Revenue Builders

Mike Earnest, VP of worldwide sales at Wiz with a rich background in B2B sales, shares his insights on recruitment and retention in this engaging discussion. He emphasizes the critical need for a robust recruitment culture and the 'rule of three' for effective hiring. Earnest highlights traits like curiosity and grit for ideal candidates, while also offering practical wisdom on authentic leadership. He explores innovative recruitment strategies and the complexities of transitioning to management, providing valuable advice for maintaining high-performing sales teams.

Dive into the vital world of enterprise sales, where active listening can make or break a deal. Discover why many sales professionals still cling to selling features instead of highlighting real value to customers. Learn about the common pitfalls in the discovery phase and why authentic engagement matters. The conversation reveals how balancing technical know-how with business outcomes is key to closing those larger deals. Get ready to shift your sales approach and drive lasting success!

Join Patrick Ball, Chief Revenue Officer at Crux, whose extensive experience in financial services brings valuable insights into complex sales. He delves into the significance of a well-structured sales process and the importance of understanding customer personas. Patrick explains how to effectively engage key stakeholders and navigate challenges during the buying journey. He also highlights the value of Business Value Assessments and how iterative processes improve internal alignment and customer engagement, ultimately driving B2B sales success.

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan and Alex Varel, CRO of Multiverse, discuss the mindset and responsibilities required to succeed in a CRO role. Alex shares firsthand insights on the challenges of executive leadership, the importance of accountability, and how customer success should be integrated into go-to-market strategies. He also emphasizes the significance of informed decision-making and fostering a culture of collaboration across sales and customer success.KEY TAKEAWAYS[00:01:17] The CRO’s Accountability Mindset – The deep responsibility that comes with the CRO role and the need to embrace it.[00:01:56] Executive Team and Board Alignment – Understanding the dynamics of working with senior leadership and the board.[00:03:06] The Power of Listening in Leadership – Why listening is a CRO’s biggest advantage when making critical decisions.[00:04:42] Customer Success and the CRO Role – The importance of unifying pre-sale and post-sale efforts under a single vision.[00:05:28] Org Design for Customer-Centric Growth – Why aligning sales and customer success creates a seamless customer journey.[00:06:22] The Right Intent Behind Owning Customer Success – Why it’s about customer outcomes, not just control over teams.QUOTES[00:01:17] "Having the accountability to the customers, individuals, and teams—and making all of them wildly successful—is what excites me about the CRO role."[00:03:06] "A huge advantage of being a CRO is that people want to meet with you—inside and outside the company. Use that to listen and make informed decisions."[00:07:23] "The best org design creates a natural mechanism for unified goals that benefit the customer and fuel growth."[00:06:45] "I wasn’t concerned with building a fiefdom—I was focused on creating a structure that aligns sales and customer success for better customer outcomes."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-reflective-journey-from-sales-leader-to-cro-with-alex-varelEnjoying 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

Steve Fitz, a seasoned Chief Revenue Officer with a wealth of experience in enterprise software sales, shares invaluable insights on navigating complex sales cycles. He emphasizes the importance of effective customer discovery and building trust to overcome skepticism in sellers. Fitz discusses the balance of active listening and strategic questioning as keys to relationship-building. He also highlights the challenges posed by procurement departments and the significance of long-term perspectives in achieving success in enterprise sales.

Sales leadership in startups comes with intense pressure. Sunil Dhaliwal emphasizes the importance of knowing when to walk away from deals. Transparency in sales forecasting is crucial to prevent team morale from plummeting. Exceptional sales leaders possess key competencies like market assessment and adaptability. The conversation also touches on the emotional toll of sales leadership and the need for honest communication with the board. Asking the right questions can make all the difference in achieving success in a startup environment.

John Donnelly, Chief Revenue Officer at Qumulo, shares his wealth of experience in enterprise software sales. He emphasizes the vital role of listening and building relationships over merely pushing features. The conversation dives into the transformative impact of AI on sales processes, including automation and personalized customer interactions. Donnelly also discusses the importance of urgency in selling and how emotional connections can empower clients to become champions of their solutions. His insights reflect a dynamic blend of technology and human connection in modern sales.

Anne Gary, Managing Director at Force Management, shares her expertise on the traits of sales champions. She delves into distinguishing between business and technical champions, emphasizing the importance of influence over positional authority. Listeners learn to utilize organizational and power charts to identify key players and change agents. Gary highlights how the right relationships can drive decision-making and improve business outcomes, offering invaluable strategies for sales success.

Alex Varel, the CRO at Multiverse and seasoned sales leader, dives into his journey spanning media, software, and technology. He emphasizes the power of vulnerability and authenticity in leadership, sharing personal stories that highlight their role in fostering strong team connections. Varel discusses the importance of data-driven decisions and iterative improvements for scaling sales. He balances recruiting talent internally versus externally and stresses the need for effective operating rhythms to drive growth and cultivate a culture of continuous learning.

Exploring the power of adaptability, the discussion highlights its role as a strength rather than a weakness. Job-hopping is now seen as a norm, reflecting the evolving job market. The podcast delves into the psychology behind resistance to change, linking coachability and curiosity to personal growth. Leaders are urged to understand trust dynamics and the root causes of employee resistance to coaching. Ultimately, embracing change is key to reaching full potential in business and leadership.