Revenue Builders

Join Paul Capombassis, Chief Revenue Officer at MongoDB, as he shares his expertise in building high-performance sales cultures. Discover why he favors hiring disruptors over domain experts and the vital role of leadership authenticity. Paul reveals transformative initiatives like BDR to CRO and emphasizes the need for adaptability in fast-growing companies. Dive into the significance of structured career development and the importance of consistent leader enablement to boost team performance and drive growth.

Chris Reisig, a five-time Chief Revenue Officer, shares his expertise in scaling sales for early-stage tech companies. He emphasizes the necessity of wearing multiple hats in a startup, blending sales and product management. Chris discusses the importance of identifying customer pain points and how they guide product development. He also highlights recognizing patterns in sales discussions as vital for growth. Moreover, he explains the shift from founder-led sales to building efficient sales teams, focusing on delegation and actionable planning.

Chris Scanlan, Chief Revenue Officer at HUMAN, shares his wealth of experience in cybersecurity and sales leadership. He emphasizes the critical role of defining an ideal candidate profile to align talent with market needs. Chris discusses the significance of structured sales enablement and continuous training for adapting to market changes. He also highlights the importance of open communication around bad news and fostering discipline within teams for success. With practical insights, he provides a roadmap for building high-performing sales organizations.

The conversation delves into the critical role of self-care for leaders facing immense pressure. Tony Marino emphasizes that achieving peak performance is akin to elite athletes, requiring attention to diet, sleep, and stress management. He advocates for daily personal time to recharge, asserting that neglecting self-care negatively impacts decision-making and team dynamics. The discussion also touches on the importance of recognizing burnout signs early and managing time effectively to avoid falling into the 'just need more time' trap.

Matt Maloney, SVP of Global Sales at Fireblocks, shares his journey into the cryptocurrency landscape, emphasizing its potential to transform finance. He discusses the role of stablecoins and the importance of blockchain security, especially after incidents like the Bybit hack. Matt also highlights the need for adaptable, coachable sales teams in emerging markets and the significance of traditional sales disciplines. With insights from the influential book 'Inside the Tornado,' he underlines strategic decision-making and the necessity to understand customer needs in this evolving financial sector.

Marcello Gallo dives into the crucial interplay of champions and procurement in enterprise sales. He emphasizes the need for champions to actively advocate and engage during the procurement process, rather than retreating. Gallo highlights that elite sellers take full ownership of their deals, dismissing excuses about delays. Understanding the consequences of unresolved issues is vital for persuading stakeholders. Ultimately, true champions must hold power, creating a partnership that elevates the selling process.

George Mogannam, the CRO at Celigo, shares his wealth of experience in scaling high-growth sales organizations. He discusses the common challenges startups face and the critical role of hiring the right salespeople. George emphasizes the importance of structured onboarding, continuous enablement, and effective communication across departments. He draws parallels between athletic routines and business leadership, highlighting how structure can enhance team cohesion. Additionally, he explores the urgent need for timely hiring and the hidden costs of delays in building an effective sales team.

John Rowell shares how meticulous preparation transforms the sales game. He emphasizes the importance of understanding a buyer's needs before making a call, turning cold outreach into warm connections. Effective prep builds trust, allowing for authentic conversations. By comparing sales to elite athletics, Rowell highlights that top performers obsessively prepare to hit their targets. The podcast underscores how a structured approach enhances efficiency and confidence, leading to meaningful relationships in sales and entrepreneurship.

In this engaging discussion, Tony Marino, a seasoned executive coach and former CHRO at Fiserv, shares insights on resilient leadership. He highlights the parallels between sports and business, advocating for a 'corporate athlete' mindset. Marino emphasizes the importance of self-awareness, prioritizing key tasks, and maintaining physical and mental health to prevent burnout. He also dives into the transformative power of feedback and navigating team dynamics, stressing the necessity for well-rounded leaders skilled in various critical areas.

Matt Nolan, the CRO of Redwood Software, shares valuable insights from his journey scaling a revenue organization past $200M. He discusses the crucial shift from being a deal-maker to a system-builder and how to navigate the complexities of cultural integration post-acquisition. Matt highlights the importance of authentic leadership in building trust and emphasizes that understanding existing cultures is key when implementing new strategies. He also touches on the challenge of balancing learning with initiating change as a new leader.