence, character, and coachability. Frederik emphasizes the need for a strong discovery process to deeply understand client challenges. He also highlights the crucial role of first-line managers in fostering continuous learning and accountability within teams, coupled with the power of self-awareness in driving sales success.

Discover insights on retaining top sales talent through authentic leadership. The conversation emphasizes building a culture of buy-in, where employees feel valued and aligned with organizational goals. Learn how transformational management can foster long-term loyalty by investing in employee growth. Mike Earnest highlights the necessity of helping teams envision their future within the company, ensuring they see a path for personal and professional achievement.